Notes on technology, leadership, and decision-making inside complex organizations. I write about the choices that actually matter — not just the tools or the trends, but the judgment calls that determine whether something ships or stalls.
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Marketing Ops as Revenue Infrastructure
Marketing Ops — the function that runs the data, systems, and processes behind marketing — is treated by most organizations as a back-office cost center. The companies that treat it as revenue infrastructure produce dramatically better…
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OEM Partnerships That Compound
OEM partnerships — where one company’s product gets embedded into or distributed through another company’s offering — are one of the highest-leverage partnership structures available, and one of the hardest to get right. The companies that…
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The CEO’s Week in Deals
How a CEO spends their time on deals — when they engage, when they disengage, how they sequence — has more impact on revenue than most CEOs realize. Most spend their time on deals reactively, jumping…
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The Right Answer to ‘What Do You Do?’
“What do you do?” is the most common question in any professional setting and the one most professionals answer badly. The answer you give shapes how the asker thinks about you for the duration of the…
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Market Development is an Operating System, Not a Campaign
A campaign can create attention, but only an operating system can turn market signals into repeatable decisions, accepted handoffs, and institutional learning.
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Late-Stage Discount Discipline
Late-stage discounting is where most deals lose margin they didn’t have to lose. The pressure to close converges with the buyer’s leverage at exactly the moment when the seller is most vulnerable to giving up value.…
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Why Your Best Customer Isn’t Your Best Reference
The customer who’s most loyal, most enthusiastic, and most aligned with your product is often a poor reference. This is counterintuitive, and it costs companies pipeline they don’t realize they’re losing. Understanding why your best customer…
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Your Website Is a Sales Rep
Most B2B websites are designed by marketing teams optimizing for design and brand. They’re judged by visual appeal, message clarity, and SEO performance. They’re rarely judged by the metric that actually matters: how well they would…
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The Referral Partnership That Works
Most referral partnerships fail because they’re built on hope and goodwill rather than structure and incentive. The few that work share specific structural features that distinguish them from the many that don’t. After watching dozens of…
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The Hire You Shouldn’t Have Made
Every founder has made at least one hire they should have recognized as wrong in the interview process and didn’t. The interview felt fine. References checked out. The person seemed smart, experienced, and culturally fit. Three…