בפרק הזה של MATCH B2B INSIGHTS, בני פלומן מארח את נדב ברקוביץ ודפנה כהן לשיחה עמוקה על אחד השינויים המשמעותיים ביותר בשוק ה־B2B: המעבר ממודל רישוי לפי משתמש (Seat-Based) למודלים מבוססי תוצאה (Outcome-Based).

בעידן שבו AI ואוטומציה מקטינים דרמטית את הצורך בכוח אדם, המודל הקלאסי של תשלום לפי רישיון נשחק. לקוחות כבר לא מוכנים לשלם על גישה לכלי – הם דורשים לשלם על חיסכון, על צמיחה, ועל הפחתת סיכון.

בפרק נפרק:

• למה מודל ה־Seat-Based נשבר כלכלית

• ההבדל בין תמחור לפי שימוש לבין תמחור לפי תוצאה

• דוגמאות אמיתיות מ־Rolls-Royce, Schneider Electric ו־Klaviyo

• מתי מודל מבוסס תוצאה עובד – ומתי הוא מסוכן

• איך בונים חוזה היברידי חכם: בסיס, הצלחה ותקרה

• מה המשמעות של השינוי הזה עבור צוותי SDR, מנהלי מכירות ו־CFOs

אם אתם פועלים בשוק SaaS, AI, FinTech, Cyber או בכל פעילות B2B גלובלית – הפרק הזה יגרום לכם לבחון מחדש את מודל ההכנסות שלכם ואת הדרך שבה אתם מדברים על ערך מול לקוחות.

רוב החברות שאני פוגש לא סובלות מחוסר פעילות. הן סובלות מחוסר שליטה.

כנסים. קמפיינים. LinkedIn. מפיצים. SDR.

הרבה תנועה. מעט ודאות.

בפרק החדש של MATCH B2B INSIGHTS דיברנו על נושא שמנכ"לים כמעט לא מדברים עליו בקול רם:

איך הופכים אסטרטגיה שיווקית למנוע הכנסות אמיתי.

לא דרך סיסמאות, אלא דרך מספרים: ARR. Pipeline. CAC. Payback.

פירקנו דוגמאות אמיתיות מחברות SaaS, מדטק, AI ותעשייה ישראליות שפעלו חזק – אבל לא תמיד בשוק הנכון, עם ה־ICP הנכון או דרך הערוץ הנכון.

דיברנו על מודל פשוט שעוזר למנכ"ל לקבל החלטות: Market – Customer – Channel.

ועל השאלה הקריטית:

אם אני שואל אתכם עכשיו – כמה פגישות איכותיות אתם צריכים בכל רבעון כדי להגיע ליעד השנתי שלכם?

אתם יודעים לענות במספר?

אם התשובה לא חד משמעית – הפרק הזה שווה לכם 20 דקות של הקשבה בנוסף ישנם קישורים לשני וובינרים שמתקיימים ב 24/2/2026 ו 25/2/2026 בנושא שיווק אפקטיבי ובניית מערך מכירות (SDR) .

Autonomous AI agents are no longer supporting B2B negotiations. They are entering the negotiation table.

In this episode of MATCH B2B INSIGHTS, we explore how buyer and seller AI agents are reshaping deal cycles - accelerating pricing discussions, optimizing contract structures, and redefining how decisions are made.

From real-world SaaS cases where procurement bots negotiate directly with SDR-embedded AI, to CRM-integrated systems that redline agreements in seconds, this conversation goes far beyond automation hype.

We unpack:

• How AI agents reduce friction and compress deal cycles

• Why smarter deal structures are emerging - not just faster ones

• The risks of automating broken GTM processes

• How to design human-AI collaboration protocols

• What ethical and legal guardrails are now mandatory

• How negotiation data feeds pricing, upsell, retention, and product strategy

This is not about replacing sales teams. It is about redesigning the architecture of negotiation.

For sales leaders, marketing executives, legal teams, and revenue operators, the real question is no longer whether AI will participate in B2B deals.

It is whether your organization is structurally prepared for it.

Hybrid negotiation models, continuous learning loops, AI governance, modular deployment, and cross-functional review frameworks are no longer optional.

If you manage pipeline, pricing strategy, deal governance, or go-to-market design, this episode challenges how you think about control, speed, risk, and competitive advantage in the AI-driven B2B era.

Early-stage founders often confuse visibility with momentum. This episode breaks that illusion.

In this episode of MATCH B2B INSIGHTS, Daniel Weiss and Benny Fluman explain how founders before or just after their first round should build momentum that investors actually trust.

The conversation focuses on:

• What real market momentum looks like at pre-seed and seed stages

• How investors evaluate traction before revenue scales

• Why messaging around pain and outcomes matters more than features

• How to turn early data into credibility instead of hype

• How to structure visibility and investor communication to support future rounds

This episode is designed for founders who are fundraising now or planning their next raise and want to build traction that survives diligence, not just pitch meetings.

AI is reshaping Sales Development fast. SDR teams are moving quicker, sending more, and touching more accounts than ever before.

But something else is happening at the same time.

In this episode of MATCH B2B INSIGHTS, Benny Fluman and Brian Newman break down what really changes when AI enters the SDR toolkit - beyond the demos, dashboards, and hype.

Drawing from real cases across SaaS, fintech, cybersecurity, and international markets, they discuss where AI genuinely improves efficiency, and where automation quietly damages trust, cultural fit, and brand perception.

This episode covers:

• How AI tools reduce SDR workload and increase activity

• Why more automation does not automatically mean better results

• Real examples where AI-driven outreach failed in global markets

• The role of human judgment in AI-assisted sales

• How to measure AI impact beyond open and reply rates

This is a practical conversation for sales leaders, founders, and revenue teams who are already using AI - or about to.

AI is not replacing SDRs. But it is redefining what good sales judgment looks like.

Most B2B companies don’t lose deals on product.

They lose before the buyer even understands why they should care.

In our latest episode of MATCH B2B INSIGHTS, we talk about something uncomfortable for a lot of founders and GTM leaders:

Branding is not about being seen. It’s about being relevant to one specific pain at the exact moment it matters.

We see brilliant Israeli companies lose global deals because:

• Their story is too broad

• Their messaging sounds like everyone else

• Buyers can’t explain what they actually do after one call

In this episode, Brenda and I break down branding as a survival skill. Not logos. Not buzzwords. Real positioning that helps sales close.

If your company struggles to explain its value in 30 seconds, this episode is for you.

Most Israeli B2B websites fail abroad for one simple reason.

They talk like engineers. Global buyers think like executives.

Last quarter, we worked with an Israeli cyber company trying to break into the US market. Their homepage was packed with features, modules, and acronyms. Technically impressive. Commercially invisible.

Nothing moved.

Only when we rewrote the site around liability exposure, audit risk, and cost of downtime did meetings start appearing on calendars. Same product. Same team. Different language.

This is not a copywriting problem. It is a buyer-pain problem.

In our latest MATCH B2B INSIGHTS roundtable, we break down what actually drives global website performance for Israeli SMEs expanding to the US and Europe:

• Why feature-led messaging quietly kills SDR conversion

• How websites should be built to support real outbound and inbound workflows

• What global buyers react to emotionally, not what founders love explaining

• Why urgency beats perfection every time

• How data, feedback, and localization decide whether you scale or stall

If your website still leads with “next-gen platform” instead of “this is what it saves you”, this episode will be uncomfortable. And useful.

Busy teams. Full calendars. Non-stop activity. And yet the pipeline barely moves.

In this episode of MATCH B2B INSIGHTS, Brenda, Daniel Weiss, and Benny Fluman break down why so many B2B companies look productive on the surface while revenue quietly stalls underneath.

This is not a conversation about tactics, hacks, or doing more. It’s about the hidden gap between activity and an actual revenue system.

The discussion explores:

• Why activity without system design creates motion but no control

• How ignoring buyer maturity leads to wasted outreach and burned budgets

• Why authority is about reducing buyer uncertainty, not increasing noise

• How SDRs, sales, content, pricing, tools, and AI must reinforce one system — not compete with each other

If your marketing and sales teams are working hard but results feel fragile, this episode will help you identify where the system breaks — and why more effort is not the answer.

Less activity. More clarity. Real revenue architecture.