I moderated an enterprise GTM panel a few weeks ago. Five operators on stage. Every one of them, independently and unprompted, described the same stall pattern. Pilot launches. Agent handles simple tasks. Summarize calls, draft follow-ups, enrich records. Six weeks...
A PE-backed CEO came to me last fall. He runs a logistics AI company on the side of his other gig running a regulatory firm for medical devices. Smart guy. Operator. He wanted help with ABM, and his team was on a legacy CRM. I walked away. Not because his business...
A mid-market SaaS company came to me last year. HR tech, roughly 180 people total, a 40-person GTM org. AI licensing sat at 87% of the team. Reported active use was 7%. Nine months later, usage across the GTM team was above 60%. ABM pipeline was up 34%. Cycle time on...
A prospect asked me last week what AI GTM consulting costs. Then he asked if we’d do the project for eight thousand dollars. That conversation ended quickly. Not because of ego. Because at that price, what he was actually buying was a deck. He’d walk out...
I’ve sat through enough “prompt engineering workshops” to say this plainly. Generic prompt training does not move pipeline. It gives your team better Gmail drafts and a dopamine hit. Ninety days later nobody uses it, the Slack channel dies, and the...
Most “AI-native” claims I hear are branding. A landing page update. A new badge on the careers page. Two prompt engineers who report to marketing and run a Slack channel. An AI-native team is something more specific. It’s a team where the default way...
