Media and Publications

Conversations and writing on sales leadership, GTM governance, and how growing companies keep discipline under pressure.

Podcast: What's Broken in GTM and How To Fix It

Episode 53: Governance and Building Operating Discipline Before Scale With hosts Louis Fernandes and Simon Daniels. Released June 25, 2026. 58 minutes.

Governance works best when it's set up before you scale. In this episode I talk with Louis and Simon about making trade-offs on purpose before pressure makes them for you, and how founders can keep short-term survival decisions from turning into long-term operating drift. We also discuss the Revenue Operating Governance working paper that Louis, Travis Brown, and I co-authored.

Listen to episode 53

Working paper: Revenue Operating Governance

Revenue Operating Governance: Seven Principles for Compounding Value in Recurring Revenue Systems Co-authored with Louis Fernandes and Travis Brown. Published by Winning by Design Growth Institute, May 2026.

Revenue businesses often fail because nothing protects the strategy under pressure. Incentives override intent, qualification weakens, and short-term decisions compound into fragility. The paper sets out seven principles that act as guardrails: a North Star, incentives, qualification, value invariants, long-term optimization, data-driven decisions, and enablement.

What I took from working on it: governance takes courage, and that courage has to start with investors and senior leadership. Without it, teams react to every swing in the number and the strategy drifts.

Read the Revenue Operating Governance working paper on Winning by Design