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 […]
Video: The Hidden Reason No One Is Winning in B2B Tech Right Now
Most software and technology providers are not losing because of market conditions. They are losing momentum because they are stuck in a cycle of constant planning, reorganization, and strategic resets. In this video, Nicholas break down what we are seeing […]
Model Context Protocol Is Becoming The New Interface Between Revenue Data And AI Execution
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 […]
The Quiet Death of the SDR: Why Some GTM Teams Are Letting Marketing Reclaim the Pipeline
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 […]
The Hamster Wheel of Reorganization: Why Solution Providers Are Struggling to Win
In today’s software and technology landscape, one question continues to surface in our conversations with vendors and service providers: who is truly winning? Historically, this was a relatively straightforward question to answer. There were always clear market leaders, organizations that […]
Anatomy of a Decision: When Marketing Owns the Pipeline – How Fuel50 Rebuilt Its Go-to-Market Operating Model
From Alignment to Elimination For years, B2B companies have tried to solve the same problem: how to get sales and marketing aligned. Fifteen years ago, when I was at HubSpot, we called it smarketing. Weekly meetings, shared definitions, handoff agreements. […]
Market Alert: Inside Conga’s Purple Pivot – A B2B Rebrand Done Right
I was at Conga Connect 2026 last week and had the chance to witness something you don’t see very often in B2B technology. A brand redesign revealed live to customers. Not teased on social media. Not rolled out quietly through […]
Infographic: How One Company Rebuilt a Fragile SDR Engine with Apollo.io
This 3Sixty Insights infographic examines how one organization rebuilt a fragile SDR engine after realizing that its outbound motion had become overly dependent on email and weighed down by a costly “Franken-stack” of tools such as ZoomInfo, Groove, and Gong. […]
Infographic: 3x Pipeline, 80% Lower Costs – Rethinking the Modern Sales Stack
This infographic, based on analysis from Kyle James, examines the hidden cost of the typical “Franken-stack” sales environment where multiple disconnected tools handle data, engagement, calling, and analytics. This fragmentation creates a significant productivity drain as teams spend hours each […]
Is CRM Becoming Infrastructure?
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 […]
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 […]
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 […]
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 […]
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, […]
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 […]