Writing for the problems that do not fit in a campaign brief.
Essays on go-to-market for infra, AI, and developer-tool companies. Specific problems worked through in full, written to be argued with rather than skimmed.
Twelve agents run my consulting business. None of them are allowed to hit send.
Agent count became a 2026 planning metric. Running twelve agents did not compress a single judgment call. It forced every implicit decision rule into writing.
How to move beyond founder-led sales
A repeatable GTM motion should preserve the judgment that makes founder-led sales effective while removing the founder as the routing layer for every deal.
How to position an AI infrastructure product
Technical positioning should make an AI infrastructure product easier to buy without reducing it to generic speed, scale, or cost claims.
How to define a product-qualified account
A useful product-qualified account model combines product behavior, account fit, user context, and a sales action that can genuinely help.
When should an infra startup hire a VP of Marketing?
The right time to hire a VP of Marketing depends on whether the company needs leadership, execution capacity, or clarity about its GTM motion.
The pipeline math founders get wrong at Series A
Early pipeline problems are often disguised as channel problems, but the real issue is usually conversion quality and sales capacity.
Why most PLG-to-sales handoffs fail in infra companies
The handoff breaks when the company treats product usage as intent without defining the commercial next step.
Published elsewhere.
Short-form market notes on LinkedIn. Longer essays on Substack.