Thought Leadership JUST PUBLISHED
Growth that compounds
The best quarter in company history, and the room can't explain it. Why compounding beats acceleration.
Insights
Field notes from the revenue engine.
Practical, no-fluff perspectives on what actually moves the needle for founder-led or family-owned firms, system fragmentation, founder bottleneck, GTM, RevOps, succession.
Latest · On deck
In the pipeline.
What just shipped and what's next in the writing queue, drawn from the patterns we keep seeing in founder-led or family-owned firms in 2026.
Thought Leadership · Coming soon
The $4.2M pipeline gap
Sales–marketing alignment is not a meeting cadence. A founder showed me a pipeline figure her CMO and VP Sales had each been reporting separately. They were $4.2M apart. No amount of weekly syncs would have closed that gap.
Field reports
Field reports.
Longer-form deep dives on the state of founder-led or family-owned B2B revenue. Updated as the market shifts.
NEW · June 2026
The 2026 Founders Report: Harder Money, Better Tools, Smaller Teams
One year after the 2025 series. Capital got harder, AI productivity got real, and the survival profile of founder-led B2B firms in 2026 looks structurally different. The diagnosis and the playbook for the back half of the year.
The foundational 2025 series
Founders Report · Part 1
Why 2025 Demands a New Chapter for Founder-Led Businesses
The qualities that fueled early growth, speed, control, deep personal investment, can become the very forces that stall it. An intro to the seven-part series.
Founders Report · Part 2
The Founder's Dilemma: Success Becomes a Ceiling
Founder's Syndrome: where leaders hold tight to every detail, resist change, or struggle to let go, can quietly stall progress. Recognizing the signs is step one.
Founders Report · Part 3
Strategic Planning for Founder-Led Businesses for 2025
Vision, grit, and purpose get you started, but scaling for lasting impact means confronting unique roadblocks. Why structure and clear sales direction are essential.
Founders Report · Part 4
Agile Growth Strategies for Founder-Led Companies
Staying nimble is the lifeblood of every founder-led company. When markets shift overnight, being able to pivot, without hesitation, sets true leaders apart.
Founders Report · Part 5
Succession Planning for Founders: Secure Your Legacy
Succession isn't a transaction, it's a revenue strategy. The playbook for protecting the engine through ownership change.
Founders Report · Part 6
Role Clarity Boosts Business Growth & Efficiency
Why blurred roles strangle revenue in family-owned firms, and the fix that lets founders step back without losing control.
Founders Report · Part 7
Future-Proof: Building Enduring Success Beyond 2025
The wrap-up of the seven-part series, what founder-led or family-owned firms need to do now to compound past the next plateau.
Notes from the field
Field notes.
Thought leadership and earlier pieces on revenue ops, sales leadership, alignment, succession, and the changing SaaS landscape.
Thought Leadership NEW
Growth that compounds
The best quarter in company history, and the room can't explain it. Why compounding beats acceleration.
Thought Leadership
Count the deal-breakers
The gut-check I give a founder about to hire his third sales lead in two years.
Thought Leadership
The business that runs without you
The conversation I have with founders who are afraid to take a vacation.
Thought Leadership
More fuel in a broken engine
If you already cut marketing and revenue is still stalled, the problem was never marketing. The next hire, agency, or tool you're about to sign won't fix it either.
SaaS · GTM
Is SaaS Dead? How Fractional CROs Are Redefining the Future
SaaS isn't dying, it's evolving. Rising acquisition costs, saturated markets, and shifting buyer expectations are forcing companies to rethink old strategies.
Revenue Ops
RevOps Metrics That Matter: Navigating the Data Deluge
Most RevOps dashboards measure activity, not throughput. The four categories of metrics that actually drive business growth, and how to focus.
Founder Exit · Also on LinkedIn
Insights for Founder-Led Businesses on the Road to Exit Success
Five practical insights for founders thinking about the next chapter, start with the end in mind, focus on value creation, invest in infrastructure, document your legacy, seek expert guidance.
Alignment
From Conflict to Collaboration: Aligning Revenue Teams
Only 23% of sales pros believe their teams are strongly aligned with marketing. Why the friction exists, and what actually fixes it.
Succession
Preserving Legacy, Building Future: Ensuring Smooth Succession
Nearly 60% of family-owned businesses lack a documented succession plan. The processes that have to exist before the torch can actually pass.
Sales Leadership
Never Promote Top Performers!
The Peter Principle in action: sales success doesn't equal leadership ability. Why default promotions burn the organization twice.
Looking up a term? See the Revenue Engine Glossary →
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