Commercial legibility for complex B2B SaaS
Commercial legibility for complex B2B SaaS
Commercial legibility for complex B2B SaaS
Your product has an identity.
Most positioning never finds it.
Your product has an identity.
Most positioning never finds it.
Your product has an identity.
Most positioning never finds it.
Your product has an identity.
Most positioning never finds it.
The diagnostic tests whether your current story holds and finds what makes you unswappable. Then it turns that identity into the claim your market has to believe.
The diagnostic tests whether your current story holds and finds what makes you unswappable. Then it turns that identity into the claim your market has to believe.
The diagnostic tests whether your current story holds and finds what makes you unswappable. Then it turns that identity into the claim your market has to believe.
£5,000 against the cost of another six months running on the wrong identity.
£5,000 against the cost of another six months running on the wrong identity.
The diagnostic tests whether your current story holds and finds what makes you unswappable. Then it turns that identity into the claim your market has to believe.
£5,000 against the cost of another six months running on the wrong identity
01
The founder is still on every revenue-critical call. Nothing closes without them in the room.
02
You brought in people to fix the messaging. The output got cleaner. But your engineers still cringe on reading it. They don't recognise it. The same commercial questions keep coming back.
03
You ran a workshop. Everyone left the room aligned. Three months later sales explains it one way, marketing another, and the founder is still using the whiteboard version.
04
The traffic is there. The page is sharper than ever. The right-fit buyer looks at everything and still doesn't convert. Sales still burns the first twenty minutes of every call explaining what the page should have.
05
Demos go well. Then prospects go quiet, or come back negotiating on price. The conversation stopped being about the value your product creates, and nobody can say when.
06
Buyers are comparing you to the wrong set of competitors. Last month one of them shipped language that should have been yours.
01
The founder is still on every revenue-critical call. Nothing closes without them in the room.
02
You brought in people to fix the messaging. The output got cleaner. But your engineers still cringe on reading it. They don't recognise it. The same commercial questions keep coming back.
03
You ran a workshop. Everyone left the room aligned. Three months later sales explains it one way, marketing another, and the founder is still using the whiteboard version.
04
The traffic is there. The page is sharper than ever. The right-fit buyer looks at everything and still doesn't convert. Sales still burns the first twenty minutes of every call explaining what the page should have.
05
Demos go well. Then prospects go quiet, or come back negotiating on price. The conversation stopped being about the value your product creates, and nobody can say when.
06
Buyers are comparing you to the wrong set of competitors. Last month one of them shipped language that should have been yours.
07
You have one product and two distinct buyers. Or you entered a new market, or added a new tier. The page was written for someone else. The right buyer lands, doesn't see themselves, and leaves before anyone knows they were there.
08
Customers sign, then stall inside for sixty days. Onboarding is spending its time re-explaining a promise the homepage never made clear.
09
You raised your last round on the current story. It worked. You're preparing for the next raise. The language that got you here no longer carries the company you've become.
How many of these are active at this moment (this month, quarter, or 6+ months)?
None
Then the position is holding. Bookmark this page for the day it stops.
1-2
The cost is still contained. The diagnostic finds the claim before the drift spreads.
3-4
Buyers are already pricing you against the wrong companies. A two-week engagement names why. Book a call
5+
The story that raised your last round can't carry the company you've become. Start this week.
01
The founder is still on every revenue-critical call. Nothing closes without them in the room.
02
You brought in people to fix the messaging. The output got cleaner. But your engineers still cringe on reading it. They don't recognise it. The same commercial questions keep coming back.
03
You ran a workshop. Everyone left the room aligned. Three months later sales explains it one way, marketing another, and the founder is still using the whiteboard version.
04
The traffic is there. The page is sharper than ever. The right-fit buyer looks at everything and still doesn't convert. Sales still burns the first twenty minutes of every call explaining what the page should have.
05
Demos go well. Then prospects go quiet, or come back negotiating on price. The conversation stopped being about the value your product creates, and nobody can say when.
06
Buyers are comparing you to the wrong set of competitors. Last month one of them shipped language that should have been yours.
07
You have one product and two distinct buyers. Or you entered a new market, or added a new tier. The page was written for someone else. The right buyer lands, doesn't see themselves, and leaves before anyone knows they were there.
08
Customers sign, then stall inside for sixty days. Onboarding is spending its time re-explaining a promise the homepage never made clear.
09
You raised your last round on the current story. It worked. You're preparing for the next raise. The language that got you here no longer carries the company you've become.
How many of these are active at this moment (this month, quarter, or 6+ months)?
None
The cost is still contained. If you are already in the market, the diagnostic can find the claim before it has anywhere to spread.
1-2
The founder is still the motion. Briefs keep getting rewritten because nobody has named what's actually missing.
3-4
Buyers are already pricing you against the wrong competitors. The conversation has shifted from value to cost, and nobody can say when that happened.
5+
A competitor is closer to claiming the language that should be yours. Sales, product, and the founder are no longer telling the same story, and the last investor in the room noticed.
01
The founder is still on every revenue-critical call. Nothing closes without them in the room.
02
You brought in people to fix the messaging. The output got cleaner. But your engineers still cringe on reading it. They don't recognise it. The same commercial questions keep coming back.
03
You ran a workshop. Everyone left the room aligned. Three months later sales explains it one way, marketing another, and the founder is still using the whiteboard version.
04
The traffic is there. The page is sharper than ever. The right-fit buyer looks at everything and still doesn't convert. Sales still burns the first twenty minutes of every call explaining what the page should have.
05
Demos go well. Then prospects go quiet, or come back negotiating on price. The conversation stopped being about the value your product creates, and nobody can say when.
06
Buyers are comparing you to the wrong set of competitors. Last month one of them shipped language that should have been yours.
07
You have one product and two distinct buyers. Or you entered a new market, or added a new tier. The page was written for someone else. The right buyer lands, doesn't see themselves, and leaves before anyone knows they were there.
08
Customers sign, then stall inside for sixty days. Onboarding is spending its time re-explaining a promise the homepage never made clear.
09
You raised your last round on the current story. It worked. You're preparing for the next raise. The language that got you here no longer carries the company you've become.
How many of these are active at this moment (this month, quarter, or 6+ months)?
None
Then the position is holding. Bookmark this page for the day it stops.
1-2
The cost is still contained. The diagnostic finds the claim before the drift spreads.
3-4
Buyers are already pricing you against the wrong companies. A two-week engagement names why. Book a call
5+
The story that raised your last round can't carry the company you've become. Start this week.
The Four Layer Filter
The Four Layer Filter
TM
The diagnostic reads what other positioning work misses
The diagnostic reads what other positioning work misses
The diagnostic reads what other positioning work misses
The diagnostic reads what other positioning work misses
Four layers. One commercial truth.
Four layers. One commercial truth.
[01]
Market &
Category Scenario
What competitors have agreed to say, and the one thing the category has decided not to claim. That silence is where the position lives.
[01]
Market &
Category Scenario
What competitors have agreed to say, and the one thing the category has decided not to claim. That silence is where the position lives.
[01]
Market &
Category Scenario
What competitors have agreed to say, and the one thing the category has decided not to claim. That silence is where the position lives.
[01]
Market &
Category Scenario
What competitors have agreed to say, and the one thing the category has decided not to claim. That silence is where the position lives.
[02]
Buyer
Evaluation Mindset
Not what you've been pitching. What they're asking when nobody from your company is in the room. The unanswered question is the gap your claim should own.
[02]
Buyer
Evaluation Mindset
Not what you've been pitching. What they're asking when nobody from your company is in the room. The unanswered question is the gap your claim should own.
[02]
Buyer
Evaluation Mindset
Not what you've been pitching. What they're asking when nobody from your company is in the room. The unanswered question is the gap your claim should own.
[02]
Buyer
Evaluation Mindset
Not what you've been pitching. What they're asking when nobody from your company is in the room. The unanswered question is the gap your claim should own.
[03]
Product
Signal
What your engineers know that the page has never said. The technical decision no competitor has replicated. The capability that would change the evaluation, if the page ever named it.
[03]
Product
Signal
What your engineers know that the page has never said. The technical decision no competitor has replicated. The capability that would change the evaluation, if the page ever named it.
[03]
Product
Signal
What your engineers know that the page has never said. The technical decision no competitor has replicated. The capability that would change the evaluation, if the page ever named it.
[03]
Product
Signal
What your engineers know that the page has never said. The technical decision no competitor has replicated. The capability that would change the evaluation, if the page ever named it.
[04]
Internal
Drift
The version your founder tells a trusted peer, or your people use when onboarding new hires, is closer to the truth than anything on the page.
[04]
Internal
Drift
The version your founder tells a trusted peer, or your people use when onboarding new hires, is closer to the truth than anything on the page.
[04]
Internal
Drift
The version your founder tells a trusted peer, or your people use when onboarding new hires, is closer to the truth than anything on the page.
[04]
Internal
Drift
The version your founder tells a trusted peer, or your people use when onboarding new hires, is closer to the truth than anything on the page.
Four layers converge on one commercial truth; a verdict on whether the claim you're running on is right, and what replaces it if it isn't. It holds until the product or the market changes underneath it.
Four layers converge on one commercial truth; a verdict on whether the claim you're running on is right, and what replaces it if it isn't.
It holds until the product or the market changes underneath it.
Four layers converge on one commercial truth; a verdict on whether the claim you're running on is right, and what replaces it if it isn't. It holds until the product or the market changes underneath it.
What you get for £5,000
What you get for £5,000
What you get for £5,000
What you get for £5,000
Three documents, two weeks, one verdict: whether the claim you're running on is right, and what replaces it if it isn't.
Three documents, two weeks, one verdict: whether the claim you're running on is right, and what replaces it if it isn't.
Three documents, two weeks, one verdict: whether the claim you're running on is right, and what replaces it if it isn't.
The intelligence report
This is the evidence behind the positioning decision. It establishes four things
a.
what your current story is signalling
b.
the category and buyer context around it
c.
the position the evidence supports
d.
the gap between the two
The internal positioning document
The position made usable inside the business.
a.
b.
c.
d.
The go-to-market asset direction
What should happen after the position is agreed. A prioritised direction for where the position needs to show up first, what is worth building next, and what can wait.
What happens when you book the diagnostic
What happens when you book the diagnostic
Evidence determines what it surfaces. The quality of what you provide determines how deep it can go.
Step 01
Fit & scope exchange
Fit & scope exchang
Call
Fit & scope exchange
Week 1-2
Evidence study
Evidence study
Study
Evidence study
Week 3:
Synthesis
Synthesis
Synthesis
Synthesis
Day 21:
Walkthrough
Walkthrough
Walkthrough
Walkthrough
45-minute fit & scope exchange
We’ll compare perspectives, test the fit, and define the scope together. The diagnostic covers one product, one priority market, or one connected product set; anything materially separate is scoped independently. Payment confirms the engagement, and onboarding follows within 24 hours.
45-minute fit & scope exchange
We’ll compare perspectives, test the fit, and define the scope together. The diagnostic covers one product, one priority market, or one connected product set; anything materially separate is scoped independently. Payment confirms the engagement, and onboarding follows within 24 hours.
45-minute fit & scope exchange
We’ll compare perspectives, test the fit, and define the scope together. The diagnostic covers one product, one priority market, or one connected product set; anything materially separate is scoped independently. Payment confirms the engagement, and onboarding follows within 24 hours.
Weeks 1–2 — Evidence study
We study the available material, speak with the relevant people, and investigate the commercial context around the problem.
Weeks 1–2 — Evidence study
We study the available material, speak with the relevant people, and investigate the commercial context around the problem.
Week 3 — Synthesis
Nothing needed from your side. We bring the evidence together and work toward the positioning decision.
Week 3 — Synthesis
Nothing needed from your side. We bring the evidence together and work toward the positioning decision.
Day 21: The walkthrough
Leadership attends. No preparation needed. We take you through what we found, the evidence behind it, and what it means for the positioning. The second half is a conversation about the decision and what, if anything, should happen next.
Day 21: The walkthrough
Leadership attends. No preparation needed. We take you through what we found, the evidence behind it, and what it means for the positioning. The second half is a conversation about the decision and what, if anything, should happen next.
Clear Process
What happens when you book the diagnostic
What happens when you book the diagnostic
Evidence determines what it surfaces. The quality of what you provide determines how deep it can go.
After day 21:
What happens next
After day 21:
What happens next
After day 21:
What happens next
After day 21:
What happens next
1
Carry the position into execution
The activations are scoped at the walkthrough, typically £7,500–£30,000 depending on the surface.
2
Work with your existing team or agency
The consultative path keeps the position consistent across whatever gets built, without replacing the team doing the building.
3
Stop at the diagnostic
The engagement is complete and everything it produced is yours. The diagnostic remains available for activation for three months. If you need to pause, the conversation stays open.
Recent Works
Recent Works
Recent Works
The diagnostic archive
The diagnostic archive
The diagnostic archive
Selected work led by us before Legibia.
Selected work led by us before Legibia.
Every decision was grounded in research and data, never assumptions...started with understanding the product before changing the narrative. The result was clear, market-facing communication that directly supported the sales motion.
Rajesh Bhattacharjee
CEO & Co-Founder @Pickcel, Thinkstack
The content and messaging brought clarity to our prospect conversations, making it easier to communicate the value clearly.
Akash Ranjan
AVP Business Development @Pickcel
There was a clear positioning focus in how both brands were communicated. The messaging stayed consistent while being adapted to each product and audience. It gave the team clearer direction and sharpened the quality of what was delivered.
Deblina Chatterjee
Senior HR Manager @Pickcel, Thinkstack
High ownership of the product narrative and the ability to turn complex ideas into clear story…..Strong research grounded in the customer’s perspective made the technical products easier to communicate and gave teams clearer direction across functions.
Nilotpal Boruah
Co-founder & CEO @TechVariable
Every decision was grounded in research and data, never assumptions...started with understanding the product before changing the narrative. The result was clear, market-facing communication that directly supported the sales motion.
Rajesh Bhattacharjee
CEO & Co-Founder @Pickcel, Thinkstack
The content and messaging brought clarity to our prospect conversations, making it easier to communicate the value clearly.
Akash Ranjan
AVP Business Development @Pickcel
There was a clear positioning focus in how both brands were communicated. The messaging stayed consistent while being adapted to each product and audience. It gave the team clearer direction and sharpened the quality of what was delivered.
Deblina Chatterjee
Senior HR Manager @Pickcel, Thinkstack
High ownership of the product narrative and the ability to turn complex ideas into clear story…..Strong research grounded in the customer’s perspective made the technical products easier to communicate and gave teams clearer direction across functions.
Nilotpal Boruah
Co-founder & CEO @TechVariable
Every decision was grounded in research and data, never assumptions...started with understanding the product before changing the narrative. The result was clear, market-facing communication that directly supported the sales motion.
Rajesh Bhattacharjee
CEO & Co-Founder @Pickcel, Thinkstack
The content and messaging brought clarity to our prospect conversations, making it easier to communicate the value clearly.
Akash Ranjan
AVP Business Development @Pickcel
There was a clear positioning focus in how both brands were communicated. The messaging stayed consistent while being adapted to each product and audience. It gave the team clearer direction and sharpened the quality of what was delivered.
Deblina Chatterjee
Senior HR Manager @Pickcel, Thinkstack
High ownership of the product narrative and the ability to turn complex ideas into clear story…..Strong research grounded in the customer’s perspective made the technical products easier to communicate and gave teams clearer direction across functions.
Nilotpal Boruah
Co-founder & CEO @TechVariable
Where the process came from
Where the process came from
Legibia is two people. The thinking is never delegated.
Kasturi has worked across AI/ML, enterprise SaaS and health-tech products across US and international markets. She doesn't rely on assumptions; she gets close to the product, follows the evidence and works from the fundamentals to understand what the business can credibly own in the market.
Preetam brings a buyer-focused understanding from experience across sales, brand building, relationship building, and content and distribution systems for businesses in international markets. He focuses on what customers need, why they buy, and where the story breaks, helping determine what to lead with, what to leave behind, and what the market will care about.
The Four Layer Filter process existed before it had a name. The same read, done the same way, across whatever the situation happened to be.
Legibia exists because we believed the market deserves better. There are plenty of workshops, frameworks and confident answers floating around. But too little work to understand and translate the reading that should come first.
The name is what goes missing when a company can't be read correctly by the market it's selling to. Commercial legibility.
Legibia is two people. The thinking is never delegated.
Kasturi has worked across AI/ML, enterprise SaaS and health-tech products across US and international markets. She doesn't rely on assumptions; she gets close to the product, follows the evidence and works from the fundamentals to understand what the business can credibly own in the market.
Preetam brings a buyer-focused understanding from experience across sales, brand building, relationship building, and content and distribution systems for businesses in international markets. He focuses on what customers need, why they buy, and where the story breaks, helping determine what to lead with, what to leave behind, and what the market will care about.
The process existed before it had a name. The same read, done the same way, across whatever the situation happened to be.
Legibia exists because we believed the market deserves better. There are plenty of workshops, frameworks and confident answers floating around. But too little work to understand and translate the reading that should come first.
The name is what goes missing when a company can't be read correctly by the market it's selling to. Commercial legibility.
Where the process came from
Where the process came from
Legibia is two people. The thinking is never delegated.
Kasturi has worked across AI/ML, enterprise SaaS and health-tech products across US and international markets. She doesn't rely on assumptions; she gets close to the product, follows the evidence and works from the fundamentals to understand what the business can credibly own in the market.
Preetam brings a buyer-focused understanding from experience across sales, brand building, relationship building, and content and distribution systems for businesses in international markets. He focuses on what customers need, why they buy, and where the story breaks, helping determine what to lead with, what to leave behind, and what the market will care about.
The process existed before it had a name. The same read, done the same way, across whatever the situation happened to be.
Legibia exists because we believed the market deserves better. There are plenty of workshops, frameworks and confident answers floating around. But too little work to understand and translate the reading that should come first.
The name is what goes missing when a company can't be read correctly by the market it's selling to. Commercial legibility.
Where the process came from
Legibia is two people. The thinking is never delegated.
Kasturi has worked across AI/ML, enterprise SaaS and health-tech products across US and international markets. She doesn't rely on assumptions; she gets close to the product, follows the evidence and works from the fundamentals to understand what the business can credibly own in the market.
Preetam brings a buyer-focused understanding from experience across sales, brand building, relationship building, and content and distribution systems for businesses in international markets. He focuses on what customers need, why they buy, and where the story breaks, helping determine what to lead with, what to leave behind, and what the market will care about.
The process existed before it had a name. The same read, done the same way, across whatever the situation happened to be.
Legibia exists because we believed the market deserves better. There are plenty of workshops, frameworks and confident answers floating around. But too little work to understand and translate the reading that should come first.
The name is what goes missing when a company can't be read correctly by the market it's selling to. Commercial legibility.
This is not for you if:
This is not for you if:
This is not for you if:
You have no product live in the market yet. Start with the launch sprint instead.
You have no product live in the market yet. Start with the launch sprint instead.
You have no product live in the market yet. Start with the launch sprint instead.
You have no product live in the market yet. Start with the launch sprint instead.
You want deliverables without the strategic thinking behind them.
You want deliverables without the strategic thinking behind them.
You want deliverables without the strategic thinking behind them.
You want deliverables without the strategic thinking behind them.
The brief is already fixed and you need someone to execute against it.
The brief is already fixed and you need someone to execute against it.
The brief is already fixed and you need someone to execute against it.
The brief is already fixed and you need someone to execute against it.
You're not willing to have the current narrative challenged.
You're not willing to have the current narrative challenged.
You're not willing to have the current narrative challenged.
You're not willing to have the current narrative challenged.
GOT QUESTIONS?
What businesses ask us before the diagnostic
What businesses ask us before the diagnostic
What businesses ask us before the diagnostic
What businesses ask us before the diagnostic
Have more question?
Have more question?
contact@legibia.com
contact@legibia.com
We've hired positioning help before. Why would this be different?
Is this for a company at our stage?
How do I know the position is right and not just Legibia's opinion?
Will we need to do this again next year?
Will you interview our customers?
Our product is very technical. Will this still work?
We're about to launch something new. Do we go with the diagnostic first?