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I help B2B technology companies build pipeline in the accounts that matter most —…
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The Friction Circle of Enterprise Deals
The Friction Circle of Enterprise Deals
Yes, the 2026 F1 season is almost upon us and as someone who's been obsessed since childhood I'm more than a little…
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David Meyer shared thisGreat to be at AntiCon today. Thanks Nicola Morrin for inviting me. Off to a great start with a talk from Richard Shotton about the importance of perceived effort in your message and product/service story. Human beings use effort as a proxy for quality. This brilliantly with something we’ve seen and been saying for a while Clarify - you need to show your workings! The effort you put in over and above the norm/what others are doing is a big part of what earns quality engagement today. AI raised the bar and that bar will continue to rise as AI gets better and as we all get better at spotting AI (shared Richard’s slide with examples in the comments). Solving for scale alone isn’t going to scale the way you might expect
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David Meyer shared thisDrop me a line if you or your teams would like to participate.David Meyer shared thisYou’re invited to our SDR Momentum Day at Clarify, a full day dedicated to high-quality outbound. Join our Clarify SDR team at our office in Theale, we’ll be on the phones, testing messaging, learning fast and improving together. We'll be running focused call blocks throughout the day and we’re inviting you to join us in person. You can expect: 📱 Call alongside our team 💬 Test messaging live 📈 Get real-time coaching and feedback 🚀 Learn in a high-performance environment If you’d like your team in the room, register your interest via the link in the comments >> #SalesDevelopment #BuildingMomentum #SDR #OutboundSales #SalesTraining #B2B
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David Meyer shared this"Do you expect me to talk? No Mr Bond, I expect you to die!" What if the GTM world has more in common with the intelligence services than we'd like to think? I don't mean that prospects/customers are like Goldfinger, well, at least not all of them ;) I was listening to The Rest is Classified the other day (great podcast if you haven't tried it yet). Up to the very end of the Cold War, the tradecraft was almost entirely human. Officers in the field. Assets cultivated over years. Patient, relationship-driven, built on trust and inference. George Smiley wasn't running dashboards - he was reading people. Then came the tech era. Unmanned satellites replaced manned reconnaissance aircraft. SIGINT (Signals intelligence - yep, I'm learning even while walking my dog in the morning!) took over - intercepts, metadata, pattern recognition - more granular and more scaled than ever before. The CIA and MI6 became as much technology organisations as human ones. Sound familiar? But here's what the best services figured out: SIGINT tells you what. HUMINT tells you why. You need both - and you need to know when to lean on which. Are we there yet with the HUMINT/SIGINT balance?
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David Meyer shared thisABM has been hollowed out. And I think it's now almost unrecognisable from what it was supposed to be. Those that have worked with me know I love an analogy - so how about this for one: The great Gothic cathedrals weren't built by someone who bought a set of mason's tools. They were built by master craftsmen who understood the site, knew the stone, worked to a vision that stretched decades into the future — and coordinated architects, glaziers, carpenters and labourers across every inch of the building. The tools were essential. But they were nothing without the person wielding them, the judgement and skill behind every cut, and the shared purpose holding the whole thing together. That's what real ABM looks like. It's not just a platform or an intent signal. It's building journeys, experiences for the actual humans inside a target account. Shifting how they see their challenges, and how they see you. Not over decades admittedly - but potentially when they don't yet recognise the needs, haven't got colleagues onside with the need to change or how to - and that can take many months or even years for a big, complex deal Somewhere along the way, that sense of ABM's purpose seems to have been lost. A wave of genuinely useful tools — 6Sense, Demandbase, Terminus, MadisonLogic — got conflated with the strategy itself. The tools matter. But without the craftsperson, the site knowledge, the long-term vision and the coordinated team — you're not building a cathedral. You're just accumulating equipment. In a world thats ever noisier, more automated, the real competitive advantage might lie in doing the things that are genuinely hard to scale. Relationships aren't automated, trust isn't usually built fast. ABM was never a technology category. It was a philosophy
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David Meyer shared thisIn various conversations, podcasts and particularly Sam Jacobs' excellent P&L fluency course with Pavilion across the last few weeks I was picking up on the 'AI is going to compress margins' theme; and its clear most people are nervous about what that'll mean. Add to the AI opportuntiy/threat that the era of interest free money has ended and it seems clear to me that sales and marketing as a % of revenue has to come down. So efficiency, productivity of your GTM becomes critical Thats a world I know well - the choice we made at Clarify, years ago now, that complex, high value would be our niche meant we've worked with telcos and service providers often with very high value, complex deal motions but also often with very tight margins. So what's the problem? Well, alot of the GTM thought leadership talks about productivity but really mean more volume. More emails. More calls. More sequences. So all the communication channels are congested with **** Cold email reply rates have dropped from ~7% in 2023 to around 5% today — and falling. And thats for those of us doing the very best work out there. Connect rates by phone have collapsed from what could be 15-20% pre 2020 to often low single figures. Prospects aren't just ignoring the noise. They're becoming immune to it. Real pipeline / GTM productivity comes from optimising across four things: $, #, %, T — deal value, volume, conversion rate, and velocity. Making educated compromises across all of these. Most GTM motion today optimises for # alone and calls it a strategy. Layer on that productivity isn't just about winning. It's about keeping and the compound effect of a customer who renews, expands, and refers dwarfs anything you'll get from spraying more outreach at overwhelmed audiences As AI brings in lower margin, consumption based models the cost to acquire and keep that revenue for the long-run will be the determinator. Just like most other as-a-service stuff always was
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David Meyer shared thisSaw this just now in a Pavilion chat and thought I had to share. The remaining delta between observed capability and potential is still much bigger than I think most of can comprehend yet. I also think it won’t be uniformly impacting across any of these functions - some examples of or parts of of each function is more/less liable to this kind of automation. Thanks Jonathan Moss, Peter Walker & co for your continued great work in the AI in GTM chat. I’m sure there’s more of a few lurkers 😜like me who get huge value from the discussions there
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David Meyer shared thisGreat time yesterday sharing with the Pavilion community some of the practical learnings we’ve had in how best to use AI. I walked through some of the use cases we’ve deployed, some of the lessons learned and a little of where we’re going next at Clarify Mark Walker shared a great summary of the tool landscape and some of his own lessons as a founder in AI SaaS. Thank you Nicola Anderson for organising and hosting. https://lnkd.in/eeab8t-XHow to Leverage AI to Drive Pipeline in 2026: Pavilion AI in GTM live sessionHow to Leverage AI to Drive Pipeline in 2026: Pavilion AI in GTM live session
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David Meyer shared thisBusy time in London this week - almost felt like the old days! Highlights were definitely getting to visit both the The Royal Automobile Club and The Royal Air Force Club. Thank you to Introhive, PeoplePath and Savant for the hospitality, valuable learnings and networking.
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David Meyer shared thisDont agree with you that that AEs will be replaced by AI Tito. Or at least I think some will - those that are too transactional today and who’s solutions / problems they solve lack complexity. They’ll go for sure. But those who are really good at building a business case, maintaining urgency and momentum - they’ll still be there going forward. Same with SDRs. If they’re sitting behind heavily automated sequences today they’ll be gone very very soon. 100% agree with everything you say about how SDRs will work though - and it’s not so much an evolution of the role as a return to how it always was in the Enterprise/Majors space back before “Sales Dev” became synonymous with the spam email machines. Some of us stayed true to solving for more than just volume and speed (value and conversion rates) and are well poised for what’s coming next.David Meyer shared thisThe race to the bottom has passed a critical point. We have desensitized the market with AI SDR efforts… this is what creates the $300K SDR. I’m not joking, my inbox gets 100’s of emails that are super personalized every week. This week alone I got 70+ on “your website has an HTML error”… Last week, I put a job post up, 50+ vendors from ATS to recruitment solutions, to outsourced recruiters emailing me “saw you’re hiring… {{insert-pitch}}” Guess how many I responded to? How many do YOU respond to? ZERO. Zilch. Nothing. Nada. Why? Signals are generic in 2026. Messaging is all the same / indistinguishable between AI automation and a human. The bar has risen, A LOT. Building true pipeline requires extreme business acumen and multi-channel messaging with CONTEXT, not just personalization. ** tomorrow I have a post about how you win as an SDR using signals. Turn notifications on ** As all these companies are blasting the cannons via phone, email, LinkedIn… Here’s what it all means. In 3 years the ratio of pipegen employees vs. closers will change. We have 1 SDR for every 3-6 AEs today. As the AEs have empty calendars, the question is simple… will they self-source their own deals? Or do we let go of 30-60% of the team and repurpose more budget to pipe gen? I won’t be shocked when more companies look like this. 10 SDRs, 4 AE, 4 AM. Goal of $6M net new ARR and $1M in NRR. The SDRs will not only get intro / first meetings but they’ll work closely with the AE to multi-thread, get 2nd meetings, follow up, etc. pipeline leakage will be the biggest cost to a business. If you want a good CAC, you can’t let pipe leak. Now be honest. Take a step back. You’re the buyer. For whatever reason (referral, ad, outbound, conference) you decide to evaluate X solution. Do you want a human AE? Or do you want an AI AE? Having to wait for a proposal, having to wait for my questions being answered. Not having 24/7 availability for speak with them, a human over promising features to make a commission…. The AI would eliminate all those problems… As a BUYER, I don’t want AI SDRs reaching out to me, they’re generic, they’re annoying. They WASTE my TIME! I want AI AEs. Respond fast, respond honestly (query your product documentation?), be available 24/7, provide relevant examples, send me the call recordings…. The BUYER makes the decision to buy, optimize their experience and you’ll win. I think a lot of these AI SDR companies need to look at the acquisition of Momentum.io by Salesforce and realize…. Let’s add more relationship building, let’s put more senior people on the SDR seat… and let’s replace half of our AEs with AI. And if you’re thinking of replacing your SDRs with AI, good luck friend… first show me the 3 meetings you took from the great AI outbound you received… lol. #FoodForThought
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David Meyer liked thisDavid Meyer liked thisAfter eight years, today marks my last official day at Wunderkind. From a BX London office cold enough to see your breath + mice as uninvited colleagues, to gold dinosaurs and enough air miles to make Artemis II look like a short commute. What followed included a questionable number of military analogies, very strong convictions about getting the foundations right and one of the most formative and rewarding periods of my professional life. Wunderkind shaped how I think about sales, leadership and building things that genuinely matter. The opportunities I was given to grow, to lead and to be challenged were real and I don't take that lightly. To the leadership team: thank you for your trust, your backing and your honesty. Leading through complexity takes real courage and I had a front row seat to that. Particular mentions for Wulfric Light-Wilkinson, Rob Massa and Adam Sirois. To the colleagues who became friends: you made this place. The ones who showed up on the hard days and made the great ones even better - thank you ❤️ I leave with deep gratitude for everything this chapter taught me and genuine excitement for what comes next. More on that very soon 👀 LFG
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David Meyer reacted on thisDavid Meyer reacted on this8 Years of Aufinity Group: From a windowless office to the European standard for Autonomous Finance. 8️⃣ 🚀 Looking at our very first website in this slider, it is incredible to see how far we have come. (not to mention how young we´ve looked there Ulrich Schmidt 😂) 8 years ago today, we started this wild journey in the middle of Cologne. Today, an international team of over 180+ professionals manages >€10 billion annually via our platform. We are active in 5 European countries, powering more than 2,000 partner dealerships, and even closed our Series C completely without a pitchdeck. We can be proud to really name us the pioneers to establish a completely new category. This hypergrowth is backed by international, hard data. In the latest top-tier rankings, we didn't just place, we pushed straight to the top: 📊 Statista & Focus Wachstumschampions: #19 out of 300 companies overall #3 in the category IT, Internet, Software und Service 🌍 Financial Times FT1000 (Europe’s Fastest-Growing Companies): #139 out of 1,000 companies across Europe #4 in the category IT & Software in Germany Yet, amidst the hypergrowth and international scaling, there is one milestone I am exceptionally proud of: Our "First 8" are still all on board today. 🤝 In a fast-paced environment where job-hopping is the norm, this level of continuity is our ultimate asset. These 8 people have seen every challenge, every milestone, and the breakthrough of analog legacy walls since day one. They prove that you can protect the soul and relentless customer focus of a startup while successfully evolving into a high-performance European organization. Johannes Wolff Marius Timm Eugen Schmorgun @Dominik Schratt @Fabian Rudolf @Jalique Ehrbar Our hunger remains exactly the same as it was on day one! We are just getting started. To the entire team, and especially to our First 8: Thank you for keeping the fire burning every single day. 🔥 #PROUD Happy Birthday, Aufinity Group | bezahl.de 🍰
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David Meyer reacted on thisDavid Meyer reacted on thisOver the past few months, a lot of people have connected with me through posts about Zimbabwe, infrastructure, AI, cities, energy and the future of Africa. So I thought it was probably time to properly introduce myself beyond the job title. I was born and raised in Zimbabwe and finished school in 2009. Like many young Zimbabweans, I left school with plenty of ambition but very little certainty about what came next. Then in 2013 life had other plans. I had been looking at moving to the UK, but my mom passed away that same year. Instead of leaving, I stayed in Zimbabwe to support my dad and help continue the business that he and my mom had built together. Looking back now, that decision shaped almost everything that followed. At Laser Audio Vision, what started as an audio and visual electronics retailer evolved into one of Zimbabwe's leading cellphone and consumer technology businesses. The real education wasn't the products. It was learning how to sell, negotiate, market, source internationally and build a business in one of the most unpredictable operating environments in the world. In 2019, I finally made the move to the UK. Like many immigrants, the journey did not begin where I hoped it would. One of my first jobs was working in an egg factory in the Scottish Borders while I found my feet in a completely new country. It wasn't where I imagined I would start. But when you're building a new life, pride takes a back seat to progress. Eventually I moved into business development and later joined Clarify, where I discovered something about myself: I loved growth. Not just revenue growth. Business growth. Market growth. Personal growth. The challenge of turning possibility into reality. At the end of 2023, my family and I made the decision to return home to Zimbabwe. Returning was never a retreat. It was a deliberate choice. Because despite all its challenges, I have always believed some of the biggest opportunities of my career would be found here. Today I am with Frampol Africa, helping build enterprise infrastructure, cybersecurity and connectivity markets across Africa. None of this happened alone. My wife has stood beside me through every stage of the journey, and I owe more to mentors, friends, colleagues and family than any title or achievement could ever capture. I'm also the proud father of two incredible children. And fatherhood changes your perspective. It makes you think less about the next quarter and more about the next generation. The more conversations I have, the more optimistic I become about Zimbabwe and Africa. Not because the challenges aren't real. But because the people are. And if there's one thing my journey has taught me, it's that extraordinary things can happen when resilient people are given the opportunity to build. Joey Pouw David Meyer Neil Padmore Tasnim Choudhury Charles O'Brien Harvey Stead Jon Buesden Daniel Watson Cert CII Peter Cross Sam Hall David Dickson Simbarashe Honye
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David Meyer liked thisDavid Meyer liked thisWe’re pleased to introduce our first public-private credit strategy for professional investors initially available through HSBC Private Bank in select markets. The strategy leverages the global strategic relationship between Capital Group and KKR and aims to bring a best of both worlds combination of public and private credit markets in a single strategy. It is designed to offer the potential for incremental income, differentiated sources of return and complementary diversification opportunities. This launch marks another milestone in our collaboration with HSBC and our shared commitment to bring innovative, client-led solutions to market. https://bit.ly/49qUsZ0 Investment involves risk.
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David Meyer liked thisDavid Meyer liked thisI am excited to be joining the Blue Economy & Finance Forum (BEFF) in Monaco tomorrow to share how Marble is on a mission to make persistent maritime domain awareness affordable. We believe that our technology can make Maritime Protected Areas (MPAs) affordable to properly enforce, which has profound implications for our planet. Looking forward to pitching on the main stage this Friday with Jerome Ternynck, who shares our passion for protecting the ocean.
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David Meyer liked thisDavid Meyer liked thisIf you scroll through LinkedIn more than 5 seconds right now, chances are you'll see a lot of good people posting that they're looking for work. Tech layoffs are abundant, they're ongoing, and the market is harder to navigate than most people want to admit. Here's an ask for anyone who sees someone impacted and looking for their next opportunity. Pick one person in your network who is posting about their search. One. Reach out and offer a 30 minute call. Not to fix their CV or send them a job link. Just to hear their story, understand what they're looking for, who they're targeting, and ask how you can be helpful. If you're a leader and you spot some coaching opportunities in how they've positioned themselves, offer it. Kindly and directly. Some people in a job search may not have someone in their corner who will shoot straight with them. If you know someone worth knowing that they should meet, make the introduction. Don't wait to be asked. It very well may be uncomfortable at first, but it's worth it. You may not have a clue how you can help out today, but who knows what could happen a week from now. Consider the six degrees of Kevin Bacon, you may be a connecting point to providing an intro. A trusted warm introduction moves faster and further than any application ever will. Most people underestimate how much a single conversation from the right person can change the trajectory of a search. You don't have to solve it for them. Just show up with an open mind and a willingness to listen.
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David Meyer reacted on thisDavid Meyer reacted on thisToday marks 15 years since the end of Operation TELIC in Iraq. This week marked 20 years since I came home from TELIC 7. Deploying as a reservist changed my outlook on life. I closed the books for a quarter end at Sun Microsystems, deployed 4 weeks later and came home a different person. From 2003 to 2011, UK Armed Forces personnel served under extreme conditions to stabilise the region and support local communities. Rest In Peace to all those who gave their lives. There's two poems I often go to in periods of reflection that today brings. One my Nan sent to me whilst deployed is called "Silence/ If you stand very still " by Patience Strong and second the theme from "Time" the musical by Sir Lawrence Olivier 🕊️
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