Writing

You can't "buy" your competitive edge...

June 17, 2026

Over the last 12 months the tech landscape has changed at a terrifying pace for builders, employees, investors, and more. OpenAI and Anthropic seem to release new models once…

GTME Problem of the week - the nuances of scoring your TAM

June 11, 2026

You built a scoring model. You assigned weights. You ran it across your TAM. And then 91% of your accounts landed in the same 10% band. What happened? think mark think! This is…

Can Claude Code Replace Clay? What's still hard about agentic GTM

May 19, 2026

The setup On April 1st I was asked to give a talk at Deepline’s April Tools Day . I spoke about bespoke sales tooling, the value in building truly custom workflows, and the much…

Building Culture When Work Follows You Home

April 9, 2026

Over the last 7+ years of professional experiences I’ve been on a wide array of teams, worked alongside a number of character archetypes, and more. I’ve had different feelings…

Releasing the State of GTME Report, 2026

March 9, 2026

Why I wrote the report Last week I dropped the first ever state of GTME report . i love sick visuals As of today, March 9th 2026 (4 days later), we're north of 1,000 downloads…

PLG Is Not a Tactic - It’s the Default for Modern Software

February 26, 2026

In the last few weeks, Happenstance went from 100K→200K users…. that’s insane. The AI Acceleration Era It’s been a fascinating time to build over the last 2.5 years. While the…

Unify vs. Clay -> it's all about how you're doing the work

January 28, 2026

based on the content of my post, generate an image TLDR: Unify → BDR tool as modern Apollo replacement, Clay → Table-stakes hacky GTME tool It’s been really interesting having…

Maybe we aren't thinking big enough… Is it all a search problem?

January 14, 2026

Admittedly, I have no idea how internet search with AI actually works under the hood. I assume it involves some combination of LLMs, agents, APIs, and a constantly shifting set of…

My favorite GTM tools and ones that i want to try in 2026

January 7, 2026

I wanted to use our first week back from the holidays to share some of my favorite tools and the folks building them. It’s easy to use tools without getting to know the people…

Small GTME problems a platform should build

December 23, 2025

As i’ve touched on in past posts, there’s still a lot to do for GTM companies. One large problem is deliverability . Another is visibility / insight. While deliverability relies…

The Art of the CRM (and why you should prio using one)

December 3, 2025

I Just Find it Funny That… As I’ve gone earlier and earlier in the startup world it’s been rather impressive to see just how many teams are generating millions of dollars of ARR…

The Impending GTM War: Outstanding GTM Needs

November 24, 2025

pretty sweet image i got ChatGPT to generate :) A few months ago, Clay announced a $100M raise; Unify announced a $40M raise about 6 weeks before. Clay has done an incredible job…

Too Many Signals & All Our (Intent Signal) Knives are Dull af

November 18, 2025

In this substack Why signal prioritization matters in scaled outbound - The mistakes I made at Unify sending 1.4M+ emails - How we fixed issues with reply rates, fatigue, and…

Dead Internet is Coming (But Until then let's place in AI Search)

November 4, 2025

In a world where we are constantly being sold to via emails, ads, thoughtleader content / influencers, and more, there’s one channel that stands out most - the ability for your…

Building Your First Outbound Automation System

October 7, 2025

After leaving Galaxy, I’ve been doing GTM engineering consulting - helping founders and early-stage teams design modern, automated go-to-market systems that actually scale. It’s…

Request for Startup: Is It Possible to Build a Recruiting Company People Actually Love?

August 18, 2025

Genuine question here: Is it possible to build a successful company in the recruiting space that actually delights people - helping recruiters find and hire talent, and candidates…

My take on how and when to start a Company

July 30, 2025

For some, joining a startup is as far as their risk appetite will take them. But for others, they may start to feel an itch, and that itch begins to grow . I got that itch. I have…

Guide to Getting a Job at a Startup

July 10, 2025

Hey everyone - this isn’t a lead magnet or some recycled advice post. I wrote this myself, from scratch, zero AI, to help you figure out your career path and break into startups.…

Pause on NextRound

August 16, 2022

Hey all - Just wanted to take a moment to address the recent hiatus in posts on NextRound. As I just recently started a new job, I am in the process of getting the newsletter…

Optibus - Optimizing Mass Transit Systems

August 1, 2022

One of the books I spent time reading during my solo traveling Europe was Super Pumped: The Battle for Uber , a story of the rise and controversy surrounding Uber as recommended…