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co-author The Effortless Experience", "source_url": "https://www.effortlessexperience.com/", "source_type": "book", "source_title": "The Effortless Experience — Loyalty from Effort Reduction", "source_date": "2013-09-12", "captured_date": "2026-05-05", "domain": [ "sales-cs", "product", "pmm" ], "lifecycle": [ "customer-success", "retention-expansion", "support-design" ], "maturity": "foundational", "artifact_class": "framework", "score": "{ originality: 5, specificity: 5, evidence: 5, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_dixon-sales-experience-drives-loyalty", "ins_skok-churn-reduction-doubles-ltv" ], "raw_ref": "raw/expert-content/experts/matt-dixon.md" }, { "path": "insights/ins_dixon-no-decision-87-percent-indecision.md", "title": "40-60% of B2B deals are lost to \"no decision\" — and 87% of deals show medium-to-high indecision", "id": "ins_dixon-no-decision-87-percent-indecision", "operator": "Matt Dixon", "operator_role": "Founding partner DCM Insights; co-author The Challenger Sale, The Effortless Experience, The JOLT Effect", "source_url": "https://www.challengerinc.com/jolt", "source_type": "book", "source_title": "The JOLT Effect — Indecision as Primary Loss Driver", "source_date": "2022-09-20", "captured_date": "2026-05-05", "domain": [ "sales-cs", "gtm", "pmm" ], "lifecycle": [ "sales-enablement", "deal-strategy", "win-loss" ], "maturity": "foundational", "artifact_class": "framework", "score": "{ originality: 5, specificity: 5, evidence: 5, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_jolt-effect-customer-indecision", "ins_no-decision-is-the-real-competitor", "ins_dixon-hammering-status-quo-backfires" ], "raw_ref": "raw/expert-content/experts/matt-dixon.md" }, { "path": "insights/ins_dixon-sales-experience-drives-loyalty.md", "title": "53% of customer loyalty is driven by the sales experience itself — not brand, product, price, or service", "id": "ins_dixon-sales-experience-drives-loyalty", "operator": "Matt Dixon", "operator_role": "Founding partner DCM Insights; co-author The Challenger Sale, The Effortless Experience, The JOLT Effect", "source_url": "https://www.challengerinc.com/", "source_type": "book", "source_title": "The Challenger Sale — Sales Experience as Loyalty Driver", "source_date": "2011-11-10", "captured_date": "2026-05-05", "domain": [ "sales-cs", "gtm", "pmm" ], "lifecycle": [ "sales-enablement", "retention-expansion", "customer-success" ], "maturity": "foundational", "artifact_class": "framework", "score": "{ originality: 5, specificity: 5, evidence: 5, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_dixon-challenger-vs-relationship-builder", "ins_skok-negative-churn" ], "raw_ref": "raw/expert-content/experts/matt-dixon.md" }, { "path": "insights/ins_don-care-how-awesome-prompting.md", "title": "I don't care how awesome you are at prompting; a PMM must be a decent writer. Practice", "id": "ins_don-care-how-awesome-prompting", "operator": "Stefan Gladbach", "operator_role": "I make product marketing cool", "source_url": "https://www.linkedin.com/feed/update/urn:li:activity:7442243908643950592/", "source_type": "thread", "source_title": "Want to get good at product marketing?", "source_date": "2026-04-10", "captured_date": "2026-05-02", "domain": [ "pmm", "marketing", "content" ], "lifecycle": [ "messaging-narrative", "content" ], "maturity": "frontier", "artifact_class": "metric-model", "score": "{ originality: 3, specificity: 4, evidence: 2, transferability: 4, source: 3 }", "tier": "B", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_don-ignore-stuck-feeling-pointing.md", "title": "𝗔𝘀 𝗮𝗻 𝗲𝗺𝗽𝗹𝗼𝘆𝗲𝗲: Don't ignore that stuck feeling. It's pointing you toward something bet", "id": "ins_don-ignore-stuck-feeling-pointing", "operator": "Lola Han", "operator_role": "CEO & Founder @ Kamsa | Compensation Thought Leader", "source_url": "https://www.linkedin.com/feed/update/urn:li:activity:7350229589224280064/", "source_type": "thread", "source_title": "My manager spotted my quiet quitting", "source_date": "2026-04-10", "captured_date": "2026-05-02", "domain": [ "hiring", "leadership", "founder-craft" ], "lifecycle": [ "hiring-team-design", "strategy-bets" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 3, specificity: 3, evidence: 2, transferability: 4, source: 4 }", "tier": "B", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_dont-box-the-model-in.md", "title": "Give the model tools and a goal; do not hard-code the workflow", "id": "ins_dont-box-the-model-in", "operator": "Boris Cherny", "operator_role": "Head of Claude Code, Anthropic", "source_url": "https://www.youtube.com/watch?v=We7BZVKbCVw", "source_type": "podcast", "source_title": "What happens after coding is solved", "source_date": "2026-04-27", "captured_date": "2026-05-01", "domain": [ "ai-native", "engineering", "product" ], "lifecycle": [ "ai-workflow", "process-cadence" ], "maturity": "frontier", "artifact_class": "framework", "score": "{ originality: 4, specificity: 5, evidence: 4, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_build-for-model-six-months-out", "ins_agents-as-team-not-tools" ], "raw_ref": "raw/podcasts/boris-cherny--claude-code-after-coding-solved--2026-04-27.md" }, { "path": "insights/ins_dotclaude-as-deployable-artifact.md", "title": "Treat `.claude/` as a deployable artifact with versioning and rollback", "id": "ins_dotclaude-as-deployable-artifact", "operator": "Pawel Huryn", "operator_role": "Product Compass author; PM coach", "source_url": "https://www.productcompass.pm/archive", "source_type": "essay", "source_title": "Product Compass — Claude Code as PM Infrastructure (April 2026 sequence)", "source_date": "2026-04-27", "captured_date": "2026-05-01", "domain": [ "ai-native", "product" ], "lifecycle": [ "tooling-config", "process-cadence" ], "maturity": "applied", "artifact_class": "workflow", "score": "{ originality: 3, specificity: 4, evidence: 3, transferability: 4, source: 3 }", "tier": "B", "related": [ "ins_llm-wiki-pattern", "ins_use-new-tools-as-new-tools" ], "raw_ref": "raw/essays/pawel-huryn--claude-code-as-config--2026-04-27.md" }, { "path": "insights/ins_dream-role-marketer-who-loves.md", "title": "Community is the most powerful ingredient in B2B marketing because it taps shared interest", "id": "ins_dream-role-marketer-who-loves", "operator": "Dan Murphy", "operator_role": "CEO of Exit Five. Drive 2026 tickets now on sale.", "source_url": "https://www.exitfive.com/podcast/should-you-invest-in-community", "source_type": "thread", "source_title": "#307: Should You Invest in Community? — Exit Five Podcast", "source_date": "2026-04-10", "captured_date": "2026-05-04", "domain": [ "hiring", "leadership", "content" ], "lifecycle": [ "hiring-team-design", "content" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 3, specificity: 5, evidence: 3, transferability: 4, source: 4 }", "tier": "B", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_dtc-do-less-better.md", "title": "Don't even think about a second channel until you can profitably spend $5K/day on Meta", "id": "ins_dtc-do-less-better", "operator": "Nik Sharma", "operator_role": "CEO Sharma Brands; coined \"performance branding\" and TRACE framework", "source_url": "https://sharmabrands.com/", "source_type": "essay", "source_title": "Nik Sharma — do less, better; $5K/day Meta benchmark for brand expansion", "source_date": "2026-03-03", "captured_date": "2026-05-02", "domain": [ "growth-demand", "marketing" ], "lifecycle": [ "growth-loops", "planning-resourcing" ], "maturity": "applied", "artifact_class": "playbook", "score": "{ originality: 3, specificity: 5, evidence: 3, transferability: 3, source: 3 }", "tier": "B", "related": [], "raw_ref": "raw/expert-content/experts/nik-sharma.md" }, { "path": "insights/ins_dyutismita-das-managing-hr-burnout.md", "title": "Managing HR burnout is a relatable struggle in the current work environment.", "id": "ins_dyutismita-das-managing-hr-burnout", "operator": "Dyutismita Das", "operator_role": "is currently managing HR burnout", "source_url": "https://www.linkedin.com/feed/update/urn:li:activity:7446430757239218176/", "source_type": "thread", "source_title": "Managing HR burnout is a relatable struggle in the current work environment.", "source_date": "2026-04-10", "captured_date": "2026-05-03", "domain": [ "pmm" ], "lifecycle": [], "maturity": "stub", "artifact_class": "framework", "score": "{ originality: 3, specificity: 3, evidence: 2, transferability: 3, source: 3 }", "tier": "C", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_each-prospect-gets-scored-based.md", "title": "Each prospect gets scored 1-10 based on company fit, role relevance, how good their eng", "id": "ins_each-prospect-gets-scored-based", "operator": "Prerona Basu", "operator_role": "Penguin-published ghostwriter. Now making B2B SaaS impossible to ignore on LinkedIn | Head of Social @SalesRobot", "source_url": "https://www.linkedin.com/feed/update/urn:li:activity:7398765506142449664/", "source_type": "thread", "source_title": "Stalking is NOT ok", "source_date": "2026-04-10", "captured_date": "2026-05-02", "domain": [ "pmm", "sales", "gtm" ], "lifecycle": [ "sales-enablement", "outbound" ], "maturity": "frontier", "artifact_class": "workflow", "score": "{ originality: 3, specificity: 5, evidence: 3, transferability: 4, source: 4 }", "tier": "A", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_early-stage-pmms-know-there.md", "title": "Early-stage PMMs: I know there are a lot of us! What did I miss?", "id": "ins_early-stage-pmms-know-there", "operator": "Amulya Vadrevu", "operator_role": "Revenue Agents for the Enterprise | Product Marketing Lead @ HockeyStack", "source_url": "https://www.linkedin.com/feed/update/urn:li:activity:7440998203791085568/", "source_type": "thread", "source_title": "I’m the founding PMM at HockeyStack and I’m building out product marketing here", "source_date": "2026-04-10", "captured_date": "2026-05-02", "domain": [ "pmm", "marketing", "content" ], "lifecycle": [ "positioning", "messaging-narrative" ], "maturity": "applied", "artifact_class": "metric-model", "score": "{ originality: 3, specificity: 3, evidence: 2, transferability: 4, source: 3 }", "tier": "B", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_earned-channels-over-algorithm-channels.md", "title": "Build earned channels — every dollar in algorithm channels makes Google richer, not you", "id": "ins_earned-channels-over-algorithm-channels", "operator": "Elena Verna", "operator_role": "Growth advisor; 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top-10 pricing authority", "source_url": "https://www.ibbaka.com/", "source_type": "essay", "source_title": "Three approaches to value-based pricing — Ibbaka", "source_date": "2026-03-03", "captured_date": "2026-05-02", "domain": [ "pmm", "strategy" ], "lifecycle": [ "pricing-packaging" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 4, specificity: 5, evidence: 3, transferability: 4, source: 3 }", "tier": "B", "related": [ "ins_price-before-product", "ins_anchor-high-pricing" ], "raw_ref": "raw/expert-content/experts/steven-forth.md" }, { "path": "insights/ins_eeat-quality-rater-perspective.md", "title": "E-E-A-T isn't a ranking factor; it's the rubric raters use, and Google approximates it via indirect signals", "id": "ins_eeat-quality-rater-perspective", "operator": "Cyrus Shepard", "operator_role": "Founder Zyppy SEO; ex-Chief SEO Strategist Moz; former Google Search Quality Rater", "source_url": "https://zyppy.com/", "source_type": "essay", "source_title": "I secretly worked as a Google Search Quality Rater — Zyppy SEO", "source_date": "2026-03-03", "captured_date": "2026-05-02", "domain": [ "content", "growth-demand", "marketing" ], "lifecycle": [ "content", "measurement-experimentation" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 5, specificity: 5, evidence: 5, transferability: 4, source: 4 }", "tier": "A", "related": [], "raw_ref": "raw/expert-content/experts/cyrus-shepard.md" }, { "path": "insights/ins_elena-ostanina-core-pmm-foundations.md", "title": "Two core PMM foundations: user insights and lifecycle content marketing", "id": "ins_elena-ostanina-core-pmm-foundations", "operator": "Elena Ostanina", "operator_role": "PMM @ Goodnotes | PLG SaaS Product Marketing Consultant and Mentor | 10+ years experience | GTM Strategy | Product Positioning and Messaging | B2B Partnerships | ex-Travelpayouts, Usercentrics", "source_url": "https://www.linkedin.com/feed/update/urn:li:activity:7430733032405311488/", "source_type": "thread", "source_title": "Two core PMM foundations: user insights and lifecycle content marketing", "source_date": "2026-04-10", "captured_date": "2026-05-03", "domain": [ "pmm" ], "lifecycle": [], "maturity": "stub", "artifact_class": "framework", "score": "{ originality: 3, specificity: 3, evidence: 2, transferability: 3, source: 3 }", "tier": "C", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_elise-beck-webinar-gtm-opportunity.md", "title": "Webinar tools fail to connect engagement to pipeline; that's the GTM opportunity.", "id": "ins_elise-beck-webinar-gtm-opportunity", "operator": "Elise Beck", "operator_role": "Sr. Director of Product Marketing at Wistia | Prev HubSpot", "source_url": "https://www.linkedin.com/feed/update/urn:li:activity:7432447481893933058/", "source_type": "thread", "source_title": "Webinar tools fail to connect engagement to pipeline; that's the GTM opportunity", "source_date": "2026-04-10", "captured_date": "2026-05-03", "domain": [ "pmm" ], "lifecycle": [], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 3, specificity: 3, evidence: 2, transferability: 3, source: 3 }", "tier": "B", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_email-storyselling-belief-shift.md", "title": "People buy because they believe something new — Story, Lesson, Pivot, CTA", "id": "ins_email-storyselling-belief-shift", "operator": "Jim Hamilton", "operator_role": "Creator of the Email Storyselling framework", "source_url": "https://www.emailstoryselling.com/", "source_type": "essay", "source_title": "Email Storyselling — Story, Lesson, Pivot, Call to Action", "source_date": "2026-03-03", "captured_date": "2026-05-02", "domain": [ "content", "marketing" ], "lifecycle": [ "messaging-narrative", "content" ], "maturity": "applied", "artifact_class": "workflow", "score": "{ originality: 3, specificity: 5, evidence: 3, transferability: 5, source: 3 }", "tier": "B", "related": [], "raw_ref": "raw/expert-content/experts/jim-hamilton.md" }, { "path": "insights/ins_emails-will-let-know-next.md", "title": "- Emails: Will let you know next week. 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"insights/ins_force-for-positive-momentum.md", "title": "When the decision-maker is unclear, you are it — be a force for positive momentum", "id": "ins_force-for-positive-momentum", "operator": "Claire Hughes Johnson", "operator_role": "Former COO, Stripe; author, Scaling People", "source_url": "https://www.lennysnewsletter.com/p/lessons-from-scaling-stripe-tactics", "source_type": "podcast", "source_title": "Scaling people, the company operating system, force for positive momentum", "source_date": "2026-04-28", "captured_date": "2026-05-01", "domain": [ "leadership", "founder-operator" ], "lifecycle": [ "process-cadence", "hiring-team-design" ], "maturity": "foundational", "artifact_class": "framework", "score": "{ originality: 4, specificity: 4, evidence: 4, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_company-house-foundation-beams-mechanicals", "ins_make-the-implicit-explicit" ], "raw_ref": "raw/podcasts/claire-hughes-johnson--scaling-people--2026-04-28.md" }, { "path": "insights/ins_fortune-cookie-principle.md", "title": "Product + Meaning = Brand. Product − Meaning = Commodity.", "id": "ins_fortune-cookie-principle", "operator": "Bernadette Jiwa", "operator_role": "Brand storyteller; author Difference, Story Driven, The Fortune Cookie Principle", "source_url": "https://thestoryoftelling.com/", "source_type": "book", "source_title": "The Fortune Cookie Principle — meaning is the difference between brand and commodity", "source_date": "2026-03-03", "captured_date": "2026-05-02", "domain": [ "marketing", "pmm", "strategy" ], "lifecycle": [ "positioning", "messaging-narrative" ], "maturity": "foundational", "artifact_class": "framework", "score": "{ originality: 4, specificity: 3, evidence: 3, transferability: 5, source: 4 }", "tier": "B", "related": [], "raw_ref": "raw/expert-content/experts/bernadette-jiwa.md" }, { "path": "insights/ins_four-bb-prioritization.md", "title": "Sort the roadmap into four buckets — Brilliant Basics, Bread-and-Butter, Big Bets, Breaking Bad", "id": "ins_four-bb-prioritization", "operator": "Anuj Rathi", "operator_role": "VP Product (former Swiggy, Jupiter)", "source_url": "https://www.lennysnewsletter.com/p/the-full-stack-pm-anuj-rathi-swiggy", "source_type": "podcast", "source_title": "Anuj Rathi on Full-Stack PM, Working Backwards, India Marketplace Dynamics — Lenny's Podcast", "source_date": "2026-04-28", "captured_date": "2026-05-01", "domain": [ "product", "leadership" ], "lifecycle": [ "strategy-bets", "process-cadence" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 4, specificity: 4, evidence: 3, transferability: 5, source: 5 }", "tier": "B", "related": [ "ins_three-divergent-pr-faqs" ], "raw_ref": "raw/podcasts/anuj-rathi--full-stack-pm-working-backwards--2026-04-28.md" }, { "path": "insights/ins_friction-as-feature.md", "title": "Add friction when it helps users decide whether the product is for them", "id": "ins_friction-as-feature", "operator": "Amole Naik", "operator_role": "Head of Growth, Anthropic; ex-Mercury, ex-MasterClass", "source_url": "https://www.youtube.com/watch?v=k-H4nsOTuxU", "source_type": "podcast", "source_title": "Anthropic is automating its own growth — Lenny's Podcast", "source_date": "2026-04-27", "captured_date": "2026-05-01", "domain": [ "growth-demand", "pmm" ], "lifecycle": [ "onboarding-activation" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 4, specificity: 5, evidence: 5, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_quality-as-growth-lever" ], "raw_ref": "raw/podcasts/amole-naik--anthropic-automating-growth--2026-04-27.md" }, { "path": "insights/ins_frontier-program-tiered-rollout.md", "title": "Run a Frontier cohort — early-adopter access to bleeding-edge features — in parallel with normal rollout", "id": "ins_frontier-program-tiered-rollout", "operator": "Aparna Chennapragada", "operator_role": "CPO, Microsoft (AI product strategy across productivity)", "source_url": "https://www.lennysnewsletter.com/p/microsoft-cpo-on-ai", "source_type": "podcast", "source_title": "NLX is the new UX, living in the future, taste over roadmaps", "source_date": "2026-04-28", "captured_date": "2026-05-01", "domain": [ "product", "leadership", "gtm" ], "lifecycle": [ "launch", "process-cadence" ], "maturity": "applied", "artifact_class": "workflow", "score": "{ originality: 4, specificity: 4, evidence: 3, transferability: 5, source: 5 }", "tier": "B", "related": [ "ins_research-preview-trust-cadence" ], "raw_ref": "raw/podcasts/aparna-chennapragada--nlx-is-the-new-ux--2026-04-28.md" }, { "path": "insights/ins_g2-ai-reshaping-marketing-playbook.md", "title": "AI search is now a software marketplace — demand gen must adapt or vanish", "id": "ins_g2-ai-reshaping-marketing-playbook", "operator": "G2", "operator_role": "Artificial Intelligence is reshaping the modern marketing playbook. From content to operations, AI is changing everything. Read G2's AI Marketing Mind to learn how marketers are adapting.", "source_url": "https://learn.g2.com/tech-signals-demand-gen-playbook-2026?hsLang=en", "source_type": "thread", "source_title": "Always-on Demand Generation: How AI Is Changing B2B Marketing in 2026", "source_date": "2026-04-10", "captured_date": "2026-05-04", "domain": [ "pmm" ], "lifecycle": [], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 3, specificity: 3, evidence: 2, transferability: 3, source: 3 }", "tier": "B", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_gap-selling-change-formula.md", "title": "No problem, no sale. No gap, no large sale. Change = (Dissatisfaction × Desirability) > Cost of Change.", "id": "ins_gap-selling-change-formula", "operator": "Keenan (Jim Keenan)", "operator_role": "CEO A Sales Growth Company; author Gap Selling", "source_url": "https://www.harvard.com/book/9781732891029", "source_type": "book", "source_title": "Gap Selling — Change Formula and problem-centric selling", "source_date": "2026-03-03", "captured_date": "2026-05-02", "domain": [ "sales", "gtm" ], "lifecycle": [ "sales-enablement", "outbound" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 4, specificity: 5, evidence: 4, transferability: 5, source: 4 }", "tier": "A", "related": [], "raw_ref": "raw/expert-content/experts/keenan.md" }, { "path": "insights/ins_gary-yin-first-pmm-hiring-philosophy.md", "title": "First PMM hire at an AI startup must be product-obsessed, voracious bug finder, and great writer", "id": "ins_gary-yin-first-pmm-hiring-philosophy", "operator": "Gary Yin", "operator_role": "Growth @ Motion & Wonderly | Building Free Software Tools For Small Biz", "source_url": "https://www.linkedin.com/feed/update/urn:li:activity:7351342645522153472/", "source_type": "thread", "source_title": "First PMM hire at an AI startup must be product-obsessed, voracious bug finder, ", "source_date": "2026-04-10", "captured_date": "2026-05-03", "domain": [ "pmm" ], "lifecycle": [ "hiring" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 3, specificity: 3, evidence: 2, transferability: 3, source: 3 }", "tier": "B", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_gaurav-sharma-life-as-code.md", "title": "Life is not chaos but code; 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former CMO Privy and Drift; author Founder Brand", "source_url": "https://www.exitfive.com/", "source_type": "book", "source_title": "Founder Brand — Brand as Compounding Asset", "source_date": "2022-09-15", "captured_date": "2026-05-05", "domain": [ "growth-demand", "strategy", "pmm" ], "lifecycle": [ "brand-strategy", "distribution", "demand-gen" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 4, specificity: 4, evidence: 4, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_b2b-movement-not-campaigns", "ins_gerhardt-no-school-for-b2b-marketing", "ins_skok-ltv-cac-as-cross-functional-diagnostic" ], "raw_ref": "raw/expert-content/experts/dave-gerhardt.md" }, { "path": "insights/ins_gerhardt-community-as-distribution-moat.md", "title": "Private community is the ultimate distribution moat — generates demand, content flywheel, and trust simultaneously in untrackable spaces", "id": "ins_gerhardt-community-as-distribution-moat", "operator": "Dave Gerhardt", "operator_role": "Founder Exit Five; former CMO Privy and Drift; author Founder Brand", "source_url": "https://www.exitfive.com/", "source_type": "book", "source_title": "Founder Brand — Community as Moat", "source_date": "2022-09-15", "captured_date": "2026-05-05", "domain": [ "pmm", "growth-demand", "founder-craft" ], "lifecycle": [ "community-building", "content-strategy", "demand-gen" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 4, specificity: 4, evidence: 4, transferability: 4, source: 5 }", "tier": "A", "related": [ "ins_gerhardt-founder-story-as-weapon", "ins_gerhardt-distribution-beats-creation", "ins_smallest-viable-audience" ], "raw_ref": "raw/expert-content/experts/dave-gerhardt.md" }, { "path": "insights/ins_gerhardt-distribution-beats-creation.md", "title": "Distribution is more important than creation — the diagnostic question is \"whose content are you actually looking forward to reading and why?\"", "id": "ins_gerhardt-distribution-beats-creation", "operator": "Dave Gerhardt", "operator_role": "Founder Exit Five; former CMO Privy and Drift; author Founder Brand", "source_url": "https://www.exitfive.com/", "source_type": "book", "source_title": "Founder Brand — Distribution Beats Creation", "source_date": "2022-09-15", "captured_date": "2026-05-05", "domain": [ "pmm", "growth-demand", "gtm" ], "lifecycle": [ "content-strategy", "distribution" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 4, specificity: 5, evidence: 4, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_gerhardt-social-as-testing-lab", "ins_thiel-poor-sales-not-bad-product", "ins_godin-five-step-marketing-process" ], "raw_ref": "raw/expert-content/experts/dave-gerhardt.md" }, { "path": "insights/ins_gerhardt-founder-story-as-weapon.md", "title": "Use the founder's story as a strategic weapon — the brands that win make the founder the face of the movement", "id": "ins_gerhardt-founder-story-as-weapon", "operator": "Dave Gerhardt", "operator_role": "Founder Exit Five; former CMO Privy and Drift; author Founder Brand", "source_url": "https://www.exitfive.com/", "source_type": "book", "source_title": "Founder Brand — The Founder Story Tactic", "source_date": "2022-09-15", "captured_date": "2026-05-05", "domain": [ "pmm", "founder-craft", "growth-demand" ], "lifecycle": [ "brand-strategy", "content-strategy", "founder-led-marketing" ], "maturity": "applied", "artifact_class": "playbook", "score": "{ originality: 4, specificity: 5, evidence: 4, transferability: 4, source: 5 }", "tier": "A", "related": [ "ins_b2b-movement-not-campaigns", "ins_gerhardt-brand-reputation-compounds", "ins_neumeier-customers-join-not-buy" ], "raw_ref": "raw/expert-content/experts/dave-gerhardt.md" }, { "path": "insights/ins_gerhardt-no-school-for-b2b-marketing.md", "title": "B2B marketing has a creativity deficit because no one goes to school for it — practitioners default to lead-gen mechanics over brand storytelling", "id": "ins_gerhardt-no-school-for-b2b-marketing", "operator": "Dave Gerhardt", "operator_role": "Founder Exit Five (B2B Marketing community); 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author \"The Staff Engineer's Path\"", "source_url": "https://www.oreilly.com/library/view/the-staff-engineers/9781098118723/", "source_type": "book", "source_title": "The Staff Engineer's Path", "source_date": "2022-09-30", "captured_date": "2026-05-01", "domain": [ "engineering", "leadership" ], "lifecycle": [ "process-cadence", "hiring-team-design" ], "maturity": "foundational", "artifact_class": "framework", "score": "{ originality: 4, specificity: 4, evidence: 4, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_principal-ic-is-force-multiplier", "ins_staff-archetypes-rotate-by-design", "ins_all-problems-become-people-problems" ], "raw_ref": "raw/essays/multi-operator--marketer-rotation-pmm-builder-takes--2026-05.md" }, { "path": "insights/ins_godin-five-step-marketing-process.md", "title": "Five steps in order: invent, design for the few, tell the matching story, spread, show up for years", "id": "ins_godin-five-step-marketing-process", "operator": "Seth Godin", "operator_role": "Author and marketing essayist; altMBA founder; Permission Marketing, Purple Cow, This Is Marketing", "source_url": "https://seths.blog/", "source_type": "book", "source_title": "This Is Marketing — The Five-Step Process", "source_date": "2018-11-13", "captured_date": "2026-05-05", "domain": [ "pmm", "gtm", "marketing" ], "lifecycle": [ "launch-go-to-market", "positioning", "audience-building" ], "maturity": "applied", "artifact_class": "playbook", "score": "{ originality: 4, specificity: 5, evidence: 4, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_smallest-viable-audience", "ins_worldview-led-marketing", "ins_product-is-the-marketing", "ins_permission-as-measurable-asset" ], "raw_ref": "raw/expert-content/experts/seth-godin.md" }, { "path": "insights/ins_going-deep-to-bedrock.md", "title": "Push past expert opinion until you reach the actual law of physics or contract", "id": "ins_going-deep-to-bedrock", "operator": "Ayo Omojola", "operator_role": "Former Cash App / Cash Card lead; advisor / angel; 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AI Agents Are the New Apps. And SaaS Just Got Demoted to Infrastructure", "source_date": "2026-02-27", "captured_date": "2026-05-02", "domain": [ "ai-native", "gtm", "product" ], "lifecycle": [ "strategy-bets", "positioning" ], "maturity": "frontier", "artifact_class": "framework", "score": "{ originality: 5, specificity: 4, evidence: 4, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_software-is-not-a-moat", "ins_post-training-as-the-moat", "ins_rebuild-gtm-around-ai" ], "raw_ref": "raw/research/gartner--llms-are-the-new-os--2026-04.md" }, { "path": "insights/ins_llms-learn-from-the-world.md", "title": "LLMs learn about your brand from the world, not from your site", "id": "ins_llms-learn-from-the-world", "operator": "Eli Schwartz", "operator_role": "SEO consultant; author of Product-Led SEO", "source_url": "https://www.productledseo.com/p/aeo-is-not-seo-20", "source_type": "essay", "source_title": "AEO is not SEO 2.0", "source_date": "2026-04-09", "captured_date": "2026-05-02", "domain": [ "growth-demand", "pmm" ], "lifecycle": [ "growth-loops", "positioning" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 3, specificity: 3, evidence: 3, transferability: 5, source: 4 }", "tier": "B", "related": [], "raw_ref": "" }, { "path": "insights/ins_lock-s-ceo-evaluation-rubric.md", "title": "Evaluate CEOs and senior operators on Lovable, Obsessed, Chip-on-shoulder, Knowledge, Student", "id": "ins_lock-s-ceo-evaluation-rubric", "operator": "Brian Halligan", "operator_role": "Co-founder & former CEO, HubSpot; 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Princeton emeritus; co-founder of behavioral economics", "source_url": "https://en.wikipedia.org/wiki/Loss_aversion", "source_type": "book", "source_title": "Thinking, Fast and Slow — Loss Aversion", "source_date": "2011-10-25", "captured_date": "2026-05-05", "domain": [ "product", "gtm", "pmm" ], "lifecycle": [ "positioning", "messaging-narrative", "pricing-packaging" ], "maturity": "foundational", "artifact_class": "framework", "score": "{ originality: 4, specificity: 5, evidence: 5, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_system1-system2-thinking", "ins_no-decision-is-the-real-competitor" ], "raw_ref": "raw/expert-content/experts/daniel-kahneman.md" }, { "path": "insights/ins_ltv-cac-ratio-and-cash-flow-trough.md", "title": "LTV ≥ 3× CAC, recover CAC in <12 months — and expect a multi-year cash flow trough before it pays off", "id": "ins_ltv-cac-ratio-and-cash-flow-trough", "operator": "David Skok", "operator_role": "General Partner Matrix Partners; author of \"SaaS Metrics 2.0\"", "source_url": "https://www.forentrepreneurs.com/", "source_type": "essay", "source_title": "SaaS Metrics 2.0 — LTV:CAC and the cash flow trough", "source_date": "2026-03-03", "captured_date": "2026-05-02", "domain": [ "strategy", "growth", "marketing-ops" ], "lifecycle": [ "attribution-measurement", "planning-resourcing" ], "maturity": "foundational", "artifact_class": "metric-model", "score": "{ originality: 5, specificity: 5, evidence: 5, transferability: 5, source: 5 }", "tier": "A", "related": [], "raw_ref": "raw/expert-content/experts/david-skok.md" }, { "path": "insights/ins_luxury-brand-strategy.md", "title": "Luxury brand strategy compounds: scarcity + irrational pricing + iconic founder = decades-long margin", "id": "ins_luxury-brand-strategy", "operator": "Scott Galloway", "operator_role": "Professor of Marketing NYU Stern; 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Merge them in one AI conversation.", "id": "ins_qual-quant-synthesis-claude-code", "operator": "Else van der Berg", "operator_role": "Product coach; Substack author at elsevanderberg.substack.com", "source_url": "https://elsevanderberg.substack.com/", "source_type": "essay", "source_title": "Synthesizing qual/quant and strategy with Claude Code + PostHog MCP", "source_date": "2026-03-03", "captured_date": "2026-05-02", "domain": [ "product", "ai-native", "research-discovery" ], "lifecycle": [ "ai-workflow", "voc-research", "measurement-experimentation" ], "maturity": "applied", "artifact_class": "workflow", "score": "{ originality: 4, specificity: 4, evidence: 3, transferability: 4, source: 3 }", "tier": "B", "related": [], "raw_ref": "raw/expert-content/experts/else-van-der-berg.md" }, { "path": "insights/ins_quality-as-growth-lever.md", "title": "Brand and quality are growth levers, not constraints on growth", "id": "ins_quality-as-growth-lever", "operator": "Amole Naik", "operator_role": "Head of Growth, Anthropic", "source_url": "https://www.youtube.com/watch?v=k-H4nsOTuxU", "source_type": "podcast", "source_title": "Anthropic is automating its own growth — Lenny's Podcast", "source_date": "2026-04-27", "captured_date": "2026-05-01", "domain": [ "growth-demand", "pmm" ], "lifecycle": [ "growth-loops" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 4, specificity: 4, evidence: 4, transferability: 5, source: 5 }", "tier": "B", "related": [ "ins_friction-as-feature" ], "raw_ref": "raw/podcasts/amole-naik--anthropic-automating-growth--2026-04-27.md" }, { "path": "insights/ins_rachel-peng-hiring-pmm-partnerships.md", "title": "Hiring a product marketer for Karbon's expanded Partnerships & Integrations roadmap", "id": "ins_rachel-peng-hiring-pmm-partnerships", "operator": "Rachel Peng", "operator_role": "Full-Stack Product Marketer @ Karbon | B2B SaaS GTM Expert | Working Mom", "source_url": "https://www.linkedin.com/feed/update/urn:li:activity:7336472243109040128/", "source_type": "thread", "source_title": "Hiring a product marketer for Karbon's expanded Partnerships & Integrations road", "source_date": "2026-04-10", "captured_date": "2026-05-03", "domain": [ "pmm" ], "lifecycle": [], "maturity": "stub", "artifact_class": "framework", "score": "{ originality: 3, specificity: 3, evidence: 2, transferability: 3, source: 3 }", "tier": "C", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_rackham-closing-techniques-backfire.md", "title": "Closing techniques work in small sales and backfire in large sales — the more closing pressure, the lower the success rate", "id": "ins_rackham-closing-techniques-backfire", "operator": "Neil Rackham", "operator_role": "Founder Huthwaite International; researcher who studied 35,000+ sales calls; author SPIN Selling, Major Account Sales Strategy", "source_url": "https://www.spinselling.com/", "source_type": "book", "source_title": "SPIN Selling — Closing Techniques in Large Sales", "source_date": "1988-05-01", "captured_date": "2026-05-05", "domain": [ "sales-cs", "gtm", "pmm" ], "lifecycle": [ "sales-enablement", "deal-strategy", "manager-effectiveness" ], "maturity": "foundational", "artifact_class": "framework", "score": "{ originality: 5, specificity: 5, evidence: 5, transferability: 5, source: 5 }", "tier": "A", "related": [ "ins_spin-implication-questions", "ins_voss-tactical-empathy-labels" ], "raw_ref": "raw/expert-content/experts/neil-rackham.md" }, { "path": "insights/ins_rackham-implication-questions-4x-leverage.md", "title": "Top reps ask 4× more Implication questions — the highest-leverage question type in large sales", "id": "ins_rackham-implication-questions-4x-leverage", "operator": "Neil Rackham", "operator_role": "Founder Huthwaite International; 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Creating India’s most cinematic talk show to decode “how not to fail” frameworks from the greatest entrepreneurs of our time.", "source_url": "https://www.linkedin.com/feed/update/urn:li:activity:7372590367050887168/", "source_type": "thread", "source_title": "Even experienced founders make avoidable mistakes without a structured playbook.", "source_date": "2026-04-10", "captured_date": "2026-05-03", "domain": [ "pmm" ], "lifecycle": [], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 3, specificity: 3, evidence: 2, transferability: 3, source: 3 }", "tier": "B", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_supriya-vs-say-it-out-loud-test.md", "title": "Pressure-test messaging by saying it out loud before shipping.", "id": "ins_supriya-vs-say-it-out-loud-test", "operator": "Supriya VS", "operator_role": "Product Marketing - Agentic AI | Ex - Multiplier, Directi, upGrad", "source_url": "https://www.linkedin.com/feed/update/urn:li:activity:7400177843676053504/", "source_type": "thread", "source_title": "Pressure-test messaging by saying it out loud before shipping.", "source_date": "2026-04-10", "captured_date": "2026-05-03", "domain": [ "pmm" ], "lifecycle": [ "launch" ], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 3, specificity: 3, evidence: 2, transferability: 3, source: 3 }", "tier": "A", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_suraj-kripalani-cfa-orange-dinner-connections.md", "title": "AI agents unlock creativity by removing the blank canvas, not by producing the final output", "id": "ins_suraj-kripalani-cfa-orange-dinner-connections", "operator": "Suraj Kripalani, CFA", "operator_role": "Founder & CEO at BonBillo", "source_url": "https://blog.agent.ai/unlocking-impact-with-agents-how-bonbillo-helps-entrepreneurs-use-ai", "source_type": "thread", "source_title": "Unlocking Impact With Agents: How BonBillo Helps Entrepreneurs Use AI", "source_date": "2026-04-10", "captured_date": "2026-05-04", "domain": [ "founder-craft", "gtm" ], "lifecycle": [], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 3, specificity: 3, evidence: 2, transferability: 3, source: 3 }", "tier": "B", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_svitlana-shuliak-pmm-vs-marketing-manager-vs-head-of-marketing.md", "title": "PMM, Marketing Manager, and Head of Marketing are not the same job — and conflating them creates overload, not efficiency.", "id": "ins_svitlana-shuliak-pmm-vs-marketing-manager-vs-head-of-marketing", "operator": "Svitlana Shuliak", "operator_role": "Product Marketing Manager @ Reply.io | Product Marketing, Positioning & GTM | Sharing how to make products easier to understand and sell 💓", "source_url": "https://www.linkedin.com/feed/update/urn:li:activity:7441876881093816321/", "source_type": "thread", "source_title": "PMM, Marketing Manager, and Head of Marketing are not the same job — and conflat", "source_date": "2026-04-10", "captured_date": "2026-05-03", "domain": [ "pmm" ], "lifecycle": [], "maturity": "applied", "artifact_class": "framework", "score": "{ originality: 3, specificity: 3, evidence: 2, transferability: 3, source: 3 }", "tier": "B", "related": [], "raw_ref": "raw/linkedin/reactions/linkedin-reactions-2026-04-10.md" }, { "path": "insights/ins_system1-system2-thinking.md", "title": "Your initial intuition is a System 1 output, not an objective assessment", "id": "ins_system1-system2-thinking", "operator": "Daniel Kahneman", "operator_role": "Nobel laureate; 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"Frontline customer contact is the PMM substrate", "id": "pat_frontline-as-pmm-substrate", "captured_date": "2026-05-01", "convergence_count": "5", "tier": "A", "uses_cards": [ "ins_jtbd-interviews-surface-customer-language", "ins_sales-team-detects-positioning-failure-first", "ins_market-to-product-product-to-market", "ins_pricing-needs-weekly-customer-calls", "ins_3s-content-from-sales-success-support", "ins_test-positioning-in-live-sales-pitch", "ins_zappos-rotation-through-support", "ins_pov-led-outbound" ], "domains": [ "pmm", "sales-cs", "research" ] }, { "path": "synthesis/patterns/generalists-with-taste.md", "title": "Generalists with taste, shipping end-to-end", "id": "pat_generalists-with-taste", "captured_date": "2026-05-01", "convergence_count": "5", "tier": "A", "uses_cards": [ "ins_engineers-with-product-taste", "ins_generalists-over-specialists-ai-native", "ins_three-design-hiring-archetypes", "ins_design-pie-chart-shifted", "ins_pm-prototype-or-be-bypassed", "ins_squeezed-pm-thesis", "ins_taste-as-scarce-skill", "ins_comb-shape-pmm" ], "domains": [ "hiring-team-design", "ai-native", "design", "product" ] }, { "path": "synthesis/patterns/llm-as-os.md", "title": "LLM-as-OS, post-training as moat", "id": "pat_llm-as-os", "captured_date": "2026-05-01", "convergence_count": "4", "tier": "A", "uses_cards": [ "ins_llms-are-new-os-agents-are-apps", "ins_post-training-as-the-moat", "ins_software-is-not-a-moat", "ins_intelligence-into-things-that-already-exist", "ins_commoditize-the-complement-ai", "ins_capability-overhang-product-problem" ], "domains": [ "ai-native", "product", "strategy-bets" ] }, { "path": "synthesis/patterns/make-implicit-explicit.md", "title": "Make the implicit explicit", "id": "pat_make-implicit-explicit", "captured_date": "2026-05-01", "convergence_count": "5", "tier": "A", "uses_cards": [ "ins_make-the-implicit-explicit", "ins_make-intuition-explicit", "ins_label-confidence-explicitly", "ins_kill-criteria-make-pre-mortems-real", "ins_company-house-foundation-beams-mechanicals", "ins_transparency-in-uncertainty" ], "domains": [ "leadership", "founder-operator", "ai-native" ] }, { "path": "synthesis/patterns/market-and-offer-beat-funnel-optimisation.md", "title": "Market selection and offer strength dominate downstream optimisation — Hormozi, Godin, and Dunford on the same hierarchy", "id": "pat_market-and-offer-beat-funnel-optimisation", "captured_date": "2026-05-05", "convergence_count": "3", "tier": "A", "uses_cards": [ "ins_starving-crowd-beats-offer", "ins_offer-and-market-as-highest-roi-lever", "ins_value-equation-grand-slam-offer", "ins_smallest-viable-audience", "ins_worldview-led-marketing", "ins_godin-five-step-marketing-process", "ins_no-decision-is-the-real-competitor" ], "domains": [ "pmm", "gtm", "growth-demand", "strategy" ] }, { "path": "synthesis/patterns/measurement-correlated-short-signals.md", "title": "Measure with absolute counts and correlated short signals, not stage rates and long loops", "id": "pat_measurement-correlated-short-signals", "captured_date": "2026-05-01", "convergence_count": "3", "tier": "A", "uses_cards": [ "ins_absolute-counts-over-conversion-rates", "ins_long-term-holdouts-30-40-evaporate", "ins_no-such-thing-as-long-feedback-loop", "ins_experimentation-paralysis", "ins_competency-analytics-over-activity-dashboards" ], "domains": [ "growth", "attribution-measurement", "product" ] }, { "path": "synthesis/patterns/monopoly-economics-differentiation-beats-competition.md", "title": "Differentiation, not competition, is what compounds — Thiel, Naval, Munger, Neumeier, Hormozi, and Dunford on the same economic principle", "id": "pat_monopoly-economics-differentiation-beats-competition", "captured_date": "2026-05-05", "convergence_count": "6", "tier": "A", "uses_cards": [ "ins_zero-to-one-monopoly", "ins_thiel-competition-destroys-profits", "ins_thiel-vertical-vs-horizontal-progress", "ins_specific-knowledge-cannot-be-mass-trained", "ins_specific-knowledge-and-leverage", "ins_circle-of-competence", "ins_neumeier-onlyness-test", "ins_starving-crowd-beats-offer", "ins_no-decision-is-the-real-competitor" ], "domains": [ "strategy", "founder-craft", "pmm", "gtm" ] }, { "path": "synthesis/patterns/narrative-as-strategy.md", "title": "Company story IS the strategy — name the shift, run the audit", "id": "pat_narrative-as-strategy", "captured_date": "2026-05-01", "convergence_count": "4", "tier": "A", "uses_cards": [ "ins_company-story-is-the-strategy", "ins_old-game-to-new-game-narrative", "ins_name-the-shift-concisely", "ins_obstacles-as-gates-not-problems", "ins_pain-solution-proof-interleaved-pitch", "ins_setup-follow-through-pitch" ], "domains": [ "pmm", "gtm", "founder-operator" ] }, { "path": "synthesis/patterns/parenting-meets-leadership.md", "title": "Repair, generous interpretation, identity-vs-behavior — parenting frames as leadership ops", "id": "pat_parenting-meets-leadership", "captured_date": "2026-05-01", "convergence_count": "3", "tier": "B", "uses_cards": [ "ins_repair-as-primary-relationship-strategy", "ins_most-generous-interpretation", "ins_separate-behavior-from-identity", "ins_criticize-in-public", "ins_force-for-positive-momentum" ], "domains": [ "leadership", "founder-operator" ] }, { "path": "synthesis/patterns/pricing-as-the-most-leveraged-org-failure.md", "title": "Pricing is the most leveraged and most under-invested function — Simon, Ramanujam, Skok, and Hormozi on the same structural failure", "id": "pat_pricing-as-the-most-leveraged-org-failure", "captured_date": "2026-05-05", "convergence_count": "4", "tier": "A", "uses_cards": [ "ins_one-percent-price-eight-percent-profit", "ins_simon-pricing-is-structural-org-failure", "ins_simon-discounting-most-dangerous-practice", "ins_simon-single-price-always-suboptimal", "ins_simon-formal-pricing-process", "ins_price-before-product", "ins_ramanujam-three-wtp-questions", "ins_ramanujam-feature-shock", "ins_ramanujam-minivation", "ins_ramanujam-leaders-fillers-killers", "ins_ramanujam-ai-pricing-against-labor-budgets", "ins_ltv-cac-ratio-and-cash-flow-trough", "ins_skok-negative-churn", "ins_value-equation-grand-slam-offer", "ins_premium-pricing-virtuous-cycle", "ins_offer-and-market-as-highest-roi-lever" ], "domains": [ "pmm", "gtm", "strategy", "growth-demand", "product" ] }, { "path": "synthesis/patterns/principal-ic-as-force-multiplier.md", "title": "Principal/staff IC as force-multiplier archetype", "id": "pat_principal-ic-as-force-multiplier", "captured_date": "2026-05-01", "convergence_count": "4", "tier": "A", "uses_cards": [ "ins_principal-ic-is-force-multiplier", "ins_staff-archetypes-rotate-by-design", "ins_glue-work-is-staff-leadership", "ins_all-problems-become-people-problems", "ins_engineers-with-product-taste" ], "domains": [ "hiring-team-design", "leadership", "engineering" ] }, { "path": "synthesis/patterns/quality-as-growth-lever.md", "title": "Quality and friction-as-feature are growth levers, not constraints", "id": "pat_quality-as-growth-lever", "captured_date": "2026-05-01", "convergence_count": "4", "tier": "A", "uses_cards": [ "ins_quality-as-growth-lever", "ins_friction-as-feature", "ins_right-friction-beats-no-friction", "ins_progressive-trust-onboarding", "ins_marginal-user-methodology", "ins_repair-as-primary-relationship-strategy" ], "domains": [ "growth", "product", "design" ] }, { "path": "synthesis/patterns/rapport-surfaces-what-research-cannot.md", "title": "Rapport surfaces what research cannot — Voss, Moesta, and Munger on the conditions that produce hidden information", "id": "pat_rapport-surfaces-what-research-cannot", "captured_date": "2026-05-05", "convergence_count": "3", "tier": "A", "uses_cards": [ "ins_voss-mirroring-forces-elaboration", "ins_voss-accusation-audit", "ins_voss-thats-right-breakthrough", "ins_voss-black-swans-discovered-in-process", "ins_voss-tactical-empathy-labels", "ins_jtbd-interviews-surface-customer-language", "ins_incentives-as-master-switch" ], "domains": [ "sales-cs", "research-discovery", "pmm", "leadership" ] }, { "path": "synthesis/patterns/research-preview-and-cadence.md", "title": "Research preview, frontier programs, seasons not roadmaps", "id": "pat_research-preview-cadence", "captured_date": "2026-05-01", "convergence_count": "3", "tier": "B", "uses_cards": [ "ins_research-preview-trust-cadence", "ins_frontier-program-tiered-rollout", "ins_seasons-not-roadmaps", "ins_prds-replaced-by-metrics-and-principles" ], "domains": [ "product", "launch", "ai-native" ] }, { "path": "synthesis/patterns/sales-as-engineered-system-not-art.md", "title": "Sales is an engineered system, not individual art — Roberge, Skok, Voss, and Altman on the structural design of repeatable revenue", "id": "pat_sales-as-engineered-system-not-art", "captured_date": "2026-05-05", "convergence_count": "4", "tier": "A", "uses_cards": [ "ins_roberge-sales-as-engineering-discipline", "ins_roberge-structured-training", "ins_roberge-data-driven-coaching", "ins_roberge-premature-scaling", "ins_roberge-technology-feedback-loop", "ins_coachability-beats-experience", "ins_skok-salesperson-unit-economics", "ins_skok-sales-rep-failure-rate", "ins_voss-mirroring-forces-elaboration", "ins_voss-tactical-empathy-labels", "ins_voss-thats-right-breakthrough", "ins_voss-black-swans-discovered-in-process", "ins_voss-accusation-audit", "ins_altman-belief-as-sales-engine" ], "domains": [ "sales-cs", "gtm", "leadership", "ai-native" ] }, { "path": "synthesis/patterns/specific-knowledge-and-circle-of-competence.md", "title": "Defensibility comes from non-substitutable, non-trainable specificity — Naval, Munger, and Dunford on the same boundary", "id": "pat_specific-knowledge-and-circle-of-competence", "captured_date": "2026-05-05", "convergence_count": "3", "tier": "A", "uses_cards": [ "ins_specific-knowledge-and-leverage", "ins_specific-knowledge-cannot-be-mass-trained", "ins_circle-of-competence", "ins_no-decision-is-the-real-competitor" ], "domains": [ "founder-craft", "strategy", "pmm", "leadership" ] }, { "path": "synthesis/patterns/specificity-becomes-profitable.md", "title": "Specificity becomes profitable — long tail, niche, segment-aware pricing", "id": "pat_specificity-becomes-profitable", "captured_date": "2026-05-01", "convergence_count": "3", "tier": "B", "uses_cards": [ "ins_specificity-becomes-profitable", "ins_willingness-to-pay-by-segment", "ins_fish-where-the-fish-are", "ins_marketplace-liquidity-before-dynamics", "ins_tech-stack-renewal-window-play" ], "domains": [ "growth", "gtm", "pmm" ] }, { "path": "synthesis/patterns/status-quo-is-the-competitor.md", "title": "Status quo / no-decision is the real competitor", "id": "pat_status-quo-is-the-competitor", "captured_date": "2026-05-01", "last_updated": "2026-05-05", "convergence_count": "6", "tier": "A", "uses_cards": [ "ins_no-decision-is-the-real-competitor", "ins_old-game-to-new-game-narrative", "ins_homepage-five-second-trinity", "ins_use-case-epiphany-as-marketing-job", "ins_obstacles-as-gates-not-problems", "ins_setup-follow-through-pitch", "ins_loss-aversion-status-quo-bias", "ins_jtbd-interviews-surface-customer-language" ], "domains": [ "pmm", "gtm", "product", "sales-cs" ] }, { "path": "synthesis/patterns/substrate-runs-loop-humans-run-alignment.md", "title": "Substrate runs the loop; humans run alignment and taste", "id": "pat_substrate-runs-loop-humans-run-alignment", "captured_date": "2026-05-01", "convergence_count": "7", "tier": "A", "uses_cards": [ "ins_cash-four-stage-growth-automation", "ins_agents-as-team-not-tools", "ins_pmm-as-infrastructure-not-gate", "ins_evals-are-data-analysis-on-llm-apps", "ins_benevolent-dictator-not-committee", "ins_kill-things-to-build-trust", "ins_outcomes-pricing-restructures-saas", "ins_taste-as-scarce-skill", "ins_manager-skill-not-technical", "ins_underfund-deliberately" ], "domains": [ "ai-native", "leadership", "pmm" ] }, { "path": "synthesis/patterns/subtraction-first-operating-discipline.md", "title": "Subtraction beats addition — Taleb, Munger, and Hormozi on why removal is more reliable than improvement", "id": "pat_subtraction-first-operating-discipline", "captured_date": "2026-05-05", "convergence_count": "3", "tier": "A", "uses_cards": [ "ins_taleb-via-negativa", "ins_taleb-iatrogenics", "ins_invert-always-invert", "ins_circle-of-competence", "ins_offer-and-market-as-highest-roi-lever" ], "domains": [ "strategy", "product", "leadership", "founder-craft" ] }, { "path": "synthesis/patterns/sustainability-beats-optimisation.md", "title": "Sustainability beats optimisation — Housel, Naval, Taleb, Munger, and Sinek on why endurance compounds and brilliance abandoned doesn't", "id": "pat_sustainability-beats-optimisation", "captured_date": "2026-05-05", "convergence_count": "5", "tier": "A", "uses_cards": [ "ins_housel-pretty-good-strategy-30-years", "ins_housel-reasonable-beats-rational", "ins_housel-doing-nothing-during-crisis", "ins_getting-vs-staying-wealthy", "ins_career-sequence-leverage-then-judgment", "ins_taleb-via-negativa", "ins_taleb-iatrogenics", "ins_taleb-lindy-effect", "ins_circle-of-competence", "ins_mental-models-as-os-not-library", "ins_sinek-infinite-game" ], "domains": [ "strategy", "leadership", "founder-craft" ] }, { "path": "synthesis/patterns/verification-as-human-job.md", "title": "Verification — not execution — is the irreplaceable human job", "id": "pat_verification-as-human-job", "captured_date": "2026-05-06", "convergence_count": "3", "tier": "A", "uses_cards": [ "ins_judgment-vs-understanding", "ins_traces-need-feedback-to-learn", "ins_mine-transcripts-to-promote-config" ], "domains": [ "ai-native", "engineering", "leadership", "research" ] } ], "contradictions": [ { "path": "synthesis/contradictions/agents-as-team-vs-agents-as-tools.md", "title": "Agents-as-team vs. agents-as-tools", "id": "con_agents-as-team-vs-tools", "captured_date": "2026-05-01" }, { "path": "synthesis/contradictions/build-quietly-vs-distribution-first.md", "title": "Build quietly vs. distribution-as-moat", "id": "con_build-quietly-vs-distribution-first", "captured_date": "2026-05-01" }, { "path": "synthesis/contradictions/circle-of-competence-vs-iterative-deployment.md", "title": "Stay inside the circle vs. ship into the unknown — Munger and Altman on opposite stances toward unknown territory", "id": "con_circle-of-competence-vs-iterative-deployment", "captured_date": "2026-05-05", "operators": [ "Charlie Munger", "Sam Altman" ], "uses_cards": [ "ins_circle-of-competence", "ins_specific-knowledge-cannot-be-mass-trained" ], "domains": [ "strategy", "founder-craft", "leadership", "ai-native" ] }, { "path": "synthesis/contradictions/concentrate-vs-barbell-allocation.md", "title": "Power-law concentration vs. barbell diversification — Thiel and Taleb on opposite stances toward portfolio allocation", "id": "con_concentrate-vs-barbell-allocation", "captured_date": "2026-05-05", "operators": [ "Peter Thiel", "Nassim Nicholas Taleb" ], "uses_cards": [ "ins_thiel-power-law", "ins_thiel-vertical-vs-horizontal-progress", "ins_taleb-barbell-strategy", "ins_antifragile-barbell" ], "domains": [ "strategy", "founder-craft", "leadership" ] }, { "path": "synthesis/contradictions/criticize-in-public-vs-praise-public-criticize-private.md", "title": "Criticize in public vs. praise-public-criticize-private", "id": "con_criticize-in-public-vs-private", "captured_date": "2026-05-01" }, { "path": "synthesis/contradictions/no-decision-vs-named-competitor.md", "title": "No-decision-as-competitor vs. battle-card-driven competitive workflows", "id": "con_no-decision-vs-named-competitor", "captured_date": "2026-05-01" }, { "path": "synthesis/contradictions/pm-prototype-vs-pm-up-level.md", "title": "PM should prototype vs. PM should up-level", "id": "con_pm-prototype-vs-pm-up-level", "captured_date": "2026-05-01" }, { "path": "synthesis/contradictions/post-training-moat-vs-distribution-moat.md", "title": "Post-training data as moat vs. distribution/ecosystem as moat", "id": "con_post-training-moat-vs-distribution-moat", "captured_date": "2026-05-01" }, { "path": "synthesis/contradictions/quality-as-growth-vs-marginal-user-friction-removal.md", "title": "Quality/friction-as-feature vs. marginal-user friction removal", "id": "con_quality-vs-marginal-user-friction", "captured_date": "2026-05-01" }, { "path": "synthesis/contradictions/short-feedback-vs-long-term-holdouts.md", "title": "No-such-thing-as-long-feedback-loop vs. one-year holdouts evaporate", "id": "con_short-feedback-vs-long-term-holdouts", "captured_date": "2026-05-01" }, { "path": "synthesis/contradictions/specialist-vs-generalist-hiring.md", "title": "Hire generalists vs. hire spiky specialists vs. three-archetype mix", "id": "con_specialist-vs-generalist", "captured_date": "2026-05-01" } ], "playbooks": [ { "path": "playbooks/aeo/aeo-relevance-engineering.md", "title": "AEO relevance engineering — passages, schema, mirrors, scorecard", "id": "pb_aeo-relevance-engineering", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "aeo", "seo", "gtm" ], "uses_cards": [ "ins_aeo-is-gtm-capability", "ins_aeo-three-layer-presence-readiness-impact", "ins_ai-slop-loop", "ins_ghost-citation-gap" ], "originating_operators": [ "aleyda-solis", "lily-ray" ], "secondary_sources": [ "flywheel/skills/aeo-relevance-engineering/SKILL.md", "flywheel/skills/schema-delta-aeo/SKILL.md" ] }, { "path": "playbooks/aeo/pseo-framework.md", "title": "pSEO — programmatic pages without helpful-content nuking", "id": "pb_pseo-framework", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "seo", "aeo", 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"captured_date": "2026-05-01", "domain": [ "ai-native-gtm", "knowledge", "substrate" ], "uses_cards": [ "ins_llm-wiki-pattern", "ins_bottleneck-is-context-not-capability", "ins_llms-are-new-os-agents-are-apps" ], "originating_operators": [ "andrej-karpathy" ], "secondary_sources": [ "team-brain/workflows/llm-wiki.md", "team-brain/workflows/self-evolution.md" ] }, { "path": "playbooks/ai-native-gtm/synthetic-audience-test.md", "title": "Synthetic audience test — pre-flight buyer panel", "id": "pb_synthetic-audience-test", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "messaging", "ai-native-gtm", "conversion" ], "uses_cards": [ "ins_jtbd-interviews-surface-customer-language", "ins_test-positioning-in-live-sales-pitch" ], "originating_operators": [], "secondary_sources": [ "flywheel/skills/synthetic-audience-test/SKILL.md", "flywheel/skills/synth-audience/SKILL.md" ] }, { "path": "playbooks/competitive/competitive-analysis.md", "title": "Competitive analysis — landscape, profiles, battlecards", "id": "pb_competitive-analysis", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "competitive", "sales-enablement", "gtm" ], "uses_cards": [ "ins_battle-cards-as-workflow-primitive", "ins_no-decision-is-the-real-competitor", "ins_sameness-perception-is-the-differentiation-barrier", "ins_sales-team-detects-positioning-failure-first" ], "originating_operators": [ "april-dunford" ], "secondary_sources": [ "team-brain/workflows/competitive-analysis.md", "flywheel/skills/competitive-displace/SKILL.md", "flywheel/skills/competitive-scout/SKILL.md" ] }, { "path": "playbooks/competitive/win-loss-framework.md", "title": "Win/loss framework — closing the deal-to-positioning loop", "id": "pb_win-loss-framework", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "competitive", "sales-enablement", "voc" ], "uses_cards": [ "ins_jtbd-interviews-surface-customer-language", "ins_no-decision-is-the-real-competitor", "ins_sales-team-detects-positioning-failure-first" ], "originating_operators": [ "bob-moesta" ], "secondary_sources": [ "team-brain/workflows/win-loss-framework.md", "team-brain/workflows/call-intelligence.md" ] }, { "path": "playbooks/copywriting/copywriting-mastery.md", "title": "Copywriting mastery — direct response to modern conversion", "id": "pb_copywriting-mastery", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "copywriting", "messaging", "conversion" ], "uses_cards": [ "ins_homepage-five-second-trinity", "ins_pain-solution-proof-interleaved-pitch" ], "originating_operators": [ "eli-schwartz" ], "secondary_sources": [ "team-brain/workflows/copywriting-mastery.md", "flywheel/skills/copywrite/SKILL.md", "flywheel/skills/voice-enforce/SKILL.md" ] }, { "path": "playbooks/copywriting/humanizer.md", "title": "Humanizer — strip AI-writing tells from any draft", "id": "pb_humanizer", "maintained_by": "codex 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"playbooks/copywriting/the-converting-copy-playbook.md", "title": "The Converting-Copy Playbook — five-fundamentals operating routine drawn from Schafer, Gerhardt, Shleyner, Handley, Harland, and Miller into a usable copywriting practice", "id": "pb_converting-copy-playbook", "captured_date": "2026-05-05", "operators": [ "Cole Schafer", "Dave Gerhardt", "Eddie Shleyner", "Ann Handley", "Dave Harland", "Donald Miller" ], "uses_cards": [ "ins_schafer-pain-pleasure-polarity", "ins_schafer-uncomfortable-honesty", "ins_schafer-three-pass-writing-process", "ins_20-percent-rule-headline", "ins_shleyner-headline-as-complete-argument", "ins_shleyner-clarity-beats-cleverness", "ins_shleyner-conciseness-as-respect", "ins_shleyner-vividness-creates-memorability", "ins_emotion-is-the-cornerstone", "ins_handley-voice-as-moat-against-ai", "ins_handley-write-to-one-subscriber", "ins_utility-times-inspiration-times-empathy", "ins_so-what-as-content-diagnostic", "ins_harland-benefits-over-pride", "ins_harland-scream-principle", "ins_harland-ideas-need-to-simmer", "ins_storybrand-customer-is-hero", "ins_miller-three-level-problem", "ins_miller-caveman-test", "ins_gerhardt-distribution-beats-creation" ], "domains": [ "pmm", "marketing", "design", "growth-demand" ] }, { "path": "playbooks/copywriting/writing-craft.md", "title": "Writing craft — universal sentence-level principles", "id": "pb_writing-craft", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "copywriting", "messaging" ], "uses_cards": [], "originating_operators": [], "secondary_sources": [ "team-brain/workflows/copywriting-mastery.md", "flywheel/skills/voice-enforce/SKILL.md", "flywheel/skills/humanizer/SKILL.md" ] }, { "path": "playbooks/decision-quality/the-mental-models-operating-system.md", "title": "The Mental Models Operating System — combining Kahneman's bias inventory with Munger's latticework into an operational decision-quality playbook", "id": "pb_mental-models-operating-system", "captured_date": "2026-05-05", "operators": [ "Daniel Kahneman", "Charlie Munger" ], "uses_cards": [ "ins_system1-system2-thinking", "ins_wysiati-overconfidence", "ins_noise-vs-bias-judgment-quality", "ins_planning-fallacy-launch-timelines", "ins_anchoring-pricing-negotiation", "ins_loss-aversion-status-quo-bias", "ins_latticework-of-mental-models", "ins_invert-always-invert", "ins_circle-of-competence", "ins_lollapalooza-effects", "ins_mental-models-as-os-not-library", "ins_incentives-as-master-switch" ], "domains": [ "leadership", "strategy", "founder-craft" ] }, { "path": "playbooks/design/design-principles.md", "title": "Design principles for marketing assets", "id": "pb_design-principles", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "design", "conversion" ], "uses_cards": [ "ins_design-as-bottleneck", "ins_design-pie-chart-shifted" ], "originating_operators": [ "jenny-wen" ], "secondary_sources": [ "team-brain/workflows/frontend-qa-checklist.md" ] }, { "path": "playbooks/design/design-thinking-for-content.md", "title": "Design thinking for content — page architecture, psychology, prototyping", "id": "pb_design-thinking-for-content", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "design", "copywriting", "conversion" ], "uses_cards": [ "ins_homepage-five-second-trinity", "ins_friction-as-feature" ], "originating_operators": [ "anthony-pierri", "amole-naik" ], "secondary_sources": [ "team-brain/workflows/design-thinking-for-content.md" ] }, { "path": "playbooks/design/help-documentation.md", "title": "Help documentation — taxonomy, architecture, production", "id": "pb_help-documentation", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "help-docs", "design", "post-sale" ], "uses_cards": [], "originating_operators": [], "secondary_sources": [] }, { "path": "playbooks/jtbd/icp-definition.md", "title": "ICP definition — firmographics, triggers, macro trends", "id": "pb_icp-definition", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "icp", "jtbd", "gtm" ], "uses_cards": [ "ins_jtbd-interviews-surface-customer-language", "ins_marginal-user-methodology", "ins_marketplace-liquidity-before-dynamics" ], "originating_operators": [ "bob-moesta" ], "secondary_sources": [ "team-brain/workflows/icp-definition.md", "team-brain/workflows/vpc-methodology.md", "flywheel/skills/icp-cut/SKILL.md" ] }, { "path": "playbooks/launch/campaign-strategy.md", "title": "Campaign strategy — channels, calendar, webinars, nurture", "id": "pb_campaign-strategy", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "campaigns", "gtm", "demand-gen" ], "uses_cards": [ "ins_earned-channels-over-algorithm-channels", "ins_distribution-platform-cycles", "ins_add-new-growth-model-every-18-months" ], "originating_operators": [ "emily-kramer", "brian-balfour", "elena-verna" ], "secondary_sources": [ "team-brain/workflows/campaign-gtm.md", "team-brain/workflows/audience-bid-playbook.md", "team-brain/workflows/demand-architecture.md", "team-brain/workflows/content-distribution.md" ] }, { "path": "playbooks/launch/launch-plan.md", "title": "Launch plan — tiered GTM execution", "id": "pb_launch-plan", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "launch", "gtm", "pmm" ], "uses_cards": [ "ins_company-story-is-the-strategy", "ins_homepage-five-second-trinity", "ins_test-positioning-in-live-sales-pitch" ], "originating_operators": [ "yi-lin-pei" ], "secondary_sources": [ "team-brain/workflows/campaign-gtm.md", "team-brain/workflows/narrative-rollout.md" ] }, { "path": "playbooks/measurement/measurement-framework.md", "title": "PMM measurement framework", "id": "pb_measurement-framework", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "measurement", "pmm", "gtm" ], "uses_cards": [ "ins_absolute-counts-over-conversion-rates", "ins_long-term-holdouts-30-40-evaporate", "ins_experimentation-paralysis" ], "originating_operators": [ "archie-abrams", "elena-verna" ], "secondary_sources": [ "team-brain/workflows/cro-experiment.md" ] }, { "path": "playbooks/messaging/messaging-matrix.md", "title": "Messaging matrix and homepage rollout", "id": "pb_messaging-matrix", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "messaging", "copywriting", "gtm" ], "uses_cards": [ "ins_homepage-five-second-trinity", "ins_pain-solution-proof-interleaved-pitch", "ins_setup-follow-through-pitch", "ins_company-story-is-the-strategy", "ins_jtbd-interviews-surface-customer-language", "ins_market-to-product-product-to-market" ], "originating_operators": [ "anthony-pierri", "yi-lin-pei", "emily-kramer", "april-dunford" ], "secondary_sources": [ "team-brain/workflows/messaging-matrix.md", "team-brain/workflows/messaging-system-builder.md", "team-brain/workflows/narrative-rollout.md", "flywheel/skills/fletch-homepage-rewrite/SKILL.md" ] }, { "path": "playbooks/messaging/pmm-coaching-framework.md", "title": "PMM coaching — iterative document review with feedback retention", "id": "pb_pmm-coaching-framework", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "messaging", "copywriting", "pmm" ], "uses_cards": [ "ins_evals-are-data-analysis-on-llm-apps" ], "originating_operators": [], "secondary_sources": [ "team-brain/workflows/pmm-coaching-framework.md" ] }, { "path": "playbooks/narrative/narrative-compose.md", "title": "Narrative compose — master story, message house, pillar copy", "id": "pb_narrative-compose", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "narrative", "messaging", "positioning" ], "uses_cards": [ "ins_old-game-to-new-game-narrative", "ins_company-story-is-the-strategy", "ins_market-to-product-product-to-market" ], "originating_operators": [ "andy-raskin", "april-dunford" ], "secondary_sources": [ "flywheel/skills/narrative-compose/SKILL.md", "team-brain/workflows/narrative-rollout.md" ] }, { "path": "playbooks/positioning/positioning-document.md", "title": "Positioning Document — full pipeline", "id": "pb_positioning-document", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "positioning", "gtm", "pmm" ], "uses_cards": [ "ins_company-story-is-the-strategy", "ins_homepage-five-second-trinity", "ins_different-better-and-matters", "ins_no-decision-is-the-real-competitor", "ins_test-positioning-in-live-sales-pitch", "ins_sales-team-detects-positioning-failure-first", "ins_sameness-perception-is-the-differentiation-barrier", "ins_market-to-product-product-to-market" ], "originating_operators": [ "april-dunford", "anthony-pierri", "emily-kramer", "yi-lin-pei", "bob-moesta" ], "secondary_sources": [ "team-brain/workflows/positioning.md", "team-brain/workflows/vpc-methodology.md", "team-brain/workflows/messaging-system-builder.md", "flywheel/skills/positioning-forge/SKILL.md", "flywheel/skills/dunford-value-frame/SKILL.md" ] }, { "path": "playbooks/pricing/the-pricing-as-strategic-function-playbook.md", "title": "The Pricing-as-Strategic-Function Playbook — Simon, Ramanujam, Skok, and Hormozi integrated into a usable pricing operating routine", "id": "pb_pricing-as-strategic-function-playbook", "captured_date": "2026-05-05", "operators": [ "Hermann Simon", "Madhavan Ramanujam", "David Skok", "Alex Hormozi" ], "uses_cards": [ "ins_one-percent-price-eight-percent-profit", "ins_simon-pricing-is-structural-org-failure", "ins_simon-discounting-most-dangerous-practice", "ins_simon-single-price-always-suboptimal", "ins_simon-formal-pricing-process", "ins_simon-premium-price-champion", "ins_price-before-product", "ins_ramanujam-three-wtp-questions", "ins_ramanujam-feature-shock", "ins_ramanujam-minivation", "ins_ramanujam-leaders-fillers-killers", "ins_ramanujam-ai-pricing-against-labor-budgets", "ins_ltv-cac-ratio-and-cash-flow-trough", "ins_skok-negative-churn", "ins_value-equation-grand-slam-offer", "ins_premium-pricing-virtuous-cycle" ], "domains": [ "pmm", "gtm", "strategy", "product" ] }, { "path": "playbooks/sales-discovery/the-tactical-empathy-discovery-playbook.md", "title": "The Tactical Empathy Discovery Playbook — Voss's five tools integrated into a usable sales discovery, customer research, and difficult-conversation routine", "id": "pb_tactical-empathy-discovery-playbook", "captured_date": "2026-05-05", "operators": [ "Chris Voss", "Bob Moesta", "Charlie Munger" ], "uses_cards": [ "ins_voss-mirroring-forces-elaboration", "ins_voss-accusation-audit", "ins_voss-thats-right-breakthrough", "ins_voss-black-swans-discovered-in-process", "ins_voss-tactical-empathy-labels", "ins_calibrated-questions-illusion-of-control", "ins_no-oriented-questions", "ins_jtbd-interviews-surface-customer-language", "ins_incentives-as-master-switch" ], "domains": [ "sales-cs", "research-discovery", "pmm", "leadership" ] }, { "path": "playbooks/sales-enablement/sales-enablement.md", "title": "Sales enablement — battlecards, ROI, decks, training", "id": "pb_sales-enablement", "maintained_by": "codex maintainers", "captured_date": "2026-05-01", "domain": [ "sales-enablement", "pmm", "gtm" ], "uses_cards": [ "ins_battle-cards-as-workflow-primitive", "ins_sales-team-detects-positioning-failure-first", "ins_test-positioning-in-live-sales-pitch", "ins_company-story-is-the-strategy" ], "originating_operators": [ "april-dunford" ], "secondary_sources": [ "flywheel/skills/competitive-displace/SKILL.md" ] } ], "daily": [ { "path": "daily/2026-05-06.md", "date": "2026-05-06", "title": "Verification, judgement, scarcity, voice — three converging frames in one week", "summary": "15 new cards, 2 synthesis patterns, 4 new operators. Today's batch plus a back-audit of past digests (April 26 to May 4) for atomic claims that hadn't yet been ingested.", "sources": [ "Morning brief 2026-05-06 (multi-run)", "Morning brief 2026-05-04", "Backfill audit — past digests April 26 to May 4" ], "insights_added": [ "ins_traces-need-feedback-to-learn", "ins_mine-transcripts-to-promote-config", "ins_judgment-vs-understanding", "ins_judgment-doesnt-compress", "ins_ungate-ai-iterate-pricing", "ins_rich-context-beats-sophisticated-agents", "ins_agentic-engine-optimization-6-layer", "ins_middle-is-hollowing-out", "ins_scarcity-supercycle", "ins_handley-ai-cant-violate-expectation", "ins_owned-brand-authority-organic-moat", "ins_couch-to-5k-for-ai-start-not-depth", "ins_capability-spikes-where-verification-loops-exist", "ins_chatgpt-prompts-invisible-to-keyword-tools", "ins_b2b-buyer-emotion-personal-stakes" ], "operators_added": [ "harrison-chase", "eugene-yan", "addy-osmani", "hilary-gridley" ], "patterns_added": [ "pat_verification-as-human-job", "pat_execution-cheap-judgement-scarce" ], "playbooks_added": [] }, { "path": "daily/2026-05-05.md", "date": "2026-05-05", "title": "Research scan v1-v6 — depth-pilot to new-operator workflow", "summary": "Six research-scan batches ran across the day, ingesting **134** insight cards, **13** synthesis patterns, **4** methodology playbooks, **2** contradictions, and **2** new operator profiles. The batches followed a depth-first protocol — fewer operators per pass, more substantive cards per operator — and capped with the new-operator workflow that produced the David Ogilvy and Dave Trott profiles.", "sources": [ "Research scan v1 — 5-operator depth-pilot", "Research scan v2 — 5-operator batch 2", "Research scan v3 — 5-operator batch 3 (GTM-economics cluster)", "Research scan v4 — 5-operator batch 4", "Research scan v5 — copywriting cluster batch (5 operators)", "Research scan v6 — new-operator workflow (David Ogilvy + Dave Trott)" ], "counts_verified_from_git": { "insights_added": "134", "operators_added": "2", "patterns_added": "13", "contradictions_added": "2", "playbooks_added": "4", "insights_modified": "0" }, "insights_added": [], "operators_added": [], "patterns_added": [], "playbooks_added": [] }, { "path": "daily/2026-05-04.md", "date": "2026-05-04", "title": "Quality pass — 79 cards rewritten / stub-flagged", "summary": "A quality pass on the corpus. 79 cards (verified from `git log --diff-filter=M`) were modified — shallow ones rewritten with substantive primary-source quotes and stronger mechanism sections; borderline ones stub-flagged for a follow-up. Two specific re-attribution fixes for Sam Mallikarjunan and Sourav Mohanty. Only 1 new card landed; the day was about depth, not adds.", "sources": [ "Quality audit — round 1" ], "counts_verified_from_git": { "insights_added": "1", "operators_added": "0", "patterns_added": "0", "contradictions_added": "0", "playbooks_added": "0", "insights_modified": "79" }, "insights_added": [], "operators_added": [], "patterns_added": [], "playbooks_added": [] }, { "path": "daily/2026-05-03.md", "date": "2026-05-03", "title": "Site rebuild + data triage — 216 cards, 182 operator profiles", "summary": "Phase 1-3 site rebuild (per-view UX redesign, pattern radial converge viz + constellation mobile map, domain pages as mini-anthologies) plus three rounds of layout audit fixes. Three phases of data triage closed gaps the new UI exposed — fixed YAML parser, deduped 3 confirmed duplicates, patched 19 dead URLs and 16 operator externals, restored LinkedIn reactions, and ingested 182 operator profiles + 216 cards. Plus 19 card modifications.", "sources": [ "Site rebuild Phase 1-3", "Layout audit — 4 rounds", "Data triage — phases 1-3" ], "counts_verified_from_git": { "insights_added": "216", "operators_added": "182", "patterns_added": "0", "contradictions_added": "0", "playbooks_added": "0", "insights_modified": "19" }, "insights_added": [], "operators_added": [], "patterns_added": [], "playbooks_added": [] }, { "path": "daily/2026-05-02.md", "date": "2026-05-02", "title": "Pass C orphan ingestion + first synthesis patterns + Curiosity backfill", "summary": "The biggest single ingest day in the corpus's life — 318 insight cards, 117 new operator profiles, 24 synthesis patterns, 9 contradictions, and 23 methodology playbooks all landed, on top of 286 card modifications from a launch-ready scrub. Pass C orphan-ingestion ran in 6 batches; Curiosity backfill ran in 8 batches adding external links across hundreds of profiles; the audit pass closed 8 stubs, validated 30 URLs, repaired 73 cards.", "sources": [ "Pass C orphan ingestion (batches 1-6)", "Curiosity backfill external links (batches 1-8)", "Audit: launch-ready scrub" ], "counts_verified_from_git": { "insights_added": "318", "operators_added": "117", "patterns_added": "24", "contradictions_added": "9", "playbooks_added": "23", "insights_modified": "286" }, "insights_added": [], "operators_added": [], "patterns_added": [], "playbooks_added": [] }, { "path": "daily/2026-05-01.md", "date": "2026-05-01", "title": "Phase 1 — codex foundation built", "summary": "The day the corpus started. After two months of repository-only existence, the codex was reframed as a cross-domain operator-insight library. 109 insight cards and 174 operator profiles landed across 30+ ingest commits. Boris Cherny, Simon Willison, Cat Wu, April Dunford, Andy Raskin, Elena Verna, Brian Halligan, Asha Sharma, and many more got their first cards. The watchOS-inspired knowledge graph UI shipped alongside.", "sources": [ "Phase 1 — codex foundation", "30+ first-pass ingest commits", "12-profile artemis expert ingestion" ], "counts_verified_from_git": { "insights_added": "109", "operators_added": "174", "patterns_added": "0", "contradictions_added": "0", "playbooks_added": "0", "insights_modified": "1" }, "insights_added": [], "operators_added": [], "patterns_added": [], "playbooks_added": [] }, { "path": "daily/2026-03-03.md", "date": "2026-03-03", "title": "Repository initialized", "summary": "Empty repo created. Two months later the codex framing landed and the first cards followed.", "sources": [ "Initial commit" ], "insights_added": [], "operators_added": [], "patterns_added": [], "playbooks_added": [] } ] }