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…
The Focus Paradox: Why Reducing Market Optionality Increased Exit Value
Startups are addicted to optionality. We want to keep every door open. Every vertical. Every feature. Every possible revenue stream….
AI for GTM: Tools Are Not the Point. What’s Real, What’s Hype, and Where It Actually Helps
The AI for GTM space has become a circus. Every week a new “AI Revenue Orchestration Platform” appears. Our feed…
ERR vs. ARR: The Founder’s Guide to SaaS Pilot Discipline in the AI Era
You finally get the meeting. The prospect is excited. It feels like a perfect fit. Then comes the ask: “This looks…
GTM Leader, Mentor, Advisor, or Sparring Partner? A Founder’s Guide to Choosing the Right Help
So far in this series, we’ve established two critical truths for founders. First, that the “Superhero CRO” is a myth, and…
The Fractional CRO Fix: A Temporary Solution or Another Trap?
Hiring the wrong go-to-market leader is one of the most expensive mistakes a startup can make. I’ve written extensively about…