Insights

Cornerstone thinking on AI-native GTM engineering

Field notes for mid-market VPs of Sales, founders, and revenue operators rebuilding their pipeline after the headcount era.

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July 4, 2026 · 5 min read
GTM Engineer vs. RevOps Manager: The Build vs. Run Distinction
RevOps Managers run the revenue engine. GTM Engineers build it. Here is the build-versus-run distinction every mid-market leader needs before their next hire — and why most modern teams need both.
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June 4, 2026 · 6 min read
The Post-Layoff GTM Playbook: 90 Days to Revenue Expansion
You cut headcount. The pipeline didn't shrink. The board still expects the number. Here is the 90-day playbook to rebuild revenue without rehiring the org chart you just dismantled.
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May 4, 2026 · 4 min read
The Death of the Scaling Myth: Why Your Revenue Engine Is Broken
The traditional B2B sales playbook is facing a reckoning. Hiring more SDRs to pump volume into the top of the funnel is not just inefficient, it is a structural liability.
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