Growth Physics: Field Notes
Strategy, tactics, and field notes from the intersection of B2B marketing and AI.
B2B SaaS GTM Metrics: The 2026 Benchmark Report
The definitive 2026 benchmark reference for B2B SaaS conversion rates, CAC, win rates, NRR, and pipeline coverage.
AEO Statistics for B2B SaaS (2026): 60+ Data Points on AI Search, Citations, and Visibility
60+ AEO statistics for B2B SaaS in 2026: AI search adoption, zero-click trends, LLM citation patterns, and what it means for GTM.
Your AI Is Still a Chatbot. Here's What an Operating System Looks Like.
You gave your team AI access and called it a strategy. What you built is a faster typing pool. Here's what an operating system looks like.
The Six Components of an Intelligence Layer
Six components make up the Intelligence Layer. Here's what each one does, what built vs. missing looks like, and why you can't skip any.
From Chatbot to Agent Fleet: The Five Stages of AI Marketing Maturity
Five stages from fragmented prompting to autonomous agent fleet. Most marketing teams are stuck at stage one. Here's the path out.
Context Engineering Is the Discipline. The Intelligence Layer Is What You Build.
Context engineering is the discipline. The Intelligence Layer is what you actually build. One is theory — the other makes agents work.
The GTM Architect's Guide to Answer Engine Optimization for B2B SaaS
Answer engine optimization is reshaping B2B discovery. This guide covers entity authority, content structure, schema markup, and the Physics of Growth™ framework for AI-era GTM.
Why Your B2B Content Doesn't Show Up in ChatGPT (And What Your CMO Should Do About It)
Most B2B companies are invisible to AI search engines because their content lacks entity signals, answer-first structure, and schema markup. Here's how to fix it.
Fractional CMO Cost in 2026: What Series A–C Companies Should Expect to Pay
Fractional CMO retainers typically run $5,000–$15,000 per month in 2026. Here's what drives pricing and how it compares to a full-time CMO hire.
What a Fractional CMO Should Do in the First 90 Days at a Series A Company
A fractional CMO's first 90 days should produce a GTM audit, positioning lock, demand gen infrastructure, and measurable pipeline. Here's the week-by-week playbook.
The Math That Kills the Deal Before the Deal Is a Lead
Most B2B revenue plans fail because the funnel math is internally inconsistent. Here's how to pressure-test your pipeline assumptions before you spend a dollar.
Fractional CMO vs. GTM Consultant: What Growth-Stage B2B Companies Actually Need
A fractional CMO builds and operates your GTM system. A consultant diagnoses and recommends. Here's how to decide which one your Series A–C company needs.
AI Is About to Collapse the Walls Between Your GTM Teams. Let It
The Marketing/Sales split is a physics problem, not an alignment problem. AI is erasing the reason the walls exist.
Why Every GTM Leader You Hire Fails in the Same Way
The average VP of Sales at Series A lasts 7 months. Growth makes it to 14. Same curve. It's not talent—it's physics.
The Metrics That Turn a Revolving Door Into a GTM Engine
Pipeline targets from fundraising models aren't goals—they're hopes. The metrics GTM leaders should track at each stage.
Why Your Best Growth Programs Look Like They're Failing
The investments that compound are the ones you're most tempted to kill. Why momentum-building programs look like failures early — and how to protect them from the quarterly axe.
The Compound Cost of Friction
Friction in your buying process doesn't just lose the deal. It trains the market that you're hard to work with, and that reputation compounds faster than your pipeline.
Inflection Points: When the Growth Curve Changes
The inflection point is where incremental investment starts yielding exponential returns. Most companies either scale too early or recognize the moment and hesitate. Both are expensive.
Building 17 Nurture Paths (And Why One Wasn't Enough)
How lifecycle segmentation cut lead-to-value time from 47 days to 19 — and the architecture behind it
Developer-to-Enterprise Pipeline for Open Source AI
How we turned GitHub stars into six-figure deals by building visibility into the developer evaluation process
Propensity Scoring That Actually Works
How data governance made predictive models 30% more accurate
Three Weeks to Fix a 300% Cost Increase
The iOS 14.5 Playbook — when Apple's privacy changes tripled SQL costs overnight
Two-Sided Acquisition for Government Expert Networks
Mining public procurement data to match contractors with former federal executives
Clean Room Data Architecture
Privacy-first measurement before it was mandatory — building cross-screen attribution without sharing raw data
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