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What Ecosystem Revenue Dynamics is about, who it’s for, and what you’ll get from reading it.
I’ve spent nearly two decades inside the systems that run B2B revenue. CRM implementations, partner ecosystems with thousands of partners, GTM transformations, country-scale migrations, and the operational mess that sits between strategy decks and actual execution.
I started as an engineer. I’ve been a solution architect, a program manager, a pre-sales director, an enablement leader running 70 people across three continents, and a senior director of global revenue operations responsible for channel ecosystems and SaaS transformation.
I’ve built PRM platforms, configured CPQ systems, restructured CRM orgs, and spent more hours than I’d like to admit fighting the gap between what a system is supposed to do and what it actually does when real data hits it.
I now run ERD, a consultancy focused on ecosystem revenue engineering for B2B SaaS. I work with private equity firms and enterprise companies to fix the operational infrastructure that their revenue depends on.
That’s the short version. Here’s why it matters for this publication.
What this Substack covers
Ecosystem Revenue Dynamics writes about four things:
Ecosystem orchestration - how partner programs actually generate attributable revenue, not just logos on a slide. Most companies have partners. Very few can prove what those partnerships are worth. I write about building the operational infrastructure that changes that.
Revenue operations - team structure, data alignment, system architecture, and the foundational work that has to happen before any tool does what the sales rep promised. If your CRM is a mess, your reporting is a lie. I write about fixing that.
GTM engineering - the operational backbone of go-to-market. Not strategy. The actual build. How do you connect the systems, automate the handoffs, and create a motion that scales without breaking?
AI in operations - where it helps, where it’s theatre, and how to evaluate it honestly without getting sold a vision your data can’t support.
The thread connecting all four is a lens I come back to constantly:
People, Process, Technology, Data
And in that order.
Most teams start with technology and work backwards. That’s why most implementations underdeliver.
What you won’t get here
I don’t sell tools. I don’t have vendor partnerships that influence what I recommend. If a platform is good, I’ll say so. If it’s overhyped, I’ll say that too.
I don’t write strategy theory. If you want frameworks that look good on a whiteboard but never survive first contact with your data, there are plenty of places to find those.
I don’t write for people who want to be told everything is fine. If the foundation is broken, I’ll say the foundation is broken.
Who this is for
You work in or around revenue operations, partnerships, GTM, or the operational side of B2B SaaS. Maybe you’re an IC building the systems. Maybe you’re a leader trying to figure out why the systems you bought aren’t delivering. Maybe you’re a founder who knows something is off but can’t diagnose where.
If you’ve ever asked “why can’t we prove what our partners are worth” or “why does nobody trust our data” or “we bought the tool, why isn’t it working” - you’re in the right place.
What to expect
At least one article a week. Free. No paywall games at this stage.
Each piece will be grounded in practice, not theory. Specific problems, specific thinking, occasionally specific opinions that not everyone will agree with.
That’s the point.
If you find value here, subscribe. If something resonates, share it with someone fighting the same problems. A
nd if you want to talk about your specific situation, ERD does consulting and advisory work - that’s what the site is for.
For now, this is the publication. Welcome.