Perspectives
Analysis and perspectives from our partners on the trends, disruptions, and opportunities facing global enterprises.
AI now handles research and first-touch outreach. Sales leaders must decide what SDRs and account executives do next, and how to measure and pay them.
Autonomous outbound and qualification agents add real capacity but can erode buyer trust. A guide for CROs on where to deploy them and where to hold back.
What a company launching its first channel actually needs: a handful of committed partners, a joint value proposition and a programme sized to match.
A UK guide for chief executives on when a fractional or interim leader beats a permanent hire, what it really costs, and how to hand over.
How a boutique advisory firm can replace partner-dependent referrals with a predictable outbound and content engine, run like a sales team.
How a UK mid-market CMO can run account based marketing with a small team and limited tooling, and measure meetings rather than impressions.
The Act rewards evidence of performance and social value over lowest price. What public buyers, SMEs and larger suppliers must change in bids and contracts.
Price is the strongest profit lever and the least managed. How industrials can move from cost-plus to value-based pricing without losing loyal customers.
Median private SaaS companies sit barely above 100%. What separates the top quartile is activation, contract design and product value, not a larger success team.
Registration was the first wave and it has largely passed. The lasting fees sit in transfer pricing, free zone substance and annual compliance.
When a fractional CMO builds the marketing engine, when a permanent hire should run it, and how UK mid-market CEOs can structure the handover without losing a year.
Winning a new dollar of revenue costs about twice as much as expanding one, yet retention is slipping. What revenue leaders should fix first.
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