News, insights & revenue wisdom

GTM Engineering: Architecting Revenue Systems at Scale

As traditional GTM breaks down, GTM Engineers are building the next generation of revenue systems. Discover how they combine data, orchestration, and metrics to drive efficient growth at scale.

Max

The Rise of the GTM engineer

"How AI-Enabled GTM engineers Are Building the Next Gen of B2B Growth.”

Max

The ultimate guide to ABX

You're probably familiar with ABM or account-based marketing, but you heard about “ABX” and wondered what the hell is this “new” thing?

Max

360-Degree Customer View is Finally Within Reach

The 360 customer view has long been a myth in the GTM world. In this article we break down the evolution of the ecosystem, and why now we’re closer than ever to conceiving it.

Tariq

Business entities: the foundation of your revenue architecture

Essentially, an entity represents an object and its related attributes and relationships.

Max

Centralizing Your Total Addressable Market to streamline sales operations

B2B sales have existed for a while, but outbound has only recently matured to a level of systematization. The most sophisticated companies are leveraging robust data architecture to support their sales effort.

Max

Ditch the Leads Object

THE most divisive issue in RevOps that I’ve come across so far is the Leads vs Contacts debate.

Tariq

Lead Routing 101: A B2B SaaS Guide to Getting Started

‍Lead routing refers specifically to directing potential customers in a way that maximizes their potential for conversion into actual customers

Max

Why the system of engagement is broken?

A system of engagement (SOE) helps organizations communicate, collaborate, and interact with customers and team members.

Max

Nailing Outbound Outreach: Key principles

Outbound sales have become much harder these last few years. Here are the key principles to nail it.

Max

The role of a single source of truth in Sales and Marketing alignment

Max

Losing revenue because of data management issues. Enter the semantic layer

‍the semantic layer is designed to reduce the time and effort needed for data integration, and democratize data access to non technical users.‍

Max

The Comprehensive Guide to TAM Prioritization

According to Chet Holmes, only 3% of any market actively seeks solutions, while 40% might consider switching solutions.

Max

The API is dying

APIs are adept at connecting various systems, however they’re often far from perfect when it comes to ensuring data consistency and reliability across systems at scale.

Tariq

The right approach to B2B Lead scoring

Lead & account scoring ranks those entities in order based on their likelihood of becoming customers

Max

The Role of Cloud Data Warehouses as the New System of Record

the warehouse-first architecture is becoming the favored approach for data-driven organizations.

Max

Unleashing Sales Potential: The Synergy of Sales Ops & Enablement

In the evolving world of sales operations, whether it’s revops or growth ops, the core mission remains consistent: empower and streamline.

Max

Waterfall Enrichment: The secret sauce to maximize enrichment coverage

"As you grow, you need more lead coverage which can only be found across multiple vendors. Waterfall eliminates these pains, and share costs. No-brainer!”

Max

The Rise of DataWarehouse Native apps

‍They are software applications that do not have their own data backend and are just an application layer on top of your company data

Max

What is a Prospect Relationship Management (PRM)?

A prospect relationship management platform is a database made to manage your leads.

Max

Snowflake vs Salesforce - The system of records battle

CRM was the first software to be a SaaS, it was the first software to own a marketplace, and the first software to provide a public API.

Aurelien