Archive
All Adrata Articles.
May 2026
The AI Harness for Revenue Teams
Old world: CRM. New world: AI Harness. Context, tools, workflows, memory, governance, and learning wrapped around AI so CROs, VPs, managers, and sellers know the next move.
Deal Context
Why the next revenue system is built around the full state of the deal, not the fields a rep remembered to update.
The Access Graph
The connected model of people, companies, relationships, signals, and deal context that shows the path into any account.
Desktop-First Revenue Work
Why serious revenue workflows need a real workspace for context, focus, shortcuts, local state, and long-running agent work.
Agentic Sales Execution
AI moved from co-pilot to agent. Now it needs to move from agent to executor. Here's what that means for sales teams in 2026.
March 2026
Deal Reality
Your CRM shows you what reps type. Your revenue intelligence tool shows you what reps say. Neither shows you what's actually happening in the deal. This is the gap that kills quarters.
The Revenue Bottleneck
Elon Musk treats every company like a production line and hunts the single constraint limiting throughput. Your revenue engine is a production line too. Here's how to find and fix the one bottleneck capping your growth.
The 10 Levels of CRO Data Excellence
Most revenue organizations operate at Level 2. The best in the world are at Level 6. Here's the complete maturity model — from basic CRM hygiene to predictive orchestration — and the specific results each level unlocks.
Will We Start Selling to AI Buyers?
Procurement AI is already evaluating your product. Here's what it sees.
Leonardo da Vinci
History's first sales pitch. Cross-domain pattern recognition. Vision without shipping is a clay horse.
The Man Who Invented Management
Pierre du Pont invented ROI, created the multidivisional corporation, and rescued General Motors. Five principles for revenue leaders.
The Refrigerator
Chamath said AI is the refrigerator. No one has built the Coca-Cola yet. He's wrong. We did.
Narrow Superintelligence
You don't need artificial general intelligence. You need a system that is better than every human alive at one specific thing.
Value Engineering
Bill McDermott didn't sell software. He engineered outcomes. The discipline that took him from a Long Island deli to the CEO suite — and what it means for every enterprise seller alive today.
February 2026
OpenAI Pays Zero Commission
The most valuable AI company on earth built a 500-person sales team with zero commission. No accelerators, no spiffs, no President's Club. Here's what they did instead.
30,700 in Six Weeks
Salesforce Agentforce hit $540M ARR growing 330%. Then Salesforce laid off 1,000 people—including members of the Agentforce team itself.
The Centaur Seller
In chess, a human with AI beats AI alone. The same is true in sales. Here's the data — and what comes next.
Your Next Hire Might Not Be Human
The emerging playbook for running blended human + AI agent teams in sales.
Selling to Agents
A framework for the CRO preparing for the agent-mediated buying journey.
Demand-Side Agents
Everyone is building outbound AI agents. Nobody is preparing for inbound ones.
The Seat Was Always a Proxy
Per-seat pricing approximated value for twenty-five years. AI makes the proxy obsolete.
The NRR Inflection
A 30-point difference in NRR produces a 4-5x difference in enterprise value.
Token Economics
Tokens are the new variable cost in revenue operations.
The Buyer Group Thesis
Network effects drove 70% of tech value creation. We believe buyer-room intelligence will drive the next era of B2B.