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. […]
Solution Spotlight: From Responses to Resolution – Intercom’s Shift to Fin, Its AI Customer System
From AI Feature to Customer System There was a time when customer support software had a clear job: Capture tickets, route them, and help teams respond faster. That model still exists, but it is increasingly misaligned with what customers actually […]
Anatomy of a Decision: How MX8 Labs Selected NetHunt CRM
When Friction Becomes the Signal For most growing teams, the decision to replace a CRM does not start with a formal evaluation process. It starts with friction. At MX8 Labs, that friction had been building for a while. The team […]
Why Some Restaurants Win and Others Struggle
For the better part of the last decade, Wednesdays have followed a simple pattern in my household. Somewhere between the workday winding down and the week feeling just long enough, my family and I head out to dinner. It is […]
Why AI Governance Requires Narrative Alignment
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 […]
Three Signals About the Future of Revenue Execution from Conga Connect 2026
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 […]
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 […]
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 […]