Field Notes
Field Notes
Notes from the field on go-to-market, sales and commerce systems.
What we see inside the teams we work with: the problem, how to read it, and what to install first.
32 notes
- Creators & UGCCreator Commerce vs Affiliate: The Funnel Has Been RedrawnAffiliate marketing and creator commerce get used interchangeably. They are not the same, and the difference decides how you pay, what you measure, and where the conversion actually happens.July 2, 2026
- Marketplace & SocialHow TikTok Shop Built Its Business in Southeast Asia: The Shoppertainment TemplateA platform that launched in 2021 is now a serious commerce force, and Southeast Asia, not the US, is where the model was actually built. The mechanics behind the template, and what transfers.July 1, 2026
- Sales EnablementSingle-Threaded Deals Die: How to Multithread the Buying CommitteeOne champion feels like enough until they go quiet, change jobs, or lose an internal argument you never saw. Multithreading is the discipline of never letting a deal depend on one relationship.June 29, 2026
- Sales EnablementWhy the US Enterprise Playbook Dies in Southeast AsiaA great enterprise rep who crushed quota in North America can go a year in Singapore, Jakarta, and Seoul without a deal over six figures. The playbook is not broken. It is in the wrong market.June 28, 2026
- Sales EnablementObjection Handling Is Moving Upstream: Prevention Beats RebuttalThe classic image of objection handling is a rep with a clever comeback to "it's too expensive." The better teams have stopped rebutting objections at the close and started preventing them in discovery.June 27, 2026
- Sales EnablementForecast Discipline: Pipeline Coverage, Win Rate, and the Velocity FormulaPipeline confidence is board confidence. Yet most teams forecast from static snapshots and a coverage ratio nobody pressure-tests. The metrics that actually predict whether you will hit the number.June 26, 2026
- Sales EnablementMEDDPICC as Culture, Not a Checkbox: Why Most Rollouts FailBuying the book and adding eight fields to the CRM is not adopting MEDDPICC. The teams that get a win-rate lift treat it as the common language of the pipeline, not a form reps fill in after the fact.June 25, 2026
- Sales EnablementNine Sales Methodologies, and How to Pick the One That Fits Your MarketBANT, MEDDPICC, SPIN, Challenger, SPICED. Most teams adopt one because a competitor did, then wonder why their pipeline leaks. The methodology is not the point. The fit is.June 24, 2026
- PositioningGo-to-Market Strategy: The Founder's Guide to Getting It Right Before You SpendWhy most go-to-market strategy fails before a single channel is chosen, and the five questions that fix itJune 15, 2026
- Channel StrategyAccount-Based Go-to-Market: How to Know If ABM Fits, and the Order That Makes It WorkABM is not for everyone. Three checks decide whether it fits, and one sequencing mistake turns it back into expensive cold outbound.June 8, 2026
- Sales EnablementThe Founder's Sales Handoff: When to Hire, What to DelegateFounder-led sales is a structural advantage. But when it becomes a bottleneck, most companies hand off the wrong things first.June 7, 2026
- Sales EnablementAccount Intelligence Is Killing High-Volume OutboundWhy trigger-based sequencing and low-volume phone outreach now outperform spray-and-pray emailMay 31, 2026
- Sales EnablementWhy Your B2B Sales Team in APAC Isn't Hitting TargetsFive structural gaps that explain underperformance — and what to fix firstMay 30, 2026
- Creators & UGCWhy Your Creator and Affiliate Teams Should Be the Same TeamSame creators. Different rooms. Different metrics. Different P&Ls. This is the dumbest org chart in modern marketing.May 25, 2026
- PositioningThe Five Types of Go-to-Market Strategy, and Why Most Teams Pick the Wrong OneEvery use case you add to a go-to-market strategy multiplies the cost of selling. Here is how to choose the shape that fits.May 25, 2026
- Sales EnablementMEDDPICC, SPICED, or Challenger: Which Sales Methodology Works in Asia?A practitioner comparison for APAC sales leadersMay 24, 2026
- Sales EnablementThree GTM Scaling Failures That Drive Revenue CollapseHow repeatable process gaps, compensation misalignment, and phantom pipeline combine to break revenue organisations during scale.May 20, 2026
- Sales EnablementWhat Sales Enablement Actually Means for APAC TeamsProcess, methodology, coaching, and tools — in that orderMay 16, 2026
- Affiliate PartnershipsThe Incrementality Gap: Why Last-Click Attribution Costs BillionsHow to measure true affiliate influence and redesign partner compensation around reality, not last-click capture.May 11, 2026
- Affiliate PartnershipsUS Affiliate Network Comparison: Which Platform Should International Brands Choose?Impact, CJ, Awin, Rakuten, and Partnerize evaluated from the brand sideMay 10, 2026
- Sales EnablementThe Deal Review Framework I Run With Every ClientA repeatable system for unblocking pipeline and forecasting with confidence.May 6, 2026
- Sales EnablementYour Sales Team Is Pitching Features — Here's Why They're LosingWhy MEDDPICC and pain-led discovery beat product demos.May 5, 2026
- Affiliate PartnershipsHow to Build an Affiliate P&L That Your CFO TrustsRevenue attribution, true cost-of-sale, and the financial model that gets affiliate taken seriously at board level.May 4, 2026
- Affiliate PartnershipsThe 7 Signs Your Affiliate Programme Is Underperforming — And the Audit That Fixes ItA diagnostic framework for brands with existing programmes that aren't delivering.May 3, 2026
- Affiliate PartnershipsCash Flow in the Affiliate ChannelThe working capital dynamics that nobody explains — and how they make or break your programme.May 2, 2026
- Affiliate PartnershipsPartner Economics in the Cashback EraHow cashback and loyalty platforms reshaped affiliate — and what brands should do about it.May 1, 2026
- Affiliate PartnershipsWhy Your Partner Mix Should Look Completely Different in Each SEA MarketThe shopping behaviours that determine which affiliate partners convert — market by market.April 30, 2026
- Marketplace & SocialWe Want to Grow Sales Through TikTok Shop AffiliatesCreator scoring, LIVE economics, and the KPIs that separate programmes that scale from programmes that stall.April 29, 2026
- Marketplace & SocialHow to Launch an Affiliate Programme on Shopee, Lazada, and TikTok ShopPlatform-specific tactics for Southeast Asia's three dominant marketplaces.April 28, 2026
- Affiliate PartnershipsRamp Up for New Affiliate ProgrammesThe first 180 days — what to build, who to recruit, and when revenue actually shows up.April 27, 2026
- Affiliate PartnershipsWe Want to Launch an Affiliate Programme Across JAPACA market-by-market decision framework — complexity, cost, and sequencing across Japan, Australia, and Asia-Pacific.April 24, 2026
- Affiliate PartnershipsWe Want to Launch an Affiliate Programme in Southeast AsiaThe readiness assessment and decision framework before you spend a dollar.April 23, 2026