Follow Kyle: https://www.linkedin.com/in/kylerduffy/

Follow James: https://www.linkedin.com/in/jameskaikis/

Read more from GTMshift: https://gtmshift.substack.com/

---

The AI-Fluent Revenue Leader was made possible by our sponsors:

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Follow Kyle: https://www.linkedin.com/in/kylecnorton/

Follow James: https://www.linkedin.com/in/jameskaikis/

Read more from GTMshift: https://gtmshift.substack.com/

---

The AI-Fluent Revenue Leader was made possible by our sponsors:

FullEnrich: https://bit.ly/FullEnrich_aifluentrev

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Clarify: https://bit.ly/Clarify-aifluentrev

Clay: https://bit.ly/Clay-aifluentrev

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Follow Jordan: https://www.linkedin.com/in/jordancrawford/

Follow James: https://www.linkedin.com/in/jameskaikis/

Read more from GTMshift: https://gtmshift.substack.com/

---

The AI-Fluent Revenue Leader was made possible by our sponsors:

FullEnrich: https://bit.ly/FullEnrich_aifluentrev

Gradient: https://bit.ly/GradientVentures-aifluentrev

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Clarify: https://bit.ly/Clarify-aifluentrev

Clay: https://bit.ly/Clay-aifluentrev

Outworks: https://bit.ly/Outworks-aifluentrev

This session is a practical look for founders and revenue leaders who want more out of AI outbound than volume.

Follow Elaine: https://www.linkedin.com/in/elainezelby/

Follow James: https://www.linkedin.com/in/jameskaikis/

Read more from GTMshift: https://gtmshift.substack.com/

---

The AI-Fluent Revenue Leader was made possible by our sponsors:

FullEnrich: https://bit.ly/FullEnrich_aifluentrev

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Now COO at Linear, Cristina joined the group at Engineering Tailwinds, a live event in San Francisco co-hosted by GTMshift and The Transaction, to share what she has learned about building GTM the hard way: without a famous brand, without a big sales org, and without shortcuts.

Discussed in this episode:

Why selling a transformation beats selling a better version of an existing tool

How Linear evolved its positioning from "the issue tracker you'll love" to a board-level AI conversation

The first principles mindset that Patrick Collison brought to Stripe and why Cristina has carried it everywhere since

Why the best salespeople at your company probably did not come from the category leader

Linear's work trial hiring process and why it reduces turnover on the sales team

How to build a community moat and turn customers into your distribution channel

Why Linear went years without SDRs and what finally made outbound work

How to stay focused when investors, boards, and your own team are all pulling in different directions

What it means to do the dirty work in 2025 versus 2021 and why the answer has not changed as much as people think

Key Takeaways:

1. Sell the transformation, not the tool. "Better than Jira" gets you in the door with early adopters. It does not get you to a board-level conversation. The companies that break out are the ones that connect their product to a shift that is already happening in the market.

2. Start narrow, then go wide. Stripe was payments for developers. Linear was the issue tracker you'd actually love. Both eventually had much bigger stories to tell. But they earned the right to tell them by winning a niche first.

3. Hire salespeople who have had to fight for deals. Category leaders attract order-takers. The person at the number two or three company who had to build relationships, navigate procurement, and beat a dominant competitor is the one who will actually help you win.

4. The work trial is worth it. Three paid days, a product demo, a sales pitch, and an account plan. Linear has less sales turnover because of this process. If someone cannot demo the product with confidence after three days, that tells you something important.

5. First principles beat best practices. Just because every company has a sales ops hire at a certain stage does not mean you need one too. Ask why before you copy what worked somewhere else.

6. Saying no is a system, not a habit. The most focused companies are explicit about what they are not doing. That list is as important as the roadmap.

7. Build in public before you need to. Linear attracted talent, customers, and investors because the founders shared how they were building the company, not just what they were building. That only works if you start before you have something to lose.

Follow Cristina: https://www.linkedin.com/in/cristinajcordova/

Follow James: https://www.linkedin.com/in/jameskaikis/

Follow Craig: https://www.linkedin.com/in/craigrosenberg/

Follow Matt: https://www.linkedin.com/in/matt-amundson-91657236/

Read more from GTMshift: https://gtmshift.substack.com/

Produced in partnership with The Transaction

https://thetransactionpod.com

Engineering Tailwinds was made possible by our sponsors:

FullEnrich: https://bit.ly/FullEnrich_GTM

UserGems: https://bit.ly/UserGems_GTM

Avarra: https://bit.ly/Avarra_GTM

Captivate Talent: https://bit.ly/CaptivateTalent

Storypath: https://bit.ly/Storypath_GTM

& LinkedIn

Scott Albro has spent decades building startups and now works closely with a handful of early-stage founders every year helping them solve one problem above all others: the attention crisis.

At Engineering Tailwinds, a live event in San Francisco co-hosted by GTMshift and The Transaction, Scott joined the group to break down why the old GTM playbook is failing and what actually works when your default setting as a startup is obscurity.

Discussed in this episode:

Why everything in today's market is downstream of attention and what that means for early-stage GTM

The difference between viewing your market as a target account list versus a network and why it changes everything

What 10x hubs are, how to identify them, and how Clay and Granola used them to break through

Why most founder brand content is doing more harm than good and what to do instead

The three story types every startup needs to be able to tell: customer story, personal journey, and transformation story

What makes a narrative dominant versus forgettable

How to flip the push-to-pull ratio and what it actually looks like when you get it right

Why ServiceTitan's narrative is the best GTM story of the last 20 years and what you can steal from it

Key Takeaways:

1. Obscurity is the default. Attention is the job. Nobody is waiting for your startup. The market doesn't care. Getting attention is not a marketing problem, it's a strategic one that starts with how you think about your market.

2. Your market is a network, not a list. Target accounts give you funnel leverage. Thinking in networks gives you strategic leverage. Find the 10x hubs that connect to your buyers and infect them with your narrative.

3. The transformation story is the most powerful story type right now. Status quo, future vision, and a prescriptive journey from here to there. The best narratives make the customer the hero and position the company as the guide.

4. Founder brand done wrong is a liability. Getting 100 likes on a cringe post doesn't build brand, it erodes it. The goal is to become personally synonymous with the category you're building, not to rack up impressions.

5. Distribution is an experiment, not a plan. The best companies treat distribution tactics as continuous rapid experimentation. Double down on what works, jettison what doesn't. That requires a system.

6. Authenticity is earned, not performed. You don't need to have grown up in the trades to tell ServiceTitan's story. But you do need to immerse yourself in your customer's life until you genuinely understand it. That's what makes a narrative believable.

Follow Scott: https://www.linkedin.com/in/scottalbro/

Follow James: https://www.linkedin.com/in/jameskaikis/

Follow Craig: https://www.linkedin.com/in/craigrosenberg/

Follow Matt: https://www.linkedin.com/in/matt-amundson-91657236/

Read more from GTMshift: https://gtmshift.substack.com/

Produced in partnership with The Transaction

https://thetransactionpod.com

Engineering Tailwinds was made possible by our sponsors:

FullEnrich: https://bit.ly/FullEnrich_GTM

UserGems: https://bit.ly/UserGems_GTM

Avarra: https://bit.ly/Avarra_GTM

Captivate Talent: https://bit.ly/CaptivateTalent

Storypath: https://bit.ly/Storypath_GTM

& LinkedIn

Sydney Sloan has been studying this longer than almost anyone. As CMO at G2, she sits on top of one of the most cited data sources in the entire AI research ecosystem, and she's watched buyer behavior change in real time.

At Engineering Tailwinds, a live event in San Francisco co-hosted by GTMshift and The Transaction, Sydney joined the group to break down exactly what Answer Engine Optimization is, why it matters more than most teams realize, and what to actually do about it today.

Discussed in this episode:

Why 51% of buyers now start their research in an LLM and what that means for your pipeline

AEO vs. GEO: what the terms actually mean and why the distinction matters

How G2 architected their content to become one of the top citation sources for AI research tools

Why the shortlists AI returns are shrinking and how to make sure you're on them

The two tactics nobody is talking about yet: G2 discussions and community forums as LLM citation sources

Why PR is back and how to use it for AEO, not just brand awareness

How to think about content freshness, page pruning, and the math of LLM indexing

The consensus signal amplification strategy: how to get the same answer surfaced in multiple places so the LLM treats it as truth

Self-reported attribution: why it's making a comeback and how to automate it

Key Takeaways:

1. Where your buyers do research has changed faster than anyone expected. 51% of B2B buyers start in an LLM today. That number doubled in a year. Your brand needs to show up where they're looking, not where they used to look.

2. Own the answer, not just the keyword. AEO is about being the definitive response to the questions your buyers are actually asking. Think in question-and-answer format, not in blog posts.

3. Citation sources are the new backlinks. G2, Reddit, and partner pages are where LLMs go to validate answers. If you're not investing in those placements, you're invisible to a growing share of your market.

4. Consensus signal amplification is the game. When an LLM sees the same answer in multiple places, it treats that as authoritative. Replicate your core answers across your site, partners, G2, communities, and influencer content.

5. Content freshness beats content age. LLMs favor recency. Take your top SEO pages and build AEO versions. Prune the rest. G2 cut their site by 25-30% and saw results.

6. PR is back, but for different reasons. Publications that have structured partnerships with AI vendors are being cited heavily. A VentureBeat placement or Forbes Contributor post is now an LLM visibility play, not just a brand play.

7. Start with the AEO tool. You can't track what you can't see. Before you build a content strategy, buy a tool that shows you what questions are being asked, what's being cited, and where you're showing up versus competitors.

Follow Sydney: https://www.linkedin.com/in/sydsloan/

Follow James: https://www.linkedin.com/in/jameskaikis/

Follow Craig: https://www.linkedin.com/in/craigrosenberg/

Follow Matt: https://www.linkedin.com/in/matt-amundson-91657236/

Read more from GTMshift: https://gtmshift.substack.com/

Produced in partnership with The Transaction

https://thetransactionpod.com

Engineering Tailwinds was made possible by our sponsors:

FullEnrich: https://bit.ly/FullEnrich_GTM

UserGems: https://bit.ly/UserGems_GTM

Avarra: https://bit.ly/Avarra_GTM

Captivate Talent: https://bit.ly/CaptivateTalent

Storypath: https://bit.ly/Storypath_GTM

& LinkedIn

Together, they have a simple thesis: most of what passes for B2B marketing right now is either derivative, tasteless, or both. The companies breaking through are doing something different.

At Engineering Tailwinds, a live event in San Francisco co-hosted by GTMshift and The Transaction, Carilu and Maya joined the group to break down what is actually working, what is not, and why copying the thing that worked for someone else almost never works for you.

Discussed in this episode:

Why great products with word of mouth still beat everything else, including AI-powered distribution

Edutainment as the foundation of modern B2B marketing and what it actually looks like in practice

The PostHog campaign breakdown: what made it work in 2024 and why copying the format in 2026 is already a mistake

Why Lovable's two most viral tweets of their first year were completely unplanned

The founder social playbook: how consistency builds pipeline and what separates it from vanity metrics

Why enterprise buyers are not visiting your website and where they are actually learning about you

How influencer strategy works in B2B, including micro influencers, and why it matters even for small budgets

The "zig when others zag" principle: how to find your version of it instead of copying someone else's

What out-of-home advertising actually costs, who it works for, and what bad taste looks like in the wild

Why speed is the new creative constraint and what a 32-hour campaign launch actually requires

Key Takeaways:

1. Nothing has changed about what makes marketing work. Great products that serve real needs, that people love and talk about. That is still the foundation. AI does not change that.

2. Edutainment is not a tactic, it is the baseline. If your content is not entertaining, people scroll past it. The companies winning at RSA, on LinkedIn, and on billboards all understand this. The ones losing do not.

3. Copying campaigns is the fastest way to look like you have no ideas. PostHog's injury attorney format worked because nobody had done it. The company biting the format on a bus in San Francisco right now is invisible.

4. Viral is overrated. Consistency is underrated. Almost every marketer who has gone viral will tell you the same thing: it did not move the needle as much as they expected. What builds pipeline is showing up every week for a long time.

5. Enterprise buyers are on LinkedIn, not your website. Fortune 100 buyers responsible for AI purchasing decisions are following industry leaders on LinkedIn and booking demos without ever visiting a website. Your founder's presence is your top-of-funnel.

6. Zig when others zag, but find your own zig. The fuzzy heart works for Lovable. The wrestling ring works for Commvault at RSA. Neither of those works for you unless it is authentically yours and genuinely unexpected in your context.

7. Taste is a competitive advantage. When you are spending real money on out-of-home, events, or social, the difference between good and mid is visible to everyone. Find the people in your orbit who have taste and listen to them.

Follow Carilu: https://linkedin.com/in/cariludietrich/

Follow Maya: https://www.linkedin.com/in/mayagrinbergspivak/

Follow James: https://www.linkedin.com/in/jameskaikis/

Follow Craig: https://www.linkedin.com/in/craigrosenberg/

Follow Matt: https://www.linkedin.com/in/matt-amundson-91657236/

Read more from GTMshift: https://gtmshift.substack.com/

Produced in partnership with The Transaction

https://thetransactionpod.com

Engineering Tailwinds was made possible by our sponsors:

FullEnrich: https://bit.ly/FullEnrich_GTM

UserGems: https://bit.ly/UserGems_GTM

Avarra: https://bit.ly/Avarra_GTM

Captivate Talent: https://bit.ly/CaptivateTalent

Storypath: https://bit.ly/Storypath_GTM

& LinkedIn

This isn't a highlight reel. It's the actual playbook: what it takes to find product-market fit, build a GTM engine, and sell when conditions aren't perfect.

At Engineering Tailwinds, a live event in San Francisco co-hosted by GTMshift and The Transaction, Chris joined the group to dig into what separates the operators who survive the grind from those who don't.

Discussed in this episode:

Why desperation is the most underrated quality in early sales hires

How Chris found product-market fit in AdTech and Online Gaming after the product broke under load

The "this week, last week" transparency email that turned sales intel into product roadmap

The Top 100 account framework that fixed Snowflake's demand generation problem overnight

Why Chris eliminated standalone customer success and what replaced it

The feedback loop with John McMahon that kept a CRO in seat for 11 years when the average tenure is 18 months

Why qualified meetings beat MQLs every time

What it actually looks like to build pipeline from zero when nobody's heard of you

Key Takeaways:

1. Hire for desperation, not pedigree. Big-company reps inherit playbooks. Early-stage reps have to build them. Know which one you need and don't confuse the two.

2. Be the student of what you sell. Chris knew Snowflake's product, pricing, and contracts better than almost anyone in the company. That's how he earned credibility with engineers and customers alike.

3. Drop MQLs. Measure qualified meetings. When Denise Persson came in as CMO, she stopped talking about MQLs entirely. The only thing that counted was whether the sales team was in front of the right customers.

4. Transparency compounds. A weekly "this week, last week" email sent to the entire company, board included, created alignment, accountability, and product feedback loops that shaped Snowflake's roadmap.

5. When there's doubt, there's no doubt. Frank Slootman's rule. If someone's wrong for the role, fixing it fast is an act of leadership, not cruelty.

6. Customer success is everyone's job. Chris scrapped standalone CS and embedded accountability into sales and SEs. Customers who paid for professional services were more successful. Incentives matter.

Grab Chris's book: Make It Snow — makeitsnowbook.com

Follow Chris: https://www.linkedin.com/in/chris-degnan/

Follow James: https://www.linkedin.com/in/jameskaikis/

Follow Craig: https://www.linkedin.com/in/craigrosenberg/

Follow Matt: https://www.linkedin.com/in/matt-amundson-91657236/

Read more from GTMshift: https://gtmshift.substack.com/

Produced in partnership with The Transaction

https://thetransactionpod.com

Engineering Tailwinds was made possible by our sponsors:

FullEnrich: https://bit.ly/FullEnrich_GTM

UserGems: https://bit.ly/UserGems_GTM

Avarra: https://bit.ly/Avarra_GTM

Captivate Talent: https://bit.ly/CaptivateTalent

Storypath: https://bit.ly/Storypath_GTM

& LinkedIn

Jump into the conversation:

(00:00) Welcome to the Episode

(04:30) Kyle’s Journey

(09:15) Scaling Through Customer-Centricity

(15:45) Investing in Enablement and RevOps

(21:30) Hiring for Growth Mindset and Curiosity

(28:40) Transitioning Trust Post-Sale

(34:50) Leveraging AI for Internal Efficiency

(42:15) The Future of Sales Roles in SaaS

(50:00) Unconventional GTM Strategies for the Future

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

This episode originally premiered on The New GTM Playbook. Watch the original: www.testbox.com/gtm

Watch This Episode on YouTube: https://youtu.be/BNr6iIqWDZ8

Follow Kyle on LinkedIn: https://www.linkedin.com/in/kylecnorton/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jump into the conversation:

(01:05) Introduction to Josh Aranoff and his career journey

(07:30) Expanding the solutions role: From demos to strategic impact

(14:50) How deal scoring improves forecasting and alignment

(21:15) Bridging presales and post-sales: Hybrid roles and GTM alignment

(29:40) The importance of enabling solutions teams with tools and training

(36:20) How evolving customer expectations reshape SaaS strategies

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

This episode originally premiered on The New GTM Playbook. Watch the original: www.testbox.com/gtm

Watch This Episode on YouTube: https://youtu.be/IAQ0AMnNtqU

Follow Josh on LinkedIn: https://www.linkedin.com/in/josharanoff/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jump into the conversation:

(00:00) Welcome to the Episode

(4:20) - Hiring for potential: The gregarious performers who succeed in solutions

(10:47) - Managed sessions: The demo strategy that beats competitors every time

(13:54) - Enabling AEs to demo: Movie trailers that earn discovery calls

(18:14) - Eightfold's AI interviewer: Revolutionary hiring at scale

(26:04) - Removing bias: How AI creates equal playing fields in hiring

(29:45) - The future of solutions: Picking sides between sales and customer success

Watch This Episode on YouTube: https://youtu.be/ArViri73Rek

Follow Diana on LinkedIn: https://www.linkedin.com/in/dianacappello/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jump into the conversation:

(00:00) Welcome to the Episode

(03:15) Stephen’s 30-year journey through tech paradigms

(12:30) Why AI feels different from previous disruptions

(18:45) The consolidation of pre-sales and post-sales functions

(28:20) Solutions engineers transitioning to AE roles

(35:40) The rise of outcome-based pricing

(42:15) What sales engineering will look like in five years

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Watch This Episode: https://youtu.be/P8edj0rJ0L0

Follow Stephen on LinkedIn: https://www.linkedin.com/in/morsestephen/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jump into the conversation:

(00:00) Welcome to the Episode

(3:28) - Thriving in private equity: Career-building years, not career-ending

(10:51) - Building AI specialist teams organically through volunteer hand-raisers

(18:03) - Monthly C-suite operational reviews: Elevating solutions engineering strategy

(19:56) - Individual revenue goals for every solutions engineer: The controversial shift

(24:06) - The death of traditional UIs: Conversational data and agentic AI

(35:20) - Channel strategy as foundation: Getting scale through partners right from day

Watch This Episode on YouTube: https://youtu.be/_7rL9OTvprA

Follow Sharon on LinkedIn: https://www.linkedin.com/in/shamarti/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jump into the conversation:

(0:00) - Welcome to the Episode

(7:05) - From coding to solutions: Jeff's journey through the tech evolution

(10:02) - The "hook demo" era and why it doesn't work anymore

(16:03) - ServiceNow's billion-dollar AI revenue and dual LLM strategy

(28:28) - Leaning into POCs: Using Miro, Obsidian, and Cursor to build live solutions

(32:05) - Forward Deployed Engineers: The new competitive advantage

(38:02) - The future of solutions engineering: Will AI replace or enhance the role?

Watch This Episode on YouTube: https://youtu.be/YIZVPWNK4tY

Follow Jeff on LinkedIn: https://www.linkedin.com/in/jeff-margolese-816478/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jump into the conversation:

(00:00) Welcome to the Episode

(01:01) Elaine’s journey from mechanical engineering to VC to Tofu’s CRO

(08:45) Evolving buyer behaviors

(15:20) Personalization at scale: Using AI to tailor buyer journeys

(22:50) Breaking down the silos: Aligning sales, marketing, and CS teams

(29:15) Collaborative incentives: Tying revenue goals to GTM alignment

(35:40) The future of SaaS GTM: Fewer tools, better data, and leaner teams

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

This episode originally premiered on The New GTM Playbook. Watch the original: www.testbox.com/gtm

Watch This Episode on YouTube: https://youtu.be/xZZ5nJLF8zA

Follow Elaine on LinkedIn: https://www.linkedin.com/in/elainezelby/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jump into the conversation:

(00:00) Welcome to the episode

(05:16) The AI “aha moment” at Rippling

(12:19) OpenAI’s AI-native selling approach

(20:04) Evolution of sales roles in AI era

(28:54) Consumption vs. outcome-based pricing

(39:00) Future: 10-person billion-dollar companies

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Watch This Episode: https://youtu.be/KGHnF3vzV6A

Follow Zach on LinkedIn: https://www.linkedin.com/in/zlawryk/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jump into the conversation:

(00:00) Welcome to the Episode

(02:47) From sales rep to founder journey

(06:12) The 440K deal that changed everything

(14:09) Why transactional sales doesn’t work

(20:13) Building a founder brand on LinkedIn

(32:54) LinkedIn impressions and business impact

(38:56) Advice for getting started on LinkedIn

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Watch This Episode: https://youtu.be/CVd5Ud0oS0k

Follow Gal on LinkedIn: https://www.linkedin.com/in/gal-aga/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jump into the conversation:

(00:00) Welcome to the Episode

(01:00) Lexi’s career journey: From IBM to Yext and Roam

(07:20) The power of a solutions mindset in leadership

(15:30) Real-life example: Turning around a difficult client relationship

(21:45) Aligning teams and breaking silos with solutions thinking

(28:00) Redefining go-to-market with self-guided buying experiences

(35:10) The impact of monthly value models on customer engagement

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

This episode originally premiered on The New GTM Playbook. Watch the original: www.testbox.com/gtm

Watch This Episode on YouTube: https://youtu.be/Irlw-fE3iJE

Follow Lexi on LinkedIn: https://www.linkedin.com/in/lexi-bohonnon-818b4418/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jump into the conversation:

(00:00) Welcome to the Episode

(05:32) Why this GTM revolution is different

(08:17) The Scale Summit “midlife crisis” moment

(11:07) David Boskovic's complete sales process rebuild

(26:09) The speed of AI implementation

(28:35) How hands-on should executives be?

(33:00) Revenue per employee revolution

(38:53) What will still be true in five years?

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Watch This Episode: https://youtu.be/E_qgfUZgwgU

Follow Craig on LinkedIn: https://www.linkedin.com/in/craigrosenberg/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jump into the conversation:

(00:00) Welcome to the Episode

(02:19) Hyperscale journey: Growth at Splunk and OutSystems

(05:05) Why companies avoid fundamentals

(13:51) Full lifecycle teams at Splunk

(25:13) The board-to-ground level disconnect

(32:07) AI and the future of go-to-market

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Watch This Episode: https://youtu.be/keM9YTDkoeI

Follow Bart on LinkedIn: https://www.linkedin.com/in/bartfanelli/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

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Jump into the conversation:

(00:00) Welcome to the Episode

(06:16) What is go-to-market engineering?

(10:29) GTM engineering vs. RevOps

(20:39) Permissionless value propositions

(26:12) Systems of intelligence framework

(29:59) The future Jedi CRO

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Watch This Episode: https://youtu.be/DXxBT2AHbBc

Follow Jordan on LinkedIn: https://www.linkedin.com/in/jordancrawford/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jump into the conversation:

(00:00) Welcome to the Episode

(00:55) Brett’s journey from Salesforce to AI-first investing

(08:25) The moment Brett realized the old playbook was obsolete

(16:28) Why user interfaces are disappearing

(19:28) Why Solutions Engineers will become the new Account Executives

(31:30) How Bonfire Ventures is betting on vertical AI solutions

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Watch the Episode on YouTube: https://youtu.be/6ODnZP_7gBQ

Follow Brett on LinkedIn: https://www.linkedin.com/in/brettqueener/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/