/ 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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The Logo Quota: Why Your First AE Shouldn't Carry a Dollar Number
Founders keep handing their first AE a quota copied from a job posting instead of their own numbers. Here's why that number fails by week six, and the logo-based system that replaces it.