Gurdeep Dhillon

Sierra partnered with Curative to build their AI voice agent that's creating faster, better experiences for members and providers while freeing up their team to focus on what matters most: building deeper relationships

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Great time talking with Vince Quinn, Co-host of Future Fuzz, on one of the most under‑rated, yet business‑critical, topics: the alignment (or misalignment) of sales and marketing teams. We unpack the telltale signs teams are out of sync, why that quietly drains budget and opportunity, and how companies, from scrappy startups to established enterprises, can build disciplined but culture‑driven processes to ensure marketing and sales act as one high‑performing “team.” Key Takeaways -Misalignment shows up in obvious, but sometimes overlooked, symptoms: trade shows where the “wrong” people show up; lead‑gen campaigns with no follow‑up; or marketing activities with no resulting revenue. -Poor ROI isn’t always about a bad strategy, sometimes it’s just bad alignment. Wasted budget is often the result of marketing and sales operating in silos rather than in tandem. -Fixing it requires both culture and systems. It’s not enough to want alignment, you must build repeatable processes (meetings, newsletters, communication cadences) and embed a shared sense of ownership across teams. -Frequent communication is key. Eric recommends regular meetings (weekly or bi‑weekly), public readouts from every functional team, and a shared “company‑wide newsletter” that covers updates across marketing, sales, product, and more. -Transparency and inclusion boost buy-in, engagement and retention. When people across sales and marketing know what others are doing, they feel more connected to the company’s purpose, and are more likely to speak up, contribute insight, or flag risks early. -Alignment benefits far more than the bottom line. When done well, teams work more efficiently, budgets stretch further, employees feel invested and engaged, attrition drops, and the company becomes cohesive, purposeful, and resilient. https://lnkd.in/ggtjigXE Infinidat Vince Quinn Future Fuzz - B2B Marketing Podcast Bill Basinas Tim Dales Ed Walsh Doug Balog Sam Werner Kelly Robinson Susan Martens Michael Flynt Stuart McRae Vladimir Rozanovich Steve Sullivan Doug Stone Jamie Thomas Calline Sanchez Vincent Hsu Denis Kennelly Ross Mauri Denis Vilfort Barry Ader Dan Pearl Ken Steinhardt Priya Doty Mark Wright Jeff Boudreau Philip Sailer Levi Norman Dean Parker David Sawyer Jay Snyder Daniel Campbell Hadley H. Misha Lewis Rangel Andrew Walls Bob Kampe Gail G. Craig McKenna Ian Smith

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Finally, a post that talks about what this “something big is happening” post means for humans. Great suggestions Amy Tunick I think the most important piece is to lean and and experiment. We are all beginners before we are experts.

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MIT’s recent report found that 95% of enterprise AI pilots fail to deliver ROI, with value trapped in workflows, slow scaling, and misplaced bets in sales and marketing instead of back-office and integration wins. But these are symptoms, not the root cause. The real issue is strategic misalignment, as oftentimes organizations don’t clearly define the kind of bet they’re making. At the core, every pilot is a capital allocation and risk management decision. Pilots fail without clarity on the business angle, hypotheses, and go/no-go criteria. To address this, I’ve developed The Pilot Strategy Framework™, a structured approach to categorizing AI pilots based on their strategic intent and business impact. 1️⃣ Validation pilots - validate feasibility before scaling and committing further resources. 2️⃣ Internal adoption pilots - phased rollout of AI within departments, inside existing workflows, to see if it can unlock ROI. This can often signal market readiness to customers, competitors, investors, and the industry overall. 3️⃣ Customer-facing pilots - test whether existing customers will adopt new AI capabilities and whether it’s commercially safe to scale. 4️⃣ Legacy integration pilots - answer if AI can unlock value in legacy systems. 5️⃣ New product pilots - test whether additional AI offerings can be introduced; offerings that are core or adjacent to our current products and generate new ROI. Each pilot is a bet: upfront decide how much capital to risk, what value it’s meant to unlock, tradeoffs to consider, and the conditions under which you’ll scale or stop. Ultimately, it's about prioritizing the one(s) that provide the most enterprise value. Which pilot types is your organization running, and how are they moving the needle on your business outcomes? I am currently talking to leadership teams to apply this framework to drive clarity and ROI; if your organization is navigating similar questions, I'd be happy to connect. #productstrategy #aistrategy #aitransformation

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"Revenue leaders report that org-wide, AI-powered account intelligence and tailored POVs help accelerate revenue growth, scale sales excellence across their GTM team, and drive efficiencies to reduce the cost of sales." Read more about why tailored POVs are critical for your sellers today and existential for your AI agents tomorrow in this Selling Power post by Poggio Co-founder & CEO Matt Slotnick.

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Golden signals. Service-level objectives (SLOs). Error budgets. These may not sound groundbreaking, but they’re the foundation and too often ignored. Love this article and practical advice by Bill Hineline in Forbes on how to show clear value with your #observability practice. These basics aren’t just operational hygiene. They’re how you create alignment, build trust, and start translating observability into real business value. #Chronosphere https://lnkd.in/gDut9GuC

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When it comes to business model innovation, it’s not about chasing shiny new ideas. It’s about how they fit - with operational rigor, customer value, and ecosystem strength - that drives long-term success. 🔹 Research of nearly 300 companies across two tech eras reveals: Novelty alone won't guarantee top performance. The magic is in the system design, not just the spark. 🔹 Spotify, for example, revolutionized music streaming through novelty, yes, but also balanced that with efficiency and customer lock-in to dominate. 🔹 In 2025, AI is not just a tool but a strategic lever for business model innovation. According to IBM, 85% of executives expect AI to enable new business models this year, while 44% plan to use AI specifically to drive innovation. Key principles for leaders considering business model innovation now: 1. Pair novelty with operational discipline — don’t sacrifice efficiency for the new. 2. Design to lock in customers by delivering ongoing value. 3. Build complementary partnerships to amplify reach and capabilities. 4. Tailor innovations to your company’s unique context — size, strategy, industry trends. 5. Leverage AI and emerging tech thoughtfully, to transform value creation and capture. The best innovators don’t just do new. They engineer balanced, adaptable systems designed to win in complex markets.

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Stop trying to make enterprise AI "sexy." Make it inevitable. I recently sat down with iTech Series to discuss a hard truth about B2B marketing: We often over-index on "Brand Polish" and under-index on "Narrative Clarity." In the Age of AI, complexity is the default. Our customers are drowning in technical jargon, feature lists, and black-box promises. If your marketing just "makes it pretty," you are adding to the noise. Your job is not to be the coloring department. Your job is to be the Translation Layer. * To translate "Neural Networks" into "Revenue Velocity." * To translate "Algorithms" into "Fairness." * To translate "Features" into "Future." If you can describe the customer's problem better than they can, they will automatically trust your solution. Marketing isn't about decoration. It's about definition. #B2BMarketing #GTM #Storytelling #AI #CategoryDesign

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The evolving B2B tech landscape makes competitive displacement the default path for GTM teams. Simultaneously, it adds new layers of organizational risk, internal scrutiny, and emotional complexity for buyers. We created The Definitive Guide for Competitive Displacement to give GTM teams a smarter way forward—rooted in precise intelligence, not spray-and-pray ABM. Inside, you’ll discover: ▪️ Why traditional competitive intelligence leaves Sales, Marketing, CS, and Product flying blind ▪️ The exact data signals that show which accounts are truly ready to switch — and which never will ▪️ A step-by-step campaign framework for turning competitor intelligence into pipeline ▪️ GTM best practices from strategy to execution ▪️ How to fuse data, content, and activation into a single displacement play The switching window opens for buyers when the cost of staying exceeds the risk of moving. This guide helps you locate that window and act before it closes:

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