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AI won’t fix your funnel if your ICP is garbage. ”Chapter 5: Market Intelligence & ICP Definition”, with insights from Jordan Crawford, Founder at Blueprint, calls out the GTM "optimization death spiral": using AI to do "faster, louder bad things." This chapter dismantles modern GTM’s obsession with volume, personalization tricks, and intent signals, showing how they mask shallow strategy. Here’s the problem: an ICP defined only by revenue and headcount is basically useless. Chapter 5 offers the antidote: • Talk to your customers: Use the simple "Three-Question Discovery Process" to uncover what changed and identify your true Pain Qualified Segments (PQS). • Use AI for Data Discovery: Stop asking AI to write copy. Ask it HOW to find your PQS. It will surface data sources you've never heard of. • Build Permissionless Value Propositions (PVP): Craft messages so valuable, prospects would pay to receive them, demonstrating immediate value. Jordan reframes market intelligence around identifying situations that drive purchase decisions, not personas or demographics. Stop filtering garbage lists, start finding the right audience. 📅 Join us Thursday, November 12, 2025 | 1:00 to 1:30 PM EST for a webinar session about the chapter. 🎥 Reserve your spot: https://lnkd.in/gt-P6jJp “Ignite Your GTM with AI” begins November 5. 📖 Pre-order the book: https://lnkd.in/g7mAz-4B #IgniteYourGTM #AI #Leadership #GTM #Momentum #AITransformation #IntelligenceArchitecture

Build vs. Buy isn’t a binary, it’s a blueprint for your future adaptability. In Chapter 4: Build vs Buy: The Great Debate for GTM Engineers, contributors Brendan Short (Founder of The Signal (.club) and Elio Narciso (Cofounder & CEO at ScaleStack) join us to argue that applying old software procurement logic to AI is a strategic mistake. This chapter reframes the build vs. buy debate for GTM engineers by showing it is less about tools and more about architecture. Leaders who approach the question as a binary choice miss the deeper reality: every AI capability you build becomes an ongoing product, while every capability you buy becomes a dependency that shapes your future adaptability. The winners are not those who rigidly choose one path, but those who architect systems blending internal logic with vendor solutions, ensuring agility, scalability, and differentiation. 📅 Join us Thursday, November 6, 2025 | 1:30 to 2:00 PM EST for a webinar session about the chapter. 🎥 Reserve your spot: https://lnkd.in/gy6--sRD “Ignite Your GTM with AI” begins November 5. 📖 Pre-order the book: https://lnkd.in/g7mAz-4B #IgniteYourGTM #AI #Leadership #GTM #Momentum #AITransformation #IntelligenceArchitecture

AI transformation isn’t about replacing people, it’s about redesigning how intelligence flows through your business. Chapter 3: From Hype to Transformation features insights from Kyle Norton (CRO, Owner.com) on how leaders can move beyond tool adoption and build Intelligence Architectures that rewire the way work, data, and decisions connect across their organization. Kyle’s perspective reframes the role of AI entirely. The real advantage comes not from “AI employees,” but from system-level design: architectures that eliminate bottlenecks, compound outcomes, and scale intelligence across every GTM function. Chapter 3 focuses on the how: • Building solid Data Foundations is step one. AI amplifies good data, but fails with bad data. • Developing Internal AI Capabilities is crucial, following the practical 70/20/10 Rule (you might want to grab a copy to learn more about this one, just saying…). • Prioritizing efforts effectively using the 4P Framework (Possibilities, Payoff, Probability, Perspiration) ensures focus on high-impact areas. • A structured 90-Day Foundation Sprint helps build momentum and deliver tangible early wins. Interested in learning more about the chapter insights at greater depth? 📅 Join us Thursday, November 6, 2025 | 1:00 to 1:30 PM EST for a webinar session about the chapter. 🎥 Reserve your spot: https://lnkd.in/gBar6bX8 📖 Pre-order the book: https://lnkd.in/g7mAz-4B #IgniteYourGTM #AI #Leadership #GTM #Momentum #AITransformation #IntelligenceArchitecture

AI isn’t a black box or an employee-in-a-box, it’s blunt intelligence operating at unprecedented speed and scale. Chapter 2: A Gen AI Primer - Taming the Black Box brings together Moiz Virani (CTO & Co-founder, Momentum.io) and Mark Roberge (Co-founder, Stage 2 Capital; Professor, Harvard Business School; Founding CRO, HubSpot) to unpack what every GTM leader needs to know about the AI systems shaping their decisions. This chapter dismantles two of the biggest misconceptions holding leaders back: → Treating AI as something mysterious and uncontrollable → Or expecting it to act like a human replacement Both approaches lead to wasted investment and organizational paralysis. The real challenge isn’t choosing the right model, it’s designing the right system. By reframing AI adoption around architecture rather than tools, organizations can move beyond hype to create transformational, compounding impact. The chapter introduces the four pillars of this architecture: • Context Engineering: Giving AI the structured information it needs to be accurate. • Human-AI Orchestration: Designing workflows where humans and AI play to their strengths . • Signals Mapping: Architecting systems to detect predictive patterns in data. • Transparent Reasoning: Building AI systems that can explain their logic, fostering trust and enabling improvement. Interested in learning more about the chapter insights at greater depth? 📅 Join us Friday, November 7, 2025 | 1:30 to 2:00 PM EST for a webinar session about the chapter. 🎥 Reserve your spot: https://lnkd.in/gjBx2smw 📖 Pre-order the book: https://lnkd.in/g7mAz-4B #IgniteYourGTM #AI #GTM #Leadership #Momentum #AIArchitecture #AINatives

How do you turn customer conversations into real-time revenue action? Join us at Sales 3.0 Conference AI Demo Day tomorrow! Momentum.io’s Jonathan M K. Kvarfordt (Head of GTM Growth) and Jordan Nettles (Senior Sales Engineer) will show how AI is transforming how GTM teams operate, from reactive to orchestrated. 📅 October 29 | 12:10–12:40 PM PT | 3:10–3:40 PM ET 🎥 Session: AI That Moves Deals with Momentum.io You’ll see how execution-first AI is redefining pipeline management and enabling the next generation of intelligent GTM operations. Join the virtual session or stop by our virtual booth to see how Momentum helps teams move faster, smarter, and with total visibility. Register in the comments below! #AI #GTM #RevenueLeadership #Momentum #SalesOps #RevOps

The wait is almost over, “Ignite Your GTM with AI” launches November 5. Pre-orders are open now. Take a sneak peek into “Chapter 1: The Lay of the AI Land in 2025”, which was developed with insights from the Jacco van der Kooij. This opening chapter challenges many of the assumptions about how AI drives business growth today and cuts straight through the AI hype. Instead of flashy interfaces or usage-based pricing, true AI-Native companies are defined by deeper architectural shifts: real-time decision-making, user-decision convergence, and growth loops that fuel compounding outcomes. Jacco makes clear that the winners of this new era are not those who simply adopt tools, but those who rebuild their organizations around intelligent systems, data integrity, and scalable operating models. The takeaway of this chapter is simple: stop adding tools and start adopting a new architecture. Join the Book Tour Webinar Series: 15 sessions running November 5–19, where the authors and contributors break down each chapter, live. 🎥 Reserve your spot for the webinar series: https://lnkd.in/gy9wAFT5 🔥 Pre-order your copy here: https://lnkd.in/g7mAz-4B #IgniteYourGTM #AI #GTM #BookLaunch #Leadership #Momentum #IntelligenceArchitecture #AINatives

We’re taking the GTM conversation to the dinner table in New York City. Because every industry shift starts with a conversation… ours just happens to come with dessert. Join us Wednesday November 5th for an invite-only dinner celebrating the launch of Ignite Your GTM with AI, Momentum’s flagship book for go-to-market leaders. We’re bringing together a select group of revenue, AI, and GTM innovators. Together, we’ll explore how the next generation of teams are building scalable, AI-powered revenue engines and leaving fragmented tech stacks behind. Expect an evening of meaningful conversation, practical insights, and connections with peers who are shaping what #GTM excellence looks like in 2025 and beyond. 📆 Wednesday, November 5th | 6:00–9:00 PM | New York City Seating is limited. Request an invitation to secure your spot in the comments below. #GoToMarket #AI #Revenue #RevOps #Sales #Momentum

The future of GTM is a swarm. Execution is orchestrated, not managed. That’s why we’re excited to be part of Hard Skill Exchange’s AI Practice Sessions: Agent Swarms on October 28. Join Momentum.io’s Jonathan M K. (Head of GTM Growth) and Jordan Nettles (Senior Sales Engineer) at Fuel Your Agent Swarms with Orchestration and First Party Data. 📆 October 28 | 9:00 am PT 💡 Your GTM team generates 3 billion words per year across calls, Slack, email, and support yet most tools capture only 50%, and your CRM holds just 0.3%. They’ll show how Momentum fuels agent swarms with orchestration and first-party data. Momentum captures 100%, validates it through multi-LLM cross-checking (GPT-4.1 validates GPT-5, Gemini cross-checks both), and structures it for agent consumption. This foundation powers sophisticated multi-agent swarms that transform GTM operations, including a live demo of a 6-agent Revenue Protection Swarm in action. Because when your agents can see everything, and trust the data, entirely new classes of GTM intelligence become possible. Event Sponsors Hook Gainsight Metadata WINN.AI Momentum.io Navu Lindy RevSure AI Terret Register to attend for FREE here: https://lnkd.in/dDVYQCNS #agentswarms #ai #scaling #agenticai #gtm #sales #marketing #innovation #revops

Ignite Your GTM with AI goes beyond theory. It’s a practical roadmap for building real AI-driven revenue systems. Across 13 chapters, the book explores: • The AI landscape in 2025 and how GTM leaders can stay ahead. • Strategic frameworks for integrating AI into every layer of revenue. • Real playbooks from teams at Gainsight, ZoomInfo, Airtable, and Seismic • Coaching, forecasting, and customer expansion powered by machine intelligence Featuring contributors like Navin Persaud (1Password), Brendan Short (The Signal), Brian Dietmeyer (CloseStrong.ai), Megan Prince (Zeni), Dione Hedgpeth (ex–Sumo Logic), and Alphonso H. Calanoc (Momentum.io). Starting November 5, we’re bringing these ideas to life with a 15-part live webinar series, covering each chapter with the operators who wrote it. 🎥 Reserve your spot for the webinar series: https://luma.com/pzrr8cff ⚡️Pre-order the book on Amazon: https://lnkd.in/g7mAz-4B #AI #GTM #BookTour #RevenueOperations #Leadership #Momentum #AIforGTM