AI Fridays: GTM Operations — The Practical AI-Native Playbook

What you'll learn

• Define the right problem first: Most AI initiatives fail not in execution, but in problem selection. Learn how to identify truly high-leverage work — and why without visibility into your full operation, you'll default to the easiest problem instead of the right one.
• Build the foundation that makes AI possible: Why a data model architected against the entire customer journey — not your CRM vendor's defaults — is the prerequisite for every AI initiative that follows. From there, it's about optimizing each team's contribution to a funnel that actually coheres.
• Turn GTM context into your unfair advantage: The institutional knowledge your team already carries is the most valuable input to any AI system you'll build. Learn how to operationalize it before someone else does.
• Build what matters. Buy the rest: AI makes it possible to build tools that fit your team's actual workflows — but that doesn't mean you should build everything. See how purpose-built tooling wins when applied to the right problems, and where buying still makes more sense.
• Make the subjective objective: See a live demo of OCI (Opportunity Context Intelligence) — a system that eliminates admin burden while converting rep behavior into structured, scoreable data.