I was pulled into a PE-backed utility-scale solar + storage platform mid-development. On paper, the portfolio was strong. Sites secured.Interconnection progressing.EPC conversations underway. But financing kept slowing down. Not...
I worked with a founder recently. Strong product.Great early traction.Smart GTM hires. But everything felt… heavy. Deals took too long.Handoffs broke constantly.Every decision needed founder input. On paper, they...
A healthtech founder came to me frustrated. Strong product.Clear ROI.Great demos. Still, deals dragged. Pilots stalled.Procurement slowed.Approvals never fully landed. From the outside, it looked like a sales problem....
Most founders treat manufacturing AI like SaaS. Demo → Pilot → Close. Then wonder why deals stall for months. Here’s the mistake: You’re selling features.They’re evaluating operational risk. In...
Most IPPs say they’re “vertically integrated.” But development and operations still act like separate companies. I worked with a clean energy team recently where: Development was advancing projects based...
Your CAC isn’t rising because of marketing.
It’s rising because your cost structure changed and your GTM hasn’t adapted yet.
Fix the system, not the spend.
A lot of renewable developers are asking the wrong question right now. “How fast can we grow the pipeline?” Given today’s market dynamics, the better question is: “How executable...
A renewable developer asked me recently: “With data centers exploding, shouldn’t demand solve everything?” Short answer: no. The opportunity is real. AI and hyperscale data centers are driving historic...
Flood zones are quietly killing utility-scale solar projects.
Not because of water.
Because developers are framing the risk wrong.
A Series A fintech platform came to me frustrated. Strong demos.Fast closes.Solid initial traction. But 6–9 months later? Accounts were churning. Not loudly.Quietly. Usage plateaued.Expansion never triggered.Renewals became negotiations....
If you’re building for Workers’ Comp claims,you’ve probably led with: Faster triage.Better nurse routing.Smarter reserve modeling.Reduced leakage. All important. Not sufficient. In Workers’ Comp, every claim can become litigation....
A Series A fintech founder came to me frustrated. Strong product.Clear demand.Enterprise logos in pipeline. Yet deals kept stalling at the same stage. Security review.Risk committee.Procurement. Sales blamed “slow...
If it’s “qualified” but can’t clear interconnection, it’s not qualified. Developers don’t lose deals. They lose control of assumptions. In renewable development,“qualified” can’t just mean interest. Or even budget....
Here’s the uncomfortable truth in managed care. Most Third Party Administrators aren’t competing on performance. They’re competing on price. Industry benchmarks show: → Medical cost trend still averages 6–8%...
The use case is obvious.The deal still drags. In banking,no deal is a single decision. It’s five. Risk.Security.Legal.Procurement.Business owner. Each runs its own review.Each protects something different. Revenue doesn’t...
Most teams don’t lack tools.They lack a system. Every founder says the same thing. “We have HubSpot.”“We have Salesforce.”“We track pipeline.”“We run campaigns.” Yet CAC rises.Pipeline feels inconsistent.Forecasts slip....
The district wanted it.The deal kept looping. A pediatric behavioral health provider had strong traction. Principals were interested.Student services saw the need.The outcomes data was solid. Still no contract....
Payer deals don’t stallbecause buyers are confused. They stallbecause the gates are formal. What actually moves them? Not demos.Not enthusiasm.Not “innovation.” What works: ✅ Clear, measurable outcomes✅ Implementation readiness,...
A preventable work injury almost became a year-long claim.It didn’t. Here’s why. A mid-sized employer flagged a routine work injury.Nothing catastrophic on day one. Musculoskeletal strain.Lost-time risk was “moderate.”Employee...
A regional logistics operator was growing fast.Margins were shrinking faster. On the surface, the business looked healthy. Freight volumes were up.New lanes were added.Customer demand was steady. But internally,...
It just sounds smart. Founders post opinions.Operators post systems. One builds likes.The other builds revenue. Here’s the difference. Thought leadership that sells: → Names the real problem→ Shows where...
They live between teams. Post-PMF SaaS benchmarks show: → 35% of revenue leaks at handoffs→ 20–30% CAC inflation from misalignment→ 2× rework inside Sales and CS Strategy isn’t missing....
Everyone felt confident about this deal. Large project.Clean economics.“Qualified” in the CRM. It never closed. Here’s why. The pipeline looked strong.Revenue kept slipping right. This wasn’t a sales failure.It...
They had an execution problem hiding in plain sight. A few months ago, I worked with a post-PMF B2B SaaS company.AI-native. Solid product. Real demand. On paper, things looked...