/ 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 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.