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.
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.