The Fragmentation Tax: What Your Sales Stack Is Actually Costing You
September 1, 2026
Your reps have never had more tools. A CRM to run the deal, a fit tool to size the account, an intent tool to time
Nik Koutsoukos
Nik Koutsoukos brings over 25 years of product and marketing executive leadership to his role as VP of Product Marketing at HG Insights. He drives product GTM, customer and partner-marketing, and sales enablement to increase awareness, reach, adoption, and growth.
Prior to HG Insights, Nik held senior positions including VP of Product Marketing at SolarWinds, Chief Marketing Officer at Catchpoint, and VP of Product Marketing at Riverbed Technology, where he helped scale adoption of enterprise performance and observability solutions. Nik brings deep expertise in translating complex technology into compelling market value and partner-aligned growth. He holds a BSEE from Leeds Beckett University.
Authored Blogs
You Built the Scoring Foundation. Why Isn’t It Pipeline Yet?
September 1, 2026
A trusted, explainable account score is a real milestone. It is also not the finish line. A scored list and a working list are two
Why B2B Lead Prioritization Still Fails After You Build a Scoring Model
August 13, 2026
Building a scoring model is the easy part of B2B lead prioritization. Marketing Ops teams spend weeks getting the fields right, running the numbers, and
The Hidden Flaw in Most B2B Lead Scoring Models
August 10, 2026
Most B2B lead scoring models don’t fail because the leads are bad. They fail because nobody on the sales team believes the number next to
Account Prioritization Is the Real Reason Pipeline Forecasts Keep Missing
July 30, 2026
Eighty-seven percent of enterprises missed their revenue targets in 2025, and it happened during the biggest wave of AI investment in the history of B2B
The Punch List Problem: Why Reps Work Leads Wrong
June 23, 2026
Every morning, somewhere in a B2B SaaS company, a sales rep opens Salesforce and sees a list of leads. That list may be sorted by
AI Sales Plays for B2B Marketing: How to Turn Signals into Pipeline That Closes
June 22, 2026
A B2B data enrichment strategy built on batch uploads and quarterly cleanup cycles can’t support the speed at which modern GTM teams need to operate.
Build Smart GTM Pipelines With 240M+ Verified Tech Installs Inside RGI Fabric
May 20, 2026
A RevOps leader at a B2B tech company spends a piece of every quarter doing the same thing: rebuilding the target account list. That means
Why GTM Teams are Pairing HG Insights with ZoomInfo
May 7, 2026
GTM teams pair HG Insights with ZoomInfo because the two platforms solve different parts of the same revenue problem. ZoomInfo provides verified contact and company
7 Competitive Displacement Strategies for Saturated SaaS Markets
April 21, 2026
New opportunities are rare in the SaaS market these days. To grow, you must actively displace incumbent vendors instead of waiting for companies to seek