“The fastest way to kill margin is to say ‘yes’ to work you never priced.” The market quietly rewards founders who say “no” more than those who say “yes”. Agencies and tech shops that control scope see gross margins 10 to 20 percentage points higher than peers. The data is not perfect yet, but investor … Read more
“If you would not pitch them again today, they should not be on your client roster next year.” Investors look for one thing first: does the revenue base get stronger or weaker over time. The same rule applies to your client list. The businesses that grow fastest in tech quietly fire the bottom 10% of … Read more
“When an agency says ‘we do everything,’ investors hear ‘we do nothing better than the market average’.” The market increasingly punishes generalist “full service” agencies on margins and growth multiples. Buyers still like one invoice and one point of contact, but they no longer trust one team to own brand, performance, product, and analytics at … Read more
“Generalist agencies are not losing to better creatives. They are losing to clearer positioning and sharper economics.” The market is voting with retainers and renewals: tightly positioned specialist agencies are growing 2 to 3 times faster in revenue and profit than broad “full service” shops. The generalist pitch sounds safe, but the numbers point in … Read more
“Cold calls burn trust. Content compounds it. The market now rewards whoever owns the search box, not the phone book.” The data is blunt: inbound content programs are producing 3 to 5 times more qualified opportunities per dollar than classic outbound calling in most B2B tech segments, especially for deals under 100k ACV. Sales teams … Read more
“Fast-growing tech companies do not run out of ideas. They run out of people at the right cost, doing the right work, at the right time.” Investors do not care whether you hire full-time or build a bench of subcontractors. They care about one thing: your ability to turn a dollar of headcount spend into … Read more
