Writing on revenue,
AI, and how we build.

Forget the 40-metric dashboard. Four leading indicators that predict everything else, and how to instrument them in under a week.

A detailed look at how live call coaching shifted our rep behavior and compressed the average deal cycle from 67 to 41 days.

Trade-offs, primitives, and the Postgres + queue architecture that lets us promise four nines to enterprise customers.

Why usage-based AI inference changes the pricing math on CRM, and how we think about gross margin when every record is enriched.

The 45-minute meeting format that replaced our weekly forecast call — with an agenda, a template, and the questions that actually matter.

Architecture, evals, and the hard-won lessons from building production LLM features into a CRM without breaking user trust.

How we built a streaming enrichment layer on top of Postgres and Kafka, and what we'd do differently the second time.

Three foundations, five weekly rituals, and the one dashboard that makes or breaks your forecast call.

When to stay silent, when to reach out, and how to wire product signals into sales without turning your AEs into spam.