The New 3 P’s of SaaS GTM Performance:

People, Pipeline, and Productivity

We all know the classic 3 P’s of marketing: Product, Price, and Promotion. But in SaaS revenue leadership, a new triad has become far more relevant—especially in complex, high-velocity industries like construction tech.

I first learned this framework from my revenue leader at Procore, Bill Crawford, and it’s only grown in importance as I’ve helped build a focused construction business at Quickbase.

The new 3 P’s—People, Pipeline, and Productivity—form an iron triangle that drives consistent performance. And the order isn’t random:

People
It always starts here. You need the right talent—people with a track record of execution—matched to the right role. Then it’s on leadership to support them with the enablement they need, tailored to both their job and the state of the business. No amount of process or tooling can fix a people gap.

Pipeline
Once the team is in place, you need consistent opportunity flow. Not just volume, but quality, coverage, and conversion potential. Pipeline health reflects the strength of your GTM motion and your reps’ ability to surface and shape real demand.

Productivity
This is the multiplier—and it’s no longer a solo act. True productivity today means collaborative, team-based selling. High-performing orgs operate in pods that include SDRs, AEs, CSMs, and Marketing—aligned on target accounts, buyer needs, and shared outcomes. When each role is synchronized, value delivery accelerates and deals close faster.

Together, these three create a practical and powerful performance framework. When the team is winning, all three are strong. When something’s off, start your diagnosis here.

How are you applying the 3 P’s in your GTM motion?

#SaaS #SalesLeadership #RevenueExcellence #PipelineGeneration #SalesEnablement #TeamSelling #ConstructionTech #GTM