Will Potts

Great interview with Cloudera's David Dichmann to unpack why “on prem is the new cloud”. David and Ravit Jain discussed rising cloud costs, data gravity, regulatory pressure, and how Cloudera supports secure AI across hybrid environments. Here's the full interview on #TheRavitShow: https://shorturl.at/L2RM5

13

1 Comment

5 pipeline killers most B2B teams ignore in 2026 You can have the best SDRs. The best tools. The best messaging. And still miss revenue targets. Here’s what’s quietly destroying pipeline performance: 1. Lead-first thinking You’re optimizing for form fills, not account progression. 2. Single-threaded outreach One contact ≠ buying committee. 3. Marketing content that sales never uses If it doesn’t help close deals, it’s noise. 4. No intent prioritization Every account gets treated the same. Big mistake. 5. Activity-based KPIs Calls. Emails. Sequences. But no visibility into buying momentum. Which one of these is hurting your team most? #B2BMarketing #DemandGeneration #ABM #SalesAutomation #RevenueGrowth #GrowthMarketing #PipelineGrowth #RevOps

7

Midyear pipeline panic is real. After digging into the data, I put together this report on why so many teams end up way behind plan and what the top performers actually do to catch up. You’ll find: ✅ Benchmarks for pipeline coverage and win rates ✅ Real examples of territory rebalances and outbound resets ✅ Tactics to tighten execution before Q4 sneaks up If you’re in sales, RevOps, or go-to-market leadership and wondering, “How do we get back on track?” this is for you. Check it out here: https://lnkd.in/gsTpWzJ3 #GTM #RevOps #SalesLeadership

10

1 Comment

❌ Agencies aren’t just expensive. They’re costing you time, talent, and pipeline. The top 5% of GTM talent is off the market in 7–10 days. Agencies take 2–4 weeks to send a shortlist. By then, your competitors already closed the offers. ⚡ In GTM, speed isn’t a luxury. It’s survival. That’s why founders are moving from agency resets → to hiring infrastructure that compounds speed, lowers cost, and fills roles before the market moves. 📖 Read the full breakdown: How Agencies Lose You Top GTM Talent https://lnkd.in/eqHZEDn5

2

Feeling like your ABM program isn’t gaining traction? You’re not alone. And the answer isn’t more plays, tools, or tactics. Most teams hit a wall because they’re missing a clear strategy and the consistency to stick with it long enough to see results. In this Scrappy ABM episode, Mason Cosby breaks down exactly how to build an ABM strategy that works (and keeps working). Tune in: https://lnkd.in/gSHwBvZg

4

Thinking of going upmarket? Few know how to rebuild their ops to support it ZoomInfo did. From 50/50 Enterprise/SMB to roughly 70/30. 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗱𝗲𝗽𝗲𝗻𝗱𝗲𝗱 𝗼𝗻 𝗿𝗲-𝗲𝗻𝗴𝗶𝗻𝗲𝗲𝗿𝗶𝗻𝗴 𝗚𝗧𝗠 - Enterprise was under-resourced - Outbound was set up for SMB - ICP needed to be redefined - Pipeline needed re-composition - Reps needed different kinds of support 𝗝𝗮𝗺𝗲𝘀 𝗥𝗼𝘁𝗵 𝘄𝗮𝗹𝗸𝗲𝗱 𝘂𝘀 𝘁𝗵𝗿𝗼𝘂𝗴𝗵 𝗶𝘁 - James is the CRO at ZoomInfo - He joined us on the GTM Science podcast - And held nothing back 𝗧𝗵𝗲𝘆 𝗱𝗶𝗱 𝗶𝘁 𝘄𝗶𝘁𝗵 𝗔𝗜, 𝗯𝘂𝗱𝗴𝗲𝘁 𝗿𝗲-𝗮𝗹𝗹𝗼𝗰𝗮𝘁𝗶𝗼𝗻, 𝗱𝗮𝘁𝗮 - Fully enriched accounts - Signal-prioritized lists - Signal-validated targeting - Stronger ICP customer base - AI talk tracks per vertical - Enterprise fully resourced 𝗧𝗵𝗲 𝗿𝗲𝘀𝘂𝗹𝘁? 𝟮𝟱 𝗽𝗼𝗶𝗻𝘁 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗶𝗼𝗻 𝗹𝗶𝗳𝘁 The graphic below is the summary. Tomorrow's newsletter is the full breakdown. 𝗪𝗵𝗮𝘁'𝘀 𝗶𝗻 𝘁𝗵𝗲 𝗻𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿 - How they validated which signals actually matter - 3 fixes that led to a 25-point conversion lift - Why they did all of this without a bigger budget If you're thinking about going upmarket, or you've started and the machine isn't keeping up, this one's for you. Subscribe to get it here: https://bit.ly/49RCm0h Or listen on the podcast "How ZoomInfo Re-Engineered GTM to Shift Upmarket" Spotify 👉 https://bit.ly/4b28Nwn Apple 👉 https://apple.co/3y8lch6 ✌️

17

7 Comments

Enterpret's Wisdom MCP server is now live in Claude as an official Anthropic partner connector. Any Claude user on Enterpret can now query their full customer feedback knowledge graph directly in conversation. Support tickets, NPS, Gong calls, app reviews. Plain language in, sourced answers traced to real conversations out. The insight: we recently tested Claude on 25,000 raw feedback records. It spent 80% of its token budget just searching and sorting files, saw about 10% of the data, and misread sentiment by 8x. The output still read like your best analyst wrote it. That's the gap Wisdom closes. Enterpret structures and connects your feedback before AI touches it, so models reason over your full customer context instead of sampling raw files and guessing. In our test, the difference was "performance is the #1 issue" vs. "97 accounts affected, $237M in ARR, three renewals in 90 days."

28

1 Comment

Most GTM teams think they’re creating great sales content. But if your AEs never share it… it’s not helping pipeline. The truth? AEs aren’t scrolling through 14-page decks on mobile. They need something they can send fast — in chats, DMs, and follow-ups — without digging for talking points. Content only works when it’s built for how AEs actually operate: quick angles, swipeable insights, zero friction. When you give reps assets they can use in seconds, you don’t just improve enablement — you increase deal momentum. Because shared content becomes seen content… and seen content drives pipeline. Takeaway: If content isn’t instant, it isn’t used. SaaSili.Digital turns GTM messages into swipe-ready carousels your AEs actually share. #SaaS #GTM #SalesEnablement #B2BSaaS #SalesContent #SaaSMarketing #DemandGen #PipelineGrowth #ContentThatSells #SaaSiliDigital

2

The most impactful success metrics for proactive #observability aren’t always flashy vanity numbers...they’re the ones that drive real outcomes: 🔹 Cost & Revenue (ROI) 🔹 Release Speed / Cadence 🔹 P1 Frequency & Avg MTTR 🔹 Developer & User Adoption (Everything as Code) A great reminder presentation with Matt M. at Observability Sessions Atlanta this afternoon on measure what truly matters 🚀 #GrafanaCloud #O11y Grafana Labs

30

1 Comment

Most go-to-market strategies are built around funnels — pushing prospects through stages until they convert. But customers don’t think in funnels. They think in progress. Jobs to Be Done (JTBD) reframes GTM strategy around what customers are actually trying to accomplish, not just what companies are trying to sell. When every touchpoint aligns with customer progress, growth becomes predictable, repeatable, and sustainable. Our latest thrv blog explores how anchoring GTM in the customer’s job transforms it from guesswork into a measurable growth system. Read it here:

7