Denis Shatalin

Denis Shatalin's focus is narrow and unusually well served by it: paid acquisition for B2B SaaS, where the funnel is longer and the buying committee larger than in the consumer material that dominates this category. He reports working with 160 B2B SaaS founders on close rates.

The content covers the full path rather than the top of it — pipeline stages as the basis for booking demos at volume, cost per demo as the operating metric, and the psychology behind ads that work on technical buyers.

He also addresses timing directly, publishing signs that a product has found market fit and signs that it has not, which is the question that decides whether scaling spend helps or accelerates the failure. Case studies include specific ARR movements attributed to single campaigns.