SBI BlogRevenue Growth Insights

Research Report

AI Won’t Replace Your Sales Manager. It Will Finally Let Them Lead

Despite aggressive commercial spending, growth is slowing across the board. Revenue growth has contracted from 22% in 20...

27 Nov 25

6 min read

By Ray Makela Read More

Research Report

Enablement Workshop: Tackling Buyer Friction, AI-Ready Managers, and Better Coaching at Scale

When you put a group of enablement leaders from companies like Red Hat, Salesforce, IBM, Cato Networks, DocuSign, and Sp...

27 Nov 25

9 min read

By Ray Makela Read More

Insights

Restaurant Technologies — Predictable, Profitable Growth Through Commercial Operations

Industry Context The restaurant services industry operates on route-based distribution models where profitability depend...

25 Nov 25

5 min read

By SBI Read More

Research Report

95% of AI Pilots Fail. AI Services are the Solution.

95% of AI pilots fail to produce any measurable P&L impact. That finding from MIT's July report should concern every...

25 Nov 25

9 min read

By Isaac Silverman Read More

Coaching & Training

Most Sales Teams Have AI, but  Enablement is Required to Make it Work

Most teams have AI tools, but without enablement stepping in to guide how reps actually use them, seller productivity wo...

19 Nov 25

5 min read

By Ray Makela Read More

GTM Design & Structure

Healthcare Services Provider — Reigniting Growth Through Inside Sales Transformation

Stagnant Growth Year-over-year growth in new patient acquisition had plateaued for this healthcare services company. The...

17 Nov 25

5 min read

By SBI Team Read More

Pricing

PE Insights: Why Discount Discipline Drives Growth in PE Portfolios

Pricing has become an increasingly prevalent topic among our clients and one of the highest-priority items for operators...

13 Nov 25

7 min read

By Eric Estrella Read More

GTM Design & Structure

How RevOps Leaders Are Orchestrating Growth in 2026

As we wrapped our final RevOps Leader Roundtable of 2025, one thing was clear: the pressure on revenue teams isn’t going...

12 Nov 25

6 min read

By Adam Sheehan Read More

Insights

Zayo — Accelerating Growth Through Structured Change

Industry Context The telecommunications industry faces mounting pressure to modernize legacy infrastructure while accele...

12 Nov 25

4 min read

By SBI Read More

Private Equity

PE Firms Win by Knowing What They're Buying

In private equity, you win or lose based on what you know before you sign. The difference between a home run and a write...

6 Nov 25

6 min read

By Eric Estrella Read More

Insights

Grid Infrastructure Software Provider — Establishing Commercial Excellence

Industry Context Energy software firms are under pressure to pivot from perpetual licenses to ARR-driven models. Boards ...

5 Nov 25

2 min read

By SBI Read More

Customer Success

Marketing’s New Scoreboard: Net Revenue Retention

Most CMOs still measure success by pipeline, leads, and brand reach. That worked when budgets were growing and new logo ...

4 Nov 25

6 min read

By Tracy Hansen Read More

Coaching & Training

Enablement at a Crossroads: Insights from ATD Sell 2025

At this year’s ATD SELL 2025 conference, one message came through loud and clear: the imperative to move beyond training...

3 Nov 25

6 min read

By Ray Makela Read More

Customer Success

Predictive Health Scoring: See Churn Coming Before Your Customer Does

The Crisis: You're Always Too Late Most companies discover customer problems when it's already too late to fix them. The...

3 Nov 25

6 min read

By Alicia Lee Read More

Customer Success

Personalized Engagement: Scale Customer Relationships Without Losing the Human Touch

The Personalization Paradox Every CSM knows personalized engagement drives better outcomes. Customers who receive releva...

2 Nov 25

6 min read

By Alicia Lee Read More

Enablement & Training

The ROI of Sales Enablement: Why Your Best Investment Isn't Hiring More Reps

The Scaling Paradox Your revenue target just doubled. Your CEO wants to know: how many more reps do we need? Most sales ...

2 Nov 25

8 min read

By Andrew Urteaga Read More

Insights

Teradata — Rolling Out a Global GTM Model

Industry Context Global GTM transformations are notoriously difficult. Centralized rollouts often create bottlenecks tha...

30 Oct 25

1 min read

By SBI Read More

Private Equity

Value Creation Planning: The First 100 Days That Define Returns

A strong Value Creation Plan (VCP) provides the strategic blueprint for the entire hold period. It identifies the most i...

30 Oct 25

4 min read

By Brian Stearns Read More

Sales

Revenue Engine Quality Assessment: What's Really Under the Hood

The Surface vs. Reality Problem Management presents a growth story: "Strong pipeline. High win rates. Happy customers." ...

30 Oct 25

6 min read

By Adam Sheehan Read More

Performance Management

The Forecasting Risk Lurking Beneath the Base Business

As a CFO, you're tasked with doing what most SaaS leaders are struggling to achieve in 2025: Deliver growth. Improve eff...

30 Oct 25

6 min read

By Kristin MacCarthy Read More

Coaching & Training

From Product Pitches to Profit Conversations: How Biamp Rebuilt Its Sales Muscle

When your market is mature and hypercompetitive, standing still is the fastest way to fall behind. I recently spoke with...

30 Oct 25

6 min read

By Ray Makela Read More

RevOps & RevTech

Pipeline & Forecast Analytics

Every Monday morning, the same ritual: your CRO asks if you'll hit the quarter. You look at your pipeline, run the math,...

29 Oct 25

7 min read

By Adam Sheehan Read More

Insights

TIBCO - Getting Back to Growth in Enterprise Software

Industry Context Enterprise software firms racing to subscription models often stumble on execution. Rapid acquisitions ...

28 Oct 25

2 min read

By SBI Read More

GTM Design & Structure

Leading Through Uncertainty: How AI is Redefining the Operating Model for Growth

Markets are volatile, tariffs unpredictable, and boardrooms louder than ever about one thing: proof of productivity. For...

28 Oct 25

9 min read

By Mike Hoffman Read More

Sales

Sales Productivity Metrics: Measure What Drives Revenue

Your sales team is busy. CRM logs show calls, emails, meetings. Activity dashboards are green. So why aren't you hitting...

28 Oct 25

7 min read

By Andrew Urteaga Read More

Performance Management

The Five Elements to Effective Annual Planning

Our observations of market conditions ahead paint a stark picture for commercial leaders: profitable growth is increasin...

28 Oct 25

7 min read

By Anthony Erickson Read More

Performance Management

The Forecast Problem Hiding in Plain Sight

Every CRO I know is chasing the same goal: a forecast they can trust. Quarter after quarter, even strong sales teams fin...

27 Oct 25

6 min read

By Jamie Halpin Read More

Marketing

Predictive Lead Scoring: Stop Guessing, Start Winning

Every sales leader faces the same brutal reality: your team spends too much time on leads that won't close, while high-v...

25 Oct 25

7 min read

By Tracy Hansen Read More

Marketing

Personalized Outreach: Scale Relevance, Not Volume

Every sales and marketing leader faces the same paradox: you have more data about your prospects than ever before, yet y...

24 Oct 25

7 min read

By Tracy Hansen Read More

GTM Design & Structure

How to Master Annual Planning Rollout for 2026

With the right information and strategic bets in place, leaders prime their organizations for revenue excellence. But ev...

24 Oct 25

5 min read

By Nick Toman Read More

GTM Design & Structure

The Elements of an Annual Planning Fact Base

Effective annual planning often makes the difference between achieving your growth goals and falling behind the competit...

24 Oct 25

6 min read

By Anthony Erickson Read More

Coaching & Training

Accelerate Growth at Sales Kickoff (SKO) - Avoid These 5 Mistakes

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events and concentrate on talking at...

23 Oct 25

5 min read

By SBI Team Read More

Marketing

Performance Analytics: Measure What Actually Matters

The Problem: Vanity Metrics Marketing teams track thousands of metrics but struggle to prove business impact. Your CMO r...

23 Oct 25

5 min read

By Tracy Hansen Read More

Marketing

Predictive Targeting: Find Your Best Customers Before They Find You

The Problem: Marketing Waste B2B marketers waste up to 60% of their budget on audiences that will never convert. Traditi...

23 Oct 25

5 min read

By Tracy Hansen Read More

GTM Design & Structure

The Signal That Unlocks SaaS Growth

Net Revenue Retention (NRR) has become a key challenge for SaaS growth. Since Q1 2023, average NRR has dipped from 110% ...

22 Oct 25

6 min read

By Nick Toman Read More

Pricing Strategy

Pricing Strategy Balance: Where Value, Competition, and Finance Meet

The Pricing Balancing Act Most pricing strategies fail because they over-optimize for one dimension. Price too high for ...

21 Oct 25

7 min read

By Patrick Doran Read More

Private Equity

100-Day Execution: The Make-or-Break Period for PE Value Creation

A Disciplined Start Defines the Trajectory The first 100 days set the pace for the entire hold period. PE sponsors and C...

20 Oct 25

4 min read

By Brian Stearns Read More

Private Equity

GTM Due Diligence: The Hidden Value Creation Lever

The $18M Mistake A PE firm acquired a SaaS company for $85M based on strong revenue growth and solid EBITDA margins. Fin...

20 Oct 25

6 min read

By Brian Stearns Read More

Private Equity

Building Commercial Excellence Across PE Portfolios

The Portfolio Paradox A mid-market PE firm had eight B2B software portfolio companies. All had strong products. All stru...

19 Oct 25

8 min read

By Gabriel Mathews Read More

Coaching & Training

Why MEDDPICC Isn’t Enough: The Case for Strategic Sales Coaching

In complex B2B sales, MEDDPICC has become the gold standard for opportunity inspection. It’s a powerful tool that helps ...

15 Oct 25

6 min read

By SBI Read More