How GTM Revenue Leaders Are Operationalizing AI for Growth

AI is revolutionizing the way revenue teams operate, but how much of the hype is real? In this episode of Topline, Sam, AJ, and Asad are joined by Kyle Norton to dive deep into how AI is actually being used in go-to-market strategies. They explore the balance between centralized AI tools and individual adoption, the impact of AI on productivity, and whether AI is leveling the playing field or widening the gap between top and bottom performers. The conversation also touches on the evolving role of ARR in a world shifting toward usage-based pricing, the importance of execution as a company’s true competitive advantage, and how leadership teams can effectively communicate vision and strategy without falling into bureaucratic traps.

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Key Chapters:

• (02:46) - Personal Updates and Market Reflections

• (12:32) - Operationalizing AI in Business

• (22:44) - Quantifying AI's Impact

•  (26:57) - Deep Research and AI Applications

• (33:14) - The Future of ARR and Revenue Models

• (40:26) - Understanding Usage-Based Pricing

• (43:10) - Valuation and Revenue Streams

• (49:47) - The Role of Values in Organizations

Topline by Pavilion is proud to debut The Revenue Leadership Podcast with Kyle Norton. Listen now.

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