Jonathan Moss

Experity

Leading a team of senior GTM and Data leaders focused on building, managing, measuring and optimizing the revenue factory and architecture. 

2024 results: 
✔️ Grown top and bottom line by double digit % 
✔️ Exceeding plan in revenue and EBITDA 
✔️ CAC payback <12 months 
✔️ LTV/CAC 5:1 
✔️ Increased volume and conversion rates at every stage of the bowtie while decreasing sales cycle time across all product mixes 
✔️ Reduced time to install by 2.5x 
✔️ Reduced churn by 50%
✔️ Launched 2 new revenue streams 

My teams are responsible for the following: 

Go-to-Market Strategy & Planning: growth strategies, planning and execution to accelerate top line growth across our platform of products/services along with assessing entering new markets and verticals. 

GTM Operations: building, managing, and optimizing our GTM system (data, technology, process) that underpin our revenue factory. 

AI: building and implementing AI strategies across the GTM team, product and service lines. 

Data: structuring, aggregating, analyzing and providing insights for the GTM teams that drive our strategic decisions and operations. 

Center of Excellence: onboarding of products and service, providing professional services, and customer experience. 

Revenue Enablement: accelerating employee productivity and knowledge across all GTM teams.

EVP - Growth, GTM Strategy and Operations

Established and lead the Executive AI committee comprising CTO, SVP of Strategic Partnerships, Chief Medical Officer and SVP of Technology. 

Implemented 5 AI initiatives 
2024/2025 roadmap for 10+ initiatives

Executive Chair - AI committee

Moss Ventures

Helping Founders & GTM teams build GTM strategies, optimize their revenue operating system and leverage AI to decrease the $2T wasted annually through advisory, consulting and coaching. 

We provide data analysis and insights, business strategy and training too!

Oh.. and helping those in GTM with a little bit of therapy with the GTM Therapy Newsletter.

Who we have helped: 
The Valla Group
Xactly - Vista Equity Partners PortCo
BigSpring AI 
Cherry3D
Jarrett Solutions
Goalster
Metavrse
RV2EZ

Partners: 
Gartner
Harvard Business Review 
Winning By Design
Pavilion
GTM Partners

Founder

Pavilion

AI in GTM Co-Chair

Winning by Design

GTM Ambassador

MetaVRse

✅ 140+ Metaverse / Web3 Products and Projects 

🌎 9 World-Firsts

💻 1 Award-Winning, Proprietary 3D Creation Platform (Metaverse, Web3)

👩‍💻60k+ Creators

♟️Established strategic partnership with Microsoft

Founding Team, Executive Board Member & Strategic Advisor

Led global vision, strategy, and execution for all facets of revenue generation, go-to-market, operations, customer success and product management within a high growth technology industry.

🚀Launched the Metavrse Engine from stealth April 2020 including SaaS and professional services. 

✍️Negotiated and Signed deals with Siemens Healthineers, Samsung, MasterCard, JP Morgan and other Fortune 500 companies. 

📚$2M+ booked revenue in the first 12 months. 

♟️Established strategic partnerships including NVIDIA, Qualcomm, EPIC Games, Meta (formerly Facebook), and Autodesk. 

🛣️Developed product roadmap with feature prioritization, UX/UI design, and technical integrations.

Chief Revenue Officer (CRO)

Booster

Booster is a clean technology company that provides mobile energy delivery, including renewable and sustainable fuels, through its marketplace. 

🛠️ Elevated go-to-market strategy, built the revenue engine and led sales team that secured $56M in bookings with 79% net revenue growth and 215% Enterprise segment growth

⚙️ Implemented sales motions with aligned systems across the customer journey, automated workflows and insights that led to a 60% more outbound lead volume, 2.5x meetings, and 4.6x opportunity creation, 56 day reduction in sales cycle time, 25% conversion rates and a 45% increase in deal size

✅ Transformed top of funnel strategy through diversification of marketing channels and building infrastructure which led to 10x inbound lead volume accounting for 30% of new business, up from 2%

🚀 Implemented Customer Led Growth strategy that led to a better customer experience, 2x faster growth and improved LTV/CAC

🤝 Series C ➡️ D Senior Leader

🎯 Built annual operating plan and forecasts (quarterly, monthly, weekly) with 96%+ accuracy  

🎙️Built brand and content strategies that elevated Booster to over 60%+ Share of Voice and 90%+ positive Brand Sentiment

🚀 Launched platform business (including a marketplace) with complete P&L ownership

📈Grew platform from $0 to $6M+ in ARR since launching in December 2022

🔋Built partnerships that enabled Infrastructure as a Service for EV Charging, Hydrogen, LNG, and CNG delivery 

🚚 Drove product roadmap strategy that allowed for mixed energy fleets to manage energy consumption, vehicles insights and payments for both sides of the marketplace 

📍Developed geo-spatial models and algorithms for route and location based density to enable effective dynamic pricing, sales and marketing prioritization

💰Developed pricing strategy transitioning legacy margin model to a product (SaaS) and services (Consumption) model

Vice President - Revenue & Revenue Operations

REEF

REEF is a technology company that transforms urban real estate into thriving mobility and logistical hubs via a marketplace.

🎯 Led GTM strategy and execution across sales, revenue operations, and customer success that secured $70M in new bookings and expansion that increased revenue from $30M to $100M+ throughout the United States, Canada, and Europe.

⚙️ Implemented sales process with aligned systems across the customer journey, automated workflows and insights that led to a 36 day reduction in sales cycle time, 40% increase in conversion rates and a 25% increase in deal size.

📱Developed and implemented product led growth strategies that led to a 3x revenue growth expansion from the demand side of the marketplace.

⛓️Interconnected and consolidated technology stack to increase efficiency and efficacy across marketing, sales, and customer success (Salesforce, ZoomInfo, Marketo, LinkedIn Sales Navigator).

Executive Vice President - Revenue & Global Revenue Operations

OYO USA

OYO is a global travel technology company that connects guests to owner-operators via a marketplace. It offers full-stack hospitality software and revenue management solutions to hotel owner-operators.

🎯 Led strategy and execution for go-to-market, revenue operations, and sales training that led to growth from $17M to $200M throughout the United States, Canada, and India.

📈Developed and implemented product led growth strategies that led to a 2x revenue growth and 3x margin expansion from the demand side of the marketplace.

🛣️ Create and maintain data and insights across the entire customer journey that increased direct sales close rate by 2.5x, increased deal size by 50% and decrease sales cycle by 45 days.

⛓️ Interconnected and built the sales tech stack to align with the customer journey and automated work flows to drive 2x sales efficiency and efficacy.

Vice President Revenue Operations & Enablement

T-Mobile

A demonstrated record of success and achievement, marked by a promotion to a position of increased influence, authority, and accountability. Fulfilled a critical role building and executing strategies to govern sales, communication, and training professionals in franchise stores, small business team, national retail team, and in Direct to Consumer teams encompassing over 40,000 individuals responsible for 80% of all revenue. Maintained accountability for $25M in P&L.

•Supervised a 190-person team engaged in sales enablement, learning (e.g. in-person, virtual, eLearning, and AR/VR), strategy/planning, sales tech stack, process design, LMS, other Learning technology and communication tools. 

•Recognized for Performance (Top 5%)

•Successfully accelerated the ramp-up period for new sales personnel from six months to one month, as measured by five key performance metrics - New Customer Acquistion, Renewal Rate, Average Revenue Per User, Value Added Service Attach Rate, and Emerging Product Attach Rate.  

•Positioned the company to be listed in the Great Places to Work list for 2018 to 2019.

•Sparked a 25% increase in revenue per subscriber as a result of training programs for existing sales representatives, improving their ability to promote and secure agreements for products, services, and accessories.

•Developed quantitative and qualitative analytics and dashboards to measure sales intelligence, performance, deal/funnel intelligence, and trainer performance across 40,000 employees. 

•Scope of training curricula and collateral spanned New Hire, Management Fundamentals, Advanced Leadership Programs, Behavioral Skills Workshops, Gamification, and over 250 sales and leadership videos.

•Recognized as the first training team in the world that formed a co-development partnership with the Apple Master’s Program.

Head of Sales Enablement | Learning

Responsible for operations encompassing 15,000 employees and 8,000 points of distribution across 22 states, representing $14B in revenue. Directed teams engaged in Go-To-Market strategy, Communications, Retail Technologies, Customer Support & Success, Performance/Competitive Analytics, Workforce Planning, Facilities and Distribution strategy.

•Developed operational and customer success strategies that led to $825MM increase in profit and 2,100 basis points in NPS.

•Executed over 20 go-to-market projects with budgets in excess of $10MM.

•Led Go-To-Market and Operational implementation of new channels including Direct to Consumer, Uber, Walgreens, and AAA. 

•Managed $1B+ budgets for labor, facilities, service and repair centers, new store builds, remodels, and equipment.

•Developed automated dashboards for 40+ operational and customer experience metrics with tangible costs and actions. 

•Implemented a variety of technology solutions to assist the sales, operations and customer support teams, including intelligent process automation, digital chatbots, Microsoft Office 365, Salesforce, and a number of SaaS tools.

Director Multi-Channel Sales Operations

Verizon

Managed $260MM P&L with 327,000 customers across 9 territories. Led a team of 222 sales and account management professionals, ranking in the Top 1% across the organization. 

  •Product Portfolio included: SaaS, IoT, Streaming Content, Mobile Phones, Tablets, Internet Back-up, 
    Home Phone, Cable Services

Excelled across key metrics, increasing the customer base by 48%, coupled with a 57% gain in revenue and a 15% lift in NPS.  Personally submitted 14 ideas to the Verizon Powerful Answers project that generated $1B in revenue.

Responsible for creating and executing strategies, initiatives, processes, programs, and communication to increase customer experience, acquisitions and retention, profitability, and process efficiency through sales, marketing, finance, and operations

Selected to be part of the High Potential Leadership Program led by the Market President. 

Streamlined Point of Sale System Enhancements and Workplace Efficiencies leading to company EBITDA savings of $599 million

Part of team that created Data Gifting with upside of $500 million in annualized revenue

Submitted Idea that turned into Verizon Smart Rewards

Developed and Promoted 72 Employees (35 in 2015)

Go To Market Strategies, Implementation, Execution for 375 stores in 9 states

Accomplishments:
VZ Thumbprint Recipient 
Credo Award Winner
Winner's Circle Recipient (2013, 2014)
Selected for High Potential Leadership Program (16 chosen)
14 Implemented Powerful Answers Ideas 
(Over $1B in Sales & Cost Savings)
Top 3 Ideas: #65355, #48138, #48132
Top 1% in Total Sales & Revenue
Top 2% in YOY Growth
Top 7% in Customer Experience & KPI Balanced Scorecard

Projects:
Smart Rewards
Next Bill Summary
Fraud Task Force
Gifting Data
Interactive Data Alerts
Navigation Across Channels
Content Transfer w/ Cloud Integration
Mobile Productivity Tools (Mobile Iron)
VZ Notifications
Created 100% Retail SMB In Store Specialist Program

District Manager I Retail and Small-Medium Business | Sales and Customer Success

Coaching, Training, and Developing over 150 employees in the Greater Nashville Area. Assisting with the Strategic Implementation of Initiatives and Results in Sales, Marketing, Finance, and Operations for 7 locations. 

Developed and Promoted 15 Employees

2012 Winner's Circle District

Q1 2013 Marni Cup Winner

Developed Content and Taught Regional Frontline Development Program

Floating General Manager I Retail and Small-Medium Business | Sales and Customer Success

#1 in Region (140 Locations) for Overall Balance (Sales, Revenue, Profitability, Costs)

Increased Sales/Revenue by over $5 million dollars

Increased Customer Growth by 66%

Increased Customer Loyalty/Retention by 28%

Promoted 5 of 25 Employees and 1 Employee of the Year

Ranked Top 15 in South Area (530 Locations)

General Manager I Retail and Small-Medium Business | Sales and Customer Success

#1 Location for Year over Year Growth out of 140 Locations

#1 Location for Customer Loyalty (Churn) out of 140 Locations

Assistant General Manager I Retail and Small-Medium Business | Sales and Customer Success

Top 5% of Sales Consultants in Company

Averaged over $400,000 in Sales per Month

Sales Consultant I Retail and Small-Medium Business | Sales and Customer Success

Turning GTM into a revenue factory through recurring impact & helping GTM leaders do the same | GTM Executive leveraging AI ✨ | Keynote Speaker & Advisor | Podcast 🎙️ Host |

A mix of an entrepreneur and scaled operator skilled at crafting go-to-market strategies, implementing AI across businesses, developing high-performing teams, and optimizing the GTM systems to drive durable growth. 

The majority of my career has been spent digitizing the physical world by reimagining legacy industries that are heavy on atoms (e.g. physical presence) and transforming them into bits (e.g digitizing the way they operate).

My superpower is architecting revenue (traffic to churn) across the go-to-market operating system (e.g. data/insights, processes, and technology) and helping people be a culture catalyst for organizational success.

My journey has given me diverse experiences across many different industries, business models, products, and functions at different scales. 

➡️ Experience across multiple industries including Software, Healthcare, Retail, Real Estate, Hospitality, Transportation/Logistics, Telecommunications. 

🚀 Company Stages: Venture Capital, Private Equity, and Bootstrapped at Pre-Revenue, Seed, Series A, Series C, Series D, Publicly traded 

💵 Investment Partners: Sequoia, Lightspeed, Madrona, GTCR, Warburg Pincus, Mubadala Capital, AirBnB, Microsoft, JP Morgan, UBS Asset Management, Softbank and JC2 Ventures 

💰Company Revenue: $0-$15B (87% median growth rate; over $1B of capital raised)
     👉 $0-$6M+
     👉 $0-$7M+
     👉 $17M-$200M+
     👉 $30M-$100M+
     👉 $80M-$150M+
     👉 $165M-$260M+
     👉 $190M-$2XX (Current role)
     👉 $13B-$15B+

📍Geographies: North America, LATAM, EMEA, and APAC

✅ Team Size: 1-200

🤓 Experience
👉 AI: 5+ years     
👉 GTM: 21+ years
     👉 Sales: 12 years (B2B); 10 years (B2C)
     👉 Revenue Operations: 13 years
     👉 Customer Success / Account Management: 9 years
     👉 Product: 9 years
     👉 Revenue / Sales Enablement: 5 years
     👉 Marketing / Demand Generation: 3 years
     👉 Business Development/Partnerships: 3 years

Executive Member

We're entering a new era of 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀 (RevOps) where the game-changing focal point of go-to-market (GTM) strategy will no longer be about brute force—but precision, process, and continuous improvement. 

Let me paint you a picture of how yesterday’s practices are evolving into tomorrow’s winning playbooks.

↳ 𝗚𝗿𝗼𝘄𝘁𝗵 𝗮𝘁 𝗮𝗹𝗹 𝗰𝗼𝘀𝘁𝘀: Throw money and people at the problem.
↳ 𝗦𝗶𝗹𝗼𝗲𝗱 𝗱𝗲𝗽𝗮𝗿𝘁𝗺𝗲𝗻𝘁𝘀: Sales, Marketing, and CS operating on different planets.
↳ 𝗜𝗻𝗱𝗶𝘃𝗶𝗱𝘂𝗮𝗹 𝗵𝗲𝗿𝗼𝗶𝗰𝘀: Growth driven by your best reps, not by the system.
↳ 𝗢𝗽𝗶𝗻𝗶𝗼𝗻-𝗯𝗮𝘀𝗲𝗱 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻𝘀: Leadership trusted gut feel more than data.
↳ 𝗟𝗶𝗻𝗲𝗮𝗿 𝘁𝗵𝗶𝗻𝗸𝗶𝗻𝗴: Solve one problem at a time without considering downstream impact.

Did it work? Sure, until it didn’t.

Tomorrow’s Playbook:
↳ 𝗦𝘂𝘀𝘁𝗮𝗶𝗻𝗮𝗯𝗹𝗲 𝗴𝗿𝗼𝘄𝘁𝗵: Efficiency > Hustle. Measured outcomes matter more than vanity metrics.
↳ 𝗨𝗻𝗶𝗳𝗶𝗲𝗱 𝗚𝗧𝗠 𝗮𝗽𝗽𝗿𝗼𝗮𝗰𝗵: Revenue teams act as a single, aligned unit.
↳ 𝗣𝗿𝗼𝗰𝗲𝘀𝘀 𝗲𝘅𝗰𝗲𝗹𝗹𝗲𝗻𝗰𝗲: Revenue factories replace the rollercoaster of heroic effort.
↳ 𝗗𝗮𝘁𝗮-𝗱𝗿𝗶𝘃𝗲𝗻 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻𝘀: From gut feel to rigorous diagnostics and benchmarks.
↳ 𝗦𝘆𝘀𝘁𝗲𝗺𝘀 𝘁𝗵𝗶𝗻𝗸𝗶𝗻𝗴: Solve for 𝘦𝘯𝘵𝘪𝘳𝘦 𝘱𝘳𝘰𝘤𝘦𝘴𝘴𝘦𝘴 to create compounding returns.

The winners will be those who don’t just "train their people" but who 𝗯𝘂𝗶𝗹𝗱 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗳𝗮𝗰𝘁𝗼𝗿𝗶𝗲𝘀 powered by scientific principles, 𝗰𝗹𝗼𝘀𝗲𝗱-𝗹𝗼𝗼𝗽 𝘀𝘆𝘀𝘁𝗲𝗺𝘀, and relentless iteration. The chart above says it all: open-loop systems (people-dependent) dissipate knowledge over time, while 𝗔𝗜-𝗱𝗿𝗶𝘃𝗲𝗻, 𝗰𝗹𝗼𝘀𝗲𝗱-𝗹𝗼𝗼𝗽 𝘀𝘆𝘀𝘁𝗲𝗺𝘀 accumulate it. This is RevOps’ time to shine.

What Changed?
↳ Businesses can no longer afford endless cost bloat in GTM.
↳ AI is transforming what “good” looks like in data analysis, process execution, and learning systems.
↳ Leaders want repeatable systems, not unreliable heroics.

What do you do? 
↳ 𝗗𝗶𝗮𝗴𝗻𝗼𝘀𝗲 𝘆𝗼𝘂𝗿 𝗚𝗧𝗠 𝗴𝗮𝗽𝘀: Analyze KPIs, processes, customer journeys, and call data to pinpoint inefficiencies.
↳ 𝗕𝘂𝗶𝗹𝗱 𝗰𝗹𝗼𝘀𝗲𝗱-𝗹𝗼𝗼𝗽 𝘀𝘆𝘀𝘁𝗲𝗺𝘀: Use AI to continuously improve processes, playbooks, and skills.
↳ 𝗧𝗵𝗶𝗻𝗸 𝘀𝘆𝘀𝘁𝗲𝗺𝘀-𝗳𝗶𝗿𝘀𝘁: Optimize not just individuals, but the revenue engine as a whole.


🌶️ take:  While we’re trimming the fat across Sales, Marketing, and CS teams, RevOps will 𝘀𝗰𝗮𝗹𝗲 𝘂𝗽. Why? Because they’re building the GTM machine—and in the new AI era, that’s the only way to win.

The age of opinion-based GTM is over. Sustainable growth will come from 𝘀𝗰𝗶𝗲𝗻𝘁𝗶𝗳𝗶𝗰 𝗚𝗧𝗠 𝗱𝗶𝗮𝗴𝗻𝗼𝘀𝘁𝗶𝗰𝘀, 𝗔𝗜-𝗱𝗿𝗶𝘃𝗲𝗻 𝗰𝗹𝗼𝘀𝗲𝗱 𝗹𝗼𝗼𝗽𝘀, 𝗮𝗻𝗱 𝘀𝘆𝘀𝘁𝗲𝗺𝘀 𝘁𝗵𝗶𝗻𝗸𝗶𝗻𝗴. The RevOps teams that get this right will lead their companies to dominate.

Are you building a RevOps-led revenue factory, or still stuck in yesterday’s playbook? Time to level up.

Business and AI Executive | Leader, Operator, Advisor and Board Member | Speaker & Podcast 🎙️ Host | Revenue Architect - optimizing the Go-To-Market Operating System |

The New Year starts with reflection on Day 1—a pause to look back and reset. Day 2? That’s when we set our sights on what’s ahead and make bold predictions.

Self-reflection is powerful—a chance to hit pause and truly assess. For me, 2024 felt like blow after blow, and I realized I wasn't focusing enough on the wins. Recognizing the victories—no matter how small—is crucial because it shifts our mindset, fuels resilience, and provides the motivation to keep moving forward. The struggles stayed top of mind, overshadowing the positives. 

Here's what I’m walking away with after some deep reflection:

⬇️ Health challenges for my wife, daughter, and me.

⬇️ Three family deaths and some strained relationships.

⬇️ Didn't spend enough time on leadership. The weight of building new growth strategies, fixing operations challenges of a large business, and getting the GTM systems in place took its toll.

⬆️ My son and daughter excelled in school 📚 and sports ⚽ 🏊‍♂️. They’re growing into remarkable humans.

⬆️ Joined a new company with some familiar faces to transform healthcare—our third time teaming up.

⬆️ For the first time in two years, the company beat both top- and bottom-line plans. Huge shoutout to the amazing people who made this happen.

⬆️ My team implemented Revenue Architecture and systems to optimize GTM—more than most accomplish in 2-3 years.

⬆️ Launched an AI committee, implemented multiple initiatives, and built a 2025 roadmap to transform provider and patient experiences.

⬆️ Deepened relationships with incredible people and met new ones I plan to prioritize in 2025. 

⬆️ Helped startups and founders/CEOs with business, GTM, and AI strategy.

⬆️ Met inspiring individuals I’m prioritizing relationships with in 2025.

⬆️ Partnered with Jonathan M Kvarfordt, MBA to bring more AI and GTM content, education, and awareness to the GTM community. 

⬆️ Was honored to be named Co-Chair of the AI in GTM function for Pavilion.

⬆️ Became a Winning by Design ambassador. Revenue Architecture isn’t just a strategy—it’s the foundation for durable growth.

⬆️ Content creation – from writing to podcasts to recordings. I’ve leaned into the mantra: “Give more than you get.” Whether through experience, research, or conversations with the best in Business/GTM, I’ve used these platforms to help others grow.

It’s all about perspective. The blows hurt, but the wins? They fuel the future. And 2025 is looking bright.

Let’s make it happen.

Bridging the AI and business impact gap | Executive, Leader, Operator, Advisor, Board Member, Teacher, Husband and Dad | Writer, Speaker & Podcast 🎙️ Host | Revenue Architect |

We are entering "The Death of the System of Record" period. CRMs, ERPs, HRIS, and more.. I spoke to Satya about it.. 

𝘑𝘒: 𝘉𝘪𝘭𝘭 𝘎𝘶𝘳𝘭𝘦𝘺 & 𝘉𝘳𝘢𝘥 𝘎𝘦𝘳𝘴𝘵𝘯𝘦𝘳 𝘥𝘪𝘥 𝘰𝘯 𝘵𝘩𝘦 𝘉𝘎2 𝘗𝘰𝘥. 

Not today, not tomorrow, but sooner than you think. And here’s the kicker: it’s not bad news. It’s evolution.

For decades, we’ve lived and died by systems of record — clunky databases that warehouse our most critical data and workflows. 

↳ Bad UX/UI
↳ Too many clicks
↳ No real innovation (because they didn't have too)

𝗘𝘀𝘀𝗲𝗻𝘁𝗶𝗮𝗹𝗹𝘆 𝘆𝗼𝘂 𝗮𝗿𝗲 𝘄𝗼𝗿𝗸𝗶𝗻𝗴 𝗳𝗼𝗿 𝘁𝗵𝗲 𝘀𝗼𝗳𝘁𝘄𝗮𝗿𝗲 𝘄𝗵𝗲𝗻 𝘁𝗵𝗲 𝘀𝗼𝗳𝘁𝘄𝗮𝗿𝗲 𝘀𝗵𝗼𝘂𝗹𝗱 𝗯𝗲 𝘄𝗼𝗿𝗸𝗶𝗻𝗴 𝗳𝗼𝗿 𝘆𝗼𝘂.

The workflow? You input data, it gets processed, and then 𝘩𝘰𝘱𝘦𝘧𝘶𝘭𝘭𝘺 emerges somewhere useful. But here’s the thing: these systems are fundamentally passive. They 𝘴𝘵𝘰𝘳𝘦 data; they don’t 𝘢𝘤𝘵 on it. And in an era defined by rapid decision-making and fluid workflows, that’s a problem.

Enter the next-gen architecture: three layers that will replace the old model entirely.

↳ 𝗜𝗻𝗳𝗿𝗮𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 𝗟𝗮𝘆𝗲𝗿: Hyperscalers like AWS, Google Cloud, and Azure are still kings here, powering the computational grunt work.

↳ 𝗠𝗼𝗱𝗲𝗹 𝗟𝗮𝘆𝗲𝗿: Frontier models, custom large language models (LLMs), and domain-specific AI are now the brains of the operation. These aren’t static tools — they’re continuously learning, improving, and adapting to specific workflows.

↳ 𝗔𝗜 𝗔𝗽𝗽 𝗟𝗮𝘆𝗲𝗿: This is where the real magic happens. It’s no longer about siloed systems of record but about seamless integrations where UX, data, and workflows converge. Think about AI apps as agents that dynamically transform tools like Excel and Word into real-time collaborators. Imagine crafting a legal document in Word and your AI suggesting clause refinements while simultaneously pulling relevant data from Excel—all without switching apps.

What can you do? 

↳ 𝗣𝗿𝗶𝗼𝗿𝗶𝘁𝗶𝘇𝗲 𝗔𝗜-𝗳𝗶𝗿𝘀𝘁 𝗔𝗽𝗽𝘀: Forget legacy workflows. Invest in tools that leverage multi-model applications to bridge data and action.
↳ 𝗕𝗿𝗲𝗮𝗸 𝘁𝗵𝗲 𝗦𝗶𝗹𝗼𝘀: Ensure seamless integration between the infrastructure, models, and application layers.
↳ 𝗘𝗻𝗮𝗯𝗹𝗲 𝗗𝘆𝗻𝗮𝗺𝗶𝗰 𝗔𝗴𝗲𝗻𝘁𝘀: Equip your teams with tools like Copilot-style agents that adapt to their workflows in real time.

The “system of record” had a good run. But the baton is passing. What’s next isn’t just evolution; it’s revolution. And if you’re not gearing up for it, your competitors are.

So, here’s the million-dollar question: Are you ready to kill your system of record before it kills your business?

Drop your thoughts in the comments — especially if you’re ready to challenge this bold claim! (Or if you just need someone to explain what the heck an AI app layer really is.)

Just got back from a family roadtrip for the last couple of weeks. It was amazing to disconnect, enjoy the outdoors, and just relax. Now it is back to the grind. 

Here is what I want to accomplish in 2025... 

↳ Be the best dad, husband and friend I can be! 
↳ Launch an AI + Business network for content, media, resources, education, and collaboration 
↳ Help 3 or more Founders/CEOs with their startups/business
↳ Speak at 5 events (in person + virtual)
↳ Create an AI summit focused on business/GTM
↳ Make progress towards changing healthcare for patients
↳ 20x20x20: Post 20+ times a month on LinkedIn, Record 20 podcasts, Write 20 articles/research papers 

What to look out for in 2025....

Digital Workforce (AI agents) become easier to build and more accessible for all  
↳ Low-code and no-code platforms will democratize the creation of AI agents, enabling small businesses and individuals to deploy task-specific AI assistants without extensive technical expertise.

More Human Augmentation using AI
↳ AI will seamlessly integrate into personal and professional routines, acting as a co-pilot for tasks like decision-making, creative ideation, and productivity enhancement. From personal AI assistants that schedule and prioritize tasks to real-time support tools for work like drafting, analysis, or brainstorming, people will increasingly rely on AI to amplify their efficiency and creativity.

Autonomous Hardware is used in more places; robots, cars, drones  
↳ Affordable and advanced autonomous hardware will move from prototypes to mainstream adoption, transforming industries like logistics, healthcare, and agriculture with unprecedented efficiency.

Reasoning models continue to get better and more outcomes are defined 
↳ Enhanced reasoning capabilities in AI will enable more nuanced decision-making, moving beyond automation to solve complex problems in fields like law, medicine, and strategy.

Mental health takes a front seat for more people  
↳ With growing awareness, digital mental health tools and AI-driven therapy will become integral in addressing stress, anxiety, and burnout, breaking stigma and making mental wellness more accessible.

Upskilling/Reskilling become more critical and more companies invest in it for their workforce
↳ The rapid pace of technological change will emphasize lifelong learning, with AI-driven personalized training programs making upskilling more efficient and engaging than ever.

The battle continues between RTO and Remote working 
↳ Companies and employees will continue to clash with different points of view on office culture, productivity, collaboration, and company loyalty.

More Interference Compute  
↳ The rise of edge computing and decentralized AI will reduce latency and energy costs, enabling real-time processing for applications like autonomous vehicles, IoT devices, and smart cities.

𝗪𝗮𝗻𝘁 𝘁𝗼 𝗸𝗻𝗼𝘄 𝘄𝗵𝘆 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝘁𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻𝘀 𝗼𝗳𝘁𝗲𝗻 𝗳𝗮𝗶𝗹? Because the ONE person who needs to own it isn’t fully in the game.

Revenue Architecture from Jacco van der Kooij Winning by Design can give you the framework to do it.

When companies hit $10M ARR, the challenges become more complex: scaling systems, aligning teams, and driving efficiency. Many businesses try to fix these issues with a patchwork of siloed initiatives, only to find that… nothing really sticks.

72% of transformation efforts fail without direct leadership from the CEO. Why? Because only the CEO has the unique vantage point and authority to:

↳ Allocate resources across departments
↳ Drive cross-functional change
↳ Set company-wide priorities
↳ Establish new operating models
↳ Champion long-term thinking

What should CEOs do? 

↳ 𝗣𝘂𝘁 𝗽𝗿𝗼𝗰𝗲𝘀𝘀 𝗳𝗶𝗿𝘀𝘁: Treat revenue growth as a science, not an art. Build scalable, repeatable systems.
↳ 𝗢𝘄𝗻 𝘁𝗵𝗲 𝗰𝗿𝗼𝘀𝘀-𝗳𝘂𝗻𝗰𝘁𝗶𝗼𝗻𝗮𝗹 𝗿𝗼𝗮𝗱𝗺𝗮𝗽: Ensure sales, marketing, customer success, product and finance are rowing in the same direction.
↳ 𝗦𝗽𝗼𝗻𝘀𝗼𝗿 𝘁𝗵𝗲 𝘁𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻: Actively participate in steering committees and measure progress relentlessly.


Transforming to process-centric operations takes 18-24 months. It’s hard, it’s messy.

So, CEOs, let me ask you: Are you sponsoring your revenue transformation? Or just hoping someone else will handle it?

Software ate the world, now AI is eating software... AI will kill SaaS as we know it, get ready!

Toni Hohlbein Mikkel Kiærulf Plæhn and I unpack this more on the The Revenue Formula (link in comments)

As technology moats erode and competition rises, product design and user experience become core differentiators for software companies.

𝗪𝗵𝗮𝘁’𝘀 𝗵𝗮𝗽𝗽𝗲𝗻𝗶𝗻𝗴?

The era of traditional technology moats—software, infrastructure, and even AI models—is eroding fast.

↳ Software is commoditized (open-source + AI-generated code).

↳ Infrastructure is abstracted (cloud hyperscalers like AWS own the field)

↳ AI models? Foundation models are now a service anyone can buy or fine-tune.

𝗔 𝗵𝗶𝘀𝘁𝗼𝗿𝗶𝗰 𝗽𝗮𝗿𝗮𝗹𝗹𝗲𝗹?

Think about the cloud. It transformed software into a utility and created a $400B market. But very few on-prem software companies survived the SaaS shift.

Today, AI is doing to software what SaaS did to infrastructure—it’s turning former moats into widely accessible tools.

The lesson: underestimating native architecture shifts is dangerous.

𝗪𝗵𝗮𝘁 𝗺𝗮𝘁𝘁𝗲𝗿𝘀 𝗻𝗼𝘄?

It’s no longer about who has the best technology but who delivers the best application:

↳ 𝗜𝗻𝘁𝗲𝗴𝗿𝗮𝘁𝗲 𝗱𝗲𝗲𝗽𝗹𝘆 𝗶𝗻𝘁𝗼 𝘄𝗼𝗿𝗸𝗳𝗹𝗼𝘄𝘀 (think Slack or Notion).

↳ 𝗗𝗲𝗹𝗶𝘃𝗲𝗿 𝗲𝘅𝗰𝗲𝗽𝘁𝗶𝗼𝗻𝗮𝗹 𝘂𝘀𝗲𝗿 𝗲𝘅𝗽𝗲𝗿𝗶𝗲𝗻𝗰𝗲𝘀 that can’t be replaced by a cheaper alternative.

↳ 𝗟𝗲𝘃𝗲𝗿𝗮𝗴𝗲 𝗽𝗿𝗼𝗽𝗿𝗶𝗲𝘁𝗮𝗿𝘆 𝗱𝗮𝘁𝗮 to fine-tune AI models for unique insights.

🌶️ 𝘁𝗮𝗸𝗲

AI isn’t just disrupting software. It’s replacing it. Code is no longer the moat—it’s what you do with that code (your UX, data, and workflows) that counts.

𝗪𝗵𝗮𝘁 𝗻𝗲𝘅𝘁?

If you’re betting on infrastructure, software or AI models alone, you’re playing yesterday’s game. Focus on the application layer and get obsessed with user experience. That’s where the next generation of $1B companies will come from.

The question isn’t “Can you build with AI?” It’s “Can you build something people can’t live without?”

Happy Holidays everyone! 🎅 🎄 This year has been filled with ups and downs as one of the hardest years of my life. 

I am thankful for all of the amazing people in my life that have helped me this year (you know who you are). 

I am blessed to have some amazing and brilliant people that I can learn from and do amazing things with. 

I am constantly motivated to give..helping others along their journey with challenges, experiences, learnings and anything I can share. 

2025 is going to be an exciting and pivotal year for Business, AI, GTM, and technology advancements. 

This means it will be even more critical to bring human collaboration, communication and relationships to the forefront. 

A few things I am most excited about in 2025:

Jonathan M Kvarfordt, MBA and I have something cooking to share soon! 

Nikhil Kumar building AI agents to help with mental health and wellness. 

Elizabeth McCalley.eth 🦋 building an AI-native platform to help Founders and Start Ups succeed.

Toni Hohlbein building the AI data analyst for GTM. 

Andy Jolls and I helping the Pavilion community of GTM leaders raise the bar with AI. Kathleen Booth Sam Jacobs - thank you for the opportunity!

Jacco van der Kooij continuing to be at the forefront of AI, the impact to GTM and how to succeed with Revenue Architecture.

There are a lot of transformational shifts happening - Services-as-a-Software, Death of SaaS, More building; Less buying, and more disappointment with incumbents bolt-on strategies. Let's unpack some of them here (links to other posts in the comments).  

AI is not just an experiment anymore. It’s becoming a must-have tool for companies—and the numbers back it up.

Businesses spent $𝟭𝟯.𝟴 𝗯𝗶𝗹𝗹𝗶𝗼𝗻 𝗼𝗻 𝗔𝗜 𝘁𝗵𝗶𝘀 𝘆𝗲𝗮𝗿, which is more than 6 times the $2.3 billion spent in 2023. That’s a huge jump, showing that companies are done playing around. They’re now putting AI right at the heart of what they do.

Where Is the Money Coming From?
Right now, 𝟲𝟬% 𝗼𝗳 𝗔𝗜 𝗶𝗻𝘃𝗲𝘀𝘁𝗺𝗲𝗻𝘁𝘀 𝗰𝗼𝗺𝗲 𝗳𝗿𝗼𝗺 𝗶𝗻𝗻𝗼𝘃𝗮𝘁𝗶𝗼𝗻 𝗯𝘂𝗱𝗴𝗲𝘁𝘀. Translation: companies are still testing the waters. But the other 40% comes from permanent budgets, with 58% of that being pulled from other areas. This shift means businesses are serious about making AI a long-term part of their operations. By 2025, expect a lot more of that spending to come from regular budgets.

Companies are pouring $𝟰.𝟲 𝗯𝗶𝗹𝗹𝗶𝗼𝗻 𝗶𝗻𝘁𝗼 𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝘃𝗲 𝗔𝗜 𝗮𝗽𝗽𝗹𝗶𝗰𝗮𝘁𝗶𝗼𝗻𝘀 this year, an almost 8x jump from last year. On average, they’ve found 𝟭𝟬 𝘄𝗮𝘆𝘀 𝘁𝗵𝗲𝘆 𝗺𝗶𝗴𝗵𝘁 𝘂𝘀𝗲 𝘁𝗵𝗶𝘀 𝘁𝗲𝗰𝗵. That’s exciting but also raises a question: Can they actually pull it off?

Build It or Buy It?
This year, 𝟰𝟳% 𝗼𝗳 𝗔𝗜 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻𝘀 𝗮𝗿𝗲 𝗯𝘂𝗶𝗹𝘁 𝗶𝗻-𝗵𝗼𝘂𝘀𝗲, while 𝟱𝟯% 𝗰𝗼𝗺𝗲 𝗳𝗿𝗼𝗺 𝗼𝘂𝘁𝘀𝗶𝗱𝗲 𝘃𝗲𝗻𝗱𝗼𝗿𝘀. Compare that to last year when 80% of companies relied on third-party software. What’s happening? Businesses are getting better at creating their own AI tools and don’t need to rely as much on outside help.

But there’s trouble for some vendors. Big-name companies that just add AI onto their old products are starting to lose their shine. 

↳ 𝟲𝟰% 𝗼𝗳 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀 still like buying from established companies because they trust them and the products are easy to use.
↳ But 𝟭𝟴% 𝗮𝗿𝗲 𝗱𝗶𝘀𝗮𝗽𝗽𝗼𝗶𝗻𝘁𝗲𝗱, and 𝟰𝟬% 𝘄𝗼𝗻𝗱𝗲𝗿 𝗶𝗳 𝘁𝗵𝗲𝗶𝗿 𝘁𝗼𝗼𝗹𝘀 𝗲𝘃𝗲𝗻 𝗱𝗼 𝘄𝗵𝗮𝘁 𝘁𝗵𝗲𝘆 𝗻𝗲𝗲𝗱.

This is a big chance for smaller, innovative companies to step up and offer better solutions.

The AI Model Wars
When it comes to the tools running all this AI magic, the market is shifting. 𝗢𝗽𝗲𝗻𝗔𝗜 used to lead the pack with 𝟱𝟬% of the market. Now, they’re down to 𝟯𝟰%. 𝗔𝗻𝘁𝗵𝗿𝗼𝗽𝗶𝗰 is catching up fast, doubling its share from 𝟭𝟮% 𝘁𝗼 𝟮𝟰%. Companies are switching to Anthropic’s Claude 3.5 Sonnet model because it’s now the best out there.

Instead of sticking to one company’s tools, businesses are mixing and matching different AI models for specific jobs. 

What’s Next?
AI is moving fast. Companies are spending more, building more, and expecting more. For startups, this is the perfect time to jump in and offer something new. For everyone else, standing still means getting left behind.

What is the difference in ChatGPT projects and customGPTs? This was asked in our community this week. Let's break it down..

𝗣𝘂𝗿𝗽𝗼𝘀𝗲 𝗮𝗻𝗱 𝗙𝘂𝗻𝗰𝘁𝗶𝗼𝗻𝗮𝗹𝗶𝘁𝘆

Understanding the purpose and functionality of each tool is foundational for making an informed decision, as it sets the stage for how they can be effectively utilized.
ChatGPT Projects:
↳ Serve as organizational tools within ChatGPT.
↳Allow users to group chats, files, and custom instructions into focused workspaces.
↳ Enhance workflow management by keeping related materials in one place.
Custom GPTs:
↳ Enable the creation of specialized AI applications tailored to specific tasks.
↳ Offer full control over the AI’s behavior through prompt engineering.
↳ Support integration with external tools and APIs for advanced functionalities.

𝗖𝘂𝘀𝘁𝗼𝗺𝗶𝘇𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗖𝗼𝗻𝘁𝗿𝗼𝗹

ChatGPT Projects:
↳ Provide limited customization; primarily focus on context setting at the project level.
↳ Do not allow modification of the AI’s core prompt or behavior.
Custom GPTs:
↳ Offer extensive customization, including altering the AI’s core prompt.
↳ Allow users to define specific task-based logic and control external tool access.

𝗠𝗼𝗱𝗲𝗹 𝗢𝗽𝘁𝗶𝗼𝗻𝘀

ChatGPT Projects:
↳ Utilize various models, such as GPT-4o, 4o-Mini, o1, and o1-Mini.
↳ Enable users to select models based on speed, cost, and performance needs.
Custom GPTs:
↳ Primarily use GPT-4-turbo.
↳ Focus on behavior customization rather than model selection.

Imagine a marketing team aiming to streamline content creation:

With ChatGPT Projects:
↳ They can organize all related chats, files, and instructions into a single workspace, enhancing collaboration and efficiency.
With Custom GPTs:
↳ They can develop a tailored AI assistant that generates content adhering to their brand voice, integrates with their content management system, and automates specific tasks like scheduling posts.

Now, consider a retail company aiming to enhance customer experiences:

With ChatGPT Projects:
↳ They can create dedicated workspaces for managing patient records, appointment scheduling, and communication logs, streamlining administrative processes.
With Custom GPTs:
↳ They can build a specialized AI that provides personalized patient advice, integrates with electronic health records, and automates follow-up reminders.

Imagine a marketing team aiming to streamline content creation:

With ChatGPT Projects:
↳ They can organize all related chats, files, and instructions into a single workspace, enhancing collaboration and efficiency.
With Custom GPTs:
↳ They can develop a tailored AI assistant that generates content adhering to their brand voice, integrates with their content management system, and automates specific tasks like scheduling posts.

Both offer unique advantages:
↳ ChatGPT Projects excel at streamlining workflows within the ChatGPT environment.
↳ Custom GPTs shine in crafting specialized AI solutions tailored to distinct needs.

How are people using AI systems in the real world?

Anthropic launched Clio, that automatically identifies trends in Claude usage across the world.

In the figure are the main uses of claude.ai, from a random sample of 1M conversations.

Some more surprising uses, including:
-Dream interpretation;
-Analysis of soccer matches;
-Dungeons & Dragons gaming;
-Counting the r’s in the word “strawberry”.

No alternative text description for this image

The next billion-dollar entrepreneur doesn’t have to come from Silicon Valley, but from a small town in Ghana or a rural town in Kansas. Thanks to AI, that world isn’t a distant dream — it’s already here.

For decades, innovation was locked behind barriers:

↳ Access to capital
↳ Geographic location
↳ Expensive resources

These challenges made scaling a business a luxury for the privileged few. But the Fifth Industrial Revolution, driven by AI, is breaking those barriers faster than you can say “ChatGPT.”

AI is democratizing entrepreneurship. A solo founder can:

↳ Prototype a product in days.
↳ Scale operations globally from a laptop.
↳ Collaborate with virtual AI teams that never sleep.

Agentic AI (think: autonomous AI agents) is the next level. Imagine having a 24/7 team of virtual experts handling logistics, marketing, customer support, and even strategy. It's not science fiction — it's happening now.

𝗪𝗵𝗮𝘁 𝗱𝗼𝗲𝘀 𝘁𝗵𝗮𝘁 𝗹𝗼𝗼𝗸 𝗹𝗶𝗸𝗲?

𝗧𝗵𝗶𝗻𝗸 𝗯𝗲𝘆𝗼𝗻𝗱 𝗯𝗼𝗿𝗱𝗲𝗿𝘀

↳ Use AI to find customers and partners in untapped global markets.
↳ Examples: Entrepreneurs in Latin America are leveraging AI to solve logistics challenges; founders in Africa are using generative AI to revolutionize education.

𝗘𝗺𝗯𝗿𝗮𝗰𝗲 𝗮𝗴𝗲𝗻𝘁𝗶𝗰 𝗔𝗜

↳ Deploy AI agents to automate decision-making, trend analysis, and personalized customer experiences.
↳ Tip: Start small, then let the AI scale with your business.

𝗟𝗮𝘂𝗻𝗰𝗵 𝗳𝗮𝘀𝘁, 𝗮𝗱𝗮𝗽𝘁 𝗳𝗮𝘀𝘁𝗲𝗿

↳ AI rewards agility. Build, test, and iterate at lightning speed.
↳ Example: A healthcare startup in Morocco launched an AI-powered diagnostic tool and fine-tuned it based on user feedback within weeks.

A solo founder in Peru built an ecommerce platform with AI handling inventory, customer service, and marketing. Within a year, they scaled to 12 countries without hiring a single full-time employee.

Silicon Valley’s monopoly on innovation is over. Some of the most exciting businesses of the next decade will come from places you can’t find on a map. 

You can either be a spectator or a leader. AI has leveled the playing field — now it’s your turn to make the impossible possible.

Get building. And don’t forget to thank your virtual AI team.

Imagine you’re trying to build IKEA furniture. Generative AI (think ChatGPT) is like a super-smart manual writer that gives you step-by-step instructions tailored to your questions. An AI agent? That’s the buddy who’ll not only read the manual but also pick up the tools, assemble the furniture, and order pizza when you’re done. 

Both are incredible, but they’re solving different problems—and it’s time we clarify the difference.

The lines between what Generative AI and AI agents can do are blurrier than a photo taken mid-jog. Many businesses still don’t fully grasp the difference—and worse, they’re using the wrong tool for the job. That’s like bringing a spoon to a sword fight. Funny? Maybe. Effective? Definitely not.

Here’s a quick breakdown:

𝗚𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝘃𝗲 𝗔𝗜 (𝗟𝗟𝗠𝘀):
↳ Masters of creation: Generate content like text, images, or code.
↳ Task-focused: Provide answers and help with automation.
↳ Limitations: No memory, limited ability to adapt, static knowledge based on training data.

𝗔𝗜 𝗔𝗴𝗲𝗻𝘁𝘀:
↳ Decision-makers: Autonomously plan, learn, and execute actions.
↳ Workflow warriors: Automate entire processes, not just tasks.
↳ Dynamic learners: Adapt based on memory, feedback, and real-time data.


Here are three actionable ways to decide which technology fits your needs:

𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝗬𝗼𝘂𝗿 𝗚𝗼𝗮𝗹:
↳ Need content, insights, or answers? Go for Generative AI.
↳ Need someone (well, someTHING) to execute complex workflows autonomously? AI agents all the way.

𝗖𝗼𝗻𝘀𝗶𝗱𝗲𝗿 𝗖𝗼𝗺𝗽𝗹𝗲𝘅𝗶𝘁𝘆:
↳ Single-step tasks = Generative AI.
↳ Multi-step, interdependent processes = AI agents.

𝗜𝗻𝘃𝗲𝘀𝘁 𝗦𝗺𝗮𝗿𝘁𝗹𝘆:
↳ Start with Generative AI for quick wins and scale with agents as your processes mature.

So, the next time someone confuses a generative AI tool with an AI agent, send them this post. And maybe suggest they hire that IKEA buddy—AI agents don’t just solve problems, they execute solutions.

The question isn't, "What should AI handle?" It's, "What outcomes should AI own?" 

What can you do to get started? 

1) Sit down and write out all of the tasks you do daily/weekly/monthly
2) Sequence them into the workflow that you typically go through - I do this first, this second, this third, and so on 
3) As part of that sequence write down what outcomes should AI own

Here is a video example of a typical sequence for sales from research to preparing for a call to role playing. This can all be done with ChatGPT (or other AI tools). 

I used ChatGPT so I could bring in CustomGPTs during the workflow. 

Enjoy!

You aren't ready for AI. The adoption of AI is skyrocketing, with 57% of employees using Generative AI weekly for work. Yet, there’s a glaring gap: only 31% of companies have a formal AI strategy. This imbalance reveals the hurdles businesses face when integrating AI effectively—from data readiness to workforce training to leadership alignment.

So how can organizations navigate these challenges to unlock AI’s true potential?

The 5 Biggest Lies About AI Implementation (and What to Do Instead) Jonathan M Kvarfordt, MBA 

1. “𝗪𝗲’𝗹𝗹 𝗝𝘂𝘀𝘁 𝗔𝗱𝗱 𝗔𝗜 𝘁𝗼 𝗪𝗵𝗮𝘁 𝗪𝗲’𝗿𝗲 𝗔𝗹𝗿𝗲𝗮𝗱𝘆 𝗗𝗼𝗶𝗻𝗴”
   AI isn’t a bolt-on feature; it’s a fundamental shift in operations. True transformation means redesigning workflows and aligning AI to specific business challenges. Without this, AI delivers subpar results at best.

2. “𝗢𝘂𝗿 𝗖𝘂𝗿𝗿𝗲𝗻𝘁 𝗧𝗲𝗮𝗺 𝗖𝗮𝗻 𝗛𝗮𝗻𝗱𝗹𝗲 𝗔𝗜”
   AI demands expertise across data science, engineering, and business strategy. Most teams lack the cross-functional skill set to bridge AI’s potential with its practical application. Upskilling and proper enablement are non-negotiable.

3. “𝗪𝗲’𝗹𝗹 𝗝𝘂𝘀𝘁 𝗛𝗶𝗿𝗲 𝗔𝗜 𝗧𝗲𝗰𝗵 𝗘𝘅𝗽𝗲𝗿𝘁𝘀”
   Specialists are essential, but they need to understand your industry and business model. Transformation requires leaders who marry technical prowess with deep business insight.

4. “𝗔𝗜 𝗪𝗶𝗹𝗹 𝗦𝗼𝗹𝘃𝗲 𝗢𝘂𝗿 𝗣𝗿𝗼𝗯𝗹𝗲𝗺𝘀 𝗤𝘂𝗶𝗰𝗸𝗹𝘆”
   AI’s success hinges on data quality. Siloed, messy, or incomplete data will sink your initiatives. Cleaning and structuring data is unglamorous but critical groundwork.

5. “𝗪𝗲 𝗝𝘂𝘀𝘁 𝗡𝗲𝗲𝗱 𝘁𝗼 𝗕𝘂𝘆 𝘁𝗵𝗲 𝗥𝗶𝗴𝗵𝘁 𝗔𝗜 𝗧𝗼𝗼𝗹𝘀”
   Tools are useless without a strategy. AI success comes from embedding intelligence into processes with clear plans to achieve specific outcomes.

What’s Really Holding AI Back? (Recent BCG study)

𝗣𝗲𝗼𝗽𝗹𝗲 𝗮𝗻𝗱 𝗣𝗿𝗼𝗰𝗲𝘀𝘀𝗲𝘀 (𝟳𝟬%): The most cited issues include:
↳ Difficulty establishing ROI on AI (66%)
↳ Resistance and fear of job impact (48%)
↳ Lack of AI literacy and specialized talent (37%)

𝗧𝗲𝗰𝗵𝗻𝗼𝗹𝗼𝗴𝘆 (𝟮𝟬%): Key hurdles include:
↳ Integration with existing IT systems (56%)
↳ Budget constraints for AI investments (48%)

𝗔𝗹𝗴𝗼𝗿𝗶𝘁𝗵𝗺𝘀 (𝟭𝟬%): Reliability of models (48%) and access to quality data (43%) remain significant barriers.

To unlock AI’s full potential, follow these six steps:

↳ Start with a clear AI strategy tied to business outcomes.
↳ Audit and prepare your data for AI use.
↳ Train teams on AI-powered workflows.
↳ Build cross-functional alignment for smooth implementation.
↳ Invest in AI tools that solve specific problems.
↳ Set realistic KPIs and measure progress incrementally.

AI isn’t a magic bullet—it’s a paradigm shift. Get it right, and it’ll drive exponential growth. Rush in unprepared, and you’ll waste resources and credibility.

Business and GTM is just like a sport: competitive, ever-changing, and demanding constant practice. Each "game" is unique, and winning requires the right playbook every time.

Imagine if your favorite athlete showed up to the big game without practicing. Sounds absurd, right? Now think about your GTM team—are they doing the same?

Too often, teams are thrown into the "game" without proper preparation. They’re expected to execute on strategy, handle challenges, and know how to execute without consistent practice or dynamic playbooks. The result? Missed opportunities, lower performance, and a lot of frustration.

Here are three ways to transform your GTM team into high-performing athletes:

↳ 𝗥𝗲𝗴𝘂𝗹𝗮𝗿 𝗣𝗿𝗮𝗰𝘁𝗶𝗰𝗲 𝗦𝗲𝘀𝘀𝗶𝗼𝗻𝘀: Make practice a priority—just like an athlete rehearses every move before game day.
↳ 𝗗𝘆𝗻𝗮𝗺𝗶𝗰 𝗣𝗹𝗮𝘆𝗯𝗼𝗼𝗸𝘀: Create flexible, scenario-based playbooks that evolve with market conditions. These aren’t static documents—they’re living, breathing tools.
↳ 𝗣𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗠𝗲𝗮𝘀𝘂𝗿𝗲𝗺𝗲𝗻𝘁: Use data-driven metrics to analyze every input and output. Like athletes reviewing game film.

Imagine AI as the "coach" your team never had. 
↳ Break down calls, plays, data to pinpoint what’s working (and what’s not).
↳ Recommend micro-adjustments for better outcomes.
↳ Predict customer behavior, helping your team stay ahead of the competition.

If your team isn’t practicing and improving daily, you’re going to lose. Stop practicing on your customers. Start building a team that’s prepared to win.
  
GTM is a sport. Treat it like one. Commit to practice, invest in the right tools, and measure everything. The results? Championship-level performance, every quarter.

Are you training your GTM team like athletes? Let’s hear your strategies below! 💪

Ever felt stuck in a rut, staring at the same problem, hoping for a different outcome? (Yeah, been there.)

Here’s the kicker: the issue might not be the problem itself but how you’re looking at it.

Take Blockbuster, for example. They saw Netflix as a fringe idea instead of a seismic shift in how people consume entertainment. That perspective—sticking to late fees and physical stores—cost them the whole game.

So how can you harness the power of a fresh perspective?

1. 𝗔𝘀𝗸 𝗯𝗲𝘁𝘁𝗲𝗿 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀. Instead of “Why is this happening?” ask, “What can I learn from this?” Questions drive focus, and focus changes outcomes.

2. 𝗙𝗹𝗶𝗽 𝘁𝗵𝗲 𝘀𝗰𝗿𝗶𝗽𝘁. Look at challenges as opportunities. That missed promotion? Maybe it’s the nudge you need to pivot to something even better.

3. 𝗕𝗼𝗿𝗿𝗼𝘄 𝘀𝗼𝗺𝗲𝗼𝗻𝗲 𝗲𝗹𝘀𝗲’𝘀 𝗲𝘆𝗲𝘀. Collaborate with people outside your usual bubble. They’ll spot things you’re too close to see.

𝗔𝗻𝗱 𝗵𝗲𝗿𝗲’𝘀 𝘁𝗵𝗲 𝗔𝗜 𝘀𝗽𝗶𝗻: Tools like ChatGPT can help you brainstorm solutions in ways you’ve never considered. Ask it to reframe your challenge, and you might uncover insights you’d never land on your own. (Yes, I use AI to get unstuck all the time!)

If you’re not changing your perspective, you’re choosing to stay stuck. Comfort zones aren’t just cozy; they’re traps.

So, what’s one thing you could look at differently today? Drop your thoughts below! 

Let’s reframe, recalibrate, and maybe even revolutionize how we approach the big stuff—with a dash of humor and a whole lot of guts.

Software ate the world.  
Now AI is eating software.  
And SaaS as we know it? It’s on the chopping block. Here’s why. 👇

🚀 𝗧𝗲𝗰𝗵 𝗘𝘃𝗼𝗹𝘃𝗲𝘀. 𝗠𝗼𝗮𝘁𝘀 𝗘𝗿𝗼𝗱𝗲.  
Every decade, we see a platform shift that changes everything:  
- 1960s: Mainframes.  
- 1980s: PCs.  
- 1990s: The Internet.  
- 2000s: Mobile.  
- 2010s: Cloud.  

Now, we’ve entered the 𝗔𝗜 𝗲𝗿𝗮—and this one’s not just rewriting the rules. It’s rewriting the entire playbook.  

🤔 𝗧𝗵𝗲 𝗣𝗿𝗼𝗯𝗹𝗲𝗺: 𝗦𝗼𝗳𝘁𝘄𝗮𝗿𝗲 𝗪𝗼𝗿𝗸𝘀 𝗳𝗼𝗿 𝗜𝘁𝘀𝗲𝗹𝗳, 𝗡𝗼𝘁 𝗨𝘀  
Let’s be honest:  
- CRMs.  
- HR platforms.  
- ERPs.  

They’re clunky. Overcomplicated. And no one’s excited to use them.  

Take CRMs. They’re supposed to:  
✔ Be a source of truth.  
✔ Streamline processes.  
✔ Drive revenue growth.  

Instead, they demand more from us than they give back. 𝘞𝘩𝘰 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 𝘦𝘯𝘫𝘰𝘺𝘴 𝘶𝘴𝘪𝘯𝘨 𝘵𝘩𝘦𝘮?  

🔮 𝗧𝗵𝗲 𝗔𝗜 𝗥𝗲𝘃𝗼𝗹𝘂𝘁𝗶𝗼𝗻: 𝗠𝗲𝗲𝘁 𝘁𝗵𝗲 𝗡𝗲𝘄 𝗘𝗿𝗮 𝗼𝗳 𝗦𝗼𝗳𝘁𝘄𝗮𝗿𝗲  
Imagine this:  
Instead of you working 𝘧𝘰𝘳 your CRM, your CRM works 𝘧𝘰𝘳 𝘺𝘰𝘶.  

You say:  
- "𝘚𝘩𝘰𝘸 𝘮𝘦 𝘱𝘪𝘱𝘦𝘭𝘪𝘯𝘦 𝘳𝘪𝘴𝘬𝘴 𝘵𝘩𝘪𝘴 𝘸𝘦𝘦𝘬."  
- "𝘍𝘰𝘭𝘭𝘰𝘸 𝘶𝘱 𝘰𝘯 𝘤𝘰𝘭𝘥 𝘭𝘦𝘢𝘥𝘴 𝘢𝘶𝘵𝘰𝘮𝘢𝘵𝘪𝘤𝘢𝘭𝘭𝘺."  
- "𝘋𝘳𝘢𝘧𝘵 𝘢𝘯 𝘦𝘮𝘢𝘪𝘭 𝘵𝘰 𝘳𝘦-𝘦𝘯𝘨𝘢𝘨𝘦 𝘵𝘰𝘱 𝘱𝘳𝘰𝘴𝘱𝘦𝘤𝘵𝘴."  

AI doesn’t just respond—it acts:  
💡 Suggesting actionable insights.  
⚡ Automating your workflows.  
🤖 Becoming your digital assistant, not just a tool.  

The result? Faster decisions. Fewer headaches. Real impact.  

🛑 𝗔𝗹𝗿𝗲𝗮𝗱𝘆 𝗛𝗮𝗽𝗽𝗲𝗻𝗶𝗻𝗴: 𝗧𝗵𝗲 𝗖𝗵𝗲𝗴𝗴 𝗖𝗼𝗹𝗹𝗮𝗽𝘀𝗲  
Chegg—a $3B homework help company—didn’t see AI coming.  
Then tools like ChatGPT appeared, offering real-time, 𝘧𝘳𝘦𝘦 solutions.  

Chegg’s market cap?  
👉 Down to $200M.  

It’s not just Chegg. SaaS companies with single-purpose solutions are next. AI is eating the value chain alive.  


🔥 𝗧𝗵𝗲 𝗦𝗽𝗶𝗰𝘆 𝗧𝗿𝘂𝘁𝗵: 𝗖𝗼𝗱𝗲 𝗜𝘀𝗻’𝘁 𝘁𝗵𝗲 𝗠𝗼𝗮𝘁 𝗔𝗻𝘆𝗺𝗼𝗿𝗲  
AI isn’t just disrupting software—it’s 𝗿𝗲𝗽𝗹𝗮𝗰𝗶𝗻𝗴 it.  
Your edge isn’t your technology anymore. It’s:  
- The 𝗲𝘅𝗽𝗲𝗿𝗶𝗲𝗻𝗰𝗲 you create.  
- The 𝗱𝗮𝘁𝗮 you own.  
- The 𝘄𝗼𝗿𝗸𝗳𝗹𝗼𝘄𝘀 you transform.  

The winners?  
Companies building tools we 𝘤𝘢𝘯’𝘵 𝘭𝘪𝘷𝘦 𝘸𝘪𝘵𝘩𝘰𝘶𝘵.  

💡 𝗦𝗼, 𝗪𝗵𝗮𝘁 𝗔𝗿𝗲 𝗬𝗼𝘂 𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴?  
This isn’t the time to play yesterday’s game.  
The question isn’t: 𝘊𝘢𝘯 𝘺𝘰𝘶 𝘣𝘶𝘪𝘭𝘥 𝘸𝘪𝘵𝘩 𝘈𝘐?  
It’s: 𝘊𝘢𝘯 𝘺𝘰𝘶 𝘣𝘶𝘪𝘭𝘥 𝘴𝘰𝘮𝘦𝘵𝘩𝘪𝘯𝘨 𝘪𝘯𝘥𝘪𝘴𝘱𝘦𝘯𝘴𝘢𝘣𝘭𝘦?  

Because software ate the world.  
Now AI is eating software.  

𝘞𝘩𝘢𝘵’𝘴 𝘺𝘰𝘶𝘳 𝘯𝘦𝘹𝘵 𝘮𝘰𝘷𝘦?

Ever worked for a founder who thought they were the second coming of Steve Jobs, but instead were the first coming of complete chaos? Yeah, we all have stories. 

Building a startup is hard, but founders can be their own worst enemies. The problem? Too many founders think starting a company automatically makes them great leaders. Spoiler: It doesn’t. The biggest challenges companies face often start at the top, and a bad founder can destroy a good business faster than a bad economy. 

𝟵𝟬% 𝗼𝗳 𝘀𝘁𝗮𝗿𝘁𝘂𝗽𝘀 𝗳𝗮𝗶𝗹, 𝟳𝟬% 𝗶𝗻 𝘆𝗲𝗮𝗿 𝘁𝘄𝗼 𝘁𝗵𝗿𝗼𝘂𝗴𝗵 𝗳𝗶𝘃𝗲. 

Here are the top traits of bad founders that I have discussed with other Executives, experienced and researched.

If you are a founder, see yourself in this list and your business is still operating, it may not be too late. Educate yourself, listen to those with experience around you, get an Executive Coach and Mentor...This could be your New Year's resolution. 

𝗠𝗶𝗰𝗿𝗼𝗺𝗮𝗻𝗮𝗴𝗲𝗺𝗲𝗻𝘁 𝗠𝗮𝗻𝗶𝗮
↳ If you have to control every detail, you’ll create a bottleneck instead of a business. Empower your team or watch them leave for someone who will.

𝗖𝘂𝗹𝘁𝘂𝗿𝗲 𝗞𝗶𝗹𝗹𝗲𝗿𝘀
↳ Thinking you know better than everyone about everything doesn’t build a healthy culture. Newsflash: just because you started the company doesn’t mean you know how to scale it.

𝗚𝘂𝘁 𝗢𝘃𝗲𝗿 𝗗𝗮𝘁𝗮
↳ Ignoring data-driven recommendations and going with “instinct” might feel bold, but it’s just bad business. Trust the experts you hire.

𝗖𝗮𝗽𝗶𝘁𝗮𝗹 𝗖𝗹𝘂𝗲𝗹𝗲𝘀𝘀𝗻𝗲𝘀𝘀
↳ Not managing cash flow is a classic rookie mistake. If you don’t know what’s coming in versus going out, you’re steering the ship blind.

𝗦𝗵𝗼𝗿𝘁-𝗧𝗲𝗿𝗺 𝗧𝗵𝗶𝗻𝗸𝗶𝗻𝗴
↳ Bad founders optimize for quick wins at the expense of long-term stability. A sprint mentality doesn’t work for a marathon.

𝗕𝗹𝗮𝗺𝗲 𝗚𝗮𝗺𝗲
↳ When something goes wrong, bad founders look for someone to blame instead of taking accountability. Newsflash: the buck stops with you.

𝗙𝗲𝗮𝗿-𝗕𝗮𝘀𝗲𝗱 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽
↳ Intimidation might get short-term compliance, but it kills trust and innovation. Fear and loyalty don’t live in the same room.

Don’t let your business dreams die because of bad habits. It’s never too late to become a better leader.

Leadership isn’t about you. It’s about the people, the product, and the mission.

Get those right, and you might just make it past year five.

Healthcare is completely broken...we have to fix it!

Professor of Marketing, NYU Stern | Bestselling Author | Founder, Section | Host #ProfGPod, #PivotPodcast

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