Sep 15, 2026
•
9 min read
A 1,000-account hit list, signal-based tiering, and channel sequencing behind a 95% demo show rate and $1.2M in pipeline in 4 months.
Sep 3, 2026
3 min read
Sales and marketing weren't fighting people, they were using different funnels. Fixing definitions took AE close rate from under 10% to 35%.
Aug 28, 2026
150% NRR was masking 5% monthly churn and a 34-month CAC payback. Fixing the segments cut payback to 13 months and dropped NRR on purpose.
4 min read
Loyalty to early employees is admirable. Confusing loyalty with role fit quietly caps the company.
Jul 15, 2026
A senior marketing hire cannot compensate for an unclear executive system.
Jul 8, 2026
2 min read
This is the first article for GTM Autopsies. 10 anonymized stories. A Series A company can raise on a billion-dollar TAM. It cannot scale on a fake one.
