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.
Your CRM Lead Source Is the Software’s Guess. Ask the Buyer.
Your CRM lead source records the last thing the software could see. One free text question, logged word for word and read beside the software field, tells you what it missed.
Your First RevOps Hire Will Inherit Your Undefined Terms
A first RevOps hire does not fix an undefined revenue system, they inherit it. Six definitions only the founder can write, and how to choose between a hire, part time help or waiting.
"Lost to Price" Isn't a Reason. It's Where Your CRM Lets You Stop Asking.
Recorded loss reasons are hypotheses. A founder-run buyer debrief tells you why deals are really lost, and what to fix first.
Why Founders Keep Forecasting Wrong: The Deal Scoring System That Actually Predicts Your Quarter
Your CRM says $1.4M is closing this quarter. It's lying — and it's not the software's fault. Here's the deal scoring system that separates real pipeline from wishful thinking, and why founders who implement it never forecast blind again.