<?xml version="1.0" encoding="UTF-8"?>
<rss version="2.0" xmlns:atom="http://www.w3.org/2005/Atom">
  <channel>
    <title>ORM Technologies Blog</title>
    <link>https://orm-tech.com/blog/</link>
    <description>Sales forecasting, pipeline analytics, RevOps, and marketing attribution guides for B2B SaaS revenue teams.</description>
    <language>en-us</language>
    <lastBuildDate>Sat, 09 May 2026 16:46:30 GMT</lastBuildDate>
    <atom:link href="https://orm-tech.com/blog/rss.xml" rel="self" type="application/rss+xml" />
    <item>
      <title><![CDATA[ORM vs Outreach (2026): Forecasting vs Sales Engagement]]></title>
      <link>https://orm-tech.com/blog/orm-vs-outreach/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-outreach/</guid>
      <description><![CDATA[Honest ORM vs Outreach comparison. Why cadence automation is not a forecasting tool, and how $100M to $1B B2B SaaS teams should pair the two (or pick one).]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 23 Apr 2026 00:00:00 GMT</pubDate>
      <category>Comparisons</category>
    </item>
    <item>
      <title><![CDATA[ORM vs Salesloft (2026): Engagement vs Forecasting]]></title>
      <link>https://orm-tech.com/blog/orm-vs-salesloft/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-salesloft/</guid>
      <description><![CDATA[Honest ORM vs Salesloft comparison. Post-Clari-merger reality, why cadence is not a forecast, and how $100M to $1B B2B SaaS teams should split the stack.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 23 Apr 2026 00:00:00 GMT</pubDate>
      <category>Comparisons</category>
    </item>
    <item>
      <title><![CDATA[9 Best Marketing Attribution Software for B2B (2026)]]></title>
      <link>https://orm-tech.com/blog/best-marketing-attribution-software/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/best-marketing-attribution-software/</guid>
      <description><![CDATA[The 9 best marketing attribution platforms for B2B teams, compared on methodology, data coverage, pricing, and fit.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[Best Pipeline Management Software for B2B Sales (2026)]]></title>
      <link>https://orm-tech.com/blog/best-pipeline-management-tools/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/best-pipeline-management-tools/</guid>
      <description><![CDATA[The best pipeline management tools for B2B sales teams, compared on features, methodology, pricing, and fit. From CRM-native to purpose-built platforms.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[11 Best RevOps Tools for B2B SaaS Teams (2026)]]></title>
      <link>https://orm-tech.com/blog/best-revops-tools/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/best-revops-tools/</guid>
      <description><![CDATA[The 11 tools that make up a modern RevOps tech stack. CRM, forecasting, intent, enrichment, engagement, and analytics platforms compared.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Revenue Operations</category>
    </item>
    <item>
      <title><![CDATA[11 Best Sales Forecasting Tools (2026)]]></title>
      <link>https://orm-tech.com/blog/best-sales-forecasting-tools/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/best-sales-forecasting-tools/</guid>
      <description><![CDATA[The 11 best sales forecasting tools for B2B revenue teams, compared on accuracy, methodology, pricing, and fit. ORM, Clari, Gong, and more.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[Clari vs Gong: Revenue Intelligence Compared (2026)]]></title>
      <link>https://orm-tech.com/blog/clari-vs-gong/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/clari-vs-gong/</guid>
      <description><![CDATA[Clari focuses on pipeline visibility and forecasting. Gong focuses on conversation intelligence. How they compare and where custom models win.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[Dreamdata vs HubSpot Attribution: B2B Marketing Measurement Compared]]></title>
      <link>https://orm-tech.com/blog/dreamdata-vs-hubspot-attribution/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/dreamdata-vs-hubspot-attribution/</guid>
      <description><![CDATA[Dreamdata is purpose-built for B2B attribution. HubSpot includes attribution in its marketing platform. Here is how they compare for B2B teams.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[Forecast vs Actual: How to Measure and Close the Gap]]></title>
      <link>https://orm-tech.com/blog/forecast-vs-actual-analysis/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/forecast-vs-actual-analysis/</guid>
      <description><![CDATA[Forecast vs actual analysis reveals why revenue targets get missed. Learn how to measure the gap, identify root causes, and build a system that closes it.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[Gong vs 6sense: Conversation Intelligence vs Intent Data for Revenue Teams]]></title>
      <link>https://orm-tech.com/blog/gong-vs-6sense/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/gong-vs-6sense/</guid>
      <description><![CDATA[Gong analyzes what buyers say on calls. 6sense identifies what buyers research before calls happen. Here is how they compare and when you need both.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[Marketing Mix Modeling vs Multi-Touch Attribution: Which One Measures What Matters]]></title>
      <link>https://orm-tech.com/blog/mmm-vs-mta/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/mmm-vs-mta/</guid>
      <description><![CDATA[MMM measures channel-level impact. MTA tracks individual touchpoints. B2B teams need both for accurate marketing ROI. Here is how they compare.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[ORM vs BoostUp: Forecasting Accuracy vs Deal Inspection]]></title>
      <link>https://orm-tech.com/blog/orm-vs-boostup/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-boostup/</guid>
      <description><![CDATA[How ORM's custom prescriptive models compare to BoostUp's deal inspection and forecasting platform. One optimizes the forecast. The other inspects the deals.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[ORM vs Full Circle Insights: Marketing Attribution and Revenue Analytics Compared]]></title>
      <link>https://orm-tech.com/blog/orm-vs-full-circle-insights/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-full-circle-insights/</guid>
      <description><![CDATA[How ORM's prescriptive revenue analytics compare to Full Circle Insights' Salesforce-native marketing attribution.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[ORM vs People.ai: Revenue Analytics and Activity Intelligence Compared]]></title>
      <link>https://orm-tech.com/blog/orm-vs-people-ai/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-people-ai/</guid>
      <description><![CDATA[How ORM's prescriptive revenue models compare to People.ai's activity intelligence platform. Different data, different output, different value.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[ORM vs RevCast: Revenue Forecasting and Planning Compared]]></title>
      <link>https://orm-tech.com/blog/orm-vs-revcast/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-revcast/</guid>
      <description><![CDATA[How ORM's custom prescriptive models compare to RevCast's revenue planning platform. One builds the forecast. The other builds the plan around it.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[Predictive vs Prescriptive Analytics: What Revenue Teams Actually Need]]></title>
      <link>https://orm-tech.com/blog/predictive-vs-prescriptive-analytics/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/predictive-vs-prescriptive-analytics/</guid>
      <description><![CDATA[Predictive analytics forecasts what will happen. Prescriptive analytics tells you what to do about it. Here is how B2B revenue teams should use both.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[Sales Operations vs Revenue Operations: What Changed and Why It Matters]]></title>
      <link>https://orm-tech.com/blog/sales-ops-vs-revenue-operations/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/sales-ops-vs-revenue-operations/</guid>
      <description><![CDATA[Sales ops focuses on the sales team. Revenue operations aligns sales, marketing, and CS under one function. Here is how they differ and when to make the shift.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[Top-Down vs Bottom-Up Forecasting: Which Method Wins for B2B Revenue Teams]]></title>
      <link>https://orm-tech.com/blog/top-down-vs-bottom-up-forecasting/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/top-down-vs-bottom-up-forecasting/</guid>
      <description><![CDATA[Top-down forecasting starts from market size. Bottom-up starts from your pipeline. Smart revenue teams use both. Here is how to combine them for accuracy.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Apr 2026 00:00:00 GMT</pubDate>
      <category>Compare</category>
    </item>
    <item>
      <title><![CDATA[ORM vs Aviso: AI Revenue Forecasting Compared]]></title>
      <link>https://orm-tech.com/blog/orm-vs-aviso/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-aviso/</guid>
      <description><![CDATA[How ORM's custom prescriptive models compare to Aviso's AI revenue platform. Two approaches to the same forecasting problem.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 01 Apr 2026 00:00:00 GMT</pubDate>
      <category>Comparisons</category>
    </item>
    <item>
      <title><![CDATA[ORM vs Dreamdata: Attribution and Revenue Analytics Compared]]></title>
      <link>https://orm-tech.com/blog/orm-vs-dreamdata/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-dreamdata/</guid>
      <description><![CDATA[How ORM's prescriptive revenue models compare to Dreamdata's B2B attribution platform. Different problems, different architectures.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 01 Apr 2026 00:00:00 GMT</pubDate>
      <category>Comparisons</category>
    </item>
    <item>
      <title><![CDATA[ORM vs HubSpot: Revenue Analytics Compared]]></title>
      <link>https://orm-tech.com/blog/orm-vs-hubspot/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-hubspot/</guid>
      <description><![CDATA[How ORM's prescriptive revenue models compare to HubSpot's attribution and forecasting capabilities. Platform breadth vs. analytical depth.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 01 Apr 2026 00:00:00 GMT</pubDate>
      <category>Comparisons</category>
    </item>
    <item>
      <title><![CDATA[ORM vs InsightSquared: Revenue Analytics Compared]]></title>
      <link>https://orm-tech.com/blog/orm-vs-insightsquared/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-insightsquared/</guid>
      <description><![CDATA[How ORM's custom prescriptive models compare to InsightSquared (now Mediafly Intelligence360). What changed after the acquisition.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 01 Apr 2026 00:00:00 GMT</pubDate>
      <category>Comparisons</category>
    </item>
    <item>
      <title><![CDATA[Sales Cycle Length: Benchmarks, Analysis, and How to Shorten Your Close Time]]></title>
      <link>https://orm-tech.com/blog/sales-cycle-length-guide/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/sales-cycle-length-guide/</guid>
      <description><![CDATA[B2B SaaS sales cycle benchmarks by deal size, why cycles have lengthened 22% since 2022, and five tactics that compress close times.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Sat, 21 Mar 2026 00:00:00 GMT</pubDate>
      <category>Pipeline Analytics</category>
    </item>
    <item>
      <title><![CDATA[Marketing ROI: How to Measure, Calculate, and Prove Marketing's Impact on Revenue]]></title>
      <link>https://orm-tech.com/blog/marketing-roi-guide/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/marketing-roi-guide/</guid>
      <description><![CDATA[Marketing ROI formulas, benchmarks, and the measurement framework that connects marketing spend to pipeline and revenue in B2B SaaS.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 20 Mar 2026 00:00:00 GMT</pubDate>
      <category>Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[ORM vs 6sense: Predictive Revenue Analytics Compared]]></title>
      <link>https://orm-tech.com/blog/orm-vs-6sense/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-6sense/</guid>
      <description><![CDATA[How ORM's prescriptive revenue models compare to 6sense's intent data and ABM platform. Different approaches to pipeline generation and conversion.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 20 Mar 2026 00:00:00 GMT</pubDate>
      <category>Comparisons</category>
    </item>
    <item>
      <title><![CDATA[ORM vs Bizible (Marketo Measure): Marketing Attribution Compared]]></title>
      <link>https://orm-tech.com/blog/orm-vs-bizible/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-bizible/</guid>
      <description><![CDATA[How ORM's prescriptive marketing analytics compare to Adobe's Marketo Measure (formerly Bizible) for B2B attribution.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 20 Mar 2026 00:00:00 GMT</pubDate>
      <category>Comparisons</category>
    </item>
    <item>
      <title><![CDATA[ORM vs Clari (2026): Forecasting Compared After the Salesloft Merger]]></title>
      <link>https://orm-tech.com/blog/orm-vs-clari/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-clari/</guid>
      <description><![CDATA[Honest ORM vs Clari comparison. Pricing, accuracy, the post-Salesloft merger reality, and how to choose between a broad enterprise platform and an AI/ML forecasting platform built for B2B SaaS $100M to $1B.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 20 Mar 2026 00:00:00 GMT</pubDate>
      <category>Comparisons</category>
    </item>
    <item>
      <title><![CDATA[ORM vs Gong: Revenue Intelligence Compared]]></title>
      <link>https://orm-tech.com/blog/orm-vs-gong/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-vs-gong/</guid>
      <description><![CDATA[How ORM's prescriptive forecasting compares to Gong's conversation intelligence approach to revenue prediction.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 20 Mar 2026 00:00:00 GMT</pubDate>
      <category>Comparisons</category>
    </item>
    <item>
      <title><![CDATA[Revenue Operations KPIs: The 12 Metrics Every RevOps Team Should Track]]></title>
      <link>https://orm-tech.com/blog/revops-kpis/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/revops-kpis/</guid>
      <description><![CDATA[The 12 KPIs that define RevOps success, organized by function: pipeline health, forecast reliability, process efficiency, and revenue predictability.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 20 Mar 2026 00:00:00 GMT</pubDate>
      <category>Revenue Operations</category>
    </item>
    <item>
      <title><![CDATA[Pipeline Coverage Ratio: The Number That Predicts Your Quarter]]></title>
      <link>https://orm-tech.com/blog/pipeline-coverage-ratio/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/pipeline-coverage-ratio/</guid>
      <description><![CDATA[How to calculate pipeline coverage ratio, what good looks like (hint: 3x is the floor), and why raw coverage without quality weighting is a trap.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 19 Mar 2026 00:00:00 GMT</pubDate>
      <category>Pipeline Analytics</category>
    </item>
    <item>
      <title><![CDATA[Win Rate: How to Calculate, Benchmark, and Improve Your Close Rate]]></title>
      <link>https://orm-tech.com/blog/win-rate-guide/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/win-rate-guide/</guid>
      <description><![CDATA[Win rate formulas, B2B SaaS benchmarks by deal size and segment, and the five levers that move close rates from 19% to 30%+.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 19 Mar 2026 00:00:00 GMT</pubDate>
      <category>Pipeline Analytics</category>
    </item>
    <item>
      <title><![CDATA[Forecast Accuracy: How to Measure It, Why It Matters, and How to Improve It]]></title>
      <link>https://orm-tech.com/blog/forecast-accuracy-guide/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/forecast-accuracy-guide/</guid>
      <description><![CDATA[Forecast accuracy formulas, benchmarks, and the five changes that move B2B SaaS teams from 60% to 90%+ accuracy.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 18 Mar 2026 00:00:00 GMT</pubDate>
      <category>Sales Forecasting</category>
    </item>
    <item>
      <title><![CDATA[Revenue Operations Team Structure: How to Organize RevOps at Every Stage]]></title>
      <link>https://orm-tech.com/blog/revenue-operations-team-structure/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/revenue-operations-team-structure/</guid>
      <description><![CDATA[How to build your RevOps team from first hire to full function. Org charts, role definitions, headcount benchmarks, and costly mistakes to avoid.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Sun, 15 Mar 2026 00:00:00 GMT</pubDate>
      <category>Revenue Operations</category>
    </item>
    <item>
      <title><![CDATA[Marketing Attribution Guide for B2B SaaS (2026): Models That Actually Work]]></title>
      <link>https://orm-tech.com/blog/marketing-attribution-guide/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/marketing-attribution-guide/</guid>
      <description><![CDATA[Multi-touch attribution, incrementality testing, and revenue attribution explained. The models that hold up under board scrutiny, and why most B2B SaaS attribution is wrong. Practitioner's guide.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Sat, 14 Mar 2026 00:00:00 GMT</pubDate>
      <category>Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Revenue Operations: The Complete Guide for B2B SaaS Companies]]></title>
      <link>https://orm-tech.com/blog/revenue-operations-guide/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/revenue-operations-guide/</guid>
      <description><![CDATA[Everything B2B SaaS companies need to know about revenue operations: what RevOps is, how to build it, team structure, KPIs, and tech stack.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 12 Mar 2026 00:00:00 GMT</pubDate>
      <category>Revenue Operations</category>
    </item>
    <item>
      <title><![CDATA[Sales Pipeline Metrics: The Complete Guide to Measuring Pipeline Health]]></title>
      <link>https://orm-tech.com/blog/sales-pipeline-metrics-guide/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/sales-pipeline-metrics-guide/</guid>
      <description><![CDATA[Every sales pipeline metric that matters for B2B SaaS, with formulas, benchmarks, and the tracking cadence that achieves 87% forecast accuracy.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Tue, 10 Mar 2026 00:00:00 GMT</pubDate>
      <category>Pipeline Analytics</category>
    </item>
    <item>
      <title><![CDATA[Sales Forecasting Models Explained: Choosing the Right One for Your Revenue Team]]></title>
      <link>https://orm-tech.com/blog/sales-forecasting-models-explained/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/sales-forecasting-models-explained/</guid>
      <description><![CDATA[A practical comparison of six sales forecasting models for B2B SaaS. Which model fits your stage, your data maturity, and your accuracy requirements.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 06 Mar 2026 00:00:00 GMT</pubDate>
      <category>Sales Forecasting</category>
    </item>
    <item>
      <title><![CDATA[Adjusting Campaigns Based on Performance: A Playbook for B2B Revenue Teams]]></title>
      <link>https://orm-tech.com/blog/adjusting-campaigns/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/adjusting-campaigns/</guid>
      <description><![CDATA[How B2B revenue teams reallocate marketing spend mid-cycle using pipeline signals instead of waiting for end-of-quarter results.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 05 Mar 2026 00:00:00 GMT</pubDate>
      <category>B2B Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Sales Forecasting: Complete Guide to Methods, Models, and Best Practices]]></title>
      <link>https://orm-tech.com/blog/sales-forecasting-complete-guide/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/sales-forecasting-complete-guide/</guid>
      <description><![CDATA[The definitive guide to sales forecasting for B2B SaaS. Methods, models, accuracy benchmarks, and how prescriptive analytics achieves 90%+ accuracy.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 05 Mar 2026 00:00:00 GMT</pubDate>
      <category>Sales Forecasting</category>
    </item>
    <item>
      <title><![CDATA[Pipeline Does Not Equal Revenue: Why Volume Alone Misleads GTM Teams]]></title>
      <link>https://orm-tech.com/blog/pipeline-does-not-equal-revenue/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/pipeline-does-not-equal-revenue/</guid>
      <description><![CDATA[Pipeline volume and revenue are driven by different sources and behaviors. Learn why pipeline yield matters more than pipeline creation.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 18 Feb 2026 00:00:00 GMT</pubDate>
      <category>Pipeline Metrics</category>
    </item>
    <item>
      <title><![CDATA[ORM Technologies Introduces Refined Brand Identity]]></title>
      <link>https://orm-tech.com/blog/orm-predictive-revenue-brand-identity/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-predictive-revenue-brand-identity/</guid>
      <description><![CDATA[ORM Technologies unveils a refined brand identity with a radar-inspired mark reinforcing predictive clarity and decisive revenue leadership.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 05 Feb 2026 00:00:00 GMT</pubDate>
      <category>Company News</category>
    </item>
    <item>
      <title><![CDATA[RevOps Trends 2026: What Board-Level Questions Look Like]]></title>
      <link>https://orm-tech.com/blog/revops-strategic-planning-trends-for-2026/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/revops-strategic-planning-trends-for-2026/</guid>
      <description><![CDATA[Which RevOps trends will actually move the number in 2026, and which are noise. Benchmarks, board-ready talking points, and where forecasting is headed.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Mon, 22 Sep 2025 00:00:00 GMT</pubDate>
      <category>RevOps Strategy</category>
    </item>
    <item>
      <title><![CDATA[When the Sales Forecast Fails: A RevOps Rescue Story]]></title>
      <link>https://orm-tech.com/blog/revops-rescue-story/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/revops-rescue-story/</guid>
      <description><![CDATA[A mid-market SaaS company's forecast collapsed two weeks before quarter-end. Here is how their RevOps team turned crisis into a data-driven system.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 31 Jul 2025 00:00:00 GMT</pubDate>
      <category>RevOps Fundamentals</category>
    </item>
    <item>
      <title><![CDATA[Contextual AI: The Next Frontier in Sales and Marketing Performance]]></title>
      <link>https://orm-tech.com/blog/contextual-ai-next-frontier-in-sales-and-marketing/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/contextual-ai-next-frontier-in-sales-and-marketing/</guid>
      <description><![CDATA[Contextual AI delivers insights tailored to each user's role, timing, and GTM structure. Learn how it transforms revenue team decision-making.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Tue, 15 Apr 2025 00:00:00 GMT</pubDate>
      <category>Sales Forecasting</category>
    </item>
    <item>
      <title><![CDATA[The Future of Predictive Revenue Analytics: 7 Trends Reshaping B2B GTM]]></title>
      <link>https://orm-tech.com/blog/2025-predictive-revenue-analytics-trends/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/2025-predictive-revenue-analytics-trends/</guid>
      <description><![CDATA[From conversational analytics to self-correcting forecasts, these seven trends are transforming how B2B revenue teams predict and optimize performance.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Mon, 31 Mar 2025 00:00:00 GMT</pubDate>
      <category>Sales Forecasting</category>
    </item>
    <item>
      <title><![CDATA[What Is Cognitive AI and How Can It Predict Revenue?]]></title>
      <link>https://orm-tech.com/blog/what-is-cognitive-ai-and-how-can-it-predict-revenue/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/what-is-cognitive-ai-and-how-can-it-predict-revenue/</guid>
      <description><![CDATA[Cognitive AI goes beyond traditional analytics by predicting outcomes and prescribing actions. Learn how it transforms revenue forecasting for B2B teams.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Tue, 25 Mar 2025 00:00:00 GMT</pubDate>
      <category>Sales Forecasting</category>
    </item>
    <item>
      <title><![CDATA[ORM Technologies Successfully Completes SOC 2 Type 2 Audit]]></title>
      <link>https://orm-tech.com/blog/orm-technologies-successfully-completes-soc-2-type-2-audit-examination/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-technologies-successfully-completes-soc-2-type-2-audit-examination/</guid>
      <description><![CDATA[ORM Technologies announces successful completion of its SOC 2 Type 2 attestation for Security and Confidentiality with zero exceptions.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 15 Nov 2023 00:00:00 GMT</pubDate>
      <category>Company News</category>
    </item>
    <item>
      <title><![CDATA[Capitalizing on Marketing Analytics in B2B: A Practical Roadmap]]></title>
      <link>https://orm-tech.com/blog/capitalizing-on-marketing-analytics-in-b2b-marketing/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/capitalizing-on-marketing-analytics-in-b2b-marketing/</guid>
      <description><![CDATA[How B2B companies build a marketing analytics foundation using data integrity, technology, and skilled teams to drive measurable ROI from campaigns.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 05 Oct 2023 00:00:00 GMT</pubDate>
      <category>B2B Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[ORM Technologies Appoints Executive Advisory Board]]></title>
      <link>https://orm-tech.com/blog/orm-appoints-advisory-board/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/orm-appoints-advisory-board/</guid>
      <description><![CDATA[ORM Technologies announces five executive appointments to its newly formed Advisory Board to accelerate product innovation and revenue growth.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Tue, 26 Apr 2022 00:00:00 GMT</pubDate>
      <category>Company News</category>
    </item>
    <item>
      <title><![CDATA[ORM Technologies Launches New Website]]></title>
      <link>https://orm-tech.com/blog/new-website-pr/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/new-website-pr/</guid>
      <description><![CDATA[ORM Technologies announces the launch of its redesigned website featuring a simplified message and refreshed brand identity.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 07 Apr 2022 00:00:00 GMT</pubDate>
      <category>Company News</category>
    </item>
    <item>
      <title><![CDATA[Sales Forecasting and Predictive Analytics: 5 Attributes That Predict Which Deals Will Win]]></title>
      <link>https://orm-tech.com/blog/sales-forecasting-predictive-analytics/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/sales-forecasting-predictive-analytics/</guid>
      <description><![CDATA[Five CRM attributes that forecast models use to predict which deals will win or lose. A practical guide to removing bias from your sales forecast.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 12 Aug 2021 00:00:00 GMT</pubDate>
      <category>Sales Forecasting</category>
    </item>
    <item>
      <title><![CDATA[What Makes a Marketing Campaign Effective? Data from B2B Software Companies]]></title>
      <link>https://orm-tech.com/blog/effective-marketing-campaigns/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/effective-marketing-campaigns/</guid>
      <description><![CDATA[Data analysis of B2B software marketing campaigns reveals that campaigns with 50+ engaged activities have near-certain probability of generating won deals.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Tue, 21 Apr 2020 00:00:00 GMT</pubDate>
      <category>B2B Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Five Common UTM Parameter Mistakes (And How to Fix Them)]]></title>
      <link>https://orm-tech.com/blog/five-common-utm-parameter-mistakes/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/five-common-utm-parameter-mistakes/</guid>
      <description><![CDATA[Avoid the five most common UTM tracking mistakes that corrupt your marketing data. From internal link tagging to inconsistent naming conventions.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 13 Dec 2017 00:00:00 GMT</pubDate>
      <category>Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Best Practices for UTM Parameters: A Complete Guide for B2B Marketers]]></title>
      <link>https://orm-tech.com/blog/best-practices-utm-parameters/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/best-practices-utm-parameters/</guid>
      <description><![CDATA[How to set up and use UTM parameters to track marketing campaign performance. Covers all five parameters with examples and implementation tips.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 06 Dec 2017 00:00:00 GMT</pubDate>
      <category>Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[6 Metrics to Review in Your Quarterly Business Review (QBR)]]></title>
      <link>https://orm-tech.com/blog/6-metrics-quarterly-business-review/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/6-metrics-quarterly-business-review/</guid>
      <description><![CDATA[Six sales metrics every QBR should cover: employee efficiency, win rate, sales cycle length, order amount, opportunity count, and trends.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 15 Nov 2017 00:00:00 GMT</pubDate>
      <category>Sales Analytics</category>
    </item>
    <item>
      <title><![CDATA[Seven Signs Your Business Needs Sales and Marketing Optimization]]></title>
      <link>https://orm-tech.com/blog/seven-signs-need-optimization/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/seven-signs-need-optimization/</guid>
      <description><![CDATA[Seven signs your business needs analytics and optimization, from rising acquisition costs to declining efficiency and growth plateaus.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Mon, 06 Nov 2017 00:00:00 GMT</pubDate>
      <category>RevOps Strategy</category>
    </item>
    <item>
      <title><![CDATA[10 Sales Analytics Tips That Actually Move Revenue]]></title>
      <link>https://orm-tech.com/blog/10-quick-tips-sales-analytics/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/10-quick-tips-sales-analytics/</guid>
      <description><![CDATA[Ten practical tips for applying sales analytics to goal-setting, trend analysis, customer potential, retention, and team structure.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 27 Oct 2017 00:00:00 GMT</pubDate>
      <category>Sales Analytics</category>
    </item>
    <item>
      <title><![CDATA[The Data-Driven Marketer: How to Use Engagement, Audience, and ROI Data Effectively]]></title>
      <link>https://orm-tech.com/blog/data-driven-marketer/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/data-driven-marketer/</guid>
      <description><![CDATA[The data-driven marketing strategy every B2B marketer must master: measuring engagement quality, segmenting audiences precisely, and calculating program ROI.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 25 Oct 2017 00:00:00 GMT</pubDate>
      <category>B2B Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[How to Build the Perfect Marketing Budget Using Historical Data and ROI]]></title>
      <link>https://orm-tech.com/blog/perfect-marketing-budget/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/perfect-marketing-budget/</guid>
      <description><![CDATA[Stop guessing your marketing budget. Use historical program data, ROI analysis, and optimization to build a budget that maximizes revenue.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 18 Oct 2017 00:00:00 GMT</pubDate>
      <category>B2B Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Annual Sales Planning Is Dead on Arrival: Why Multi-Year Planning Wins]]></title>
      <link>https://orm-tech.com/blog/annual-planning-doa/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/annual-planning-doa/</guid>
      <description><![CDATA[Why annual sales and marketing planning fails, how turnover and ramp time undermine single-year budgets, and how multi-year planning wins.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 13 Oct 2017 00:00:00 GMT</pubDate>
      <category>Sales Strategy</category>
    </item>
    <item>
      <title><![CDATA[6 Critical Marketing Metrics Every CFO Should Track]]></title>
      <link>https://orm-tech.com/blog/6-critical-marketing-metrics-for-cfo/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/6-critical-marketing-metrics-for-cfo/</guid>
      <description><![CDATA[The six marketing metrics CFOs need to connect marketing investment to revenue, from customer acquisition cost to marketing-influenced customer percentage.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 29 Sep 2017 00:00:00 GMT</pubDate>
      <category>B2B Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Marketing Program Multipliers: Using Association Analysis to Find Winning Combinations]]></title>
      <link>https://orm-tech.com/blog/marketing-programs-multipliers-advanced-analytics/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/marketing-programs-multipliers-advanced-analytics/</guid>
      <description><![CDATA[How to use association analysis to discover which marketing programs complement each other, which are substitutes, and which combinations drive the most wins.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 15 Sep 2017 00:00:00 GMT</pubDate>
      <category>B2B Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[22 Sales Operations Metrics That Actually Matter (2026 Guide)]]></title>
      <link>https://orm-tech.com/blog/22-sales-operations-metrics/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/22-sales-operations-metrics/</guid>
      <description><![CDATA[The 22 sales operations metrics every sales ops team should track. Pipeline, process, resource, and financial categories. With benchmarks, calculation methods, and what to automate first.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 08 Sep 2017 00:00:00 GMT</pubDate>
      <category>Sales Analytics</category>
    </item>
    <item>
      <title><![CDATA[Inbound SDR Role: Metrics, Capacity & Lead Handling]]></title>
      <link>https://orm-tech.com/blog/everything-need-know-inbound-sdr/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/everything-need-know-inbound-sdr/</guid>
      <description><![CDATA[What an inbound SDR owns, how fast they need to respond, and how many leads one rep can handle. With the capacity formula most teams size wrong.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 01 Sep 2017 00:00:00 GMT</pubDate>
      <category>Pipeline Metrics</category>
    </item>
    <item>
      <title><![CDATA[Anti-Malware Scanners Are Inflating Your MQLs: How to Detect and Fix Phantom Clicks]]></title>
      <link>https://orm-tech.com/blog/anti-malware-scanners-causing-mql-spikes/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/anti-malware-scanners-causing-mql-spikes/</guid>
      <description><![CDATA[Email threat scanners are silently inflating your MQL counts by auto-clicking links. Learn how to identify phantom clicks and fix your lead scoring.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 25 Aug 2017 00:00:00 GMT</pubDate>
      <category>B2B Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Sales and Marketing Data Analytics: A Framework for Becoming Best-in-Class]]></title>
      <link>https://orm-tech.com/blog/sales-marketing-data-analytics/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/sales-marketing-data-analytics/</guid>
      <description><![CDATA[A prescriptive analytics framework for reaching best-in-class analytics benchmarks: 20% customer growth and 15% profit increases.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 18 Aug 2017 00:00:00 GMT</pubDate>
      <category>B2B Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Optimized Marketing ROI: How to Maximize Revenue from Your Marketing Spend]]></title>
      <link>https://orm-tech.com/blog/optimized-marketing-roi/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/optimized-marketing-roi/</guid>
      <description><![CDATA[A deep dive into marketing ROI optimization using multi-touch weighted attribution, flexible models, and mathematical optimization.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 11 Aug 2017 00:00:00 GMT</pubDate>
      <category>Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Martech ROI: How to Know If Your Marketing Technology Is Worth It]]></title>
      <link>https://orm-tech.com/blog/martech-roi/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/martech-roi/</guid>
      <description><![CDATA[A practical framework for evaluating the ROI of your marketing technology stack. Covers direct revenue impact, time savings, and when to cut tools.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 04 Aug 2017 00:00:00 GMT</pubDate>
      <category>Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Your Martech Stack Is Built Like a House: A Four-Category Framework]]></title>
      <link>https://orm-tech.com/blog/your-martech-stack-is-built-like-a-house/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/your-martech-stack-is-built-like-a-house/</guid>
      <description><![CDATA[Think of your marketing technology stack as a house with four essential categories: discovery, content, relationship management, and ROI analysis.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 28 Jul 2017 00:00:00 GMT</pubDate>
      <category>B2B Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[How to Improve Your Sales Forecast with Ensemble Forecasting]]></title>
      <link>https://orm-tech.com/blog/improve-sales-forecast/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/improve-sales-forecast/</guid>
      <description><![CDATA[Five forecasting techniques and how to combine them into an ensemble forecast. Learn how ensemble forecasting improves accuracy and reduces risk.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 30 Jun 2017 00:00:00 GMT</pubDate>
      <category>Sales Forecasting</category>
    </item>
    <item>
      <title><![CDATA[Marketing Conversion Rate: How to Measure It Correctly (Rolling Average Method)]]></title>
      <link>https://orm-tech.com/blog/how-to-best-measure-marketing-conversion-rates/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/how-to-best-measure-marketing-conversion-rates/</guid>
      <description><![CDATA[The right way to measure marketing conversion rate. A rolling-average framework that accounts for funnel velocity and seasonal variation, with the math worked out and real B2B SaaS examples.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Mon, 26 Jun 2017 00:00:00 GMT</pubDate>
      <category>B2B Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Optimized Analytics: Descriptive, Predictive, and Prescriptive in One Framework]]></title>
      <link>https://orm-tech.com/blog/what-are-optimized-analytics/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/what-are-optimized-analytics/</guid>
      <description><![CDATA[What optimized analytics actually means. How descriptive, predictive, and prescriptive analytics combine into one decision framework, and why most B2B SaaS teams stop at descriptive (and miss the leverage).]]></description>
      <author>Pete Furseth</author>
      <pubDate>Mon, 19 Jun 2017 00:00:00 GMT</pubDate>
      <category>RevOps Fundamentals</category>
    </item>
    <item>
      <title><![CDATA[Why You Missed Your Sales Forecast: Price and Volume Variance Analysis]]></title>
      <link>https://orm-tech.com/blog/why-you-missed-your-sales-forecast/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/why-you-missed-your-sales-forecast/</guid>
      <description><![CDATA[Use price and volume variance analysis to understand exactly why your sales forecast missed. Formulas, worked examples, and practical fixes.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 09 Jun 2017 00:00:00 GMT</pubDate>
      <category>Sales Forecasting</category>
    </item>
    <item>
      <title><![CDATA[12 Critical Sales Metrics Every CFO Should Track]]></title>
      <link>https://orm-tech.com/blog/12-critical-sales-metrics-for-cfos/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/12-critical-sales-metrics-for-cfos/</guid>
      <description><![CDATA[12 sales metrics that give CFOs visibility into revenue health across four categories: historic sales, pipeline forecast, capacity, and retention.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 02 Jun 2017 00:00:00 GMT</pubDate>
      <category>Sales Analytics</category>
    </item>
    <item>
      <title><![CDATA[Does Predictive Lead Scoring Work? When to Use It (And When Not To)]]></title>
      <link>https://orm-tech.com/blog/does-predictive-lead-scoring-work/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/does-predictive-lead-scoring-work/</guid>
      <description><![CDATA[Predictive vs. traditional lead scoring compared. Learn how machine learning scores leads, when it outperforms rules-based methods, and data requirements.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 25 May 2017 00:00:00 GMT</pubDate>
      <category>Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[B2B Email Performance Benchmarks: Opens, Clicks, Bounces, and Unsubscribes]]></title>
      <link>https://orm-tech.com/blog/email-performance-benchmarks/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/email-performance-benchmarks/</guid>
      <description><![CDATA[Industry benchmarks for B2B email marketing performance including open rates, click rates, bounces, and unsubscribes for prospects and customers.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 12 May 2017 00:00:00 GMT</pubDate>
      <category>B2B Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Zombie Sales Opportunities: Your Survival Guide to Pipeline Hygiene]]></title>
      <link>https://orm-tech.com/blog/zombie-sales-opps-your-survival-guide/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/zombie-sales-opps-your-survival-guide/</guid>
      <description><![CDATA[4-10% of your open pipeline is zombie deals that distort win rates, inflate forecasts, and waste rep time. Here is how to identify and eliminate them.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 05 May 2017 00:00:00 GMT</pubDate>
      <category>Pipeline Metrics</category>
    </item>
    <item>
      <title><![CDATA[Social Lead Scoring: How to Get a Quick Win from Social Media Data]]></title>
      <link>https://orm-tech.com/blog/social-lead-scoring-get-a-quick-win/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/social-lead-scoring-get-a-quick-win/</guid>
      <description><![CDATA[Add social media behavior to your lead scoring model for fast results. Score social signals using the Critical, Important, Influencing framework.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 28 Apr 2017 00:00:00 GMT</pubDate>
      <category>Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[6 Metrics to Rank Your Sales Team (Clear, Measurable, and Fair)]]></title>
      <link>https://orm-tech.com/blog/6-metrics-to-rank-your-sales-team/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/6-metrics-to-rank-your-sales-team/</guid>
      <description><![CDATA[Six ranking metrics for sales teams with suggested weights, plus guidance on sharing rankings, managing performance, and avoiding common pitfalls.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 21 Apr 2017 00:00:00 GMT</pubDate>
      <category>Sales Analytics</category>
    </item>
    <item>
      <title><![CDATA[Account-Based Lead Scoring: A Practical Guide for B2B Marketers]]></title>
      <link>https://orm-tech.com/blog/quick-and-easy-guide-to-account-based-lead-scoring/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/quick-and-easy-guide-to-account-based-lead-scoring/</guid>
      <description><![CDATA[How to add account-based scoring to your lead scoring model. Score collective buying signals across contacts at the same company for better MQL quality.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 14 Apr 2017 00:00:00 GMT</pubDate>
      <category>Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Behavior Scoring: How to Build a Lead Engagement Model That Works]]></title>
      <link>https://orm-tech.com/blog/quick-and-easy-guide-to-behavior-scoring/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/quick-and-easy-guide-to-behavior-scoring/</guid>
      <description><![CDATA[A practical behavior scoring framework that identifies sales-ready leads. Covers the four engagement categories (Critical, Important, Influencing, Bad Fit) with examples and scoring weights you can adapt.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 07 Apr 2017 00:00:00 GMT</pubDate>
      <category>Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[Demographic Scoring: How to Score Leads Based on Buyer Persona Fit]]></title>
      <link>https://orm-tech.com/blog/quick-and-easy-guide-to-demographic-scoring/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/quick-and-easy-guide-to-demographic-scoring/</guid>
      <description><![CDATA[Build a demographic scoring model that prioritizes leads matching your ideal buyer. Covers Critical, Important, Influencing, and Bad Fit categories.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 31 Mar 2017 00:00:00 GMT</pubDate>
      <category>Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[A Quick and Easy Guide to Managing Your Marketing Leads]]></title>
      <link>https://orm-tech.com/blog/quick-and-easy-guide-to-managing-your-leads/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/quick-and-easy-guide-to-managing-your-leads/</guid>
      <description><![CDATA[How to build a lead management process with demographic, behavior, and account-based scoring. Covers Suspect, Prospect, and MQL lifecycle stages.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 24 Mar 2017 00:00:00 GMT</pubDate>
      <category>Marketing Analytics</category>
    </item>
    <item>
      <title><![CDATA[How to Clean Up Your Marketing Data in 5 Steps]]></title>
      <link>https://orm-tech.com/blog/how-to-clean-up-your-marketing-data-in-5-easy-steps/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/how-to-clean-up-your-marketing-data-in-5-easy-steps/</guid>
      <description><![CDATA[A practical guide to cleaning your marketing database: merge duplicates, remove inactive leads, organize folders, standardize fields, and cut unused data.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 10 Mar 2017 00:00:00 GMT</pubDate>
      <category>RevOps Fundamentals</category>
    </item>
    <item>
      <title><![CDATA[16 Metrics to Track the Health of Your Sales Pipeline]]></title>
      <link>https://orm-tech.com/blog/16-metrics-to-track-the-health-of-your-sales-pipeline/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/16-metrics-to-track-the-health-of-your-sales-pipeline/</guid>
      <description><![CDATA[16 pipeline health metrics across CRM data quality and stage transition analysis. Why most pipelines look like a vase, not a funnel, and how to fix it.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Fri, 03 Mar 2017 00:00:00 GMT</pubDate>
      <category>Sales Analytics</category>
    </item>
    <item>
      <title><![CDATA[5 Practical Tips to Align Sales and Marketing Around Revenue Growth]]></title>
      <link>https://orm-tech.com/blog/5-tips-to-align-sales-and-marketing/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/5-tips-to-align-sales-and-marketing/</guid>
      <description><![CDATA[Sales and marketing misalignment kills revenue. Here are five proven strategies to bridge the gap and drive sustainable growth.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 08 Feb 2017 00:00:00 GMT</pubDate>
      <category>RevOps Fundamentals</category>
    </item>
    <item>
      <title><![CDATA[Score-Based Marketing Attribution: A Smarter Approach to Measuring Program ROI]]></title>
      <link>https://orm-tech.com/blog/score-based-approach-to-marketing-attribution/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/score-based-approach-to-marketing-attribution/</guid>
      <description><![CDATA[How a score-based attribution model uses your existing lead scoring to proportionally credit revenue to each marketing program based on measured influence.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 01 Feb 2017 00:00:00 GMT</pubDate>
      <category>Marketing Attribution Models</category>
    </item>
    <item>
      <title><![CDATA[Optimal Sales Resource Plan: How to Allocate Headcount for Maximum Revenue at Minimum Cost]]></title>
      <link>https://orm-tech.com/blog/optimization-sales-resource-plan/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/optimization-sales-resource-plan/</guid>
      <description><![CDATA[Learn how to build an optimized sales resource plan that hits revenue targets at minimum cost by accounting for ramp rates, attrition, and territory capacity.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 18 Jan 2017 00:00:00 GMT</pubDate>
      <category>RevOps Strategy</category>
    </item>
    <item>
      <title><![CDATA[Leveraging Predictive Analytics in the Sales Recruiting Process]]></title>
      <link>https://orm-tech.com/blog/sales-efficiency-leveraging-predictive-analytics-in-the-sales-recruiting-process/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/sales-efficiency-leveraging-predictive-analytics-in-the-sales-recruiting-process/</guid>
      <description><![CDATA[How to use predictive analytics and assessment data to improve sales hiring decisions. A 6-step framework that predicted performance with 95% accuracy.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 04 Jan 2017 00:00:00 GMT</pubDate>
      <category>Sales Operations</category>
    </item>
    <item>
      <title><![CDATA[Sales Efficiency Ramp Rates: How Much Should You Invest in Improving Them?]]></title>
      <link>https://orm-tech.com/blog/sales-efficiency-ramp-rates-how-much-should-you-invest-in-improving-them/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/sales-efficiency-ramp-rates-how-much-should-you-invest-in-improving-them/</guid>
      <description><![CDATA[Calculate the sales onboarding ROI of improving ramp rates. Real examples show how a ramp rate improvement investment drives $64K-$120K in first-year orders.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Thu, 22 Dec 2016 00:00:00 GMT</pubDate>
      <category>Sales Operations</category>
    </item>
    <item>
      <title><![CDATA[Sales Efficiency Ratio: Formula, Benchmarks & Calc]]></title>
      <link>https://orm-tech.com/blog/sales-efficiency-what-should-you-really-expect-from-your-team/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/sales-efficiency-what-should-you-really-expect-from-your-team/</guid>
      <description><![CDATA[How to calculate sales efficiency, what a healthy ratio looks like in B2B SaaS, and the ramp curve most teams ignore when they set new-hire quotas.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 14 Dec 2016 00:00:00 GMT</pubDate>
      <category>Sales Operations</category>
    </item>
    <item>
      <title><![CDATA[How to Pick a Sales Analytics Platform: A 6-Point Evaluation Checklist]]></title>
      <link>https://orm-tech.com/blog/how-to-pick-a-sales-analytics-platform/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/how-to-pick-a-sales-analytics-platform/</guid>
      <description><![CDATA[CRM reporting falls short for forecasting. Use this six-point checklist to evaluate sales analytics platforms that deliver real predictive value.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 07 Dec 2016 00:00:00 GMT</pubDate>
      <category>Pipeline Software &amp; Tools</category>
    </item>
    <item>
      <title><![CDATA[Sales Ramp Rate: Formula & Realistic Quota Schedule]]></title>
      <link>https://orm-tech.com/blog/what-is-your-sales-ramp-rate/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/what-is-your-sales-ramp-rate/</guid>
      <description><![CDATA[How long a new AE really takes to hit full quota, the ramp schedule most RevOps teams get wrong, and the formula that protects your forecast.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 16 Nov 2016 00:00:00 GMT</pubDate>
      <category>Sales Operations</category>
    </item>
    <item>
      <title><![CDATA[The Revenue Plan: Significant Challenges VPs of Sales Face in Annual Planning]]></title>
      <link>https://orm-tech.com/blog/significant-challenges-in-annual-revenue-planning-for-a-vp-of-sales/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/significant-challenges-in-annual-revenue-planning-for-a-vp-of-sales/</guid>
      <description><![CDATA[Three pillars of VP of sales revenue planning: resource planning, client retention estimates, and net-new revenue goals.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 09 Nov 2016 00:00:00 GMT</pubDate>
      <category>Sales Strategy</category>
    </item>
    <item>
      <title><![CDATA[3 Hidden Costs of Sales Team Turnover (Beyond Recruiting Fees)]]></title>
      <link>https://orm-tech.com/blog/3-hidden-costs-of-sales-team-turnover/</link>
      <guid isPermaLink="true">https://orm-tech.com/blog/3-hidden-costs-of-sales-team-turnover/</guid>
      <description><![CDATA[Three hidden costs of sales turnover most leaders miss: checked-out reps, new hire ramp rates, and vacant territory opportunity costs.]]></description>
      <author>Pete Furseth</author>
      <pubDate>Wed, 02 Nov 2016 00:00:00 GMT</pubDate>
      <category>Sales Strategy</category>
    </item>
  </channel>
</rss>