Co-Founder of RM Impact and Keynote Speaker on AI & Go-to-Market
By the time they call, the decision is usually made. What still counts appears nowhere on the internet. And your own AI does not know it either. I have built and sold AI, and I have built, rebuilt and led sales organisations. At SAP, Aleph Alpha and Google.
Keynotes
By the time your buyer first calls, they are 61 percent through their journey and their shortlist is already ordered by preference. What happens when both sides buy the same AI, trained on the same internet, and what is left as an advantage. From someone who helped build the systems buyers now use to evaluate vendors.
What actually changes in go-to-market when AI is a superpower, not a tool. The new scoreboard is agents per human, not headcount. The motion follows deal signal instead of the org chart, and per-seat pricing gives way to outcomes. A concrete blueprint for rebuilding the revenue org, from someone who built three.
The tools have become interchangeable. The sales conversations have not. What vendors know about your position, which promises never hold up in practice, and why the most expensive model rarely solves the problem. An inside view from selling AI to industry and the public sector.
About
More than 20 years of go-to-market in the software industry, most recently on the side that builds this technology rather than buying it. One question interests me: what does AI really change in sales, and what is merely claimed?
The Transparent Seller
Why the race is often over before your sales team reaches the starting line. And what still counts after that.
For keynotes, board sessions and advisory on AI-native go-to-market.
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