Northwind folds its SDR team into marketing
The company says shorter buying cycles made a separate outbound function hard to justify. Former team members describe a rushed transition.
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How we cut lead routing from days to minutes with three rules
We had forty routing rules and nobody understood them. We now have three, and fewer leads fall through.
Why SDR-to-marketing reorganizations keep happening, and what the evidence does and doesn’t say
The logic is tidy. The evidence that it improves pipeline is thinner than the announcements suggest.
Contoso adds a usage-based tier; seat contracts unchanged until renewal
Existing customers keep per-seat pricing through their current term, the company said.
I manage SDRs. Here’s my honest take on AI-written outbound.
It made my team faster at the part that mattered least. Here’s where we use it now and where we stopped.
Fabrikam opens its partner marketplace to third-party GTM apps
Developers can list integrations starting next month; revenue share terms have not been published.
Usage-based pricing moves the forecast problem; it doesn’t remove it
You trade seat-count uncertainty for consumption uncertainty. Whether that’s better depends on what you can see.
Ask the community: how do you handle territory carve-ups mid-year?
We’re adding four reps in Q4. Every option I’ve sketched annoys someone. What’s worked for you?