This podcast episode features Chris Walker discussing challenges and trends in B2B go-to-market strategies. He highlights the persistent problem of declining go-to-market efficiency, despite cost-cutting measures, attributing this to a lack of data-driven, top-funnel unit economics analysis. Walker advocates for a CEO-led, centralized approach to data analysis and strategic investment allocation, emphasizing the crucial role of integrating financial data with CRM data for informed decision-making. He predicts smaller, more productive marketing teams and a shift towards AI-native companies that prioritize data architecture for effective AI implementation, rather than simply using AI as a superficial add-on.
