PaymentsVerified

B2B Networking

The Rolodex Premium

Relationship Capital

Sarah Blackwood

The most valuable asset most senior operators own is not their equity, their title, or their skills — it is their address book. Sarah Blackwood, who has built two enterprise sales organizations and advised dozens more, argues that relationship capital deserves the same rigor we apply to financial capital: portfolios, allocation, compounding, and periodic rebalancing. The Rolodex Premium is the operating manual for that argument. It opens with a taxonomy: who belongs in the inner ring, who belongs in the working ring, who belongs in the periphery, and how to move contacts between rings without transactional awkwardness. The middle of the book is the practice: cadences of contact that feel human rather than automated, message templates that read like a friend wrote them, the calendar discipline that keeps a network alive across a decade, and the small acts of generosity that quietly earn the largest returns. A separate chapter covers the introduction — how to make one, when to refuse one, and how to protect the reputational currency you spend when your name is attached to someone else's request. Later chapters explore the hard parts: pruning relationships that have gone stale, repairing ones that have gone wrong, and building a network in a new city, industry, or role from a standing start. The book is deliberately quiet about tools. It is not about your CRM. It is about the sentences you send on a Tuesday morning, the events you host once a quarter, and the memory you keep of what matters to the people you care about. Read it slowly. Apply one chapter a month. Your rolodex will be worth more than your salary within a year.

$35.00

hardcover

Digital Advertising

Attribution Is Dead

Post-Cookie Advertising

Rafael Moreau

The last-click attribution report you have been staring at for a decade is measuring something, but it is not what you think it is measuring. Rafael Moreau has spent fifteen years buying paid media across the collapse of third-party cookies, the rise of ATT, the entrenchment of walled gardens, and the return of contextual and creative-driven media. This book is his working thesis on how to run growth when the pixel no longer sees the customer. It opens with a clear-eyed autopsy of MTA and last-click, why they were always weaker than the industry pretended, and why they have gotten dramatically worse in the last four years. It then introduces the three replacements that actually work at scale: geo experiments, incrementality testing via holdouts, and marketing mix modeling brought back down from enterprise to mid-market with modern open-source tooling. Each of the three gets a full chapter on setup, sample size, cadence, and the specific mistakes that produce plausible but wrong answers. A middle section covers platform-native measurement — Meta's conversions API, Google's enhanced conversions, TikTok's events API — and explains what they can and cannot see, so you can weigh their reports honestly against your causal work. The final third of the book zooms back out to the operating cadence: how to budget across channels when you no longer trust the platform reports, how to communicate incrementality to a board that wants a single ROAS number, and how to build a measurement operating system a growth team can actually run week to week. It is a book for the marketer who is tired of pretending and ready to measure what is true.

$35.00

hardcover

B2B Strategy

Signal Over Noise

B2B Positioning

Elena Voss

Most B2B companies do not have a positioning problem. They have twelve positioning statements, none of which anyone on the team can repeat out loud. Elena Voss has spent a career untangling that mess for founders and CMOs, and Signal Over Noise is the compressed version of the workshop she runs. The book starts with a definition worth arguing with: positioning is the deliberate choice of what customers should compare you to, and everything else — messaging, pricing, packaging, sales narrative — is downstream of that one decision. From there it walks through the diagnostic: who your buyer thinks you are today, who they compare you to when your salesperson leaves the room, and where the gap between those two answers is costing you deals. There is a full chapter on category design and its limits, honest about when creating a category is the right move and when it is an expensive vanity project that leaves the market confused. Later chapters cover the sales narrative — problem, stakes, alternatives, promised land, evidence — in the exact structure that closes seven-figure deals, plus the analyst relations, review site, and influencer work that reinforce a position over eighteen months. A middle section is dedicated to repositioning: how to move a company that is stuck in a shrinking segment without losing the base of customers who bought the old story. The book is opinionated, short on jargon, and full of before-and-after examples from software, fintech, and industrial B2B. Read it with your leadership team. By the end you will either agree on one sentence that describes what you sell, or you will finally understand why you cannot.

$35.00

hardcover

Systems Architecture

The Prompt Stack

AI-Native Architecture

James Okafor

Prompts are code. They just happen to be written in English, executed by a probabilistic runtime, and version-controlled by nobody. The Prompt Stack is James Okafor's argument for treating LLM-driven systems with the same architectural seriousness we give any other distributed system. The book opens with the layers: the model, the prompt, the context assembly, the tools, the guardrails, the evaluation harness, and the observability. Each layer gets a chapter that covers the choices, the failure modes, and the seams between it and the layer above and below. There is a long section on context assembly — retrieval, reranking, compression, memory, tool results — that treats it as the actual engineering discipline it is, rather than a demo you throw together with a vector database. Another chapter covers tool use and function calling in depth: how to design tool interfaces that a model can use reliably, how to handle partial failures, and how to keep an agent from wandering into an expensive loop. The evaluation chapter argues that if you cannot measure a prompt change, you cannot ship one, and gives you the harness — golden sets, LLM-judged evals, human review sampling, regression suites — to actually do so. Later chapters cover the operational realities: cost accounting per feature, latency budgets, fallback models, rate limits, provider outages, and the security surface introduced by prompt injection and untrusted tool output. The book closes with a reference architecture for a production AI feature, from ingestion to response, annotated with the decisions you will regret if you skip them. It is written for the engineer who has shipped one AI feature and is now responsible for ten.

$35.00

hardcover

Vibecoding

Vibecoded

Shipping at the Speed of Thought

James Okafor

Something changed in software the year the model got good enough to hold the whole codebase in its head. James Okafor calls the new practice vibecoding — a style of building where the engineer describes intent in natural language, edits at the level of behavior rather than syntax, and ships a working feature in the time it used to take to open the right file. Vibecoded is the operating manual for that practice, aimed at engineers who suspect the old workflow is over but have not yet built a new one they trust. The book opens with the mental shift: from writing code to specifying systems, from typing to reviewing, from remembering syntax to knowing what good looks like. It then covers the daily discipline — how to structure a prompt that actually gets you the change you want, how to keep the model on the rails when the codebase is large, how to build the test and preview loop that catches the mistakes the model makes with confidence. A long middle section walks through real workflows: greenfielding a full-stack app in an afternoon, refactoring a legacy module without breaking it, extending a design system, adding a payment integration, wiring an AI feature. Each workflow includes the prompts, the checkpoints, and the failure modes to expect. Later chapters cover the harder questions: code review when you did not write the code, ownership when the model did most of the typing, taste when speed is no longer the bottleneck, and career strategy when the floor of what a junior can produce has just risen by an order of magnitude. It is written for the engineer who is ready to ship at the speed of thought.

$55.00

hardcover

Growth Economics

The ROAS Fallacy

Ad Economics

Rafael Moreau

ROAS is the number every growth team optimizes and every CFO half-trusts. Rafael Moreau's second book is the case for retiring it as a decision-making metric and replacing it with something closer to the truth. The ROAS Fallacy opens with the arithmetic problem: ROAS treats revenue as if it were profit, ignores incrementality, hides mix shift, and averages over cohorts with wildly different lifetime economics. Each of those failures gets a chapter with worked examples showing how a healthy-looking ROAS number can hide a business that is quietly destroying value with every dollar it spends. The book then introduces the replacements. Contribution margin per acquisition puts real profit at the numerator. Incremental CAC — measured with holdouts or geo tests — puts actually-caused customers at the denominator. Payback period and LTV-to-CAC keep the time dimension honest. Mix-adjusted efficiency shows how much of your improvement was skill and how much was just cheaper impressions in a soft auction. Together they form a small dashboard that a CFO and a growth lead can share without either of them lying to the other. A long middle section covers the operating cadence: how to set a spending policy that is not a single ROAS target, how to allocate across channels when payback windows differ, and how to handle the seasonality, promotions, and creative fatigue that make single-metric management impossible. The final chapters are about culture — how to change the language a growth team uses so that ROAS becomes a diagnostic, not a KPI. Written for the founder, CFO, or head of growth who has felt the gap between the dashboards and the bank account, and is ready to close it.

$55.00

hardcover

Enterprise Sales

Procurement Whisperers

Selling into F1000

Sarah Blackwood

Selling into a Fortune 1000 account is not one negotiation. It is a sequence of them, and the ones that decide the outcome usually happen after the champion has already picked you. Procurement Whisperers is Sarah Blackwood's guide to the last mile of enterprise sales — the security review, the legal redlines, the procurement negotiation, the vendor onboarding, and the quarterly business reviews that decide whether the contract renews. The book opens with the anatomy of a large-company buying process: the champion, the economic buyer, the security team, the privacy team, the legal team, procurement, and the executive sponsor who signs. Each stakeholder gets a chapter on what they measure, what they fear, and what they need to hear from you to move forward. A long section is dedicated to procurement itself: how they are compensated, what savings targets they carry, which line items they always try to renegotiate, and how to give them a real win without giving away the deal. There are chapters on MSAs and DPAs written for the seller — not the lawyer — so you can spot the redlines that matter and concede the ones that do not. Security questionnaires get their own chapter, including how to build a reusable answer library that cuts response time from days to hours. Later chapters cover pricing structure, multi-year commitments, ramp deals, and the pilot-to-production motion that turns a small first purchase into a strategic account. The book closes with the renewal — the twelve months of quiet work that decides whether next year's number is defense or expansion. Read it before your next six-figure enterprise deal enters legal review.

$55.00

hardcover

Paid Media

Channel Portfolio Theory

Diversifying Paid Growth

Diego Salazar

Growth teams that live on one channel usually die on it. Channel Portfolio Theory borrows from finance the language operators need to think about paid media as a portfolio of risk-adjusted returns rather than a stack of ROAS targets. Diego Salazar opens with the analogy carefully — a channel is an asset, its expected return is contribution margin, its volatility is CAC variance, and its correlation with other channels determines whether adding it actually reduces portfolio risk. From there the book builds out the practical toolkit. There is a chapter on measuring each channel's incremental contribution properly, another on estimating its capacity — the point at which spending more no longer buys more customers — and a third on the correlations that decide whether Meta and TikTok are substitutes or complements for your specific business. A central section covers allocation: how to move budget between channels weekly without over-fitting to noise, how to size a test on a new channel so you learn something before you burn out, and how to handle the always-on channels that are load-bearing but capped. The book is candid about the failure modes: the founder who chases every new channel and masters none, the growth lead who milks Google Search until it collapses, the CFO who cuts brand spend in a downturn and watches paid efficiency crater six months later. Later chapters cover the qualitative dimensions a spreadsheet cannot capture — brand equity, creative durability, platform risk, team learning curves. It closes with a portfolio review cadence a growth team can run monthly. Written for the operator who is ready to stop optimizing channels in isolation and start managing them as a system.

$55.00

hardcover

Finance Strategy

Cash Flow as a Weapon

Treasury for Growth

Priya Venkatesan

Growth companies obsess over the P&L and hand the cash flow statement to the controller. Priya Venkatesan argues that is exactly backwards: cash flow is the operating instrument that decides how fast you can grow, how much dilution you take, and how much leverage you have over customers, suppliers, and competitors. Cash Flow as a Weapon is a treasury manual written for founders and CFOs of companies between ten million and a few hundred million in revenue — past the survival stage, not yet at the size where a corporate treasury team runs itself. The book opens with the working capital cycle laid out in the specific dollars a growing business feels: receivables aging, inventory turns, payables timing, deferred revenue, and the customer prepayments that quietly finance the entire operation. Each lever gets a chapter on how to move it — annual billing incentives, milestone invoicing, dynamic discounting for suppliers, and the negotiated payment terms that turn your balance sheet into a competitive advantage. A long middle section covers the treasury stack itself: operating accounts, sweep accounts, money market funds, T-bill ladders, FX hedging for cross-border businesses, and the credit facilities — revolvers, MRR lines, invoice financing — that give you optionality without permanent dilution. The book is opinionated about risk: how much cash to hold, in what instruments, at which counterparties, and how to think about bank concentration after the events of 2023. Later chapters cover the strategic uses of cash — pricing wars you can outlast, acquisitions competitors cannot afford, hiring runs through downturns, and buybacks when the market misprices your equity. Written for the operator who is done treating treasury as bookkeeping and ready to use it as a lever.

$85.00

hardcover

B2B Scaling

The Second Zero

Scaling $1M to $10M

Elena Voss

Getting to a million in revenue is a founder problem. Getting to ten is a system problem, and most of what got you the first zero actively fights the second one. The Second Zero is Elena Voss's operating manual for that specific stretch — the years in which the company that ran on hustle, taste, and one heroic founder must become a company that runs on process, hiring, and repeatable go-to-market. The book opens with a diagnostic: which parts of your current operation will break at three million, which at five, which at eight, and which will survive intact. From there it walks through the transitions in the order they usually hit. Sales moves from founder-led to a first AE, then a first sales leader, then a segmented team with SDR support. Marketing moves from content-of-one to a demand engine with real budget and real measurement. Product moves from feature factory to roadmap discipline. Customer success emerges from support and becomes a revenue function. Finance moves from bookkeeping to FP&A. Each transition is described with the roles, the compensation, the metrics, and the specific ways the founder must change what they do — usually by stopping. A long central section covers hiring at this stage: how to interview for people who are better than you at things you used to do, how to onboard them so they actually stick, and how to fire the ones who do not without destroying the team you have left. The book is unusually direct about founder psychology — the loneliness, the loss of control, the temptation to stay involved in everything. It closes with the operating cadence a ten-million-dollar company runs on. Written for the founder in the middle of the second zero.

$85.00

hardcover

AI Systems

Latent Systems

Designing with LLMs

Yuki Tanaka

Software designed around a language model is a different kind of system, and the design patterns we inherited from deterministic engineering do not always fit. Latent Systems is Yuki Tanaka's book for the architect designing the next generation — features where the model is not a bolted-on assistant but the central load-bearing component. It opens with a taxonomy of what LLMs are actually good at, what they are actually bad at, and where the boundary moves every six months as the frontier advances. From there it walks through the design patterns that have emerged in production: retrieval-augmented generation done properly, tool-using agents with bounded scope, structured output with schema validation, multi-model routing, and the ensemble patterns that trade cost for reliability. Each pattern gets a chapter with the reference architecture, the evaluation strategy, and the failure modes to design around. A long middle section is dedicated to the design of trust — how to build UI that makes model uncertainty legible to the user, how to design escape hatches when the model gets it wrong, and how to handle the specific product problems that arise when your feature sometimes lies. Another chapter covers the economics: unit costs per feature, latency budgets that account for model variance, and the caching strategies that keep both under control. Later chapters cover the harder architectural questions — how to build systems that can swap models without rewriting the product, how to design for the capabilities that do not exist yet but will exist in twelve months, and how to avoid painting yourself into a corner around a single provider. Written for the senior engineer, staff engineer, or CTO designing AI-native software that has to last more than a demo cycle.

$85.00

hardcover

Creative Operations

Creative as Infrastructure

Ad Production at Scale

Rafael Moreau

At scale, paid media is a creative problem wearing a media-buying costume. Rafael Moreau's third book is about the operational discipline that separates growth teams shipping five ads a month from teams shipping five hundred — without losing the taste that made the first five work. Creative as Infrastructure opens with the shift: creative fatigue is now the binding constraint on paid growth in most channels, and the teams that win are the ones that treat creative production the way engineering treats deploys — as a repeatable, measured, high-throughput system. From there it walks through the org: the strategist who briefs, the copywriter who writes, the designer or editor who produces, the media buyer who tests, and the analyst who reads the results back into the next round. A central chapter is dedicated to the brief itself — the two-page document that decides whether the ad you get back is on strategy or a beautiful accident. Later chapters cover the modular production system: templates that scale, versioning that keeps rights and approvals straight, and the AI-assisted production pipeline that has quietly ten-x'd throughput for teams that have adopted it well. The book is candid about the failure modes — brand drift, taste erosion, the endless dashboard of ads nobody remembers making — and gives you the review cadence that keeps quality honest as volume rises. A long section covers measurement at the creative level: which metrics predict scale, which are vanity, and how to run creative tests that actually teach the team what works. It closes with case studies of DTC and B2B teams that rebuilt their creative operation and what it did to their blended CAC. Written for the growth lead ready to industrialize the messy part.

$85.00

hardcover

Enterprise Growth

Enterprise Gravity

Winning Upmarket Contracts

Sarah Blackwood

Moving upmarket is the transition that breaks the most companies. The motion that worked at ten thousand dollar ACVs stops working at a hundred thousand, and the motion that closed a hundred thousand rarely survives contact with a million-dollar deal. Enterprise Gravity is Sarah Blackwood's advanced manual for founders and revenue leaders navigating that ascent deliberately, not by accident. The book opens with a stark argument: enterprise is not a bigger version of mid-market, it is a different business, and the parts of your company that must change — product, pricing, sales, security, finance, legal, support — must change in a coordinated sequence or the motion collapses. From there it walks through the sequence. Product must become configurable in the ways enterprise buyers require and stable in the ways they insist on. Pricing must move from list to negotiated, from monthly to annual, from seat-based to consumption or platform-based. Sales must build a true enterprise motion — named accounts, longer cycles, multi-threading, executive sponsorship, deal desk. Security and compliance must clear SOC 2, ISO 27001, HIPAA, FedRAMP, or whatever your target buyers require, and clear them before the deals start showing up. Each transition gets a chapter with the operating model, the org, the metrics, and the specific ways companies get it wrong. A long middle section covers the deal itself — the six to eighteen months from first meeting to signed order form — with the artifacts, the stakeholder maps, the pricing plays, and the negotiation moves that decide the outcome. Later chapters cover expansion, land-and-expand mechanics, and the account planning discipline that turns a first logo into a strategic customer. Written for the leadership team crossing the threshold on purpose.

$120.00

hardcover

Operating Systems

The Compounding Firm

Systems for Durable Growth

Marcus Halbrook

Most companies grow in bursts and then plateau. A few grow like a compounding asset — each year building durably on the last, with retention, expansion, and operational leverage stacking into results that look, in retrospect, inevitable. The Compounding Firm is Marcus Halbrook's synthesis of what those companies actually do differently, drawn from a decade of advising businesses through the messy middle. The book opens with the mathematics of compounding applied to a company: retention as the base rate, net revenue expansion as the multiplier, operating leverage as the exponent, and the small percentage-point differences that decide whether a company doubles every two years or every four. From there it walks through the systems that produce those percentage points. There are chapters on the customer operating system — onboarding, activation, adoption, expansion, renewal — treated as one continuous pipeline with named owners at every stage. Chapters on the go-to-market operating system cover forecasting, pipeline hygiene, territory design, and the deal review cadence that keeps a sales org honest. The people operating system covers hiring rubrics, performance calibration, and the compensation design that aligns behavior with the metrics that actually compound. The financial operating system covers planning, capital allocation, and the reporting cadence that lets a leadership team see reality on a monthly basis rather than a quarterly one. A long central section is dedicated to the boring practices that separate compounders from the rest — weekly business reviews that surface problems early, post-mortems that produce actual change, and the discipline of running the same operating cadence for years without novelty for its own sake. Written for the leadership team building something meant to last.

$120.00

hardcover

Negotiation

Dealroom Fluency

Negotiation for Operators

Elena Voss & Priya Venkatesan

Most operator negotiations are lost before anyone sits down at the table. Dealroom Fluency is the flagship title in the library, co-authored by Elena Voss and Priya Venkatesan, and it is the manual they wish had existed when they started closing eight and nine-figure deals as operators rather than professional negotiators. The book covers the full range: fundraising rounds, M&A on both sides, commercial contracts at scale, partnership agreements, executive compensation, real estate, and the internal negotiations — with cofounders, boards, and executives — that decide as much of a company's future as the external ones. It opens with the preparation that determines the outcome: BATNA construction that is honest rather than aspirational, stakeholder mapping that catches the person who can kill the deal quietly, and the pre-negotiation work — anchoring the market, seeding the narrative, staging the alternatives — that most operators skip. From there it walks through the moves. Anchoring done properly, concessions structured to signal value rather than weakness, packaging that trades on your priorities against theirs, deadline pressure applied and resisted, and the specific tactics — silence, mirroring, calibrated questions, walk-aways — that shift outcomes measurably in the room. A long middle section is dedicated to term sheets and contracts: the clauses that matter, the clauses that only look like they matter, and the ones the other side always tries to slip past. Later chapters cover the psychology — the emotional discipline of negotiating for something you care about, the recovery from a session that went badly, and the long relational view that keeps you negotiable to the same counterparty for the next decade. It is the most expensive title in the library and, by revenue impact per page, likely the cheapest.

$150.00

hardcover

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Hardcover essays from operators. Printed, bound, shipped.

The Rolodex Premium

Attribution Is Dead

Signal Over Noise

The Prompt Stack

Vibecoded

The ROAS Fallacy

Procurement Whisperers

Channel Portfolio Theory

Cash Flow as a Weapon

The Second Zero

Latent Systems

Creative as Infrastructure

Enterprise Gravity

The Compounding Firm

Dealroom Fluency

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