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 […]
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. […]
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 […]
Zero Trust in the Age of AI: Why Enterprise Security Principles Are Becoming the Blueprint for Digital Trust
As enterprises wrestle with how to adopt AI responsibly, they’re rediscovering the same lesson cybersecurity mastered years ago: trust must be earned, verified, and continuously monitored. The Trust Recession in Technology I recently had the opportunity to sit down with […]
The New Rules of Discoverability: Michael Cole on GEO, Partnerships, and Authentic Content
If 2023 was the year marketers started experimenting with AI, 2025 is the year it starts rewriting the rules of how buyers discover, trust, and choose brands. In this new episode of GTM Innovators, I sat down with Michael Cole, […]
Anatomy of a Decision: Right-Sized ABM – How Cohere Health Chose the Perfect Platform for Their Team
B2B marketing is undergoing a recalibration. The days of chasing MQLs as the north star are giving way to strategies rooted in precision, orchestration, and meaningful engagement across entire accounts. For Brianna Miller, Director of Demand Generation at Cohere Health, […]
Why Analyst Relations Is the Hidden Trust Engine in Your GTM Strategy
In today’s high-stakes world of B2B go-to-market strategy, trust isn’t just a soft skill. It is a strategic advantage. Whether you’re launching a new product, entering a crowded category, or navigating a competitive landscape, the ability to earn and project […]
OneSource Article: Driving AI Readiness with Unstructured Data – A Look into CalibrAIte’s Impact
As organizations race to operationalize AI, a key barrier remains: unstructured data. Emails, chats, voice recordings, and social media are rich in insights—yet difficult to mine without the right tools. That’s where CalibrAIte, a solution by OneSource, enters the equation. […]
How to Stop Wasting SMS: Lessons on Trust, Timing, and Texting from Textdrip’s CEO
In an era where inboxes are overflowing and attention spans are shrinking, SMS has quietly emerged as one of the most effective yet misunderstood tools in a modern go-to-market (GTM) team’s arsenal. In our latest GTM Innovators episode, I sat […]
The New Digital Enterprise: How AI, Automation, and Consolidation Are Reshaping the Future of Work
In today’s hypercompetitive landscape, organizations across industries are under pressure to move faster, work smarter, and do more with less. The digital enterprise of 2025 is no longer just about adopting the latest technology; it’s about orchestrating that technology to […]
What Mark Kilens Wants Every GTM Leader to Know: Craft, Collaborate, Educate
The latest episode of GTM Innovators features a candid, insightful conversation with Mark Kilens—VP of Marketing at EasyLlama and Founder of TACK. If you know Mark, you know he doesn’t pull punches. In this episode, he shares what he believes […]
VanillaSoft Webinar: Why Cold Calls Burn Bridges: And Hot Calls Build Relationships – July 10th @ 12pm Eastern
Date: Thursday, July 10th Time: 12:00 PM ET, 9:00 AM PT In today’s sales environment, cold calls aren’t just ineffective—they’re a liability. Buyers are flooded with impersonal outreach, and the “spray and pray” approach is more likely to burn a […]
Solutions Spotlight: Rethinking What Enterprise eCommerce Really Means
How OroCommerce is helping B2B organizations modernize workflows, consolidate tech stacks, and redefine what it means to sell online “So if I’m engaged in a CPQ process via email or a quick chat, and I send over a quote, is […]
Crayon Blog: A Smarter Way to Compete – How AI Is Reinventing Competitive Intelligence
In a world where two thirds of sales opportunities are competitive—and those opportunities close at 5x the rate of non-competitive ones—competitive intelligence (CI) is a necessity. Yet most companies aren’t just underperforming—they’re flying blind. That’s why Crayon’s Jon White, SVP […]
The Hidden Risks of AI: John Baldino on Bias, Empathy, and Smarter Adoption
In the latest episode of GTM Innovators, I had the pleasure of hosting John Baldino, President of Humareso and co-host of the But First Coffee Podcast. Our conversation tackled some of the most critical topics organizations must consider as they […]
Reinventing Coaching, GTM Outcomes & AI Design for the Frontlines – A Conversation with Scott Newman
When you think about how AI is transforming the world of go-to-market, your mind probably jumps to sales tools, marketing automations, or maybe even predictive analytics. But in the latest episode of GTM Innovators, I had the chance to sit […]



