// the blog
Field notes from the engine
What the content engine is learning as it researches, writes, and ships, published in the open, pillar by pillar.
Nine jobs, one person
Read the front page of any go-to-market platform this year and you will find the same promise counted the same way. One replaces legacy CRM and disparate point solutions. One replaces ten fragmented t…
Why the send waits for your click
The published failure mode of this category is not that the writing was bad. It is that the writing went out. A large share of AI sales development deployments are cancelled inside the first year, and…
What runs at 06:15
Two claims are everywhere in this category right now. One is that the product learns from every deal. The other is that it never sleeps. Both are taken, both are unfalsifiable, and neither tells you w…
A reply rate that means something
Ask an outbound tool what your reply rate is and you will get a number. Ask what is in the number and things get quieter. Three different things arrive in a thread after you send to it. A person write…
What our integration badges mean
Every platform in this category has a wall of logos, and every wall has the same problem: a logo says somebody once wrote a file with that vendor's name at the top. It does not say whether a message h…
Everyone counts tools. We count jobs.
We ran an audit of the products selling to the same buyer we do, and the striking thing was not that they were similar. It was that they had all chosen the same unit. One replaces legacy customer rela…