Peter Grant: The GTM Reset No One Is Prepared For

About this episode

In this episode, Guy Rubin interviews Peter Grant about scaling in an AI-first world and the impact of AI on revenue teams.

In this episode of the Revenue Insights Podcast, host Guy Rubin, Ebsta Founder, MD of Revenue Insights at Fullcast, sits down with Peter Grant, Chief Revenue Officer at You.com, to discuss what it really takes to scale in an AI-first world and why most revenue teams are quietly falling behind. Peter has built his career at the exact moment that industries shift—joining Siebel Systems, Salesforce, and C3.ai before they became category leaders. Now, he's at the forefront of the next transformation and his perspective is that the release of ChatGPT reset GTM entirely. For instance, by layering tools like Claude and Gong into their workflows, leaders can: Break down every customer conversation Track deal progression against reality—not CRM guesswork Identify risk before it shows up in the forecast At You.com, the focus sits squarely on indexed AI agents that answer complex, domain-specific questions. As Peter points out, this is the shift from information retrieval to decision enablement. The 4 Signals That Separate Real AI Companies from Hype Peter breaks down the framework he uses to evaluate AI companies before they break out: People: Can this team actually deliver? Market: Is the…

People in this episode

Host: Guy Rubin

Guest: Peter Grant

Topics covered

• AI in sales
• GTM strategy
• revenue teams
• performance divide
• AI companies evaluation

Keywords

• AI
• GTM reset
• revenue teams
• performance divide
• SaaS pricing
• decision enablement
• customer conversation

Mentioned in this episode

Organizations: You.com, Siebel Systems, Salesforce, C3.ai

Products: ChatGPT, Claude, Gong

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