go-to-market

Designing your revenue stack in the age of Agentic AI: A new blueprint

11 years ago, I created an Inside Sales Technology Landscape.

Apr 29 • Nicolas De Kouchkovsky

Beyond the demo: The new playbook for AI success

I continue to reflect on last year’s learnings, and today I want to discuss the evolving role of pilots.

Feb 17 • Nicolas De Kouchkovsky

Should software vendors ditch seat-based pricing?

Last month at the KeyBanc/Mosaic Summit, one theme dominated my conversations with investors: the shift from legacy SaaS per-seat pricing to…

Sep 16, 2025 • Nicolas De Kouchkovsky

The rise of GTM Engineers

Back in 2018, I found the typical sales-to-sales ops ratio to be around 25:1

Mar 6, 2025 • Nicolas De Kouchkovsky

Untangling the TAM, SAM, SOM and ICP alphabet soup

The technology industry increasingly relies on TAM (Total Addressable Market) and ICP (Ideal Customer Profile) terminology.

Feb 28, 2025 • Nicolas De Kouchkovsky

Building a signal-based system

Signal-based selling is the latest industry buzzword, but it's causing confusion.

Aug 5, 2024 • Nicolas De Kouchkovsky

Challenging Conventional Go-To-Market Beliefs

I had a stimulating discussion with Craig Rosenberg and Matt Amundson – two sharp minds deeply knowledgeable about their domains and the industry.

Apr 29, 2024 • Nicolas De Kouchkovsky

Beyond spray-and-pray: The rise of signal-driven sales

Outbound prospecting has been facing increasing headwinds.

Feb 6, 2024 • Nicolas De Kouchkovsky

Weathering the headwinds: how sales teams are adapting to outbound's decline

Make no mistake—the decline in outbound response rates in 2023 has dealt a heavy blow, forcing sales organizations of every stripe to make difficult…

Dec 15, 2023 • Nicolas De Kouchkovsky

Beyond recovery: the SaaS market won't be the same anymore

As we plan for 2024, all eyes are focused on the macro environment.

Nov 12, 2023 • Nicolas De Kouchkovsky

Marketplaces are getting really big

Amazon Web Services (AWS) celebrated the 10th anniversary of its marketplace at re:Invent.

Dec 8, 2022 • Nicolas De Kouchkovsky

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