Commentary
Atlassian's 1600 Layoffs Prove Enterprise Sales Is the Only Tech Job Worth Having
While tech cuts engineers and product teams, enterprise AEs keep their seats—here's why your quota just became your job security.
Commentary & Analysis
Bold perspectives from sales leaders across ANZ
Commentary
atlassian's 1600 job cuts prove your ai skills won't save your sales job
Every tech company blaming AI for layoffs while simultaneously claiming AI makes sales teams more productive—something doesn't add up.
Commentary
The hiring freeze isn't temporary and your pipeline better reflect that
Tech companies aren't pausing hiring—they're permanently resetting what a sales team looks like, and if you're still waiting for 2021 headcount to return, you've already lost a year.
Commentary
Online retail's 13% growth proves your B2B SaaS pitch deck is lying
While you're selling "digital transformation," Australian shoppers already transformed—and your enterprise deals just got harder to close.
Commentary
Retail's Online Surge Just Made Your B2B SaaS Pipeline Worthless
While you were selling workflow automation to enterprise, Australian retail went digital without you.
Commentary
B2B Sellers Who Can't Work a Digital Channel Will Be Obsolete by 2027
Your enterprise AE role is morphing into a hybrid sales-product specialist position, and most of you aren't ready.
Commentary
Your Sales Comp Plan Just Got Simpler—And Your Manager Hates It
Payment from dollar one is making a comeback, and it's exposing how much time we've wasted arguing about thresholds that never made sense.
Commentary
Your Sales Comp Plan Has a Threshold Because Your Boss Doesn't Trust You
Payment from dollar one should be standard, but most ANZ tech companies still gate your commission behind arbitrary thresholds that have nothing to do with performance.
Commentary
Your AE Role Just Got Easier Because Marketing Finally Admitted They Need Help
ANZ marketers are building communities and fixing their mess—which means qualified leads might actually start flowing again.
Commentary
The Threshold Game: Why Your Sales Comp Plan Is About to Get Simpler (Or You're Getting Screwed)
Payment thresholds in commission plans are dying, and if your company won't kill them, talented reps will kill the company instead.
Commentary
Your AE Job Is Becoming a Product Manager Role and Nobody Told You
B2B buyers want to self-serve 52% of their purchase journey, which means half your pipeline will never take your call.
Commentary
Shopify's Commission Overhaul Is Your Warning: Get Every Comp Detail in Writing
If a $200B company can botch sales comp badly enough to trigger fraud and firings, your startup's "we'll sort it out later" comp plan is a ticking bomb.