A buyer-centric operating model for how buying actually happens in the AI Age. D3C stands for Discovery, Create Confidence, and Commit — a buyer-centric operating model for how buying actually happens in the AI Age. In this model, buyers discover a credible path to solve a business problem, create enough …more
The registered investment adviser business is one of the most important — and most misunderstood — parts of financial services. In 2024, the U.S. advisory industry included 15,870 advisers serving 68.4 million clients and overseeing $144.6 trillion in assets under management (AUM). And yet it remains, structurally, a small-firm industry: …more
GTM HERESY: Measure Buyer Confidence, Not Funnel Metrics I know people don’t want to hear this, but we’re measuring the wrong thing. We’ve built entire revenue organizations around measuring the performance of our tools instead of understanding the journey of the customer. We can tell you open rates, reply rates, …more
