/ 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 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.
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.