How SaaS GTM Will Change in 2026? In this episode of the Grow Your B2B SaaS podcast, host Joran welcomes Glenn Miseroy, co-founder and CEO of Expandii, a cloud-based LinkedIn automation solution. Over the past six years, Expandii has grown to a team of 45 and scaled to 10 million ARR. The conversation digs into how go-to-market motions will evolve by 2026, why employee-led thought leadership will become central to growth, how AI will reshape ideation and timing, and why signal-based, intent-driven approaches must replace traditional lead lists. Glenn also shares how he would rebuild a go-to-market motion from scratch, how to operationalize signals across channels, and what founders should prioritize at different revenue stages—from zero to 10K MRR with founder-led growth to scaling toward 10 million ARR with clear ICP and aligned storytelling.Key Timecodes
(0:00) - B2B SaaS Podcast Intro: GTM 2026, intent signals, LinkedIn thought leadership, AI
(1:14) - Guest Intro: Glenn Miseroy, Expandi CEO, LinkedIn automation, 10M ARR
(1:49) - 2026 GTM Vision: employee-led thought leadership, hybrid PLG + SLG
(2:57) - AI for Thought Leadership: ideation, personalization, timing
(3:34) - Defining Intent Signals: website visitors, LinkedIn profile views, post engagement, followers
(4:13) - Signal-to-Intent: timing outreach with high-intent signals
(5:10) - Full-Funnel GTM: thought leadership reach to multichannel outreach
(5:42) - Rebuilding GTM 2026: team-led LinkedIn thought leadership strategy
(6:49) - Phase 2: capture engagement signals, route to sales, no more lead lists
(7:58) - Company-Level Intent + ABM: multi-contact warming, signal-based outreach
(9:15) - Enabling Employee Advocacy: content ops, Scripe, AI content calendar
(10:35) - Overcoming Posting Fear: ICP-first mindset on LinkedIn
(12:00) - Sponsor: Reditus affiliate referral platform for B2B SaaS
(12:57) - AI and Headcount: efficiency, enablement, process optimization
(13:44) - 2026 Growth Loop: thought leadership pipeline, AI personalization, timing triggers
(14:50) - Trigger-Based Outreach: new Head of Sales timing on LinkedIn
(15:14) - 0–10K MRR: founder-led growth on LinkedIn, capture intent signals
(16:39) - Scaling to 10M ARR: clear ICP, aligned messaging, storytelling
(17:58) - Messaging Framework: problem-led narrative vs “10X meetings”
(18:59) - Connect with Glenn: LinkedIn, Expandi website
(19:11) - Outro CTA: subscribe, sponsor, Reditus info
