The Official SaaStr Podcast: SaaS | Founders | Investors

SaaStr 836: The Step-By-Step Playbook for Building AI-Powered GTM Teams with Personio's CRO

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Jan 7, 2026
Guest
Philip Lacor
Philip Lacor, the CRO of Personio, shares insights from his leadership in transforming the company into an AI-powered powerhouse. He discusses the critical interplay of top-down and bottom-up strategies for AI adoption, emphasizing real-world applications like win/loss analysis and an expansion SDR assistant that drastically reduced research time while doubling pipeline. Philip also tackles building an AI culture, the complexities of ROI, and how to get teams excited about AI, all while cautioning against endless tool testing.
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INSIGHT

Pair Bottom-Up With Top-Down Leadership

  • Bottom-up AI experimentation needs a top-down decision and resource allocation to scale into transformation.
  • Give teams permission, budget, and clear choices to move from testing to sustained adoption.
ADVICE

Form Cross-Functional AI Teams

  • Build cross-functional teams combining data/systems, revenue ops, go-to-market and engineers to deliver usable AI features.
  • Ensure technical builds include business context to avoid models that don’t work for users.
ADVICE

Prioritize By Jobs To Be Done

  • Prioritize AI projects using jobs-to-be-done and map them to your customer journey before building many pilots.
  • Finish and scale high-impact pilots rather than chasing every new idea that appears.
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