The Action Report

Research, teardowns, and the receipts

RevSure's editorial home. Original research from our own data, playbooks, and field notes on the agentic shift in go-to-market.

Latest · Revenue Operations

CRM hygiene as a standing job: what the Digital RevOps Analyst fixes every week

Most CRM data cleanups are projects: a quarter of merging, filling and fixing, followed by a slow slide back to where things started. This guide defines CRM hygiene, explains why one-off cleanups decay, sets out a weekly checklist with who fixes each item, and shows how RevSure's Digital RevOps Analyst runs the work every week with a person approving changes to records.

RevSure Team · Oct 23, 2026 · 10 min readRead the essay →
Browse every article in the archive
ABM Intelligence

B2B intent data: first-party vs third-party, and how to resolve it to accounts

Intent data tells a B2B team that someone, somewhere, is researching a problem it solves. Until each signal is attached to the right account, person and moment, nobody can act on it. This guide compares first-party, second-party and third-party intent, behavioral and topic signals, and shows how to resolve them to accounts and buying groups, score them, and turn them into plays a person approves.

RevSure TeamOct 22, 202610 min read
Digital Workers

Closed-lost is not closed: how a win-back digital worker reopens deals

Every CRM holds a graveyard of closed-lost opportunities, and most of the loss reasons on them were picked from a dropdown on the day the deal died. This guide defines a B2B win-back campaign, explains why closed-lost reasons mislead, gives a checklist for deciding which deals to reopen, and walks through an illustrative example of RevSure's Digital SDR running the win-back play, with a rep approving every message.

RevSure TeamOct 21, 202610 min read
Lead Scoring

MQL vs SQL: definitions, the handoff between them, and why the numbers disagree

An MQL is a lead marketing has judged ready for sales; an SQL is one sales has checked and kept. This guide defines MQL, SAL, SQL and SQO, sets out the handoff and the SLA that governs it, shows how to calculate the MQL to SQL conversion rate, and explains why marketing's MQL count and sales' count rarely agree, with a reconciliation that took one team from 662 unexplained leads to 63.

RevSure TeamOct 20, 202610 min read
Digital Workers

Agentic marketing: what changes when digital workers run the analysis and the spend calls

Agentic marketing is what happens when AI agents take on the recurring work inside a B2B marketing team: reading spend against pipeline, building audiences, checking campaigns and writing the weekly report. This guide defines the term for B2B go-to-market teams, goes task by task through what moves to a digital worker and what stays with people, and explains why none of it holds up unless spend, pipeline and identity sit in one context layer.

RevSure TeamOct 19, 20269 min read
Digital Workers

Account research in 17 tool calls: what a digital worker reads before a rep picks up the phone

Most reps know they should research an account before they call. Few do it well, because the facts that matter sit in five systems and change every week. This post sets out what a pre-call account brief should contain, why the research gets skipped, and walks through an illustrative example of what RevSure's Digital SDR reads, in 17 tool calls, before anyone contacts a company in the middle of an acquisition.

RevSure TeamOct 16, 202610 min read
Digital Workers

AI employees, AI agents and digital workers: what a GTM team is actually buying

Search for "AI employees" and you find vendors offering to hire you one. The label tells a buyer very little. An assistant, an agent, an "AI employee" and a digital worker can run on similar models and still be completely different purchases: one is a seat, one is a task, one is a finished workstream with someone accountable for it. This guide sorts the labels by what you are paying for and ends with the questions to put in the contract.

RevSure TeamOct 14, 202610 min read
ABM Intelligence

What is a buying group? How B2B teams find the people behind a deal

Most B2B deals are decided by several people at the account, and most CRMs record one or two of them. This guide defines a buying group, separates it from a buying committee, a persona and an account, lists the roles that usually sit in one, explains why the CRM under-records them, and shows how to map a buying group and measure how much of it you are reaching.

RevSure TeamOct 14, 202610 min read
Pipeline

What is a sales pipeline? Stages, metrics and where deals stall

A sales pipeline is the list of open deals a company is working, sorted by the stage each buyer has reached. Most teams can say how big theirs is today. Far fewer can say how long each deal has sat where it is, which is where forecasts go wrong. This guide defines the pipeline, separates it from the funnel, lays out B2B stages with exit criteria, gives the formulas for the core metrics and shows how to find the deals that have stopped moving.

RevSure TeamOct 13, 202611 min read
Digital Workers

AI lead scoring: the Digital SDR's first job is ranking who sales should call this week

Most B2B teams already score their leads, and most reps still decide who to call by scrolling. AI lead scoring sharpened the prediction without changing what happens next. This guide explains how lead scores are built, why they so often go unused, and what a Digital SDR does differently when it owns prioritization end to end, using a live run on RevSure's own inbound lead flow.

RevSure TeamOct 12, 202610 min read
Marketing

6 Clari alternatives for revenue forecasting in 2026

Six Clari alternatives for 2026, written after the Salesloft merger closed and the Clari brand was retired. What each tool forecasts, where it stops, and which problem it actually solves.

Francisco Oller GarciaOct 8, 202613 min read
Digital Workers

What is a digital worker? Definition for B2B GTM teams

"Digital worker" meant a software robot clicking through screens for most of the last decade. In go-to-market teams it now means something larger: AI assigned to a whole workstream, such as qualifying inbound demand or keeping the CRM clean, that delivers finished work on a schedule and answers to a person. This guide defines the term, traces where it came from, breaks a digital worker into its parts and shows what one delivers in a live run.

RevSure TeamOct 7, 202610 min read
Context Layer

Claude connectors for GTM teams: how to connect Claude to your CRM, ad and pipeline data

Claude connectors let Claude read from and act in the tools a revenue team already runs. Connecting them one at a time works for single-system questions and falls apart on the questions GTM leaders actually ask, which cross the CRM, marketing automation, ad platforms and the warehouse. This guide explains how connectors work, where the one-connector-per-tool approach breaks, and how to connect Claude to a governed GTM context layer with the right permissions.

RevSure TeamOct 6, 20269 min read
Context Layer

What is MCP (Model Context Protocol)? A simple guide for GTM teams

Revenue teams are being told to connect their CRM to Claude or ChatGPT, usually by people who assume they already know what MCP is. Most explanations are written for developers and stop at the architecture diagram. This guide explains the Model Context Protocol in plain English, lists the GTM systems that ship official MCP servers and gives a RevOps lead five prompts to try. It also shows where a single-system connection stops being enough.

RevSure TeamOct 4, 202611 min read
Context Layer

What is context engineering? How GTM teams give AI agents the context they need

An AI agent asked to follow up with one webinar attendee needs a single line of instruction and about a dozen facts from four different systems. Most teams spend their effort on the line and leave the facts to chance. Context engineering is the discipline of getting those facts right before the model runs. RevSure shows what that looks like for go-to-market work, task by task.

RevSure TeamOct 3, 202614 min read
Pipeline

Customer acquisition cost (CAC): the B2B formula, a worked example and the mistakes that inflate it

The same enterprise quarter can produce a CAC of $32,000 or $133,000, and both numbers can be arithmetically correct. The gap comes from which costs sit in the numerator and which customers sit in the denominator, and in long sales cycles from which quarter the spend is matched to. This guide sets out the blended, paid and fully loaded CAC formulas, works through an illustrative enterprise example line by line, and lists where each cost actually lives. It closes with the CAC payback and LTV:CAC formulas, and a method for setting a baseline a CFO will accept.

Francisco Oller GarciaOct 2, 202612 min read
Digital Workers

The best agentic GTM platforms in 2026: how to choose, and 8 platforms compared

Every go-to-market vendor now sells agents, and the demos look alike because the visible work looks alike: an account gets researched, an email gets drafted, a record gets updated. The difference sits underneath, in what the agents know when they act and who checks the work before a customer sees it. RevSure compared eight agentic GTM platforms, included itself. The result is a buyer's checklist, a dated comparison table and a guide to choosing by scenario.

RevSure TeamOct 1, 202615 min read
Marketing

7 6sense alternatives compared for 2026

Seven 6sense alternatives compared for 2026, with what each one does, where it stops, and an honest test for whether a team's real problem is signal quality or the ability to act on it.

Francisco Oller GarciaSep 30, 202612 min read
Digital Workers

AI Digital Workers in B2B GTM: Why Standalone Agents Fail And What Actually Works

Most AI digital worker products are a single agent wearing a job title. Here is why that breaks down at scale, and how a shared Context Layer and managed supervision change the model.

RevSure TeamSep 24, 202611 min read
Papers & downloads

Take the research back to your team

RevSure Research whitepapers, solution briefs, and ebooks. The full PDF is on every page.

How-to guides

Start from your job, not ours

Step-by-step guides written for a specific seat on the revenue team.

Product releases

Every release, in one place

What shipped, month by month. New modules, agents, and platform changes.

The Action Report · Subscribe

One report. One week. No promo

Every Tuesday. A new finding from RevSure's data, a board-ready chart, or a migration playbook.