Given the confusion and uncertainty in every market that we're involved in as to the current business landscape, there continues to be a lack of clarity in how to plan for 2026.
Having said that, as we've experienced in every September-November annual planning cycle, most management teams will ultimately come together in an timely process. Like the seasons of the year, this fall planning process maps the natural rhythm of business, and well-performing management teams always figure it out. My advice for this season's planning cycle: Focus only what you can control and don't get distracted by politics or by national and global economics. Be aware, of course, of what's happening around you, but run this year's planning sessions on the mechanics of your products and your marketing and sales go-to-market tactical planning focusing on what your customers want and how they want to be sold and marketed to. In 2026, we believe that success will be all about customer mapping.
One of the outputs of your business plan cycle will be your 2026 hiring plan. What we're experiencing is that this is a great time to be hiring with more people not only available, but at a much higher degree of quality...at least in Sales and Marketing. BTW, for what it's worth, our forecast for 2026 is very positive!
