6 essays tagged with “ai-gtm”
The same problem that makes most AI systems useless for serious work is what makes revenue systems so brittle. The fix is the same too.
The traditional software demo is becoming counterproductive for AI products. When you're selling intelligence, not features, the whole buyer engagement model needs to change.
Deal context lives in a dozen different systems. What would happen if something actually stitched it all together?
Revenue forecasting is narrative-based, not evidence-based. Sellers declare stages, managers interpret stories, leadership aggregates opinions. AI can fix this, but most organizations aren't ready for that level of transparency.
CRM systems were designed for linear SaaS buying. AI deals are non-linear, multi-threaded, and governed by organizational readiness. Your pipeline view can't represent any of it.
AI isn't a harder version of SaaS to sell. It's a different commercial problem entirely. The entire revenue stack needs to be rebuilt.