The Positioning Assessment

A 12-question self-assessment tool that helps B2B marketing leaders determine their positioning strategy (broad category play vs. narrow use case focus) and understand the GTM implications of each choice.

The Core Problem It Solves:

Most Series B marketing leaders are stuck in "positioning limbo" aka they're being pulled in multiple directions:

• Board wants TAM coverage (go broad)
• Team is drowning in content requests (can't execute on broad)
• Stakeholders want messaging for multiple personas/use cases
• No clear framework to decide which path makes sense

This creates:

• Content sprawl (trying to be everything to everyone)
• Team burnout (unrealistic content demands)
• Hedged positioning (unclear who the product is actually for)
• Wasted budget (attending wrong events, targeting wrong audiences)

The Positioning Assessment Provides:

1. Clarity on the decision: Should we go broad or narrow? (With 4 specific positioning archetypes as outcomes)

2. GTM implications: What does each choice mean for:

◦ Content volume and types needed
◦ Team size and budget
◦ Events and channels to prioritize
◦ Audiences you can actually reach

3. Permission to focus: Most will land on "Big Fish, Small Pond" (narrow focus) and get validation that they DON'T need to cover the entire TAM right now

4. Framework to push back: When a stakeholder asks "why aren't we targeting enterprise?" or "shouldn't we create content for this other persona?"—they now have a structured answer.