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Achim’s Razor
Weekly, on GTM effectiveness, AI adoption, and the evidence your CFO can actually check.
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Insight
Strategy
Execution
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Articles
Metrics
Buying Signals, Not Form Fills: Route on Patterns
Form fills and downloads are not intent. Here's how to define strong B2B buying signals and see patterns to lift win rate and forecast accuracy.
October 14, 2025
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2 min read
Paula Skaper, procurement
Strategy
What HubSpot Got Wrong About Marketing’s “Predictable Past”
HubSpot claims marketing used to be predictable and linear. Here’s why it never was and why marketers and vendors alike need to rethink accountability.
October 7, 2025
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4 min read
Kerry Cunningham, Peter Drucker, attribution
Insight
The Elephant in the Boardroom: We Don’t Buy the Way We Sell
B2B buyers don’t follow funnels, yet marketers still build them. Here’s why MQLs fail, how buyers really buy, and what CEOs, CFOs, and CMOs must fix.
September 17, 2025
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3 min read
Forrester, Gartner, Kerry Cunningham, Les Binet, Peter Field
Strategy
AI Adoption Barriers: How Leaders Can Drive Success
AI adoption fails without leadership. Learn how clear policies, pilots, and visible sponsorship remove barriers and accelerate organizational adoption.
August 19, 2025
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3 min read
Gerard Pietrykiewicz, Jim Collins
Insight
What the 80/20 Rule Taught Me About B2B GTM Strategy
I tried the 80/20 prompt on B2B GTM and uncovered real insights. Here’s what top teams do differently, and why most still struggle to prove what works.
August 5, 2025
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5 min read
ChatGPT
Execution
Causal CMO #6: How to Run a Skunkworks GTM Project (Quietly)
CMOs use quiet pilots and causal AI to prove GTM impact and drive deal velocity before selling the story internally. Here’s how to execute one effectively.
July 29, 2025
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3 min read
CAC
Strategy
Causal CMO #5: How to Prove GTM Value in the Boardroom
Causal AI is redefining how boards evaluate GTM value. Learn how CMOs can prove impact, defend spend, and lead with data under rising fiduciary pressure.
July 22, 2025
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4 min read
Delaware Chancery Court, CAC, budget
Execution
Causal CMO #4: How to Operationalize Causal AI in GTM
Learn how to operationalize Causal AI across your GTM strategy. Shift from attribution to effectiveness, and build decision clarity before 2028.
July 15, 2025
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4 min read
Proof Analytics, time lag
Insight
Why AI Adoption Still Frustrates Most Managers (And What Helps)
Tried automating with AI? We did too. Here’s what broke, what worked, and why most tools still miss the mark for real-world business teams.
July 8, 2025
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3 min read
ChatGPT, Gerard Pietrykiewicz
Insight
Causal CMO #3: Causal AI is the GPS for Your GTM, Get Ready for 2028
Causal AI isn’t just tech. It shows what really drives GTM results. Learn how to move beyond attribution and start building your causal advantage before 2028.
June 25, 2025
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4 min read
ChatGPT, Proof Analytics
Insight
Causal CMO #2: How to Move From Patterns to Proof
Pattern-based models like attribution help predict behavior, but they don’t explain cause. This article shows how causal AI reframes GTM, risk, and performance.
June 18, 2025
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4 min read
Insight
Causal CMO #1: Attribution still dominates GTM. That’s a problem.
GTM teams still rely on attribution. That’s a problem. Learn how causality models reduce risk, reveal drivers, and rebuild CMO credibility.
June 10, 2025
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6 min read
Jon Miller, time lag
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