Writing · Field Notes
The thesis, in public.
May 2026 · 5 min
The Marketing Org Chart Is Being Rewritten
Your marketing team is probably still organized by channel. That model was always a little broken. AI just made it indefensible. Here's what the modern marketing org actually looks like — and why CEOs who don't restructure are burning money.
May 2026 · 5 min
The Context Routing Problem: When Your AI Knows Too Much to Be Useful
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Apr 2026 · 5 min
Your Brand's Context Field: Why AI Without Shared Context Just Scales the Chaos
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Apr 2026 · 5 min
Surface Area Is a Growth Strategy, Not a Channel Plan
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Apr 2026 · 5 min
The SaaS Customer Success Playbook When Features Stop Being Your Moat
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Apr 2026 · 5 min
The SaaS Marketing Playbook When Features Stop Being Your Moat
Feature-led marketing is a treadmill that doesn't compound. When AI commoditizes the product, brand gravity becomes the primary force. Here's how to build it — and the AI infrastructure marketing needs.
Field Notes
Apr 2026 · 5 min
The SaaS Sales Playbook When Features Stop Being Your Moat
AI eroded the engineering moat. Sales teams that still lead with feature demos are losing. Here's how to sell friction, not functionality — and the AI infrastructure your company needs to provide.
Field Notes
Apr 2026 · 5 min
Why AI Made Your Marketing Faster — But Not Better
Output is up. Pipeline didn't move. The problem isn't your AI tools — it's that none of them share a structured understanding of how your company wins.
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Feb 2026 · 5 min
When Frictionless Breaks: The Signal Problem in B2B PLG
The PLG orthodoxy says remove all friction. But when your API is too easy to hit, you get usage data that looks great and predicts nothing. Deliberate friction isn't the enemy of product-led growth. It's what makes the data trustworthy.
Field Notes
Feb 2026 · 5 min
The Physics of Marketing: A Definitive Guide to GTM Forces
Six forces govern every B2B growth system. The Physics of Marketing framework explains why some GTM systems compound and others stall.
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Feb 2026 · 5 min
The CMO Is Dead. Long Live the Chief Marketing Orchestrator
The CMO role isn't dying — it's being reforged into something bigger. Why the next marketing leaders orchestrate the entire GTM motion.
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Feb 2026 · 5 min
B2B SaaS GTM Metrics: The 2026 Benchmark Report
The definitive 2026 benchmark reference for B2B SaaS conversion rates, CAC, win rates, NRR, and pipeline coverage.
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Feb 2026 · 5 min
AEO Statistics for B2B SaaS (2026): 60+ Data Points on AI Search, Citations, and Visibility
60+ AEO statistics for B2B SaaS in 2026: AI search adoption, zero-click trends, LLM citation patterns, and what it means for GTM.
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Feb 2026 · 5 min
Your AI Is Still a Chatbot. Here's What an Operating System Looks Like.
You gave your team AI access and called it a strategy. What you built is a faster typing pool. Here's what an operating system looks like.
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Feb 2026 · 5 min
The Six Components of a Context Field
Six components make up the Context Field. Here's what each one does, what built vs. missing looks like, and why you can't skip any.
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Feb 2026 · 5 min
From Chatbot to Agent Fleet: The Five Stages of AI Marketing Maturity
Five stages from fragmented prompting to autonomous agent fleet. Most marketing teams are stuck at stage one. Here's the path out.
Field Notes
Jan 2026 · 5 min
Context Engineering Is the Discipline. The Context Layer Is What You Build.
Context engineering is the discipline. The Context Layer is what you actually build. One is theory — the other makes agents work.
Field Notes
Jan 2026 · 5 min
The GTM Architect's Guide to Answer Engine Optimization for B2B SaaS
Answer engine optimization is reshaping B2B discovery. This guide covers entity authority, content structure, schema markup, and the Physics of Growth™ framework for AI-era GTM.
Field Notes
Jan 2026 · 5 min
Why Your B2B Content Doesn't Show Up in ChatGPT (And What Your CMO Should Do About It)
Most B2B companies are invisible to AI search engines because their content lacks entity signals, answer-first structure, and schema markup. Here's how to fix it.
Field Notes
Jan 2026 · 5 min
Fractional CMO Cost in 2026: What Series A–C Companies Should Expect to Pay
Fractional CMO retainers typically run $5,000–$15,000 per month in 2026. Here's what drives pricing and how it compares to a full-time CMO hire.
Field Notes
Jan 2026 · 5 min
What a Fractional CMO Should Do in the First 90 Days at a Series A Company
A fractional CMO's first 90 days should produce a GTM audit, positioning lock, demand gen infrastructure, and measurable pipeline. Here's the week-by-week playbook.
Field Notes
Jan 2026 · 5 min
The Math That Kills the Deal Before the Deal Is a Lead
Most B2B revenue plans fail because the funnel math is internally inconsistent. Here's how to pressure-test your pipeline assumptions before you spend a dollar.
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Jan 2026 · 5 min
Fractional CMO vs. GTM Consultant: What Growth-Stage B2B Companies Actually Need
A fractional CMO builds and operates your GTM system. A consultant diagnoses and recommends. Here's how to decide which one your Series A–C company needs.
Field Notes
Jan 2026 · 5 min
AI Is About to Collapse the Walls Between Your GTM Teams. Let It
The Marketing/Sales split is a physics problem, not an alignment problem. AI is erasing the reason the walls exist.
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Jan 2026 · 5 min
Why Every GTM Leader You Hire Fails in the Same Way
The average VP of Sales at Series A lasts 7 months. Growth makes it to 14. Same curve. It's not talent—it's physics.
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Jan 2026 · 5 min
The Metrics That Turn a Revolving Door Into a GTM Engine
Pipeline targets from fundraising models aren't goals—they're hopes. The metrics GTM leaders should track at each stage.
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Jan 2026 · 5 min
Why Your Best Growth Programs Look Like They're Failing
The investments that compound are the ones you're most tempted to kill. Why momentum-building programs look like failures early — and how to protect them from the quarterly axe.
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Jan 2026 · 5 min
The Compound Cost of Friction
Friction in your buying process doesn't just lose the deal. It trains the market that you're hard to work with, and that reputation compounds faster than your pipeline.
Field Notes
Jan 2026 · 5 min
Inflection Points: When the Growth Curve Changes
The inflection point is where incremental investment starts yielding exponential returns. Most companies either scale too early or recognize the moment and hesitate. Both are expensive.
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