Deep Dive #07: Systems vs Playbooks

Hey Revenue Operators,

This week, the market showed us what’s coming: Oracle launched mid-funnel AI agents. 11x.ai’s digital workers automated full SDR workflows. Trellus.ai delivered real-time coaching during live calls. GPT-5.5 made AI-generated proposals more reliable than ever.

The pattern is clear: AI is automating scribe work at an accelerating pace.

But here’s what most people are missing: This isn’t about jobs disappearing. It’s about work transforming.

The question isn’t “Will AI replace me?”

The question is “Am I building systems that leverage AI, or am I doing Theater work that AI is automating?”

This week’s Deep Dive connects everything: the market signals from Tuesday, the Strategic Enablement framework from Thursday, and the broader shift happening across all specialist roles.

If you’re building systems instead of executing playbooks, you’re not just surviving the AI transformation — you’re multiplying your impact.

This edition breaks down:

• Why static playbooks are collapsing — and why AI-augmented buyers broke the old GTM model.

• The difference between playbooks and systems — how Operators design adaptive engines instead of fixed instructions.

• The 80/20 Specialist Framework — the universal principle guiding every expert in the AI era.

• How Strategic Enablement turns insights into compounding leverage — and why this mindset shift is the skill stack that won’t be replaced.