Sunrise: First Light for What's Next in B2B Revenue.
Sunrise is your 5-minute daily reset for B2B go-to-market leaders. Designed for Courageous Revenue Leaders navigating chaos and change, each episode delivers one clear signal to help you lead with focus, momentum, and clarity.
Sunrise: First Light for What's Next in B2B Revenue.
Episode 20: Exploring the Surprising Path to Pipeline: Test Everything.
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My earliest exposure to rapid experimentation frameworks came from Paul Heckel and Jared R. Johnson.
It was my first quarter at Solstice wayyyyy back in the day.
I’ll never forget them walking me through their process, anchored by a deceptively simple 2x2 grid that helped prioritize over 100 potential mobile and digital features.
The two axes?
Useful and Valuable.
That was it. But it clarified everything.
It gave structure to chaos.
It turned a lot of opinions into a roadmap.
And it planted a seed in me that would grow over the next decade.
Fast forward nine years, and that same core strategy has never felt more relevant or more powerful.
I’ve been working on this one for a while. And I’m excited to share it finally.
Revenue Labs.
Rapid Experimentation.
And how today’s best teams are engineering the future of predictable pipeline.