4 min read Free

The Implementation Economy Series #4: Workflow Redesign Is the Hidden Work

Most implementation plans understate the same thing: the customer's workflow has to change. The plan names the integration, migration, configuration, training, and launch. Those are real tasks. But they do not capture the deeper work. The product has to land inside a living system of handoffs, habits, approvals,
4 min read Free

The Implementation Economy Series #3: Implementation Is Product Discovery in Disguise

The best product research often happens after the product is sold. That sounds backward, but complex products reveal their truth in implementation. The customer has budget at stake. Real users are involved. Actual data appears. Legacy systems resist. Workflows stop being diagrams. The gap between the product's intended
5 min read Free

The Implementation Economy Series #2: The Purchase Is Not the Adoption

A purchase is a decision. Adoption is a behavior. Companies confuse the two constantly. The contract is signed, the kickoff is scheduled, the executive sponsor is enthusiastic, and everyone acts as if the hardest part is over. In some markets, that might be true. In complex B2B and AI products,
5 min read Free

The Implementation Economy Series #1: The Implementation Economy

Implementation used to be treated as the polite afterthought of software. The product was sold. The contract was signed. The revenue was booked. Then a different group of people showed up to make the thing work in the customer's environment. They migrated data, cleaned workflows, trained users, discovered
1 min read Free

Agentic GTM — Series Index

Agentic GTM is a 10 part series. Use this index as the table of contents and read the posts in order. Read the series in order Agentic GTM From SDR Labor...
4 min read Free

Agentic GTM Series #10: The Agentic GTM Operating System

Agentic GTM does not become real because a team buys tools or launches a few automations. It becomes real when the revenue organization can name its loops, govern them, improve them, and trust the operating artifacts they produce. That is the Agentic GTM operating system: not a new department, not
4 min read Free

Agentic GTM Series #9: The Dark Side: Automated Spam, Fake Pipeline, and Brand Damage

Agentic GTM can make a revenue team sharper. It can also make a revenue team worse at terrifying speed. The failure mode is not science fiction. It is ordinary GTM dysfunction with a larger engine: bad targeting, lazy personalization, weak data, pipeline theater, unclear ownership, and incentives that reward activity
3 min read Free

Agentic GTM Series #8: RevOps When Agents Run the Loops

RevOps already owns enough problems. Agentic GTM adds a new one: what happens when agents start creating, changing, and routing the operating artifacts that the revenue team depends on? This is not a redefinition of RevOps. RevOps still owns the revenue operating system: process, data, systems, handoffs, inspection, and accountability.
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