Go-to-Market

How to navigate your total addressable market and competition.

Aug 11, 2026

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6 min read

Seasonality Quirks and Features

What you should know about industry specific seasonality

CJ Gustafson

How Databricks Pays Reps to Drive Consumption

Jul 14, 2026

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12 min read

How Databricks Pays Reps to Drive Consumption

Analyzing their commitment model, from $1 million to $5 billion in revenue

CJ Gustafson

5 Ways Finance Can Be More Helpful to Sales

May 26, 2026

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9 min read

5 Ways Finance Can Be More Helpful to Sales

“Help is defined in the mind of the recipient.”

CJ Gustafson

Apr 7, 2026

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15 min read

Distribution as the (Final) Moat

And what it looks like on the P&L

CJ Gustafson

Feb 17, 2026

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9 min read

Should You Fire Some of Your Customers?

When "bad" customers become a drag on the biz

CJ Gustafson

Can You Measure the ROI of a Superbowl Ad?

Feb 8, 2026

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18 min read

Can You Measure the ROI of a Superbowl Ad?

Benchmarks for Operators 2/8/26

CJ Gustafson

Jan 13, 2026

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19 min read

How AI is Changing GTM Org Structures

And WTF does 'Forward Deployed' Mean?

CJ Gustafson

Don't Trade Luka, and Don't Turn Off Your Marketing Spend

Dec 9, 2025

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7 min read

Don't Trade Luka, and Don't Turn Off Your Marketing Spend

Program spend is easy to cut, but not the way to build a durable flywheel

CJ Gustafson

Why Your New VP of Sales Might Be Set Up to Fail

Sep 2, 2025

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10 min read

Why Your New VP of Sales Might Be Set Up to Fail

Sales Leadership Is a Stage-Dependent Hire

CJ Gustafson

The Partnership Playbook: How to Make Friends

Aug 26, 2025

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10 min read

The Partnership Playbook: How to Make Friends

(Oh, and maybe get acquired)

CJ Gustafson

Jul 24, 2025

•

5 min read

Your Complete Guide to Revenue Leakage

Why it happens, and how to stop it.

CJ Gustafson

Jul 8, 2025

•

9 min read

How to Talk About Your Competition

Without sounding like a jerk

CJ Gustafson

Jun 10, 2025

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13 min read

Too Hungry to Eat

The 3 most common bandwidth constraints at fast growing companies

CJ Gustafson

Jun 5, 2025

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6 min read

Your Complete Guide to Discounting

Tactics to systemize smart discounting, and still close deals fast

CJ Gustafson

How much should you invest in Customer Success?

Jun 3, 2025

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7 min read

How much should you invest in Customer Success?

Introducing: The Customer Success Ratio

CJ Gustafson

May 27, 2025

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6 min read

Talk to BDRs

Forecast Accuracy Lives at the Edge

CJ Gustafson

May 13, 2025

•

11 min read

Why Romanticizing PLG is Dangerous

And why you still need to hire great sales reps

CJ Gustafson

Is Product Market Fit Getting Harder to KEEP?

Apr 22, 2025

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5 min read

Is Product Market Fit Getting Harder to KEEP?

How has AI changed our definitions of escape velocity?

CJ Gustafson

Apr 15, 2025

•

7 min read

When Churn Is the Model

"Designed to be deleted"

CJ Gustafson

Mar 25, 2025

•

6 min read

The Importance of "Sales Rep Math"

Sanity checking your quota design

CJ Gustafson

A Deep Dive into TAM Calculation Strategies

Dec 12, 2024

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3 min read

A Deep Dive into TAM Calculation Strategies

How DDOG, CRWD, and NOW calculate TAM

CJ Gustafson

You have your whole life to write your first record, and only 12 months to write your second.

Oct 29, 2024

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8 min read

You have your whole life to write your first record, and only 12 months to write your second.

The trials and tribulations of going multi product

CJ Gustafson

Oct 1, 2024

•

8 min read

The Messy Middle

It sucks to be selling software between $50K and $100K right now

CJ Gustafson

Your Complete Guide to Customer Segmentation

Sep 26, 2024

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9 min read

Your Complete Guide to Customer Segmentation

Identifying your best customers to maximize lifetime value

CJ Gustafson

Apr 23, 2024

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6 min read

Eat what you kill

Ways to make $100 million dollars per year in SaaS

CJ Gustafson

Go-to-Market

Seasonality Quirks and Features

How Databricks Pays Reps to Drive Consumption

5 Ways Finance Can Be More Helpful to Sales

Distribution as the (Final) Moat

Should You Fire Some of Your Customers?

Can You Measure the ROI of a Superbowl Ad?

How AI is Changing GTM Org Structures

Don't Trade Luka, and Don't Turn Off Your Marketing Spend

Why Your New VP of Sales Might Be Set Up to Fail

The Partnership Playbook: How to Make Friends

Your Complete Guide to Revenue Leakage

How to Talk About Your Competition

Too Hungry to Eat

Your Complete Guide to Discounting

How much should you invest in Customer Success?

Talk to BDRs

Why Romanticizing PLG is Dangerous

Is Product Market Fit Getting Harder to KEEP?

When Churn Is the Model

The Importance of "Sales Rep Math"

A Deep Dive into TAM Calculation Strategies

You have your whole life to write your first record, and only 12 months to write your second.

The Messy Middle

Your Complete Guide to Customer Segmentation

Eat what you kill

yo, btw…