For growth-oriented B2B technology teams
Turn go-to-market chaos into repeatable wins.
I build playbooks, not pablum. Every play has an objective, a workflow, the AI tools that accelerate it, and a concrete output you can run on Monday morning — sequenced on a 120-day workback game clock.
No pitch deck. We look at your launch or your flywheel and find the leak first.
31,000+
LinkedIn followers
100+
Startups supported
5
Playbooks in the series
Proof, up front
“An RPA Primer” was the most downloaded eBook ever for Automation Anywhere.
The most successful single campaign piece in the history of the company.
The signature system
The 120-Day GTM Game Clock.
Pre-Game, four quarters, two two-minute warnings, a Halftime reset, and Overtime — so a launch stops being a six-month slog and starts being a sequence.
Three decades in the trenches at
Pragmatic Institute-trained · Certified Scrum Product Owner · PMA AI for Product Marketing Certified
The current state
Your funnel leaks. Your launch calendar slips. Your AI tools are glorified mascots.
Most GTM content tells you that you should use AI. It never tells you how. So teams burn budget keeping the funnel full, celebrate a 3% conversion rate while ignoring the 97% leaking out the sides, and forget the customers they already won the moment everyone pivots to hunting the next batch of leads.
Framework fatigue is real.
Generic playbooks are glossaries with a cover page. Nine templates, five stages, and a checklist you could have written yourself.
The launch has no clock.
Cross-functional coordination with no sequence, no shared plan, and no way to read the market’s response in real time.
Growth runs on consumption.
An ever-increasing ad budget just to hold flat growth, while expansion revenue slips through the cracks after the sale.
The mechanism
Two systems, tied together. Not another framework.
Where most resources hand you a diagram, these are operational systems. You know what to execute, when to execute it, and what "done" looks like.
01
The 120-Day GTM Game Clock
Compress a launch into a sequenced 120 days. Pre-Game through Overtime, with a Message House, battlecards, persona cards, an ROI calculator framework, a RACI, and a metrics framework you can fill in.
02
The Funnel to Flywheel Loop™
Connect the funnel you already have to a flywheel. Two nurture sequences, sales enablement for customer growth, Voice of the Customer, Customer Advisory Boards, containment, and a 90-day sprint.
03
AIDA to AI-DA
The unifying framework. It keeps the century-old AIDA spine, then adds Loyalty and Feedback — turning the funnel into a self-learning cycle instead of a one-way pipe.
What you get
Outcomes, not slideware.
Launches become repeatable.
A launch stops being a heroic one-off. It becomes a sequence your team can run again next quarter.
Growth compounds from customers you already have.
Move from consuming leads to regenerating growth, and stop paying to buy back reach you already earned.
You get found where buyers actually look.
Google, ChatGPT, Perplexity, and LinkedIn’s 360Brew — the AI either cites you or it names your competitor.
The guesswork goes away.
Every play names the objective, the workflow, the AI tools, and the concrete output. Clarity, sequence, and speed.
Proof
Results I can point to.
Not logos on a wall — work that shipped and moved a number.
Automation Anywhere
Most downloaded eBook ever
“An RPA Primer” became the most successful campaign piece in the company’s history.
Workday
The Value of Continuous Innovation
Co-created the eBook, including the tagline “With Workday, innovation is not an option, it’s built in.” Also built the CIO Message House and the CIO Power to Adapt video.
Microsoft
Azure Data Box and Lexmark
Wrote the Azure Data Box security white paper and launch blog, the D365 CPQ success story for Lexmark, and the Customer Advisory Board deck — with an accolade from the D365 CX product marketing team.
Pick your path
Four ways to work together.
Read
The Playbook Series
Five field guides: GTM, AEO, Search, the Funnel to Flywheel Loop™, and AI-Agentic Marketing.
Advise
GTM & Product Marketing
Launch strategy, positioning, sales enablement, and product marketing execution. Results guaranteed.
Train
Workshops & Courses
Run the 120-Day Game Clock with your team, live, with the templates and prompts in hand.
Follow
Monday Morning Marketer
The weekly newsletter and Tom’s AI Tools Review. Plain-spoken, hype-free, built to use.
Signature point of view
MQLs aren’t dead. Single-threading is.
Every buying committee I ever sold into started with one person. That person was the MQL. The job was never to stop there — the job was to multi-thread.
Signature point of view
Boosting is an amplifier, not a rescue boat.
If your article didn’t land with the people who already follow you, paying strangers to ignore it too isn’t much of a strategy.
Before you decide
The honest objections.
If you have downloaded every playbook and nothing changed, the problem was never the playbook. It was that nothing was sequenced, owned, or on a clock.
“Not another playbook. I’ve downloaded them all.”
Fair. This one is a field guide, not a framework. Every play names its objective, its workflow, its AI tools, and its output — and the whole thing runs on a visible clock. If a play can’t be executed, it doesn’t go in the book.
“Will AI make our content sound generic?”
Only if you use it as a mascot. Used as the ringer — pointed at a specific play with a specific output — AI accelerates your voice instead of replacing it. The books include the tools directory and the prompts.
“We’re too small for this.”
Then you’re not the audience yet, and I’ll say so. The GTM Playbook is built for teams with dedicated marketing and sales. Solo founders launching an MVP belong in a simpler funnel book.
“We don’t really have competitors.”
The most underestimated competitors are the status quo and inertia. That’s usually who you’re actually losing to.
“Is this just SEO/AEO hype?”
No. When a trend gets declared dead, I explain what is actually changing and what is not, instead of chasing the headline. Sixty percent of Google searches now end without a click — that changes the job, it doesn’t end it.
Next step
Bring me your launch. I’ll show you the leak first.
Thirty minutes, no obligation. We look at where the launch or the flywheel is breaking, and whether a playbook is the right fix at all.
Prefer email? tdoherty@tekno.io