Videos

This podcast features Jeanne DeWitt Grosser, CBO of Vercel and former Stripe/Google executive, discussing the future of Go-to-Market (GTM) strategies. She redefines GTM as a comprehensive, product-like customer journey, extending beyond traditional sales and marketing to include all customer-facing functions. A key focus is the emergence of the 'GTM Engineer' role, which leverages AI agents to automate tasks like prospecting, lead qualification, and deal analysis, significantly boosting sales efficiency and freeing up human sales representatives. Grosser shares insights on balancing Product-Led Growth (PLG) with sales-driven approaches, emphasizing that PLG often has a ceiling. She also provides strategic advice on treating pricing as a product, sales compensation, and building diverse sales teams. The discussion offers tactical advice for founders and GTM leaders on adapting to the AI era.

Tomer Cohen, LinkedIn's CPO, details a radical shift in product development, driven by the imperative to adapt to rapid AI-driven changes in job skills. He introduces the 'Full Stack Builder' (FSB) model, replacing traditional APM programs with 'Associate Product Builder' initiatives that cross-train individuals in coding, design, and product management. The new model rests on three pillars: re-architecting the underlying platform for AI inference, building specialized internal AI agents (like 'Trust Agent' and 'Growth Agent'), and fostering a culture that empowers small, agile teams. Cohen emphasizes that the goal is to enable builders to take ideas from concept to market faster, leveraging AI to automate non-core tasks like research and QA, allowing humans to focus on vision, empathy, communication, creativity, and judgment. He also highlights the importance of change management, incentive structures, and showcasing success stories to drive adoption, noting that top talent are often the earliest and most successful adopters. The article provides practical advice for other companies considering similar transformations.