Notes on customers, partnerships, and growth.
I write about choosing customers, building partnerships, and the day-to-day work behind growth in logistics and commerce.
More articles and future topics.
Cards marked "Topic to explore" are ideas for future articles.
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The ICP Avoidance Problem: Choosing Who to Sell To
Use sales, margin, and delivery data to choose customers, qualify deals, and test new segments.
Read the Article → -
How to Build Partnerships That Generate Revenue
Agree on target accounts, referral follow-up, sales credit, and delivery, then track each partner's contribution to revenue.
Read the Article → -
What to Learn Before Entering a New Market
How to test market assumptions before committing a larger budget.
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How Customer Success Can Help Grow Existing Accounts
How customer success and sales can work together to expand existing accounts.
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The Work Behind a 3PL's Move Into Ecommerce
The sales and operational changes behind Port Logistics Group's move into ecommerce.
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What Changes When a SaaS Company Starts Selling to Enterprise
What changed in Pipe17's customer focus, sales process, and team responsibilities when pursuing larger accounts.
What I write about.
Customer focus, sales, partnerships, and the operations behind them.
- Go-To-Market Strategy
- 3PL Commercial Transformation
- Partnerships & Alliances
- Market Expansion
- ICP Definition & Expansion
- Sales Team Structure
- Ecommerce Ecosystem Strategy
- Selling to Larger Accounts
- Growing Existing Accounts
- Omnichannel Commerce Strategy
- M&A Commercial Diligence
- Commerce Technology
Need help applying these ideas?
See how I approach the work, what to consider, and examples from my operating roles.
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3PL Growth Strategy
Choose the customers, capabilities, and sales approach that fit your 3PL’s next stage.
Explore 3PL growth strategy -
Moving Upmarket
Assess readiness for larger accounts and adapt targeting, sales, and delivery.
Explore moving upmarket -
Partnerships That Produce Revenue
Choose useful partners, prepare teams to sell together, and evaluate the commercial results.
Explore partnerships that produce revenue
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