/ 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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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.