🟧 Hugo H. Macedo 🟧's Linkedin Analytics

After 5 sessions, some say I've been avoiding the sales topic at Farol GTM Meetup... Not interesting, not confortable, not atractive? The truth is... I was waiting for the RIGHT person. We've had brilliant marketing leaders, YouTube experts, and PR veterans. But sales? That deserves someone special. Enter Miguel Arroja 🚀 • 8 years at Salesforce • Grew from AE to Regional VP • Rumours say that he consistently blows his quotas • Built teams across Portugal, Spain & Italy • Started in Lisbon's startup scene (Uniplaces, Web Summit) Miguel gets it. He's lived the entire GTM spectrum - from scrappy startup hustle to enterprise deal orchestration. This isn't your typical "smile and dial" sales talk. We're diving deep into: → Modern enterprise sales motions → Building high-performing teams → Scaling revenue across markets → Real numbers, real strategies I'm super excited for this one! GTM has always been Marketing + Sales + Growth working together. Time to complete the picture. GTM Lisbon - Next Meetup 📅 📍 Heden Alvalade, Lisbon 🎯 For B2B tech GTM professionals Ready to learn from someone who's actually done it? Save your spot - the link in the comments! #GTMLisbon #Sales #B2BTech #Salesforce #Lisbon

So you think you’ve nailed Product-Market Fit? Think again. Every wrong guess costs runway, talent, and trust.  Let’s fix that—fast! 🎯"Product-Market Fit: Myth, Milestone, or Missing Piece?" 🎯 In this FREE 30-minute Live AMA, we'll: 🔍 Strip the myths holding your growth hostage 💸 Spot “false traction” before it burns your budget 🛠️ Preview battle-tested frameworks used at Miro, Unbabel & PandaDoc 🎁 Attend to unlock an event-only promo code for our special 10-seat-only hands-on 3h Product-Market Fit Workshop Hosts: • Gina Dragulin – Product Marketing leader (Microsoft, Miro, SoSafe) • Hugo H. Macedo – Go-to-Market Strategist ($1 → $10 M+ ARR at Unbabel, PandaDoc) 👉 Save your seat, book your calendars - it's already next week! #productmarketfit #B2Bstartups #GTM #saas #growth

People Don't Buy What You Sell - What?! People don’t buy features, that I know. People buy benefits, value,… that’s what I thought. Then I read something in "Oversubscribed" that stopped me cold: People don't buy what you sell. They buy what others buy. This hit me in the face. 😳 All that time figuring out benefits and how to talk about value, when what really matters is showing that others are already buying it! Think about it: When did you last choose a restaurant with an empty dining room over one with a waiting list? Or skipped the highly reviewed item for the new item with 5 reviews? We're wired to follow social proof. It's not irrational, it's evolutionary. If others value something, it reduces our perceived risk. We also crave connection with others. So, how do you create this virtuous cycle when starting out? → Showcase early adopters prominently → Make your existing customer base visible → Highlight testimonials over features → Create "waiting lists" even when unnecessary → Focus marketing on your community, not just your product This shift in perspective makes me wonder about my approach. Instead of trying to convince people directly, I should build and showcase a community of satisfied customers. What about you? Are you still selling features while your competitors are selling social proof?

Are you building a business or just bragging about vanity metrics? +90% of startups fail, and the # 1 reason is still building something nobody wants, or don't know who wants it! Yet many founders still think success is: ➡️ That TechCrunch article ➡️ Your oversubscribed funding round ➡️ Everyone telling you the product is "interesting" (translation: "I will never use this") After mentoring 50+ startups and scaling companies from zero to $100M+, I've watched founders repeatedly confuse false signals with Product-Market Fit. Check out these 8 dangerous illusions that feel like progress but lead nowhere: → Media coverage that impresses everyone except customers → Website traffic that never converts → Social followers who never pay → Startup awards that collect dust → Free users with zero intent to upgrade → Investor checks that validate potential, not reality → Growth hacks that spike then flatline → Polite compliments instead of urgent demand You can swipe through to see if you're chasing ghosts or building something people actually need. Finding PMF is complicated, and you likely have tougher questions than a carousel can answer. So join our FREE 30-minute AMA next Thursday (22nd) where Gina Dragulin and I will answer your toughest PMF questions live. Link in comments. Spots are limited to keep it interactive. #ProductMarketFit #StartupAdvice #FounderJourney #GrowthStrategy What's your most challenging PMF question? Drop it below, and we will feature it in our AMA!

Product-Market Fit was coined by a VC. That explains everything. VCs think of "fit": cold, mechanical, binary. Does it work? Is it scalable? Can we exit? But founders live the reality. And the reality is messier, more human. It's not about fit. It's about love. Think of it like falling in love. At first, there's curiosity. Maybe some initial attraction. Your product catches the market's attention, but it's not quite there yet. Then comes the courtship. You're learning what makes each other tick. What problems really matter. What solutions actually work. There's friction, misunderstandings, some rejection. But when it clicks? Everything changes. Suddenly, customers can't imagine life without your product. Sales feel effortless. Word spreads naturally. Growth becomes organic. What once felt forced now flows. The market pulls your product toward them instead of you pushing it onto them. That's not Product-Market Fit. That's Product-Market Love. 🥰 And just like real relationships, it requires ongoing attention. Markets evolve. Customer needs shift. Love requires maintenance. The magic isn't in the metrics (though they help). It's in that moment when everything just works between what you've built and who needs it. ---- Want to explore how to find your Product-Market Love story? 🗓️ Join our Product Market Fit AMA, online this Thursday, 22nd We'll be able to answer your burning questions about achieving that magical fit. Find the link in the comments 👇

Think your biggest competitor is your direct rival? Think again.💥 In a recent Marketing class, we unpacked how competition is rarely what it seems... 💡 Competition is defined in the customer’s mind. It’s whatever they think can get the job done. For Coca-Cola, it’s not just Pepsi – it’s water. For Netflix, it’s sleep. In B2B it can be Excel, WhatsApp or just do-nothing. 🫣 🔍 It’s also about how you define the market. Are you playing in a new, growing, or maturing space? Your strategy depends on that dynamic.  ⚡ Competition can be a signal. If you have no competition, it might mean there’s no market. Either you’ve discovered a new planet, or a big surprise is waiting for you.  🎯 Bottom line: Understanding competition is a key ingredient to understanding the market. You first grasp the game, and then what the players are doing.  Big thanks to Prof. André Casado from Faculdade de Ciências Humanas - Universidade Católica Portuguesa for the invitation. It was a pleasure to explore this topic, challenge the students to think beyond the obvious, and reframe their perceptions of competition.  Eager to join the discussion? Feel free to drop your questions and ideas below.

Revenue without PMF is like sugar high - feels great until you crash. This and other hard truths emerged from today's Product-Market Fit AMA. But in the end, we felt like we just started peeling the PMF onion. Gina Dragulin and I answered the audience's questions on Product-Market Fit and shared hard-won lessons from scaling products at Microsoft, Miro, Unbabel, and PandaDoc and advising dozens of companies. One of the highlights was talking about Revenue ≠ Success You can generate revenue without Product-Market Fit, but it will be short-lived. Growth becomes increasingly difficult. It becomes tougher to acquire customers and even tougher to retain them. Real PMF requires: • Sustainable, repeatable customer value • Users who'd be "very disappointed" without your product • Organic growth through retention, not just acquisition The biggest trap we discussed was false traction, which is mistaking initial excitement for genuine market validation. The energy and sharp questions from attendees proved there's a lot to peel in the PMF discussion. Today, we've only peeled the first layer of the PMF onion. Want the full playbook? Join us, and 9 others, for our intensive and exclusive 2-hour workshop where we'll dissect your specific Product-Market Fit challenges. Limited seats, maximum impact. Follow the link in the comments for more details.

"Demand Gen isn't a real thing" 😱 ”Influencers > Brand” 🤩 “If the CEO doesn’t get marketing, it’s our fault!” 🙊 “Evangelisation is a thing for religions” 🙏🏻 “Category creation?! Don’t get me started!” 😤 These were other bombshells dropped at last night's GTM meetup 💣 Last night's GTM Lisbon Meetup wasn't just another networking event – it was a jam session about real go-to-market challenges. We ditched the presentations and went straight to the source: the actual bottlenecks keeping GTM leaders up at night. Our participant-driven format unleashed the collective brainpower of senior GTM professionals, who tackled everything from trust-building to pipeline acceleration. No buzzwords. No fluff. Just unfiltered expertise flowing freely (along with a few bottles of wine). What you missed: 🔥 Live problem-solving for attendees' biggest challenges – watching a room of experts dismantle complex GTM issues in real-time was something special 🧠 Brutally honest insights like "demand gen isn't a real thing" and "if your audience doesn't trust you, it doesn't matter if they get it" 🔍 Deep-dive discussions on what separates painkillers from vitamins in GTM strategy (spoiler: market pain isn't enough – you need to convince people it's fixable) 📈 Actionable frameworks for modeling your best clients (not your average ones) to define your real ICP As one attendee put it: "You know that feeling when you're surrounded by people who are way too good at what they do, and you're just trying to keep up while secretly taking notes? Yeah, that was me last night." Fernão Mendes 🙏 The energy was electric. The connections were genuine. And the insights were worth 10x the price of admission (which, by the way, was free). For those who missed it – we get it, calendars are brutal. But fair warning: our next meetup in June is already filling up, and we're keeping the group intimate, so I'm not sharing the link publicly by design. Tag someone who needs to be there next time. Your GTM challenges deserve this kind of collective intelligence. Thanks to everyone who was there, including Michel Ozzello, André Dias, Gina Dragulin, Scott Stransky, Igor Kostenko, Augusto Souza Araújo, Fernando Amaral, Marina Mourinho