Writing
Essays and analysis adapted from LinkedIn and original long-form pieces. Most of what I write connects product-market dynamics to operational execution.
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 essay →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 essay →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 essay →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 essay →Five evidence-backed principles for GTM leaders adding sales-led and partner-led motions without destroying what's already working.
Read essay →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 essay →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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