Category: 3. Technology — Page 4
A founder of an early-stage SaaS company called me on a Wednesday last spring, asking how to build an ABM strategy from zero. He had $4M in ARR, eight reps, no marketing platform, and a board meeting in seven weeks where he had to commit to a number. He’d...
I get the same call about once a quarter. “We’re moving off Marketo.” Or HubSpot. Or Pardot. Or some hybrid Frankenstack the last marketing ops person stitched together before they left. The conversation always opens the same way. A feature...
I moderated an enterprise GTM panel a few weeks ago. Five operators on stage. Every one of them, independently and unprompted, described the same stall pattern. Pilot launches. Agent handles simple tasks. Summarize calls, draft follow-ups, enrich records. Six weeks...
A PE-backed CEO came to me last fall. He runs a logistics AI company on the side of his other gig running a regulatory firm for medical devices. Smart guy. Operator. He wanted help with ABM, and his team was on a legacy CRM. I walked away. Not because his business...
A mid-market SaaS company came to me last year. HR tech, roughly 180 people total, a 40-person GTM org. AI licensing sat at 87% of the team. Reported active use was 7%. Nine months later, usage across the GTM team was above 60%. ABM pipeline was up 34%. Cycle time on...
A prospect asked me last week what AI GTM consulting costs. Then he asked if we’d do the project for eight thousand dollars. That conversation ended quickly. Not because of ego. Because at that price, what he was actually buying was a deck. He’d walk out...
