GTM Vault

Rick Koleta
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Revenue architecture for AI-native GTM. Founders, CROs, and revenue leaders on how they built systems that compound: positioning, pricing, motion design, RevOps, and AI-native workflows. Hosted by Rick Koleta. Read by 27,000+ operators inside OpenAI, Anthropic, Meta, and Google.

  1. 8h ago

    We Left Billions on the Table by Staying in One Country | Barbaros Ozbugutu, iyzico, Donnerstag.ai

    Barbaros Ozbugutu co-founded iyzico, led the payments market in Turkey, and closed the exit on December 17, 2019. What it taught him is that one country put a discount on the valuation, a ceiling on the fundraising, and a limit nobody set on purpose. His second company, Donnerstag.ai, was global from day one. This is the first Coffee Walk: one founder, one walk from Galata down to Karakoy in Istanbul, one coffee. No script, no prep doc. What is in the episode: The country discount. Why a market leader in one country still pays for it, and why Donnerstag.ai started with people in Germany, Turkey, Spain, the UK and Dubai.The ERP records, Excel acts. SAP, Oracle and Dynamics hold the data, and every real finance action still happens in a spreadsheet. Three to five percent of revenue leaks, 95 percent of the work is manual, and the close takes 10 to 15 days.Never send financial data into an LLM and ask it to match. The model reads the contracts and writes the rules; the matching runs deterministically, so an auditor can follow every decision.Klarna’s first employee in Germany in 2010, the Deutsche Telekom offer he turned down to move his family to Istanbul, and why there is no playbook in 2026.Full write-up: https://www.gtmvault.co/p/coffee-walk-1 Watch on YouTube: https://youtu.be/o8egbLW0zFw Coffee Walk is a GTM Vault series: Europe’s most experienced founders, one city at a time. Revenue architecture for AI-native GTM at https://gtmvault.co

  2. 2d ago

    Running 100 Agents Inside One CRM | Michael Bartimer, Clarify

    Every GTM engineer runs the same quiet sprawl. An enrichment workflow here, a follow-up agent there, a Zapier chain nobody remembers building, each one solving a real problem and all of them together a second job. Michael Bartimer works inside a CRM workspace running more than a hundred agents and almost none of that sprawl, because they all live in the system of record. The GTM engineer at Clarify joins Show Me Your Stack for episode 9 to walk through the two he is willing to open in public, a website visitor agent and a PQL scoring and routing pair, and to decline the premise the episode was booked on. He does not think the automation layer is being deleted. Show Me Your Stack is a GTM Vault series: operators screen-share the GTM stack they run. Timestamps: (0:00) Cold Open: Over A Hundred Agents Inside One CRM (0:40) The Sprawl Every GTM Engineer Is Quietly Running (3:49) Inside The Agents Section: The Website Visitor Agent (4:42) How He Briefs Rep: A Ramble, A Ticket, Or A PRD (6:42) The Stale Data Problem And The LinkedIn Fix (9:07) Reading A Live Run, And How Fast It Stood Up (11:02) Start With Visibility: Why Slack Is Step One (12:31) The PQL Agent: Seven Signals Out Of 100 (14:34) Four Routing Paths And The Ten To Twenty Second Review (18:20) Why He Calls It Consolidation, Not Deletion Links: Read the full breakdown: https://www.gtmvault.co/p/smys-9-the-first-thing-a-signal-agent-6ec Watch on YouTube: https://www.youtube.com/@gtmvault Check out Clarify: https://www.clarify.ai Read GTM Vault: https://www.gtmvault.co

  3. Sep 27

    You Have No Relationship With the AI | Ariel Hitron, Second Nature

    Every vendor in revenue AI is pointed the same way. Automate the seller, draft the outbound, hand the follow-up to an agent. Ariel Hitron has been running the other way since 2019, building AI that plays the buyer so the seller gets better. His argument is that an enterprise signing off on fifty thousand or five hundred thousand dollars is not buying capability at all. It is buying someone whose own standing inside the company is on the line when it breaks. In this episode Ariel breaks down the two variables that draw the line between an agent conversation and a human one, why a playbook scattered across four surfaces cannot be trained against until it is compiled into one model, why the scoring layer beats a sales manager on patience rather than judgment, why enterprises are unbundling their enablement suite upward, and why every in-house roleplay build decays after the hackathon. This is not a conversation about sales training. It is a conversation about who owns the playbook layer once every platform ships roleplay as a feature. Timestamps: (0:00) Who Do You Hold Accountable When It Breaks (1:38) The Category Automates the Seller. He Went the Other Way (5:07) 2019, Before ChatGPT, and the Objection Every Enterprise Gave (7:33) Digitizing the Playbook Into One Machine-Readable Model (9:35) What the Scoring Layer Catches That a Manager Misses (12:12) Which Conversations Should Go to an Agent, and Which Never (20:16) Bundling, Unbundling, and Why Enterprises Unbundle Upward (24:53) From Roleplay to Agentic Sales (30:49) Demos Are Free. Maintenance Is the Moat (38:24) The 2028 Revenue Org and the Test That Would Prove Him Wrong Ariel Hitron on LinkedIn: https://www.linkedin.com/in/arielhitron/ Second Nature: https://www.secondnature.ai Rick Koleta on LinkedIn: https://www.linkedin.com/in/rickkoleta/ GTM Vault: https://www.gtmvault.co Full written breakdown: https://www.gtmvault.co/p/gtm-52-no-relationship-with-ai Watch the episode: https://youtu.be/oLwcSkz7Q6k

  4. Sep 20

    How to Get Warm Intros at Scale | Olivier Roth, The Swarm

    Most people know five to ten percent of their LinkedIn connections. The rest is an audience, not a network, and that binary connection with no context behind it is the single weakest edge a sales team can route a warm intro through. Olivier Roth co-founded The Swarm to pool the networks of a company's investors, advisors, partners, employees and best customers into something a seller can query, and he calls the result an anti-CRM. In this episode Olivier breaks down why a CRM structurally cannot hold the deals that could exist, the six edges that build a relationship graph and the three tiers that score how sure it is that two people know each other, why the relationship layer travels into HubSpot, Attio, Clay and any agent over MCP while the CRM stays the central nervous system, why freshness is what breaks at scale and what that forced them to build instead of buy, and how roughly forty percent of The Swarm's own pipeline now comes through intros. This is not a conversation about a warm intro tool. It is a conversation about who owns the relationship layer once every CRM ships a warm intro tab. Timestamps: (0:00) LinkedIn Is Your Audience, Not Your Network (2:44) What A CRM Cannot Capture, And The Anti-CRM (4:07) The Six Edges Of A Relationship Graph (7:32) Where The Graph Lives: Inside, Beside, Or Under The CRM (12:40) One Motion: LinkedIn Profile To Claude Prompt To Clay Workflow (15:06) 500 Million Profiles, Freshness, And The Consent Architecture (19:05) Potential, Likely, Confirmed: How The Graph Scores A Path (23:39) The Commsor Acquisition And The Size Of The Category (26:32) Swarm Send, 40 Percent Of Pipeline, And Three Intros Every Monday (32:36) Rapid Fire Olivier Roth on LinkedIn: https://www.linkedin.com/in/olivier-roth/ The Swarm: https://www.theswarm.com Rick Koleta on LinkedIn: https://www.linkedin.com/in/rickkoleta/ GTM Vault: https://www.gtmvault.co Full written breakdown: https://www.gtmvault.co/p/gtm-51-linkedin-audience-not-network Watch the episode: https://youtu.be/x0SiO0VvIBI

  5. Sep 13

    B2B Contact Data for AI SDR Agents | Yoni Tserruya, Lusha

    A third of a static list is wrong by the time the last rep touches it. That was survivable when humans worked lists over weeks, because a rep sees the bounce and flags it. Yoni Tserruya bootstrapped Lusha into one of the largest B2B contact data platforms in the market, and a few months ago he watched SDR and BDR agents go into production at customer accounts and concluded the buyer of his data is about to stop being a person. In this episode Yoni breaks down why bad data compounds faster through an agent than through a rep, what survives of a ten-year-old product when the interface stops mattering, how waterfall enrichment resets vendor economics from the seller's side of the table, the two-layer retrofit forcing an established company into the AI era, and how Lusha's own go-to-market went headless so its AEs almost never open Salesforce. This is not a conversation about data vendors. It is a conversation about which parts of your GTM system have to be true at the moment an agent acts. Timestamps: (0:00) Cold Open: A Third of Your List Is Already Wrong (2:58) The Moment the Buyer Stops Being a Person (4:51) What Survives When the Interface Stops Mattering (6:11) Waterfall Economics From the Vendor Side (9:31) Agent to Agent Selling, Step by Step (12:44) Spam to Spam, and the Relevance Filter (14:24) The Two-Layer Retrofit of a Ten-Year-Old Company (20:38) How Lusha Runs Lusha: Going Headless (23:02) The Pressure Test: Apollo, Clay, ZoomInfo, and the LLMs (26:10) The 2028 Revenue Team and Rapid Fire Yoni Tserruya on LinkedIn: https://www.linkedin.com/in/yonitserruya/ Lusha: https://www.lusha.com Rick Koleta on LinkedIn: https://www.linkedin.com/in/rickkoleta/ GTM Vault: https://www.gtmvault.co

  6. Sep 3

    AI Agents Are Clicking Your Ads | Hao Sheng, Expertise

    Ad click-through is rising while on-site conversion falls, and Hao Sheng watches both sides of that scissor across roughly 80 million clicks a month. His diagnosis: part of the traffic you pay for is AI agents clicking your ads, and an agent never fills out a form. In GTM 49, the co-founder and CEO of expertise.ai breaks down why your 1 percent conversion rate measures the wrong population, why organic converts at nearly twice the rate of paid, what the most clicked button on a B2B website reveals about your funnel, the Amazon commit rule that governs GTM automation, and where agent-written outreach breaks at the hundredth email. Chapters: (0:00) Cold Open: The First 15 Seconds (5:32) Diagnosing the 1 Percent Problem (11:17) Organic Converts at Twice the Rate of Paid (14:32) Chatbot vs Agent: The Operational Difference (19:16) The Most Clicked Button on a B2B Website (21:01) Generative UI: Pages Generated, Not Fetched (22:04) The Amazon Commit Rule for GTM Automation (33:59) Where Agent Outreach Breaks: The Hundredth Email (39:54) B2B Inbound in 2028 (43:41) The Rapid Fire Section Follow Hao Sheng: https://www.linkedin.com/in/hao-sheng/ expertise.ai: https://expertise.ai Read the full breakdown: https://www.gtmvault.co

  7. Aug 16

    Revenue AI Beyond Call Transcripts | Gorish Aggarwal, Sybill

    In 2023 the industry standard for revenue AI was to pass an entire call transcript into a language model and hope. Gorish Aggarwal tried it, watched it fail at producing basic next steps, and stopped treating the transcript as the product. Sybill spent the next eighteen months building an org-level context graph instead: a self-evolving layer connecting customers, team, and company process that updates daily from every conversation. In GTM 48, Gorish breaks down what a context layer means operationally across its three pillars, why Sybill shipped an MCP connector into Claude's directory instead of defending its own dashboard, why incumbents cannot bolt a context layer onto platforms architected before language models existed, what breaks when agents run on stale CRM data, and the single roadmap question that let a smaller team out-build better-funded competitors. Guest: Gorish Aggarwal, co-founder and CEO of Sybill (sybill.ai) Host: Rick Koleta, GTM Vault (gtmvault.co) Full breakdown: https://www.gtmvault.co/p/gtm-48-the-transcript-is-the-commodity GTM Vault is a breakdown of how high-growth companies design, test, and scale revenue architecture, read by 26,000+ operators across 140+ countries.

  8. Jul 5

    Securing AI Agents Beyond Authentication | Mark van Oppen, SecureAuth

    Fourteen percent of AI agents go live with full approval. The rest are running anyway — chaining tasks, spawning sub-agents, crossing system boundaries at machine speed with more access than any human employee would be granted. The identity stack can tell you who logged in. It cannot tell you whether the agent spawned from that login should be querying that database right now. Mark Van Oppen is CRO at SecureAuth, which has been in identity infrastructure for twenty years and is now building what they call continuous authority: real-time, action-level governance across every identity type — workforce, customer, partner, and non-human agent. Mark spent fifteen years in core infrastructure and four years in customer identity before joining two months ago to run GTM for what he sees as the most structurally important category emerging in enterprise security. In this episode: why CISOs who believe they have identity covered are right about the old definition and completely exposed to the new one, how a fintech executive who vibe-coded a capacity planning app accidentally started forecasting which employees might become pregnant, why unique monthly active users is the wrong metric when one human can spawn a hundred agents overnight, and how SecureAuth creates urgency with buyers who believe agentic AI is still eighteen months away.

    Securing AI Agents Beyond Authentication | Mark van Oppen, SecureAuth
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About

Revenue architecture for AI-native GTM. Founders, CROs, and revenue leaders on how they built systems that compound: positioning, pricing, motion design, RevOps, and AI-native workflows. Hosted by Rick Koleta. Read by 27,000+ operators inside OpenAI, Anthropic, Meta, and Google.

Information

  • Creator
    Rick Koleta
  • Years Active
    2024 - 2026
  • Episodes
    53
  • Rating
    Explicit
  • Copyright
    © 2026 Rick Koleta
  • Show Website
    GTM Vault

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