Insights
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The KPI Tree Framework
A KPI tree starts with one North Star metric and branches into driver metrics with named owners. Build it in 90 minutes. Align product and revenue on one scoreboard.
Stop Building, Start Balancing
Your team is shipping features nobody asked for while ignoring the ones that drive revenue. Here is how to fix the prioritization problem at the root.
Pipeline Velocity: Why Speed Matters More Than Volume
You do not need more leads. You need faster ones. How to calculate pipeline velocity and the three levers that actually move it.
Revenue Operating Rhythm: 1:1s, Team Reviews, Forecast Calls
Build a revenue operating rhythm with weekly 1:1s, team reviews, and forecast calls. The three-layer system: 30 min tactical, 90 min strategic, quarterly planning.
Revenue Attribution: The Metric Most Companies Get Wrong
First-touch, last-touch, multi-touch. They are all incomplete. Here is the attribution model that actually tells you where your revenue comes from.
Unit Economics for Product Leaders: LTV, CAC, Payback
Five numbers every product leader needs: LTV, CAC, payback period, gross margin. How to use them in roadmap decisions. No MBA required.
The Shipped Revenue Framework
Connect every product decision to a P&L outcome: four layers, install steps, and the operating model I use with PE-backed and growth-stage companies.
The Invisible 40%
Most companies hemorrhage 40% of potential revenue before a customer ever reaches sales. Here is where it goes and how to recapture it.