/ 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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Your CRM Lead Source Is the Software’s Guess. Ask the Buyer.
Your CRM lead source records the last thing the software could see. One free text question, logged word for word and read beside the software field, tells you what it missed.
Your Pricing Tiers Are a Research Project. They Should Be a Deal-History Audit.
Most founders copy a competitor's pricing page to set their tiers. The real segmentation data is already sitting in the deals they've already run and here's how to read it.
Your ICP Is a Person. Your Buyer Is a Committee of Six.
Your ICP describes one buyer. Real enterprise deals now run through a committee of six to ten people, and most GTM systems are built to convince only one of them. Here's the architecture fix.