INSIGHTS
PERSPECTIVE · PRACTICE · EXPERIENCE
IDEAS FROM THE WORK

The operating side of technical revenue.

FROM THE FIELD

Practical thinking on building enterprise revenue organizations—from technical discovery and value creation to hiring, leadership, and scale.

01

Observations drawn from decades inside enterprise technology organizations—and from the problems founders, revenue leaders, and technical teams are solving now.

01 TECHNICAL REVENUE
02 ENTERPRISE SALES
03 TALENT & HIRING
04 LEADERSHIP & SCALE
02 / FEATURED INSIGHT
SELECTED THINKING
FEATURED →

The Biggest Mistake Founders Make Hiring Their First Account Executive.

01 POINT OF VIEW
TALENT & HIRING

The first enterprise seller is one of the most consequential hires a technical founder will make. Too often, companies hire for a sales résumé before defining the revenue system that person is being asked to build.

SEPTEMBER 2026 ENTERPRISE REVENUE

What needs to exist before the first AE walks through the door—and why getting the sequence wrong can slow enterprise growth before it really starts.

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03 / LATEST THINKING FROM THE FIELD
WORKING PERSPECTIVES

Drawn from the work.

Practical observations on enterprise revenue, technical selling, hiring, leadership, and scale.

TOPICS: Technical Revenue · Enterprise Sales · Talent & Hiring · Leadership & Scale
// TECHNICAL REVENUE

What Is Technical Revenue?

Why complex technology companies need an operating model that connects technical credibility with measurable business value.

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// ENTERPRISE SALES

Why Enterprise Technology Deals Stall

Complex deals rarely stop because the technology failed. The problem is often somewhere between technical validation and business value.

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// TALENT & HIRING

The Biggest Mistake Founders Make Hiring Their First AE

Hiring the seller before building the system they are expected to inherit creates a problem that looks like a hiring failure.

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// ENTERPRISE SALES

How Seed-Stage Startups Build Enterprise Pipeline

Moving beyond founder-led selling requires more than adding activity. It requires a repeatable enterprise revenue motion.

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// ENTERPRISE SALES

Why Customers Buy From You

Customers don’t buy your technology because of what it does. They buy because of what it solves—and the companies that understand that distinction sell very differently.

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// EXECUTIVE SELLING

Cracking the C-Suite

Getting into the C-suite isn’t about earning a bigger audience for your product pitch. It’s about changing the conversation—from what your technology does to what the business needs to accomplish.

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// TECHNICAL SALES

Why Sales Engineers are Becoming the New Revenue Leaders

The best sales engineers are no longer just proving the technology—they’re shaping how customers make business decisions. As enterprise buying grows more complex, technical credibility combined with business acumen is turning SEs into some of the most influential leaders in the revenue organization.

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// AI & THE FUTURE OF WORK

The Real Impact of AI on People, Teams, and Organizations.

AI is changing more than technology. It’s changing how companies hire, how teams work, how leaders make decisions, and where human judgment creates the most value.

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// AI & THE FUTURE OF WORK

AI Won’t Replace You. A Human Using AI Will.

AI isn’t eliminating the value of human expertise—it’s changing who has the advantage. The professionals who learn to combine AI’s speed with human judgment, experience, and creativity will redefine what high performance looks like.

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// SELLING COMPLEX TECHNOLOGY

Sell the Problem You Solve, Not the Product You Sell

Enterprise buyers don't invest in technology simply because it's better. They invest in solutions to meaningful business problems. Explore why shifting from product features to measurable business outcomes is essential to winning enterprise deals, building executive trust, and creating lasting value.

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04 / RESOURCES & TOOLS BUILT TO BE USED
PRACTICAL RESOURCES

Built to be used.

Frameworks, assessments, and operating tools designed to turn technical revenue thinking into practical decisions.

01
PLAYBOOK

Technical Revenue Playbook

A practical framework for building the operating system behind complex enterprise revenue.

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02
ASSESSMENT

Enterprise Revenue Index

A structured way to examine the capabilities, gaps, and operating maturity behind enterprise revenue performance.

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03
HIRING TOOL

Hiring Confidence

Evaluate candidates against the role, company, and operating environment—not simply the strength of the résumé.

USE THE TOOL →
04
FRAMEWORK

Technical Revenue Maturity Model

Understand where your technical revenue organization is today—and what must change before the next stage of growth.

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