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