Memos
Short notes on what's actually happening inside growth-stage SaaS go-to-market. Plain language, real numbers, and written to be forwarded.
AI Spots the Deal Risk. Acting on It Still Takes Days.
The gap between signal and action is an operating rhythm problem
A new survey of 195 revenue leaders found 45% take four or more days to act on a deal-risk signal. The tool isn't the slow part. Here's how to give every signal an owner, a play and a clock.
Read the memoAI Budgets Are Up, Returns Are Flat. In Other News, the Sky Is Still Blue!
Bain's 2026 survey found most AI savings landed in the 0 to 10% range. Here's the build-versus-buy decision that changes the math, and why your own data is the part worth owning.
Read the memoEnterprise AI Needs an Operating Model, Not More Agents
The Lesson from SAP Sapphire 2026
SAP's own course correction at Sapphire 2026 says what most revenue leaders already suspect: AI returns depend on the operating model underneath, not on how many agents you deploy.
Read the memo