FEATURED INSIGHTS

The B2B buyer journey has never been static. It has evolved with each wave of innovation—from the analog, sales-driven era to the explosion of digital discovery and lead generation enabled by the internet. We’re now entering a new phase with AI-driven decision-making.

With each shift, buyers take on new behaviors, and marketers and sellers must scramble to meet them where they are.

Let’s face it, “long-tail” accounts in enterprise tech are often neglected—like that notebook full of big ideas collecting dust. These accounts get limited attention because they’re seen as low ROI.

Best case scenario, we throw a Hail Mary before renewal time and hope for the best.

But these accounts represent opportunities waiting to be cracked.