procurement

Y Combinator partner Pete Koomen, who led Optimizely to $100M ARR, walks through the enterprise sales funnel. Chapters cover prospecting, outreach, qualification, pricing, closing, procurement and implementation.

Perun analyzes how corruption and theft in defence procurement hollowed out the Russian military before its invasion of Ukraine. It explains the mechanics of graft and how it degrades capability.

A short sketch from the Australian satirical series Utopia in which Jim and Rhonda seek Tony's help ahead of a major defence white paper, lampooning submarine and defence procurement policy.