Insights
Ideas and lessons on CRM, automation and AI, written before they become consensus.
31 August 2026 · 10 min read
The screen was never the CRM's product. Agents just made that obvious.
Claudeforce, the new deal between Salesforce and Anthropic, makes obvious something that was already true: a CRM's value was never in the screen, it was in the data, the governance, and the semantics beneath it. That shift in focus hits whoever sells CRM, buys it, or configures it, each in a different way.
11 August 2026 · 5 min read
CRM adoption isn't a discipline problem. It's a design problem.
Only 6% to 10% of CRM failures come from technology. More than 60% come from people and process. Yet leadership's default response to a CRM that isn't delivering is to buy better software.
5 August 2026 · 4 min read
Knowing your workflow isn't keeping it
The advice of the moment is to map your workflow before you agentify it. But mapping a broken process doesn't fix it, it just gives it machine speed. The question missing is what should stop existing.
4 August 2026 · 4 min read
56% decide by gut instinct, and call it "data-driven"!
Bitly's 2026 Marketing Visibility Report shows teams running six measurement tools and 56% of decisions still made on gut instinct. The problem isn't a lack of data. It's the lack of one number everyone agrees to act on.
3 August 2026 · 6 min read
AI in banking: choose the consultancy that survives the second room
In financial services, the artificial intelligence project isn't decided in the boardroom. It's decided somewhere the consultancy rarely sets foot.
29 July 2026 · 7 min read
CRM isn't a software purchase. It's a management decision.
Why a new CRM never fixes what management hasn't decided yet: what proof a deal needs before it enters the forecast, who owns a lead, and what the organization refuses to accept as true.
27 July 2026 · 9 min read
The decisive AI in your next B2B deal isn't yours. It's your buyer's.
McKinsey's growth champions didn't win by automating outreach. They rewired for the fact that the buyer now shows up with an agent that shortlists you before a human reads your deck.
24 July 2026 · 2 min read
You Can Vibe-Code a CRM. You Can't Vibe-Code a CRM Vendor.
Why vibe-coding your own CRM works in the demo but doesn't replace the vendor you're actually paying for when you pay HubSpot or Salesforce.