July 2, 2026

The Right to Win: How to Focus Your Go-to-Market Strategy

Growing B2B companies often have products that can do dozens, even hundreds, of things — but that doesn't mean they should market all of them. In this episode of Performance Delivered, host Steffen Horst sits down with Rob Karel, Principal of GTM Perspective and former marketing executive at Precisely, Informatica, Lattice, and Okta, to break down a repeatable framework for identifying the handful of use cases where your company has a genuine "right to win."Rob shares:Why the busiest websites often signal the least focused go-to-market strategyHow to separate real market opportunity from internal wishful thinkingA two-axis scoring model for prioritizing use cases (and how to weight it for your market)Why 3–5 use cases beats 15–20, even at enterprise scaleHow Precisely narrowed 70+ sales plays down to 11 owned "right to win" use cases for 2026The difference between outbound and inbound GTM strategy — and how AI fits into the long tailWhy executive misalignment is the #1 reason prioritization frameworks turn into shelf-warLearn more about Symphonic Digital: symphonicdigital.com 

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