Field notes on the first 90 days.
How we think about the moment a new leader inherits the number — gap selling, intent timing, and AI in go-to-market.
The first 90 days of a new GTM leader is the highest-intent moment in B2B
Most outbound targets companies by what they are. The sharper signal is what just changed inside them — and nothing changes a company faster than a new revenue leader.
ReadWhat a new CRO actually does in the first 90 days (and why it isn't a reorg)
The instinct is to change the team. The data says the CROs who do that in month one tend to miss by Q4. Here's the sequence that works — and where an outside system fits.
ReadAn open GTM req is a buying signal hiding in plain sight
When a company posts for a Head of Sales or VP of Marketing, it has publicly admitted a revenue gap — and given itself a quarter before anyone fills it. That's a window.
ReadCold email deliverability in 2025–26: the rules quietly changed
Since 2024, Gmail and Yahoo enforce hard sender rules. Most outbound dies against them silently. Here's what now decides whether your message reaches a human.
ReadGap selling to a leader who just inherited the number
A new leader doesn't want features. They want the distance closed between the number they were handed and the motion they actually have. That gap is the whole sale.
ReadHow AI replaces the GTM busywork that used to need headcount
Most of a go-to-market team's week disappears into work no human should be doing. AI doesn't replace the team — it replaces the busywork, so the team can sell.
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Bring us the new mandate. We'll fill the calendar.
If a new leader just inherited the number — or you're ready to make pipeline a system instead of a person — let's talk.