In this episode of GTM By the Numbers, host Brandon Redlinger sits down with Marcos Rivera, Founder of Pricing I/O and author of Street Pricing, to unpack the radically shifting world of SaaS and AI pricing models. Marcos has helped hundreds of tech companies—from startups to scaled platforms—navigate monetization strategy, and in this conversation, he shares practical insights on how to stay profitable in the new AI economy.

Marcos breaks down why SaaS pricing playbooks no longer work for AI-native products, and why leaders must rethink how they measure value, define margins, and build customer trust. He introduces new frameworks like BAM (Base, Allowance, Meter) and REAL (Revenue, Expense, Avoidance, and Lift), and outlines exactly how to price and package AI tools in ways that drive real adoption and protect long-term revenue.

What you’ll hear in this episode:

• The biggest mistakes leaders make when monetizing AI
• Why “wishful ARR” is screwing up GTM forecasting
• How to structure hybrid pricing models using BAM
• Why value attribution is a team sport (not just marketing’s job)
• The new risk-adjusted ROI mindset investors are demanding
• When to underscore, upgrade, or unlock your AI product
• What most people misunderstand about usage-based pricing
• Why lazy SaaS is dead—and how AI is forcing teams to up their game

If you're navigating GTM strategy in an AI-influenced world, this episode is essential listening.

Connect with Marcos on LinkedIn at linkedin.com/in/marcoslrivera/

Connect with Brandon on LinkedIn at linkedin.com/in/brandonredlinger

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of GTM by the Numbers, host Brandon Redlinger sits down with Kristina McMillan, EIR at Scale Venture Partners and former VP of Research at TOPO and Gartner. Kristina is a pioneer in go-to-market benchmarks and an early voice in how AI is reshaping the GTM landscape.

They dig into brand-new research from Scale Ventures and Benchmarkit.ai on the state of AI in GTM, breaking down what's actually working, which functions are seeing the biggest gains, and why so many AI initiatives fall flat.

You’ll learn:

• Why marketing and sales development are leading in AI adoption, and why CS lags behind
• How great teams move from “level 1” AI use cases to strategic quality gains
• Why the smartest teams are hiring go-to-market engineers right now
• How to measure real AI impact: new benchmarks for ARR per GTM dollar and per employee
• The big mistake AI-native companies are making in sales

Plus, Kristina shares what separates good GTM leaders from great ones, how teams are rethinking enablement and change management, and where she sees AI going next.

If you're a CMO, CRO, or RevOps leader thinking about how to stay competitive in the AI era, this episode is for you.

Connect with Kristina on LinkedIn at linkedin.com/in/kristinamcmillan

Connect with Brandon on LinkedIn at linkedin.com/in/brandonredlinger

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode of GTM by the Numbers, host Brandon Redlinger chats with Anthony Kennada, former CMO at Gainsight, Hopin and Front. He has now turned CEO and held that position at AudiencePlus and currently at Goldenhour.

Anthony shares a radical rethink of what it means to build brand in the age of AI. While many B2B companies still treat brand as fluff, Anthony argues it's the last true differentiator. In a world where features can be copied and campaigns automated, emotional connection and human experience become strategic levers.

From orchestrating the unforgettable Pulse conferences at Gainsight to launching the audience-first GTM playbook at Audience Plus, Anthony breaks down how brand, content, and events come together to drive real revenue outcomes.

What you’ll learn in this episode:

• Why 80% of traditional marketing will be automated, and what’s left for humans to own
• The 3 pillars of "Brand Humanity" and why every company needs to start here
• How to build audience before product (and why it leads to better launches)
• What most companies get wrong about category creation
• Why the CEO (not the CMO) is the true owner of brand
• How to activate emotional connection at scale (even in enterprise GTM)
• A framework for building internal alignment around brand-led initiatives
• When events are worth the budget, and when they’re not

If you’re a founder, CMO, or marketing leader wrestling with how to differentiate in a noisy, AI-saturated world, this episode offers clarity, conviction, and a blueprint for brand-led growth.

Connect with Anthony on LinkedIn linkedin.com/in/akennada

Connect with Brandon on LinkedIn at linkedin.com/in/brandonredlinger

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.