Mahesh Sirvi
Live ARR is the SaaS metric most boards report and most decks confuse. The “live” qualifier matters because Annual Recurring Revenue actually has four common variants (live or recognized, booked, contracted or CARR, and pipeline), and each one produces a different number from the same customer base. Get the wrong one in your investor deck … Read more
Most SaaS funnel articles spend 80% of their words on the top of the funnel and 20% on everything that actually drives revenue. The math is backwards. ChartMogul’s 2026 analysis of self-serve SaaS products found a 10x conversion gap between the top 20% and bottom 20% of products at the trial-to-paid step alone. The median … Read more
The global B2B ecommerce market hit $32.11 trillion in 2025 and is projected to reach $36 trillion in 2026 at a 14.5% CAGR. Behind that number is a quieter statistic that should worry every buying committee: 40% of B2B organizations are actively considering a replatform. Most of those replatforms are happening because the first platform … Read more
Most B2B marketing teams track 30+ metrics and report on 8. The other 22 are noise. They live on a dashboard nobody opens, in a deck nobody reads, justifying budget that nobody believes. The problem is rarely the data. It’s that the metrics chosen don’t ladder up to a decision anyone has to make. This … Read more
Global B2B ecommerce is projected to hit $36 trillion in 2026 at a 14.5% CAGR per the International Trade Administration, and 80% of B2B sales interactions are now digital. The interesting question isn’t whether to sell B2B online. It’s what good actually looks like when your customers buy by purchase order, approve through three layers, … Read more
Local lead generation is the process of attracting customers within a specific geographic area to a service business that needs them — your HVAC company, your dental practice, your plumbing service, your law firm. The math is demanding in 2026: average cost per lead in home services hit $144 (B2C average), while published plumbing estimates … Read more
Demand generation tools and lead generation tools get sold as two separate markets, and in 2026 there are 250+ platforms across both claiming to find, capture, qualify, or convert buyers. Most of them solve overlapping problems with overlapping price tags. Pick wrong and you’re paying $200/user/month for a contact database when a $9 browser extension … Read more
SaaS churn rate benchmarks by segment in 2026, the compounding formula most founders get wrong, and the 5 root causes that drive the majority of churn.
Business process improvement in 2026. The 5-step cycle, 6 methodologies, how to prioritize projects, and how AI changes the economics. For mid-market teams.
The operational playbook for ABM campaigns in 2026. Plan with a 7-part brief, run multiple campaigns without collisions, and measure like a pro.
Your blog gets traffic. Your ebook gets downloads. But your pipeline stays flat. That’s the gap most B2B marketing teams live in, and it exists because they treat content as a publishing habit instead of a lead generation system. According to HubSpot’s 2026 State of Marketing report, website and blog content tied with SEO as … Read more
Most “best RevOps software” lists treat the category like one job: pick a tool, plug it in, run RevOps. That framing breaks the moment you actually try to buy. RevOps software splits into four functional areas, and the right tool for forecasting is the wrong tool for outbound. A 12-rep startup chasing inbound shouldn’t buy … Read more