Will Wiegler

Most B2B teams don’t have a data problem. They have an ICP segmentation problem and are trying to solve it with ZoomInfo, Clay, and additional enrichment. The question they should be asking is: Which accounts actually map to your ICP segments, and who’s in the buying group? Without that clarity, more data just means more noise. And noise costs money. I’ve watched this play out over and over in B2B SaaS: ① More fields. More dashboards. More “signals.” ② Still fuzzy on ICP. Still targeting too broadly and using intuition. Still missing your target number(s). Still having contentious and stressful weekly pipeline meetings? Because here’s the truth: Enrichment doesn’t solve a segmentation problem. It just lets you guess with more columns and overwhelming noise. Here are 4 steps to fixing that—and what we preach AlignICP: 1. Define ICP segments based on outcomes — not opinions. Who closes, expands, renews, and drives LTV? Use sales metrics (win rates, ACVs, days to close, etc.) and revenue metrics (AKA product market fit metrics like ARR, NRR, etc.), and use case. 2. Operationalize a unified account list — so Sales, Marketing, and CS are rowing in the same direction and prioritizing the right target segments and accounts. 3. Map the buying group per segment — know which roles must be involved (and which ones are missing). 4. Then—and only then—layer on enrichment to close the real gaps. So you're narrowing your focus and 1 execution and reducing GTM waste on low-value accounts. Check out the long-form explainer and framework I've packaged up at: The Definitive Guide to Data-Driven ICPs for Predictable SaaS Growth 👉 Read it here: https://lnkd.in/gSnkSG5p If you're buying data before locking in segment truth and buyer clarity, you're not getting smarter—you’re just getting louder. #B2BSaaS #GTM #ICP #DemandGen #ABM #Pipeline #RevOps #CustomerData #ABM #ABX #PMM #GTMstrategy

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Must read piece from Sandra Carielli from Forrester. Sandy perfectly captures the need to go beyond human vs bot in an agentic world, and the need for "vendors that are pushing the boundaries of customer experience and business enablement use cases, must address a wider range of traffic sources (think human customers and their bots and AI agents acting on their behalf) and a broader set of use cases." It's not about blocking bots anymore, but designing safe experiences and business models around them.

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Fake RFPs are the dirtiest secret in enterprise SaaS. You think you’re competing. In reality, the decision was made weeks ago. Every rep/leader knows the story: Custom demo environment, 18-page technical doc, 127 security questions answered, 4 pricing scenarios, References lined up. Hundreds of hours invested. And then: “We’ve decided to move forward with another vendor.” Not because the company isn’t buying. Because the RFP was theater. Why do reps still chase them? It’s not ignorance. It’s hope. The big logo. The big number. The career-making deal. It’s intoxicating. And that’s what makes fake RFPs so dangerous. What the Research Shows: This isn’t paranoia, it’s documented. - The IACRC lists rigged specifications and sham bidding as some of the most common procurement fraud schemes worldwide. - The OECD warns that restrictive tender specs can effectively pre-select winners and block fair competition. - A GAO review found that many “competitions” attract only a single offer, often because requirements were written to favor incumbents. Enterprise SaaS isn’t audited the same way. But the mechanics are identical. And that’s exactly why leaders and reps need to be more deliberate. Before you chase an RFP, ask these 5 questions: 1. Access: Can we meet the economic buyer? If no → column fodder. 2. Authorship: Do requirements read like a competitor’s data sheet? If yes → walk away. 3. Urgency: What breaks if this slips a quarter? No consequence = no deal. 4. Discovery: Will we get to validate pain and outcomes? If no → policy, no pain. 5. Opportunity Cost: What live deals will suffer if we chase this? Red Flags That Scream “Theater”: Suspiciously specific requirements only one vendor can satisfy. Procurement-only access, no business decision-makers. “Top priority”, but with a 10-week decision gap and no milestones. Vague or undefined success metrics (“ROI framework”). Fake RFPs waste hours and drain morale. They bloat your pipeline with ghosts. And they make you walk into a board meeting forecasting numbers that were never real. That’s why I always coach my reps on this: I don’t ask about the response. I ask: Who’s the buyer? What happens if this slips? Why do you believe we can win? If they can’t answer, we pull out. Because the truth is: If reps get burned enough times, they stop believing in every RFP, even the real ones. And that’s a culture killer. The job of leadership isn’t to celebrate activity. It’s to protect your team’s time, focus, and belief, so they fight where they can actually win. Sales leaders: what’s in your RFP go/no-go filter?

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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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⚠️Gartner's warning: A significant market correction is coming for #AgenticAI. 📉 The current supply of Agentic AI solutions far exceeds actual demand. This market correction is a normal phase that will ultimately lead to more reliable, specialized, and value-driven AI products. If you're building or investing in AI, the focus needs to be on tangible economic value, not hype. Gartner Says Agentic AI Supply Exceeds Demand, Market Correction Looms #AI #GenerativeAI #MarketCorrection #TechTrends #Gartner #TeKnowledge #AIAdoption

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Exciting news for the world of DPI, TECH5's partners and customers: the T5-OmniTrust platform will soon use a multilingual voice-based AI assistant from AJARI.AI   Learn more from the official press release! #partnership #AJARIAI #TECH5 #DigitalPublicInfrastructure #AgenticAI #DigitalIdentity #GovTech #Innovation

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Looking to boost revenue and reduce costs? Don’t miss this #CNX25 session with Salesforce’s John Cardaris, Citgo’s Stephanie Melott, and Merkle’s Ben Busch. Discover how agentic skills can streamline order servicing, cut operational costs, and drive efficiency—all while enhancing customer satisfaction and optimizing fulfillment: https://bit.ly/3HpYxS0

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Levelpath's AI-Native Sourcing Delivers 10X Efficiency Gains While Industry AI Investments Struggle read: https://lnkd.in/gvM7pa6F #AINative #Sourcing #Efficiency #delightfulprocurement Revolutionary Sourcing Results Drive Real Business Impact 💙 Acrisure launched their Levelpath instance in the morning and had their first RFP live by the end of the same day. They were able to 10X their capacity to create and send RFPs per procurement employee, transforming their ability to execute sourcing strategies at scale. 💙 GATX slashed supplier bid analysis from months to days and cut RFP production from months to minutes, boosting procurement efficiency and securing $3.5M in contract savings by using OCR to surface key contract clauses and fast-track strategic sourcing. 💙 PADNOS experienced a 5X increase in sourcing projects per procurement employee, with 76% faster procurement cycles, enabling them to save 6,000 hours of fleet downtime through rapid supplier identification and evaluation. 💙 SiriusXM achieved 90% of IT spend under management and reduced cycle times by 47%, centralizing all their processes behind sourcing, collaborating, and procuring something for the business. Levelpath's AI-native Sourcing does not just automate existing processes, it reimagines them entirely.

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Great piece by Isabelle Bousquette in the WSJ on AI buying trends including insights from Are Traasdahl and Crisp customer Kyle Chu from PopSockets. https://lnkd.in/eSR7PPnb

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📊 One in every three organizations say flexibility and adaptability are critical for their AI infrastructure. This stat from Enterprise Strategy Group (part of Omdia)'s latest research points to a broader trend: enterprises need scalable, governed, and efficient AI platforms—and IT is leading the charge. Download the eBook to see how IT can future-proof AI investments while driving efficiency and reducing risk. 👉 https://gag.gl/Q1qN1Z #EnterpriseAI #AIToolchain #AIGovernance AWS Partners NetApp

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📢 Is your GTM strategy built on guesswork or data? 📊 Just listened to a mind-blowing episode of the PartnerVista #NeverGTMAlone podcast featuring Ekapat Chareonlarp, SVP of Global Client Strategy at Criteo! He’s redefining how we think about #B2BMarketing and #GTMStrategy. Deep Dive into: - How to use AI to build a data-driven marketing foundation - The power of hyper-targeted campaigns over broad outreach - The critical importance of aligning sales, marketing, and partnerships for success If you're a marketing leader ready to stop guessing and start winning, this episode is a must-listen. Check it out: https://lnkd.in/dAPD3eqn #AIinMarketing #DataDriven #PartnerMarketing #Community

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