/ 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 AI SDR Experiment Is Over. Hybrid Won.
41% of B2B teams now run an AI SDR in production. The ones scaling pipeline aren't the ones who went fully autonomous and they're the ones who kept a human in the loop. Here's what the data says about why reply rates collapse, and what actually replaced the autonomy bet.