Caragh Kennedy

Geographic territories are like fax machines - still technically functional but completely missing the point. A RevOps leader mentioned on one of our Peer Groups last week that they shifted to vertical-based segmentation and paired reps with CSMs. That allowed them to deepen their messaging and get uber-personalized with their outreach. And it got me thinking - why are we still carving up territories like it's 1987? As you look ahead to 2026, it might be worth rebuilding them factoring in stuff like this: 1. Vertical expertise over zip codes. Your healthcare AE shouldn't be pitching manufacturing accounts just because they're both in Chicago. 2. Intent data over arbitrary boundaries. Why not assign accounts showing competitor churn signals to your best displacement reps? 3. Product usage signals for PLG companies. Route accounts with specific behavior patterns to reps who know how to accelerate that motion. One team I know built their entire territory model around accounts at risk of churning from competitors. Pretty brilliant, IMO. They're not waiting for deals to go to market - they're CREATING the market. Not saying that the execution would be easy, of course. This requires Marketing, Sales, and CS to actually talk to each other. RevOps becomes the QB running the segmentation engine instead of just maintaining spreadsheets. But when you think about it, static territory models assume your market is static. Your market isn't static. Your buyers aren't static. Your competition sure as hell isn't static. So why is your territory model?

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For decades, the SaaS world told us recurring revenue is everything. Lock customers into subscriptions, fight churn, and the multiples follow. With its transactional bookends, that model creates a trust gap between you and your customers. It's now the age of reoccuring, not recurring revenue. You have to build trust. You have to be the most reliable at what you do. And you have to mean it. https://lnkd.in/g-Tasj3y

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We built Customer Success at AppsFlyer to $500M ARR without a traditional CSP. No Gainsight. No purpose-built platform. Salesforce, Looker, product data, internal tooling, and a relentless focus on outcomes. When I tell people this, I get one of two reactions: "That's impressive." Or: "That's reckless." Both are fair. Here's what I actually believe: A platform doesn't create customer value. A system does. And a system can be built many ways. But I also know smart operators who've scaled incredible CS orgs with dedicated CSPs. The platform gave them governance, visibility, and speed they couldn't have built themselves. So who's right? That's exactly the conversation I'm having next week. I'm joining Maranda Dziekonski (she/her) — a CS exec who has scaled multiple orgs with tried-and-true CSP systems — and Jay Nathan for a live peer discussion on March 19th. We're going to get into: → What you actually need vs. what you've just normalized → How to evaluate build vs. buy in today's cost environment → Where AI changes the calculus entirely → The real tradeoffs operators don't talk about publicly This is not a vendor pitch. It's two operators who've made different bets, in the same room, comparing notes. If you're a CS leader thinking about your tech stack — or defending it to your CFO — you'll want to be there. Link to register -> in the first comment See you on the 19th. 💥

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If moving from seat based pricing to a consumption model is on your mind, this will be worth catching. We’re joining RevOps Co-op and Intercom on March 25th to talk through how teams are actually making this shift work in practice. Technology, how it works and the costs involved are evolving quickly. Planning needs to evolve with them. If this is something you or your organisation are exploring, feel free to join us. #RevOps #SalesOps

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We're moving from asking whether AI can assist sales teams... to whether AI can become part of the team itself. Shōden is one of the Irish companies exploring that shift. 👏 #AI #SalesTech

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Excited to be part of Lovable and Give(a)Go's Women Who Build event tomorrow at Baseline, Dublin. We're big fans of Lovable at Jentic - describe a product, get working code, get more creative. But the moment your product needs real data from real APIs or multiple APIs, you start to hit a wall. Finding each API or MCP, uploading specs, configuring auth, burning through context window and your credits. It's the unsexy part that kills the magic. I've been working on what it looks like when that wall disappears and will demo tomorrow. Connect Jentic as a single MCP server and suddenly Lovable's AI can discover APIs across an entire catalog, pull only the operations it needs, and build against live, authenticated data. Everything you need - Stripe, HubSpot, Slack, your internal tools. One connection, all available during the build. The result: AI that doesn't just scaffold UI, but actually understands your data stack and builds products that work for what you need and have from the start. Come say hi if you're there. I can't wait to see what others build with this! Baseline Community + Fund

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A BIG WEEK for European tech. Perplexity opens in Berlin, Stripe announces new Dublin HQ, major funding rounds, and more. With all the doom & gloom stories, it’s important to highlight the epic growth happening across Europe. I’ve been tracking this through my own workflow. This is the first edition of what I think could be an exciting recurring format. Europe is having its moment. (Week 40, Oct. 6-12) Europe’s Tech Footprint Continues To Expand: Perplexity pushes EU growth, Aravind Srinivas announces new Berlin office Stripe opens a new Dublin HQ, tripling its office space to 14,500 m² Snappr (W17) raises Series B and expands across Europe Major Investments Into EU Tech: 🇩🇪 Emblematic – $2M led by Passion Capital 🇫🇮 ICEYE – weighs new funding at $2.5bn valuation 🇩🇪 n8n – $180M Series C for AI workflow automation 🇪🇸 011h – €20M to accelerate low-carbon, tech-driven construction 🇬🇧 Simple Life Ap – $35M Series B led by Kevin Hart’s HartBeat Ventures 🇫🇷 Filigran – €49M to scale cyber defense used by the FBI & EU Commission Hiring Momentum Across the Continent: 👩‍💻 Mistral AI – 65+ roles in Paris 👨‍💻 PagerDuty – 9+ roles in Lisbon 👩‍💻 Databricks – 100+ openings across EMEA 👨‍💻 TripActions – 12 mid-senior positions in Berlin 👩‍💻 Modal – 11 positions in Stockholm following $87M Series B In Other (EU) News: 🏥 Roxanne VARZA announces Via Sana, a new medical center at STATION F ⚡ Techleap extended for 3 more years (via Constantijn Van Oranje-Nassau) 🤖 European Commission announces 19 ‘AI Factories’ across 16 Member States This is what I've picked up. Some important signals behind Europe’s tech growth (office expansions // hiring // funding data). And I want to showcase this momentum for operators, investors, and workplace leaders across key markets. This scene (in my view) hosts the leaders redefining important market trends: in workplace, in real estate, and beyond.... What'd I miss? Happy Sunday. ✌🏼 Photo credit: random list of tech ecosystem maps :) P.S. Thinking about spinning this out into a dedicated format. Let’s see where it goes.

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