By Gertrude Van Horn, SVP & CIO, Cien.ai “The days of hunting for dashboards to get business insights are coming to an end faster than most leaders realize. This familiar ritual of executives poring over dashboards will become as obsolete as flipping through the Rolodex.” – Chris Willis, Forbes The Cognitive Tax of Passive Monitoring  […]

By Rob Kall, Co-Founder & CEO, Cien.ai “Skills multiply in Sales — you don’t have to be excellent in every single one to be an over-performer, but if you are a 0 in one or two, you will always struggle.” – Rob Kall, CEO & Co-Founder, Cien.ai Why Is This Still So Hard Sales performance […]

By Gertrude Van Horn, SVP & CIO, Cien.ai “The legacy model of Revenue Operations was about alignment and visibility. But we are entering a phase where the expectation is prescription, prediction, and orchestration.” – Bruno Beranger, RevOps Leader The Problem: The Persistence of the “Gut-First” Guesswork For most enterprises, the sales forecast is the most […]

In 2025, Cien focused on three pillars: Transparency, Strategic Depth, and Scalability. We moved beyond “Black Box” AI, giving RevOps leaders total visibility into how scores are calculated and the tools to act on them with precision. Here is a summary of the defining enhancements of 2025: 1. Transparency: “Peek Inside” AI Model Scoring We […]

“In 2026, the ‘Dark Funnel’ isn’t a lack of data; it’s a black hole in your intel kit – a lack of orchestration. If you aren’t turning invisible signals into visible actions, you aren’t selling—you’re just guessing.” – Gertrude Van Horn, SVP & CIO, Cien.ai The Problem: The Blind Pitch Obstacle For years, GTM teams […]

By Gertrude G. Van Horn, SVP & CIO at Cien.ai “The leaders are giving AI a seat at the table – an invitation for an AI Agent to become part of the fabric of their businesses, helping to identify, explore, and not only improve process and efficiency but influence outcomes. This is the evolution from […]

By Gertrude G. Van Horn, SVP & CIO at Cien.ai “Anything that is measured and watched improves.” – Bob Parsons, Founder of GoDaddy The Problem: The High Cost of “Gut Feel” In many B2B organizations, the definition of an Ideal Customer Profile (ICP) is surprisingly unscientific. It is often a static document born from broad […]

By Gertrude G. Van Horn, SVP & CIO at Cien.ai A Holiday Season Special The holidays are here, and while most people are thinking about gingerbread houses, festive sweaters, and figuring out who actually likes fruitcake, revenue leaders everywhere have only one thing on their wish list: growth. So this season, in the spirit of cheer […]

Product Update: November & December 2025 As we close out 2025, our focus has been on giving you sharper tools to protect your revenue and clearer visibility into your data’s health. This update introduces powerful new segmentation capabilities, smarter pricing insights, and increased transparency across our AI scoring models. Here are the key enhancements for November […]

By Gertrude G. Van Horn, SVP & CIO at Cien.ai Intro A disciplined GTM  year-in-review becomes both a strategic asset and a source of competitive advantage.  It serves as a strategic lens through which leaders understand the structural and behavioral forces influencing their growth engine. Too many organizations limit this exercise to top-line metrics—bookings, pipeline […]

By Gertrude G. Van Horn, SVP & CIO at Cien.ai Intro The final quarter of the year isn’t just a deadline—it’s the commercial equivalent of the playoffs. And in December, you’re deep in the red zone. The scoreboard is visible, the pressure is real, and every rep is overcaffeinated and increasingly driven by gut instead […]

By Rob Kall, Co-Founder & CEO, Cien.ai “The average tenure of today’s Chief Revenue Officer (CRO) is among the shortest in the C‑suite, averaging just 25 months.” –  Harvard Business Review Are You the Next CRO to Get Chopped? On paper, keeping your job as a CRO sounds simple: deliver the numbers, and everythingelse falls into […]