How should a CRO calibrate qualification rigor when cash position and runway are forcing a choice between conservative organic growth and aggressive upmarket gambling in 2027?
Direct Answer Index qualification rigor to runway, not to ambition: rigor should tighten as cash shortens. Above 18 months, fence an upmarket bet at 15-25% of capacity with a hard kill-date. Under 9-12 months, suspend it entirely and qualif…
Read full answer ↗