Max Beauroyre

To win, a company needs to own either a client’s most important data or its most important workflow

To understand what makes Ramp so remarkable, you need to understand that all of B2B software is essentially just a spreadsheet.

“Do more, faster.” As AI commoditizes speed and output, however, this pursuit will lose its value.

In a world where we can outsource productivity to technology, the people who reap the biggest rewards aren’t those who work the fastest.

They’re the people who make things that are wonderful, original, weird, emotionally resonant, and authentic. As our feeds become flooded with instant, AI-generated content, the most dangerous thing you can do is pl... See more

I don’t mean that we can’t BE firemen, bankers, or doctors— but that we must make the goal conform to the individual, rather than make the individual conform to the goal

all advice can only be a product of the man who gives it

To presume to point a man to the right and ultimate goal— to point with a trembling finger in the RIGHT direction is something only a fool would take upon himself.

• Identifying your target accounts isn’t a one-off exercise with basic TAM filters. A best-in-class approach is to have a dynamic ICP model that can evolve with your product and market. At a minimum, revisit it annually.


• You need good data to not only pick accounts, but to engage accounts at scale. This should include a combination of firmographic,

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Zooming out, Mutiny has made the shift from a broad lead pool to a precise list of named accounts:

• 1:many marketing targets around 7,500 total accounts


• 1:few marketing targets the top 2,500


• 1:1 targets the top 200 – these are who AE’s care about the most

Mutiny takes a unified approach to building pipeline. Top tier accounts are getting invited to events, served up ads, sent 1:many email sequences and then only cold-called if they engage somewhere along the way.