Insights
Revenue leadership & AI in GTM
Field notes on building revenue engines and putting AI to work in go-to-market. Draft articles, pending my review.
Revenue Leadership
Your forecast is a control, not a guess
Why I treat pipeline stages as commercial controls, and what changes when every stage has a required outcome.
Read →Revenue LeadershipBuild the team, then build the leaders
Lessons from scaling commercial organizations quickly without losing the bar.
Read →Revenue LeadershipFrom founder-led sales to a revenue engine
The transition every venture-backed company has to make, and the order I make it in.
Read →Revenue LeadershipPricing governance that speeds deals up
Cost-basis gates, agreed ranges and a deal desk: how to protect margin without becoming the department of no.
Read →AI in GTM
AI belongs in account research, not just email
How an ML-assisted account motion raised C-level engagement 13x, and why most AI-for-sales projects aim at the wrong step.
Read →AI in GTMPut AI in the operating rhythm
Annual plans, MBRs, WBRs and customer briefings are where AI pays off for revenue leaders.
Read →AI in GTMSelling outcomes in the age of AI infrastructure
What a decade in cloud, a stint in energy infrastructure and AI data centers taught me about selling complex infrastructure.
Read →AI in GTMAI-readiness in a PE portfolio company's go-to-market
A practical way for private equity owners to judge whether a portfolio company's commercial team is ready to get real value from AI.
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