A guide, not a guru.
B2B companies hit the same GTM wall: positioning that won't stick, a pipeline that won't hold, and forecasts the board won't trust. Don Knapp has fixed all three for 47+ companies — as a 20-year commercial operator first, as an advisor since.
His approach is diagnostic and evidence-based: he starts with your data, your customers, and your team's real capabilities — then builds from there. He's not here to sell a methodology. He's here to fix your GTM.
Why I built this practice
I spent the first twenty years of my career as an operator — running sales teams, building marketing functions, and serving as a commercial leader at several venture-backed and PE-backed B2B companies. I saw what worked and what didn't, and I noticed a consistent pattern: the companies that struggled weren't struggling because they had bad products or bad people. They were struggling because their GTM was disconnected — positioning that didn't stick, an ICP that was too broad, a sales process that varied by rep, marketing that didn't move pipeline.
When I started working as an advisor, I realized I could solve those problems in a fraction of the time it had taken me to figure them out as an operator — because I'd seen the same patterns play out across dozens of companies. The Revenue Architecture I use today is the result of 20 years of pattern recognition, compressed into a structured system that I've now implemented with 47+ companies.
The reason I do this work is simple: there's nothing more satisfying than watching a commercial team that was stuck and frustrated start winning consistently. When reps start closing deals they used to lose. When forecasts start matching reality. When the board starts trusting the GTM story. That's what we're building together.
"You shouldn't have to guess your way to growth. A system exists. Most companies just haven't built it yet."
— Don Knapp, Managing Partner
Experience & Credentials
- 20+ years in B2B go-to-market leadership
- GTM systems built across SaaS, services, and technology companies
- Former VP Sales and CMO roles at venture-backed and PE-backed B2B companies
- $2.4B+ in revenue influenced across client engagements
- Works with companies from $2M to $40M in revenue
- Expertise across SaaS, B2B services, healthcare technology, and financial services
How I Work with You
Every engagement starts with 90 minutes of deep diagnosis — your current GTM state, your data, your team's capabilities, and your two-year goals. I don't come in with a pre-built answer. I come in with a structured process for finding the right answer for your specific situation.
Engagements are intensive and collaborative. I work alongside your team, not around them — because the system only works if your people understand it and own it. My goal is to make myself unnecessary as quickly as possible, by building a system your team can run independently.
I work with a maximum of four clients at a time. That's not a marketing scarcity tactic — it's what allows me to give every engagement the depth of attention it requires.
Working Principles
Evidence Over Opinion
Every recommendation is grounded in data from your business — your win/loss patterns, your customer behavior, your pipeline dynamics. Not generic best practices, but evidence specific to your situation.
Execution Over Insight
The most valuable thing I can deliver is not a smart analysis — it's a system your team can actually run. Every engagement produces execution-ready deliverables, not decks and recommendations.
Sequence Over Simultaneity
GTM systems are built in the right order. Positioning before ICP. ICP before playbook. Playbook before campaigns. I've seen what happens when companies skip steps, and it always costs more than doing it right the first time.
Speed Over Perfection
A good plan executed in 90 days is worth more than a perfect plan executed in 18 months. I build momentum early, show results quickly, and refine the system as we learn.
Want to work together?
Book a 30-minute strategy session and let's see if we're a fit.
Book a Strategy Session