Research from the dealership floor.

Field notes on CRM execution, the gap between activity and behavior, and the layer above the category. New work on the 27th of each month.

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RESEARCH

Latest

2026-04-27

What Your Dashboard Cannot See

Dealer CRM dashboards measure activity, not behavior. The gap between what reps type and what reps do has widened for a decade. A diagnosis of the visibility problem on the modern sales floor.

2026-03-27

When the API Doesn't Exist, the DOM Is the Answer

When the dealer CRM does not expose an API, the integration layer is the DOM. The Chrome extension that lives inside the rep's existing tool wins against the standalone product that demands attention. The architectural decision defines the next decade of dealer software.

2026-02-27

Why Dealer Software Hasn't Had a Linear, Stripe, or Figma

Linear, Stripe, and Figma redefined their categories in the last decade. Dealer software produced no comparable vendor. The reasons are structural and the conditions are now changing. The category opens for the first time in twenty years.

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New essays on the 27th of each month.

One email per month. Field notes on CRM execution, the gap between activity and behavior, and the layer above the category. No marketing in between. Unsubscribe one click.

The Execution Layer Thesis

CRMs store data. We act on it. The gap between logging a lead and working a lead is where deals die.

CRM Commoditization

Every dealer has a CRM. None of them solve the last mile. The value has shifted from intake to output.

Operator Notes from the Floor

What we observe running live inside real dealerships. Patterns, failures, and the things no vendor talks about.

Industry Data Drops

Raw data from production workloads. Response times, follow-up rates, conversion deltas. No editorializing.

Product Proof

Before and after. Live screenshots, real metrics, actual dealer results. The work speaks or it does not ship.