Growth & Strategy | The Revenue Wire

Customer Success Drives More Revenue When Expansion Becomes the Goal

Doug Norton, a Limited Partner at Success Venture Partners, explains how customer success teams turn AI and pipeline discipline into measurable expansion revenue.

July 23, 2026

Reps Crack Government Accounts by Starting With End Users and Building Champions Upward

memoryBlue Senior Public Sector Account Executive Connor Healey on why commercial playbooks fail in government and what precision-first outbound looks like.

July 19, 2026

Consultative Delivery Turns Enterprise SDRs Into Forecasting And Pipeline Partners

memoryBlue Senior Delivery Managers Callum Mercer and Tom Morley on the reporting depth, brand risk, and expansion opportunities that define enterprise account delivery.

July 19, 2026

Forrester Projects Ungoverned AI Will Cost B2B $10 Billion This Year. Governance Is Now a Revenue Strategy.

Forrester projects a $10 billion hit from ungoverned AI this year, and the companies treating governance as a sales advantage will be the ones collecting it.

July 19, 2026

AI-Generated Inquiries Are Flooding CRMs, and Sales Teams Can't Tell Real Buyers From Bots

Your pipeline says demand is up. Your reps say nothing is converting. Both might be telling the truth.

July 19, 2026

The Smartest Build-Versus-Buy Decisions Stop 'Comparing Apples to Pineapples'

Aurelien Mottier, President of memoryBlue, on the hidden costs of internal SDR teams, the empty-seat pipeline problem, and the discipline required for successful outbound.

July 19, 2026

Procurement Agents Are Entering the Buying Process, and GTM Teams Must Now Sell to Machines and Humans at Once

With Gartner projecting $15 trillion in agent-mediated B2B spend by 2028, the buying process is splitting into a machine screen and a human screen, and winning now requires both.

July 19, 2026

Gong Study: Rep Productivity Overtakes Headcount as the No. 1 GTM Growth Strategy for the First Time

For the first time in Gong's research, revenue leaders would rather make the team they have more valuable than make it bigger, and AI users are already 77% ahead per rep.

July 19, 2026

Strategic Logic Separates Lifecycle Teams That Drive Revenue From Those That Automate Noise

CRM veteran Milica Markovic explains why lifecycle teams that lead with strategic logic outperform those that lead with tools, no matter how advanced the stack.

June 23, 2026

Sales and Marketing Alignment Comes Down To Shared Targets, Trust, And The SDRs In Between

Catarina Hoch, Global Head of Marketing as a Service at memoryBlue, on aligning marketing, sales, and SDRs around shared revenue accountability as automation reshapes GTM.

June 21, 2026

The B2B Lead Generation Market Looks Uniform, Until Buyers Start Evaluating What's Underneath

The number of companies offering outsourced SDR services has grown dramatically, but the factors that determine whether an engagement builds pipeline or burns budget aren't visible from a capabilities page.

June 22, 2026

Built for the People Carrying the Number: A Letter From the Editor-in-Chief

We lead with news, data, and what it means for your number. We're opinionated when the numbers back it up. And we'll tell you when a tactic everyone's praising won't actually move your pipeline.

June 9, 2026

Enterprise Technology Players That Expand Into Ecosystems Build Retention Moats Point Solutions Can't Match

Enterprise sales veteran Vittoria Nicastro explains why platform consolidation, subscription economics, and ecosystem depth are replacing point solutions as the dominant growth strategy.

June 9, 2026

As AI Compresses Feature Parity, Adoption Confidence Becomes The Defensible Moat

Dhivya Venkatesan, Head of GTM at Signeasy, on targeting the SMB and mid-market buyers CLM vendors overlook.

June 9, 2026

Localized Proof Points and Cultural Understanding Separate Successful International Expansion From Wasted Spend

Hannah Allen, Senior Managing Director at memoryBlue, breaks down why cultural buying behavior determines whether B2B companies scale or stall in new international markets.

June 9, 2026

Goal Clarity, Cross-Functional Alignment, and Thorough Follow-Up Turn B2B Events Into Pipeline Engines

LaShanda Jackson, Founder and CEO of No Ceiling Collective, shares why fewer events done exceptionally well produce more pipeline than a packed calendar without the systems to follow through.

June 9, 2026

If 2026 Is the Year of Execution, the Missing Skill Is Commercial Fluency in Governance

Lawrence Roberts, Senior Global Manager for Strategic GTM Enablement at TD SYNNEX, explains why enterprise AI deals now hinge on governance and compliance fluency as opposed to feature set.

June 9, 2026

The Publishers Surviving the AI Traffic Collapse Are The Ones With Vertical Data Nobody Else Has

Alex Distadio, Vice President of Global Publisher Development at Doceree, explains why publishers must pivot to a content factory model and leverage first-party data to survive the AI-driven traffic plunge.

June 9, 2026

Marketing and Sales Are Rewiring GTM by Getting Back to PLG Fundamentals

Joel Eilat, Product Growth Consultant and Owner of Everything Product, explains why over-indexing on churn undermines the PLG and retention strategies modern B2B SaaS actually needs.

June 9, 2026

Controlled Pilots and AI-Driven Margins Are Reshaping How Revenue Organizations Scale

memoryBlue President Aurelien Mottier explains why the growth-at-all-costs era is dead, urging revenue leaders to trade reckless scaling for disciplined, ROI-validated GTM pilots.

May 8, 2026

Companies Still Hiring for Channel Optimization Are Missing the Cross-Functional Growth Leader They Actually Need

Jeffrey Rufus, Head of Growth at Where's Wade, explains why growth leadership in 2026 is about systems architecture rather than channel optimization, urging CEOs to embrace the friction required to unlock revenue.

May 8, 2026

Marketing Data Leaders Set Effective Baselines When Personalization Isn't Possible

Derek Caramella, VP and Marketing Data Analysis Manager at Citizens, discusses how marketers can use consistent behavioral baselines when personalization isn't an option.

May 8, 2026

95% Of B2B Leads Are Like Unripe Avocados. Patience And Generosity Win The Business When They Ripen.

Sam Faillace, VP of Marketing at Paramark, makes the case that generosity and patience supported by disciplined AI automation are the real pipeline engines in an era where every brand sounds the same.

May 8, 2026

How GTM Engineering Replaces Mass Outreach With Context-Driven Revenue Systems

Andreas Wernicke, Founder and Chief Context Officer of Snowball, argues that context is king when it comes to AI personalization at scale, and it's up to GTM engineers to go beyond automation to build relationships.

May 8, 2026

Growth Hires Thrive When Leaders Protect Experimentation Over Perfect Measurement

Nick Malekos, Head of Demand Gen & Growth at Cyberbit, explains why growth roles fail when hired as rescuers, urging leaders to trade rigid attribution for an experimentation-first mindset.

April 28, 2026

Replacing Fire Drills With Structured Frameworks Turns At-Risk Accounts Into Expansion Opportunities

ClearPath CX Founder Mark Bernardin explains why successful account recovery requires trading reactive firefighting for stakeholder alignment and long-term program resiliency.

April 28, 2026

Building Process Before Pipeline Is What Separates Consistent Growers From Teams Playing Catch-Up

OpenBrand VP of Marketing Sidney Waterfall explains why reliable growth requires an operational foundation of retention, shared revenue goals, and data-backed processes over tactical short-term motion.

April 28, 2026

GTM Engineering Gives Revenue Teams The Systems Layer That Accelerates Growth

Kenneth Parkja, Head of Sales and Marketing at Ship.com, explains why marketing must function as a high-accountability revenue engine, using GTM engineering to align brand efforts with sales-driven profit.

April 28, 2026

Dismantling The 'Presence Penalty': Leaders Rethink Who Gets Access To Revenue Roles

Ginna Santy, Executive Director of Women in Revenue, reveals how decoupling work from physical presence creates a flatter, more equitable path to leadership

April 28, 2026

Diagnostic Discipline Lets Brands Break Free From The Quick-Win Marketing Cycle

Gilbert Ramirez Jr., Brand Marketing Manager at Everest Ice and Water Systems, says one of the biggest hurdles to growth is chasing the next campaign without fully understanding the last one.

April 28, 2026

Fixing Your Pipeline Requires Killing Your TOFU Obsession, Says memoryBlue Global Operations Director

memoryBlue Global Ops Director Hannah Allen reveals why the "more is more" sales model is failing and how to pivot SDR teams toward high-intent, revenue-ready pipeline.

April 28, 2026

As Budget Scrutiny Tightens, Radical Intentionality Becomes The Mandate For Marketing Success

PeoplePartners Head of Marketing Andrea Toribio explains why modern marketing leaders must trade the "checklist mentality" for strict budget intentionality and data-backed revenue ownership.

April 28, 2026

Are Common Scheduling Tools Just 'Conversion Killers' Hiding in Plain Sight?

Carolyn Branco, fractional CMO at Startup Growth Factory, says most pipeline problems trace back to slow response times, broken lead routing, and AI-powered outreach deployed without a clear targeting strategy.

April 28, 2026

As More Buyers Self-Educate, Marketing Takes the Lead in Closing More B2B Deals

Egine Nalbandian, Head of Marketing at Sardina Systems, explains how the now-flipped B2B funnel reshapes go-to-market strategy and why human connection still wins.

April 28, 2026

The Great Relayering: SaaS Vendors Rework Pricing As AI Changes Cost Structures

CRO Joseph Daee explains how volatile AI compute costs and commoditized features are shifting enterprise vendors away from paying for access and toward outcome-driven models anchored by hard ROI.

April 28, 2026

By Prioritizing Signal Over Volume, Revenue Leaders Scale Quality Without Amplifying Spam

Aurelien Mottier, President of memoryBlue, outlines how to shift from volume-based pitching to data-backed validation while mastering multi-threaded buying committees.

March 30, 2026

Beyond The Slop: The Future Of Go-To-Market AI Starts with Hyper-Manual Work

Hassan Ferozpurwala, Marketing Operations lead at Mem0, explains why the best GTM teams earn their automation by doing the hard work first.

March 31, 2026

How Data-Driven Planning Turns MDF Programs Into A Measurable Revenue Engine

Poorly managed Market Development Fund programs quietly drain revenue. Kenneth Fox, Co-Founder and CTO of Channelscaler, explains how companies can design programs that turn MDF spending into measurable growth.

March 30, 2026

How AI Is Killing the Traditional 90-Day Sales Ramp-Up

The average B2B sales rep used to take 112 days to reach full quota attainment. Enterprise teams using AI-powered onboarding are doing it in 37.

March 15, 2026

Why the 48-Hour Buying Windows Are Killing Your Pipeline

B2B buyers form their vendor shortlist within 48-72 hours of starting active research. If you're not in the conversation during hours 0-24, you're probably not making the cut.

March 15, 2026

Customer Success Drives More Revenue When Expansion Becomes the Goal

Reps Crack Government Accounts by Starting With End Users and Building Champions Upward

Consultative Delivery Turns Enterprise SDRs Into Forecasting And Pipeline Partners

Forrester Projects Ungoverned AI Will Cost B2B $10 Billion This Year. Governance Is Now a Revenue Strategy.

The New GTM Divide Isn't Whether You Bought AI, It's Whether AI Runs the Workflow or Decorates It

Per-Seat Growth Models Are Running Out of Road as Pricing Shifts to Usage and Outcomes

The Autonomous SDR Experiment Is Over and Now Sales Leaders Are Rebuilding Around Hybrid Motions

AI-Generated Inquiries Are Flooding CRMs, and Sales Teams Can't Tell Real Buyers From Bots

The Smartest Build-Versus-Buy Decisions Stop 'Comparing Apples to Pineapples'

Real AI Transformation Requires Redesigning The System, Not Replacing the Power Source

Quota Attainment Just Hit 46% in the Middle of the Biggest Sales Tech Boom Ever.

Data Finds Seven in Ten Revenue Leaders Now Let AI Inform Business Decisions.

Gartner Finds the Sales Rep's New Job Is Fact-Checking the Buyer's AI

Procurement Agents Are Entering the Buying Process, and GTM Teams Must Now Sell to Machines and Humans at Once

Gong Study: Rep Productivity Overtakes Headcount as the No. 1 GTM Growth Strategy for the First Time

Construction's Hidden AI Liability Is The Authority Gap Behind Polished Outputs

Strategic Logic Separates Lifecycle Teams That Drive Revenue From Those That Automate Noise

Why PE-Backed Growth Requires Sales Leaders Who Turn Individual Success Into Repeatable Systems

Sales and Marketing Alignment Comes Down To Shared Targets, Trust, And The SDRs In Between

The B2B Lead Generation Market Looks Uniform, Until Buyers Start Evaluating What's Underneath

Top B2B Lead Generation Services

In Multi-Stakeholder Deals, AI-Equipped Reps Have More Time To Focus On Earning Consensus

How Sales Teams Train Their 'Rejection Muscle' To Close Deals When AI Can't Do It for Them

A Letter From the Editor-in-Chief of The Revenue Wire

AI-Native Execution Replaces Incremental Tool Adoption as the Defining GTM Capability

Built for the People Carrying the Number: A Letter From the Editor-in-Chief

Enterprise Technology Players That Expand Into Ecosystems Build Retention Moats Point Solutions Can't Match

As AI Compresses Feature Parity, Adoption Confidence Becomes The Defensible Moat

Localized Proof Points and Cultural Understanding Separate Successful International Expansion From Wasted Spend

As AI Absorbs the Education Layer, B2B Websites Must Earn Attention Through Experience

Goal Clarity, Cross-Functional Alignment, and Thorough Follow-Up Turn B2B Events Into Pipeline Engines

If 2026 Is the Year of Execution, the Missing Skill Is Commercial Fluency in Governance

Could AI’s Greatest Value In Sales Come From Helping Human Leaders Escape Data Paralysis?

The Publishers Surviving the AI Traffic Collapse Are The Ones With Vertical Data Nobody Else Has

Marketing and Sales Are Rewiring GTM by Getting Back to PLG Fundamentals

'Lazy GTM Design Wearing An AI Costume' Is No Replacement For Expert Commercial Judgment

AI Theater Gives Way To Real GTM Leverage When Leaders Engineer The Stack Beneath It

Controlled Pilots and AI-Driven Margins Are Reshaping How Revenue Organizations Scale

Pipeline Grows When Sales Teams Optimize for Conversations Over Calendar Invites

Companies Still Hiring for Channel Optimization Are Missing the Cross-Functional Growth Leader They Actually Need

Marketing Data Leaders Set Effective Baselines When Personalization Isn't Possible

95% Of B2B Leads Are Like Unripe Avocados. Patience And Generosity Win The Business When They Ripen.

How GTM Engineering Replaces Mass Outreach With Context-Driven Revenue Systems

Why The 'Marketer-As-Architect' Might Be The Only Path Forward For GTM Leaders In The Age Of AI

Cross-Function AI Enablement Unlocks The Productivity Gains Most GTM Teams Are Missing

AI Isn't Failing Revenue Teams. It's Exposing the Gaps Between Them.

Revenue Teams Tame AI Backlogs With Engineering-Grade Evaluation Frameworks

How To Stop Buying AI Tools and Start Identifying the Workflows That Still Run on Duct Tape

Growth Hires Thrive When Leaders Protect Experimentation Over Perfect Measurement

Replacing Fire Drills With Structured Frameworks Turns At-Risk Accounts Into Expansion Opportunities

Building AI Middleware Beats Buying Off The Shelf For Brand And GTM Teams

Building Process Before Pipeline Is What Separates Consistent Growers From Teams Playing Catch-Up

GTM Engineering Gives Revenue Teams The Systems Layer That Accelerates Growth

Engagement Depth Defines Revenue Success As Volume-First Strategies Hit Their Ceiling

The AI Productivity Trap: Why Automation Is Making Revenue Teams Work More, Not Less

How AI is Inspiring Sales Leaders to Look Beyond Quota to Build a Winning SDR Team

Dismantling The 'Presence Penalty': Leaders Rethink Who Gets Access To Revenue Roles

Marketing Leaders Flip The Funnel As LLMs Take Over Buyer Education

Diagnostic Discipline Lets Brands Break Free From The Quick-Win Marketing Cycle

Fixing Your Pipeline Requires Killing Your TOFU Obsession, Says memoryBlue Global Operations Director

As Traditional CVs Lose Value, memoryBlue Reframes Sales Hiring Around Behavioral Signals

As Budget Scrutiny Tightens, Radical Intentionality Becomes The Mandate For Marketing Success

Are Common Scheduling Tools Just 'Conversion Killers' Hiding in Plain Sight?

As More Buyers Self-Educate, Marketing Takes the Lead in Closing More B2B Deals

How AI is Turning IC Sellers Into Enterprise Orchestration Powerhouses

The Great Relayering: SaaS Vendors Rework Pricing As AI Changes Cost Structures

Dirty Data Slows AI Rollouts as Revenue Teams Rebuild GTM From the Ground Up

AI Verification Unlocks Revenue Growth As Lenders Scale Loan Throughput

PhotoShelter's New AI System 'Celine' Shrinks Weeks Win/Loss Research Down to Hours for Its GTM Teams

memoryBlue CRO On AI Separating Sales Automators From High-Precision Executors

Crawl-Walk-Run Discipline Helps Revenue Teams Separate Scalable AI From One-Off Wins

memoryBlue x Mindtickle Partnership Turns New SDRs Into High Performers, Protecting Margins In A Tightening Market

By Prioritizing Signal Over Volume, Revenue Leaders Scale Quality Without Amplifying Spam

How Enterprises Strip Away GTM Complexity and Open the Door for GTM Engineers

Beyond The Slop: The Future Of Go-To-Market AI Starts with Hyper-Manual Work

memoryBlue + TechCXO Partnership Delivers An Antidote For Broken GTM Strategy Handoffs

How Data-Driven Planning Turns MDF Programs Into A Measurable Revenue Engine

How AI Is Killing the Traditional 90-Day Sales Ramp-Up

athenahealth Just Made AI Agents First-Class Citizens in Healthcare

Why the 48-Hour Buying Windows Are Killing Your Pipeline