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.
Don't Build a Partner Program. Close One Co-Sold Deal First.
Many partner program guides start with tooling. For early-stage SaaS founders, a better first step is one partner, one co-sold deal and a 90-day decision rule.
The Comp Plan Mistake That Costs You Your First AE by Month Five
A benchmark-correct comp plan can still push your first AE out by month five. The plan that survives past two quarters is priced against your own runway and sales cycle, not a market-rate table.
The $2M-Per-CSM Rule Is Built for a Business You Don't Have Yet
Most founders wait for an ARR number to hire their first Customer Success person. The real signal is a coverage collision between renewals and new deals and not a dashboard total.
Your 12-Tool Stack Is Costing You $2,800 a Rep, a Month
Your revenue stack has twelve tools and none of them agree on the truth. Here's the real cost of tool sprawl at $300 to $800 per rep a month, and the three-stage sequence that consolidates it without breaking your forecast.