GTMN

In Part 2 of this CRM deep dive on GTMN, Pranav and Austin analyze the decade-long shift from early predictive models to multi-step autonomous agents, disrupted pricing architectures, and the surge of AI-native CRM platforms.

How did Customer Relationship Management (CRM) evolve from a physical desk Rolodex into the most critical $100B software category in business history? In this refurbished episode of GTMN, Pranav and Austin kick off a brand-new series of domain deep dives, starting with the origins, market dynamics, and legendary battles of the CRM space. Key Topics Covered:The philosophy of CRM: The evolution of keeping business relationships organized—from the human brain and notebooks to the invention of the Rolodex in 1956 and modern cloud databases. The pre-Salesforce giants: How Tom Siebel built Siebel Systems inside Oracle (OASIS) to reach $2 Billion in revenue and 45% market share by 1999 with on-prem enterprise software. Early CRM pioneers: A look back at ACT!, GoldMine, and Maximizer—the early software tools built by career salespeople. Marc Benioff and the launch of Salesforce: How Salesforce launched in March 1999 with the revolutionary "End of Software" positioning and an SMB-first $65/month model. Legendary guerrilla marketing stunts: How Benioff hired fake protesters at Siebel conferences, created fake TV news crews, rented every taxi at Cannes to brand them "No Software," and launched Dreamforce. AppExchange before the App Store: How Salesforce created a developer ecosystem in 2005—years before Apple launched the iPhone App Store. HubSpot's playbook: How HubSpot started in 2006 with inbound marketing and used a free CRM wedge in 2014 to build a massive SMB growth stack. The top CRM market share leaders today: Why Microsoft Dynamics, SAP, Oracle, and Adobe Experience Cloud dominate enterprise market share alongside Salesforce. Unsung CRM powerhouses: The bootstrapped profitability of Zoho and how Veeva built a multi-billion dollar healthcare CRM empire on top of Salesforce. 

In this special interview episode of GTMN, Pranav and Austin are joined by Jacob Posel, the founder of HQ. Jacob shares his journey from functioning as a software engineer to stepping up as the Director of AI at Common Thread Collective. He also lifts the curtain on his time inside Google Labs working alongside DeepMind engineers.Pranav, Austin, and Jacob dive deep into the ultimate challenge facing modern corporate teams: the AI collaboration bottleneck. Discover why traditional engineering systems completely fail your non-technical staff and how a unified context layer can completely change the way your company operates.

Google just announced the end of the search engine as we know it. In Episode 25 of GTMN, Pranav and Austin reunite after a wild May breakout to cover massive disruptions from Google Marketing Live, the future architecture of the 2030 marketing organization, and critical multi-billion dollar IPO and acquisition drops. 

Is the AI agent bubble about to burst, or are we just using them wrong?In Episode 24 of GTMN, Pranav and Austin break down the latest Gartner report predicting a massive failure rate for AI agent projects. They also discuss Meta's game-changing CLI launch, ChatGPT's staggering new ad performance, and why Pinterest is secretly dominating the social ad space.Key Topics Covered:The AI Agent Reality Check: A new Gartner report predicts that 40% of agent AI projects will fail. The report states that the failure is not due to the agents themselves, but because the humans deploying them are making the wrong decisions. This trend is largely driven by FOMO (Fear Of Missing Out) rather than a solid strategy."Agent Washing": Gartner identified a trend called "agent washing," where vendors rebrand existing chatbots and automation tools as agents without delivering genuine autonomous capabilities. Gartner estimates that out of thousands of vendors claiming agent tech solutions, only around 130 offer real agent tech features.Ad Platforms Go Headless: Meta officially launched a server and command line interface. This allows third-party agents to create, edit, and manage campaigns through natural language. StackAdapt and Amazon Ads also launched MCP servers in the same week.The Rise of "HQ": Jacob Purcell announced "HQ," an internal directory designed to manage a company's context layer and share skills across Claude and Codex.ChatGPT Ad Performance: ChatGPT ads are now fully self-serve and are seeing a 3.4% click-through rate. This is almost double the average click-through rate of standard search ads.Pinterest's Massive Growth: Pinterest posted over $1 billion in quarterly revenue for its third consecutive quarter, growing 18% in Q1. The platform now boasts 630 million monthly active users globally.Instagram Punishes "AI Slop": Instagram rolled out an AI creator label. If creators fail to label their AI-generated content, the platform will penalize them by heavily restricting their reach.

Are marketers officially experiencing AI fatigue?In Episode 23 of GTMN, Pranav and Austin break down a massive week in the ad tech and AI space. From Meta launching a first-party Command Line Interface (CLI) for agents to China blocking a $2 billion acquisition, the landscape is shifting daily. Plus, Austin reveals how he hacked a gaming macro pad into a custom Claude Code keyboard.

Is the traditional advertising agency model officially dead?In Episode 22 of GTMN, Pranav and Austin break down a shocking new report revealing that over 90% of agency decision-makers believe the traditional agency model is broken. They also dive into the exploding podcast economy, LinkedIn's newest algorithm update, and the massive shift toward AI-native hardware.

The first quarter of 2026 is officially on the books, and AI isn't just a tool anymore—it's the foundation of how we reach customers.Welcome to a special recap edition of GTMN! We've curated the most essential segments from all of our recent chats to give you a high-level view of the massive shifts that took place in Q1. From the AI platform wars to the future of commerce, this is the ultimate catch-up on the strategic pivots every leader needs to understand right now.

Is human attention disappearing entirely, or are we just adapting to the AI era?In Episode 21 of GTMN, Pranav and Austin dive deep into the rapidly shrinking human attention span and the "Ozempification" of hard work. They also break down Anthropic's massive launch of Claude Design, Salesforce's pivot to "Headless 360," and why Meta's highly-anticipated "One-Click CAPI" is just smoke and mirrors.

In Episode 20 of GTMN, Pranav and Austin break down the wild $1 billion acquisition of the gummy brand Grüns. They also dive into Keyplay's acquisition by Inflection, the rise of "throwaway" AI skills, and how to build a personal AI knowledge base.Key Topics Covered:The $1B Gummy Exit: A brand called Grüns, was acquired by Unilever for $1 billion after just three years in existence. The company, which sells green nutritional gummies, started in a Stanford dorm room. They reached $20 million in revenue with only two employees.Keyplay Joins Inflection: Keyplay, a tool designed to help B2B sales and marketing teams build target account lists, was acquired by Inflection. The founder acknowledged that the tool was more of a feature than a standalone platform.Salesforce Integrates Slack: Salesforce has launched Slack as the front end for its entire CRM. This allows users to operate their CRM directly from within Slack.HubSpot's Outcome-Based Pricing: HubSpot launched a new billing model for its Breeze AI agents. Customers are only charged when the agent successfully completes a task, such as qualifying a lead or resolving a ticket.OpenAI's Advertising Projections: According to a report by The Information, OpenAI's pitch deck projects $100 billion in advertising revenue by 2029. The company is also launching a self-service ad platform for ChatGPT.Gemini Surpasses Perplexity: Gemini has overtaken Perplexity to become the number two referral source to websites.Google's AI Max: Google's AI Max uses LLMs to autonomously generate and customize text ad copy. Accounts transitioning to AI Max are seeing a 14% average conversion lift.Amazon & Samsung's Shoppable Ads: Amazon and Samsung have introduced a remote-purchasable TV ad. This allows viewers to add items to their Amazon cart with a single click while watching Prime Video or Netflix on a Samsung TV.