Insights

From the Desk

Operator perspectives on revenue, GTM, strategy, and AI — written for people who run organizations, not read about them.

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Revenue

Why RevOps and GTM Keep Breaking in Series B Companies

The most common revenue problem at Series B isn't demand — it's the invisible seam between sales, marketing, and product. Here's what breaks, why it breaks, and how to fix it.

March 15, 2025·7 min read

The Operator's Framework for AI Adoption

Most organizations approach AI adoption backwards — starting with tools instead of problems. Here's the framework operators use to identify, prioritize, and implement AI where it actually moves the needle.

February 28, 2025·8 min read

Leadership

Fractional Executives: When to Hire, When to Consult, When to Do Both

The decision between a fractional executive, a full-time hire, and a consulting engagement is more nuanced than most founders realize. Here's a practical framework for making the right call.

January 20, 2025·6 min read

Operations

Fixing the Revenue-Product Gap: A Diagnostic

When sales promises what product can't deliver, or product builds what sales can't sell, the revenue-product gap is open. Here's how to diagnose it — and what to do about it.

December 10, 2024·9 min read

GTM

Public Sector Go-to-Market: What Commercial Playbooks Miss

Commercial GTM motions routinely fail in government and public sector contexts. Here's what's different, what actually works, and how to build a federal or state/local motion that generates real pipeline.

November 5, 2024·7 min read

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Practical perspectives on revenue, operations, GTM, and AI — written for operators.