Software & Technology · Topic
2 articles from Software & Technology practitioners
B2B tech lead gen in 2026 is a timing problem, not a volume problem
Enterprise tech buyers finish 60–70% of their research before talking to a rep. The pipeline gap lives in that window, not in list size.
Buyers finish 60–70% of vendor research before talking to a rep. Here's what that means for how enterprise tech teams structure outbound.
