Posts
Everything I've written, newest first. Sales engineering and leadership, AI workflow, and whatever else was worth writing down.
How to Actually Evaluate a Sales Engineer
Most SE reviews run on vibes and recency. Here's the 8-dimension, 6-point framework I use to make the call defensible, and the agent that runs it for you.
Your AI Chief of Staff
A Claude Code project that runs your day, your week, and your year out of plain markdown you own. Seven skills, an altitude ladder where each level reads only one level down, and no encouragement layer.
Speaking Beats Typing
Typing breaks my train of thought and speaking doesn't. Why voice-to-text changed how I work with AI, which app I settled on, and why I won't pay a subscription for it.
How to Actually Evaluate a Sales Engineer
Most SE reviews run on vibes and recency. Here's the 8-dimension, 6-point framework I use to make the call defensible, and the agent that runs it for you.
TEDDICC: The Technical Deal Framework
MEDDICC qualifies the deal from the AE's seat. TEDDICC is the technical layer the SE owns in parallel: seven letters the SE drives, not waits on.
Measuring AI Fluency in Sales Engineering
Most AI fluency checks run on gut feel. Here's the four-dimension, 1-5 framework I use to score it with evidence, and the tool that runs the interview for you.
Helpful A.I. Newsletters and Podcasts
A curated list of helpful AI newsletters and podcasts.
Quick Intro to Your AI Chief of Staff
Quick intro to getting started with a transformative approach.
Practical AI Workflow: Conference Follow-Up at Scale
Spent a day at a leadership conference and wanted to follow up promptly and without drudgery. Here's the AI-assisted workflow that let me send over 40 personalized connections in well under an hour.
Chasing Six Stars: What I Learned Getting Into All 6 World Marathon Majors
Three years, four countries, six cities, and what I learned getting into every World Marathon Major.
Sales Engineering Education
Recently, I was asked what I'd recommend for a brand new SE to learn and get up to speed quickly. I figured I'd share the list in case another rising SE can benefit too.
Leading an SE Team with a Personalized Approach
Ramzi Marjaba and I chatted about my approach toward leading SE teams.
5 Pillars of Building & Developing High-performing Teams
“If you want to go fast, go alone. If you want to go far, go together.”
3 Years of Quantum Magic
I have the privilege to lead our Solutions/Sales Engineering (SE) team at Quantum Metric, and I wanted to reflect on some of the notable moments along my 3-year journey.
"Let's get real or let's not play"
I've included my very raw notes here for my own future reference. Maybe this'll help someone else too so I'm sharing them here.
Inbox Zero for Humans
In a world of information overload, the inbox is often another source of anxiety and frustration.
A16Z Podcasts on Go-to-Market and Product-Market-Sales Fit
I recently listened to some great podcasts from A16Z with experts discussing enterprise sales.
A Framework for New Tools, Enablement and ROI
I’ve been considering an idea for a generalized framework for how to introduce a new tool/idea and make sure we get adoption and ROI.
Trillion Dollar Coach
“What keeps you up at night?”, he asked. “The well-being and success of my people.”
Notes on Giving Great Demos
Notes from Gong's research on product demos. Start with the outcome, mirror the priorities that surfaced in discovery, and stop saving the good part for the end.
Utility: appd-config-transfer
A bash script that moves configuration between AppDynamics Controllers. Exports and imports Actions, Health Rules and Policies.
Utility: appd-mark-node-historical
A script that marks an AppDynamics node as historical, matched on the application and node names.
Successful Habits
Most “become a millionaire” listicles are noise. This one had a handful of ideas worth keeping, starting with working to learn rather than working for money.
The Extra 33%
A TED talk aimed at women in middle management that applies to anyone at any stage. The career advice most people never get is to understand the business you're in.
Slides Without The Bullets
Treat a slide like a billboard: glanceable, almost no text. It works well when you're in the room with people, and it gets a lot harder when you aren't.
HTTP/2 Legacy Choices
HTTP/2 carries header compression because of RAM limits on networking hardware from the late 1970s. A breakdown of how old protocol decisions still shape the apps you ship today.
Easy Mac Apps – Homebrew and Cask
Homebrew and Cask install and update your Mac software from a single command instead of a dozen download pages. Brew covers command-line tools, Cask covers the GUI apps.
URL Monitor in React and Spring Boot
A hobby project that pings URLs and checks both the status code and the text that comes back. Spring Boot and React, built to see how well the two work together.
Basic Walnut Pesto
Basil, parmesan, garlic and walnuts in about ten minutes. Goes with chicken, pasta, a sandwich, pizza, or most other things.
Mediterranean Mint Yogurt
Scallions, mint, dill and crushed red pepper stirred through yogurt in about ten minutes. Light and fresh with a kick at the end. Serve with lamb, chicken or vegetables.
How I setup my new Chromebook
Moving everyday home computing from a MacBook Pro to a Toshiba Chromebook 2. The transition was easier than expected, and here are the gotchas, starting with the password manager.
Mussels in White Wine and Bacon
Mussels steamed in white wine with thick-cut bacon, shallots and garlic. Better than the restaurant version and a fraction of the price.
HandBrake script for recursive batch convertion on Mac OS X & Linux
A shell script that walks a directory tree and batch-converts every video it finds through HandBrake. Written to turn a pile of AVIs into M4V, but it takes whatever file types you give it.
Sweet Potato Fries Recipe
Sweet potato fries with garlic powder, garlic salt, onion powder and oregano. Cheaper, healthier and better tasting than anything you'll find in the store.
Veggie Fajitas Recipe
Fajitas that work for vegans, vegetarians and omnivores, with sweet potatoes for texture and a homemade seasoning that carries far less salt than the packet. Serve them in romaine leaves.
Review of Tiger Muay Thai and MMA in Phuket, Thailand
Just over two months training muay thai and MMA at Tiger Muay Thai in Phuket. What the camp gets right, the staph running through it, and how far your striking comes in that time.
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