Thoughts on systems, building, and the intersection of structure and humanity.
When you ask 'which touchpoint caused this conversion?' you're not asking about an objective fact. You're asking an observer-dependent question—and the answer changes based on how and when you observe.
Read Attribution as Observer Physics →Before you can fix your pipeline, you need to fix your categories. The names you give things determine what questions you can ask, what actions you can take, and what problems you can even see.
Read CRM Ontology: Why Naming Matters →Your pipeline is decaying right now. Every lead that was hot yesterday is slightly colder today. Understanding this temporal dimension—and its mathematics—transforms how you manage urgency.
Read Lead Health is a Derivative →The question isn't 'what's the probability this lead converts?' The question is 'have the qualifying conditions been met?' This shift from probabilistic to predicative thinking transforms pipeline management.
Read Lead Qualification is a Predicate, Not a Probability →When you assign a number from 0-100 to a lead, you're not measuring something that exists. You're projecting multidimensional reality onto a single axis—and losing everything that matters in the process.
Read Lead Scoring is a Projection, Not a Measure →Why defining strict content schemas in a monorepo unlocks velocity.
Read The Power of Shared Schemas →Your CRM says 'Lead Score: 73.' What does that actually mean? Probably nothing actionable—because you're conflating three fundamentally different questions.
Read The Three Confusions Killing Your Pipeline →