Research

Primary research on enterprise GTM hiring in AI tech.

Cited, quantified, versioned work — each report re-promoted as a new edition rather than replaced. Fast commentary lives separately, in Insights.

May 2026 · 5-part series

The True Cost of Enterprise Slow-Hires, Low-Hires, and Mis-Hires

A five-part model of what a slow-hire, a low-hire and a mis-hire actually cost in enterprise AI sales — how often each happens, how long it runs, what it costs, who else it hits, and what starting over costs on top of it.

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These are planning numbers. The hire is the variable.

Twenty minutes, no pitch — what the role really needs, and whether this is a search worth running.

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