Latest / GTM Made Simple / AI Was Never Built to Cut Jobs

Transcript

AI Was Never Built to Cut Jobs · GTM Made Simple

• 0:00
  Sangram here. There are three different views that are happening today this week. Literally looking at
• 0:05
  the headlines right now. But there is a one sub headline that nobody's really talking about. So
• 0:10
  I'm going to get into that. So number one news that came out today and go to market is this two
• 0:14
  X, which is a marketing agency raised over $400 million to build what they're calling it, the
• 0:19
  first go to market human agent services company. All right. Mouthful. But the translation is they're
• 0:26
  building a go to market operating system. They just don't they can call it because GTM partners,
• 0:30
  we have trademarked it and we've been building this for the last five years, but they have a
• 0:34
  massive business and massive agency executing on this idea of helping companies build a human
• 0:40
  genetic services, which is really the go to market operating system. At the same time, there's
• 0:45
  Rackspace who just put out a news. Another one was LinkedIn, but Rackspace just is going to cut 750
• 0:51
  people. That's 15% of their workforce to to pivot to AI. Now if you think about that, well, what does
• 0:57
  that mean. Is that going to fix it? I'll get into it in a second. And at the same time, I just saw
• 1:02
  another news from Harvard Business Review, which published that 83% of B2B leaders say that go to
• 1:08
  market strategy is critical, but only 38% say they can actually execute on it. So wait a minute,
• 1:14
  what's the problem? There are three different headlines. One is raising money, one is cutting
• 1:18
  cost. And the research firms out there are saying that people can execute on it, even though they're
• 1:23
  trying to do AI all the time. Well, here's the real issue. Everyone is chasing AI. Everyone, every board,
• 1:30
  every CEO, every executive, you included, is looking at AI to solve all of your problems. But AI
• 1:36
  layered on a broken go to market motion just makes the broken motion more broken faster.
• 1:43
  Rackspace doesn't seem to be struggling because they don't have enough AI. That's really not the
• 1:48
  reason why they're laying off so many people. They're struggling because they are deploying AI
• 1:53
  on top of a good market system that most likely broken cutting 750 people won't think
• 1:59
  magically fix their go to market issue is just going to make the problem cheaper to run. And the
• 2:05
  execution gap that Harvard Business Review HBR identified. That's not new. What's new is that the
• 2:11
  AI is widening it, exposing it, and compressing the timelines. and therefore what it's creating is
• 2:18
  creating new channels, moving faster and go to market. Teams just can't keep up with all these
• 2:22
  things. And when you can't keep up, you don't need to pivot. What you need is a diagnosis of what's
• 2:29
  wrong. So the big news is that the market is waking up. We have two X raising $400 million to
• 2:36
  build this seemingly human centric agent tick, which is translation good market operating system
• 2:41
  PE firms are hiring fractional go to market quietly so that they don't need to hire full time
• 2:47
  CMOs and crows. And there are five CEOs that reached out to me last week asking if they can
• 2:52
  hire go to market fractional leaders from our 100 plus 35 partners that are all over the world.
• 2:57
  Companies are winning right now. They aren't the one using the most AI tools. That's not. They may
• 3:03
  be talking about it, but that's not what they're doing. They are the ones who got their go to
• 3:08
  market system process right. And then they layer on AI on top of it. That's the edge. So if
• 3:15
  I were to give you a blunt advice on, well, what is the CEO advice here, what should I think about it
• 3:20
  and where should we go. Or here's what I'm gonna say. Don't use AI to think for you. This is what
• 3:26
  people do. They use AI to think for you, but rather think how to use AI to build for you. Most
• 3:32
  companies, most individuals, most CEOs, most leaders, they are using AI to think for you using AI. Hey,
• 3:38
  tell me, what should I do? Tell me where should I go? Tell me what should I cut? Tell me what should
• 3:43
  I do all those things instead? The best leaders in the world they're using, they think they're
• 3:48
  thinking constantly about, well, how can I use AI to build a business? Make it profitable?
• 3:55
  That is the whole point of business. AI was never made. I don't know why people are using it this
• 4:00
  way, but AI was never made to just keep cutting cost. AI was made just like internet was launched
• 4:05
  to build bigger businesses and better and faster and cheaper and more efficient. So when I see news
• 4:10
  like this that are cutting jobs, and then another one where they're raising money, it's obvious one
• 4:15
  business is looking at AI to to for efficiency and cutting cost. And over a period of time they
• 4:20
  will be history. And another one is raising money to say we need to build, we need to hire, we need
• 4:25
  to grow. And they're going to be the one winners at the end of the day. So wherever you are on the
• 4:30
  spectrum of AI. Looking at all these three news, here's my big pieces and big point for you as you
• 4:36
  as we wrap up, the top news for the week is that growth is not optional. You have to find a way to
• 4:43
  grow. AI is not optional. You have to use for efficiency, but what is completely optional
• 4:50
  is looking at everything as a problem. That's not the way to do it. You have to create a system. And
• 4:57
  I will always love to quote James Clear, because his quote really rings true now more than ever in
• 5:02
  his from his book Atomic Habits, is that you don't rise to a level of your goals. No, no one that
• 5:07
  everybody has crazy amount of goals. You fall to the level of your systems. Therefore you see a
• 5:12
  company closing down or are letting people go. They are falling down to the level of their
• 5:18
  system. They don't have one. So they keep falling lower and lower and lower and lower or lower.
• 5:22
  Whereas companies that are growing, they're hiring, they're raising money on the companies that are
• 5:27
  actually going to start building something. So growth is not optional. What is optional is how
• 5:32
  you react to it. So thank you for listening to the news. And if you want to hear more about it, just
• 5:36
  follow this channel and let's keep moving.