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.
MCP vs AI in Event Tech: What's Actually New, and What's Just a Chatbot
Every event platform calls itself AI powered, but only two have shipped a public MCP server an outside AI can actually query. Here's the difference between a marketing claim and a verifiable product upgrade.
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.
You're Not Ready to Hire a GTM Engineer. Build This First.
GTM engineer job postings tripled in six months. Before you make that six-figure hire, ask what exactly it would automate. Most founders skip the answer, and pay for it.
The ICP You Validated at $500K ARR Is Holding You Back at $3M
Most founders treat ICP like a founding document — written once, defended forever. By the time it starts hurting revenue, it already has been for six months. Here's why ICP drift is the most expensive silent problem between $1M and $5M ARR, and what to do about it.
RevOps as the Connective Tissue of Modern GTM Architecture
RevOps is no longer a support function. It is the system that connects your GTM architecture, drives revenue velocity, and improves go to market efficiency.