Kerri Linsenbigler

Most SaaS CROs aren’t falling behind because their go-to-market playbooks are broken. Their playbooks still technically work… but just not fast enough to keep up with the market. As Everett Berry, Head of GTM Engineering at Clay, told me, the shelf life of trusted GTM tactics is collapsing. In this market, speed is everything. If you’re not set up to experiment faster than the tactics expire, you're losing (even if your pipeline says otherwise).

Most SaaS CROs aren’t falling behind because their go-to-market playbooks are broken. Their playbooks still technically work… but just not fast enough to keep up with the market. As Everett Berry, Head of GTM Engineering at Clay, told me, the shelf life of trusted GTM tactics is collapsing. In this market, speed is everything. If you’re not set up to experiment faster than the tactics expire, you're losing (even if your pipeline says otherwise).

AI isn’t the cheat code for scaling revenue. It’s a spotlight. That’s the central tension Matt Curl, COO at Apollo, unpacked in our recent interview. Apollo, which just passed $150M ARR, is building its sales tech stack around this thesis: AI will either accelerate your success, or make your dysfunction undeniable. In other words, if your revenue engine is misfiring, AI won’t hide it. It will amplify the problem. As Curl put it, AI is an accelerant, not a savior.