Writing
Essays and analysis on AI-native revenue systems, the $10M to $75M ARR scaling phase, and what changes when the CRO builds with the model.
The CRO who has built AI agents hands-on can design revenue operating models around what agents actually do, not what vendor demos promise. Here is what that looks like in practice.
Read →Most enterprise sales teams pick one framework and force it to do everything. SPICED and MEDDPICC solve different problems. The best teams use both.
Read →Annual target divided by reps divided by quarters equals a plan that ignores ramp time, attrition, and seasonality. Here is what happens when you model what actually matters.
Read →The average SaaS CRO tenure is 18 to 22 months. When a recruiter asks about short tenures, the question itself is wrong. The better question is whether the mandate was delivered.
Read →The transition from founder-led motion to repeatable scale is where most Series B companies stall. Here is the sequence that works, and what changes in the AI era.
Read →Most marketing teams set MQL targets by taking last quarter and adding 15%. That's guessing. Bottom-up funnel math reveals where the real leverage is, and it's almost never more volume.
Read →It's not your reps. After working with dozens of enterprise GTM teams, I've seen three patterns that consistently add 60-90 days to complex deals, and none of them live on the sales floor.
Read →Most RevOps teams treat them as interchangeable. They're not. Here's the distinction that determines whether your infrastructure matches how revenue actually flows.
Read →Five evidence-backed principles for GTM leaders adding sales-led and partner-led motions without destroying what's already working.
Read →Most companies try to bridge the field-to-product gap with quarterly feedback sessions or Slack channels. It doesn't scale. Here's a strategy that actually works.
Read →70% of companies report AI adoption, yet quota attainment remains flat. The problem isn't the tools; it's the mastery gap. Here's why the best GTM teams are simplifying, not stacking.
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