Scott K. Wilder

I rarely make predictions, but... No company founded after 2026 will organically grow to more than 10k FTEs. The leverage of rapid iterative decision loops by teams using best-in-class AI has reached escape velocity over traditional economies of scale.

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CMOs 🤝 CTOs While us vendors often blame other vendors for creating a mess within organizations and bloating a tech stack, the reality is that leadership misalignment is usually the reason it gets out of hand. When marketing and I.T. leaders pull in different directions, teams inadvertently double down on inefficient processes and increased data duplication. IT demands control; marketing demands agility. The result? Both lose. 👎 New on the MessageGears blog: a 90-day alignment plan for CMOs and CTOs to co-own their tech stack. Check it out: https://lnkd.in/eWV9juRA

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What's the ROI of thought leadership and why might our focus on attribution hurt us? One of IBM's CMOs, Cindy Anderson, said it best. "ROI = influence that moves people toward the buying decision, over time. Thought leadership warms the room before you enter it." IBM's research of 4000 C-Suites, avg revenue 29B, found that 87% made a specific purchasing decision within 90 days of consuming thought leadership, part of why we've seen a surge in CXOs joining LinkedIn as their primary delivery vehicle. Pair the above stats with the idea that C-Suites on LinkedIn get an avg of nearly 600% more reach with their content and that brands with execs sharing thought leadership are nearly 90% more trustworthy. Pair that with the baseline strategy we employ of ensuring our LI Exec Branding clients are connected with their customers, and you're creating a drip campaign of thought leadership that gets massive reach and makes massive impact. Pair that with creating an employee advocacy program that reposts executive content to further reach, or uses it as nurture content in your deal cycles. But... 🛑 Buying decisions today are extremely complex, influenced by dozens of conversations across dozens of people you'll never have the privilege of seeing. Your lurkers and entry-level employees and fractionals are sharing your content, but you'll never know it. So, where's the ROI of showing up here? You'll likely never see it, and if you're still looking for direct correlation, your marketing strategy may need a refresh from 2015. The question you have to ask yourself is simple: There's a 24/7 networking event happening on this platform - do you want to be a part of the conversation or not? Your competitors are either on LinkedIn, and you need to catch up, or they're not, and you have a competitive advantage. #samsales

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Accelerating the Effectiveness of Sellers with AI A recent WSJ article, titled “CEOs and Workers See AI Very Differently” notes the radical difference between how employees and executive experience AI. With 40% of employees stating AI saves no time, and C level executives believe AI is saving employees 12 hours or more a week. What’s driving the dissonance? In my experience two key drivers are poorly organized data and legacy, undocumented or partially business processes. Imagine an AI application attempting to be an expert on your home based on videos, pictures and the occasional “to do” list you have in your iPhone. Likely AI wouldn’t create much benefit for you, and would likely jump to wildly inaccurate conclusions, if it is consuming random documented clips of your life. Workplaces are not that different – we have fragmented data and processes that are not comprehensive and never intended to be “how to” manuals to a complete novice (AI). What is the solution? AI requires a strong data and process foundation to reach its full (or even partial) potential. We require intentional, structured initiatives to fundamentally rebuild data foundations with the express objective of accelerating AI. This means most businesses need an evolved data foundation driven by objective definitions and policies that are strongly governed. Even less exciting is taking a completely new view of business processes. I experience far too much time and effort spent automating, with AI, complex ineffective processes that are not achieving business outcomes. Business processes must be reimagined and developed with the intent of achieving an optimal outcome for employees and customers – not automated with AI to achieve faster processing. If you have ever built a new home, the time spent architecting the home, with all the underappreciated mechanical, electrical, and other systems drawings is a lengthy process. The time and money spent grading the land, pouring the footings and foundation can feel like watching very expensive paint dry. We all want to jump to the awesome, fun parts of the build –and achieving the result of moving into a new house! Building a data foundation and reimagining business processes driven by outcomes is not easy, fast or attention-grabbing but much like taking the time to architect the house and build a strong foundation, the discipline and effort will create priceless benefits for employees and customers in the long run.  

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"The AI Fallacy Is Killing Sales Execution" GTM Engine CEO, Robert Moseley IV, shared his perspective with the San Francisco Business Times Everyone's adding AI to their go-to-market motion. In a world where ChatGPT has become the hammer, every revenue challenge looks like a nail. So companies are deploying chatbots everywhere: customer service bots, sales assistance bots, forecasting bots. Here's the uncomfortable truth: adoption rates are dismal. Not because the tech doesn't work, but because chatbots don't do anything unless you prompt them, and prompt them well. Instead of improving your process, they add another process to your workflow. Robert Moseley IV Dominic Cross Lancelot LDN GTM Engine Josh Roten #chatbots #gtm #salesgrowth #AI

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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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