Robert Israch

In uncertain markets, buyers aren’t looking for more information. They’re looking for confidence. Market volatility doesn’t kill demand. It just raises the bar. Buyers are weighing risk, seeking consensus, and asking whether your promised outcomes are real enough to defend. Your value story has to travel. It needs to be simple enough to repeat, sharp enough to convince, and specific enough to tie to impact. When sales and marketing align around that story, everything moves faster. 🏃🏻‍♀️‍➡️ Andrea Cenko, Jay Burrous, Catherine Cantwell and I shared our insights on what value-led teams are doing differently. (Link in comments)

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Are VoiceAI companies launching great demos or production-ready Conversational AI APIs? Check out the VAQI benchmark and how it helps answer that question...

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Global B2B buyers are nearly 70% through their journey before they ever talk to sales. It’s a stat that comes up a lot, and from what I’ve seen, it holds up. That early stage of the buyer journey, before there’s a formal conversation, is where so much of the real work happens. Clear messaging, consistency across channels, and real value delivered early make all the difference, especially in the dark funnel. I’ve been thinking about how to help buyers connect the dots faster, especially when marketing multiple products to a single buyer, and how to keep positioning and marketing aligned so it builds trust, not friction. We just kicked off a new fiscal year in May, so this article landed at a good time. Worth a read if you're rethinking your GTM or demand gen approach. https://lnkd.in/gPKDjagy

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Pipeline isn’t just a sales problem. It’s a messaging, positioning, and enablement opportunity. Over the years, I’ve seen Product Marketing consistently accelerate pipeline velocity by: * Equipping sales with differentiated messaging and persona-driven storytelling * Mapping content to each stage of the buyer journey to reduce friction * Arming teams with competitive intelligence that builds confidence and urgency * Aligning go-to-market teams around value, not just features The takeaway? Product Marketing is a force multiplier. When done well, it doesn’t just support the business, it accelerates it. How is your team using Product Marketing to drive revenue right now? #ProductMarketing #PipelineVelocity #SalesEnablement #GoToMarket #RevenueGrowth #MarketingLeadership

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💡 B2B buyers are 80% through their purchase journey before they talk to sales. Your industrial-age GTM strategy isn't built for today's sophisticated buyers. Here's what Precision GTM looks like in action: ✅ AI analyzes hiring patterns, tech implementations, budget signals ✅ Predicts when accounts transition from status quo → active evaluation ✅ Orchestrates the RIGHT motion for each account at the RIGHT time Result? Companies see 40-60% faster deals and 30-45% lower acquisition costs. 🎯 The AI competitive advantage window is NOW. Companies moving in the next 12-18 months will capture disproportionate market share. Are you leading this transformation or getting disrupted by it? 👀 #PrecisionGTM #AIStrategy #SalesTransformation #RevenueOperations

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Most sales teams have the content. What they don’t have is clarity on when and how to use it. That was one of the biggest takeaways from Allego’s recent guide on building a high-impact sales content taxonomy. We’ve relied on taxonomies for years to help reps find the right deck, case study, or ROI calculator. But now, it’s not just about helping humans search. AI is increasingly responsible for surfacing content during a sales cycle. And AI still needs structure. If your content isn’t organized by stage, persona, product, or vertical, your tech can’t help your reps. So yes, taxonomy is still important. Maybe more important than ever. But it’s changing. It’s no longer about just building a clean folder system. It’s about structuring your content so your AI tools can retrieve the right summary or snippet in real time. If your taxonomy isn’t mapped to the buyer journey, your reps and your AI are both guessing! We broke this down clearly in the guide, including examples by sales stage and industry. Let me know if you're interested and I'll shoot it over to you!

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Nearly half of global execs say language barriers have cost their business financially. That’s a problem we’ve been quietly working to solve at Gong for years. And today, we’re excited to make it loud. Introducing #AI Translator: the latest Gong Agent designed to give global revenue teams a shared view of pipeline, performance, and execution, no matter the language spoken on the call. It auto-translates key deal moments and pushes insights into your CRM in your team’s standard language. No rep summaries. No waiting. No nuance lost. Whether your team’s closing in Tokyo, São Paulo, or Berlin, they now have the context they need – in the language they work in. This is what it means to scale smarter.  This is what it means to sell without borders. Learn more in the comments down below. 

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As we've engaged with more + more B2B revenue leaders, patterns emerged where it's transformative for your GTM to have Revenue AI agents that help you understand your best opportunities, then work alongside your team to close them. These patterns center around a complex GTM where solution selling is critical to showcase how you uniquely solve your customers' priorities + challenges. In practice, this shows up as enterprise organizations with: ☑️ Complex suite of products, services, and solutions ☑️ Organic growth, M&As, and partner offerings adding to the complexity ☑️ Direct + indirect channels with elaborate overlays of sellers + partners ☑️ Robust solutions that deliver unique value by vertical / industry ☑️ An internal champion: a transformational leader, catalyst change agent We're seen this time and again, most recently with a Fortune 500 Global technology + services leader who recently doubled down on customer success, aligning their entire GTM to deliver differentiated value with Poggio. Their revenue leaders sought to modernize their account planning to center their GTM on solving key, exec-level challenges. They wanted to elevate their conversations to focus on bigger, more transformational, and strategic priorities for clients, and in the process, unlock new growth opportunities. Sound familiar? It's the story of every modern enterprise B2B revenue leader. Check the link in the comments below to see how this $70B company tapped Poggio’s Revenue AI platform to modernize its account planning and enable sellers to show up smart with tailored, ‘outside-in’ POVs for every client. And see how the company is pioneering the use of enterprise AI to enhance its operations while helping its clients transform to better serve their clients. 

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The evolving B2B tech landscape makes competitive displacement the default path for GTM teams. Simultaneously, it adds new layers of organizational risk, internal scrutiny, and emotional complexity for buyers. We created The Definitive Guide for Competitive Displacement to give GTM teams a smarter way forward—rooted in precise intelligence, not spray-and-pray ABM. Inside, you’ll discover: ▪️ Why traditional competitive intelligence leaves Sales, Marketing, CS, and Product flying blind ▪️ The exact data signals that show which accounts are truly ready to switch — and which never will ▪️ A step-by-step campaign framework for turning competitor intelligence into pipeline ▪️ GTM best practices from strategy to execution ▪️ How to fuse data, content, and activation into a single displacement play The switching window opens for buyers when the cost of staying exceeds the risk of moving. This guide helps you locate that window and act before it closes:

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Your total addressable market doesn't need to be large. It needs to be known. When you know exactly who your buyers are, every channel gets sharper.

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Just finished diving into the Pavilion Benchmarkit 2025 SaaS Performance Benchmarks report, and it's packed with crucial insights for anyone in the B2B SaaS space! A few key takeaways that really stood out: - New Customer CAC Ratio on the Rise: The median New Customer CAC Ratio hit $2.00 in 2024, meaning it costs $2.00 in Sales and Marketing expenses to acquire $1.00 of New Customer ARR. This is a 14% increase from 2023, highlighting a growing challenge in efficient new customer acquisition. - Growth Rates are Declining: Median growth rates decreased to 26% in 2024, down from 30% in 2022 and 27% in 2023. Even top quartile growth dropped from 60% in 2023 to 50% in 2024. - Expansion ARR is Critical: Expansion ARR now represents 40% of Total New ARR, a 5% increase in 2024. For companies with over $50M ARR, Expansion ARR accounts for more than 50% of Total New ARR. - Usage-Based Pricing Outperforms in GRR: Companies primarily using Usage-Based Pricing showed a Gross Revenue Retention (GRR) of 92% at the median, compared to 88% for traditional subscription and hybrid models. Private vs. Public R&D Spend: Private SaaS companies are investing significantly more in R&D, with a median of 34% of revenue, while public SaaS companies invest 23%. It's clear that the landscape is evolving, with a greater emphasis on efficiency and existing customer expansion. Definitely recommend giving the full report a read! https://lnkd.in/duvm-iDw

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In 2026, slow revenue planning is an expensive mistake. Capital is tighter, boards demand measurable ROI, and GTM decisions need to compound. Yet many teams still rely on spreadsheets, siloed tools, or heavyweight processes that delay clarity and accountability. We mapped the revenue planning landscape across four dominant approaches and pressure-tested each on what actually matters: speed, accuracy, alignment, and execution. Read the full breakdown here 👉 https://bit.ly/3YOiUOn #RevenuePlanning #ROI #GTMStrategy

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Want to become a VP of RevOps or COO? Check out this Strategic RevOps Cheat Sheet by Janis Zech – it covers: • 6 Areas for Strategic Impact • Foundations of Strategic RevOps • Quarterly Planning Framework • Key KPIs for Success

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MIT’s recent report found that 95% of enterprise AI pilots fail to deliver ROI, with value trapped in workflows, slow scaling, and misplaced bets in sales and marketing instead of back-office and integration wins. But these are symptoms, not the root cause. The real issue is strategic misalignment, as oftentimes organizations don’t clearly define the kind of bet they’re making. At the core, every pilot is a capital allocation and risk management decision. Pilots fail without clarity on the business angle, hypotheses, and go/no-go criteria. To address this, I’ve developed The Pilot Strategy Framework™, a structured approach to categorizing AI pilots based on their strategic intent and business impact. 1️⃣ Validation pilots - validate feasibility before scaling and committing further resources. 2️⃣ Internal adoption pilots - phased rollout of AI within departments, inside existing workflows, to see if it can unlock ROI. This can often signal market readiness to customers, competitors, investors, and the industry overall. 3️⃣ Customer-facing pilots - test whether existing customers will adopt new AI capabilities and whether it’s commercially safe to scale. 4️⃣ Legacy integration pilots - answer if AI can unlock value in legacy systems. 5️⃣ New product pilots - test whether additional AI offerings can be introduced; offerings that are core or adjacent to our current products and generate new ROI. Each pilot is a bet: upfront decide how much capital to risk, what value it’s meant to unlock, tradeoffs to consider, and the conditions under which you’ll scale or stop. Ultimately, it's about prioritizing the one(s) that provide the most enterprise value. Which pilot types is your organization running, and how are they moving the needle on your business outcomes? I am currently talking to leadership teams to apply this framework to drive clarity and ROI; if your organization is navigating similar questions, I'd be happy to connect. #productstrategy #aistrategy #aitransformation

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Everyone’s experimenting with AI. High-performing GTM teams? They’re operationalizing it. That’s what this new Enablement University course from Highspot is all about. “AI for GTM Leaders” gives you four quick, focused lessons on how to apply AI in the real world—from training to content to coaching. It’s the perfect companion to the AI innovations we recently announced at our Summer Launch: 🧠 Adaptive Learning 📊 Skill Coaching 🎙️ AI Role Play 🤖 Highspot Agents If you’re building an AI strategy that drives performance (not just headlines), this course is a smart place to start. Start learning today 👉 #AI #GTM

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Growth in 2026 isn’t just demand gen. It’s Growth × Product Marketing alignment. The strongest revenue engines I’m seeing right now are built on tight partnership between Growth and PMM. Growth drives pipeline efficiency. Product Marketing drives positioning, differentiation, and sales clarity. When aligned, you get: • Faster sales cycles • Higher ACV • Clearer competitive wins • More predictable revenue AI accelerates execution but positioning still drives conversion. Revenue architecture only works when the story, the market, and the funnel move together. Excited to be leaning deeper into that intersection this year. #GrowthMarketing #ProductMarketing #RevenueMarketing

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When I think about order-to-cash, it's as a holistic ecosystem that requires clear and consistent collaboration across the Company to thrive, scale and execute efficiently. Is your order-to-cash process or unclear ownership slowing down your growth? You’re not alone. Zuora's Modern Finance Leader report found: ❌ 68% of finance leaders say tech gaps are limiting O2C modernization. In SaaS, that jumps to 95%. ❌ 94% of SaaS leaders sometimes or frequently reject non-standard deals due to O2C breakdowns ❌ Scaling usage-based pricing, acquisitions, PLG-to-enterprise shifts are all strained by outdated O2C. The disconnect is real and it's costing you speed, flexibility, and revenue. ✅ Check out the report for more key insights and strategic recommendations: https://lnkd.in/g7wqfSNA

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Focusing on the financial ROI of a sale transforms nearly any buying decision—regardless of how emotional or irrational it may seem—into a clear, rational choice where the customer recognizes undeniable value. When you achieve this, the prospect will effectively lead the sale themselves.

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