Content Marketing Lead
Emily is passionate about creating content that drives business results and builds lasting customer relationships.
Roughly 70% of enterprise deals now require a pilot, and done badly they become free consulting that never converts. Here is the discipline that turns the POC into your highest-converting sales stage.
Usage-based pricing won the argument, then handed the bill to the customer's most anxious moment. 78% of IT leaders hit unexpected SaaS charges in the past year, and bill shock has quietly become a Customer Success problem. Here is the playbook to make a moving bill predictable before it churns the account.
Gartner says 90% of B2B buying will be AI-agent-intermediated by 2028, and Forrester says 1 in 5 sellers will negotiate with buyer bots this year. The machine customer cannot be charmed. Here is how to make your commercial model machine-selectable.
A person's post earns roughly 8x the engagement of your company page, and 64% of decision-makers trust thought leadership over your own product materials. Buyers moved their trust to individual voices; most B2B budgets never followed. Here is the owned-influence playbook for 2026.
Only 9% of B2B buyers trust vendor websites, while 82% trust peer reviews over any claim you make about yourself. Here is why trust has migrated off your owned channels onto review platforms, peers, and AI summaries — and the playbook to win on ground you do not own.
The global average B2B inbox placement rate is just 83.1%, and Outlook has dropped to 75.6% — so a sixth of your email vanishes while your dashboard still says "delivered." Why authentication is only the toll booth, and the five-part framework to reclaim the inbox.
Engaged community members retain 31% better, yet last-click attribution credits community with just 3% of revenue — so it gets cut right before it pays off. Why community is a slow-compounding moat, and the playbook the survivors actually use.
AI has automated the 60-70% of busywork that used to cap a CSM at a dozen accounts, and boards now treat retention as a valuation input. Here is the AI-augmented coverage model replacing the relationship-manager CSM in 2026 — and the headcount-cut trap most teams are about to fall into.
Roughly 40% of stalled B2B deals die because the primary contact left or changed roles, and win rates have collapsed to 19%. Here is why single-threaded deals are a liability — and the multithreading discipline that lifts win rates up to 5x in 2026.
Peer proof is the most persuasive asset in B2B, yet 53% of sellers have lost or delayed deals because they could not surface a reference in time. Here is how to run customer proof like the supply chain it is.
The median B2B SaaS company now spends $2.00 in CAC for every $1.00 of new ARR, sales cycles have stretched to 134 days, and 40% of new ARR is quietly coming from existing customers. Inside the structural rewrite of the land-and-expand operating model — and the four moves the companies pulling ahead are making before 2027 planning.
Sub-one-year B2B SaaS contracts jumped from 4% in 2023 to 13% in 2026, three-year deals dropped from 28% to 23%, and 18% prepay discounts no longer move the needle. Inside the contract-term compression rewiring forward ARR, NRR, and the deal desk.