¶Writing
Writing
Essays on category design, the first go-to-market hire, and selling new technology to lawyers. Each one is published first in the newsletter.
§ 1Essays
- The First Go-to-Market Hire Has a New Job At a startup or inside an established company, the person who takes a new product to market now does three jobs at once. This essay introduces GTM1. Newsletter · opens on Substack
- The Sales Ready Product, Eleven Years Later What still holds from Sequoia’s 2015 book on selling a young enterprise product, what has changed now that an AI demo can be built in weeks, and who should own the work today. Newsletter · opens on Substack
§ 2Follow along
New essays arrive about every two weeks, by email, before they appear here.
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