The 7-Year Itch: How to Rescue a High-Value Enterprise Customer Relationship
When a long-standing customer starts looking elsewhere, fixing what’s broken may not be enough. I was working on a difficult…
The Churn You Didn’t See Coming. Why ROI Isn’t Enough for Customer Health
I’ve been working with the CEO of an AI-powered enterprise SaaS company. Recently, he told me that one of their…
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…
The Swim Lane Trap: When Your Existing GTM Motion Becomes Your Growth Ceiling
A founder told me: “I see three swim lanes.” He described them clearly. First lane: automate the SMB motion, reduce…
Why Too Many AI-Native Startups Destroy Value Before They Even Reach €1M ARR
Picture a promising AI-native startup. They have a product that actually works. Solid seed investors. Two SDRs consistently booking 20+…
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….