The Four Stages of GTM Infrastructure Maturity
AUTHOR Published Read Time A framework for understanding where your company is, where it’s going, and what it takes to get there. Every company grows. Not every company builds the infrastructure to support that growth. After years of working inside and alongside growth-stage companies, we have seen the same progression play out in different orders, […]
The Warning Signs That Your GTM Infrastructure Can’t Support Growth
AUTHOR Published Read Time Most GTM infrastructure does not fail dramatically. It degrades slowly, through signals that are easy to explain away one at a time and impossible to ignore once you see them together. In this series, we have written about the GTM Maturity Gap, what triggers it, the four stages companies move through, […]
Operational Debt Is the Quiet Thing That Ends Companies
AUTHOR Published Read Time Financial debt gets talked about constantly. There are ratios for it, covenants for it, entire departments whose job is to watch it. Everyone in a leadership seat understands, at least in theory, what happens if it piles up unchecked. Operational debt gets almost none of that attention, and that is exactly […]
The GTM Maturity Gap: How Companies Get In and How to Get Out
AUTHOR Published Read Time My partner Kayt recently wrote about the GTM Maturity Gap. She defined what it looks and feels like from the inside. If you have not read it yet, start there. This blog picks up where that one ends: not what the gap looks like, but how companies get into it, why […]
The GTM Maturity Gap
AUTHOR Published Read Time The Space Between Finding What Works and Building Something That Lasts Every growing company eventually reaches a strange moment. The product works. Customers are buying it. Revenue is climbing in a way that used to feel impossible a year earlier. By every external measure, things are going well. And yet inside […]
Lessons from Agentforce: Can We Make a Clone of You?
How Boston’s Agentforce Worldtour left me with hope for the intention of AI. AUTHOR Published Read Time I spent a day at the Agentforce Worldtour stop in Boston last week, and I walked out with a clearer picture of something I had only half believed before. The conversation around AI in the enterprise has shifted, […]
Lessons from Agentforce: Why Context Matters More Than You Think
AUTHOR Published Read Time I went to Agentforce World Tour in Boston last week and took part in multiple hands-on training sessions. The Agentforce session showcased Agentscript and the new builder, which was great to see in a guided format. The Data 360 session is where something shifted for me philosophically. I have been writing […]
What Is a Revenue Operating System?
(And Why Most Companies Don’t Actually Have One) AUTHOR Published Read Time Most companies think they have a Revenue Operating System. They have a CRM. A marketing platform. A proposal tool. Maybe even a customer success platform. There are dashboards. There are reports. There are meetings scheduled specifically to discuss those reports. Surely that qualifies, […]
The Six Places Your Operation Is Quietly Breaking
Most companies are strong in a few operational areas and quietly bleeding in others. Here are the six places GTM operations break.
Integration Architecture: the AI Differentiator Nobody’s Talking About
Why do so many AI pilots stall? It’s not the models or use cases—it’s the integration architecture underneath. What separates AI winners from experimenters.