Description

Most companies run two separate games: a hyper-instrumented acquisition pipeline and a chaotic, half-visible expansion pipeline. Kunal brings the PE/operator view on how to scientifically prioritize and track acquisition, while Dave brings the Go to Customer lens on pre-intent signals and expansion. The episode maps where both sides are failing - bad data, blind spots, and misaligned views of the buyer -  and sets up the next episode: designing a unified pipeline dashboard for 2026. 

Guest: Kunal Mehta, CEO, TPG Technologies

Key takeaways:

• Account prioritization is science, not gut feel. 
• Your CRM is lying to you if it only has 16% of the story. 
• If you’re not on the “day-one list,” you’re already losing. 
• Pre-intent is where the hidden pipeline lives. 
• Expansion deserves the same rigor as acquisition. 
• Most pipelines need a ruthless clean-up. 
• The future: one unified revenue dashboard.