Writing
Field notes from the work
How I think about growth, go-to-market and what changes as companies scale.
Field note · Expanding into the US · Part 1 of 3
Back your first US seller with marketing, fast.
Most companies enter the US sales-first. Five questions decide how quickly marketing needs to come in behind the first seller.
Read the article Field note · Growth engineWhat makes a growth engine.
A growth engine is predictable, and it scales faster than the spend behind it.
Read the article Field note · Efficient growthGrowing on less spend.
Most companies cut spend and skip the move that decides whether pipeline survives.
Read the article Field note · RepositioningTwo portfolios. One story.
After an acquisition, buyers still see two companies until the story is rebuilt.
Read the article