The Data Exec Series: X-ray Your Pipeline: A Look Beyond the Typical Surface Metrics
By Rob Kall, Co-Founder & CEO, Cien.ai “If all you ever measure is total pipeline value, you’re reading the X-ray without noticing the fracture.” – Rob Kall, CEO, Cien.ai Why We’re Talking About This For many revenue leaders, pipeline reports look healthy on the surface — big numbers, upward trends, and colorful stage charts. But […]
The Data Exec Series: New Acquisition? How to Get Your Combined Data House in Order
By Rob Kall, Co-Founder & CEO, Cien.ai “In five days, we went from two messy CRMs to a single source of truth — and a clear plan to hit our number. The board stopped asking if I had control over the pipeline.” – CRO, Global SaaS Company The Post-Acquisition Data Problem No One Talks About […]
The Data Exec Series: The AI Execution Gap: Why Data Foundations Matter More Than Ever
By Gertrude G. Van Horn, SVP & CIO, Cien.ai “An intelligent system built on bad data is just a faster, more confident mistake-maker.” – Spend Matters, August 2025 The Problem: Beautiful Dashboards, Rotten Foundations According to Gartner, up to 60% of AI projects will fail by 2026. Not due to algorithmic flaws or lack of […]
Cien.ai Growth Essentials Series: How To Organise The Ideal Sales Team
By Rob Kall, Co-Founder & CEO, Cien.ai “Our sales team organization was out of control with 5 different seller roles. Using data tosimplify was critical.” – Mid-Market CRO Are You Overthinking Your Sales Org—or Not Thinking Enough? One of the most common interventions during a GTM strategic review is reorganizing thesales team. But getting it […]
Cien.ai Product Announcement: Know Where It’s Hot: Introducing Cien’s GTM Heatmap Diagnostic
By Martin Andersson, Product Development, Cien.ai “The Heatmap acts like a diagnostic mirror—translating complex rep behavior into clear GTM friction points you can act on to drive growth.” — Ivan Redini, Head of Customer Success, Cien.ai A Visual Executive Summary of GTM Friction Think of your GTM motion as a factory floor—or better yet, a […]
