Tosin Mills

The B2B growth function needed a system. So I built one. Twenty-five years ago, I stepped into a CMO role at a B2B software company—with an engineering background and a BI platform. What I saw was that sales and marketing didn’t operate like every other part of the business. There was no system for designing and executing growth. No engine. Just a tangle of spreadsheets, silos, and guesswork. So I applied what I knew: engineering principles. That model became the foundation for what we now call RevOps Automation—a new enterprise platform category we’re pioneering at ayeQ. It’s not just a better dashboard or a smarter forecast. It’s a systematized approach to growth: 🔹 Align goals across teams 🔹 Model performance 🔹 Allocate resources with precision 🔹 See problems early—while there’s still time to act In this new blog + video series, I break down: 🔹 What RevOps Automation really is (and isn’t) 🔹 The five core functions that make it work 🔹 And the outcomes B2B companies can now achieve—faster, and with more control This is what I wish I had back then. And it’s changing how B2B growth is managed today. I'd love to hear your thoughts. 🔗 https://lnkd.in/ebpjqWAs #RevOps #B2BGrowth #RevOpsAutomation #GoToMarket #SaaS #RevenueOperations

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Our latest piece from Cannonball GTM is up and out! The buyer's journey is quickly moving from search engines that send you to several sites to find answers to LLMs like Claude, ChatGPT, and Gemini, where your buyer gets *the* answer. Chaos ensues. The bloated assembly line marketing org is obsolete. Here’s what comes next: https://lnkd.in/g4APbJz8

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Buyers are doing their own research and looking to peers for guidance. I ask people at other companies frequently for their honest opinions on products, and I definitely take customer experiences (wins and challenges) on Salesforce seriously, even over dinner table chatter. As marketers, our role isn’t always to simply craft the story. Increasingly, it’s to amplify real customer voices and help buyers hear from people like them. I shared this perspective with Sidharth Yadav in his latest G2 article on how UGC is reshaping B2B buyer behaviour. https://lnkd.in/g-_ms95G

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Most companies think they have this figured out. But in reality: Dev teams build for personas they’ve never met. Sales teams pitch features they’ve never used. The magic happens when it flips. When devs sit in on real customer calls and feel their pain. When sales reps can demo the product blindfolded because they live it every day. That’s when trust is built. That’s when growth feels effortless. Simple idea. Rarely done.

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What a time to build 🚀 AI + modern GTM tools are making it possible to create, and test & learn fast without scaling sales headcount at the same pace. The real unlock isn’t just more tools. It’s AI embedded into workflows, high-volume experimentation, and systems workflows threaded end-to-end with operational rigor. Curious — what have you used or built recently that's truly impressed you? What tests have you run that have helped you scale pipeline with minimal incremental headcount? Would love to compare notes.

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Hundreds of conversations in the past 18 months. Customer Success leaders. GTM leaders. Founders. Investors. ICs. One question: “How do you actually use AI at work?” 80% gave me the same answer. And 80% were wrong about their own level. I mapped it into a framework (swipe through below). The answers fall into exactly 5 levels. Most people think they’re at Level 3. They’re not. The real gap isn’t between 1 and 2. It’s between 2 and 4. That’s where AI stops doing tasks for you and starts changing how you think about the work. Sharing this because I wish someone had shared it with me a year ago. Drop your level in the comments ↓ #AI #CustomerSuccess #Leadership

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Hard truth: most companies are losing margin because they don’t have the discipline to price well. Blaming “the market” is convenient. Fixing broken pricing habits is harder. If you’re tired of watching profitability slip while volume goes up, this is the conversation most teams avoid—but need. If that stings a little, you should probably join us 👇

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One of the most impactful (and popular) offerings we deliver at Growth Molecules™ is our Customer Journey Mapping Workshop. So many companies are recognizing the urgent need to create a shared vision of the ideal customer experience - one that transcends departmental boundaries and puts the customer front-and-center. What I love most about these sessions is bringing together teams who may not often sit in the same room, helping them share ideas, uncover challenges, and co-create solutions in real time. You can feel the shift that happens - from siloed perspectives to a united focus on the customer. Every time we leave the room, there’s renewed energy, clearer ownership, and a collective recognition that while each of us might own a function, the customer only experiences one company. Last week, Sabina M. Pons and I had the pleasure of facilitating a particularly complex version of this workshop - one built around a two-sided marketplace model. In this case, there are two distinct journeys to understand, each with its own set of needs and expectations, yet deeply interdependent. Mapping both sides simultaneously - and exploring where their experiences intersect - was a fascinating and powerful exercise in alignment. Check out the post below and let me know what questions you have about why journey mapping is worth doing, and what makes the process most effective.

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Most products fail not because of the product itself, but due to a weak go-to-market strategy. At Vibrant, we bridge the gap between what you build and how it performs in the market. Here’s how we support your GTM motion: - Landing pages and conversion funnels designed to capture leads, not just look appealing - GA4 and analytics tracking to ensure every decision is data-driven - SEO and AI search optimization to enhance visibility before the competition - Campaign-ready infrastructure for faster launches and smarter iterations The result? Quicker time-to-market, stronger lead pipelines, and conversion rates that truly make an impact. We don't just build your tech stack; we align it with your marketing goals. #GTMStrategy #DigitalMarketing #LeadGeneration #SEO #GrowthStrategy #VibrantInfo

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BIG NEWS FROM Demandbase... The next evolution of Buying Groups is officially LIVE! 🎉 This 🤖 AI-powered launch helps marketing and sales teams stop chasing individual leads and start engaging every decision-maker in the deal. With smarter targeting, persona insights, and automated actions, Buying Groups are how modern GTM teams build pipeline that actually closes. Take the product tour to see what it's all about: https://okt.to/bg9sGe #AI #BuyingGroups #Agentbase #Demandbase #B2B #GTM

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Your PMM role is changing: How to build human+AI workflows that define what's next That's what I'll cover on April 1 at Product Marketing Alliance's Product Marketing Summit in Denver. I will show HOW I guide AI live using various AI platforms. Your launch campaign workflow could connect positioning, messaging, content, and sales enablement in one flow. Your sales enablement workflow could build pitch decks, dynamic sales prep dashboards, and interactive ROI calculators. This becomes possible when you move from using AI to building with it. The PMM's job is changing. Trailblazing PMMs are building AI teammates trained on their expertise, connecting them into workflows across functions, and deciding how humans and AI work together. They're writing the new job description themselves. You'll see real workflows for product launches and sales enablement, and a tool that helps you identify which workflows to build and which AI teammates to connect. You'll learn: ► How to find workflow ideas and decide which are worth building for PMM work ► How to design workflows that create new value, not just speed up existing processes ► How to evolve your role from AI user to builder and orchestrator Looking forward to learning from an insightful line-up of speakers on April 1-2. Come join us. See link in comments for more info and to register.

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I’ve got a confession: our marketing and revops data is just as messy as everyone else’s. Pipeline lives in Salesforce. Call intel is in Gong. Campaign performance is floating around in spreadsheets. Competitive intel? Somewhere between docs and Slack threads. The structured data tells us 𝘸𝘩𝘢𝘵 is happening. The 𝘸𝘩𝘺—the actual reasons deals move or stall—has been hiding in sales conversations, win/loss notes, and prospect objections we’ve never had the time (or tooling) to analyze systematically. So we decided to stop treating those worlds as separate. With Kaiya, we’re connecting unstructured context to real pipeline outcomes. That means pulling themes from call transcripts alongside pipeline data to see which messages actually move deals or impacted customer value or health. That’s what makes this release feel different to me. It’s ambitious, a little uncomfortable, and very real. We’re running it internally, not just shipping it. Here’s a quick demo. Slide in my DMs if you want to know more about how I'm using it.

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Your org doesn’t have an AI problem - it has a design problem. A quick health check for your GTM team: 👉🏽 Do reps trust and act on AI insights? 👉🏽 Are your workflows designed for speed to action? 👉🏽 Is your data clean and unified - or fragmented across tools? 👉🏽 Is RevOps at the table when strategy gets made? 👉🏽 Are you measuring outcomes, not just activities? 👉🏽 Have you redefined what great GTM looks like in an AI-powered motion? If not - you don’t have an AI problem. You’ve got an org design problem. And that’s the most fixable kind.

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Great reminders on how to present and partner with your board. This info is just as relevant for internal executive reviews. At HPE we did quarterly "moneyball" reviews where we did a deep dive into the data. The goal was to not only understand what was happening, but why, and what should we do about it. Data is OK Storytelling is OK Data + Storytelling is transformational

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Is AI a Friend or Foe to CX Companies? 🤔 🔥The Unification of AI A Threat to Specialized CX? The recent strategic agreement between Gong and Tagado, which brings the AI-powered feedback analytics team into Gong's fold, has me thinking about the bigger picture. We're seeing a convergence of AI capabilities across different business functions. This begs the question: What does this mean for the future of specialized AI solutions, especially in the customer experience (CX) space? The underlying technology—analyzing conversations and turning them into intelligence—is fundamentally similar, whether it's for sales, marketing, or CX. This shared foundation could pose a genuine threat to companies focused solely on CX AI. However, it's not quite that simple. ⏹️ #CX companies have a unique operational layer that "revenue intelligence" platforms can't fully replace. Think about the intricate workflows, support tickets, and direct customer interactions that define the day-to-day of a customer-facing team. ⏹️ Ultimately, every piece of tech, from a CRM to a cutting-edge AI platform, must answer the same fundamental questions: 🟢 What does this mean for my revenue? My efficiency? My customer or prospect experience? My employee happiness? This is a reality check for all of us in the tech world. ⏹️ Gong may not be looking to become a CcaaS (Contact Center as a Service) solution, but that doesn't mean the industry is standing still. ⏹️ #CcaaS companies are actively looking for new markets to expand their add-on products, creating a fascinating dynamic in the market. We all know the old adage: if you're not moving forward, you're standing still. And in the world of AI, standing still is a recipe for a very short trip. What are your thoughts on this? 🟢Do you see revenue intelligence platforms as a threat to traditional CX solutions, or do you believe there's room for everyone to succeed? Share your perspective in the comments below. #AI #CustomerExperience #CX #RevenueIntelligence #TechMarketing #Analytics #BusinessStrategy #FutureOfTech Image created by Google AI Google Gemini 2.5 Flash Image. It's not capable of correcting text yet. Amit Bendov, Udi Ledergor, Megan G. Jenny Ragusa (no tag since she's on sabbatical), Jane Menyo, Lindsay Eaton, Eilon Reshef Gong announcement: https://lnkd.in/gF4YTjWh

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An internal AE that can really work with an AI engineer or GTM engineer in helping define the vision and UI of GTM workflows is an under rated asset right now internally.

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What if Google Workspace could handle SFTP file transfers between trading partners? It can—Couchdrop turns Google Drive into an SFTP server, making secure, automated file transfers possible for any business system or partner. Connect using standard SFTP clients: Partners and business systems transfer files directly to and from your Google Drive folders, just as they would with any SFTP server. Granular access control: Assign each partner unique SFTP credentials with access only to specific folders you choose. They use SFTP—never needing to know Google Drive is on the backend. No infrastructure to manage: There are no servers to run or maintain. Setup takes just a few minutes, and you manage everything from a web interface. Works with both personal Google Drive and Google Workspace: Flexible for individuals and organizations alike. Ideal for B2B file transfers: Partners already using Couchdrop report reduced complexity, faster onboarding, and increased operational efficiency. Ready to modernize your file transfers? Try Couchdrop and see how easy it is to turn Google Drive into a secure SFTP endpoint. #SFTP #GoogleDrive #GoogleWorkspace #B2BFileTransfers Google Workspace Google Cloud Partners

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GTM isn’t just “go-to-market.” It’s how you: - Align every team around one story - Turn features into value - Make adoption measurable, not accidental The best GTM strategies don’t just launch products. They launch confidence—in sales, in customers, and in the market. Curious: What’s the one thing you wish more teams understood about GTM?

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