S7E16 - SaaS GTM in 2026: AI, Hybrid Sales & High-Performance Revenue Engines  with Richard Schenzel

In this episode of the Grow Your B2B SaaS podcast, recorded live at the SaaS Summit Benelux in Amsterdam, host Joran sat down with Richard Schenzel from AtScale. Richard and his team act as operating partners for B2B SaaS companies, helping them build, structure, and scale sales operations with a strong focus on improving performance.

The conversation centered on how go-to-market (GTM) strategy is changing in 2026. From the rise of blended motions and the evolving role of ACV across PLG and sales-led setups, to how AI will reshape the entire funnel—Richard shared a pragmatic view into what will separate the SaaS companies that scale successfully from those that fall behind. He also explained why now is the time for deep introspection, how to audit your GTM machine, and why roles like SDR/BDR must be rethought in an AI-driven world.

Key Timestamps

(0:00) – The 2026 B2B SaaS GTM Shakeup: AI, PLG vs Sales-Led & ACV Truths

(0:00) – Meet Richard Schenzel: The B2B SaaS Sales Ops Performance Architect

(0:01) – GTM in 2026: AI-Driven Plays, Blended Motions & ACV Strategy

(0:02) – Why 2026 Demands a Full GTM Audit: Blended Motions + ACV Reality

(0:02) – PLG vs Sales-Led: How ACV Decides Your Entire GTM Motion

(0:03) – The New Era of Efficient SaaS Growth: AI, Margin & Sales Efficiency

(0:04) – Bow-Tie Model Power: Where AI Creates Massive GTM ROI

(0:04) – Automate Your Sales Engine: AI Intent, Scoring, SDR Workflows & CS

(0:05) – The 2026 SDR: Human Connection Beats Sequencing Automation

(0:06) – 2026 Headcount Reset: New SDR/BDR, AE & RevOps Roles(0:07) – Train the Machines: Why People Still Win in AI-Driven GTM

(0:07) – Ad Break: Reditus – The AI Affiliate Engine for B2B SaaS

(0:08) – What Will Make SaaS Winners in 2026: Adapt Fast or Fall Behind

(0:09) – The 2026 Mindset Shift: Stop Fixing Yesterday, Pivot Faster(0:09) – The GTM Implementation Blueprint: Mission → Strategy → Tech → People

(0:11) – The “If It Ain’t Broke” GTM Trap: How to Spot Hidden Failures(0:11) – The Ultimate SaaS GTM Audit: 1–5 Scoring Across Every Function

(0:13) – Bow-Tie Data Mastery: Fix GTM Bottlenecks Faster With AI

(0:14) – From 0 → 10K MRR: ICP, Feedback Loops & Avoiding Enterprise Traps

(0:16) – Scaling to $10M ARR: ICP Alignment, Feature Pruning & $100M Roadmap

(0:17) – Evolving Your ICP: Stay True to Your Customer & Your Mission

(0:17) – Connect With Richard Schenzel on LinkedIn