The Death of the Traditional GTM Playbook with Brett Queener
Brett Queener, architect of the original Salesforce GTM playbook, explains why traditional go-to-market strategies are dead and how AI agents are creating the biggest opportunity for solutions professionals in decades. As Managing Director at Bonfire Ventures, Brett shares insights from both building the first SaaS playbook and now investing in the companies that will replace it.Jump into the conversation:(00:00) Welcome to the Episode(00:55) Brett’s journey from Salesforce to AI-first investing(08:25) The moment Brett realized the old playbook was obsolete(16:28) Why user interfaces are disappearing(19:28) Why Solutions Engineers will become the new Account Executives(31:30) How Bonfire Ventures is betting on vertical AI solutionsThis episode is sponsored by TestBox. Please visit www.testbox.com to learn more!Watch the Episode on YouTube: https://youtu.be/6ODnZP_7gBQFollow Brett on LinkedIn: https://www.linkedin.com/in/brettqueener/ More from The GTMshift: www.gtmshift.comSubscribe to the newsletter: https://gtmshift.substack.com/Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/
Execution > Theory. GTMshift is the no-fluff GotoMarket interview series for B2B SaaS operators looking to win in today's competitive market. Host James Kaikis interviews leaders on the plays that are cutting through the noise. Expect specific tactics on GTM experimentation, org design, AI-driven workflows, and everything in between.
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