Ben and I discuss how set 2026 revenue and pipeline goals at Navattic.

We talk about working backwards from end-of-year goals, looking at historical data, and getting early input from tenured reps before finalizing numbers. Plus, different forecasting methods and breaking large goals into quotas per employee to make them realistic and attainable.

I also talk about the quarterly marketing presentation I give to the sales team to show pipeline targets and get them excited about specific marketing initiatives. We also discuss how we approach our annual website refresh process.

Natalie drinks red wine 🍷

Ben drinks red wine 🍷

Before the New Year, we hosted a LinkedIn Live featuring nine of our Navattic advisors reflecting on 2025's marketing wins, flops, and what they're carrying into 2026.

We chatted about AI tool fatigue and underwhelming results from automated research platforms, clean data foundations before implementing AI, and figuring out what good marketing looks like before scaling.

We also chat our focuses for 2026, like pipeline acceleration instead of just top-of-funnel acquisition tactics, customer marketing, and the shift from website traffic to built trust to using SEO/GEO for buyer enablement.

Plus a lot about in-person customer events and programming.

Ben and I discuss our 2026 predictions for B2B SaaS, but we let ChatGPT generate the first half of the list and gave our takes on its predictions.

We cover whether usage-based pricing will actually replace subscriptions, if AI will make product differentiation impossible, the rise of micro tech stacks, and the pros and cons of being able to ship faster than ever with AI.

Plus, we debate if 2026 will bring AI pushback, acqui-hires over product acquisitions, and whether go-to-market teams will become the main differentiator when everyone can ship features quickly.

I drink tea 🍵

Ben drinks water 💧