By: The Marketing Operations Leader
What if lead scoring stopped guessing what a buyer wants and just asked them? Darrell Alfonso traces lead scoring from the email era through the web and model eras, and argues the next version scores stated intent instead of inferred behavior.
What you'll find inside
The piece hands marketing and RevOps teams a concrete way to rebuild lead scoring around what buyers actually say, rather than another round of tuning a black-box model.
Read the full breakdown here for more perspective on where model-based scoring falls short, plus more input on building stated-intent fields into the funnel.
What happens after a GTM engineering build ships? Cliff Simon, CEO of Polaris Ops, has advised more than 20 go-to-market organizations in 14 months, and he says maintenance eats a third of the team's time.
What you'll find inside
The piece leaves you with a practical filter for deciding what a GTM team should build in-house, and a warning about the maintenance cost nobody budgets for.
Read the full article here for more perspective on legacy AI cleanup, plus more input on structuring a RevOps organization around GTM engineering.
By: Uncharted Territory by Gradient Works
What does territory planning look like when it stops being a once-a-year spreadsheet exercise? Hayes Davis lays out a step-by-step guide built for B2B SaaS sales teams heading into 2027 planning season.
What you'll find inside
The guide walks through five stages: aligning on the big strategic questions before touching any data, wrangling the data and analysis that will feed the design, building the initial territory design, gathering feedback and iterating on it with the field, and going live with ongoing support once territories ship. It also covers the geographic, vertical, named-account and hybrid models teams choose between, and how to handle whitespace, account overlap and rep capacity during the build.
You come away with a structured planning sequence to follow instead of starting from a blank spreadsheet, plus a feedback loop for keeping territories current after go-live.
Get the complete guide here for more perspective on the strategic questions to align on first, and more input on gathering field feedback without reopening the whole design.
What changes when a RevOps team builds for AI from the ground up instead of bolting it onto existing workflows? Steve Dinner, VP of Revenue Operations at Owner.com, walks through governing LLM access to Salesforce and treating each workflow as its own small service rather than one monolithic automation.
What you'll hear
Listeners come away with a concrete architecture for AI-native RevOps, built around small, governed pieces instead of one large system to maintain.
Listen to the full episode here for more perspective on governing LLM access safely, plus more input on managing token spend at scale.
"RevOps teams take the blame when the data misses a problem, then spend their weeks fighting the same fires." Arriel Balogun, who built her RevOps background at Twilio and LeanData and now consults through Infinity Elevated, makes the case for designing systems before they fail rather than patching them after.
What you'll hear
Balogun focuses on proactive system architecture over reactive firefighting, covering how to build processes that hold up under growth instead of breaking every quarter. The conversation gets into where data reliability tends to fail first, how to catch design gaps before they turn into recurring fires, and what it takes to shift a RevOps team from constantly patching issues to preventing them.
The episode gives a framework for designing RevOps systems proactively, so fewer fires reach the team's desk in the first place.
Hear the full conversation here for more perspective on catching design gaps early, plus more input on building data reliability into the system from the start.
By: GTM Science - A show for GTM and RevOps leaders
What actually causes go-to-market growth to stall, and what does it take to reverse it? Lou Shipley, a three-time CEO and senior lecturer at Harvard Business School, tells host Rachael Bueckert how he rebuilt Black Duck's sales operations and scaled the company from $20 million to $90 million in four years.
What you'll hear
Discover the full episode here for more perspective on separating product from execution problems, plus more input on fixing SQL definitions before forecasting.
Webinar with Nooks and Vapi | Tuesday, October 6, 2026, 1:00 PM ET | Speakers: Alex Avila (Nooks), Gerard Martelly (Vapi)
Shipping an AI agent is the easy part. What happens after it starts getting things wrong in production?
What you'll see
Register for the full session here for more perspective on balancing accuracy against speed, plus more input on turning agent failures into fixes.
Webinar with Airspeed | Wednesday, October 14, 2026, 12:00 PM ET / 9:00 AM PT | Free | Speakers: Tom Andrews and Chad Boersma, Airspeed
When most vendors ship AI features and development costs keep falling, how should a revenue team decide what to build versus buy?
What you'll see
The session covers how AI is changing vendor evaluation beyond the standard features checklist and RFP, what tips the build-versus-buy decision one way or the other today, and why integration matters more once agents need context spread across multiple systems. It also addresses when a self-serve AI tool adds real value versus just adding another tool to manage.
Save your seat for the full session here for more perspective on evaluating vendors beyond feature lists, plus more input on avoiding tool proliferation.
By: RevGenius
Keynote with Goldcast | Thursday, October 15, 2026, 12:00 PM ET / 9:00 AM PT | Free | Speaker: Sangram Vajre, CEO and Co-Founder, GTM Partners
Is product differentiation really shrinking, and does that make go-to-market execution the real competitive edge in 2027?
What you'll see
The keynote leaves attendees with five specific bets on where GTM is headed by 2027, and a case for treating execution itself as the defensible advantage.
Join the keynote here for more perspective on where AI spend is headed, plus more input on why NRR is becoming the primary growth metric.