Scaling with Exit in Mind
Scaling a company is often framed as a race, with more revenue, more customers, more momentum. In my experience working with early-stage […]
2026 B2B GTM Performance Benchmarks
Most “benchmarks” don’t change anything. Because they’re averages.And averages don’t force decisions. So we built a percentile-based GTM scorecard for Series A/B […]
Should Early-Stage Tech Startups Hire a PR Firm?
I’ve watched this play out more times than I can count: A smart seed-stage founder gets tired of explaining their company. Not […]
The Art (and Science) of Storytelling in Enterprise Sales
Early in my career, in the role of Business Development, I once walked into a boardroom convinced I had the perfect pitch. […]
The Math (and Reality) Behind Building a B2B Lead Generation Flywheel – Why startups need patience, math, and momentum to win enterprise deals
If you’re a startup CEO or founder thinking about how to build a real pipeline for enterprise B2B sales — whether through […]
From First Lead to Repeatable Revenue: What Founders Get Wrong About Hiring CMOs and CROs
Hiring a CMO or CRO too early can kill your runway. Hiring them too late can kill your momentum. That was the […]
Crossing the Cliff: A Founder’s Story About the Series B No One Tells You About
Daniel had just closed his Series A when he called me. “Hey,” he said, “I think we’re ready to go raise our […]
The One Question Every GTM Plan Must Answer (But Rarely Does)
When early-stage tech companies show me their go-to-market plan, I ask one simple question: “Can a rep with no industry experience close […]
Building B2B companies that actually scale takes more than hope and funding pressure.
After 25 years in Silicon Valley, here’s what I’ve learned:Treat early sales like science experiments.Bridge the gap between engineering and marketing.Do that, […]