Ask ten B2B vendors how accurate their data is and you’ll get ten confident answers, rarely measured the same way. “Accuracy” has become one of the most used and least defined words in the data industry. That gap matters more in 2026 than it did a few years ago, because the cost of acting on…

Every CRM has the same quiet problem: records that look complete until someone tries to use them. A lead with no direct email, an account with no decision-maker listed, a contact whose title changed two jobs ago. Those gaps don’t announce themselves, but they slow down outreach, weaken segmentation, and make reporting less trustworthy than…

Financial services marketers have a version of the ABM problem everyone else has, plus one extra layer: the individual-level data that makes targeting effective is also the data most tightly regulated. GLBA, state privacy laws, and TCPA don’t go away because a campaign is well-targeted — if anything, better targeting raises the bar on how…

The third-party cookie was supposed to be dead years ago. It’s not fully gone, but it’s not something you can build a targeting strategy around anymore either — browser-level blocking, shrinking match rates, and inconsistent coverage across Safari, Firefox, and an increasingly restricted Chrome have already done most of the damage. The question for 2026…

For years, the email playbook was simple: buy a massive list, blast everyone on it, and let volume make up for precision. That model is dead — and the mailbox providers killed it, not the marketers. Gmail and Yahoo’s 2024 sender requirements were the turning point, but the pressure hasn’t let up since. Spam complaint…

In the early days of SaaS, a single champion — usually a department head with a credit card — could buy a product and start using it before IT or Finance knew it existed. Those days are largely gone. Enterprise and mid-market B2B purchases now involve an average of six to ten stakeholders, according to…

Ask a B2B marketer what went wrong with a campaign that underperformed, and you’ll hear one of a handful of answers: the creative didn’t land, the budget ran out, the timing was off, the sales follow-up was slow. Rarely do you hear: we didn’t define the audience precisely enough before we launched. But that’s usually…

B2B Audience Targeting Workbook: Plan Your Next Campaign Most B2B campaigns don’t fail because of bad creative or a weak offer. They fail because the audience was never really defined in the first place — “IT decision-makers at mid-market companies” isn’t a targeting strategy, it’s a guess dressed up as one. That’s the gap we…

Most B2B demand gen teams run LinkedIn campaigns and programmatic display campaigns. Very few run them from the same audience. That gap — between two channels operating independently with separate targeting logic — is one of the most common sources of waste and missed reach in B2B paid media. It’s also one of the easiest…

There’s a version of the first-party data conversation that’s become unhelpful. It goes like this: third-party data is on its way out, privacy regulations are tightening, cookies are dead, and the only sustainable strategy is to build a rich first-party data asset. Third-party data is a crutch. First-party data is the future. This framing makes…