Start here
Five pillars. One post in each that frames the rest.
Every essay falls under one of these. Read these five and you'll know whether the rest is worth your inbox.
Money decisions
Forecasting that doesn’t lie. Pricing that doesn’t apologize. Cash, capital, and the line items most owners avoid until they can’t.
The one to read first
Never pay SDRs for meetings booked
Pay SDRs on meetings booked and meetings double while closed-won falls. The plan pays for what it says, so write it on the number you want moved.
Read →
Explore the money decisions pillar →Growth traps
The deals that look big and aren’t. The marketing that buys vanity. The growth that breaks the company that earns it.
The one to read first
The Funnel Stage Nobody Owned
Your marketer is paid on leads and your reps on closed deals. Nobody is paid to make the first call, so the leads in between go stale. Who should own it.
Read →
Explore the growth traps pillar →Team reality
Hiring without hope. Delegation without dumping. The actual mechanics of getting work out of other humans.
The one to read first
Why I Stopped Doing Performance Reviews on Calendar Quarter
Quarter-end reviews put a manager's 8 reviews in the same two weeks, and the last ones go lazy. Hire-date reviews fix it, if the owner holds the raise pool.
Read →
Explore the team reality pillar →Operations
Cadence, process, decisions. The systems that make a business answerable to itself.
The one to read first
Twelve Permission Levels Became One
An admin tool shipped with twelve permission levels. By month twenty-eight every senior engineer had root, granted one exception at a time.
Read →
Explore the operations pillar →Founder decisions
The calls only the operator can make — about energy, ego, focus, and the costs of being in charge.
The one to read first
Three Emails Beat Fifty-Two
A CEO who emails every Monday trains the team to skim. Three emails a year that name the CEO's own bad call get read, and they cost the CEO something.
Read →
Explore the founder decisions pillar →