This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

In this episode, Craig Rosenberg, Chief Platform Officer at Scale Venture Partners, breaks down why we’re living through the most revolutionary in go-to-market history. With 25 years of experience founding companies like Topo (acquired by Gartner), Craig shares why AI has fundamentally changed the game and forced even seasoned executives to put “everything back on the table.”

Craig reveals how forward-thinking founders are completely rebuilding their sales processes from scratch, using AI to create 30-page prospect research reports and rethinking traditional roles like hiring theater actors as dedicated demo specialists. He explains why the old playbook of discovery before demos is dead, and how buyers now expect hyper-personalized experiences that were previously impossible to scale.

The conversation explores the “over the hill” phenomenon affecting GTM veterans, the rise of the “go-to-market founder,” and why venture-backed startups are becoming the testing ground for revolutionary sales innovations. Craig also shares insights on revenue per employee trends and predicts which human elements will remain essential even as AI transforms everything else.

We dig into:

• Why buying behavior has fundamentally shifted and why meeting buyers where they are is non-negotiable

• How AI is forcing every team to re-evaluate processes, from prospecting to forecasting to customer success

• What it looks like when founders rebuild the sales process step-by-step and why they often move faster than incumbents

• Why “hands-on” leadership now matters at every stage of growth

• How roles like SEs, AEs, and CS will evolve in a world where customization and technical depth are table stakes

• Why the only constants in GTM are speed, curiosity, and the uniquely human connection that buyers still crave

Key Takeaways:

• AI has obsoleted traditional GTM playbooks in just nine months

• Hyper-personalization is finally achievable at scale through AI automation

• Revenue per employee ratios are dramatically improving with AI-powered teams