Intentional Breakage: Shane Evans on Re-Engineering Revenue in the Age of AI

Intentional Breakage: Shane Evans on Re-Engineering Revenue in the Age of AI

In this episode, Bill sits down with Shane Evans, Chief Revenue Architect at Battery Portfolio company Gong* to explore what it really means to engineer a go-to-market system — not just manage one.  Shane shares the story behind his evolution from CRO to Chief Revenue Architect, and why that shift reflects something much deeper: the move from managing people and quotas to designing the systems, workflows, and outcomes that actually drive revenue. They dig into how Gong has fundamentally re-engineered its GTM over the past two years — eliminating friction, compressing planning cycles, and retooling their customer success team into revenue architects with a 12-week certification program. Shane also shares data from Gong Labs showing that sellers embracing AI tools are generating 77% more revenue and closing deals 31% larger — and what that means for every revenue leader building their team today.  Connect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/ [https://www.linkedin.com/in/bill-binch-302a4a2/] You can find Shane on LinkedIn here: https://www.linkedin.com/in/shanegevans [https://www.linkedin.com/in/shanegevans] See more insights from Gong Labs here: https://www.gong.io/blog [https://www.gong.io/blog] Key Takeaways/Key Moments:  1. [02:04] — From CRO to Chief Revenue Architect 2. [03:53] — Intentional breakage 3. [12:09] — The 20–30% problem 4. [13:39] — Engineering to the outcome 5. [21:08] — 5x account coverage: AI eliminates the 4–6 hour briefing cycle 6. [29:51] — Planning cycles compressed: what was annual is now monthly 7. [35:45] — Gong's CS team reborn — Revenue Architects and the 12-week cert 8. [40:42] — The Gong Labs data Disclaimer: This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity. The information and data are as of the publication date unless otherwise noted. Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate. The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/

Building Go-to-Market at AI Speed with Ryan Meadows

In this episode, Bill sits down with Ryan Meadows, CRO, Head of Revenue at Lovable to talk about what it actually looks like to build and run go-to-market at a company scaling from zero to $400M ARR in under 17 months. Ryan shares how he became a Lovable customer first — building a CRM front-end on a Saturday morning that surfaced two deals to pull forward and close the quarter — and why that experience convinced him to join the company. They cover how Lovable is rearchitecting the RevOps function around self-improving AI agents instead of BDR teams, why Ryan looks for adaptability and evangelism over playbook execution when hiring, and how the shift from SaaS to AI-native companies is forcing revenue leaders to abandon their tried-and-true frameworks entirely.  If you're a revenue leader wondering whether the old playbook still applies — this episode is a direct answer. Connect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/ [https://www.linkedin.com/in/bill-binch-302a4a2/] You can find Ryan on LinkedIn here: https://www.linkedin.com/in/rmeadows/ [https://www.linkedin.com/in/rmeadows/] Key Takeaways/Key Moments:  1. [00:03:49] — The AE productivity crisis: 80% admin, 20% customers 2. [00:05:07] — The aha moment: building on Lovable on a Saturday morning 3. [00:08:15] — Killing the forecast meeting with real-time data access 4. [00:11:46] — No BDR team: replacing outbound with self-improving AI agents 5. [00:15:40] — Half technology, half change management 6. [00:28:30] — The salesperson who built their own legal framework agent 7. [00:37:17] — What happens to the sales role when the buyer knows everything Disclaimer: This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity. The information and data are as of the publication date unless otherwise noted. Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate. The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/

Inside the GTM Tornado: How Clay is Redefining the Revenue Stack

Description:   In this episode, Bill sits down with Becca Lindquist, Head of Revenue at Clay — the go-to-market infrastructure platform that's become one of the most talked-about tools in B2B sales. Becca unpacks what Clay actually does — blending first-party data, third-party data, and AI into a single GTM brain hive — why RevOps is the real buyer, and how Clay's PLG motion feeds seamlessly into enterprise sales. She breaks down the go-to-market engineer role: what it is, where it comes from, and what attributes to actually hire for. She also pulls back the curtain on how Clay runs internally — where every seller IS a go-to-market engineer, and giving each employee a budget to experiment with new AI tools is how they stay one step ahead. They call it "go-to-market alpha." The episode closes with a candid riff on voice interfaces as the future of human-technology interaction, and Bill's own moment of irony — caught taking notes on his laptop in the back corner of an AI-focused CRO dinner. Key Takeaways/Key Moments:  1. 01:02 - What Clay actually is: GTM infrastructure 2. 03:30 - Clay-enabled reps vs. the field 3. 08:54 - How Clay sells Clay 4. 11:26 - The real buyer: why RevOps holds the keys to the CRO's dreams  5. 13:14 - Go-to-market alpha 6. 15:56 - Defining the GTM engineer 7. 27:05 - Advice for the next generation Connect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/ [https://www.linkedin.com/in/bill-binch-302a4a2/] You can find Becca Lindquist on LinkedIn here: https://www.linkedin.com/in/beccalindquist/ [https://www.linkedin.com/in/beccalindquist/] Disclaimer:  This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity. The information and data are as of the publication date unless otherwise noted.  Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate. The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/ [https://www.battery.com/list-of-all-companies/]

How to Operationalize AI Inside Your Sales Team

In this episode of Sound Bites, Bill Binch sits down with Benjamin Pitman, CRO of Cube Software*, to talk about hands-on, actionable AI—not packaged “AI features,” but the tools any revenue leader can use today (Claude, ChatGPT, Lovable, Clay) to build real workflows. Ben shares the mindset shift that matters most: stop asking how AI can make you faster and start asking what it can replace entirely. He walks through a breakout enterprise deal where he used Claude Opus + Gong* transcripts + Cube branding to generate a tailored business-case deck that impressed internal stakeholders and the buyer champion. He also details how he prototyped a dynamic pricing page from an Excel sheet and built an interactive enablement portal that guides reps by persona, surfaces objections and automatically turns case studies into concise proof points. They close by discussing what measurement looks like as teams move from experimentation to operationalization—plus why leaders should champion adoption, screen for AI literacy and even make “build something with AI” part of the interview process. Key Takeaways/Key Moments:   1. 00:00 - AI’s real impact: from faster to fully replaced 2. 02:36 - The turning point: realizing AI can replace roles 3. 05:49 - How to start: problem-first experimentation 4. 12:24 - Building enterprise deal decks with Claude + Gong 5. 23:32 - Creating a dynamic pricing page from Excel 6. 26:34 - Replacing enablement with an AI-powered portal 7. 34:24 - Measuring impact: headcount, quality, and what’s next Connect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/ [https://www.linkedin.com/in/bill-binch-302a4a2/] You can find Benjamin Pittman on LinkedIn here: https://www.linkedin.com/in/benjaminpitman/ [https://www.linkedin.com/in/benjaminpitman/] Disclaimer:  This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity. The information and data are as of the publication date unless otherwise noted.  Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate. The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbVFxUjNUbDJyZjAxY2FnTGlxa1hESzhPTE80d3xBQ3Jtc0tsMW55N01wSXg3d090bGJmclE1M1VWVnlaRUZHYS1mZlZxTVdQMXN5MmJ4NHlQNXpFWW5tOTVrNjRyNVdVbWpWR0hRUUh4LXZlSXFaLW1ab2FzNW1IamNsODhEZngzZV96MHFnNE85WDJJMm1EQmhWdw&q=https%3A%2F%2Fwww.battery.com%2Flist-of-all-companies%2F&v=EgNqJUhkIrEhttps://www.battery.com/list-of-all-companies/ [https://www.battery.com/list-of-all-companies/]

The Science of Scaling with Mark Roberge

In this episode, Bill sits down with Mark Roberge (Stage 2 Capital, former HubSpot CRO) to break down the Science of Scaling [https://a.co/d/0hhySRme]—Mark’s new book—a metrics-driven framework for knowing when to scale and how fast to grow without breaking your business. They cover how AI is being absorbed in the sales arena, how to define product-market fit with a measurable Leading Indicator of Retention, and how to pace hiring using unit economics as the speedometer for go/slow/stay decisions. Key Takeaways/Key Moments:  1. [00:16:59]: “Do I hire a sales rep or do I hire a sales leader? This is the chicken-or-the-egg question.” If you hire only one rep and it fails, you can’t tell whether it was a bad hire or a flawed model. Hiring two introduces useful variance: both fail = likely systemic; one succeeds = you have a replicable path. 2. [00:21:47]: The Science of Scaling — Mark’s new book (released February 3) outlines three stages of company growth: product-market fit, go-to-market fit, and growth + moat. 3. [00:27:16]: Product-Market Fit: When are you actually ready to scale? 4. [00:32:42]: “It’s crazy how many companies at that stage have a polished income statement and can tell me how much they paid for printer ink last quarter, but can’t tell me how many customers use their product every week.” 5. [00:42:41]: Scaling without chaos: Set a hiring pace and use leading indicators as a speedometer to decide when to go faster, slow down, or stay the course. Connect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/ [https://www.linkedin.com/in/bill-binch-302a4a2/] You can find Mark Roberge on LinkedIn here: https://www.linkedin.com/in/markroberge/ [https://www.linkedin.com/in/markroberge/] Check out Mark’s new book discussed in the episode here: Science of Scaling [https://a.co/d/0hhySRme] Disclaimer:  This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity. The information and data are as of the publication date unless otherwise noted.  Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate. The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbVFxUjNUbDJyZjAxY2FnTGlxa1hESzhPTE80d3xBQ3Jtc0tsMW55N01wSXg3d090bGJmclE1M1VWVnlaRUZHYS1mZlZxTVdQMXN5MmJ4NHlQNXpFWW5tOTVrNjRyNVdVbWpWR0hRUUh4LXZlSXFaLW1ab2FzNW1IamNsODhEZngzZV96MHFnNE85WDJJMm1EQmhWdw&q=https%3A%2F%2Fwww.battery.com%2Flist-of-all-companies%2F&v=EgNqJUhkIrEhttps://www.battery.com/list-of-all-companies/ [https://www.battery.com/list-of-all-companies/]