How Your Go-to-Market Strategy
is Changing with AI Co-Pilots

To every revenue leader in B2B, the old go-to-market playbook is finished.

The era of demand generation and demand capture has come and gone. It was a winning gtm strategy from 2010~2020 but will no longer be a winning strategy.

2020~2023 brought us into a new era, Revenue AI. And GTM tools like Gong, Clari, and Apollo flourished. AI was shaping how we automated workflows, aggregated data, and consolidated parts of a redundant tech stack.

But the market has rapidly shifted, and 2024 led us into a new era; this time G2 and others are calling it: Autonomous GTM.

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What is Autonomous Go-To-Market?

AI in B2B is here to stay – and as a result, our GTM Playbooks are having to change. This time, for the better.

Previously, GTM leaders would manually analyze massive amounts of data to make decisions that would propel their business forward. But in the last few months, that’s no longer necessary.

In this era of Autonomous GTM, AI Co-Pilots can access, analyze, predict, and execute on our behalf. In some ways this is terrifying, in other ways, it’s the most revolutionary tech we’ve seen since the dot com era of the early 2000s.

So here’s why GTM Co-Pilots are the future of outbound:

Challenges and Complexities of Data in Outbound Sales

Outbound sales is riddled with challenges. From identifying and reaching out to potential leads, to nurturing partnerships and closing deals, the buyer journey has never been more complex than it is today.

Which is why GTM Co-Pilots like the Virtual SDR Aptivio developed, deciphers this data maze of who to reach out to, when, why, and how to convert them.

This co-pilot (Virtual SDR) monitors custom signals like what’s being searched on the web, who’s on your website, who’s on your competitor's website, who’s clicking on what ads, what’s being said and talked about on LinkedIn, etc... all to determine where someone is in their buyer journey.

By understanding these signals and triggers, the AI Co-Pilot (Virtual SDR in this case), case be hyper-personalized, relevant, and timely in their outreach. It’s no longer a guessing game of who’s in market and who’s not – it’s now 100% targeted with context.

This type of GTM Execution gives your GTM Playbook a new way of operating. It's no longer a CRM problem or a data resolution problem.... These co-pilots aggregate billions of data points (1st party, 2nd party, and 3rd party) to reshape how revenue leaders create winning GTM strategies.

Impact on Top of Funnel Lead Generation, Partnerships, Deal Coaching, and Data Analysis

AI co-pilots are your secret weapon to overcome these challenges and revolutionize your GTM strategy. Let's dive into how these tools are making waves in crucial areas
  • Top of Funnel Lead Generation: We touched on this in the example above, but AI co-pilots leverage advanced algorithms to analyze vast datasets, identifying high-value prospects with unparalleled precision. By understanding customer behaviors and preferences, they empower your team to tailor their outreach strategies, resulting in more meaningful connections and higher conversion.
  • Partnerships: Building strategic alliances is a cornerstone of B2B success. It’s all about a nearbound strategy. AI co-pilots enhance your partnership initiatives by providing insights into potential collaborators, streamlining the identification process, and even suggesting mutually beneficial opportunities. Co-pilots like Aptivio’s Virtual Partner Manager (to be released in Q2), is rethinking how intent can be used across partnerships. In this case, the co-pilot (Virtual Partner Manger) will use your CRM data and the signals being mined to determine who within your strategic LI network, advisory boards, channel partners, or investors can make a warm introduction. This motion is radically different than how partners and referrals channels operate today. As a result, teams will see an increase valuable referrals, shortened deal cycles, and an lifts in their overall ACV.
  • Deal Coaching and Data Analysis: AI co-pilots play a pivotal role in deal coaching by providing real-time insights into buyer behavior and market trends. They analyze historical data, offering actionable recommendations to optimize your team's approach. This not only improves deal velocity but also ensures that your strategies remain adaptive in a dynamic market.

Why Every GTM Team Needs AI Co-Pilots

In conclusion, here are three compelling reasons why AI co-pilots should be an integral part of your GTM strategy:
  • Precision in Targeting: AI co-pilots enable your team to target the right prospects with unparalleled accuracy, ensuring that your outreach efforts yield higher conversion rates and a more robust sales pipeline.
  • Strategic Partnerships: Enhance your partnership initiatives with AI-driven insights, fostering collaborations that align seamlessly with your business goals and drive mutual success.
  • Adaptive Deal Coaching: Stay ahead of the competition by leveraging real-time data analysis and AI-driven recommendations, ensuring your GTM strategies remain agile and effective in a rapidly changing market.
Incorporating AI co-pilots into your GTM strategy is not just a step towards innovation; it's a strategic imperative for sustained success in the dynamic shift of B2B.This is how and why the previous GTM Strategies and GTM Playbooks you used in early 2020+ won’t work in 2024. But if you want to see what accounts and buyers are in-market for your targeting or what the future of Autonomous GTM looks like with these co-pilots, we’ll get you started with a market snapshot.
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