CRMageddon: the battle of the incumbents vs. the upstarts

Andreessen Horowitz investor Marc Andrusko explores how AI is transforming the CRM landscape and go-to-market strategies. He discusses why the traditional sales tech stack of 20+ tools costing millions is ripe for disruption, how AI-native startups can challenge incumbents like Salesforce through new go-to-market approaches, and why outcome-based pricing models are emerging. The conversation covers the breakdown of GTM organizational silos, how six-person AI companies are landing seven-figure deals through labor replacement, the evolution from per-seat to consumption pricing, and why venture capital’s role remains crucial despite smaller teams achieving massive scale. Andrusko also touches on API access battles between incumbents and newcomers, plus shares insights on building AI-first sales organizations.

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