Insights
Thinking on modern B2B demand generation.
Practical perspectives for technology companies building pipeline in competitive and global markets.
Account targeting · Featured
Relevance over volume: rethinking B2B account targeting
Why a smaller, well-researched account list usually serves technology sellers better than a large, loosely filtered one.
Read article · 1 min readBuying signals
Business signals are context, not proof of intent
Public developments like hiring or expansion can make outreach more relevant. They should never be mistaken for a decision to buy.
1 min read
Global expansion
Building pipeline when entering a new geography
Practical considerations for technology companies testing demand in an unfamiliar market before committing local headcount.
1 min read
Buyer intelligence
Engaging the buying committee, not just one contact
B2B decisions involve several stakeholders. Here is how to think about reaching them thoughtfully.
1 min read
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