/ 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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The Comp Plan Mistake That Costs You Your First AE by Month Five
A benchmark-correct comp plan can still push your first AE out by month five. The plan that survives past two quarters is priced against your own runway and sales cycle, not a market-rate table.
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.