In this episode of GTM by the Numbers, host Brandon Redlinger sits down with Kristina McMillan, EIR at Scale Venture Partners and former VP of Research at TOPO and Gartner. Kristina is a pioneer in go-to-market benchmarks and an early voice in how AI is reshaping the GTM landscape.
They dig into brand-new research from Scale Ventures and Benchmarkit.ai on the state of AI in GTM, breaking down what's actually working, which functions are seeing the biggest gains, and why so many AI initiatives fall flat.
You’ll learn:
- Why marketing and sales development are leading in AI adoption, and why CS lags behind
- How great teams move from “level 1” AI use cases to strategic quality gains
- Why the smartest teams are hiring go-to-market engineers right now
- How to measure real AI impact: new benchmarks for ARR per GTM dollar and per employee
- The big mistake AI-native companies are making in sales
Plus, Kristina shares what separates good GTM leaders from great ones, how teams are rethinking enablement and change management, and where she sees AI going next.
If you're a CMO, CRO, or RevOps leader thinking about how to stay competitive in the AI era, this episode is for you.
Connect with Kristina on LinkedIn at linkedin.com/in/kristinamcmillan
Connect with Brandon on LinkedIn at linkedin.com/in/brandonredlinger
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