/ Blog from the desk
Field notes on revenue architecture.
Long-form thinking on how enterprise revenue actually gets built and where it breaks. Written for founders, operators, and revenue leaders.
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Articles
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The Reference Call Is the Part of Your Deal You Don't Run
Buyers check the shortlist their AI built, and for a founder led company the strongest check is a customer reference call, the one stage of the deal you do not run. Here is how to manage it.
The Deal Didn't Die in Discovery. It Died in Procurement.
Your champion said yes. Then silence. Most $200K+ deals don't die in the demo and they die in an eight-week procurement black hole nobody built a process for. Here's how to architect around it.