Your AI Forecast Isn’t Wrong. Your Pipeline Stages Are.
An AI forecast built on undefined pipeline stages isn't more accurate than the spreadsheet it replaced. It's just more confident about being wrong.
Growth Thinking
Insights
Straight-talking perspectives on growth, revenue operations and the jump between curves.
Your Churn Score Isn’t a Retention Strategy
AI can flag renewal risk months before a human would notice. Flagging risk isn't the same as fixing it.
AI Didn’t Kill Content Marketing. It Killed Generic Content Marketing.
AI made content production dramatically cheaper. It didn't make differentiation any cheaper — which is exactly why positioning discipline matters more now.
AI Can Flag Your Best Expansion Accounts. It Can’t Close Them.
AI health scores can tell you which accounts are ready to expand. They can't build the trust that gets the expansion signed.
The AI SDR Myth: What Outbound Automation Can’t Replace
AI outbound tools are genuinely excellent at research and personalisation. They've made almost no progress on qualification judgement.
The Amplifier Effect: Why AI Makes Good Sales Teams Better and Bad Ones Worse, Faster
AI doesn't fix a broken sales process. It makes a disciplined one faster and an undefined one louder about being broken.
The Curve Diagnostic: 12 Questions to Locate Your Business on Its Growth Curve
12 questions across People, Process, Platforms and Product to find out where your business actually sits on its growth curve. Instant result, no signup wall.
Death by a Thousand Workarounds: How Good Teams Normalise Broken Operations
No single workaround kills a scaling business. It's death by a thousand of them, each one perfectly reasonable in isolation.
The Kinked Curve: Reading Your Own Revenue Chart Like a Growth Adviser Does
Most founders read their revenue chart as one line. Growth advisers read it as a chain of kinks, each one a fingerprint of something that changed.
Why Working Harder Is the Most Expensive Response to Slowing Growth
More hours, more calls, more hustle. When growth slows, most leaders reach for effort first. It's usually the wrong lever, and often the most expensive one.
The $2m Playbook That Breaks at $10m: A Field Guide to Scaling Friction
The exact habits that got you to your first few million in revenue are often the same habits quietly capping the next stage. Here's why playbooks expire.
Revenue Plateau or Market Ceiling? How to Tell the Difference Before You Waste a Year
One is fixable with the right internal changes. The other means the market at your current price point is close to maxed out. Confusing them wastes a year.
Product: When “We Do Everything” Starts Costing You Deals
Saying yes to everything felt like the safe answer when you needed every deal. At scale, it's the reason buyers can't tell what you actually do.
Platforms: Your CRM Isn’t the Problem. How You Grew Around It Is
Most CRM complaints are really process complaints wearing a technology costume. Here's what's actually broken, and why buying new software won't fix it.
Process: Founder-Led Sales Is a Feature, Until It’s a Ceiling
Founder-led sales wins your first customers for a reason. Here's the exact point it stops working, and why most founders miss it until it's expensive.
People: The First Sign Your Team Has Outgrown Its Structure
Missed targets are the last symptom of a broken team structure, not the first. Here's the earlier signal, and why most businesses miss it.
Greiner’s Growth Model: The Six Crises Every Scaling Business Hits
Larry Greiner mapped six growth phases and the crisis that ends each one. Here's what his model gets right, and where scaling businesses need more.
The Second Curve: Why the Best Time to Change Is When You Least Want To
Charles Handy's Second Curve theory says the best time to change is before you need to. Here's what that actually looks like inside a scaling business.
What Got You Here Won’t Get You There: Why Every Growth Curve Flattens
Every growth curve flattens eventually. Here's why a plateau isn't failure, and what separates businesses that jump to their next curve from those that stall.
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