Ben Roodman’s Post

The most valuable data in B2B lives in relationships. None of it is in your systems. You fly your team to a conference. You co-host a dinner with a channel partner. You sponsor a community event. You shake hands, swap intros, build trust over months of showing up. Then your SDR agent writes a cold email to the same account your ecosystem already has a warm relationship with. Relationships source 30-50% of B2B pipeline. They accelerate deals. They open doors cold outreach never will. But that intelligence doesn't live in your CRM, your call recordings, or your meeting notes. It lives in the connections formed at events, through communities, and across your channel. And when it's time to allocate budget or prioritize an account? It doesn't exist in any system. LinkedIn figured this out years ago. Billions of professional connections, mapped. But that data is locked behind their walls. You can't feed it to your agents. You can't query it against your pipeline. And the enrichment tools that pull from LinkedIn? Your competitors have the same data you do. Jaya Gupta and Scott Brinker have both been writing about this shift. The idea that context, not just data, is what AI-driven GTM actually needs. I couldn't agree more. That's why we built the B2B Context Graph at heyBTW. Not another knowledge graph for internal documents. The relationship layer for B2B AI, built from the cross-company data that only exists in your network. Who was in the room. Who made the introduction. Which connection brought the right contact to the right event at the right moment. Mapped to pipeline your team is already working. The data compounds with every collaboration. And your competitors can't buy it, scrape it, or replicate it. I wrote up how we're thinking about this and what it unlocks. Link in the comments.