Writing
Specific lessons for B2B operators on how the revenue engine is actually wired. No motivation, no lifestyle.
Channel conflict is inevitable. How you handle it is a choice
Channel conflict is inevitable. How you handle it is a choice.…
At Omnicell, one of our distributor partners told me in their first QBR that three warm accounts had been going cold for six weeks because nobody had followed up after the demo
At Omnicell, one of our distributor partners told me in their first QBR that three warm accounts had been goin…
At GE HealthCare I learned how enterprise commercial systems actually work at scale
At GE HealthCare I learned how enterprise commercial systems actually work at scale. Some of what I took from …
The most valuable career move I've made was committing to a thesis early and saying it in public before it was consensus
The most valuable career move I've made was committing to a thesis early and saying it in public before it was…
The most underused B2B content strategy is also the simplest
The most underused B2B content strategy is also the simplest. Show your actual work.…
When I took over the indirect markets business at Omnicell, the first thing I did was call a quarterly business review with every distributor
When I took over the indirect markets business at Omnicell, the first thing I did was call a quarterly busines…
A pattern I've stress-tested across medical devices and industrial B2B for 15 years
A pattern I've stress-tested across medical devices and industrial B2B for 15 years.…
Give 10 commercial teams the same product, the same territory, the same comp plan
Give 10 commercial teams the same product, the same territory, the same comp plan.…
Most B2B founders think they have a product problem
Most B2B founders think they have a product problem.…
Most channel programs fail at a question nobody asks until it's too late: who owns the partner's success after they sign?
Most channel programs fail at a question nobody asks until it's too late: who owns the partner's success after…
Fifteen years of commercial leadership taught me to sort everything into two piles
Fifteen years of commercial leadership taught me to sort everything into two piles.…
Picking the right distributor is half the work
Picking the right distributor is half the work. A lot of companies treat signing the contract as the finish li…
Signing a distributor is the easy part
Signing a distributor is the easy part.…
In commoditized B2B, brand isn't a marketing thing
In commoditized B2B, brand isn't a marketing thing. It's a distribution channel. Probably the most underrated …
A scorecard I use to pick distributor partners
A scorecard I use to pick distributor partners. The same 4 criteria my RSMs and I used at Omnicell to grow the…
"Channel strategy" isn't a thing
"Channel strategy" isn't a thing.…
At Omnicell, when I introduced distributor scorecards, two of our partners pushed back immediately
At Omnicell, when I introduced distributor scorecards, two of our partners pushed back immediately.…
In any commoditized market, distribution beats product
In any commoditized market, distribution beats product.…
Most planning for the new year is a list of things to start doing
Most planning for the new year is a list of things to start doing. The more useful list is what to stop.…
Revenue operations is the most misunderstood hire in B2B
Revenue operations is the most misunderstood hire in B2B. Companies bring in a RevOps person too late, give th…
There's an exercise I run with operators that flushes out a lot of wishful thinking
There's an exercise I run with operators that flushes out a lot of wishful thinking.…
Three things I think reshape B2B commercial models in 2027
Three things I think reshape B2B commercial models in 2027. Not bold predictions, just where the lines I've be…
Every revenue growth problem in B2B is one of three things
Every revenue growth problem in B2B is one of three things. The companies that diagnose which one are quick. T…
The most underrated career move is being early to a thesis and saying it out loud before it's obvious
The most underrated career move is being early to a thesis and saying it out loud before it's obvious.…
Tell someone your distributor is underperforming and nobody bats an eye
Tell someone your distributor is underperforming and nobody bats an eye.…
15 years in commercial leadership. Here's what I actually learned
15 years in commercial leadership. Here's what I actually learned.…
Fifteen years in commercial leadership taught me to sort everything into two piles: what compounds and what doesn't
Fifteen years in commercial leadership taught me to sort everything into two piles: what compounds and what do…
I've looked at a lot of B2B commercial operations over 15 years
I've looked at a lot of B2B commercial operations over 15 years.…
Before I installed the QBR cadence at Omnicell, the relationship between the company and its distributors was transactional
Before I installed the QBR cadence at Omnicell, the relationship between the company and its distributors was …
Revenue is not cash
Revenue is not cash. People mix these up in commercial planning meetings every day, and the confusion explains…
What everyone told you about picking a distributor:
What everyone told you about picking a distributor:…
Every commercial system you've ever admired
Every commercial system you've ever admired.…
Don't know what to focus on as a B2B commercial operator?
Don't know what to focus on as a B2B commercial operator?…
Most B2B companies treat channel partners the same way they treated them five years ago
Most B2B companies treat channel partners the same way they treated them five years ago.…
I've reviewed a lot of distributor networks over 15 years
I've reviewed a lot of distributor networks over 15 years.…
When I was in consulting, I gained 20 pounds working 80-hour weeks
When I was in consulting, I gained 20 pounds working 80-hour weeks. AI is about to make that a choice, not a r…
For fifteen years, I was in sales
For fifteen years, I was in sales.…
A simple test for any B2B business: would it function if the founder took six months off?
A simple test for any B2B business: would it function if the founder took six months off?…
LinkedIn organic is probably the most underpriced acquisition channel in B2B right now
LinkedIn organic is probably the most underpriced acquisition channel in B2B right now.…
At GE, a senior manager told me something I dismissed at the time and use every quarter now: "If you cannot articulate why you would fund this initiative if it were your money, you have not earned the right to ask the company for it."
At GE, a senior manager told me something I dismissed at the time and use every quarter now: "If you cannot ar…
Your product is 15% better than the competition
Your product is 15% better than the competition. Their distribution is 5x deeper than yours.…
The medical device industry taught me something early in my consulting years
The medical device industry taught me something early in my consulting years.…
Most sales problems aren't sales problems
Most sales problems aren't sales problems.…
At Omnicell I took over the indirect markets business
At Omnicell I took over the indirect markets business. Automated dispensing cabinets sold through a distributo…
Years ago, a distributor told me they were going to drop our product line
Years ago, a distributor told me they were going to drop our product line. Margin too thin, training too hard,…
Forecast accuracy determines the operational maturity of an organization
Forecast accuracy determines the operational maturity of an organization.…
Sales is not marketing's downstream. That's the first mistake
Sales is not marketing's downstream. That's the first mistake.…