Speed-to-Pipeline: Why Ramp Time Is the New Competitive Moat
In the six to eight weeks it takes you to hire, onboard, and train one new in-house SDR, your fastest competitor has already booked 12 qualified meetings and is actively working deals. You're a full quarter behind, and the starting gun just fired. This isn’t a hypothetical scenario. This is the new reality of B2B markets. With product cycles shrinking every quarter and GenAI rewriting the rules of engagement, the battleground is no longer just features or price. It's speed.
Closing the Contract Value Gap with People, AI, and Better Processes
Hearing about the billions being poured into AI-powered legal technologies intrigued me. LegalTech Hub recently identified more than 500 generative AI tools specifically for legal and contracting tasks. The promise was clear: faster processing, quicker sales cycles, and significant boosts in lawyer productivity.
The ‘DIY SDR’ Price Tag: Hidden Costs Most Leaders Miss
“We need more leads. Let’s just build an SDR team in-house. How hard can it be?” At face value, this seems like a rational move: build internally, control outcomes, reduce costs. After all, outbound remains one of the most proven ways to grow pipeline. But beneath the surface, building a DIY SDR function is also one of the most risky plays a GTM leader can make.
What Is Contract Digitization and Why Does It Matter in M&A?
M&A headlines often spotlight the eye-popping deal values and high-profile company tie-ups, making it easy to forget about the real work that takes place behind the scenes. It’s not surprising, given that the M&A market is continuously growing, with a projected 25% year over year increase. In fact, last January and February showed an increase in US deals kick-offs of 5% and 6%, respectively. It’s an ongoing stream of activity, despite the fluctuations, and sectors like technology drives a huge part of the deal flow.
Why AI Won’t Replace Human Legal Expertise (And How It Can Work Together)
During a talk I gave earlier this year on AI and dispute resolution, a question from the audience stuck with me: "How do you see legal AI tech tools like predictive analytics for litigation being adopted in civil jurisdictions where there’s no doctrine of stare decisis and where the judiciary and many law firms still operate with outdated technology?"