The Era of Persuasion Is Over. Welcome to the Era of Qualification
In 2016, selling B2B SaaS was often an act of evangelization. We were walking into companies that were managing complex…
AI Doesn’t Just Change The Product. It Changes The Business Case.
Enterprise AI GTM is breaking, not because the products are wrong, but because founders are qualifying the wrong business case….
The CEO-CRO Nobody Wants To Be
The most common response I got wasn’t pushback. It was a question: “Fine. Maybe we’re not ready. So what are…
Ready to Scale? The GTM Litmus Test for Complex B2B Tech Startups
Over the last decade I’ve met hundreds of founders. Most believed they were ready to scale. Most weren’t. They had…
The Post-Round Window: Where Startups Don’t Fail. They Lose Momentum Quietly.
You just closed a Seed or Series A round. Your initial base of enterprise clients are live and kicking. The…
Scaling Complex B2B Tech: When GTM Instinct Ends and Architecture Begins
A founder scaling a B2B tech startup shows me the vision, the plan, and the end-of-year target. €4.5 million. He’s…