Simple use-cases for AI that work – With Andy Mowat (VP of GTM Ops at Carta)
What do you really need to work with AI, and what are some use cases that actually works?
Listen to the episode here: Spotify, Apple or YouTube
Meet Andy Mowat: He’s VP of GTM Ops at Carta. He’s spent his career building and scaling sales and marketing engines at unicorns like Upwork, Box, Culture Amp, and Carta.
Together, we discuss how AI should be applied to solve problems first, use cases that don’t work (*cough* AI SDRs) and the ones that actually do (for example sales enablement).
Here’s five the takeaways:
AI shouldn’t replace human creativity and personal touches in outreach. Ensuring brand integrity and personal connection is crucial for effectiveness.
AI can assist with sales enablement by automating tasks like sales deck generation (that preserves brand integrity) and mock calls (which never really happened for most companies).
Most tools here are really an email cannon. And many probably suffer from high churn. Key factors of successful outbound include targeting, message, brand, assets, and channels. AI can help with message but not much else.
Tools like Clay can help enrich data from various sources, allowing for more targeted and effective use of prospecting data. But there’s also a need for normalizing data to the standard businesses operate with, not how the sources deliver them.
AI strategy should be problem-driven, not technology-driven. Identifying specific business problems and finding AI solutions is more productive than adopting AI just because it’s cool.
Jump to the part you’re most interested in:
05:47 RevOps vs GTM Ops and retitling
11:10 AI Usecases in the GTM
12:18 The main sales usecase
14:15 AI SDRs: Efficiency vs. Conversion
19:02 AI that actually works in sales
23:06 AI and data
26:08 Generative AI and Data Normalization
30:05 Future of AI in Business
Interested in sponsoring this show? Drop Toni or Mikkel a message on LinkedIn.