Insights
Notes from building and breaking pipeline systems.
Each piece has an executive summary, a thesis, a usable framework and the failure modes we keep seeing. Written to be argued with.
Subscribe by RSS →- Diagnostics
June 2, 2026 · 9 min read
How to Find the Bottleneck in a B2B Pipeline
A repeatable diagnostic for locating the real constraint in a B2B pipeline using volume, conversion and latency measured separately at every stage.
Read - RevOps
May 6, 2026 · 8 min read
RevOps vs GTM Systems: Where the Work Actually Splits
RevOps owns the record layer and the reporting truth. GTM systems owns the acquisition path end to end. The split matters because the wrong owner produces the wrong fix.
Read - Architecture
April 15, 2026 · 12 min read
The Architecture Behind a High-Volume Outbound Engine
A component by component walkthrough of a high volume outbound system: data pipeline, segmentation, messaging, sending estate, reply operations, calling, CRM and reporting, with the interfaces between them.
Read - AI
March 27, 2026 · 8 min read
AI Agents Are Not a GTM Strategy
AI agents are useful for bounded, high volume, low ambiguity revenue tasks. They are not a substitute for an offer, a target market or a functioning system. How to scope them so they survive production.
Read - Outbound
March 4, 2026 · 10 min read
Why Outbound Breaks After the First 10,000 Prospects
Outbound that works at small volume usually fails at scale for structural reasons: list decay, reputation concentration, suppression gaps and reply latency. Here is the mechanism and the fix.
Read - GTM Systems
February 10, 2026 · 9 min read
What a GTM Systems Architect Actually Does
A GTM systems architect designs the path a prospect takes through your commercial machine and the data, tooling and ownership that make it repeatable. Here is the actual scope of the job.
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