Instead of hiring a 'Chief AI Officer' or an agency, the most successful GTM AI deployments empower existing top performers. Pair your best SDR, marketer, or RevOps person with AI tools, and let them learn and innovate together. This internal expertise is more valuable than any external consultant.

By creating a central repository infused with company strategy and market data, AI tools can help junior PMs produce assets with the same contextual depth as a 20-year veteran, democratizing product intuition and standardizing quality across the team.

Effective AI tools are not just about task automation; they encode an expert's strategic perspective. By building a point-of-view-driven research process into an app—prioritizing specific metrics and analyses—you can scale specialized expertise across an entire marketing team, ensuring consistent, high-quality insights.

The narrative of AI enabling leaner sales teams is misleading. Companies successfully scaling with AI, like owner.com and Demandbase, actually invest in larger-than-average RevOps and systems teams to manage the agents, data, and underlying infrastructure that powers sales efficiency.

Unlike older sales tools, AI agents shouldn't be handed to individual SDRs to manage. This approach leads to failure. Instead, centralize the strategy: a core team must own agent training, contact routing, and performance tuning to ensure a consistent and effective GTM motion across the entire organization.

Sales organizations can run leaner by empowering their teams to train custom AI agents. These agents handle analysis, surface risks, and automate workflows, reducing the need for a large RevOps headcount and an expensive, complex software stack.

Simply giving sales reps a tool that saves them 15 minutes per deal isn't enough. Leaders must proactively redesign the team's workflow, such as shifting from single-tasking to batch processing, to ensure the time saved is actually repurposed effectively.

To conceptualize what's possible with modern AI data tools, RevOps leaders should frame the problem at the micro level. Instead of thinking about macro data fields, they should imagine having unlimited time and resources to fix one account record. This mental model helps identify high-value, manual processes that AI can now automate at scale.

Pre-call research that used to take 20 minutes can now be automated. Use the 'deep research' function in AI tools, connecting them to your CRM and the public web to get a detailed brief on a company and contact. Always have a human review the final output.