Perspective

I have spent more than a decade building systems designed to observe buyer behavior at scale - first at SDxCentral, where we tracked research patterns across enterprise technology buyers, and now through work with CMOs and CROs trying to understand why their pipeline visibility keeps getting worse.

The pattern is always the same: high-value accounts surface only after competitors have already engaged. Sometimes they do not surface at all.

In 2022, we started seeing the tipping point. Machine-generated activity crossed human activity. The systems designed to capture buyer intent started capturing mostly noise. And the standard responses - more data, better tools, more SDRs - stopped restoring visibility.

This work is grounded in that operating experience. Not theory. Not research. Lived reality - where missed deals have real revenue consequences, and where the patterns became impossible to ignore.