Cien.ai Growth Essentials Series: The Hidden CRM Friction Killing Your Deals (Without Your Managers Realizing It)
By Ivan Redini, Director Partner Success, Cien.ai “Your CRM should show reality, not just what reps remembered to enter. AI reveals the hidden deal history managers usually miss.” – Rob Kall, Co-Founder & CEO, Cien.ai The CRM Looks Clean. The Revenue Motion Often Isn’t. Sales reps hate data entry, and managers cannot realistically police every […]
Cien.ai Growth Essentials Series: The Agentic Pivot: 2026 is the Year of “Digital Labor”
By Gertrude Van Horn, SVP & CIO, Cien.ai “The defining shift of 2026 isn’t that AI is getting smarter; it’s that AI is getting a job.” – Gertrude Van Horn, SVP & CIO, Cien.ai By 2026, the CRM landscape has shifted from Assistive AI (Copilots that write emails) to Agentic AI (Autonomous “Digital Teammates” that […]
Cien.ai Growth Essentials Series: Why DIY is a Dangerous Shortcut in GTM Intelligence
By Gertrude Van Horn, SVP & CIO, Cien.ai “A DIY approach to GTM analytics is simply a beautiful dashboard on top of a broken foundation—serving up misguided recommendations with dangerous false confidence.” – Managing Director, GTM Strategy & Analytics at a Global Fortune 500 Firm. The Challenge Boardrooms today are intoxicated by the allure of […]
Cien.ai Growth Essentials Series: Year in Review – Mine the Golden Nuggets of Past GTM Performance to Reveal Insights for 2026
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 […]
Cien.ai Growth Essentials Series: Strategy & The Clarity Gap: Why Most GTM Strategies Fail in Execution
By Gertrude Van Horn, SVP & CIO, Cien.ai “Having a strategy is easy. Determining whether it’s working is not.” – Gertrude Van Horn, SVP & CIO, Cien.ai From Vision vs Reality Divide As Q4 planning kicks into gear, boardrooms buzz with optimism. Growth plans are mapped, targets set, and teams aligned around bold objectives. But […]