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Insights

Practical thinking on sales, marketing and go-to-market for ERP implementation partners and software vendors.

Ballparking on the first call is burying your pipeline

A BDM at capacity drops a big number on the first call to sort the serious buyers from the rest. It's rational at their desk, and it's quietly destroying leads your business paid for.

David Reece30 October 2026

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Marketing5 min read

If your BDMs are doing cold outbound, you have a marketing problem.

Your BDMs are the most expensive resource in your go-to-market team. Every hour they spend finding a buyer is an hour they aren't selling to one.

23 October 2026

Sales5 min read

They're not buying you. They're buying the platform you happen to sell.

By the time an ERP buyer meets an implementation partner, the platform is already on their shortlist. The vendor's brand may get you the meeting, but it won't close the deal.

19 October 2026

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