Right seat, not the next rung
Most teams reward one number and offer one path up. The best leaders put people in the right seat, not just the next rung, and develop them in a fixed order.
You bought the signal. You never built the motion.
Everyone can capture intent now. The pipeline leaks in the gap between knowing and acting. What I got wrong, and what I am asking Adam Robinson on air.
The Seventh Analyst: The Agent That Reads the Other Six
Anyone can stand up six AI analysts. The one that makes the system compound is the seventh, the meta-analyst that reads the others' audit trails and turns every miss into a rule the next run enforces.
The Governance File: How a Pipeline Stops Repeating Its Worst Week
When you automate, your failures go silent. This build turned every past break into an enforced gate, so a fixed bug stays fixed and nothing broken ships confidently again.
Getting Found in the AI World: Rewrite Positioning to Be Quoted, Not Ranked
Buyers ask an answer engine and get one synthesized answer that either includes you or does not. Here is the build that rewrites positioning to be quoted.
The Report That Drove the Week Instead of Narrating It
Most revenue reporting is a rear-view mirror. I automated the assembly, let AI surface the buried signal, and turned it into a six-motion action layer that cut deal slippage by more than half.
The Enrichment Bake-Off: Don’t Crown a Winner, Map the Coverage
We needed a verified cell for every contact, so I ran two vendors head-to-head for about thirty-three cents. Neither won. The fix was a cost-ordered waterfall, and the most predictive field was free.
A Filter Is Not an ICP: Deriving the Real One From the People Who Bought
Most teams call a firmographic filter an ICP and wonder why the pipeline fills with lookalikes that never buy. Here is the build that derives a real one from the people who bought.
Reprice to De-risk: We Raised the Price and Won More
We raised price, won more, and closed faster, because the risk was never the price. It was a per-seat model that bet revenue on the customer's headcount.
The Expansion Score: Stop Re-Selling Your Champion
Most expansion just goes back to the team you already sold and asks for more seats. The real growth is the untapped teams next door, gated on whether the beachhead is healthy.
You Cannot Save a Renewal in the Last Thirty Days
The year I took over a book, churn and downgrades were bigger than everything new business brought in. The fix was seeing the risk ninety days out, when you can still act on it.
We Lost Deals That Scored in the 90s. So I Backtested the Model.
Every scoring model is assumptions until you test it against reality. The fit score everyone trusted barely beat a coin flip while the strongest predictor was not weighted at all.