In this newsletter, I break down why most GTM teams are misaligned and how to restructure yours around your customer’s actual journey, not your internal process. This might be the single most important thing most tech companies get wrong: how they structure their go-to-market (GTM) team. Not because they’re not trying hard enough, but because … Read more

In this newsletter, I break down the 3 critical muscles every tech company needs to scale upmarket. Plus, I share 15 tactical tips to help you navigate enterprise sales with more speed, clarity, and confidence. The Solution: Build the Enterprise Muscle Enterprise success starts with a strong foundation. Here’s a high-level three-part framework: 1. P&L-Focused … Read more

  In this newsletter, I’ll break down why enterprise tech sales are uniquely complex, the common mistakes companies make, and the opportunities in this space. I’ll also provide a mini-playbook to help you navigate these deals and build a sustainable enterprise business. What is Enterprise Tech? For this discussion, Enterprise Tech refers to tech companies—primarily … Read more

Here’s an assessment you can use to determine where you stand, and where to start.  AI Opportunity Scorecard: Executive Assessment Worksheet Instructions Rate each factor on a scale from 1 (Low) to 5 (High) based on your business’s readiness and potential impact. Use the final score to prioritize AI initiatives. Step 1: Assess Business Impact … Read more

The AI Shift: The Next Great Business Transformation First, there was the internet—it redefined commerce. Then came SaaS—it reshaped business models. Now, AI is fundamentally shifting how businesses operate. A Lesson from History: Why Some Companies Win While Others Fade Consider how technology evolved: On-Premise Era: Businesses bolted cloud capabilities onto outdated systems, accumulating tech … Read more