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Perspectives on strategy, growth and commercial performance.

Selected orange spheres passing through metal gates, representing qualified opportunities.

30 July 2026

A stronger pipeline starts with better qualification, not more leads

Pipeline volume is useful only when it reflects genuine buying intent. Align qualification, stage evidence and review decisions so the forecast becomes a guide to action rather than a defence of activity.

Deepanjana Ghosh

A balance scale weighing charcoal and orange blocks, representing value and pricing trade-offs.

23 July 2026

Pricing is a commercial system, not just a number

Price, packaging, discounting and delivery economics shape the same commercial outcome. Review them together before using a price change to solve a growth or profitability problem.

Deepanjana Ghosh

Connected geometric blocks with one orange decision point, representing a focused AI workflow.

15 July 2026

Before adding AI to GTM, choose the decision you want to improve

Start an AI initiative with a specific workflow, clear decision ownership and a baseline. Evaluate commercial value alongside reliability, privacy and adoption before expanding the rollout.

Deepanjana Ghosh

An illustrative editorial image of colleagues arranging workflow tiles and orange decision markers together.

8 July 2026

Change management in GTM: make adoption part of the commercial plan

A new process, operating model or AI tool creates value only when people change how they work. Build ownership, practical enablement and feedback into the commercial plan from the beginning.

Deepanjana Ghosh

An editorial illustration of interconnected silver gears with orange connectors on a strategy drafting table.

1 July 2026

When growth stalls, diagnose the revenue engine before adding more activity

More pipeline, more hiring and more tools are not always the answer to stalled growth. Start by identifying the constraint across business strategy, market choices, execution, organisation and AI.

Deepanjana Ghosh

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