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. […]
Rethinking Recurring Revenue: Why Customer Retention Is the Real Growth Strategy
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 […]
From Data Abundance to Decision Scarcity in Sales Intelligence
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 […]
Anatomy of a Decision: How One Customer Rebuilt Its Entire SDR Motion with Apollo.io
For most B2B SaaS companies, the SDR function is the daily engine of pipeline creation. For one Apollo.io customer, that engine had become fragile: over-reliant on email, constrained by tool sprawl, and misaligned with how modern buyers actually want to […]
Revenue Orchestration Is Replacing Point Solutions as the Unit of Value
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, […]
Analyst Insight: Beyond Contact Data – How Apollo.io Is Rewiring the Sales Stack for the Efficiency Era
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 […]
Quietly Becoming the Differentiator in GTM
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 […]
Are GTM Teams Vibe Coding Before They Commit to Platforms Like Gainsight?
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 […]
Community, Purpose, and the Time AI Gives Back
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 Onboarding Is Becoming as Important as Employee Onboarding
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 […]
When Enterprise Social Became the New Press Release Wire
Remember when social media felt creative? When brands experimented in public. When posts sounded human. When the goal was to learn what resonated, not just to avoid what might blow up. Maybe that’s just showing my age, or maybe it’s just having experienced a change in the way brands […]
When 80% Becomes Good Enough: How Categories Collapse Into Features
We are seeing more GTM categories compress into platform features, not because point solutions stopped innovating, but because platforms already own two advantages that are hard to overcome: the system of record and distribution. Once a platform owns where data […]
Five AI Signals GTM Leaders Should Be Paying Attention to in 2026
In December, I had a conversation with Matthew Stein on the Agent.ai podcast about AI predictions for 2026. The discussion ranged across models, platforms, media, economics, and some fairly bold ideas about where things might break or consolidate next. On the surface, it was framed […]
Market Alert: Four Months In – What’s Really Taking Shape at Clari and Salesloft
When Clari and Salesloft announced their merger in early August, the immediate reaction across the market was predictable. Bigger platform. More data. More AI. Another consolidation move in an already crowded revenue technology landscape. Four months later, the more interesting […]
Solution Spotlight: Verto and the AI Thought Partner — Empowering the Accidental Project Manager in a Do-More-With-Less Era
Across the UK public sector, local councils, and the NHS, organizations are facing increasing pressure to deliver more complex programs under tighter budgets. Transformation initiatives are expanding, transparency requirements are growing, and expectations for measurable outcomes have never been higher. […]
The Hidden Cost of AI in Marketing: When Thinking Gets Outsourced
Why critical thinking is becoming marketing’s most valuable skill AI has changed marketing faster than almost any technology before it. In a matter of months, tools like ChatGPT, Copilot, and Claude have made it possible to generate campaigns, content, ads, […]
Why Conversation Intelligence Is Quietly Becoming a Feature, Not a Category
A New Year, a New Set of Field Notes As we head into 2026, we’re kicking off a new weekly series we’re calling GTM Field Notes. These posts are not meant to be definitive market maps or polished frameworks. They are closer to working notes. […]
GTM Innovators: Why AI Is Making Average Marketing Easier and Great Marketing Rarer
AI has made it easier than ever to produce content, launch campaigns, and optimize performance at scale. But has it actually made marketing better? In this episode of GTM Innovators, Kyle James sits down with Joey Lai, B2B Marketing Director at Mastercard, for a candid and […]
Efficiency, Precision, and Discovery: Lessons from Vanillasoft’s Marketing Leaders
As part of our ongoing Go-to-Market (GTM) Research, I recently sat down with Jeannie Zaemes, Senior Vice President of Marketing, and James Bishop, Vice President of Marketing at Vanillasoft, for an open conversation about how marketing and GTM strategies and programs are evolving. Vanillasoft is […]
Research Agenda: 2026 Go-to-Market B2B
Introduction Building on the insights and conversations from the 2025 GTM Research Agenda, this year’s focus deepens our understanding of how efficiency, authenticity, and AI collaboration are shaping modern go-to-market strategies. Through discussions with industry leaders and operators, we’ve identified […]
