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The Future of SaaS Is Headless
The future of SaaS is headless. API parity, machine-readable docs, and AI orchestration layers will eliminate UIs, onboarding wizards, and implementation fees entirely.
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Nobody Has GTM Engineering Figured Out (And That's the Point)
GTM Engineering is better understood as a set of principles than a defined role. The core principle: apply software solutions to sales problems. A conversation with a founder about hiring, tools, and building the AI brain of a sales organization.
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The Biggest Issues with the SDR Function in 2024
Why SDR functions fail: leadership experience gaps, impossible role expectations, metrics misalignment, and the fundamental disconnect between meeting booking and relationship building in enterprise B2B SaaS.
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Should Your Company Do Outbound?
A qualifying checklist before investing in SDR teams and cold calling: inbound lead follow-up, ICP clarity, product pricing thresholds, and when to optimize other channels instead.