Field notes on B2B go-to-market.
Essays for founders, CROs and RevOps leaders pressure-testing their motion. Opinionated, specific, and written to be acted on inside 90 days.
- ·7 min read
The Real Cost of an Undefined ICP (and How to Fix It in 30 Days)
Most B2B revenue misses trace back to a fuzzy ICP, not a broken sales team. Here's how to quantify the cost, tighten the definition, and re-align GTM in under 30 days.
- ·7 min read
RevOps Maturity: 5 Signals You've Outgrown Your CRM Setup
Most B2B teams outgrow their CRM setup 12-18 months before they admit it. Here are five signals your RevOps foundation is now the constraint on growth.
- ·7 min read
Pricing Experiments That Don't Break Your Forecast
B2B pricing changes are usually shipped as a hard cutover that breaks the forecast. Here's how to run pricing experiments cleanly without putting next quarter at risk.
- ·7 min read
Net Revenue Retention Benchmarks for B2B SaaS (2026)
Honest NRR benchmarks for B2B SaaS by segment, business model and ACV — and the operating habits that separate top-quartile retention from the rest.
- ·7 min read
Why Your Demand Gen Mix Is Overweighted on Paid (and What to Do)
B2B demand gen has quietly become 70% paid in most companies. Here's why that mix breaks unit economics and how to rebalance toward channels that actually compound.
- ·7 min read
The 90-Day Plan a New CRO Should Actually Run
Most new CRO 90-day plans optimize for visibility, not leverage. Here's a sequenced plan a new revenue leader can run to find the real problems before changing anything.
- ·7 min read
The Pipeline Coverage Ratio That Actually Predicts Next Quarter
Most B2B teams use a 3x pipeline coverage rule that no longer works. Here's how to build a coverage ratio tied to your real win rate, sales cycle and segment mix.