When the System Decides the Strategy: A Lesson From Credit Union Solar Lending
A credit union I looked at could not offer a loan product it wanted to offer. Not because of risk appetite, pricing or regulation. Because of what the loan origination system…
Your Team Is in an Innovation Rut. Take Them Out of the Building.
The more time my team spent in the office, the more incremental our innovation pipeline became. It was that direct. Earlier in my career I ran a cross-functional CPG business in…
Your RevOps Playbook Was Written for SaaS. Your Company Probably Is Not.
If aliens landed and read my LinkedIn feed, they would conclude the world economy runs on SaaS. It does not, and the gap matters more than it sounds. Most of what I see about…
Enrollment Is the Missing Link in Strategic Planning
Your strategy failed because nobody was enrolled. Why do strategies fail? It’s a popular business question with endless theories—frameworks, business models,…
Why Revenue Operations Is Replacing Sales and Marketing
Sales and marketing are fighting because the org chart is broken. I’ve watched friction between sales and marketing intensify over the last decade. Mistrust.…
Two New MVPs: Minimum Viable Process and Planning
Innovation doesn’t scale. Stop trying to make it. You’ve heard of Minimum Viable Product—Eric Ries coined the term to describe a version of a product that offers…
Stop Incrementalizing Yourself to Death
Most people run from chaos. That’s a problem. There’s a soft skill nobody talks about in transformation work: the ability to sit in disorder without panicking.…