FIG. F1
Field notes
Collected observations
Capital Is a Lagging Indicator.
A field note on relationship-building, trust, and the hidden work that determines whether a fundraise converts.
Read the field noteThe Formula Is Not the Force.
A field note on the category difference between symbolic familiarity, operational competence, and judgment under specific conditions.
The Evolution of the Revenue Leader
How environmental pressure killed the CMO, birthed the CGO, scaled the Fractional CMO, and finally selected for the GTM Engineer.
Revenue hires and teams usually fail for predictable reasons. It is rarely just the person. It is the environment around the team.
The right first step is often not hiring or adding spend. It is sequencing: audit, ICP, message, CRM, cadence, then seller ramp.
Everything should be built under the client's roof: tools, data, workflows, reports, and operating memory.
The best buyers are not just growth-curious. They have traction, urgency, budget, and a real need for repeatability.