Insights
Essays from inside the AI disruption of GTM.
Weekly lessons on GTM in the AI era, from a GTM Operating Partner in Silicon Valley and a CRO in London. What stopped working. What buyers actually do now. What boards should ask next. Published here first; Substack gets the copy.
The thesis
Start here
The end of the bow tie
Why B2B GTM has to be rebuilt for the AI era. The funnel-in, funnel-out model that shaped two decades of go-to-market assumes a buyer who reads your website, fills in your form and takes your call. That buyer is gone.
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