The Intelligence Revolution
Most of these signals don't matter. A few matter enormously. The challenge is…
Why Leading Companies Are Investing in Supply Signals to Mitigate Risk and Preempt Disruption
Some of the best companies in the world are now expanding that focus to what we…
The SaaS Revenue Bump Is Real. It’s Also a Trap.
Stephen Messer published a piece this week that every revenue leader selling…
Federal AI Has a Signal-to-Action Problem
What SOF Week reinforced is simple: the next federal AI challenge is turning…
The Real AI Divide Isn’t Automation. It’s Awareness.
If it is observing the same internal data those systems were capturing, you…
The Starting Gun: Why Pre-Intent Signal Intelligence Is the Control Point of Agentic GTM
The companies that win the agentic era in enterprise sales will not be the ones…
GTM Teams Are Missing Revenue That’s Already in Their Accounts
New research from SBI and Polaris I/O tracked 58,000 business evolution signals…
Companies Lose 9% of Contract Value Every Year. Here’s Why Signing Isn’t Enough.
Most companies think risk ends when the contract is signed. That is exactly…
The Three Numbers That Should Be Keeping Every Revenue Leader Up At Night
Sales productivity is flat. GTM costs are up significantly. Revenue…
Why Signal-Based Selling Fails AND What the Best Go to Market Teams Do Differently
The question is why most organizations consistently fail to turn signals into…
Why AI Can’t See Your Best Deals and What the Dark Funnel Really Is
The most valuable opportunities in your pipeline are forming right now in…
From System of Record to System of Action
Enterprise buying rarely begins with vendor research. It begins with business…
LLMs Made Work Faster. Pre-Intent Makes Revenue Teams Smarter.
There is a productivity revolution happening inside every software company…
The Dark Funnel Is Not Dark. You’re Just Looking Too Late.
Most Global 2000 revenue teams are still waiting for intent data to light up…
Why I Joined Polaris I/O: From Propensity Models to Pre-Intent Signals (And Why It Matters for B2B Sales)
After learning propensity modeling at Vista Equity Partners, building these…
The Bloomberg Terminal for Private Equity: How Pre-Intent Intelligence Gives You the Heads Up
By the time revenue problems surface in quarterly board presentations,…
The Rise of the Commercial Insight Strategist: Why This Is the Future of Sales Development
Sales development didn’t break from lack of activity—it broke from lack of…
Speed to Need: Why Context Is the Missing Ingredient in Predictable Pipeline
In a world saturated with AI, automation, and “more signals,” the real…
The One Thing That Separates Good Account Teams from Great Ones
This isn’t a productivity problem—it’s a business model problem. When reps…
