News, insights & revenue wisdom

The GTM Control Plane (2026): Why Orchestration Beats Point Automation

In 2026, the winning GTM teams don’t just automate tasks—they orchestrate systems. Here’s the control-plane model: unify context, encode policy, and deploy actions across CRM, Slack, and outbound tools with near-zero revenue latency.

Aurelien

GTM Engineering Playbook 2026: Designing Autonomous Workflows Across the Funnel

GTM Engineering is becoming a core function: teams that encode GTM logic into workflows and agents ship faster with less headcount. Here’s the 2026 playbook: architecture, patterns, metrics, and rollout strategy.

Max

LLM Evals for Revenue Agents (2026): How to Measure Quality, Not Activity

If your AI agents are touching CRM and pipeline, you need evals. This guide explains practical evaluation frameworks for enrichment, routing, research, and outreach—plus how to deploy safely with canaries and segment-level monitoring.

Aurelien

The CRM in 2026: Warehouse-Native, Event-Sourced, and Agent-Operated

CRMs are shifting from being the system of record to being a system of engagement. In 2026, the winning architecture is warehouse-native data, event-sourced customer context, and agents that execute workflows with governance.

Aurelien

AI Agents for Sales Automation: The Complete Guide

Discover how AI agents automate lead qualification, account research, and personalized outreach. Learn implementation strategies, use cases, and ROI metrics for B2B sales teams in 2025.

Max

Automating Sales Research with AI Agents

Build AI research agents that automatically gather company insights, competitive intelligence, and personalization hooks. Includes agent architectures, output templates, and implementation workflows for sales teams.

Max

Building an AI-Powered ICP Engine

Build a dynamic ICP engine that learns from won/lost deals, surfaces emerging segments, and auto-updates targeting criteria. Includes architecture, data requirements, and operationalization workflows.

Aurelien

Business entities: the foundation of your revenue architecture

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

Max

Why Full-Cycle AEs and GTM Engineering Win in 2025

Discover how top GTM teams are replacing BDR armies with lean revenue engines, full-cycle AEs, and AI-powered ops to radically increase pipeline, productivity, and conversion in 2025.

Max

Product-Led Growth Meets Sales-Led Growth: The Hybrid Model

Build a hybrid PLG + SLG motion with product-qualified leads (PQLs), sales assist handoffs, and enterprise layers. Includes PQL scoring models, routing logic, pricing alignment, and organizational structure.

Max

Revenue Latency: The Invisible Tax Slowing Down SaaS GTM

Why the problem in SaaS isn't bad reps, bad tools, or bad leads—it's latency. How top 1% GTM teams are killing revenue latency by embedding logic into their stack and turning intelligence into instant action.

Max

Revenue Operations Guide for Growing Teams

Build a RevOps function that aligns sales, marketing, and CS. Covers org structure, tech stack architecture, process design, metrics frameworks, and 90-day implementation roadmap for B2B SaaS teams.

Aurelien

Reverse ETL for Revenue Operations

Activate warehouse data with reverse ETL: push lead scores to CRM, sync audiences to ad platforms, trigger alerts to Slack. Covers tool selection (Census, Hightouch), sync patterns, and RevOps use cases.

Max

Signal-Based Selling: The New Outbound Playbook

Replace static list outbound with signal-driven selling. Learn to identify, score, and respond to buying signals (intent data, website visits, hiring signals) for 3-5x higher response rates.

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.

Aurelien

The right approach to B2B Lead scoring

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

Aurelien

The Rise of the GTM engineer

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

Aurelien

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

Warehouse-First System of Engagement: Why the Future is Data-Native Operations

Discover why warehouse-first architecture eliminates sync complexity, reduces costs by 44%, and creates a true single source of truth for revenue operations.

Aurelien

Waterfall Enrichment: The GTM Operator's Secret to Golden-Record Data

How to maximize enrichment coverage and accuracy by orchestrating multiple vendors in a strategic waterfall—and make enriched data available wherever your GTM team works.

Max

What is a Prospect Relationship Management (PRM)?

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

Aurelien

What is a System of Engagement? Understanding the Foundation of Modern Revenue Operations

Learn what systems of engagement are, how they differ from systems of record, and why traditional CRM-centric engagement is no longer enough for modern go-to-market teams.

Aurelien

Sales Ops in 2026: From Manual Enablement to Autonomous Revenue Systems

The traditional sales ops playbook is dead. Modern sales ops teams build AI-powered revenue systems that auto-populate CRMs, route leads intelligently, and enable reps with real-time context—not spreadsheets. Here's how the top 1% operate.

Max

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 End of Cold Outbound — Welcome to the Signal-First GTM Engine

Outbound is not broken, it is evolved. The best GTM teams have marketing and sales act as one.

Max

GTM Strategy for B2B SaaS: A Complete Framework

Master the 8-phase GTM framework: market definition (TAM/SAM/SOM), ICP development, positioning, motion selection (PLG/SLG/MLG), channel strategy, pricing, team structure, and metrics. With templates and examples.

Max

Building a Modern Sales Development Team

Build an SDR team for 2025: hiring profiles, org structure, compensation models, tech stack, onboarding programs, coaching frameworks, and career paths. With benchmarks for quota attainment and ramp time.

Max

Full-Cycle AEs vs SDR Teams: Which Model Wins in 2026?

The traditional SDR model is dying. Compare Full-Cycle AE + GTM Engineering vs dedicated SDR teams: economics, real examples (Qobra, Descript, Gorgias), and decision framework for your sales org.

Max

Data Enrichment Strategy: Building Complete Customer Profiles

Build an enrichment strategy: firmographic, technographic, intent, and contact data. Covers waterfall enrichment, provider selection (Clearbit, ZoomInfo, Apollo), refresh cadences, and ROI measurement.

Max

How to operationalize custom datapoints & signals

Why the next generation of GTM teams are building with custom datapoints and live signals. Real operator playbooks and practical steps to operationalize data at scale.

Max

Cargo Is SOC 2 Type II Compliant — Building Trust for the AI Era

Cargo achieves SOC 2 Type II compliance, demonstrating our commitment to protecting customer data and building trust in AI-powered revenue operations.

Aurelien

How to nail your PLG motion in 2025

PLG is back in 2025, but how do you get it right. Learn from the experience of Descript, W&B and a host of Cargo's PLG users.

Max

Rethinking the PLG Funnel

A modern framework for PLG teams to operationalize their flywheel, with clear stages, ownership, and playbooks for each step of the customer journey.

Max

Data Quality Management for GTM Teams

Implement data quality for GTM: completeness rules, accuracy validation, deduplication processes, decay management, and quality scoring. With monitoring dashboards and remediation workflows.

Max

The AI-Led GTM Maturity Curve: From Founder Hustle to Autonomous Growth

AI is no longer a tool, it's a teammate. Every high-performing company starts in chaos and scales toward predictable revenue. This is the GTM maturity curve. The 5 stages every teams go through, the pain points at each, and how AI agents and humans work together to drive growth.

Aurelien

The 4 plays that populate your CRM programmatically

Ad hoc list building is a thing of the past. Your CRM should autopopulate.

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

Building Real-Time Data Pipelines for Sales

Build real-time sales pipelines: event streaming (Kafka, Segment), processing architecture, use cases (hot lead alerts, intent response, PQL routing), and latency targets. With implementation guide.

Max

CRM Data Architecture Best Practices

Design scalable CRM architectures: object models (Account, Contact, Opportunity), field naming conventions, stage design, integration patterns, and governance. With Salesforce and HubSpot examples.

Max

Data Governance for Revenue Teams

Build GTM data governance: ownership models, data dictionaries, access controls, quality standards, and change management. Practical framework for RevOps, not enterprise bureaucracy.

Max

Customer Data Unification: Strategies and Implementation

Unify customer data across CRM, marketing, product, and enrichment sources. Covers identity resolution, account matching, entity hierarchies, golden record creation, and data model design for B2B.

Max

Building a Modern Data Stack for Revenue Teams

Architect a revenue data stack: ETL/ELT tools (Fivetran, Airbyte), data warehouses (Snowflake, BigQuery), transformation (dbt), and activation (reverse ETL). With implementation roadmap and vendor comparisons.

Max

ABM Campaign Orchestration: Best Practices

Orchestrate multi-channel ABM campaigns: trigger design, channel sequencing, sales coordination timing, response branching, and measurement. Includes campaign templates and workflow patterns.

Max

LLM-Powered Lead Scoring: Beyond Traditional Models

Discover how LLMs transform lead scoring with context-aware qualification that processes unstructured data and explains its reasoning. Includes implementation architecture, prompt templates, and calibration strategies.

Max

Enterprise ABM Playbook: Winning Large Accounts

Run 1:1 ABM for enterprise accounts with $500K+ ACV: account planning frameworks, buying committee mapping, executive engagement, custom content creation, and 6-12 month pursuit timelines. With templates.

Max

The Outbound Flywheel Every PLG Team Needs

Once you nailed the PLG motion, you'll need to layer outbound to go up-market and win the accounts that aren't actively shopping for you. Here's are the top 3 workflows you should start with

Max

ABM Sales Alignment: Strategies for Success

Align sales and marketing for ABM success: joint account selection, shared engagement playbooks, coordinated outreach timing, and unified measurement. Includes meeting cadences and handoff processes.

Max

ABM Technology Stack: Essential Tools and Integrations

Build your ABM tech stack: CRM foundation, account data platforms, intent providers, advertising tools, and orchestration layers. With vendor comparisons and integration architecture recommendations.

Max

ABM Metrics and Measurement Framework

Measure ABM success beyond MQLs: account engagement scoring, pipeline velocity by tier, account-level attribution, and ROI calculation frameworks. With benchmark targets and dashboard templates.

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

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

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

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

ABM Personalization at Scale: Strategies and Tactics

Scale ABM personalization without drowning in content: modular content architecture, AI-powered customization, industry/persona templates, and website personalization. Includes effort vs. impact frameworks.

Max

Buying Committee Mapping and Multi-Thread Engagement

Map and engage 6-10 person B2B buying committees: role identification (Economic Buyer, Champion, User, Blocker), multi-threading strategies, persona-specific messaging, and coverage scoring models.

Max

Target Account List Building: Data-Driven Strategies

Build TALs that convert: ICP criteria weighting, lookalike modeling, intent signal integration, tiering frameworks, and quarterly refresh processes. With scoring templates and data source recommendations.

Max

Account-Based Marketing Strategy: The Complete Guide

Build ABM programs that drive pipeline: 1:1 vs 1:Few vs 1:Many tiers, account selection and scoring, content strategy, multi-channel orchestration, and measurement frameworks. With benchmarks and ROI calculations.

Max

Sales and Marketing Alignment Playbook

Eliminate sales and marketing friction with shared ICP definitions, lead handoff SLAs, unified metrics, and meeting cadences. Includes templates for service level agreements and alignment scorecards.

Max

Customer Expansion Revenue: Strategies for Growth

Drive 30-50% of new ARR from existing customers. Covers expansion models (upsell, cross-sell, usage), signal detection, playbook design, team structure, and metrics for B2B SaaS net revenue retention.

Max

International GTM Expansion Playbook

Expand into EMEA, APAC, and LATAM markets successfully. Covers market selection, localization requirements, hiring playbooks, go-to-market adaptations, and common pitfalls to avoid in international expansion.

Max

Channel Partner GTM Strategy for B2B SaaS

Build a partner program that drives 20-40% of revenue. Covers partner types, recruitment, enablement, economics (margins, deal registration), co-selling motions, and scaling from pilot to program.

Max

Outbound Sales Strategy That Works in 2025

Build a modern outbound sales motion with signal-based targeting, tiered personalization, and multi-channel sequencing. Includes SDR metrics, email templates, and 5 proven outbound plays with execution steps.

Max

AI for Revenue Attribution and Analytics

Move beyond first-touch and last-touch models with AI-powered multi-touch attribution. Learn how ML identifies what actually drives revenue across 6-9 month B2B buying journeys with 6-10 stakeholders.

Max

Conversational AI for Lead Qualification

Deploy AI chatbots that qualify leads 24/7 with 21x better response rates. Covers conversation design, BANT/MEDDIC frameworks, routing logic, and implementation patterns for B2B inbound qualification.

Max

AI-Driven Pipeline Management and Forecasting

Improve forecast accuracy from 50% to 78% with AI-powered pipeline management. Learn how to build deal risk detection, probabilistic forecasting, and prescriptive guidance systems for revenue teams.

Max

Prompt Engineering for Revenue Operations

Master LLM prompt design for lead qualification, account research, message generation, and data enrichment. Includes templates, examples, and best practices for RevOps teams using GPT-4, Claude, and other models.

Max

AI Personalization at Scale for Outbound Sales

Learn how to use AI for personalized cold outreach at scale. Covers research automation, insight synthesis, message generation, and quality control—plus templates and patterns that achieve 2-3x higher reply rates.

Max

Multi-Agent Workflows for B2B Revenue Teams

Learn how to build multi-agent AI workflows that automate account research, lead scoring, and outbound sequences. Includes workflow patterns, agent architectures, and implementation examples for B2B sales teams.

Max

Composable CDP for B2B Companies

Build a composable CDP on your data warehouse: architecture components (ingestion, storage, transformation, activation), B2B data models, identity resolution, and reverse ETL patterns. Alternative to traditional CDPs.

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

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