『Ep. 136 - The Trust Recession, the Death of the BDR, and the Return of the Full Cycle AE with John Tecce - Part 2』のカバーアート

Ep. 136 - The Trust Recession, the Death of the BDR, and the Return of the Full Cycle AE with John Tecce - Part 2

Ep. 136 - The Trust Recession, the Death of the BDR, and the Return of the Full Cycle AE with John Tecce - Part 2

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General Episode Description:In Part 2 of this Selling Intelligence conversation, John Tecce, Vice President of Growth at 2X, explores what the next generation of go-to-market organizations will actually look like as AI, automation, and human expertise continue to converge.John explains why the future isn’t about replacing people with AI, but combining human judgment with agentic workflows to create faster, more adaptive revenue teams. He shares how organizations can break down departmental silos, rethink traditional operating models, and shift from fixed headcount to more flexible, scalable growth strategies.The discussion also dives into practical examples using platforms like Gong and Clay, why most AI initiatives stall before delivering business value, and how today’s revenue leaders can prepare their organizations for a fundamentally different way of working.What You’ll Learn:Human Agentic GTM: What human agentic go-to-market really means and why software, services, AI, and people are converging into one operating model.AI Plus Human Judgment: How platforms like Gong and Clay become exponentially more valuable when combined with human oversight and intelligent workflows.Breaking Down Silos: Why sales, marketing, RevOps, and customer success must operate as one revenue organization instead of separate departments.Rethinking the Operating Model: How leaders should evaluate what to own internally, what to outsource, and where automation creates the greatest leverage.Leading Through AI Transformation: The organizational, operational, and cultural changes required for companies to successfully adopt AI at scale.Key Topics:Human agentic go-to-market strategyAI workflows powered by Gong and ClayGo-to-market engineering and automationConverting fixed headcount into flexible operating modelsCross-functional revenue team alignmentAI adoption challenges and organizational changeJobs-to-be-done operating model designThe future of GTM leadershipGuest Spotlight: John TecceJohn Tecce is the Vice President of Growth at 2X, where he helps B2B organizations modernize their go-to-market strategies through the combination of AI, automation, and human expertise. He works with enterprise leaders to build scalable revenue operating models that improve efficiency, accelerate growth, and prepare organizations for the next generation of GTM execution.Resources & Mentions:2XGongClayClaudeChatGPTAWSMicrosoft AzureSnowflakeDatabricksTrevor Moawad’s work on neutral thinking🎧 Listen now and follow Selling Intelligence for more conversations with the leaders shaping the future of AI, sales, and go-to-market strategy. Subscribe wherever you get your podcasts.Mark Petruzzi (00:38)Welcome back to Selling Intelligence. If you're joining for the first time, this is part two of our conversation with John Tesey, Vice President of Growth at 2X.KK Anderson (00:49)In part one, we got into why digital outbound has hit a wall and why the BDR to AE model is collapsing and what they've done at 2X to remedy that and how they're working with their customers to overcome it. We talked a lot about how we're back to old school with sending things like in-person Vino letters and how we can build our new go-to-market engine so that we're harnessing on what is human and how wecombat the trust recession. It's an excellent session. Please go back and listen to it.Mark Petruzzi (01:20)In this half we get into what human agentic go to market actually means in practice, how 2x is helping clients turn fixed headcount into flexible spend, and what every CRO can do before they buy another tool. John, let's pick it back up.KK Anderson (01:36)All right, welcome back John.John Tecce (01:37)Thanks for having me back.KK Anderson (01:38)2X just called itself the first human-agentic go-to-market services firm. Really cool. Unpack that for us. What does human-agentic actually mean in terms of how work gets done on a client engagement? And tell us, tell us more.John Tecce (01:54)Let's start with the humanagentic and then we'll go into go to market. So humanagentic, what you're seeing across the board right now is software and services are converging. and there's been this sort of hard line between like what are we doing with tech and we're bringing in tech and it was a very linear process. We're gonna buy the tool and then we're gonna later either buy the services or figure out the operating model for how to operationalize the tool. And it was verysort that waterfall style of things and and as you were buying more tech and tools, you were sort of trying to layer on the the skill set and operating model. And really at this point, and and arguably before this point, but certainly now, what we're finding is the customer doesn't care whether it's technology or product or people that's getting the work done. They care, are you getting the work done? And is there a human accountable to that work getting done? And so as a as an organization, we have now you know ...
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