I 've spent the last two years doing positioning work for early-stage B2B SaaS companies. Here's the pattern we kept seeing, and the framework we built to fix it. Mistake 1: Positioning for the category, not the moment Most SaaS companies position against alternatives. "We're like Salesforce but simpler." That's category positioning. What actually drives conversion is trigger-event positioning, what specific moment causes someone to look for your solution? The question ...