Go-to-Market
At TiEcon 2025, three distinct sessions under the GTM track are scheduled, as seen from the eyes and lenses of CROs, CMOs, and CIOs.
1. CRO SESSION: “Rethinking Sales in the Age of AI: Collapse of Funnels, Roles, and Metrics”
Summary:
AI is dismantling traditional revenue and sales models, collapsing funnels, redefining roles from SDRs to AEs, and driving a shift from subscription to consumption-based metrics, forcing organizations to rethink quota attainment and the interplay between product-led and sales-led growth.
Abstract:
AI is fundamentally transforming enterprise B2B sales, impacting workflows, metrics, and organizational dynamics. Beyond automating processes like prospecting and qualification, AI is driving a shift from traditional subscription-based to consumption-based pricing models, challenging established metrics like quota attainment. This evolution is collapsing traditional sales funnels into unified engagement loops, while blending product-led growth (PLG) for user acquisition with human-led sales motions for buyer acquisition. The result is a reshaped GTM strategy where roles like SDRs and AEs must adapt to AI-driven efficiencies, and compensation models require recalibration to reflect new growth dynamics. This session explores these transformative shifts and provides actionable insights for leaders navigating this rapidly evolving landscape.
2. CMO SESSION: “Building the Marketing Flywheel: AI, Data, and Intelligent Engagement”
Summary:
In the AI era, marketing must balance two critical goals: scaling user engagement through data-driven, multi-channel strategies and deepening buyer relationships with intelligent, AI-powered account-based marketing (ABM). This session explores how collapsing traditional channels and leveraging AI reshape marketing into a flywheel that prioritizes engagement at both breadth and depth.
Abstract:
Marketing is evolving into a discipline focused on engagement, not just acquisition. AI and customer data platforms (CDPs) are driving a dual transformation: enabling scalable, real-time, multi-channel engagement with users while deepening buyer relationships through AI-enhanced account-based marketing (ABM). Traditional tactics, such as cold outreach and display advertising, are becoming saturated, necessitating a shift to personalized, engagement-focused strategies. This flywheel approach ensures continuous interaction, moving beyond linear funnels to integrated, data-driven experiences. Attendees will learn how to leverage AI and CDPs to scale user engagement across channels and create meaningful, consumption-based relationships with high-value accounts, ensuring sustainable growth in a competitive landscape.
3. CIO SESSION: “Selling AI to CIOs: How Enterprises Buy, Pilot, and Scale GTM AI Technologies”
Summary:
As AI reshapes the GTM landscape, tech founders and AI leaders must understand how CIOs evaluate, test, and implement AI-driven solutions. This session explores the enterprise buyer’s perspective—how CIOs think about incorporating AI into their GTM stack, their approach to risk and ROI, and the frameworks they use to pilot and scale new AI-powered technologies.
Abstract:
AI is transforming the way enterprises approach GTM strategies, yet selling AI-powered GTM solutions to CIOs requires a deep understanding of their buying priorities, adoption hurdles, and evaluation criteria. As enterprises seek to enhance efficiency, personalization, and automation in sales, marketing, and customer success, CIOs must navigate complex trade-offs between experimenting with AI point solutions, integrating AI into existing systems, or committing to a full-stack AI transformation. This session will equip founders and AI leaders with a clear understanding of how CIOs test, pilot, and purchase AI-driven GTM technologies, what risks and benefits they weigh in their decision-making, and how they measure ROI. Panelists will discuss frameworks for selling AI to CIOs, strategies to position AI as an enabler of business outcomes, and insights into how enterprises evaluate AI’s long-term impact on their GTM operations.