The Feature Pitch Is Not Enough B2B SaaS companies have spent years explaining what their products do. That worked reasonably well when the product was a system of record, workflow tool, or analytics layer. AI changes the sales conversation because […]
The Product Is Not the Raw Material One of the more useful ways to understand AI in B2B software is to stop thinking about it as a feature for a moment. AI is starting to behave more like a productive […]
Pricing Gets Pulled Into The Workflow The first two articles in this thread focused on AI execution and the GTM interface layer. But once AI systems move from assistance to action, another question becomes harder to avoid: how does the business meter, price, package, govern, bill, […]
The Desk Is Moving The MCP story is useful because it gives us a concrete signal to look at. But after sitting with the broader market scan, I do not think the bigger story is really about a protocol. The […]
For the last year, much of the AI conversation in GTM has focused on assistants. Sellers get writing help. Marketers get content suggestions. Customer teams get summaries. Those use cases matter, but a different pattern is emerging across revenue technology. AI systems are […]
Here is a great little story on how one GTM team made a software purchase decision. It’s something I believe is a good reminder if you’re still thinking in terms of feature comparisons and vendor evaluations. Most teams are no longer trying to find the best tool, they’re trying to find something that works […]
The Signal People buy from people they trust. That’s not new. What is changing is when that trust gets built, and who is responsible for creating it. In a growing number of go-to-market teams, that responsibility is shifting earlier in the process. Not to sales, but to marketing. The SDR […]
A Simple Example That Isn’t So Simple Pulling on another thread from Conga Connect 2026, one of the more interesting conversations I had during the week was with Geoff Webb, VP Product and Portfolio Marketing at Conga. While much of […]
I spent this past week at Conga Connect 2026, speaking with customers, executives, and operators across the revenue ecosystem. The brand reveal will likely be the moment most attendees remember from the event. I covered that story separately. But […]
Last week I wrote that SaaS isn’t dying. It’s being sorted. Thin workflow tools are under pressure, systems of record are becoming infrastructure, and the era of easy multiple expansion is behind us. That conversation was about repricing. This one is about rewiring. Underneath the market […]
I was super early at HubSpot, a first one hundred employee. I watched the company go public. I used some of the gains from that IPO to put a down payment on my house. It was one of those rare moments where a long bet actually paid […]
A Quiet Migration Play Reshaping GTM For more than two decades, CRM has functioned as both the filing cabinet where structured customer data lives and the desk where go-to-market work gets done. If you wanted visibility, you logged into CRM. […]
Kyle James and I recently had a conversation with Zuora, one of the early pioneers and leading platforms in subscription-based billing. They have spent more than a decade helping organizations operationalize recurring revenue models. What stood out in our discussion […]
Sales teams have more data and more recommendations than ever. What they have less of is confidence in what to do next. Across GTM organizations, a consistent pattern is emerging: sales intelligence systems are excellent at surfacing signals, but far […]
Over the last year, one of the strongest signals emerging from ongoing GTM research has been a clear shift toward efficiency. Not incremental efficiency, but structural efficiency. GTM teams are under pressure to do more with fewer tools, fewer handoffs, […]
For years, Apollo.io was seen primarily as a data vendor. Most people who knew the name placed it next to ZoomInfo and Clearbit, assuming it was another place to find company and contact records. That framing made sense at the […]
There is a reason sales reps still exist. There’s also a reason brands continue to rely on founders, executives, employees, and even public figures to carry their message. From celebrities lending credibility to consumer brands, to founders and operators becoming […]
In many cases, GTM software underdelivers not because it lacks capability, but because teams commit to it before they are operationally ready to absorb it. That observation has been coming up with increasing frequency in recent conversations with customer success leaders, RevOps teams, and […]
If you had ten more hours a week starting tomorrow, what would you do with them? Why not start now? A Hundred-Year-Old Warning About the Future of Work In 1930, right in the middle of the Great Depression, John Maynard […]
AI is on, but the value is inconsistent. Across GTM teams, AI is everywhere. Copilots draft messages, models prioritize accounts, systems suggest next best actions, and forecasts increasingly rely on machine-driven insight. And yet, a familiar refrain keeps surfacing in […]