5 Ways AI is Revolutionizing Revenue Motions in B2B SaaS Companies

Jan 30, 2024

5 Ways AI is Revolutionizing Revenue Motions in B2B SaaS Companies

Artificial intelligence (AI) is transforming the way revenue motions are built in B2B SaaS companies, and in a recent "Ask-Me-Anything" session with Sandy Mangat, the Head of Marketing at Pocus, we gained valuable insights into this revolution. In this article, we will discuss the key takeaways from the session and explore the ways in which AI is shaping the future of go-to-market strategies.


Sandy Mangat, the Head of Marketing at Pocus, introduced herself and provided background information about Pocus. Pocus is a company focused on helping businesses build their product-led sales strategies and motion. They aim to utilize data from product usage, customer fit data, and marketing engagement to surface the best opportunities and guide sales representatives to take the next best action. With customers like Asana, Loom, and Webflow, Pocus is at the forefront of the product-led sales movement.

Understanding the Evolution of Go-to-Market Motion

The conversation between Sandy Mangat and Alfie, the session host, delved into the evolution of the go-to-market motion in B2B SaaS companies. Over the past decade, the dominant strategies have been focused on product-led growth (PLG) and finding ways to get products into the hands of users quickly. This approach has led to a shift in focus towards meeting buyers where they are and providing value rather than using aggressive push tactics.

However, the landscape has been further influenced by changes in traditional channels such as email, which has seen a decline in effectiveness due to overuse and spammy outreach. Additionally, buyers are increasingly tired of the high volume and low personalization approach that has dominated the last decade. As a result, companies are forced to reassess their go-to-market strategies, leading to a growing adoption of AI technologies.

The Rise of AI in Go-to-Market Strategies

AI has reached an inflection point where it is becoming a driving force in go-to-market strategies. It offers the ability to gather and analyze vast amounts of data, providing companies with deeper insights into buyer behaviors and intent. The introduction of AI-powered tools, such as Keyplay and Clay, has improved the quality of third-party data, enabling companies to make more informed decisions based on a combination of first-party and third-party data.

The focus has shifted from intent 1.0, where companies relied on third-party vendors to provide black box intent signals, to intent 2.0, which utilizes AI to scrape the internet for unstructured data signals. This allows companies to triangulate both account-level and user-level signals, resulting in a more targeted and personalized approach to go-to-market strategies. However, while AI can automate certain aspects of the sales process, it is important to strike a balance between automation and human touch, particularly when it comes to engaging with executive buyers.

The Role of Data and Consolidation in the Go-to-Market Landscape

Data is at the heart of AI-enabled go-to-market strategies. The ability to extract insights from first-party data, such as product usage and marketing engagement data, is crucial in identifying the right targets and guiding sales efforts. Companies like Pocus are leveraging AI to unlock the value of this data and empower sales teams.

However, as the go-to-market tech landscape continues to evolve, there is a growing need for consolidation. Companies are looking for platforms that can not only surface and capture data but also provide a streamlined workflow for actioning that data. The goal is to avoid overwhelming sales teams with an excess of signals and to ensure that the right signals are easily interpretable and actionable.

The Future of Go-to-Market and the Role of AI

The future of go-to-market is a hybrid approach that combines the strengths of product-led growth and sales-led strategies. Companies will continue to leverage AI to enhance their understanding of buyer behavior and intent, allowing them to craft more targeted and personalized outreach.

It is essential for revenue teams to become data-literate and skilled in utilizing AI-powered tools to extract insights and take informed actions. While AI can automate certain aspects of the sales process, building relationships and engaging with prospects will still require the human touch.

As with any technological advancement, the successful integration of AI into go-to-market strategies will depend on the willingness of leaders within organizations to embrace and champion this new tool. The companies that are early adopters and effectively leverage AI will gain a significant competitive advantage in the ever-evolving landscape of B2B SaaS.


AI is revolutionizing revenue motions in B2B SaaS companies by enabling companies to extract valuable insights from data and take targeted action. The evolution of go-to-market strategies has shifted towards a hybrid approach that combines product-led growth and sales-led strategies. As AI technologies continue to advance, it is crucial for revenue teams to become data-literate and skilled in utilizing AI-powered tools to enhance their go-to-market strategies.