Writing

𝟭𝟬𝟬,𝟬𝟬𝟬+ 𝘁𝗲𝗰𝗵 𝗹𝗮𝘆𝗼𝗳𝗳𝘀 𝗶𝗻 𝟮𝟬𝟮𝟲. 𝗖𝗶𝘁𝗲𝗱 𝗿𝗲𝗮𝘀𝗼𝗻: 𝗔𝗜.

Functions being cut everywhere: support, finance, legal, HR, marketing. So I pulled LinkedIn data for the two companies whose models are doing the cutting. Anthropic Support: +390% headcount year-over-year. Anthropic Finance: +335%.

𝗜'𝘃𝗲 𝗮𝗹𝘄𝗮𝘆𝘀 𝗯𝗲𝗹𝗶𝗲𝘃𝗲𝗱 𝗲𝘃𝗲𝗿𝘆 𝗶𝗻𝘁𝗲𝗿𝗻𝗮𝗹 𝗔𝗣𝗜 𝘀𝗵𝗼𝘂𝗹𝗱 𝗯𝗲 𝗯𝘂𝗶𝗹𝘁 𝗮𝘀 𝗶𝗳 𝗶𝘁 𝘄�

Which means: there's no such thing as an internal API. There's just an API you haven't opened up yet. AI lets you ship fast. The speed is real. But speed doesn't give you enough time for judgment. And judgment is exactly what API design dem…

𝗘𝘃𝗲𝗿𝘆𝗼𝗻𝗲 𝘄𝗮𝗻𝘁𝘀 𝘁𝗼 𝗺𝗼𝘃𝗲 𝗮𝘄𝗮𝘆 𝗳𝗿𝗼𝗺 𝗽𝗲𝗿-𝘀𝗲𝗮𝘁 𝗽𝗿𝗶𝗰𝗶𝗻𝗴. 𝗡𝗼𝗯𝗼𝗱𝘆 𝗵𝗮𝘀 𝗳𝘂𝗹𝗹

Consumption-based. Outcome-based. The logic is sound. But whose job is it to make sure spend actually ties to outcomes? I looked at two examples — GTM data and Sierra's "resolved conversation" model. The answer is messier than the marketing…

𝗦𝗮𝗮𝗦 𝗶𝘀𝗻'𝘁 𝗱𝗲𝗮𝗱. 𝗣𝗲𝗿-𝘂𝘀𝗲𝗿 𝗽𝗿𝗶𝗰𝗶𝗻𝗴 𝗺𝗶𝗴𝗵𝘁 𝗯𝗲.

There's a conflation happening in a lot of the discourse right now worth untangling. 𝗦𝗮𝗮𝗦 𝗶𝘀 𝗮 𝗱𝗲𝗹𝗶𝘃𝗲𝗿𝘆 𝗺𝗼𝗱𝗲𝗹. It describes how software gets to you: hosted, managed, and operated by the vendor so you don't have to run i…

"With great power comes great responsibility."

Stan Lee wrote that for a comic book. But it applies perfectly to frontier AI in 2026. Anthropic built Claude Mythos, a model reportedly so capable of exploiting cybersecurity vulnerabilities that they deemed it too dangerous to release pub…

Every week there's another post: "I used AI to build our own CRM / billing system / inventory tool.

Let's be honest about what that actually is. App builders and low-code platforms have existed for years. You could always build this. AI just means you can build it faster and with less skill. That is a real thing. But a web UI on a databas…

Everyone's debating whether AI will kill Salesforce or ServiceNow [SaaS].

The debate is not framed right. The layer at risk isn't the platform - it's the UI on top of it. Here's what you'd lose if you ripped out Salesforce tomorrow: A flexible, battle-tested database and metadata-driven platform built for enterpr…

Marc Benioff says Slack is "the interface to AI.

I think that's backwards. Last week Salesforce unveiled 30+ new AI features for Slack. Smart engineering. But the underlying assumption - that the communication layer is where AI-native work happens - is the flaw. I do my actual work inside…

RAG or Context Graph?

RAG solves a retrieval problem. A context graph solves a representation problem. They're not competing. They're layered. RAG is excellent at fetching relevant content and putting it in front of a model. But it struggles with:

Legacy GTM systems are 𝘀𝘆𝘀𝘁𝗲𝗺𝘀 𝗼𝗳 𝗿𝗲𝗰𝗼𝗿𝗱. The next generation are 𝘀𝘆𝘀𝘁𝗲𝗺𝘀 𝗼𝗳 𝗰𝗼𝗻𝘁𝗲𝘅𝘁.

There's a difference between a database and a graph. A database tells you an account exists. A graph tells you: Person → works_for → Account Person → member_of → BuyingGroup BuyingGroup → pursuing → Opportunity Opportunity → evaluating → Pr…

Legacy GTM systems were built for humans staring at screens.

𝗢𝗽𝘁𝗶𝗺𝗶𝘇𝗲𝗱 𝗳𝗼𝗿: Dashboards Attribution Pipeline tracking The output was a chart. The workflow: query → visualize → interpret → decide → act. Every step required a human in the loop. AI systems have a 𝘥𝘪𝘧𝘧𝘦𝘳𝘦𝘯𝘵 consumer.

Every GTM team is drowning in signals.

CRM. Marketing automation. Product usage. Content platforms. Support systems. Billing. Data warehouse. Third-party intent. The problem isn't data volume. It's that none of it connects. A web visitor is a cookie. A marketing lead is an email…

Power of platform! Metadata driven, API 1st! In the age of AI, speed is everything.

For most of history, humans were the constraint on production.

We scaled by: 1. Adding more people 2. Adding machines to multiply output per person Factories removed physical constraints. Software removed coordination constraints. Cloud removed infrastructure constraints. Now AI is removing execution c…

I’m sure most of you have read or at least heard about The 2028 Global Intelligence Crisis thought exercise.

The interesting part to me wasn’t the actual scenario. It was how fast the market and tech community reacted to a hypothetical macro memo from two individuals with a strong following, but not exactly a traditional macro or labor economics r…

Anyone know how to reset the LinkedIn algorithm?

If I see one more “SaaS is dead” hot take, I might actually log off. Can we go back to the simpler days… when AI was just replacing humans? 😄 Every tech cycle needs a villain: Cloud is "killing" on-prem. PLG is "killing" sales.

Unstructured data → normalized → mapped into a structured model → with traceability back to source

Unstructured data is the input Structured data is the operating system Metadata + schema are the map Citations are the trust layer AI fails when you stop at unstructured. AI becomes useful when you turn chaos into a machine-readable foundat…

Building applications is easy. Building platforms is hard - but worth it!

Apps let you move fast early. You can tightly scope the problem, hard code assumptions, and ship something useful quickly. That approach works well from zero to one. Platforms take longer. You have to design for flexibility, combinations yo…

Noticing a pattern in online shopping that’s starting to feel… off.

More retailers are quietly adding “package protection” fees (~$2) at checkout. Easy to miss. Small enough that most people won’t notice later. But why is the buyer being asked to insure delivery for something the retailer is responsible for…

The "I Told You So" of AI: Data Quality is the Ultimate Ceiling

As the year closes, I’m skipping the reflection for a blunt reality check: AI is only as good as the data you feed it. Garbage in, garbage out. Salesforce cut 4,000 support staff in 2025, citing Agentforce efficiencies. Was this truly an AI…

2025: The Year Enterprise AI Met Reality

If 2024 was the year of AI hype, 2025 was the year teams realized something uncomfortable: the models weren’t the bottleneck – their platforms were. Teams started the year moving fast. They shipped AI features in days, only to discover week…

My PM pet peeve: unsorted lists.

If you’re presenting options and recommendations, they should be sorted. Option #1 should be the one you actually recommend — not #2, #3, or #4. As PMs, our number one job is prioritization. Sorting is not a formatting choice. It’s a decisi…

Why Your Quick Hack Will Cost You a Decade!

From 0-to-1 with a shiny new AI feature? Easy. Getting that feature from 10-to-100 and scaling it across a global enterprise? That's where the tech debt monster lives. We've seen this movie before - the dot-com boom, the rush to the cloud.…

1. To give AI Agents context, you must first build a clean context layer.

2. To expose that context to the Agent, you build MCP tools. 3. To build good MCP tools, you need strong schemas and metadata. It’s a stack –  each layer depends on the one below it. The context layer is a semantic, policy-aware query and a…

AI agents can’t act intelligently without context.

Everyone agrees with that part. But what exactly is “context” – and why does every vendor suddenly claim they already have it? Here’s the simple definition: Context = everything an AI agent must know before it can take a smart, safe, useful…

As a Platform PM, I’ve shipped integrations into Salesforce, Outreach, ServiceNow and more. The hardest part isn’t what

We’ve all tried the quick paths: iFrame the app: fast, but you’re just nesting a browser tab. Unless the host passes rich context and you render a focused view, you end up with a mini-app (menus, auth, nav) awkwardly stuffed into theirs.

With Dreamforce in the rearview now, time to (re)announce the availability ZoomInfo's Revenue Agent for Agentforce! We w

REAL-TIME ACCOUNT INTELLIGENCE Ask a simple question. Get powerful answers. Instantly see who’s in the buying group, grab direct contact info, and even spot new hires who could shift the deal. INTELLIGENT CONTACT DISCOVERY

When the AI Dust Settles: Who Will Still Be Standing?

We're living through the AI gold rush right now. But when AI becomes as normalized as cloud computing - when it's just expected rather than exciting - which enterprise companies will have actually won? I'm not saying AI is hype. I'm saying…

Stop blaming your sales team for bad CRM data. It's not a people problem - it's a systems problem.

CRM data quality will always drift. It's entropy in action. Your reps aren't lazy - they're focused on closing deals (as they should be). And let's be honest, you don't pay them to be data entry clerks. Good salespeople find workarounds. Th…

If you’ve experimented with AI tools for writing, coding, or summarizing, you know how powerful they can be. But transla

Most enterprise AI use today is straightforward: answering questions, summarizing documents, generating emails. Easy to set up, instant feedback. But move into complex or critical applications, and you quickly face real challenges around da…

🚀 From 0–1 just with AI? Easy. From 10–100? Not so much.

Lately, I’ve seen a wave of startup posts about how they’ve used AI apps to do the work of much larger companies - building lists, finding leads, creating decks, writing emails… all with ChatGPT, Claude, or other more purpose built AI tools…

I just got back from Dreamforce, where everything was “AI-powered.”

In many cases, the “AI layer” was just a chat interface on top of a basic search or data lookup. Cool demo? Sure. But under the hood, it was a simple CRUD with a sprinkle of prompt engineering. There’s a common trend now:

Most enterprise AI projects haven’t delivered much value yet. (At least that's the sentiment.)

That’s not surprising. We’re still in the experimenting phase of this tech wave. Most experiments fail — and that’s how we figure out what actually works. The failures are what push us to rethink our systems, processes, and even how we defi…

Tradesmen have their tools. Chefs have their knives. PMs? We now have AI Agents – and the prompts to wield them.

Being a PM is never easy. You’re shepherding ideas, people, and products from discovery to delivery – and then back again through analysis, adoption, and iteration. You’re constantly switching contexts, building decks, writing docs, alignin…

My job as a Product Leader has never been easier – and harder – at the same time.

The goal’s the same as ever: take over the world. (Pinky and the Brain – “Narf!”) With AI, I can riff on early ideas, spin up stories, requirements, even prototypes – solo, fast. That part’s easy now. The hard part? Getting everyone else (X…

📣The “Agentic Era” is here. 📣

Or at least, that’s what every vendor is shouting. Shipping an agent is easy. Making it useful? That’s the hard part. Because an AI agent is only as strong as: the DATA it runs on the INTEROPERABILITY that lets it actually do something

For years, enterprise software vendors have promised the “Easy Button” with Next Best Actions (NBAs).

The demos? Always slick. The reality? Users ignored them. Here’s why 👇 1️⃣ ML-based AI was data-starved. Models only trained on limited vendor data. In production, they often shrank to just a single customer’s dataset (for privacy reasons)…

I was recently in the market for a new EV. My lease was ending, so I spent a few weekends test-driving cars from both le

And the difference couldn’t have been clearer. The EV-first manufacturers felt like they had reimagined the driving experience from the ground up — simpler interfaces, thoughtful design, and features that just made sense.

Aaron Levie has been spot on in his recent posts:

AI agents completely change product management. The “customer” isn’t just the human anymore. It’s the agent. Agents show up with zero context. They need rules, goals, data, and tools just to get started. If they don’t have the right buildin…

At ZoomInfo we recently released a new version of our API docs (docs.zoominfo.com) - and it ships with a built-in MCP se

That got me thinking: do we even need SDKs anymore? With MCP + AI code generation, developers can spin up client code on the fly. The old model of publishing and maintaining language-specific SDKs is obsolete now. What do you think - SDKs a…

Hard-coded. Hard-configured. No thank you! Future is AI-Configured.

We’ve spent decades building apps that either lock you into rigid code or bury you under endless configuration. Both paths created pain: Customers struggle to get value quickly and need armies of experts just to turn things on.

I joined Salesforce’s Data.com team in 2012 to lead platform strategy. My first deck had one slide: “It’s 2012! API 1st!

Even though Salesforce had decent CRUD APIs, many services didn’t have any. It wasn’t until Marc tore into an exec over email that I could get product teams to prioritize APIs for Data.com. A few years later, the Lightning UI initiative – a…

What Makes a True Platform?

Over the last several years, I’ve joined multiple SaaS companies – Salesforce, Medallia, Seismic, and most recently, Zoominfo – with the mandate to lead platform strategy. Each time, I started with a slightly different view of what “platfor…

Coming up on my 1 year here at ZoomInfo. What Chris Cunningham highlighted in his post is exactly what happens here acro

🚀 ZoomInfo just made our AI-ready market intelligence even more accessible! We're adding API access to all ZoomInfo Cop

Data fuels the GTM flywheel, and AI puts it into overdrive. This new access helps you drive smarter sales, marketing, and operational strategies—faster. DataIntegration #GTM #AI #APIs #ZoomInfo https://lnkd.in/dkVNnDnC

What does it really take to reinvent go-to-market at scale?

At ZoomInfo, we’ve been known for data. But what we’re building now? It’s much bigger. GTM intelligence. Workflow automation. Agentic execution. A unified data layer that finally connects signals to action. In The Signal, Brendan Short capt…

Generative AI is transforming sales and marketing, but without a strong data foundation, you risk supercharging mistakes

As ZoomInfo CEO and Founder Henry Schuck notes, data integrity isn't just critical; it's foundational. Businesses need accurate, AI-ready data to ensure their AI solutions deliver real value, not costly errors. Ready to future-proof your go…

AI doesn’t fix broken GTM engines.

Silos. Outdated systems. Disconnected workflows. AI won’t solve what’s fundamentally flawed. The most effective companies are rebuilding revenue execution from the ground up, using real-time signals, connected data, and intelligent automati…

ZoomInfo is the only vendor named a Customers’ Choice in the 2025 Gartner® Peer Insights™ Voice of the Customer for Acco

This recognition is 100% based on verified customer reviews over the last 18 months. To us, that means: ✅ Our customers trust us ✅ Our platform delivers results ✅ Our GTM vision is working We’re honored. We’re grateful. And we’re just getti…

If you're leading go-to-market in Boston, June 3rd is your chance to get ahead of the curve.

Join us for the GTM 25 Roadshow, where we’re rewriting the go-to-market playbook with AI-powered execution. Here’s what to expect: Keynote with Henry Schuck, ZoomInfo CEO & Founder, on the future of GTM A first look at our new GTM Intellige…

From the keynotes to the conversations, GTM 25 NYC delivered.

An unforgettable day packed with ideas, insights, and innovations — redefining how revenue teams go to market and win. Thank you to everyone who joined us. Boston, you're up next! 🚗

We changed our stock ticker from $ZI to $GTM. Yes, you read that right.

Here's Henry Schuck, our CEO, explaining how we evolved from the world’s best B2B data company into a complete Go-To-Market platform.

Today we’re excited to introduce ZoomInfo GTM Studio, a new command center for revenue teams to launch and orchestrate c

Built for speed and simplicity, GTM Studio unifies your 1st and 3rd party data and lets you design, enrich, and launch plays instantly. Across sales and marketing. In one single workspace. GTM Studio makes it easy to: ✔️ Bring all your data…

Today we made a clear statement to the world: we ARE go-to-market.

With our GTM Intelligence Platform, and the launch of GTM Studio, we’re equipping our customers—and ourselves—with the tools to move faster, work smarter, and stay aligned across the entire GTM function. We’re so passionate about our missio…

This is your moment to rewrite your go-to-market playbook with AI-powered strategies.

In just two days, join our Founder and CEO Henry Schuck and real GTM practitioners to learn how to accelerate pipeline, boost close rates, and transform your revenue teams. Don’t miss out on the GTM event of the year. Register now ➡️ https:…

Seeing a lot of chatter on LinkedIn about AI and how those who use it will pull ahead. Reality check: it’s not just abou

Growth Mindset = learning + doing. Waiting for someone to show you how? You’ve already missed the point. AI makes learning and doing faster. Use it. Grow. Build. Create.

In case you haven't heard... the future of Go-To-Market Intelligence is here. 🗣️

After 17 years of building the most powerful data engine in go-to-market, we launched a brand-new GTM Intelligence platform — giving revenue teams the speed, clarity, and execution they need to win. And we're not being quiet about it.

Salesforce + ZoomInfo Partnering to integrate ZI Data into Agentforce to enable SDR and Prospecting agents and more.

Building the future of GTM has been an exciting challenge—and our team is making it happen.

ZoomInfo’s Go-to-Market Intelligence Platform is packed with innovation. With real-time AI insights and super smart automations, it gives GTM teams a true competitive edge. Our open platform connects seamlessly with the existing ecosystem o…

I've worked with many teams building products over the years, and one of the biggest obstacles I’ve seen when facing an