The GTMshift

OpenAI’s Zach Lawryk reveals how AI is fundamentally transforming go-to-market strategies, from AI-native selling methodologies to the future of consumption pricing. Learn why intelligence has become a commodity and how agent-powered workflows will reshape sales teams.Jump into the conversation:(00:00) Welcome to the episode(05:16) The AI “aha moment” at Rippling(12:19) OpenAI’s AI-native selling approach(20:04) Evolution of sales roles in AI era(28:54) Consumption vs. outcome-based pricing(39:00) Future: 10-person billion-dollar companiesThis episode is sponsored by TestBox. Please visit www.testbox.com to learn more! Watch This Episode: https://youtu.be/KGHnF3vzV6AFollow Zach on LinkedIn: https://www.linkedin.com/in/zlawryk/ More from The GTMshift: www.gtmshift.comSubscribe to the newsletter: https://gtmshift.substack.com/Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Aligned CEO Gal Aga reveals how buyer-centric sales and LinkedIn founder branding drove 4X growth. Learn why transactional sales is dead and how to build authentic content that generates real business results.Jump into the conversation:(00:00) Welcome to the Episode(02:47) From sales rep to founder journey(06:12) The 440K deal that changed everything(14:09) Why transactional sales doesn’t work(20:13) Building a founder brand on LinkedIn(32:54) LinkedIn impressions and business impact(38:56) Advice for getting started on LinkedInThis episode is sponsored by TestBox. Please visit www.testbox.com to learn more! Watch This Episode: https://youtu.be/CVd5Ud0oS0kFollow Gal on LinkedIn: https://www.linkedin.com/in/gal-aga/ More from The GTMshift: www.gtmshift.comSubscribe to the newsletter: https://gtmshift.substack.com/Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

James Kaikis speaks with Lexi Bohonnon, Chief Revenue Officer at Roam, about how a solutions mindset in leadership drives business impact. Lexi shares her journey from solutions engineering to senior leadership, emphasizing how solutions-oriented professionals are reshaping GTM strategies. She discusses the value of aligning teams, breaking silos, and focusing on consistent customer value. Lexi also highlights her work at Roam, where frictionless, self-guided buying experiences redefine customer empowerment and satisfactionJump into the conversation:(00:00) Welcome to the Episode(01:00) Lexi’s career journey: From IBM to Yext and Roam(07:20) The power of a solutions mindset in leadership(15:30) Real-life example: Turning around a difficult client relationship(21:45) Aligning teams and breaking silos with solutions thinking(28:00) Redefining go-to-market with self-guided buying experiences(35:10) The impact of monthly value models on customer engagementThis episode is sponsored by TestBox. Please visit www.testbox.com to learn more! This episode originally premiered on The New GTM Playbook. Watch the original: www.testbox.com/gtmWatch This Episode on YouTube: https://youtu.be/Irlw-fE3iJEFollow Lexi on LinkedIn: https://www.linkedin.com/in/lexi-bohonnon-818b4418/More from The GTMshift: www.gtmshift.comSubscribe to the newsletter: https://gtmshift.substack.com/Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Craig Rosenberg from Scale Venture Partners reveals why AI is forcing a complete reinvention of go-to-market strategies. Learn how founders are rebuilding sales processes from scratch and why traditional GTM playbooks are now obsolete. Discover the revolutionary changes happening in buyer behavior, sales roles, and revenue efficiency.Jump into the conversation:(00:00) Welcome to the Episode(05:32) Why this GTM revolution is different(08:17) The Scale Summit “midlife crisis” moment(11:07) David Boskovic's complete sales process rebuild(26:09) The speed of AI implementation(28:35) How hands-on should executives be?(33:00) Revenue per employee revolution(38:53) What will still be true in five years?This episode is sponsored by TestBox. Please visit www.testbox.com to learn more! Watch This Episode: https://youtu.be/E_qgfUZgwgUFollow Craig on LinkedIn: https://www.linkedin.com/in/craigrosenberg/More from The GTMshift: www.gtmshift.comSubscribe to the newsletter: https://gtmshift.substack.com/Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Bart Fanelli shares how operational discipline and Go-To-Market fundamentals drove hyperscale at Splunk and OutSystems. Learn why going back to basics beats chasing the latest trends in this engaging conversation about sustainable go-to-market strategies.Jump into the conversation:(00:00) Welcome to the Episode(02:19) Hyperscale journey: Growth at Splunk and OutSystems(05:05) Why companies avoid fundamentals(13:51) Full lifecycle teams at Splunk(25:13) The board-to-ground level disconnect(32:07) AI and the future of go-to-marketThis episode is sponsored by TestBox. Please visit www.testbox.com to learn more!Watch This Episode: https://youtu.be/keM9YTDkoeIFollow Bart on LinkedIn: https://www.linkedin.com/in/bartfanelli/ More from The GTMshift: www.gtmshift.comSubscribe to the newsletter: https://gtmshift.substack.com/Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

Jordan Crawford, a go-to-market engineer and founder, dives into the distinction between go-to-market engineering and RevOps, emphasizing how bespoke data can create invaluable data moats. He discusses the importance of building permissionless value propositions that deliver immediate benefits and introduces the systems of intelligence framework to enhance operational efficiency. Looking ahead, Jordan outlines the evolving role of the Chief Revenue Officer in the AI age, comparing them to conductors who utilize data and question for strategic insights.

Brett Queener, architect of the original Salesforce GTM playbook, explains why traditional go-to-market strategies are dead and how AI agents are creating the biggest opportunity for solutions professionals in decades. As Managing Director at Bonfire Ventures, Brett shares insights from both building the first SaaS playbook and now investing in the companies that will replace it.Jump into the conversation:(00:00) Welcome to the Episode(00:55) Brett’s journey from Salesforce to AI-first investing(08:25) The moment Brett realized the old playbook was obsolete(16:28) Why user interfaces are disappearing(19:28) Why Solutions Engineers will become the new Account Executives(31:30) How Bonfire Ventures is betting on vertical AI solutionsThis episode is sponsored by TestBox. Please visit www.testbox.com to learn more!Watch the Episode on YouTube: https://youtu.be/6ODnZP_7gBQFollow Brett on LinkedIn: https://www.linkedin.com/in/brettqueener/ More from The GTMshift: www.gtmshift.comSubscribe to the newsletter: https://gtmshift.substack.com/Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/