Growth & Strategy
Growth and go-to-market strategy, from demand generation and distribution to positioning, revenue planning, audience development, and the decisions that drive sustainable momentum.
Anastasiya Trukhina, Head of Reputation in the gaming industry, explains why reputation never produces a revenue number of its own, and why she measures it anyway.
Vantage CRO Nick Hinsley on why revenue teams should prove the system they have is working before adding another tool, hire, or data source to fix the problem.
As agents take over performance marketing and lead gen, WPP's Sascha M. Kimmel says the bow-tie revenue model shows where human teams should redirect their effort.
Demand Generation VP Jordan Decker on the routing logic, shared targets, and background automation that let Tebra be first to the conversation.
The preference for rep-free purchasing jumped six points in a single year, and 45 percent of buyers now bring AI into the purchase itself.
Freemium converts in the low single digits not because the long tail is worthless, but because no one could ever afford to guide it. An autonomous guide changes that arithmetic all the way down the funnel.
The AI-forward revenue orgs in ICONIQ's 2026 GTM benchmarks beat their peers on quota attainment by a margin small enough to dismiss, and the dismissal misses the real break sitting in the same data.
Casey George, Chief Revenue Officer at monday.com, says one of his account executives handed prospecting to a four-agent system he built and named Pantheon.
HubSpot CMO Kipp Bodnar says the marketing that works now learns inside the campaign rather than after the results arrive.
James Roth, Chief Revenue Officer at ZoomInfo, says agents are running first-round vendor evaluation. That changes what a go-to-market motion has to satisfy.
New survey data and a Gartner study of 350 firms suggest the AI headcount story was never about replacement, and the winners are redeploying instead.
Gartner finds 69 percent of buyers spot mismatches between what sellers say and what the vendor's own site claims, and mistrust follows them into the deal.
Gartner finds 73 percent of buyers actively avoid suppliers over irrelevant outreach, just as AI tooling industrializes the volume.
The rarest skill set in revenue, technical depth combined with the ability to sell, has quietly become the bottleneck in complex deals.
Anastasiya Trukhina, Head of Reputation in the gaming industry, explains why reputation never produces a revenue number of its own, and why she measures it anyway.
Vantage CRO Nick Hinsley on why revenue teams should prove the system they have is working before adding another tool, hire, or data source to fix the problem.
As agents take over performance marketing and lead gen, WPP's Sascha M. Kimmel says the bow-tie revenue model shows where human teams should redirect their effort.
Demand Generation VP Jordan Decker on the routing logic, shared targets, and background automation that let Tebra be first to the conversation.
The preference for rep-free purchasing jumped six points in a single year, and 45 percent of buyers now bring AI into the purchase itself.
Freemium converts in the low single digits not because the long tail is worthless, but because no one could ever afford to guide it. An autonomous guide changes that arithmetic all the way down the funnel.
The AI-forward revenue orgs in ICONIQ's 2026 GTM benchmarks beat their peers on quota attainment by a margin small enough to dismiss, and the dismissal misses the real break sitting in the same data.
Casey George, Chief Revenue Officer at monday.com, says one of his account executives handed prospecting to a four-agent system he built and named Pantheon.
HubSpot CMO Kipp Bodnar says the marketing that works now learns inside the campaign rather than after the results arrive.
James Roth, Chief Revenue Officer at ZoomInfo, says agents are running first-round vendor evaluation. That changes what a go-to-market motion has to satisfy.
New survey data and a Gartner study of 350 firms suggest the AI headcount story was never about replacement, and the winners are redeploying instead.
Gartner finds 69 percent of buyers spot mismatches between what sellers say and what the vendor's own site claims, and mistrust follows them into the deal.
Gartner finds 73 percent of buyers actively avoid suppliers over irrelevant outreach, just as AI tooling industrializes the volume.
The rarest skill set in revenue, technical depth combined with the ability to sell, has quietly become the bottleneck in complex deals.
Anastasiya Trukhina, Head of Reputation in the gaming industry, explains why reputation never produces a revenue number of its own, and why she measures it anyway.
Vantage CRO Nick Hinsley on why revenue teams should prove the system they have is working before adding another tool, hire, or data source to fix the problem.
As agents take over performance marketing and lead gen, WPP's Sascha M. Kimmel says the bow-tie revenue model shows where human teams should redirect their effort.
Demand Generation VP Jordan Decker on the routing logic, shared targets, and background automation that let Tebra be first to the conversation.
The preference for rep-free purchasing jumped six points in a single year, and 45 percent of buyers now bring AI into the purchase itself.
Freemium converts in the low single digits not because the long tail is worthless, but because no one could ever afford to guide it. An autonomous guide changes that arithmetic all the way down the funnel.
The AI-forward revenue orgs in ICONIQ's 2026 GTM benchmarks beat their peers on quota attainment by a margin small enough to dismiss, and the dismissal misses the real break sitting in the same data.
Casey George, Chief Revenue Officer at monday.com, says one of his account executives handed prospecting to a four-agent system he built and named Pantheon.
HubSpot CMO Kipp Bodnar says the marketing that works now learns inside the campaign rather than after the results arrive.
James Roth, Chief Revenue Officer at ZoomInfo, says agents are running first-round vendor evaluation. That changes what a go-to-market motion has to satisfy.
New survey data and a Gartner study of 350 firms suggest the AI headcount story was never about replacement, and the winners are redeploying instead.
Gartner finds 69 percent of buyers spot mismatches between what sellers say and what the vendor's own site claims, and mistrust follows them into the deal.
Gartner finds 73 percent of buyers actively avoid suppliers over irrelevant outreach, just as AI tooling industrializes the volume.
The rarest skill set in revenue, technical depth combined with the ability to sell, has quietly become the bottleneck in complex deals.
Anastasiya Trukhina, Head of Reputation in the gaming industry, explains why reputation never produces a revenue number of its own, and why she measures it anyway.
Vantage CRO Nick Hinsley on why revenue teams should prove the system they have is working before adding another tool, hire, or data source to fix the problem.
As agents take over performance marketing and lead gen, WPP's Sascha M. Kimmel says the bow-tie revenue model shows where human teams should redirect their effort.
Demand Generation VP Jordan Decker on the routing logic, shared targets, and background automation that let Tebra be first to the conversation.
The preference for rep-free purchasing jumped six points in a single year, and 45 percent of buyers now bring AI into the purchase itself.
Freemium converts in the low single digits not because the long tail is worthless, but because no one could ever afford to guide it. An autonomous guide changes that arithmetic all the way down the funnel.
The AI-forward revenue orgs in ICONIQ's 2026 GTM benchmarks beat their peers on quota attainment by a margin small enough to dismiss, and the dismissal misses the real break sitting in the same data.
Casey George, Chief Revenue Officer at monday.com, says one of his account executives handed prospecting to a four-agent system he built and named Pantheon.
HubSpot CMO Kipp Bodnar says the marketing that works now learns inside the campaign rather than after the results arrive.
James Roth, Chief Revenue Officer at ZoomInfo, says agents are running first-round vendor evaluation. That changes what a go-to-market motion has to satisfy.
New survey data and a Gartner study of 350 firms suggest the AI headcount story was never about replacement, and the winners are redeploying instead.
Gartner finds 69 percent of buyers spot mismatches between what sellers say and what the vendor's own site claims, and mistrust follows them into the deal.
Gartner finds 73 percent of buyers actively avoid suppliers over irrelevant outreach, just as AI tooling industrializes the volume.
The rarest skill set in revenue, technical depth combined with the ability to sell, has quietly become the bottleneck in complex deals.
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Reputation Work Shapes A Buyer's View Before The First Sales Call
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