Why GTM momentum stalls as complexity grows
Priorities blur, decisions slow, and leadership becomes the bottleneck. This is the execution fracture behind most “strategy” problems.
Insights
Short, execution-led writing on what actually breaks GTM: decision velocity, sequencing, ownership, ICP clarity, pricing discipline, and operating cadence.
Featured insights
Execution patterns and failure modes observed across telecom, SaaS, and AI organizations. Use these articles as internal alignment prompts: identify the constraint, then pressure-test decisions, ownership, and sequencing.
The hidden cost of unowned decisions
When decisions lack an owner, teams compensate with activity. The output is motion, not progress.
ICP is not a persona. It is a constraint.
ICP defines who you can win with repeatedly under your real delivery and proof constraints.
Discounting is often a proof problem
Most pricing pressure is really uncertainty about outcomes. The fix is proof sequencing, not a new rate card.
Contribute
If you are seeing a recurring execution pattern in the field—GTM friction, decision delay, ownership collapse, or pricing pressure—suggest a topic for consideration.