Podcast
The death of the SDR org — and what replaced it in 2026
Seventy percent of Series B teams have folded outbound into product-led motions. We mapped the new org chart, the comp plans, and the pipeline math behind it.
Section
Playbooks
Reported, numbers-first breakdowns of how modern revenue teams actually get built — and where the old motions are breaking.
Demand Gen
Usage-based pricing is eating the enterprise contract
Procurement wanted predictability. Buyers wanted proof. The compromise is rewriting how software gets sold above $250K.
Brand
The 25 GTM teams operators would leave their job for
We asked 900 revenue operators one question. The answers were not the companies with the biggest funnels.
Demand Gen
Inside the $40M pipeline built on one Slack community
No gated content, no SDR sequence, no paid spend. Just four years of showing up in a room they didn't own.
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.
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.
Demand Gen
Creative is a GTM channel now. Nobody staffed for it.
The best performing revenue teams of the last 18 months all made the same hire, and it wasn't a seller.
Demand Gen
Free-tier math: when the funnel eats the margin
Three companies published their conversion curves. Two of them should not have shipped a free tier.
Brand
Hiring your first GTM engineer
The scorecard, the take-home, and the four signals that predicted success across 40 hires.