I was super early at HubSpot, a first one hundred employee. I watched the company go public. I used some of the gains from that IPO to put a down payment on my house. It was one of those rare moments where a long bet actually paid […]
Infographic: California Compliance – What’s the Difference and Why It Matters
California is increasingly operating under labor structures that require employers to manage compliance with far greater precision than federal standards alone. Higher minimum wages, daily overtime thresholds, and strict meal and rest break requirements mean compliance is no longer just […]
Is CRM Becoming Infrastructure?
A Quiet Migration Play Reshaping GTM For more than two decades, CRM has functioned as both the filing cabinet where structured customer data lives and the desk where go-to-market work gets done. If you wanted visibility, you logged into CRM. […]
Rethinking Recurring Revenue: Why Customer Retention Is the Real Growth Strategy
Kyle James and I recently had a conversation with Zuora, one of the early pioneers and leading platforms in subscription-based billing. They have spent more than a decade helping organizations operationalize recurring revenue models. What stood out in our discussion […]
Nicole Roberts Contributes Analyst Perspective to HR Voices 2026 Compliance Report
As HR compliance grows more complex in 2026, Nicole Roberts, Principal HR Industry Analyst at 3Sixty Insights, emphasizes a critical reality: compliance technology is only as effective as the expertise guiding it. In the HR Voices: 2026 Regulatory Transformations and […]
Research Agenda: Workforce Strategy, HR Enablement & HR Technology in an AI-Augmented World
Analyst Overview Nicole brings more than 20 years of senior HR leadership experience, including serving as Chief People Officer and the first HR executive at several high-growth, private-equity–backed, and multi-site organizations. She has built HR functions from the ground up, […]
From Data Abundance to Decision Scarcity in Sales Intelligence
Sales teams have more data and more recommendations than ever. What they have less of is confidence in what to do next. Across GTM organizations, a consistent pattern is emerging: sales intelligence systems are excellent at surfacing signals, but far […]
Anatomy of a Decision: How One Customer Rebuilt Its Entire SDR Motion with Apollo.io
For most B2B SaaS companies, the SDR function is the daily engine of pipeline creation. For one Apollo.io customer, that engine had become fragile: over-reliant on email, constrained by tool sprawl, and misaligned with how modern buyers actually want to […]
Revenue Orchestration Is Replacing Point Solutions as the Unit of Value
Over the last year, one of the strongest signals emerging from ongoing GTM research has been a clear shift toward efficiency. Not incremental efficiency, but structural efficiency. GTM teams are under pressure to do more with fewer tools, fewer handoffs, […]
Analyst Insight: Beyond Contact Data – How Apollo.io Is Rewiring the Sales Stack for the Efficiency Era
For years, Apollo.io was seen primarily as a data vendor. Most people who knew the name placed it next to ZoomInfo and Clearbit, assuming it was another place to find company and contact records. That framing made sense at the […]
#HRTechChat: Do More With Less Is Breaking Managers (and What to Do About It) — with JD Dillon
In this episode of #HRTechChat, Dylan Teggart is joined by JD Dillon—advisor, speaker, and author of The Modern Learning Ecosystem—to unpack the “do more with less” reality shaping work in 2026 and why managers are taking the brunt of it. […]
Quietly Becoming the Differentiator in GTM
There is a reason sales reps still exist. There’s also a reason brands continue to rely on founders, executives, employees, and even public figures to carry their message. From celebrities lending credibility to consumer brands, to founders and operators becoming […]
Monthly Research Recap | January 2026
Recent Research: Market Alert: Four Months In – What’s Really Taking Shape at Clari and Salesloft Four months after announcing their merger, Clari and Salesloft are signaling a disciplined, customer-first approach that prioritizes long-term value over rapid consolidation. Rather than […]
Are GTM Teams Vibe Coding Before They Commit to Platforms Like Gainsight?
In many cases, GTM software underdelivers not because it lacks capability, but because teams commit to it before they are operationally ready to absorb it. That observation has been coming up with increasing frequency in recent conversations with customer success leaders, RevOps teams, and […]
HR Must Speak the Language of the Business or Be Excluded from the Decisions That Matter
HR leaders are not lacking insight, empathy, or strategic intent. What often limits their influence is not the absence of data, but the absence of shared language with the executives making organizational decisions. Even when HR has the right information, […]
When Organizational Change Becomes Organizational Damage
Over the past several months, I have been sharing a series of posts and videos focused on what I believe is one of the most troubling issues facing organizations today. It is not change itself. Change is necessary. In fact, […]
Community, Purpose, and the Time AI Gives Back
If you had ten more hours a week starting tomorrow, what would you do with them? Why not start now? A Hundred-Year-Old Warning About the Future of Work In 1930, right in the middle of the Great Depression, John Maynard […]
AI Onboarding Is Becoming as Important as Employee Onboarding
AI is on, but the value is inconsistent. Across GTM teams, AI is everywhere. Copilots draft messages, models prioritize accounts, systems suggest next best actions, and forecasts increasingly rely on machine-driven insight. And yet, a familiar refrain keeps surfacing in […]
The Hidden Cost of Organizational Restructuring: A Caution to Executive Leaders
Early in the year, many executive teams confront what feels like an unavoidable reality: organizational restructuring. Budgets reset. Strategies are revisited. New leadership arrives. Pressure mounts to fix what is not working and accelerate progress toward new goals. On the […]
When Enterprise Social Became the New Press Release Wire
Remember when social media felt creative? When brands experimented in public. When posts sounded human. When the goal was to learn what resonated, not just to avoid what might blow up. Maybe that’s just showing my age, or maybe it’s just having experienced a change in the way brands […]