CLM for Large SMB through Enterprise — Again, the caveats and safe harbor statements first... I’m no lawyer, and this is most certainly not an exhaustive review of the players in the space. This is simply a guy who sold CLM and became a student of the space sharing his take. I’m sharp-tongued, incredibly opinionated, and for…

For Small to Mid-Sized SMB — First, the caveats and safe harbor statements. I’m no lawyer, and this is most certainly not an exhaustive review of the players in the space. This is simply a guy who sold CLM and became a student of the space sharing his take. I’m sharp-tongued, incredibly opinionated, and for those…

Everything comes to an end, eventually — All my life I knew what my future held. I knew precisely where I’d invest the balance of my career. Then I dropped off my company car and left my past, present, and future gig’s parking lot. CTW blessed me with a childhood of work when I needed money for…

Now what??? — Call it a blessing, call it a curse. Either way, I’ve spent all my time in SaaS surrounded by customers/prospects landing massive rounds and preparing for a new — likely uncharted — scaling process, many times the terms associated with the round requiring an unprecedented pace to scale. I often…

Welcome to the heart of the SaaS Q4 push. — It’s the Monday before Christmas week. Starting today, buyers will be bombarded with messages from AEs. That AE you’ve been working with — the one with “Consultative Sales” plastered on his LinkedIn bio — like Michael J Fox at the party in Teen Wolf, he’s currently morphing into something sinister…

BizOps and US Water Policy (or lack thereof)… A surprising, and striking, similarity. We’ve all done it, you set a goal or a process and take off full speed ahead. Months pass… years even, then everything changes. Maybe you bought your wife a Porsche after a record sales year, then…

Um, yeah… that line was weird to type out, felt like the start to a horrible bromance novel. It’s not. Well, maybe a bromance short story. But seriously, thank you. Thank you for laying out your vision so clearly. Thank you for quickly and decisively establishing our orgs North Star. …

Did you start your career, or begin in leadership, in the past 5–10 years? If so, welcome to the real world. The world where the glass is never full. Don’t view this crisis as a “once-a-century” blip. This mess we currently find ourselves in? …