Insights
Thought leadership from the GTM front line.
Unfractional is early — the archive is too. Here's what's currently in development. Notes on go-to-market systems, positioning, and scaling technology companies through change.
Why a pipeline problem is rarely a pipeline problem
On tracing revenue symptoms back to positioning, technical conversion, and cross-functional handoffs — and why fixing pipeline in isolation rarely holds.
The fractional model isn't the point
Why the form of an engagement — advisory, fractional, interim — matters far less than the outcome it's built to produce.
What scaling GTM through an acquisition actually teaches you
Lessons on positioning, partnerships, and organizational design from taking a cybersecurity company from early-stage through acquisition.
Strong technology is not a go-to-market strategy
Why differentiated technology so often fails to translate into buyer urgency — and what closes that gap.
Opportunistic partnerships don't scale — activated ones do
Building channel and alliance motions that connect to sales instead of sitting beside it.
What to build, hire, or borrow — and in what order
A framework for scale-readiness decisions when leadership can't yet justify a full permanent bench.
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