The New GTM Playbook: Winning in the Margins for B2B Tech

The traditional GTM Playbook is under attack as new, innovative motions emerge in B2B tech. Join James Kaikis, Chief Revenue & Experience Officer at TestBox, as he interviews b2b operating experts redefining the playbook by ‘winning in the margins’—tactics that focus on incremental innovation and leveraging non-obvious advantages. Tune in to stay ahead in the ever-changing world of go-to-market strategies in B2B tech.

The New GTM Playbook: Winning in the Margins for B2B Tech is a business podcast hosted by Unknown Host, with 9 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Unknown Host hosts The New GTM Playbook: Winning in the Margins for B2B Tech, a business show with 9 episodes published.

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  The New GTM Playbook: Winning in the Margins for B2B Tech

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

  Aug 1, 202542 minS0

  <p>In this game-changing episode, Craig Rosenberg, Chief Platform Officer at Scale Venture Partners, explains why we’re experiencing the most revolutionary period in go-to-market history. With 25 years of experience and a front-row seat to GTM innovation through Scale’s 60+ portfolio companies, Craig reveals how AI has forced even the most experienced executives to completely rethink their approach.</p><p>Craig shares incredible stories of founders like David Boscovich who rebuilt their entire sales process from scratch, using AI to generate 30-page prospect research reports and hiring unconventional profiles like theater actors for demo specialists. He explains why the traditional disc...

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  The New GTM Playbook: Winning in the Margins for B2B Tech

  The AI Revolution in Solutions Engineering with Stephen Morse

  Aug 1, 202540 minS0

  <p>Stephen Morse, founder of the Sales Engineering Leadership Institute, brings three decades of experience to this discussion about AI’s impact on go-to-market strategies. Having lived through the client-server, cloud, and now AI paradigms at companies like Siebel and Salesforce, Stephen offers unique perspectives on how this transformation differs from previous technology shifts.</p><p>The conversation explores why AI feels more disruptive than past innovations, automating human functions rather than just enhancing productivity. Stephen and James dive deep into the convergence of pre-sales and post-sales roles, discussing how solutions engineers are increasingly taking on full customer lifecycle responsibilities an...

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  The New GTM Playbook: Winning in the Margins for B2B Tech

  From Rep to CEO: How Gal Aga Created a Growth Engine with Buyer-Centric GTM and LinkedIn

  Aug 1, 202542 minS0

  <p>The go-to-market playbook has fundamentally changed, and Gal Aga, CEO of Aligned, is helping to lead the charge. In this episode, Gal shares his journey from 17 years in sales to building a digital sales room platform that’s revolutionizing buyer enablement.</p><p>Discover how a single 440K AAR deal revealed the secret to top sales performance, why the traditional “closer” mentality is dead, and how buyer-centric approaches are the future. Gal breaks down his LinkedIn strategy that generates 700K-1M weekly impressions and drives 65% of Aligned’s leads, proving that founder branding isn’t vanity — it’s a growth engine...

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  The New GTM Playbook: Winning in the Margins for B2B Tech

  The Death of the Traditional GTM Playbook with Brett Queener

  Aug 1, 202537 minS0

  <p>The traditional go-to-market playbook is dead. Brett Queener, who literally wrote the original SaaS playbook at Salesforce, explains why everything we’ve learned about GTM over the past 20 years is becoming obsolete in the age of AI agents. </p><p>As Managing Director at Bonfire Ventures, Brett invests in the seed-stage companies that are building the future of software — products that actually do work for you instead of making you hunt and peck across databases. He reveals why Solutions Engineers are perfectly positioned to become the dominant sales role, how AI is eliminating the need for traditional sales hierarchies, and w...

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  The New GTM Playbook: Winning in the Margins for B2B Tech

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

  Aug 1, 202542 minS0

  <p>In this episode of The New GTM Playbook, host James Kaikis sits down with Zach Lawryk, Solutions Leader at OpenAI, for a deep dive into AI-native selling and the future of go-to-market strategies.</p><p>With 25 years of experience spanning Salesforce, Box, Rippling, and now OpenAI, Zach provides unique insights into how AI is fundamentally changing the way companies approach sales, pricing, and customer success. Unlike previous technological shifts that simply improved productivity, AI requires a complete mental model transformation in how we interact with technology and approach work. </p><p>Zach reveals how OpenAI operates as “AI-native sellers,” using...

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