Most growth problems are coordination problems
Why channel optimization rarely fixes a motion whose decisions, data, and ownership are disconnected.
6 min read04 / BGM
Ideas
Working notes on GTM systems, growth constraints, measurement, experimentation, and the practical use of AI.
Featured / GTM systems
Most growth problems are coordination problems.
Channel metrics can look precise while the motion around them remains unclear. A system view changes where the team looks—and what it chooses to fix first.
Read the noteMarketDemandConversionSystemsLeverage point
Use AI to remove work before adding output
A practical standard for applying automation inside GTM teams without creating a new layer of noise.
5 min readA funnel is a model, not the business
How to use funnel metrics without letting a neat reporting structure hide a messy buying process.
7 min readThe operating case for smaller experiments
A better way to learn when teams have meaningful constraints on time, traffic, data, or attention.
4 min readA GTM plan should make tradeoffs visible
The difference between a list of initiatives and a plan that helps teams decide what not to do.
6 min readLook for the handoff before the channel.
When growth slows, teams often inspect the most visible performance surface first: media efficiency, site conversion, outbound productivity, or sales close rate. Those numbers matter, but they may describe where a system problem appears rather than where it begins.
A more useful diagnostic follows the work across boundaries. Which market decision shaped the audience? Which promise shaped the response? Which signals changed the next action? Who owns the handoff? What can the team actually learn from the result?
The leverage point is often a connection: between strategy and campaign planning, product behavior and sales action, pipeline reporting and resource decisions. Improving that connection can make several downstream metrics move together.
A useful starting pointWhere is growth
Where is growth
getting stuck?
Share what is changing, what feels constrained, or what the team needs to make work better.
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