Writing
Growth Physics: Field Notes
Loops, losses, and the occasional win.
Building 17 Nurture Paths (And Why One Wasn't Enough)
How lifecycle segmentation cut lead-to-value time from 47 days to 19—and the architecture behind it
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Developer-to-Enterprise Pipeline for Open Source AI
How we turned GitHub stars into six-figure deals by building visibility into the developer evaluation process
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Propensity Scoring That Actually Works
How data governance made predictive models 30% more accurate
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Three Weeks to Fix a 300% Cost Increase
The iOS 14.5 Playbook—when Apple's privacy changes tripled SQL costs overnight
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Two-Sided Acquisition for Government Expert Networks
Mining public procurement data to match contractors with former federal executives
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Clean Room Data Architecture
Privacy-first measurement before it was mandatory—building cross-screen attribution without sharing raw data
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AI Is About to Collapse the Walls Between Your GTM Teams. Let It
Why the Marketing/Sales split is a physics problem, not an alignment problem. How AI is collapsing information asymmetry and what unified revenue operations actually looks like.
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Why Your Best Growth Programs Look Like They're Failing
The investments that compound are the ones you're most tempted to kill.
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The Metrics That Turn a Revolving Door Into a GTM Engine
Pipeline targets from fundraising models aren't goals—they're hopes. The metrics GTM leaders should track at each stage.
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Why Every GTM Leader You Hire Fails in the Same Way
The average VP of Sales at Series A lasts 7 months. Growth makes it to 14. Same curve. It's not talent—it's physics.
Read more →Funnel Friction: The Hidden Cost Beyond Conversions
Sales funnel friction costs more than conversions—it trains buyers to avoid you. Learn to identify and reduce friction that hurts buyer experience.
Read more →When to Scale Growth: Finding Your Inflection Point
Learn when to scale growth spend. Framework for recognizing growth inflection points and timing your investment decisions.
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