E55: The State of AI in GTM with Mark Roberge of Stage 2 Capital
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Navigating Pricing Innovations in Sales Tech Industry
The chapter discusses the impact of AI technology on sales and product development, focusing on the potential drawbacks of companies concentrating solely on short-term earnings. It considers the shift from contractually recurring revenue to transactional revenue and the challenges and opportunities brought about by pricing innovations. The conversation also touches on the importance of forecasting for territories, implementation challenges of consumption-based pricing models, and aligning sales plans with market maturity.
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