Welcome to Complex GTM.
I’m Luigi Mallardo, GTM operator and revenue leader with 4 exits, focused on scaling early-stage complex B2B Tech (AI-native & AI-powered SaaS) into Mid-Market and Enterprise.
This publication is built on one simple premise: most GTM content is either too theoretical or too simple for the reality of complex B2B environments.
Complex GTM — long sales cycles, multiple stakeholders, enterprise motion, recurring revenue pressure — is a different animal.
What you’ll find here:
Real stories from inside the work: pipeline friction, founder dependency, post-round chaos, enterprise Customer Success, and deal architecture.
Operating lessons from scaling companies between €500K and €25M+ ARR, where the decisions get harder and the margin for error gets smaller.
No frameworks without field evidence. No happy ears. No generic advice.
Editions come when there’s something worth saying, not because a content calendar says so.
And if you want to go deeper, everything is also on luigimallardo.com.
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