GTM by the Numbers

Ep 12: AI in GTM: What Works, What Doesn’t, and How to Win in 2026

In this special two-guest episode of GTM by the Numbers, host Brandon Redlinger sits down with David Knight, Co-Founder and CEO of Avarra, and Neil Weitzman, Fractional CRO, GTM advisor and Founder of PORCH, for a nuanced and tactical discussion on the role of AI in go-to-market execution. Together, they unpack the often-overlooked challenges of AI adoption, from the misuse of AI-generated outbound to the strategic need to scale a company’s unique “play.” Drawing on their deep experience in both enterprise and startup environments, David and Neil offer fresh takes on what’s actually working, why so many teams are missing the mark, and how to bridge the gap between AI tools and real GTM outcomes. What you'll hear in this episode: – Why adding AI to a broken play only scales failure – How great coaching is being redefined through AI avatars – Why late-stage losses are the most expensive metric you're ignoring – The myth of AI-generated productivity without process redesign – What good AI-human collaboration looks like in real-world GTM teams – How leaders should think about ROI from AI initiatives (and what not to do) – Why internal willingness to change is the real AI unlock If you're tired of the hype and ready for a grounded conversation on AI’s real role in GTM, this episode is your roadmap. Connect with David Knight on LinkedIn at https://www.linkedin.com/in/davidrknight/ Learn more about Avarra at https://www.avarra.ai/ Connect with Neil Weitzman on LinkedIn at https://www.linkedin.com/in/neilweitzman/. Learn more about Weitzman GTM at https://weitzmangtm.com/ Connect with Brandon Redlinger on LinkedIn at https://www.linkedin.com/in/brandonredlinger/ See Privacy Policy at https://art19.com/privacy [https://art19.com/privacy] and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info [https://art19.com/privacy#do-not-sell-my-info].

Ep 11: The New Rules of Pricing, Packaging and Monetizing in the Age of AI with Marcos Rivera

In this episode of GTM By the Numbers, host Brandon Redlinger sits down with Marcos Rivera, Founder of Pricing I/O and author of Street Pricing, to unpack the radically shifting world of SaaS and AI pricing models. Marcos has helped hundreds of tech companies—from startups to scaled platforms—navigate monetization strategy, and in this conversation, he shares practical insights on how to stay profitable in the new AI economy. Marcos breaks down why SaaS pricing playbooks no longer work for AI-native products, and why leaders must rethink how they measure value, define margins, and build customer trust. He introduces new frameworks like BAM (Base, Allowance, Meter) and REAL (Revenue, Expense, Avoidance, and Lift), and outlines exactly how to price and package AI tools in ways that drive real adoption and protect long-term revenue. What you’ll hear in this episode: * The biggest mistakes leaders make when monetizing AI * Why “wishful ARR” is screwing up GTM forecasting * How to structure hybrid pricing models using BAM * Why value attribution is a team sport (not just marketing’s job) * The new risk-adjusted ROI mindset investors are demanding * When to underscore, upgrade, or unlock your AI product * What most people misunderstand about usage-based pricing * Why lazy SaaS is dead—and how AI is forcing teams to up their game If you're navigating GTM strategy in an AI-influenced world, this episode is essential listening. Connect with Marcos on LinkedIn at linkedin.com/in/marcoslrivera/ Connect with Brandon on LinkedIn at linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy [https://art19.com/privacy] and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info [https://art19.com/privacy#do-not-sell-my-info].

Ep 10: The State of AI in Go-To-Market: What’s Working, What’s Not & What To Do About It with Kristina McMillan

In this episode of GTM by the Numbers, host Brandon Redlinger sits down with Kristina McMillan, EIR at Scale Venture Partners and former VP of Research at TOPO and Gartner. Kristina is a pioneer in go-to-market benchmarks and an early voice in how AI is reshaping the GTM landscape. They dig into brand-new research from Scale Ventures and Benchmarkit.ai on the state of AI in GTM, breaking down what's actually working, which functions are seeing the biggest gains, and why so many AI initiatives fall flat. You’ll learn: * Why marketing and sales development are leading in AI adoption, and why CS lags behind * How great teams move from “level 1” AI use cases to strategic quality gains * Why the smartest teams are hiring go-to-market engineers right now * How to measure real AI impact: new benchmarks for ARR per GTM dollar and per employee * The big mistake AI-native companies are making in sales Plus, Kristina shares what separates good GTM leaders from great ones, how teams are rethinking enablement and change management, and where she sees AI going next. If you're a CMO, CRO, or RevOps leader thinking about how to stay competitive in the AI era, this episode is for you. Connect with Kristina on LinkedIn at linkedin.com/in/kristinamcmillan Connect with Brandon on LinkedIn at linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy [https://art19.com/privacy] and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info [https://art19.com/privacy#do-not-sell-my-info].

Ep 9: How to Make Brand Your Growth Engine in the Age of AI with Anthony Kennada

In this episode of GTM by the Numbers, host Brandon Redlinger chats with Anthony Kennada, former CMO at Gainsight, Hopin and Front. He has now turned CEO and held that position at AudiencePlus and currently at Goldenhour.  Anthony shares a radical rethink of what it means to build brand in the age of AI. While many B2B companies still treat brand as fluff, Anthony argues it's the last true differentiator. In a world where features can be copied and campaigns automated, emotional connection and human experience become strategic levers. From orchestrating the unforgettable Pulse conferences at Gainsight to launching the audience-first GTM playbook at Audience Plus, Anthony breaks down how brand, content, and events come together to drive real revenue outcomes. What you’ll learn in this episode: * Why 80% of traditional marketing will be automated, and what’s left for humans to own * The 3 pillars of "Brand Humanity" and why every company needs to start here * How to build audience before product (and why it leads to better launches) * What most companies get wrong about category creation * Why the CEO (not the CMO) is the true owner of brand * How to activate emotional connection at scale (even in enterprise GTM) * A framework for building internal alignment around brand-led initiatives * When events are worth the budget, and when they’re not If you’re a founder, CMO, or marketing leader wrestling with how to differentiate in a noisy, AI-saturated world, this episode offers clarity, conviction, and a blueprint for brand-led growth. Connect with Anthony on LinkedIn linkedin.com/in/akennada Connect with Brandon on LinkedIn at linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy [https://art19.com/privacy] and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info [https://art19.com/privacy#do-not-sell-my-info].

Ep 8: The Hard Truth About Going Up-Market (and Why Most Teams Fail) From Karl Ortmann's Revenue Problem Solvers Podcast

In this special episode of GTM by the Numbers, we’re flipping the script. Instead of hosting a guest, we’re rerunning Brandon Redlinger’s appearance on the Revenue Problem Solvers podcast with host Karl Ortmanns. The conversation centers on one of the toughest GTM challenges out there: moving up-market. Brandon shares battle-tested stories from his time leading marketing at high-growth SaaS companies, including both painful lessons and breakthrough wins when transitioning from mid-market to enterprise. You’ll hear why a single big logo isn’t proof of readiness, how to align product, marketing, and success teams for enterprise buyers, and why hiring experienced talent in the right vertical can make or break your motion. What you’ll learn in this episode: – Why closing one big account doesn’t mean you’re “enterprise” – How to know when it’s actually the right time to move up-market – The critical role of product readiness and customer success in scaling to enterprise – Why focus beats chasing every vertical, and how Brandon found success with healthcare – The importance of hiring for expertise instead of retraining your best mid-market sellers This is a must-listen for GTM leaders eyeing larger deals and wondering what it really takes to scale successfully. Connect with Karl Ortmanns at https://www.linkedin.com/in/karlortmanns/ Connect with Brandon at linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy [https://art19.com/privacy] and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info [https://art19.com/privacy#do-not-sell-my-info].