This blog shares thoughts and insights on seeing your business from the outside in, through customers, markets, and real commercial signals. It focuses on clearer priorities, better decisions, and sustainable growth.
Why Account Data Clouds Need an Orchestration Layer
December 1, 2025
Many B2B companies have worked hard to build an account data cloud--a single place where CRM, ERP, product, support, and billing data finally come together. It gives leaders the visibility they’ve been missing and makes reporting, forecasting, and segmentation far more reliable.
Revenue Action Orchestration: What to Look For
December 1, 2025
Revenue action orchestration is the process of turning unified account-level data into coordinated actions across marketing, sales, and customer success. It gives revenue teams a shared source of truth and ensures that every next step--from outreach to retention--is based on the same intelligence.
The Hidden Cost of Siloed Sales Processes — And Why Modern Revenue Teams Can’t Afford Them Anymore
December 1, 2025
Despite all the investment in CRM systems, automation, and sales playbooks, most revenue teams today are still held back by a familiar, silent killer: siloed sales processes.
Why Your Revenue Predictions Keep Letting You Down
November 25, 2025
Revenue forecasts should give leaders confidence. Instead, they often create frustration. Even with strong CRM data and experienced teams, many organizations still miss targets--not because of effort, but because of flawed assumptions.
How Leaders Use Potential Modeling to Prioritize Accounts
November 25, 2025
Enterprise revenue leaders face a familiar challenge: understanding where to focus resources for the greatest possible return. With thousands of accounts, complex product portfolios, and increasing pressure for predictable growth, it’s easy to misallocate effort—over-investing in saturated accounts while overlooking segments with far greater upside.
What Is Potential Modeling? A Practical Guide for B2B Revenue Teams
November 25, 2025
Most B2B revenue teams agree on one thing: they need clearer visibility into where growth will come from. Traditional forecasting, CRM reports, and whitespace views help, but none of them answer the strategic question leaders struggle with most:
Revealing Hidden Expansion Potential
November 25, 2025
Revenue growth is rarely blocked by a lack of opportunities. Instead, most enterprises struggle because their most valuable opportunities remain hidden in plain sight. Leaders often depend on historical billing data or pipeline heuristics to identify where expansion might occur, but these signals rarely reveal the full picture.
Why In-House Potential Models Often Fail (And How to Avoid It)
November 25, 2025
Many enterprises attempt to build their own potential modeling systems. They have the data, the technical teams, and the desire to avoid vendor dependency. On paper, the logic is sound. In practice, most internal models fail. It's not because of lack of effort, but because of structural limitations that prevent accuracy, adoption, and long-term trust.
The Whitespace Advantage Your Revenue Team Might Be Missing
November 18, 2025
For many CROs, whitespace analysis feels like a checkbox exercise involving an endless sea of spreadsheets, inconsistent classifications, and hopeful guesses about where to grow next. But despite the promise of untapped opportunity, most whitespace analysis falls short where it matters most: turning visibility into action.
What is cross-selling and how it helps your company to sell more, retain customers and improve customer lifetime value
November 18, 2025
Fundamentals Let's first establish what cross-selling really is: Selling new offerings to existing customers. It is about deepening and extending the customer relationship to new offering areas and use cases (=Jobs-to-be-done). This means the individual customer is buying more, their ARPA (Annual Revenue Per Account) grows, their engagement with your company widens and your collaboration becomes deeper. This is why cross-selling has a retaining influence; the customers that are using wider range of your offerings and services are likely to stay longer as your customer and become less vulnerable to errors or pricing changes. Combined, both the annual billing value of your customer and length of your customer relationships grow, increasing the lifetime value of your customer relationships.