we bid Wednesday's adieu

Hey,

The time has come… we’ve arrived at the final edition of The Middle, our Wednesday newsletter.

We’ve loved using this space to share insights, ideas, and inspiration in the “middle” of the week. But as we take stock of what’s ahead, we’ve decided to focus all of our energy on a couple of key channels:

1. LinkedIn (I’m not beneath a pitty follow…)
2. The Sunday newsletter (our deep dives have been the best)
3. Our upcoming podcast, Land and Expand (subscribe here!)

Today’s version summarizes the best articles we’ve read this year—the ideas that stuck with us shaped our thinking and sparked meaningful conversations.

We’ll see you on Sundays from now on.

Let’s keep leveling up together.

🤘

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1. AI needs to generate revenue and add value for customers

Here’s why: Some fascinating insights into trends reveal why adding AI to your product only works if it drives revenue and delivers real customer value — and how it can backfire without a plan.

2. Inspect your pipeline criteria

Here’s why: Explores how loosening pipeline criteria in tough times may inflate generation stats but weaken win rates and deal quality.

3. Are you starving your team of ambition?

Here’s why: As a leader, you must be a beacon for top talent, fostering an environment that attracts ambitious individuals.

4. Chart the course, set the pace, hold the line

Here’s why: DHH outlines three key leadership principles: charting the course, setting the pace, and holding the line, emphasizing that consistent execution is essential for achieving your best in uncertain times.

5. Is Net Promoter Score the Ozempic of metrics?

Here’s why: CJ Gustafson explores why Net Promoter Score may be losing significance and offers actionable ideas for meaningful measurement progress.

6. Show up for your team

Here’s why: In this episode of 30 Minutes to President's Club, Mark and Alex discuss two practical ways to make meetings more structured and effective for your team.

7. You have to pick your fight

Here’s why: Explore five key business strategies—cost, quality, distribution, technology, and IP—and how focusing on one can enhance your competitive edge in a commoditized software market.

8. What are the units on your lead SaaS metric - and what does it say about your culture

Here’s why: Dave Kellogg's piece on lead SaaS metrics examines how company cultures prioritize metrics like New ARR, Ending ARR, and bookings, influencing departmental focus.

9. Houston: We have a CAC problem

Here’s why: Jamin Ball’s Clouded Judgement newsletter notes a troubling trend in SaaS: the median Customer Acquisition Cost (CAC) payback period is 38 months, complicating profitability for many companies.

10. You either have it... or you don't…

Here’s why: OnlyCFO highlights financial signs of weak product-market fit (PMF), cautioning software companies to watch for these troubling red flags.

11. They can have my credit card

Here’s why: Scott Galloway, a critical thought leader, discusses employee retention in remote work, emphasizing personal connections and benefits like travel perks to strengthen team bonds.

12. Who doesn't want a high-performing team?

Here’s why: Kyle Poyar partnered with Lenny (yes, Lenny’s Newsletter Lenny) to convince a great list of tech leaders to share their quick wins when starting a new role.

We’ll see you Sunday. 🤘

Jeff

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