The Quota. The AI sales report.
Analysis

Analysis

Essays on the AI GTM category. What's working, what isn't, where the money is going, and where the bodies are buried.

Analysis

What an AI SDR actually does

A field explainer for the category that named itself after the wrong job.
May 7, 2026 12 min
Analysis

The category was a mistake

"AI SDR" was the wrong name from day one. The bill came due in 2026.
May 5, 2026 9 min
Analysis

The pipeline coverage trap

Every CRO is optimizing for 3x. Most of them are solving the wrong problem.
May 1, 2026 7 min
Analysis

In defense of the SDR seat

The teams treating the SDR role as a cost center are misreading what it actually does.
Apr 24, 2026 8 min
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Weekly factual analysis on the state of AI in GTM.