Essays on the mechanics of GTM
Long-form thinking on positioning, sales motion, ICP, and the systems that make B2B revenue work.
Your sales deck is killing your pipeline
Every slide that explains what you do instead of what changes for the buyer is a slide that costs you a deal.
The move to AI sales execution is here. Most founders are still watching.
The founders treating AI as a future consideration rather than a current competitive weapon are already behind. The question isn't whether to adopt it — it's how fast you can make it yours.
The champion problem: why your deal died with the person who loved you most
You had the perfect champion. They got it. They were excited. And then they went quiet. Here's why — and how to avoid building your pipeline on sand.
Retention is a growth motion. Most companies treat it like a support ticket.
A 97% retention rate isn't a customer success achievement. It's proof that your positioning, onboarding, and value delivery are aligned. Here's what that actually takes to build.
The most common internationalisation mistake: copying your home market playbook
What worked in market one will not automatically work in market two. The founders who learn this early save 18 months and a lot of money. Here's what to do instead.
Positioning is not messaging. Confusing them is expensive.
Messaging is what you say. Positioning is the decisions that make that saying possible. You can't fix messaging without fixing positioning first.