Insights
Practical notes on the constraints that show up as companies grow, and the systems used to work through them.
6 min read
Positioning is an operating decision, not a copy exercise
Who you say you are for determines who you hire, what you build, and which customers you can serve profitably. Leaving it vague is not neutral, it has a running cost.
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What breaks first when volume doubles
Most operational failures are not surprises. They are known seams that hold at current volume and stop holding somewhere on the way to twice it.
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Build the sales process before you hire salespeople
A first sales hire does not create a sales process. They inherit one, or they invent a private one you cannot see, manage, or repeat.
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The growth constraint is rarely where the symptom shows up
When acquisition stalls, the ad account is usually the last honest place to look. A method for finding the constraint that is actually binding before you spend against the visible one.
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