The GTMnow Podcast

AI is rewriting go-to-market and most companies are still operating with a “Frankenstein stack.”

In this episode of GTMnow, we sit down with David, founder & CEO of Reevo, to unpack how AI-native companies will replace legacy GTM systems, why the future of sales teams looks radically different, and how AI agents are becoming the new operating layer for revenue teams.

David shares why Reevo stayed in stealth while building a vertically integrated AI revenue operating system, the problem of institutional knowledge loss in sales organizations, and why the old playbook for SaaS and GTM is breaking in 2026.

We also dive deep into:
- AI-native go-to-market strategy
- The death of the legacy SaaS tech stack
- Revenue operating systems explained
- AI agents for sales, marketing, and customer success
- How founders should think about AI adoption
- Building startups in the age of AI
- Why “failure is the cornerstone of innovation”
- AI-driven sales productivity and revenue efficiency
- Founder-led sales in 2026
- The future of CROs, CMOs, and RevOps
- AI copilots, Jarvis-style workflows, and GTM automation
- Scaling teams without scaling headcount

If you're a founder, CRO, CMO, GTM leader, SaaS operator, AI builder, or investor trying to understand where B2B software and go-to-market are headed next, this episode is for you.

Timestamps:
 00:00 Intro
 01:20 Why Reevo built in stealth
 04:50 Why AI can finally disrupt GTM tech stacks
 09:20 What Reevo actually does
 11:10 AI outcomes vs headcount growth
 15:00 How AI changes leadership & innovation
 19:00 Why legacy GTM teams are vulnerable
 23:00 The future of AI-native GTM organizations
 29:00 Running an AI-native company internally
 34:00 David’s favorite AI workflows & tools
 37:40 Advice for introverted founders & leaders

Host: Sophie Buonassisi, SVP Marketing at GTMnow
https://www.linkedin.com/in/sophiebuonassisi  

Guest: David Zhu, Co-founder and CEO at Reevo
https://www.linkedin.com/in/zhuventures/

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Sponsors: 
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Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email [email protected]

GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/

#AI #Sales #GTM #SaaS #ArtificialIntelligence #RevenueOperations #Startup #B2B #RevOps #AIAgents #Founder #SalesLeadership #CMO #CRO #GoToMarket #AIStartup #TechPodcast #SalesTech #FutureOfWork #Automation

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Tyler Hogge helped take Divvy from zero to a $2.5B acquisition by Bill.com. Now, as General Partner at Pelion Ventures, he argues that charging for software is dead, per-seat pricing is collapsing, and the next decade of venture-scale companies will be built on outcomes, not subscriptions.
In this episode of the GTMnow VC Podcast, Tyler sits down with Max to break down what comes after SaaS pricing, why founder intensity is the only trait that still matters in 2026, and how Pelion concentrates capital into its biggest winners (Cloudflare alone returned over $1B to the fund). He also shares why most startups won't survive going head-to-head with OpenAI and Anthropic, the "bent the odds" contract he signed with Redo's CEO, and the lesson from raising four kids that changed how he leads.
This is an honest, no-fluff conversation about where venture is going as AI commoditizes software.
Chapters:
00:00 Intro
01:14 Intro
18:48 Tyler joins
23:09 "Sell Jesus, sell anything"
27:42 The $2.5B Divvy exit
34:39 The "bent the odds" contract
38:11 Startups vs. OpenAI and Anthropic
39:05 "Software is worth zero"
40:55 The death of per-seat pricing
43:02 Lessons from raising 4 kids
46:44 "LinkedIn is the trailer park"
Connect with Tyler:
https://x.com/thogge
https://www.linkedin.com/in/thogge/
Connect with Max:
https://x.com/hackitmax
https://www.linkedin.com/in/maxaltschuler/

Connect with Paul:
https://x.com/PaulGTM
https://www.linkedin.com/in/paulsirving/

About Tyler Hogge:
Tyler Hogge is a General Partner at Pelion Ventures, Utah's oldest and largest venture fund with $500M AUM across eight funds. Before Pelion, Tyler was VP of Product at Divvy, which sold to Bill.com for $2.5B in 2021. Earlier in his career, he was a product leader at Wealthfront under Andy Rachleff and Adam Nash. He's based in Utah and one of the most active venture capitalists on X.

About GTMnow:
GTMnow is the media arm of GTMfund, a pre-seed and seed-stage B2B SaaS venture firm backed by an LP base of 300+ C-suite and VP-level operators from the best go-to-market organizations in tech. The GTMnow VC Podcast publishes every other week with the investors and operators shaping the next decade of B2B software.

Brought to you by: AngelList
From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility, from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved.

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email [email protected]

GTMnow is a media brand brought to you by VC firm, GTMfund:
https://gtmfund.com/

Subscribe for new episodes every week

#VentureCapital #VCpodcast #SaaS #AI #B2BSaaS #GTMnow #StartupFunding #TylerHogue #PelionVentures #FounderAdvice

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
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The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Boomi was founded in the early 2000s by Rick Nucci, acquired by Dell in 2010, and then spun out to Francisco Partners and TPG Capital in 2021. Today it powers 30,000+ enterprise customers globally and moves more data per second than the entire Visa card network, times two. What started as an integration platform has evolved into something bigger: the leading data activation company, purpose-built for the agentic AI era.

Steve Lucas took over as CEO in early 2023, just as ChatGPT was about to reshape the entire software landscape. A three-time CEO with nearly 30 years in enterprise software, Steve previously led Marketo through its $4.75B acquisition by Adobe (the largest in Adobe's history at the time), scaled iCIMS into the world's leading talent acquisition cloud, and held senior roles at SAP, Salesforce, Adobe, and BusinessObjects. He's also the author of "Digital Impact: The Human Element of AI Driven Transformation," a book arguing that the AI revolution will stall unless companies fix the fragmentation of their data first.

In this episode, Sophie Buonassisi sits down with Steve at HumanX in San Francisco to unpack why 2026 is the year AI moves from pilot to production, the three diagnostic questions every CEO should ask before deploying agentic AI, and why "change only happens at the speed of trust." Steve also gets candid about the internal protest that erupted when Boomi rolled out its first CSM agent, his prediction that AI will go from influencing 20% of executive decisions to making 90% of them within 2 years, and how he picked up Claude Code on an airplane to vibe-code a contracts agent for his sales team.

If you're a founder, operator, or GTM leader trying to figure out whether your business is actually ready for agentic AI (or just chasing the buzzword), this one is for you.

TIMESTAMPS
0:00  Intro
0:58  Welcome to GTMnow at HumanX
1:10  Why 2026 is when AI moves from pilot to production
2:32  Influencing decisions vs. making decisions: the next 2 years
3:18  Digital Impact: why fragmentation will stall the AI revolution
5:01  "Get your data to the gym": the new slogan
5:20  The 3 questions to know if your company is AI-ready
6:47  Change happens at the speed of trust
7:53  The internal protest behind Boomi's CSM agent
9:32  From integration platform to data activation: the strategic shift
10:50 Steve's most transformative AI workflow as a CEO
11:12 Vibe coding with Claude on an airplane
12:20 Where to follow Steve and Boomi

Host: Sophie Buonassisi, SVP Marketing at GTMnow
linkedin.com/in/sophiebuonassisi  

Guest: Steve Lucas, CEO at Boomi
https://www.linkedin.com/in/nstevenlucas/

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on YouTube: https://www.youtube.com/@GTM_now
Follow us on TikTok: https://www.tiktok.com/@gtmnow_
Follow us on Instagram: https://www.instagram.com/gtmnow_/

Sponsors: 
.Tech - Domains, where the next generation of builders is planting their flag. Secure your .tech domain today from any registrar of your choice. 

Transcript available under the episode here: https://gtmnow.com/tag/podcast/

Subscribe to GTMnow for the latest episodes! https://gtmnow.com

For inquiries about sponsoring the podcast, email gtmnow@gtm
The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Okta's CRO Jon Addison joins GTMnow host Sophie to break down the full story behind Okta's remarkable revenue turnaround, the launch of Okta for AI Agents, and the go-to-market playbook that's carrying them from $3B toward a $5B ARR target.

From nearly $850M in operating losses to over $760M in operating income, Okta's transformation is one of the most significant turnaround stories in enterprise SaaS. In this episode, Jon pulls back the curtain on exactly how it happened.

In this episode:
- Why 91% of enterprises are already deploying AI agents but only 10% have a security strategy for them
- How Okta's "AI governance gap" insight became the foundation for their biggest product launch in years: Okta for AI Agents
- The GTM restructure around specialization that unlocked productivity and drove 40% higher average contract value on new product deals
- How Okta became a partner-first company: 95% of their top 100 deals in the last fiscal year were partner-led, and what operationally made that possible
- Why the first discovery call no longer exists, and how sellers need to show up differently in the AI era
- Jon's new internal sales methodology, APEX, built on Command of the Message for the AI era
- How Okta is using AI internally to transform their own go-to-market motion, from conversational intelligence to pre-sales assistants
- What the path to $5B ARR actually looks like: enterprise expansion, international growth, public sector, and the massive new TAM unlocked by non-human identity
- Jon's leadership philosophy: why human-centric selling is becoming more critical as AI takes over the repetitive work

Host: Sophie Buonassisi, SVP Marketing at GTMnow
https://www.linkedin.com/in/sophiebuonassisi

Guest: Jon Addison, CRO at Okta
https://www.linkedin.com/in/jon-addison-3399175

Timestamp:
0:00 - Cold open
1:19 - Welcome + Jon's background: from London to Silicon Valley
1:52 - How Jon got into software and identity management
4:08 - Okta for AI Agents launch announcement
5:04 - 90% of customers live with agents, only 10% confident in securing them
6:31 - What's driving the governance gap in the market
7:53 - Speed of agent innovation must be matched by security and governance
8:36 - 40% higher ACV on deals that include new products
9:43 - Why consolidation around a single identity platform is resonating
11:45 - How AI agents unlock a massive new TAM for Okta
13:05 - Okta's turnaround: from $850M operating losses to $760M operating income
13:36 - Key decision 1: GTM specialization drove productivity
15:02 - Key decision 2: becoming a partner-first company
16:14 - What cracking the partner-led model actually looks like
19:08 - How long it takes to see ROI from a partner-led pivot
20:12 - The path from $3B to $5B: enterprise, international, public sector
21:49 - Using AI internally: launching "Apex," the AI-era sales methodology
23:04 - What the Apex sales methodology entails
24:25 - Buyers now show up with strong opinions before the first call
25:44 - How discovery is changing: human-centric selling in the AI era
27:33 - Headcount and AI: what skills matter in the future
29:31 - Why relationships are Okta's core competitive advantage
30:36 - The role of experiences: F1, events, and the 7-touchpoint rule
31:47 - Broad GTM surface area: ABM, ecosys
The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Jennifer Li, Partner at Andreessen Horowitz (a16z), breaks down why the firm allocated $1.7 billion of its latest $15 billion fund specifically toward AI infrastructure, and what she's betting on next.

Jennifer has backed ElevenLabs from Series A all the way through Series D, watching it grow to an $11 billion valuation. In this episode, she explains what she saw in voice AI before anyone else did, what makes a founder worth backing regardless of the tech, and why the next wave of AI infrastructure is being rebuilt from the ground up.

In this episode:
- Why a16z bet $1.7B on AI infrastructure (and why now)
- The shift from cloud to AI-native infrastructure: storage, compute, orchestration, memory
- How ElevenLabs crossed the uncanny valley in synthetic voice
- Voice agents as the first AI category to truly scale in the enterprise
- What "king-making" in AI go-to-market actually looks like
- The traits that made Jennifer write a check for ElevenLabs on founder conviction alone
- Open source vs. frontier models: what 2027 looks like
- Why world models and vision language models are the next unlock
- AI and human creativity: why directors and authors won't be replaced
- How a 1-2 person studio can now make a full movie

Host: Sophie Buonassisi, SVP Marketing at GTMnow
https://www.linkedin.com/in/sophiebuonassisi

Guest: Jennifer Li, General Partner at Andreessen Horowitz
https://www.linkedin.com/in/jenniferhli/
https://x.com/JenniferHli

Connect with Max: 
https://x.com/hackitmax
https://www.linkedin.com/in/maxaltschuler

Connect with Paul:
https://x.com/PaulGTM
https://www.linkedin.com/in/paulsirving

Timestamps:
0:00 - Cold open
1:06 - Max & Paul intro: are we in a bubble?
1:46 - AI vs. dot-com era: the key differences
4:55 - B2B SaaS disruption and value destruction (Thoma Bravo / Medallia)
6:39 - Intercom / Finn: crossing the chasm from legacy to AI-native
8:08 - Introducing Jennifer Lee, a16z General Partner
8:31 - Paul's key takeaway: the distribution era
9:41 - Why speed to default brand has never mattered more
11:33 - The ElevenLabs story: a16z led Series A, B, and C
12:02 - Why the seed strategy still works
13:37 - What the best founders do differently with model capabilities
15:58 - Jennifer Lee joins: why a16z raised $1.7B for infrastructure
16:22 - What existing infrastructure is being rebuilt for AI
19:19 - Specific areas a16z is focused on: models, storage, dev tools, security
20:35 - 90%+ of code now written by agents
21:52 - What Jennifer saw early in the 11 Labs / voice AI space
25:19 - Go-to-market in AI infrastructure: what's working
27:29 - Becoming the default brand: the "Kleenex effect" in AI
28:37 - What makes a founder worth backing on conviction alone
30:48 - Predictions for 2026/2027: open source catching up fast
31:39 - Most exciting new modalities: world models and vision language models
32:07 - AI and human creativity: can they coexist?
34:42 - What's blocking the creative AI future
36:05 - "The best ideas live in the graveyard"
36:57 - Closing advice: make AI tools your friends

Visit us on: https://gtmnow.com
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow
Follow us on X (Twitter): https://x.com/GTMnow_
Follow us on
The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.