AI GTM Studio Blog

“I think that IP and software was effectively rendered worthless two days ago.” That’s a direct quote from Chamath Palihapitiya on the All In podcast recently. He goes on to say: “If you think about it, when everything is headless, so when Elon makes his services headless, Benioff made Salesforce headless a few months earlier,…

Sam Jacobs, founder and CEO of Pavilion, wrote a post recently about why CRO tenure keeps getting shorter, now often dropping to under 15 months. Now just let that stat sync in, and think how much of a waste that is for everyone involved. For the CRO who’s burned 15 months of their career no…

Taylor Haren recently shared the results of a $5,722 AI personalisation test: 873,641 cold emails across 26 campaign variants, three of them using AI personalisation. His key take-away? Personalisation doesn’t produce better results. And if the whole thing is handled by AI, it has a negative impact. My take is that relevance and a strong…

Let’s start from the top here: when should founders consider going AI native for their revenue teams? To get AI working, the leadership team needs to be realistic about where you currently are. Throwing AI at broken GTM motions, broken systems, roles that aren’t working out, people that aren’t working out is not going to…

At some point, almost every B2B business – AI, SaaS, even good old fashioned services – will make a decision to ‘go upmarket’ and try to start winning enterprise clients. I’ve seen enterprise done wrong plenty of times, both when consulting with clients and seeing what they were doing previously, but probably the most exposure…

This piece is for founders first, because you make the final decision. It’s also for the rest of go-to-market leadership who live with the consequences of that decision: CROs, VPs of sales, CMOs and RevOps. It’s about what happens after you’ve raised a milestone funding round, predominantly seed, Series A and Series B, and how…

You’ve signed your new CRO (or VP Sales). The offer’s accepted, the announcement post is drafted, and there’s a quiet sense of relief in the leadership team. Enjoy that for a day or two. A new revenue leader affects far more than the sales team. It sends a wave through your whole commercial org: your…

A salesperson on £125K basic, probably clearing a quarter of a million with commission, is sat there scraping LinkedIn and building lists in a spreadsheet. Every founder and CRO who sees this has the same instinct: automate it. That’s the most expensive hour in the building being spent on the cheapest work. Rip it out.…

Your business doesn’t fit into generic SaaS boxes. Neither should your software. In the 1950s, the US Air Force discovered something shocking about their cockpits. After measuring 4,063 pilots across ten dimensions, they found that exactly zero pilots matched the ‘average’ measurements the cockpits were built for. Not one. The Air Force had spent decades…

Expectation-setting, leads to offer