The AI-Native GTM Playbook
Introducing a 5-part series on how to sell AI products
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Selling AI is hard. The demo lands, the room nods, and then nothing closes. Everyone in the market right now is running into the same wall.
The companies that got through it didn’t find a shortcut, nor did they take the same route. The bottom line? There is no single playbook to success. But there are good examples to learn from.
Toby Daniels just wrapped a special ON_Discourse series dedicated to GTM strategies for AI native products and are now ready to share what we learned. He hosted multiple group chats featuring AI native founders and marketers, and conducted extensive research on the big winners in this space.
And now he’s ready to share his findings with our subscribers. Next week we will be releasing a 5 part series on the GTM playbook for AI native companies. Across 5 days, you will get exclusive access to 5 different takeaways for how you can succeed.
If you want to see this, all you have to do is subscribe. We’ll see you every day next week at 8am with a new installment of the playbook.
You can preview some takeaways from this report in our most recent podcast.
ON_Discourse Podcast
Toby spent the week taking apart four AI-native companies that crossed $100 million in ARR — Writer, Legora, Sierra, and Clay — looking for the shared playbook. There isn’t one. Each got there a different way, and none of the routes look much like traditional SaaS. Dan, Toby, and Chmiel work through what that means for anyone selling AI right now, including themselves.
Details of the show:
Why did Clay spend six years blowing minds in demos without closing deals?
Did Sierra sell a product or did Bret Taylor sell his phone book?
Is outcome-based pricing real or is it a press release?
What’s the pitch when “wow” stops working?