The GTMshift

James Kaikis
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Execution > Theory. GTMshift is the no-fluff GotoMarket interview series for B2B SaaS operators looking to win in today's competitive market. Host James Kaikis interviews leaders on the plays that are cutting through the noise. Expect specific tactics on GTM experimentation, org design, AI-driven workflows, and everything in between.

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  1. Leading Change through an AI Revolution with Diana Cappello

    3일 전

    Leading Change through an AI Revolution with Diana Cappello

    Diana Cappello, Director of Solutions Consulting, US & Demo Engineering at Eightfold, reveals how AI is revolutionizing hiring from entry-level to executive roles—and why every professional needs to prepare for bot interviews. She shares battle-tested strategies that cut onboarding from 12 months to 4 months, her "Demo Dojo" training methodology, and how managed sessions using real customer data consistently beat competitors. Learn why she hires performers over techies, how AI will augment rather than replace human roles, and why solutions engineers must choose their evolution: deeper into customer success or broader into sales. Jump into the conversation: (00:00) Welcome to the Episode (4:20) - Hiring for potential: The gregarious performers who succeed in solutions (10:47) - Managed sessions: The demo strategy that beats competitors every time (13:54) - Enabling AEs to demo: Movie trailers that earn discovery calls (18:14) - Eightfold's AI interviewer: Revolutionary hiring at scale (26:04) - Removing bias: How AI creates equal playing fields in hiring (29:45) - The future of solutions: Picking sides between sales and customer success Watch This Episode on YouTube: https://youtu.be/ArViri73Rek Follow Diana on LinkedIn: https://www.linkedin.com/in/dianacappello/ More from The GTMshift: www.gtmshift.com Subscribe to the newsletter: https://gtmshift.substack.com/ Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

    35분
  2. The AI Revolution in Solutions Engineering with Stephen Morse

    11월 20일

    The AI Revolution in Solutions Engineering with Stephen Morse

    Solutions engineering veteran Stephen Morse discusses how AI is transforming go-to-market strategies and reshaping the SE profession. From the convergence of pre- and post-sales to outcome-based pricing trends, this episode explores what the future holds for technical sales professionals. Jump into the conversation: (00:00) Welcome to the Episode (03:15) Stephen’s 30-year journey through tech paradigms (12:30) Why AI feels different from previous disruptions (18:45) The consolidation of pre-sales and post-sales functions (28:20) Solutions engineers transitioning to AE roles (35:40) The rise of outcome-based pricing (42:15) What sales engineering will look like in five years This episode is sponsored by TestBox. Please visit www.testbox.com to learn more! Watch This Episode: https://youtu.be/P8edj0rJ0L0 Follow Stephen on LinkedIn: https://www.linkedin.com/in/morsestephen/ More from The GTMshift: www.gtmshift.com Subscribe to the newsletter: https://gtmshift.substack.com/ Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

    40분
  3. Building World Class Solutions Orgs within a Private Equity-backed Business with Sharon Martin

    11월 13일

    Building World Class Solutions Orgs within a Private Equity-backed Business with Sharon Martin

    Sharon Martin, SVP of Global Sales Engineering at Alteryx, breaks down how to position solutions teams as the strategic drivers of organizational AI adoption. She explains why solutions engineers are uniquely equipped to bridge technical capabilities with business outcomes during periods of massive change. Jump into the conversation: (00:00) Welcome to the Episode (3:28) - Thriving in private equity: Career-building years, not career-ending (10:51) - Building AI specialist teams organically through volunteer hand-raisers (18:03) - Monthly C-suite operational reviews: Elevating solutions engineering strategy (19:56) - Individual revenue goals for every solutions engineer: The controversial shift (24:06) - The death of traditional UIs: Conversational data and agentic AI (35:20) - Channel strategy as foundation: Getting scale through partners right from day Watch This Episode on YouTube: https://youtu.be/_7rL9OTvprA Follow Sharon on LinkedIn: https://www.linkedin.com/in/shamarti/ More from The GTMshift: www.gtmshift.com Subscribe to the newsletter: https://gtmshift.substack.com/ Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

    40분
  4. The Solution Exec Guide to Navigating the Great AI Shift with Jeff Margolese

    11월 6일

    The Solution Exec Guide to Navigating the Great AI Shift with Jeff Margolese

    Jeff Margolese, SVP of Global Solution Consulting at ServiceNow and 20+ year industry veteran, explores how AI is fundamentally transforming enterprise sales and the solutions engineering profession. Having guided ServiceNow's SE organization through explosive growth from $300M to over $10B in revenue, Jeff shares insights on navigating massive technological shifts while building trust with enterprise customers who now demand "show me my data in your product" rather than traditional demos. Jump into the conversation: (0:00) - Welcome to the Episode (7:05) - From coding to solutions: Jeff's journey through the tech evolution (10:02) - The "hook demo" era and why it doesn't work anymore (16:03) - ServiceNow's billion-dollar AI revenue and dual LLM strategy (28:28) - Leaning into POCs: Using Miro, Obsidian, and Cursor to build live solutions (32:05) - Forward Deployed Engineers: The new competitive advantage (38:02) - The future of solutions engineering: Will AI replace or enhance the role? Watch This Episode on YouTube: https://youtu.be/YIZVPWNK4tY Follow Jeff on LinkedIn: https://www.linkedin.com/in/jeff-margolese-816478/ More from The GTMshift: www.gtmshift.com Subscribe to the newsletter: https://gtmshift.substack.com/ Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

    47분
  5. Personalization at Scale: The Future of SaaS Buyer Journeys with Elaine Zelby

    10월 30일

    Personalization at Scale: The Future of SaaS Buyer Journeys with Elaine Zelby

    James Kaikis sits down with Elaine Zelby, Co-Founder & CRO of Tofu, to explore how evolving buyer behaviors are reshaping SaaS go-to-market strategies. Elaine discusses the demand for self-education, validation, and hyper-personalized experiences, sharing Tofu’s approach to using AI for scalable buyer journeys. Together, they unpack aligning sales, marketing, and CS for seamless customer experiences, breaking down silos across GTM functions, and incentivizing teams on shared revenue goals. This episode is packed with actionable insights for SaaS leaders to meet buyer demands, foster alignment, and thrive in today’s competitive market. Jump into the conversation: (00:00) Welcome to the Episode (01:01) Elaine’s journey from mechanical engineering to VC to Tofu’s CRO (08:45) Evolving buyer behaviors (15:20) Personalization at scale: Using AI to tailor buyer journeys (22:50) Breaking down the silos: Aligning sales, marketing, and CS teams (29:15) Collaborative incentives: Tying revenue goals to GTM alignment (35:40) The future of SaaS GTM: Fewer tools, better data, and leaner teams This episode is sponsored by TestBox. Please visit www.testbox.com to learn more! This episode originally premiered on The New GTM Playbook. Watch the original: www.testbox.com/gtm Watch This Episode on YouTube: https://youtu.be/xZZ5nJLF8zA Follow Elaine on LinkedIn: https://www.linkedin.com/in/elainezelby/ More from The GTMshift: www.gtmshift.com Subscribe to the newsletter: https://gtmshift.substack.com/ Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

    37분
  6. AI-Native Selling: From Consumption Pricing to Agent-Powered GTM with Zach Lawryk

    10월 23일

    AI-Native Selling: From Consumption Pricing to Agent-Powered GTM with Zach Lawryk

    OpenAI’s Zach Lawryk reveals how AI is fundamentally transforming go-to-market strategies, from AI-native selling methodologies to the future of consumption pricing. Learn why intelligence has become a commodity and how agent-powered workflows will reshape sales teams. Jump into the conversation: (00:00) Welcome to the episode (05:16) The AI “aha moment” at Rippling (12:19) OpenAI’s AI-native selling approach (20:04) Evolution of sales roles in AI era (28:54) Consumption vs. outcome-based pricing (39:00) Future: 10-person billion-dollar companies This episode is sponsored by TestBox. Please visit www.testbox.com to learn more! Watch This Episode: https://youtu.be/KGHnF3vzV6A Follow Zach on LinkedIn: https://www.linkedin.com/in/zlawryk/ More from The GTMshift: www.gtmshift.com Subscribe to the newsletter: https://gtmshift.substack.com/ Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

    42분
  7. Creating a Growth Engine via Buyer-Centric GTM and LinkedIn with Gal Aga

    10월 16일

    Creating a Growth Engine via Buyer-Centric GTM and LinkedIn with Gal Aga

    Aligned CEO Gal Aga reveals how buyer-centric sales and LinkedIn founder branding drove 4X growth. Learn why transactional sales is dead and how to build authentic content that generates real business results. Jump into the conversation: (00:00) Welcome to the Episode (02:47) From sales rep to founder journey (06:12) The 440K deal that changed everything (14:09) Why transactional sales doesn’t work (20:13) Building a founder brand on LinkedIn (32:54) LinkedIn impressions and business impact (38:56) Advice for getting started on LinkedIn This episode is sponsored by TestBox. Please visit www.testbox.com to learn more! Watch This Episode: https://youtu.be/CVd5Ud0oS0k Follow Gal on LinkedIn: https://www.linkedin.com/in/gal-aga/ More from The GTMshift: www.gtmshift.com Subscribe to the newsletter: https://gtmshift.substack.com/ Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

    42분
  8. Designing Customer-Centric GTM Strategies with Lexi Bohonnon

    10월 9일

    Designing Customer-Centric GTM Strategies with Lexi Bohonnon

    James Kaikis speaks with Lexi Bohonnon, Chief Revenue Officer at Roam, about how a solutions mindset in leadership drives business impact. Lexi shares her journey from solutions engineering to senior leadership, emphasizing how solutions-oriented professionals are reshaping GTM strategies. She discusses the value of aligning teams, breaking silos, and focusing on consistent customer value. Lexi also highlights her work at Roam, where frictionless, self-guided buying experiences redefine customer empowerment and satisfaction Jump into the conversation: (00:00) Welcome to the Episode (01:00) Lexi’s career journey: From IBM to Yext and Roam (07:20) The power of a solutions mindset in leadership (15:30) Real-life example: Turning around a difficult client relationship (21:45) Aligning teams and breaking silos with solutions thinking (28:00) Redefining go-to-market with self-guided buying experiences (35:10) The impact of monthly value models on customer engagement This episode is sponsored by TestBox. Please visit www.testbox.com to learn more! This episode originally premiered on The New GTM Playbook. Watch the original: www.testbox.com/gtm Watch This Episode on YouTube: https://youtu.be/Irlw-fE3iJE Follow Lexi on LinkedIn: https://www.linkedin.com/in/lexi-bohonnon-818b4418/ More from The GTMshift: www.gtmshift.com Subscribe to the newsletter: https://gtmshift.substack.com/ Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

    33분
  9. Everything’s Back on the Table: Why AI is Revolutionizing GTM with Craig Rosenberg

    10월 2일

    Everything’s Back on the Table: Why AI is Revolutionizing GTM with Craig Rosenberg

    Craig Rosenberg from Scale Venture Partners reveals why AI is forcing a complete reinvention of go-to-market strategies. Learn how founders are rebuilding sales processes from scratch and why traditional GTM playbooks are now obsolete. Discover the revolutionary changes happening in buyer behavior, sales roles, and revenue efficiency. Jump into the conversation: (00:00) Welcome to the Episode (05:32) Why this GTM revolution is different (08:17) The Scale Summit “midlife crisis” moment (11:07) David Boskovic's complete sales process rebuild (26:09) The speed of AI implementation (28:35) How hands-on should executives be? (33:00) Revenue per employee revolution (38:53) What will still be true in five years? This episode is sponsored by TestBox. Please visit www.testbox.com to learn more! Watch This Episode: https://youtu.be/E_qgfUZgwgU Follow Craig on LinkedIn: https://www.linkedin.com/in/craigrosenberg/ More from The GTMshift: www.gtmshift.com Subscribe to the newsletter: https://gtmshift.substack.com/ Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

    42분
  10. Back to Basics: Why GTM Fundamentals Beat the Latest Trends with Bart Fanelli

    9월 25일

    Back to Basics: Why GTM Fundamentals Beat the Latest Trends with Bart Fanelli

    Bart Fanelli shares how operational discipline and Go-To-Market fundamentals drove hyperscale at Splunk and OutSystems. Learn why going back to basics beats chasing the latest trends in this engaging conversation about sustainable go-to-market strategies. Jump into the conversation: (00:00) Welcome to the Episode (02:19) Hyperscale journey: Growth at Splunk and OutSystems (05:05) Why companies avoid fundamentals (13:51) Full lifecycle teams at Splunk (25:13) The board-to-ground level disconnect (32:07) AI and the future of go-to-market This episode is sponsored by TestBox. Please visit www.testbox.com to learn more! Watch This Episode: https://youtu.be/keM9YTDkoeI Follow Bart on LinkedIn: https://www.linkedin.com/in/bartfanelli/ More from The GTMshift: www.gtmshift.com Subscribe to the newsletter: https://gtmshift.substack.com/ Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

    41분
  11. GTM Engineering, RevOps, and the AI-Savvy Chief Revenue Officer with Jordan Crawford

    9월 18일

    GTM Engineering, RevOps, and the AI-Savvy Chief Revenue Officer with Jordan Crawford

    Jordan Crawford explains go-to-market engineering and why it’s different from RevOps. Learn how to build data moats, create permissionless value propositions, and prepare for the future of CRO roles in the AI era. Jump into the conversation: (00:00) Welcome to the Episode (06:16) What is go-to-market engineering? (10:29) GTM engineering vs. RevOps (20:39) Permissionless value propositions (26:12) Systems of intelligence framework (29:59) The future Jedi CRO This episode is sponsored by TestBox. Please visit www.testbox.com to learn more! Watch This Episode: https://youtu.be/DXxBT2AHbBc Follow Jordan on LinkedIn: https://www.linkedin.com/in/jordancrawford/ More from The GTMshift: www.gtmshift.com Subscribe to the newsletter: https://gtmshift.substack.com/ Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

    40분
  12. The Death of the Traditional GTM Playbook with Brett Queener

    8월 5일

    The Death of the Traditional GTM Playbook with Brett Queener

    Brett Queener, architect of the original Salesforce GTM playbook, explains why traditional go-to-market strategies are dead and how AI agents are creating the biggest opportunity for solutions professionals in decades. As Managing Director at Bonfire Ventures, Brett shares insights from both building the first SaaS playbook and now investing in the companies that will replace it. Jump into the conversation: (00:00) Welcome to the Episode (00:55) Brett’s journey from Salesforce to AI-first investing (08:25) The moment Brett realized the old playbook was obsolete (16:28) Why user interfaces are disappearing (19:28) Why Solutions Engineers will become the new Account Executives (31:30) How Bonfire Ventures is betting on vertical AI solutions This episode is sponsored by TestBox. Please visit www.testbox.com to learn more! Watch the Episode on YouTube: https://youtu.be/6ODnZP_7gBQ Follow Brett on LinkedIn: https://www.linkedin.com/in/brettqueener/ More from The GTMshift: www.gtmshift.com Subscribe to the newsletter: https://gtmshift.substack.com/ Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/

    37분
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소개

Execution > Theory. GTMshift is the no-fluff GotoMarket interview series for B2B SaaS operators looking to win in today's competitive market. Host James Kaikis interviews leaders on the plays that are cutting through the noise. Expect specific tactics on GTM experimentation, org design, AI-driven workflows, and everything in between.

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  • 제작진
    James Kaikis
  • 방송 연도
    2025년
  • 에피소드
    12
  • 등급
    전체 연령 사용가
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    © Copyright 2025 James Kaikis
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    The GTMshift