Articles
Field notes from RevOps and Salesforce work inside mid-market companies: what breaks, why it breaks, and what it takes to fix. Written from engagements rather than theory.
The Model Is Rented. The Harness Is What You Own.
Everyone at GTM2026 was talking about the AI harness and nobody defined it. Here is what a harness is, why production AI is a harness engineering problem, the three roads companies can take to get one, and why the data feeding it matters more than the model.
When the System Decides the Strategy: A Lesson From Credit Union Solar Lending
A credit union could not launch a loan product because its origination system could not represent it. That constraint is not specific to lending, or to solar.
Your Team Is in an Innovation Rut. Take Them Out of the Building.
Office time produces office ideas. The monthly exercise that broke my team out of incremental thinking, and how to run it on a revenue process.
Conversational Intimacy: How to Run a Discovery Call People Open Up In
Five techniques for building trust fast in a first conversation, the talk ratio to watch, and what to do with what you hear so it survives past the call.
Do Not Let the Team That Built Your Salesforce Org Audit It
Proximity is a bias. Why internal reviews of a Salesforce org arrive pre-negotiated, and how to structure an outside assessment that answers a real question.
Nobody Can Recite Your Mission Statement. Write This Instead.
Mission and vision statements stopped earning their keep. The four plain answers a revenue team needs instead, and how to build them into the system.
Your RevOps Playbook Was Written for SaaS. Your Company Probably Is Not.
SaaS is a small slice of the economy, but it wrote the RevOps playbook. Where that playbook breaks in a non-SaaS business, and what is still worth stealing.
How to Run a Sales Blitz Without Losing the Pipeline It Creates
A field-tested sales blitz playbook: pick the city, book fifteen meetings, run the meet-up, and set up the campaign and CRM logging so the pipeline survives the trip.
Is Vibe Coding Killing the Promise of Enterprise-Grade AI Agents?
Vibe coding is one of the fastest ways to prototype an AI agent ever invented. But deploying a vibe-coded prototype as an enterprise-grade agentic workflow is one of the most expensive mistakes in enterprise AI adoption today. Here is what the data says, what actually happens when you try to operationalize agents inside real enterprise systems, and the right framework for using vibe coding without letting it derail your production AI strategy.
Have You Checked Your Web Chatbot Lately?
Have you checked your web chatbot lately? Most are dated scripts from the Covid era. Here's why modernizing to an agentic AI chatbot is the lowest-risk, highest-return AI project you can start today.
Enrollment Is the Missing Link in Strategic Planning
Why do strategies fail? Endless theories about frameworks, business models, competitive positioning. Here's my thesis: companies minimize the need to enroll employees during the strategic process, so implementation falls short. Here's how to fix it.
Why Revenue Operations Is Replacing Sales and Marketing
Sales and marketing are fighting because the org chart is broken. Digital automation blurred the lines of who owns what in the customer journey. Here's a thought experiment: what if you rebuilt customer-facing teams from first principles, using activity-oriented roles instead of legacy titles?
What we write about
- Salesforce Rescue & Remediation — recovering failed, stalled or abandoned implementations.
- RevOps System Design — designing the revenue system rather than administering the CRM.
- Agentic AI in the CRM — production-grade AI agents inside systems you already own.
- Choosing & Managing a Partner — selecting, scoping and managing a delivery partner.
- Managed Services & Team Economics — what RevOps capacity costs, and when to hire versus outsource.
- Operating Notes — planning, strategy, and the operating habits behind the work.
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