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As Founder & CEO of Bluleadz, a HubSpot Elite Solutions Partner Agency, I help mid-market…
Articles by Eric
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How To Use Content Marketing In Your Sales Process
How To Use Content Marketing In Your Sales Process
Times have changed - your customers have become savvier than ever before and can smell a salesperson like a shark…
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Eric Baum shared thisYou've cracked the code. Deals are closing. Customers are expanding. So why does growth feel harder than ever? This is Valley #5 of the 5 Valleys of Revenue Death: Expand But Can't Scale. Mid-market SaaS companies scaling from $10M to $100M ARR hit this wall right when they should be accelerating. The playbook that got you here stops working. Growth becomes a grind. And throwing bodies at the problem only makes it worse. Here's what's really going on: 🚨 Success depends on a few rockstars. Your best rep closes 40% of revenue. Your best CSM saves every at-risk account. But their magic isn't documented. When they leave - or burn out - so does your momentum. 🚨 No repeatable playbooks or processes. Every deal is improvised. Every onboarding is different. Every expansion is a one-off. You can't scale what you can't repeat. 🚨 Your tech stack is fragmented. CRM says one thing. Marketing automation says another. CS platform says something else. Nobody has a single view of the customer journey. Decisions are made on gut, not data. 🚨 Data silos kill visibility. Marketing can't see what Sales is doing. Sales can't see what CS knows. Leadership is flying blind. You're scaling chaos, not a system. 🚨 Hiring doesn't solve the problem. New reps take 9 months to ramp. New CSMs struggle to learn the product. You're adding headcount but not capacity. The result? You're working harder and spending more, but growth is flatlining. What got you to $10M won't get you to $100M. A GTM Operating System creates the repeatable, scalable foundation you need. One system. One source of truth. One aligned team. Are you stuck in Valley #5? DM me "GTM OS" and I'll send you a link to our free GTM assessment to identify where your Go-To-Market strategy is breaking down. #GTM #GoToMarket #SaaS #B2BSaaS #RevenueGrowth
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Eric Baum shared thisYour customers are happy. They're renewing. So why isn't revenue growing? This is Valley #4 of the 5 Valleys of Revenue Death: Deliver But Can't Expand. Mid-market SaaS companies scaling from $10M to $100M ARR get stuck here more often than you'd think. Churn is low. NPS looks good. But net revenue retention is flat - or worse, declining. You're running just to stay in place. Here's what's really going on: 🚨 CS is stuck in support mode. Your Customer Success team is firefighting tickets and answering questions. They're not having strategic conversations about growth. Renewals happen, but expansions don't. 🚨 No visibility into usage data or expansion signals. You don't know which accounts are primed to grow. You can't see who's underutilizing the product or who's hitting limits. You're guessing instead of targeting. 🚨 No defined upsell or cross-sell motion. There's no playbook. No triggers. No process for identifying and pursuing expansion opportunities. It happens accidentally - if it happens at all. 🚨 The product doesn't have clear expansion paths. Even if CS wanted to sell more, what would they sell? If your product doesn't have natural upsell tiers or add-ons, expansion becomes a struggle. The result? You're leaving revenue on the table with every account. And your growth depends entirely on new logos—which is the most expensive way to scale. A GTM Operating System connects usage data to expansion signals so CS can drive revenue, not just retention. Are you stuck in Valley #4? DM me "GTM OS" and I'll send you a link to our free GTM assessment to identify where your Go-To-Market strategy is breaking down. #GTM #GoToMarket #SaaS #B2BSaaS #RevenueGrowth
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Eric Baum shared thisYou're closing deals. But customers are frustrated before they even get started. Sound familiar? This is Valley #3 of the 5 Valleys of Revenue Death: Sell But Can't Deliver. Mid-market SaaS companies scaling from $10M to $100M ARR hit this wall all the time. The pipeline is moving. Revenue is coming in. But behind the scenes, your customer team is scrambling to clean up messes they didn't create. Here's what's really going on: 🚨 Sales is overpromising to close. Reps are saying whatever it takes to get the signature. Features that don't exist. Timelines that aren't realistic. Outcomes that aren't achievable. Now CS has to deliver on promises they never made. 🚨 There's no real handoff between Sales and Customer Success. The deal closes, and the customer context disappears. CS is starting from scratch, asking questions that the customer has already answered. Trust erodes before onboarding even begins. 🚨 Implementation timelines are unrealistic. Sales promised 30 days. Operations knows it takes 90. Now you're resetting expectations with an already frustrated customer, and you haven't even delivered value yet. The result? Churn seeds are planted on day one. You're not just losing customers - you're burning them. A GTM Operating System aligns Sales and Customer Success so deals close with realistic expectations and seamless handoffs. No more throwing customers over the wall. Are you stuck in Valley #3? DM me "GTM OS" and I'll send you a link to our free GTM assessment to identify where your Go-To-Market strategy is breaking down. #GTM #GoToMarket #SaaS #B2BSaaS #RevenueGrowth
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Eric Baum reposted thisEric Baum reposted this"We've been running on EOS for 10 years. When I saw GTM OS, it immediately clicked—it's the missing operating system for go-to-market." that's what Eric Baum, CEO of Bluleadz told me last week. Eric runs a very successful agency on HubSpot and EOS Worldwide. he's seen what works and what doesn't. and his take got me thinking about why so many EOS companies still struggle with revenue. EOS gives you operational discipline. → rocks → scorecards → accountability → meeting rhythms but EOS doesn't tell you how to go to market. it doesn't answer: → who's your real ICP? → what's your positioning? → how do marketing, sales, and CS actually align? → where's the pipeline breaking down? that's the gap GTM OS fills. EOS runs the company. GTM OS runs the revenue engine. most companies have one or the other. few have both working together. but when they do? that's when things start compounding. Eric's seeing it with his clients — the ones running both systems are moving faster and with more clarity than the ones trying to figure out GTM on their own. if you're already on EOS and feel like go-to-market is the missing piece — this might be worth exploring. are you running both or just one? love, sangram p.s. shoutout to Eric Baum for the insight — always learn from people doing it in the field.
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Eric Baum shared thisYour pipeline looks healthy. Marketing is generating leads. So why isn't revenue growing? Today, we're diving into Valley #2 of the 5 Valleys of Revenue Death: Market But Can't Sell. This is where mid-market SaaS companies get stuck between $10M and $100M ARR. On the surface, it looks like success: MQLs are up, campaigns are working, and the funnel has activity. But then deals stall. Close rates drop. Sales blames marketing. Marketing blames sales. Here's what's actually happening: 🚨 Marketing and Sales aren't aligned on ICP. Marketing is filling the funnel with leads that fit the persona on paper, but Sales quickly identifies them as not a real opportunity. 🚨 Leads are "qualified" but not ready to buy. They scored well. They downloaded the content. But they're not in an active buying cycle, and pushing them further won't move the needle. The result? Your teams are working harder than ever while revenue flatlines. And the worst part, you can mask this problem for quarters by overcompensating in other areas. But you're building on a shaky foundation. This is exactly what the GTM Operating System is designed to fix. When your GTM motions are aligned, when Marketing, Sales, and Customer Success are truly on the same page - you stop spinning your wheels in Valley #2. Are you stuck in the "Market But Can't Sell" valley? DM me "GTM" and I'll send you a link to our free GTM assessment to identify where your Go-To-Market strategy is breaking down. #GTM #GoToMarket #SaaS #B2BSaaS #RevenueGrowth
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Eric Baum shared thisYou built a great product. But nobody's buying. What went wrong? This is Valley #1 of the 5 Valleys of Revenue Death: Create But Can't Market. GTM Partners identified 5 valleys where SaaS companies stall out between $10M and $100M ARR. Over the next few days, I'm going to break down each one—because if you're stuck, you need to know exactly where and why. Valley #1 is where many founders find themselves after launch. The product works. Early adopters are happy. But demand isn't growing. Here's what's really going on: 🚨 Your ICP isn't defined. You're building for "everyone" which means you're resonating with no one. Without a sharp Ideal Customer Profile, your messaging is generic, and your marketing falls flat. 🚨 You're building features that don't drive value. Your roadmap is full of ideas, but are they the features your best customers actually care about? The ones that make them stay? 🚨 You're not tracking leading indicators of retention. If you don't know what behaviors predict long-term customers, you're flying blind. You can't market what you don't understand. The fix isn't more marketing spend. It's going back to the foundation, understanding exactly who you serve, what they value, and what keeps them coming back. That's what a GTM Operating System helps you build. Are you stuck in Valley #1? DM me "GTM" and I'll send you a link to our free GTM assessment to identify where your Go-To-Market strategy is breaking down. #GTM #GoToMarket #SaaS #B2BSaaS #RevenueGrowth
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Eric Baum shared thisBluleadz is proud to be a Strategic Partner with FirstTouch. They have a game-changing solution that will accelerate our clients' Go-To-Market motions!Eric Baum shared thisDharmesh Shah didn’t invest in FirstTouch because we had a perfect product. He invested because of our thesis on GTM. Create connection, not just contact. Our thesis was simple. GTM had become a volume game. More emails. More calls. More automation. Everyone was optimizing for maximum contact. But contact isn’t connection. Blasting 1,000 cold emails is contact. Having a real conversation and building a relationship with the right person is connection. We didn't know exactly what the product would look like. But we knew the direction. We knew the future of GTM wouldn't be won by whoever sends the most. It’d be won by whoever connects the best. We believed GTM teams deserved a tool built for maximizing relationships, not maximizing reach. Two years later, it became crystal clear how we would help businesses achieve this. Operationalized Social. FirstTouch is the system of action to power social selling, allowing teams to trigger, track, and report on social directly inside HubSpot workflows, segments, and reporting dashboards. Now you can measure what connection is actually worth. Dharmesh Shah didn't bet on a product. He bet on a belief. But the product is pretty dang good now too. Welcome to the social first era of GTM.
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Eric Baum shared thisFathom is a game changer! It’s a critical piece of a successful Go-To-Market strategy.Eric Baum shared thisYou can’t fake “most used.” After ranking on G2’s Best Global Software Companies, this week Fathom.ai has been named HubSpot’s 2025 Most Used App of the Year. Highest active installs across the ecosystem (we just hit 20k installs this month!). That means reps are actually using it. Updating CRM. Following up faster. Moving pipeline. Usage > noise. Thank you team HubSpot for the continued partnership, and for our many Growth Partners who are helping their clients discover and adapt fathom daily. #HubSpotTechnologyPartner #Premier #MostUsedApp #ImpactAwards
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Eric Baum reposted thisEric Baum reposted thisHubSpot 𝗶𝘀𝗻’𝘁 𝗷𝘂𝘀𝘁 𝗮 𝗖𝗥𝗠 𝗮𝗻𝘆𝗺𝗼𝗿𝗲—it’s becoming the intelligent engine for your entire go-to-market motion. As we enter the 𝘼𝙜𝙚𝙣𝙩𝙞𝙘 𝙀𝙧𝙖 and HubSpot introduces sophisticated 𝙎𝙚𝙣𝙨𝙞𝙩𝙞𝙫𝙚 𝘿𝙖𝙩𝙖 properties, the stakes for technical integrity have never been higher. That evolution raises the bar for the partners managing your stack. That’s why Bluleadz is happy to announce that we've successfully completed our 𝗦𝗢𝗖 𝟮 𝗧𝘆𝗽𝗲 𝗜 audit and formal 𝗛𝗜𝗣𝗔𝗔 attestation. Your RevOps, automation, and AI initiatives deserve a foundation that is as 𝙨𝙚𝙘𝙪𝙧𝙚 as it is scalable. 👇 See the links, including our official press release, in the first comment below. #HubSpotElite #AgenticCRM #DataSecurity #SOC2 #HIPAA #Bluleadz #SharedResponsibility
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Eric Baum liked thisEric Baum liked thisCongratulations to Addison Franklin-Cross on her promotion to HubSpot Strategist! After working with clients as a Content Marketer for two years and becoming a HubSpot Certified Trainer along the way, we can't wait to see what Addison will continue to achieve in her new role!
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Eric Baum liked thisEric Baum liked thisI'm famously, spectacularly TERRIBLE at free-time. To me, a quiet afternoon is a threat to my natural order of being. My brain treats free-time as a structural failure and I'm mapping all the ways my moment of peace could be better utilized. Maybe the reason I am so bad at relaxing is because I am stuck in a loop of trying to optimize it. I try to DO rest. I try to shortcut self-care. I try to find the MOST PRODUCTIVE ways to unwind. and in doing so, I completely miss the benefit of allowing myself to have real, human capacity. I don't know what happens if I just sit in silence; it's not ever been an option. I can't imagine what would happen if I took my foot off the gas. all I know for sure is no one wins at life... the finish line is a hospital bed... and I can't forget to enjoy this life while it's still mine. #100percentHuman
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Eric Baum liked thisEric Baum liked thisExcited to announce my promotion to VP of Partnerships at QuotaPath! Over 2025, there were lots of wins: 207% YoY growth in partner-influenced revenue, launched our first payroll integration (s/o Rippling), and grew my team from 1 to… 1! Wait, what? Yeah, Partnerships at QuotaPath is still just a team of one, but most of the revenue at QuotaPath is influenced by partners in some way. So how did I do it? - Embedding throughout the company: I run the same training with every new hire, regardless of role/department. I sit with every new AE, engineer, PM, etc. and explain to them how Partnerships touches their role. I encourage everyone to reach out to me if there is a potential for a partnership to help them do their job better. - Executive buy-in: outside of our weekly meetings, I also have regular 1 on 1s with other members of the ELT. We discuss what issues they’re facing, what their team needs, and how working with a partner could make their lives better. If we don’t have a partner that can help them with that problem, I’m quick to try to find one! - Automation and AI: I inject automation into anywhere and everywhere I can. I get a morning message that lays out what my day looks like. I get an afternoon message that reminds me of action items I committed to and haven’t yet completed. I have AI process our sales calls and identify opportunities for co-selling and suggest messages to send to partners. And (even though we’re already almost through Q1) 2026 holds even more exciting initiatives. We’re always looking for ways to make the QuotaPath ecosystem stronger — don’t hesitate to send me a note if you want to work together!
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Eric Baum liked thisEric Baum liked thisI recently started a new role, and I am not quite ready to talk about it yet. But I will be representing my new company at #SouthBound26 on April 16th, so if you want the inside scoop, you know where to find me 👀
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