Ebsta (now part of Fullcast)

Gartner's prediction is a clear warning against flawed strategy. The hype around autonomous AI is real, but so is the risk of deploying it without the right foundation. Teams that treat Agentic AI as a simple "bolt-on" tool without connecting it to core GTM planning and execution systems are setting themselves up for escalating costs and unclear value. Because success isn't just about having an agent; it's about creating an environment where it can actually work. Read the article to understand the disciplined approach required to turn promise into performance. Read Now: https://lnkd.in/gefHCdjj #AgenticAI #AIStrategy #GTM #RevOps #FutureOfWork #TechLeadership

What does the daily grind actually look like when AI agents join the team? In this conversation, Justin Rashidi and Amy Osmond Cook, Ph.D. explore the fundamental shift from simple automation to a world where humans manage entire networks of AI agents. We are moving away from a "task-doer" mentality and toward a "managerial" model. Instead of executing every line item themselves, one operator can now oversee multiple agents. These agents handle the repetitive, high-volume work while escalating complex or high-value decisions back to the human. The result is massive leverage, lightning-fast execution, and a completely redefined way of working. Check out the full episode: https://lnkd.in/gENHQBn3 #Podcast #Saas #GTM

Teams using AI effectively are seeing up to a 61% increase in revenue per seller. The question is not if AI works, it is how the best teams are using it. Guy Rubin, Managing Director of Revenue Intelligence at Fullcast, and Sam Jacobs, CEO and Founder of Pavilion, are coming together for an exciting webinar to share what they are seeing in the data. Join them for The State of AI Revenue Intelligence: 2026 Benchmark Insights on April 23 at 9:00 AM PT. In this session, Guy and Sam will break down what is driving the performance gap and how leading teams are using AI Revenue Intelligence to create more consistent, predictable execution across RevOps and Sales. If you are looking for a clearer path to performance in 2026, this is where to start! Save your seat today! https://luma.com/v3muh11v

What’s the fastest way to destroy trust? Act interested. Don’t follow through. For David Homan, President and Founder of SOAR CONNECT, the framework is simple: Trust = Action. --Not intention. --Not awareness. --Not “let’s stay in touch.” Action. That means: • Listening like it actually matters • Giving before you’re asked • Saying thank you, and meaning it • Sharing credit when it’s yours to take Because, at the end of the day, people don’t remember your pitch. They remember whether you showed up when it counted. That’s the real currency. Want to hear more? Listen to the complete episode of the Go-To-Market podcast with Amy Osmond Cook, Ph.D. here: https://lnkd.in/dFxKE_ZW Ebsta (now part of Fullcast) Fullcast Dev Rubin Guy Rubin Adam Roberts Spencer Ricks Tristan Hunter Osorio Christina Mongan, MBA #gotomarket #customers #trust #business

Everyone wants trust. But, almost no one wants to earn it. David Homan, President and Founder of SOAR CONNECT, breaks it down better than most when he explains that trust isn’t built on positioning. It’s not built on being the smartest person in the room. And it’s definitely not built on “strategic networking.” It’s built on action. → Being curious instead of performative → Being vulnerable instead of polished → Being generous without keeping score And most importantly? Actually showing up for people when it matters. Because here’s the truth: Your network trusts what you do, and not just what you say. And the more diverse that network is, the more that truth gets tested, refined, and strengthened. If your relationships aren’t creating real opportunity…it might not be your strategy. It might be your follow-through. Want to hear more? Listen to the complete episode of the Go-To-Market podcast with Amy Osmond Cook, Ph.D. here: https://lnkd.in/dFxKE_ZW #gotomarket #podcast #revops #sales #revenueintelligence Felix Macedo Dev Rubin Guy Rubin Spencer Ricks Marián Jazbec Richard Kennard Tyler Coombes Victoire de Pontbriand Ryan Molini Robert de Cardenas Mark Ma Adam Roberts Vinay Kumar Vinay Kumar Cameron Chambers Pete Evans

Have you downloaded your copy of the Benchmarks Report 2026 yet? Ebsta (now part of Fullcast) Guy Rubin Mark Ma Dev Rubin Fullcast #benchmarksreport #benchmarksreport2026 #revops #sales

What actually separates closed-won deals from closed-lost deals? --Not just pipeline coverage. --Not just activity volume. Engagement. According to Guy Rubin, Ebsta (now part of Fullcast) founder and MD of Revenue Insights at Fullcast, when you analyze the past 12 months of deals and measure engagement across stakeholders, a powerful pattern appears: The deals that win are more multi-threaded and more deeply engaged. Because when data from emails, calendars, and call recordings is connected, sales teams can finally see: • Which stakeholders truly matter • When engagement signals appear in the sales cycle • What behaviors top performers repeat consistently Those signals can become gates and triggers that guide sellers toward better outcomes. Listen to the full interview of SBR Consulting's The Growth Workshop podcast with Guy Rubin to hear how engagement scoring is reshaping deal strategy. Check it out! : https://lnkd.in/evjRXpK8 Download the new Fullcast Benchmarks Report for the latest insights on what top revenue teams are doing right now in the comment section below. Fullcast Atrium (now part of Fullcast) Dev Rubin Adam Roberts Spencer Ricks Mark Ma #benchmarksreport2026 #benchmarkreport #revops #gotomarket #sales #revenue #revenueintelligence

“Go-to-market is broken.” That’s the reality facing most revenue teams today. According to Guy Rubin, Ebsta (now part of Fullcast) founder and MD of Revenue Insights at Fullcast, the problem isn’t just strategy—it’s visibility. Most organizations still depend on humans to manually log activity into CRM, which means the data leaders rely on to make decisions is often incomplete. But when you connect source-of-truth signals like: • Email • Calendars • Call recordings • CRM activity You start seeing something powerful: The real behaviors that separate top-performing sellers from everyone else. And in an AI era where pipelines are flooded with low-quality leads, those insights matter more than ever. Listen to the full episode of SBR Consulting's The Growth Workshop podcast to hear the conversation. https://lnkd.in/evjRXpK8 📥 Download the new Fullcast Benchmarks Report to see the data behind what the best revenue teams are doing right now. Look for the link the comments below⬇️ Dev Rubin Mark Ma Spencer Ricks #revops #benchmarks #benchmarksreport #benchmarksreport2026 #sales #revenue #gotomarket

Great catching up briefly with Marc Sabatini this week at our San Francisco office. Marc spends his time helping B2B SaaS CEOs redesign their revenue systems so growth becomes predictable and scalable — a topic we both care deeply about. Always good to trade ideas with people thinking deeply about how modern GTM teams actually scale.

Turns out the sales team isn’t the only thing accelerating. Our newly released 2026 Benchmarks Report shows 42% of enterprises already have Agentic AI in production, and 72% are piloting it. At this pace, the market is racing toward $52B+ by 2030. That kind of growth creates a new challenge: the governance gap. As AI moves from recommendations to real decisions, leaders are focusing on Governance-by-Design—including: • Least-privilege access • Behavior monitoring • Tiered autonomy The takeaway? Let AI run the fast, low-stakes plays… and keep humans in the huddle for the big calls. So, cue the celebration… but also the strategy. Grab your early copy here: https://lnkd.in/g_Hzvkvu Ebsta (now part of Fullcast) Fullcast #revops #benchmarksreport2026 #benchmarksreport Guy Rubin Mark Ma #gotomarket #sales #revenueintelligence #forecasting