← Insights

Thinking in the open.

Essays on the choices that make growth compound: go-to-market, pricing and revenue operations from the operator’s seat. The research bench keeps the standard high. For research collaborations, start with what a university ranking can tell you about a research partner.

The library

244 pieces, five themes

From the research bench 60 Growth that compounds 55 Revenue operations & AI 55 Pricing & revenue architecture 42 Go-to-market strategy 32
Pieces per theme, counted from the journal at build time.

The newsletter

Get new essays by email.

New pieces arrive by email only when they are worth your time.

By subscribing, you agree that I may store your name and email to send occasional essays. Confirm in one click. Unsubscribe from any message. Privacy

The library

Search everything.

Search 200+ essays, newsletters and notes across all publications.

The feed

Newest first.

18 October 202636 published

Revenue operations & AI

What drives salesperson performance?

A meta-analysis of 268 studies marked four of 18 driver categories as significant correlates of salesperson performance. A ranking, not a proven cause.

Concept14 minV3 spanned

Read the concept

Growth that compounds

What is a default option?

A default applies to whoever does not choose. At one US firm, new hires' 401(k) participation was 37 per cent without automatic enrolment and 86 with it.

Concept18 minV3 spanned

Read the concept
  1. Concept Go-to-market strategy What is a market entry strategy? 9 min
  2. Concept From the research bench What is a nudge? 18 min
  3. Concept Pricing & revenue architecture What is a price promotion? 10 min
  4. Concept Go-to-market strategy What is a route to market? 10 min
  5. Concept Revenue operations & AI What is a sales compensation plan? 14 min
  6. Concept Pricing & revenue architecture What is a two-sided market? 12 min
  7. Concept Pricing & revenue architecture What is brand equity? 16 min
  8. Concept From the research bench What is causal inference? 17 min
  9. Concept From the research bench What is CUPED? 9 min
  10. Concept Growth that compounds What is customer experience management? 11 min
  11. Concept Pricing & revenue architecture What is customer perceived value? 13 min
  12. Concept Growth that compounds What is customer satisfaction? 12 min
  13. Concept Growth that compounds What is customer win-back? 16 min
  14. Concept Pricing & revenue architecture What is dynamic pricing? 17 min
  15. Concept Pricing & revenue architecture What is freemium? 16 min
  16. Concept Revenue operations & AI What is key account management? 17 min
  17. Concept Revenue operations & AI What is lead scoring? 16 min
  18. Concept Revenue operations & AI What is Little's law? 18 min
  19. Concept From the research bench What is measurement validity? 17 min
  20. Concept From the research bench What is p-hacking? 16 min
  21. Concept Pricing & revenue architecture What is packaging strategy? 12 min
  22. Concept Pricing & revenue architecture What is pricing strategy? 13 min
  23. Concept From the research bench What is propensity score matching? 20 min
  24. Concept Pricing & revenue architecture What is psychological pricing? 17 min
  25. Concept From the research bench What is publication bias? 16 min
  26. Concept Revenue operations & AI What is reference class forecasting? 19 min
  27. Concept From the research bench What is regression to the mean? 17 min
  28. Concept Growth that compounds What is RFM analysis? 10 min
  29. Concept Revenue operations & AI What is sales forecasting? 12 min
  30. Concept From the research bench What is Simpson's paradox? 16 min
  31. Concept From the research bench What is social desirability bias? 14 min
  32. Concept From the research bench What is the synthetic control method? 10 min
  33. Concept Pricing & revenue architecture What is the winner's curse? 18 min
  34. Concept Revenue operations & AI What is time series forecasting? 16 min

11 October 20261 published

  1. Research note From the research bench What a university ranking can tell you about a research partner 6 min

4 October 20261 published

  1. Framework Revenue operations & AI Implementation backlog: delivery capacity governs new sales 8 min

3 October 20261 published

  1. Framework Pricing & revenue architecture Subsidizing one platform side can be a network design decision 14 min

19 September 20261 published

  1. Concept Pricing & revenue architecture What is a value proposition? 7 min

11 September 20264 published

  1. Concept Growth that compounds Average revenue per user is a defined ratio, not customer value 11 min
  2. Framework Go-to-market strategy Customer segmentation is not an ideal customer profile 9 min
  3. Framework Growth that compounds Acquisition growth loops need a declared entry event 16 min
  4. Framework Revenue operations & AI Revenue lifecycle stages are state boundaries, not a funnel list 16 min

6 September 202640 published

  1. Concept Revenue operations & AI What are forecast categories? Names need stable decision rules 4 min
  2. Evidence review From the research bench What are parallel trends? The assumption behind difference-in-differences 4 min
  3. Evidence review Revenue operations & AI What are sales enablement metrics? Measure behavior change before activity 11 min
  4. Concept Pricing & revenue architecture What is a price corridor? A defensible range before a point price 4 min
  5. Concept Revenue operations & AI What is a product-qualified lead? Product use is not buying intent 7 min
  6. Concept Revenue operations & AI What is a revenue process? The handoffs that make the funnel measurable 14 min
  7. Concept Growth that compounds What is activation rate? The first value event must be observable 21 min
  8. Concept Revenue operations & AI What is AI demand forecasting? A forecast is a system, not an oracle 7 min
  9. Concept Go-to-market strategy What is channel economics? Revenue share is not channel profit 5 min
  10. Evidence review From the research bench What is claim entailment? Does the source support the sentence? 5 min
  11. Concept Growth that compounds What is cohort analysis? A stable entry event before a retention curve 7 min
  12. Concept Revenue operations & AI What is CRM data governance? Revenue control before reporting 18 min
  13. Evidence review From the research bench What is data lineage? The transformations behind a result 6 min
  14. Evidence review From the research bench What is data provenance? The context behind a number 5 min
  15. Evidence review From the research bench What is external validity? A result needs a transfer boundary 14 min
  16. Concept Revenue operations & AI What is a forecast override? Judgment is an intervention in the data 5 min
  17. Evidence review Pricing & revenue architecture What is Gabor-Granger pricing research, and why purchase intent is not a market price 4 min
  18. Concept Growth that compounds What is go-to-market efficiency? The denominator across growth and capacity 4 min
  19. Concept Growth that compounds What is growth accounting? Separate new, retained, expanded, and lost revenue 18 min
  20. Evidence review From the research bench What is interference? When one unit changes another unit's outcome 5 min
  21. Concept Revenue operations & AI What is lead routing? Assignment is a measurement boundary 17 min
  22. Concept Growth that compounds What is marketing efficiency ratio (MER)? A blended signal, not a causal answer 10 min
  23. Concept Revenue operations & AI What is a marketing-to-sales handoff? The interface where attribution breaks 6 min
  24. Evidence review From the research bench What is measurement error? The gap between a construct and its indicator 15 min
  25. Evidence review Go-to-market strategy What is partner-led growth? A channel needs a counterfactual 4 min
  26. Concept Revenue operations & AI What is pipeline hygiene? A clean CRM is not a full pipeline 22 min
  27. Evidence review Pricing & revenue architecture What is price adjustment cost? Changing a price changes more than a number 4 min
  28. Evidence review Pricing & revenue architecture What is price fairness? A reference and process problem 5 min
  29. Concept Pricing & revenue architecture What is price-volume-mix analysis? Separate price from what was sold 14 min
  30. Concept Go-to-market strategy What is product-led growth? Product usage is not a growth loop 14 min
  31. Concept Revenue operations & AI What is quota setting? Capacity comes before target 5 min
  32. Evidence review From the research bench What is reproducibility? Can another analyst reconstruct the result? 5 min
  33. Evidence review Pricing & revenue architecture What is revealed preference? Observed choice is not willingness to pay 4 min
  34. Evidence review Growth that compounds What is revenue growth management? Price, volume, mix, and margin in one system 7 min
  35. Concept Pricing & revenue architecture What is revenue leakage? The gap between promised and collected revenue 13 min
  36. Concept Revenue operations & AI What is sales productivity? Activity is not productive selling time 4 min
  37. Evidence review From the research bench What is selection bias? The sample can change the answer 5 min
  38. Evidence review From the research bench What is source verification? From claim to version of record 5 min
  39. Evidence review From the research bench What is statistical conclusion validity? A significant result can still be wrong 4 min
  40. Concept Growth that compounds What is sustainable growth rate? Growth has a financing boundary 8 min

5 September 20261 published

  1. Concept Pricing & revenue architecture What is price realization? List price is not the cash collected 10 min

4 September 202616 published

  1. Concept Growth that compounds What are unit economics? 10 min
  2. Concept Go-to-market strategy What is a buying committee? 15 min
  3. Concept Growth that compounds What is a customer health score? 29 min
  4. Concept Pricing & revenue architecture What is a value metric? 19 min
  5. Concept Go-to-market strategy What is account-based marketing? 20 min
  6. Concept From the research bench What is an A/B test? randomized controlled trials, statistical power, and governance 25 min
  7. Concept Go-to-market strategy What is an acquisition thesis? Strategic underwriting, valuation, and M&A governance 23 min
  8. Concept Growth that compounds What is customer churn? 23 min
  9. Concept Growth that compounds What is gross revenue retention? 9 min
  10. Concept Revenue operations & AI What is knowledge transfer? Absorptive capacity, operational replication, and stickiness 26 min
  11. Concept Go-to-market strategy What is post-merger integration? M&A operational execution, synergy capture, and governance 29 min
  12. Concept Revenue operations & AI What is sales capacity planning? 23 min
  13. Concept Revenue operations & AI What is sales enablement? 20 min
  14. Concept Pricing & revenue architecture What is tiered pricing? 22 min
  15. Concept Growth that compounds What is time to value? 20 min
  16. Concept Pricing & revenue architecture What is usage-based pricing? 21 min

2 September 202618 published

  1. Case analysis Go-to-market strategy ABM selection is not personalization 5 min
  2. Framework Go-to-market strategy Account-based marketing is resource allocation 6 min
  3. Evidence review Revenue operations & AI False positives in churn models have a cost 6 min
  4. Framework Growth that compounds Knowledge transfer is asset retention with a receiving context 6 min
  5. Framework Revenue operations & AI Revenue analytics needs an event schema 6 min
  6. Evidence review Go-to-market strategy Voice of customer is not observed choice 6 min
  7. Concept Go-to-market strategy What are TAM, SAM, and SOM? 9 min
  8. Concept Growth that compounds What is CAC? 15 min
  9. Concept Growth that compounds What is CAC payback period? 9 min
  10. Concept Growth that compounds What is customer lifetime value? 11 min
  11. Concept Revenue operations & AI What is contribution margin? 9 min
  12. Concept From the research bench What is incrementality? 15 min
  13. Concept From the research bench What is marketing mix modeling? 9 min
  14. Concept Growth that compounds What is net revenue retention? 8 min
  15. Concept Pricing & revenue architecture What is price elasticity of demand? 8 min
  16. Concept Revenue operations & AI What is RevOps? 12 min
  17. Concept Pricing & revenue architecture What is value-based pricing? 9 min
  18. Concept Pricing & revenue architecture What is willingness to pay? 11 min

1 September 202630 published

  1. Evidence review Revenue operations & AI A channel needs governance before it needs another partner 7 min
  2. Evidence review From the research bench Algorithm trust changes with the task 9 min
  3. Evidence review From the research bench Common method bias is not a checkbox 7 min
  4. Evidence review Revenue operations & AI CRM adoption is knowledge integration, not a rollout 7 min
  5. Evidence review Growth that compounds Cultural distance is not a universal entry-mode rule 6 min
  6. Evidence review Growth that compounds Customer selection is a resource-allocation decision 7 min
  7. Evidence review Revenue operations & AI Digitization changes sales effectiveness and job insecurity 6 min
  8. Concept Growth that compounds Dynamic capabilities are routines, not magic 6 min
  9. Concept Go-to-market strategy An ecosystem strategy is an alignment structure, not a partner list 12 min
  10. Framework Growth that compounds External information becomes innovation through absorptive capacity 8 min
  11. Data note Revenue operations & AI Forecast accuracy can hide offsetting errors 15 min
  12. Evidence review Revenue operations & AI Gross margin is not contribution margin 11 min
  13. Concept Growth that compounds Growth needs an exploration-exploitation portfolio 6 min
  14. Evidence review Growth that compounds The growth-share matrix is a capital-allocation device 11 min
  15. Evidence review From the research bench Human and machine should divide the work 9 min
  16. Concept From the research bench Hybrid intelligence needs a boundary between capability and outcome 7 min
  17. Evidence review Growth that compounds Long customer relationships can be low-profit 8 min
  18. Evidence review From the research bench Measurement invariance before comparing English and German scores 11 min
  19. Evidence review From the research bench More advertising observations do not guarantee better decisions 8 min
  20. Evidence review Growth that compounds New-product success factors are context-dependent 6 min
  21. Evidence review Growth that compounds One customer model cannot predict every outcome 7 min
  22. Evidence review Growth that compounds Retention should be ranked by profit, not churn alone 9 min
  23. Evidence review Pricing & revenue architecture Revenue management versus dynamic pricing 12 min
  24. Evidence review Revenue operations & AI Salesforce control is a blend, not a commission plan 7 min
  25. Evidence review Revenue operations & AI Salesforce control starts with what managers can observe 8 min
  26. Evidence review From the research bench Saturation is a decision rule, not a number 7 min
  27. Evidence review From the research bench Staggered difference-in-differences needs a cohort-time estimand 8 min
  28. Evidence review Growth that compounds The 20-55 rule: customer prioritization misclassifies the portfolio 7 min
  29. Evidence review Pricing & revenue architecture Transfer price and market price are different objects 12 min
  30. Evidence review Revenue operations & AI Variable pay is a risk design when effort is hard to observe 6 min

31 August 20269 published

  1. Evidence review From the research bench Conjoint analysis estimates preference, not demand 11 min
  2. Framework Pricing & revenue architecture Dynamic pricing needs a trigger, constraint, and explanation 10 min
  3. Framework From the research bench Foreign-market selection should compare mode-specific fit 11 min
  4. Framework Go-to-market strategy Go-to-market strategy is a resource-allocation system 11 min
  5. Framework Go-to-market strategy Market-entry mode trades control for learning and reversibility 11 min
  6. Framework Go-to-market strategy Market prioritisation is a portfolio decision, not a TAM ranking 10 min
  7. Evidence review Go-to-market strategy Preferred customer treatment is relative resource allocation 12 min
  8. Framework Pricing & revenue architecture Pricing architecture is a system, not a price list 14 min
  9. Framework Pricing & revenue architecture Tiered pricing is a promise with a cost-to-serve boundary 11 min

29 August 202614 published

  1. Evidence review Pricing & revenue architecture A discount to one buyer can cost the others 7 min
  2. Research note Go-to-market strategy A territory is a workload model, not a map 8 min
  3. Evidence review Go-to-market strategy The account score hides a political decision 8 min
  4. Evidence review From the research bench Acculturation needs social controls, not integration speed 8 min
  5. Literature review Go-to-market strategy The buyer is not the user in a B2B journey 10 min
  6. Evidence review From the research bench Competitive intelligence begins with incomplete information 8 min
  7. Literature review From the research bench Cultural distance changes with the base country 8 min
  8. Evidence review From the research bench Institutional distance is asymmetric uncertainty 8 min
  9. Data note Revenue operations & AI Pipeline coverage hides a conversion distribution 15 min
  10. Literature review Go-to-market strategy A relationship can be ending before churn is recorded 8 min
  11. Research note Revenue operations & AI The sales-cycle number changes when the stages change 8 min
  12. Evidence review Revenue operations & AI Salesforce size is a response model, not a headcount ratio 8 min
  13. Evidence review Pricing & revenue architecture Value-based pricing is a capability before it is a number 14 min
  14. Evidence review Pricing & revenue architecture Why a price does not move 8 min

28 August 20262 published

  1. Data note Growth that compounds Promised synergies need a ledger 11 min
  2. Research note Growth that compounds The megadeal wave meets the size effect 9 min

27 August 20266 published

  1. Evidence review Go-to-market strategy A marketplace is both referee and competitor 6 min
  2. Evidence review From the research bench A new-product forecast needs more than one method 7 min
  3. Evidence review Go-to-market strategy Channel conflict is not one number 6 min
  4. Evidence review Revenue operations & AI Forecast value added is a process audit 6 min
  5. Research note Go-to-market strategy TAM is not a budget 5 min
  6. Evidence review Revenue operations & AI Win-loss analysis needs an outcome before it needs a reason 5 min

26 August 20262 published

  1. Evidence review Revenue operations & AI A renewal is not proof you prevented churn 7 min
  2. Framework Go-to-market strategy The channel that books the sale may not own the customer 10 min

25 August 202610 published

  1. Essay Revenue operations & AI A compensation plan can reward the coverage problem it created 11 min
  2. Research note Growth that compounds A customer P&L needs a cost boundary 13 min
  3. Literature review From the research bench A defensible evidence review has a stopping rule 7 min
  4. Literature review Pricing & revenue architecture A global price is not one price 10 min
  5. Framework Growth that compounds A segment is real when a decision changes 8 min
  6. Evidence review From the research bench An uplift claim needs a specification before it needs a number 7 min
  7. Framework Go-to-market strategy Localization is a market-entry decision 6 min
  8. Evidence review Revenue operations & AI Quota attainment has more than one parent 9 min
  9. Evidence review From the research bench Survey bias is a decision error before it is a questionnaire flaw 7 min
  10. Case analysis Go-to-market strategy A voice-of-customer acquisition is not customer knowledge 8 min

23 August 20261 published

  1. Evidence review From the research bench A case study is an evidence design, not a story. 15 min

21 August 20262 published

  1. Research note From the research bench Business case control is a living decision loop 9 min
  2. Framework From the research bench Scenario planning starts when a trigger moves a resource 8 min

20 August 202610 published

  1. Essay Revenue operations & AI A deal desk is a selection system 5 min
  2. Framework Revenue operations & AI CAC payback is a cash calendar 5 min
  3. Essay Growth that compounds Customer lifetime value is a forecast, not a fact 13 min
  4. Framework Growth that compounds The LTV:CAC ratio hides the timing 5 min
  5. Evidence review Growth that compounds A marketing attribution model needs a counterfactual 5 min
  6. Essay Growth that compounds Marketing mix modeling is a calibration problem 7 min
  7. Essay Revenue operations & AI Net revenue retention is a cohort definition 11 min
  8. Essay Pricing & revenue architecture Price elasticity is not a property of your market 10 min
  9. Essay Growth that compounds The Rule of 40 is a trade-off, not a target 5 min
  10. Concept Pricing & revenue architecture Van Westendorp is a survey boundary, not a price 5 min

19 August 20269 published

  1. Essay From the research bench A public forum is not a market survey 7 min
  2. Essay From the research bench Brand fit is a mechanic, not a mood board 7 min
  3. Essay From the research bench Brand polarization in virtual worlds 19 min
  4. Essay From the research bench Mixed reactions are not brand polarization 7 min
  5. Essay Revenue operations & AI The sales tooling minefield, twenty-four years on 9 min
  6. Essay From the research bench The branded game has to earn its place. 9 min
  7. Essay From the research bench The definition has a shorter memory than the number 7 min
  8. Essay From the research bench The player payoff is the permission 7 min
  9. Essay From the research bench What a ten-week Roblox study can and cannot tell us 6 min

18 August 20262 published

  1. Essay Go-to-market strategy The integration savings come from what you put in 10 min
  2. Essay From the research bench The metric didn't die. The cohort did. 7 min

16 August 20266 published

  1. Essay Revenue operations & AI The function without a German name 6 min
  2. Essay Growth that compounds The incrementality illusion 16 min
  3. Essay Revenue operations & AI The number you call 6 min
  4. Essay Growth that compounds The playbook study never asked who made the tools 9 min
  5. Essay Growth that compounds The retention number is measured from your side of the table 6 min
  6. Essay Growth that compounds The thirty-percent rule for sales and marketing 6 min

15 August 20262 published

  1. Essay From the research bench One intangible-assets system, two useful views 7 min
  2. Essay Growth that compounds The European failure number nobody quotes 10 min

14 August 20262 published

  1. Essay Growth that compounds Programmatic M&A: the claim that outlived its test 16 min
  2. Essay Growth that compounds What the customer relationship costs while it stays 13 min

10 August 20261 published

  1. Essay Revenue operations & AI What AI did to cost of goods sold is not visible in the line everyone quotes. 12 min

9 August 20262 published

  1. Essay Pricing & revenue architecture A flat rate buys your customer’s worst month. 17 min
  2. Essay Pricing & revenue architecture Your pricing page publishes which buyers you won’t separate. 11 min

7 August 20262 published

  1. Essay Go-to-market strategy The integration plan spends what the deal bought. 16 min
  2. Essay Pricing & revenue architecture The price increase is judged before it is paid. 16 min

3 August 20261 published

  1. Essay Pricing & revenue architecture The discount outlives the deal it was meant to close 16 min

2 August 20261 published

  1. Essay Growth that compounds Your customer base is priced exactly once: or never 12 min

1 August 20263 published

  1. Essay Growth that compounds Every growth budget is a gross number 18 min
  2. Essay From the research bench Evidence over anecdote: what a number has to survive. 13 min
  3. Essay Growth that compounds The asset that can leave, and what keeping it costs 12 min

28 July 20261 published

  1. Essay From the research bench A vendor page supplied one tested source path for the 5x retention rule 9 min

27 July 20262 published

  1. Essay Revenue operations & AI What AI actually changes in revenue operations 15 min
  2. Essay From the research bench What peer review deleted, the web kept. 12 min

25 July 20265 published

  1. Essay Revenue operations & AI The funnel bottleneck nobody's measuring. 10 min
  2. Essay Revenue operations & AI The one number a commercial team should share. 11 min
  3. Essay Pricing & revenue architecture Pricing is a positioning decision. 19 min
  4. Essay Go-to-market strategy When a proven playbook meets a new market. 10 min
  5. Essay Growth that compounds Why growth compounds, and activity doesn't. 12 min

Contact

Bring the question you're working on.

Research, a guest lecture, or a commercial question.