Know What's Happening in CRO Pulse
Know What's Happening in CRO Pulse
A new Phocas Software report shows 54% of wholesale distributors will overhaul demand forecasting in 2026, seeking more precise, data‑driven inventory control. Nearly half (45%) plan to increase data and warehouse automation, while one‑third aim to deepen product and customer segmentation, and 31% will adjust safety stock levels. Economic uncertainty and heightened competition are driving these shifts, prompting distributors to prioritize stock availability over cash efficiency. Those with highly accurate planning already report lower inventory costs and higher service levels.
Now playing on @artofsupply > How iRobot’s Supply Chain Became Its Last Resort https://t.co/p5hFTiS2fr https://t.co/nVLSFLgEOt
Körber’s Vice President of Digitalisation & AI, Michael Becher, will lead a session at IntraLogisteX 2026 on AI‑driven intralogistics, focusing on digital twins, agentic AI and predictive maintenance. The presentation, scheduled for March 19 at NEC Birmingham, will demonstrate how...
iRobot, the pioneer of consumer robotics, saw its revenue peak at $1.56 billion in 2021 before facing intense price competition from low‑cost Chinese rivals. In August 2022 Amazon announced a $1.7 billion cash offer to acquire iRobot, aiming to integrate Roomba’s home‑mapping...
The U.S. Postal Service is hiring restructuring advisers to help address its increasing financial troubles, Postmaster General David Steiner told Reuters in an interview. https://t.co/5x45UAESKf
Sheldon Lacy marked his 10th year as chief risk officer and his 50th birthday while steering Canopius Group through rapid growth and a shifting insurance market. Since the 2019 AmTrust acquisition, the firm’s gross written premiums have surged 130%, and...
In this episode, Adam Dorrell, CEO and co‑founder of CustomerGauge, discusses the challenges of transitioning from founder‑led sales to a scalable commercial organization. He shares how he and his co‑founder initially handled sales themselves, the pitfalls they faced hiring sales...
Target Corp. announced it will extend its next‑day delivery service to 20 additional metropolitan areas, pushing the total number of cities offering the option to more than 50 and covering roughly 60% of the U.S. population. The rollout is part...
Aviv Canaani, CRO of Datarails, reengineered the company’s go‑to‑market by flipping sales from 90% outbound to 90% inbound. The inbound engine—built on paid LinkedIn, Google, Facebook campaigns, a niche FP&A podcast and a strong brand presence—enabled AEs to close roughly...
A week after the Supreme Court’s tariff ruling, industry leaders report little immediate impact on sourcing, freight bookings, or trade volumes. Companies are adopting a cautious stance, reviewing inventory and carrier commitments while holding existing network configurations. The ruling provides...
The Loadstar - Air cargo capacity on key Asia-Europe corridors has fallen 39% following the shutdown of major Gulf airspace and hubs amid the escalating conflict in the Middle East. https://t.co/XxAzcLFVzn https://t.co/VVlvHRVoSr
Container shipping companies halt bookings, divert vessels due to Middle East risks https://t.co/WzcNxIAkRJ via @WSJ
In this GTM Now episode, operating partner Bill Bench—who spent 29 years as a CRO—discusses the shift from quota‑driven sales leadership to venture‑backed operating roles, emphasizing the need for precise, outcome‑focused metrics. He introduces his "Mojo" metric, a daily net‑pipeline...
I was in a coaching workshop with an SDR team selling into enterprise accounts last week and a rep asked which prospect to message first. It's a massive account.. probably 20 people we can reach out to at min. The obvious choice...
Joseph Joseph is expanding its collaboration with XPO Logistics to include global freight forwarding from China to XPO’s Rugby, UK warehouse. The extended contract gives XPO full control of the supply chain, from sourcing to final delivery, and introduces AI‑driven customs...
Mission Critical IoT announced that John Hubler, formerly Chief Revenue Officer, has been promoted to President and Chief Revenue Officer. In his expanded role, Hubler will manage company‑wide operations, steer strategic initiatives, and continue overseeing all revenue‑generating activities. The move...
Every quarter, management teams walk into the board meeting with a “Closed Lost Analysis” slide. It typically shows the top 5 reasons deals didn’t close. Pricing. Missing feature. No budget. Chose competitor. The problem? Much of that data is incomplete,...
Yeah, I know...duh...but still, it's an interesting read - Major e-commerce platforms are warning of longer delivery times to the Middle East https://t.co/bdfVcCHO3R
The RevOps Roundup for week 9, 2026 aggregates fresh thought leadership on scaling sales teams, AI‑driven admin reduction, and tool integrations. Flowla outlines five high‑impact workflows to standardize sales processes once organizations exceed ten reps, emphasizing Digital Sales Rooms and CRM‑linked automation....
Hapag-Lloyd - Due to the deteriorating security situation in the Middle East region, we have decided – in close coordination with our security partners – to pause future Trans-Suez sailings through the Bab el-Mandeb Strait for the time being. https://t.co/igGhhMHR23
When you fire up the sales engagement software but still don’t know your ICP or messaging. https://t.co/E0HuKLF0D7
Spend data, traditionally a lagging metric, is being re‑engineered as a forward‑looking signal thanks to AI advancements. Zip’s recent survey of over 1,000 spend management professionals reveals heightened focus on analytics, AI skill demand, and a rapidly diversifying procurement technology...
Could you operate your company with half the people? Jack Dorsey’s announcement yesterday, reducing Block’s headcount from 10,000 to 6,000, should provoke this question in every management team. The stock surged 24%. Dorsey’s memo framed it as inevitable : Within...
The session with ORO Labs executives reframed procurement as an end‑to‑end process rather than a siloed function, emphasizing its impact on user experience, cost savings, risk mitigation, and compliance. Rapid advances in AI and automation are forcing procurement technology stacks...
Organizations that serve food at scale face rising inflation and supplier pressure. Partnering with a group purchasing organization (GPO) allows them to lock in lower prices, standardize contracts, and streamline budgeting. Marissa Muzik, senior manager at Una, explains how GPOs...
Maersk announced it will reroute several U.S. and other services from the Red Sea to the Cape of Good Hope, citing unforeseen security constraints in the region. The changes affect both ME11 and MECL routes, with one westbound and two...
In the 80s and 90s, most sales reps were full-cycle. They found their own meetings. They ran the process. They renewed and expanded accounts. Then we specialized: --> SDRs (thanks to the “predictable revenue” era) --> CSMs and post-sale roles...
Founders: Free trials are fine, but they need clear value triggers. Like Yesware limiting free email tracking volume - when pros hit the cap, they're seeing enough value to pay. Don't give away your core value indefinitely. Gate it behind reasonable limits.
Covr Financial Technologies has appointed Ryan Bivins as head of sales to accelerate its national distribution platform. Bivins brings over a decade of experience selling hybrid long‑term care (LTC) products at Lincoln, Pacific Life and John Hancock. He will oversee...
Founders: ROI pricing is powerful but requires clear metrics. If you can prove '1 missed recruiting fee per 500 candidates' or '25% higher win rates,' price against that value. If not, index off competitor pricing and iterate up based on market response.
Maersk E-Commerce, a parcel delivery service from Maersk recently launched a customer portal enabling clients to monitor carrier performance in real time, according to Sam Coiro, head of Maersk E-Commerce, North America. More new capabilities coming....🤔
Smart sales leaders often know the right tactics, yet execution falters. Janelle Grove identifies isolation and the emotional gap between knowing and deciding as the core blockers. Without a trusted peer group to pressure‑test choices, leaders over‑analyze, delaying actions that...
Cass Information Systems announced a partnership with AI‑enabled tariff specialist Caspian to embed advanced customs audit and refund capabilities into its freight‑payment platform. The integration adds AI‑driven HTS modeling, detailed audit functions, and support for post‑summary corrections, protests, and duty‑drawback...
Fiserv announced three senior hires this month: Lia Cao as chief revenue officer for enterprise and platforms, Robert Clarkson as chief revenue officer for small‑business and Clover POS, and Adit Gadgil as global head of business development. All three are...
UPS overtakes FedEx to become world’s largest express air cargo hub https://t.co/4KagOwNarP Report - https://t.co/t55TpPGgln
Fujio Cho emphasized that standardized work is a learning tool, not a control mechanism. He argued that a shared, current‑best‑practice baseline makes problems visible and enables continuous improvement. When leaders treat standards as compliance checks, employees hide issues; instead, leaders...
The recent SupplyChainBrain webinar highlighted how generative AI is moving logistics beyond static visibility toward proactive orchestration. Speakers explained that intelligent agents can monitor, decide, and act, turning dashboards into autonomous execution engines. They presented a framework for selecting GenAI...
Having sat through thousands of crawl-walk-run presentations in my life, I thought it might be helpful to expand the model a bit to cover more, um, realistic implementation paths. https://t.co/fGXlclB0Qi
The spot market is finally crossing over and passing the contract market. Why does this matter? Because it provides the best data we've seen yet that the Great Freight Recession is ending. Is this a blip or a permanent shift? Is @rxoinc...
Toronto‑based premium outdoor brand Roots has appointed Rosie Pouzar as its new Chief Commercial Officer, elevating her from Head of Omnichannel Growth. Pouzar, who previously led Sephora Canada’s retail expansion, will oversee commercial strategy, operations, and customer insight across Roots’...
Lineage reported flat Q4 revenue of $1.34 billion and a modest $6 million net profit as the cold‑storage market works through a 10% oversupply. New refrigerated space expanded 14.5% from 2021‑2025, while demand rose only 5%, creating a capacity gap that is...
Sales Management Interviewing Mistakes: You do the majority of talking. You are the only one interviewing potential sales candidates. You don’t check resumes and backgrounds before making a job offer. You don’t ask challenging enough questions during your interviews. #frippvt
New article from McKinsey - From cost center to competitive advantage: Modernizing reverse logistics with AI https://t.co/Ukil6mBCjn
The Deep Current survey of 600 freight decision‑makers shows decision density rising despite AI adoption, with 74 % making over 50 operational choices daily and half exceeding 100. System fragmentation forces professionals to juggle five or more disconnected platforms, leading to...
Genpact’s supply‑chain chief warns that escalating tariff volatility is driving firms to diversify suppliers and shift toward regionalized networks by 2026. Pandemic‑era investments in control towers and risk‑monitoring tools have equipped shippers to react quickly without external advisory projects. Companies...
Bot Auto announced a strategic partnership with Ryan Transportation to launch driverless freight operations on a 200‑mile overnight corridor between Houston and Dallas, slated to begin this spring. The route, traditionally hard to service due to tight delivery windows and...
Agentive announced that former Google Cloud executive David Keene will serve as co‑founder and chief revenue officer. Keene brings more than three decades of leadership at Google Cloud, Salesforce, Oracle, SAP and recent CMO roles at Wipro Europe and Speechmatics....
Art of Procurement has launched the ProcureTech Insider, a new podcast series aimed at demystifying procurement technology. The show targets CPOs and digital leaders who are overwhelmed by rapid AI‑driven platform growth and need practical guidance. In its inaugural episode,...
Northwood Space has appointed Zak Kirstein as chief revenue officer, promoting the executive who has been with the company for just over two years. Kirstein previously led the head of growth function and was instrumental in securing a $100 million Series B...
Complex deals aren’t closed at the end — they’re built at the beginning. On Sales Logic, Meredith and I talk trust, decision-makers, procurement realities, and when to walk away. Sales is still a relationship business. https://t.co/2Fyvebn4bC
