/ 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 Internal Selling Memo: The Document That Wins Enterprise Deals Without You
Most founders lose enterprise deals not in the demo — but in the procurement committee meeting they were never invited to. The Internal Selling Memo is the one document your champion needs before they walk into that room. Here's exactly what goes in it.