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7 Ways AI is Redefining GTM Success and Strategy
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This week’s research note includes:
GTM Research: 7 Ways AI is Redefining GTM Success and Strategy
ROI Study of the Week: TechTarget
Better Together: Join us in NYC
GTM Events: Upcoming events around the country
GTM Research: 7 Ways AI is Redefining GTM Success and Strategy
A weekly deep-dive into new GTM research and insights
Maybe you’ve heard this once or twice or one million times…the world of go-to-market (GTM) strategy is undergoing seismic shifts with the rapid adoption of AI.
The traditional approaches of building large teams, executing campaigns, and relying solely on CRM and marketing automation (MA) tools are giving way to a more fluid, AI-driven landscape.
Here are 7 ways AI is revolutionizing GTM and what that means for the future.
1. The Rise of Lean Companies Powered by AI
Imagine a $10M company run by just 1-3 people or a $100M business with a team of fewer than 100. This is becoming a reality thanks to AI copilots and automation.
AI is streamlining operations, enabling companies to scale without needing massive headcount.
These businesses will have the agility and speed of startups while operating at enterprise-level efficiency, freeing human capital for high-level strategic work rather than administrative tasks.
2. The End of SDR Teams as We Know Them
Sales development representatives (SDRs) have traditionally been the backbone of lead generation and outreach. AI is changing that.
Automation and AI-driven engagement tools are making it possible to connect with prospects in ways that don’t require human SDRs to handle each touchpoint.
The repetitive tasks of qualifying leads and follow-ups can be handled by AI, while human sales professionals can focus on closing deals and building relationships.
Watch a replay of our analyst session from last week: a debate on whether AI should or shouldn’t replace SDR teams. Watch the entire session here.
3. AI as the Driver of Experiments, Not Campaigns
In the AI-driven GTM world, it’s not about launching campaigns anymore; it’s about running experiments. As we know from the CMO’s Guide to Modern Marketing, success is all about creativity, curiosity, experimentation, and a willingness to fail.
AI allows for rapid testing of messaging, channels, and strategies. You can run 10x more experiments in the same time it used to take to execute a traditional marketing campaign.
This iterative approach ensures faster feedback loops, constant optimization, and better outcomes.
4. The "Better Together" GTM Stack
The days of relying on CRM or marketing automation alone are over.
The future GTM stack will consist of 5-6 integrated solutions, all working together seamlessly to provide end-to-end customer solutions.
AI will drive this integration and the resulting insights, enabling businesses to create a single source of truth and deliver highly personalized, effective customer journeys.
5. Effectiveness, Not Just Efficiency
As Jon Miller said, “Tools will be focused on effectiveness and not just efficiency.”
AI is enabling businesses to move beyond doing things faster to doing the right things in smarter ways.
It's not about automating tasks but about making informed decisions and enhancing effectiveness in every GTM motion, from inbound to outbound, product-led to partner-led growth.
6. AI Prompts Will Become the New Interface
Nobody wants to get another login and learn a new UX.
AI can help. It is fundamentally changing how we interact with technology.
Instead of creating complex dashboards or interfaces that people need to learn, the user themselves become the new interface.
With AI copilots, users will interact naturally with systems, speaking or typing in requests and getting the information or actions they need immediately. This human-centered design will lead to more intuitive, personalized experiences for employees and customers.
7. AI Is Killing 90% of Your Old Playbooks
SEO, PPC, big events, generic emails, and webinars have been the cornerstones of GTM strategies for years.
But the rise of AI is making many of these tactics obsolete. Traditional methods will no longer deliver the ROI they once did.
Instead, businesses will need to embrace personalized, AI-driven approaches to engage customers and deliver value. Old playbooks will die, but AI will open up new possibilities for more effective, targeted engagement.
How Can You Leverage AI in Your GTM Strategy?
AI isn’t just a tool—it’s a transformation.
As GTM strategies evolve, the companies that embrace AI and focus on experiments, integration, and human-centered services will be the ones that thrive.
Check out the following 8 core questions we use to help teams build their OS strategy, and superimpose the idea of AI on top. Which questions can AI help you answer?
The AI strategy will be different for every company.
Do you need help with your GTM strategy and execution?
GTM Partners works with B2B companies who need help with GTM, whether you just need a few tweaks or a full reboot of your strategy.
We’re booking now for 2025 planning work, including:
GTM Audit and Plan: We assess your current GTM challenges and opportunities, provide a GTM Score, and offer a plan for identifying and prioritizing your biggest GTM challenges.
Advisory: We work one-on-one or with your entire GTM team to execute your plan using our proprietary GTM Operating System and the frameworks we’ve built to accelerate your growth. We can do this on a project basis to address specific needs or help you through a total GTM transformation.
GTM Certification: We offer Go-to-Market certification for individuals, teams, and agencies using our proprietary GTM Operating System.
We’d love to chat more about your needs and how we can help.
ROI Study of the Week: TechTarget
Go-to-Market (GTM) efforts are becoming more complex as purchasing teams that used to rely on direct interaction with sellers increasingly prefer to navigate the buying process independently.
Companies can’t rely on the power of inbound and outbound alone. They need to be able to identify who is actively in the market for their products and services. Then they must work harder at engaging them beyond the walls of their own first-party properties.
More specifically, they need the ability to create and distribute editorial and vendor-produced content broadly while mining the intent data associated with it. These capabilities are becoming competitive table stakes for modern technology companies.
With an impressive audience exceeding 30 million opt-in tech buyers, TechTarget provides B2B enterprise technology companies with content, distribution channels, audience insights, intent data, and marketing services to drive pipeline growth.
TechTarget delivers end-to-end GTM support across their three major offerings:
TechTarget: Online publishing and purchase intent-driven marketing services to reach and engage an audience of opt-in tech buyers across a network of over 150 websites
BrightTALK: A B2B video and webinar hosting/ community platform with more than 1,000 channels
Enterprise Strategy Group: An analyst advisory, custom research, and custom content service provider
GTM is Better Together: Updates!
“GTM is Better Together” is a revolutionary new vision that the future of GTM is better together with unified teams, tech, and trust. This is a weekly feature where we will share the latest announcements related to this important initiative.
We’d love to see you at one of our last two GTM is Better Together leadership summits.
October 22, NYC: GTM is Better Together
November 20, San Francisco: GTM is Better Together
Boston and Atlanta were a lot of fun—How many B2B conferences have you been to with on-brand light up drummers to kick off the day?
GTM Events
A list of upcoming events of interest to GTM professionals
October 1-3, virtual: RevCon24
October 14-16, Austin, TX: Pavilion’s GTM 2024 (use code GTMPARTNERS20 for 20% off your ticket)
October 16, Austin: GTM Made Simple Roadshow
October 22, NYC: GTM is Better Together
November 20, San Francisco: GTM is Better Together
Love,
The GTM Partners Team
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