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Kfir Pravda is the CEO of PMG, the Buyer Engagement Company. Among its clients are…
מאמרים מאת Kfir
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Kfir Pravda שיתף את זהMost revenue problems do not initially look like complexity problems. They appear as forecasting challenges, data quality concerns, routing issues, CRM adoption struggles, or inconsistent execution across teams. As a result, organizations often tackle them as separate initiatives, investing in new processes, technologies, and reporting without addressing what may be driving them all. In many growing companies, the underlying issue is that business complexity has evolved faster than the revenue architecture supporting it. Growth brings new products, markets, customer segments, territories, technologies, and specialized teams. Each addition is rational and often necessary. Collectively, however, they create new coordination requirements that place increasing strain on the operating model. For a while, experienced people compensate through judgment, workarounds, and extra effort. Eventually the cost becomes visible. Forecasts become harder to trust, ownership becomes less clear, handoffs become more complicated, and execution becomes less predictable. The companies that scale most effectively are not the ones that avoid complexity. Complexity is a natural consequence of success. They are the ones that continually adapt their revenue architecture to support the organization they have become, rather than the one they used to be. I explored this idea in more detail in a new article on the hidden tax of growth and why revenue complexity often sits beneath many of the execution challenges leadership teams face today. Link in the first comment.
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Kfir Pravda שיתף את זהHey Kerry Cunningham! G2’s latest AI research suggests a meaningful shift in how B2B buyers make decisions: 69% end up choosing a different vendor than they originally planned, and about one-third purchase from a vendor they hadn’t previously considered. This marks a clear departure from the traditional bias toward familiar, established vendors.. WDYT? https://lnkd.in/dNVSMqFs Kodus to Alexandra London and the team for the insightful research!The Answer Economy: G2's 2026 AI Search Insight ReportThe Answer Economy: G2's 2026 AI Search Insight Report
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Kfir Pravda פרסם/פרסמה את זהSaaS is not dead. It is bleeding from a thousand cuts. monday.com lost roughly 70% of its value in nine months. The debate that followed was predictable: AI will replace SaaS camp vs. the no it won’t, even the AI companies run on SaaS. Both arguments are too narrow. No serious enterprise is ripping out its core systems of record. Governance, compliance, auditability, and risk management create real switching friction. Platforms like Salesforce and Workday are protected by that reality. But protection is not leverage. What’s happening is not one disruption. It’s three structural pressures hitting at the same time. First, platform unbundling. For years, horizontal SaaS bundled the system of record, workflow engine, user experience, and ecosystem into one product. If you wanted the data, you accepted the interface. That bundling created stickiness, pricing power, and expansion velocity. Now customers are consuming the bundle differently. Teams surface data in Slack, internal dashboards, and AI copilots instead of living inside the SaaS UI. Workflows are orchestrated across specialized tools. Data is extracted and recomposed in centralized platforms. The core system remains, but it no longer controls the daily experience. The product stays intact, but the economic leverage embedded in the bundle weakens. Second, the economics have shifted. Building a focused product for a narrow use case is cheaper than ever. Distribution is simpler. AI reduces the cost of building “good enough.” This lowers the barrier for vertical and purpose-built solutions, especially in the SOHO and SMB segments. Instead of one horizontal suite expanding across departments, you get multiple specialized tools solving specific problems well. The lower end fragments first, and that pressure gradually moves upward. Third, buyer behavior is changing. Companies are increasingly treating horizontal SaaS platforms as structured data containers rather than as the place where work lives. They build their own engagement layers across systems. They question add-on modules and license only what is actually used. The impact shows up in slower seat expansion, greater scrutiny at renewal, and weaker pricing power. None of these forces will eliminate SaaS. Core systems of record will remain because enterprises need stability, governance, and scale. What is changing is the leverage that came from bundling everything together. This is not extinction. It is platform unbundling, cheaper vertical competition, and more disciplined buyers all hitting at once. That combined pressure weakens expansion, pricing power, and leverage — and that is why SaaS is bleeding from a thousand cuts.
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Kfir Pravda פרסם/פרסמה את זהIt used to be “my people will talk to your people.” Now it’s “my AI assistant will talk to your AI assistant.”
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Kfir Pravda שיתף את זהWhat Day AI Taught Me About the Future of CRM, and Why Incumbents Should Be WorriedCRM Isn’t the Revenue System. It’s the Data Layer Beneath It.CRM Isn’t the Revenue System. It’s the Data Layer Beneath It.
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Kfir Pravda פרסם/פרסמה את זה מחדשKfir Pravda פרסם/פרסמה את זה מחדשברבעון האחרון של 2025 עשיתי את הצעד הכי משמעותי בקריירה שלי. אחרי שנים של ניסיון בניהול פרויקטים טכנולוגים ומכירת פתרונות תוכנה, הבנתי שהגיע הזמן לקחת את הידע והניסיון שצברתי ולהפוך אותם למשהו גדול יותר. הקמתי את TriFold Technologies יחד עם שני שותפים שמשלימים אותי בדיוק במקומות הנכונים - שילוב של חזון אסטרטגי, מומחיות טכנולוגית, ויכולת ביצוע. והמציאות עולה על כל דמיון. בחודשיים האחרונים אני מוביל יעוץ AI בקבוצת חברות מובילה בתעשיית הפארמה. התחלנו באיתור הזדמנויות ממשיות לשילוב AI בתהליכים קיימים, בנינו Roadmap מפורט עם תיאור הפרויקטים, הקצאת משאבים, ולוחות זמנים ריאליים - ועכשיו אנחנו בשלב המימוש. הפרויקט הראשון שהתחלנו: שילוב VoiceAI במוקדי שירות הלקוחות. במקביל, התחלתי לייעץ לרשת גדולה כיצד ליישם AI ואוטומציה בתהליכים פיננסיים קריטיים - מניהול חשבוניות ועד התאמות שכר, ביקורת הכנסות, בקרת הזמנות, ואקטואריה. תהליכים שיחסכו לארגון זמן, כסף, ויפחיתו טעויות אנוש באופן דרמטי. אבל זו רק ההתחלה. ב-Pipeline שלנו ממתינים פרויקטים נוספים בארץ ובארצות הברית, שכוללים ליווי מקצועי של צוותי פיתוח פנים-ארגוניים לאורך כל מסע פיתוח יישומי AI: מאפיון היישום, דרך בחירת הטכנולוגיות הנכונות וניהול Data אפקטיבי, ועד פיתוח יישומים ואוטומציות מתקדמות, שימוש ב-Agentic AI, רתימה של טכנולוגיות VisionAI, יישום והטמעה מלאה בארגון. הצוות שאיתי כולל אנשי מקצוע יוצאי דופן שיודעים לתרגם חזון לתוצאות. אשתף על כולם בקרוב. אז אם אתם סמנכ"לי מערכות מידע או מנכ"לים שרוצ��ם: ↵ לממש את הפוטנציאל של AI בארגון מבלי להסתבך ב-POC יקרים ↵ לקבל Roadmap ברור עם תוצאות מדידות ↵ לעבוד עם צוות שמבין את האתגרים העסקיים שלכם ולא רק את הטכנולוגיה בואו נדבר. נ.ב., אם בא לכם לעזור לקדם עסק צעיר של צוות עם למעלה מ-100 שנות ניסיון, שיתוף, לייק, או תגובה מפרגנת יעזרו מאוד לקדם אורגנית את הפוסט הזה. תודה. #ai #techdontpitch
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Kfir Pravda שיתף את זהWe are not at the end of the CRM era. We are at the beginning of questioning what a GTM system should be. After 25 years across technology, sales, and marketing, this shift feels different. Not incremental. Structural. For the first time, companies can rethink how they go to market from first principles - deciding what to build, what to automate, and what no longer needs to exist. I shared a personal reflection on what’s changing, and why “build vs. integrate” is becoming a real strategic question.
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Kfir Pravda פרסם/פרסמה את זהI keep thinking about the impact on B2B podcasts and LinkedIn posts if every time someone claimed something was dead, broken, or shattered, they were required to back it up with data robust enough to withstand expert peer review. Half the content would disappear overnight. But the quality of what remained would likely double. Real progress in B2B doesn’t come from dramatic declarations. It comes from evidence, clarity, and ideas that can stand up to scrutiny.
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Kfir Pravda פרסם/פרסמה את זהBrian LaManna Just sent out his weekly sales-tips newsletter (which I love, highly recommended). He talked about how personalization isn’t about knowing what sport someone’s into (yes, I’m into open-water swimming; and yes, it’s probably boring as hell unless you’re into it too). It’s about showing that you understand their real challenge before you’ve even spoken with them. Totally agree with Brian on this. The hard part is actually getting to that kind of insight. Happy to say that, while still in stealth, we’re building something that does exactly that if you’re selling to FSI. DM me if you want to learn more.
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Kfir Pravda אהבתי את זהKfir Pravda אהבתי את זהHow to write a great outreach email that gets a reply, based on hands-on work with 320+ B2B teams ⤵️ Samantha McKenna runs #samsales Consulting, an all-women firm that trains B2B teams how to get better at top-of-the-funnel sales, LinkedIn strategy, and executive branding. Everyone is chasing an AI-generated email that feels 1:1. It doesn't work, according to Sam. What DOES work right now: > Use a subject line that breaks the traditional inbox pattern Your goal should be to pique curiosity and signal effort before the buyer opens your email. Sam's rule: it should make absolutely no sense except to the person reading it. > Open with the authentic connection Reference what you found and say something real about it. The connection has to be genuine; a hollow name-drop is worse than nothing. > Transition from human connection to pitch Most people include an opener and then blow it. You need a bridge that stays buyer-focused: what challenge do your current customers have that you’ve solved for them? > Frame the problem at the 300-foot level Make it concrete, specific, and immediately recognizable to the buyer. > Preempt the objection before they raise it Buyers are already objecting in their heads while reading; name it and get around it. This signals: I have a brain, I’ve thought about you, time with me won’t be wasted. > Close with an implicit invitation The buyer will respond because they respect the effort. > Send the email on a Thurs or Fri, then follow-up over the weekend Execs are often working Saturday morning to close the loop and Sunday night to prep for the week (or because they’re already on a plane). You’re reaching them when nobody else is making an effort, at the moment they’re actually thinking. --- Read all of Sam's advice in today's Growth Unhinged newsletter: https://lnkd.in/gAEd3Yy8 There's so much 🔥 wisdom here about how to run an intro call, how to reply to buyer objections, and much more. Hope you find it useful 🙏 --- Today's newsletter is supported by Profound. After raising a $180M Series D last week, they're hosting a live demo of their AI marketer. I'll drop the link in the comments.
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Kfir Pravda אהבתי את זהKfir Pravda אהבתי את זה"Yeah, I tried posting on LinkedIn, but it didn't work so I gave up." Hearing this from a lot of founders lately so I wanted to share the framework that’s been getting consistent results. Social selling works when you have a system behind it where each part feeds all of the other parts. Posting content alone is slow, and if you try to jump to DMs too soon you will get ignored. What you need is a way to show up consistently, in front of the right people, with the right message, without it being a full time job (you already have one of those). Enter the 4 C's framework: 1. Content Post consistently about the problems your buyers are dealing with. Sprinkle in a few posts that show there's a real person behind the brand. 2-3x a week. 2. Commenting Show up in other relevant conversations on the platform. 10-15 comments a day is all you need: → 5 on ICP posts → 5 on competitor posts → 5 on thought leader posts 3. Connections Max out your connection requests every week. Mostly in your ICP. 4. Conversations Turn engagement into conversations when it feels right. A comment thread that moves to a DM is worth more than a bunch of views from people you never talk to. What do you think? 🖤 I'm Monica Stewart. I’m here to un-gatekeep sales by sharing real frameworks built for startups. Follow for more.
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Kfir Pravda אהבתי את זהKfir Pravda אהבתי את זהBest one yet. Ask me how this year's Arcadia went, and that's my answer because it absolutely was. My heart is overflowing. Gratitude, fulfillment, love. All of it. This year's group truly showed up. They did the hard work of making themselves uncomfortable. They pursued a version of themselves that they knew was there. One greater than the status quo they'd built for themselves. People let their guard down. They stopped performing. Their nervous systems settled, maybe for the first time in forever. Nature does that. They made space to connect with others, but more importantly, with themselves. And that's exactly what Arcadia is about. From Steven Davis teaching us to build a tipi and sharing the purpose, values, and community rituals behind the tipi lodges 🤯 ... to Shannon Hawley Mariani breaking everyone down to their core with breathwork...to Barrett Brooks setting our priorities straight... and Lindsay Tjepkema guiding us down the trail... to MK Getler-Porizkova helping us find resonance... and Adam Jay, Dale Zwizinski, and Jake Reni taking us to GTM school...Tyler Calder sharing experiences and stories in a way only Tyler can to make us think differently... and everyone who led a workshop or experience. It all aligned to create something that exceeded every expectation Sam and I had going in. I can't thank everyone enough. Truly. Arcadia is an experience, not an event, not a conference. And we all experienced something this week. For me, it was the best one yet. And we're just getting started.
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Kfir Pravda אהבתי את זהKfir Pravda אהבתי את זהThis graphic undermines everything we thought was true about B2B buying and selling prior to just a couple years ago. Some of the key implications: 1. buyers fill their shortlists as they are starting their journeys, not some later time 2. They spend most of their journey deliberating internally about their requirements and which of the known providers seems to fulfill those requirements best. 3. Most buyers who enter market meaning to acquire something fail to reach consensus on what to do, and so do nothing. In-market accounts drops from 17% of ICP to 6% of ICP before that happens. 4. When buyers do achieve consensus, that triggers seller engagement, but 94% of buyers have picked a winner. 5. That winner takes the deal 77% of the time. If you're not in first BEFORE sellers get involved, you are almost certainly out of luck. 6. Buyers do not engage with sellers because someone is reaching out to them. Someone reaching out is immaterial. They engage when/if they reach consensus and are ready/willing to talk to vendors. They reach out to companies already on the final shortlist. We lay out the complete case for this, plus what to do about it in our new e-book length piece, Moving On from Leads. It's a snappy read, meant as a reference, not a binge read. But, feel free to binge! Frameworks, models and assessments included. More posts on it to come! https://lnkd.in/gXJnHqyB Sara Boostani (Frazier), M.S. 6sense Jim Eup Gina Rau Kelly Hopping Rauli Garcia Jason Telmos Daniel Frank Deirdre Bell
ניסיון חינוך
רישיונות והסמכות
פרסומים
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2025
IMTC
How will your doctor's appointment, living room, and office look in 2025? That is the question this interactive book is trying to answer.
Leading thinkers from Plantronics, Cisco, Samsung, Avaya, Viaccess-Orca and some of today's most innovative startups are providing their insights and predictions about how technology will affect our everyday life in the future. From entertainment to shopping, telemedicine to smart cars, work environments to communications, the companies and people…How will your doctor's appointment, living room, and office look in 2025? That is the question this interactive book is trying to answer.
Leading thinkers from Plantronics, Cisco, Samsung, Avaya, Viaccess-Orca and some of today's most innovative startups are providing their insights and predictions about how technology will affect our everyday life in the future. From entertainment to shopping, telemedicine to smart cars, work environments to communications, the companies and people creating these new realities can share their vision in an innovative and interactive way.
This interactive book includes video clips, image galleries, presentations, graphs and interactive diagrams.
2025 is a virtual conference, taking place every two years and hosted by an international technology consortium, IMTC. The interactive book includes discussions from the conference panels as well as in-depth interviews with our key speakers.
This interactive book was made possible through the generous support of Avaya, LifeSize Communications, Viaccess-Orca and Pravda Media Group.
The conference and interactive book were produced by Pravda Media Group., on behalf of IMTC.
כות בים נוספים
כבוד ופרסים
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40 Most Promising Businessmen Under 40 - Marketing
The Marker Magazine
Kfir was voted as one of the six most promising marketers in 2008, and described as one of the leading independent experts in the fields of digital marketing, entertainment and content distribution. This award is part of the prestigious “40 most promising businessmen under the age of 40" list of The Marker Magazine - a leading financial newspaper in Israel.
שפות
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English
מיומנות שפת אם או דו-לשונית
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Hebrew
מיומנות שפת אם או דו-לשונית
המלצות התקבל
8 אנשים המליצו Kfir
הצטרפו עכשיו כדי נוףפרופילים דומים אחרים
גלה פוסטים נוספים
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Gil Ben-Artzy
I still remember the first meeting I had with Eyal and Ofer in the coffee shop. Laptops open, walking me through an idea to fix accounts payable. Not the flashiest category to build a company around. But you could feel it — two brothers who had found a problem they couldn't let go of, and were going to solve it together or not at all. That's Stampli. I got to sit down with Eyal again recently for another episode of UpWest's Runtime, and it brought all of that back. We talked about founder-led sales, why that phase is what builds the playbook, and the moment you realize the playbook has to survive without the flexibility only a founder has. But what's stayed with me most about Eyal over the years isn't the sales lessons. It's how thoughtfully he approaches AI -- on both sides of the business. Inside Stampli, he's used it to help his team build faster and better. And inside the product, he and Ofer have made AI a real part of how finance teams process invoices and payments, not a feature bolted on for a press release, but something that makes Stampli genuinely more valuable to the people who use it every day. That's a harder thing to get right than it sounds, and Eyal has been deliberate about it from the start. Years later, hearing him talk about sales, product, and AI with the same clarity he had in that coffee shop -- it's rare to watch someone stay that clear-eyed for this long. Thanks to Eyal, Ofer, and POLDHU teams for putting this episode together. 🔗 Full episode in the first comment.
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