Demand Gen
Why category creation stopped working — and what beats it
The playbook assumed an attention surplus. That surplus is gone, and the replacement is far less glamorous.
Section
Playbooks
Reported, numbers-first breakdowns of how modern revenue teams actually get built — and where the old motions are breaking.
Podcast
Ep. 42 — Rewriting the enterprise land-and-expand motion
Alina Chu on why the expansion motion has to be designed before the first contract is signed.
Demand Gen
The quota model that survived three straight down quarters
A rolling capacity model, a 60/40 split, and one rule about ramp that nobody wanted to enforce.
