Insights

Point of view.
No hedging.

Articles on execution, delivery, and what's actually broken in most software companies. Plus short dispatches from LinkedIn and beyond.

Articles
April 10, 2026 Execution
Why Your Sales Problem Is Actually an Engineering Problem

Sales is the first place the system tells the truth. When deals slip, discount, or stall — the instinct is to fix sales. That's almost always the wrong place to look.

Coming April 10 →
Dispatches
March 24, 2026 LinkedIn
Your VP of Sales isn't the problem. Sales was telling the truth the whole time. When reps discount to close, they're compensating for delivery risk. You don't fix that in Salesforce. You fix it in how the company decides, builds, and ships.
Read on LinkedIn →
March 25, 2026 LinkedIn
Your engineering team shipped 47 story points last sprint. What did that move in the business? Speed is not the goal. Correct direction, tied to revenue, delivered reliably — that's the goal. Speed is just what happens once you have that.
Read on LinkedIn →
The Work
Reading about the problem
is a start. Fixing it is the point.

If something here resonated — it's probably because you're living it. One conversation is usually enough to figure out where the system is breaking down.

Schedule a conversation →
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