Field guides for B2B owners who need depth, not slogans
Original, long-form research on the parts of revenue operations that most vendors gloss over. Written for U.S. B2B owners, CEOs, sales leaders, and RevOps teams with multiple sales reps. Built to be read, referenced, and shared with the people on your team who own the work.
Section 1
Featured field guide
Two field guides today, more in production. Each guide is updated as the underlying research changes, with a visible change log so you can see what was refreshed and when.
Updated May 2026Author:Tim DoelgerReading time: 24 minutesPublished: April 28, 2026Last updated: May 24, 2026
A practical field guide for U.S. B2B owners with multiple sales reps. Diagnoses the 88% AI agent failure rate at the root cause level, names the seven layers your revenue data foundation actually requires, and gives you a 2 day fast diagnostic you can run this week before committing to a 90 day rebuild. Originally published April 28, 2026. Refreshed May 24, 2026 with the latest research on AI agent failure rates, B2B data decay, and AI readiness from RAND, Gartner, BARC, Cleanlist, RocketReach, and Salesforce.
The seven layer revenue data foundation, technology neutral so it works with Salesforce, HubSpot, Zoho, Microsoft Dynamics, or any modern CRM
Three original frameworks: Decision Backward Data Design, the Revenue Truth Model, and the AI Ready Knowledge Library
A 2 day fast diagnostic owners can run this week, with scoring that routes you to the right next step
The 90 day implementation roadmap, sequenced for companies with 5 to 50 revenue facing staff
Sector applications for industrial distribution, managed IT services, specialty manufacturing, professional services, and SaaS
Source notes from 17 public references including RAND, Gartner, BARC, Cleanlist Q1 2026, Salesforce 2026 State of Sales, NIST, IBM, Google Cloud, and AWS
A field guide for U.S. B2B owners and revenue leaders on the security and governance of an AI knowledge base, the store of documents an AI tool reads from to answer questions. Anyone who can add a document can shape the answers your team and your buyers receive. Quantified with PoisonedRAG (USENIX Security 2025) and the OWASP Top 10 for LLM Applications 2025, with three governance controls you can apply this week without hiring anyone.
Why a knowledge base your AI reads from is an attack surface, in plain terms a CEO can act on
What the research shows: roughly 90% attack success from five planted documents in a base of millions, treated as a floor not a worst case
Where this now sits in the OWASP Top 10 for LLM Applications 2025 (entries LLM04 and LLM08)
The three controls that carry the weight: restrict who can write, record every source, approve every update weekly
Why a person stays above retrieval, since an AI workspace surfaces only the passages it judges most relevant
A six point safety check you can run this week on the base you already have
Subsequent field guides build on the same operating spine and the same Trust Filter editorial standard. Each will publish when the underlying research holds up to the same review and source discipline as the data foundation guide.
The Buyer Trust Operating Model, what 2026 B2B buyers actually require before they grant attention
AI Agent Governance for Mid-Sized Revenue Teams, the human above the loop architecture in operating detail
Section 2
Why we publish original research, not commentary
Most B2B vendor blogs reframe other people's statistics inside their own marketing voice. The research hub does the opposite. Each field guide here is built on first hand client engagements, cross referenced against current public research from groups like RAND, Gartner, BARC, NIST, Cleanlist, and Salesforce, and written in the operating language a CEO or RevOps leader actually uses on a Monday morning.
The standard is straightforward. Every paper diagnoses a real owner problem before introducing any framework. Every paper quantifies the cost of inaction with current sources. Every paper teaches enough that a buyer can act on it without ever booking a call with us. That last rule matters, because a research hub that exists only as a lead magnet is a withdrawal from the buyer's trust, and we run an entire firm on the opposite premise.
If a piece does not survive that review, it does not ship as research. It either becomes a blog post (shorter, faster, opinion welcome) or it goes back to the bench.
Want help applying the research inside your business?
If the data foundation guide named something you have been working around for months, the next step is a 30 minute discovery call. We will identify whether the right entry point is a Revenue Leak Audit (a flat fee written diagnostic), an AI Strategy Workshop (a full day onsite), or fractional sales leadership engagement. No multi year contracts.
