Field notes
Notes from the work.
One argument per piece, the evidence next to the argument, and a limit on where the argument stops.
The argument
"Why Nobody Called That Lead: The Gap in Pipeline Accountability"
A form fill can pass through five systems and still have no owner. What a weekly response review shows in the CRM.
George Stoff · 8 min read · 2026-09-07
The diagnostic · 6 min
The Pipeline Ownership Audit
Ten questions. Score your pipeline ownership, get a tier recommendation and a written diagnosis. No sales call required; the report is yours to keep or ignore.
The archive, by argument.
The Argument
The ownership gap, the vendor stack tax, and the two clocks that decide whether a long cycle pipeline survives the board review.
- The Vendor Stack Audit: What Your Five Specialists Really CostHow to add up the specialist stack, including the coordination time that never appears on an invoice.George Stoff · 7 min · 2026-09-07
- "Why Quarterly Reviews Break Long-Cycle Pipelines: The Two-Clock Rule"Why 90 days is enough time to inspect the work, and often not enough time to expect closed revenue from a long sale.George Stoff · 11 min · 2026-09-07
Regulated
Lead capture, pixels, BAAs, and FTC health data rules for practices and healthcare adjacent companies.
Pipeline Ownership
How CROs, biotech, and medtech market to buyers who read protocols, not whitepapers.
Measurement
What a Series A to C marketing budget can defend when cash flow is still negative.
Who writes here.
Real named authors with real bios. When a team member drafts a piece under the founder's name we say with, not by.
George Stoff, Founder and Lead Engineer
Full-stack engineer. More than 30 years building the systems companies sell through. Standards owner on every account.
5 essays
Kristen Coughlin, Chief Operating Officer
Trained molecular biologist. Ten years selling translational research products. Built the operation that runs the method.
1 essay
Subscribe
One essay a month. Nothing else.
No product updates, no roundups. When we publish an argument worth defending, you get it. When we do not, you hear nothing.