Deep Dive #09: The 80/20 GTM Shift

Hey Revenue Operators,

This week, we covered the 3.7x quota multiplier: AI integration (not access) drives results. We built a usage-based ROI calculator to win consultative positioning. We saw Bain's data: 68% shorter sales cycles for companies achieving AI scale.

But beneath all of that, there's a structural shift happening: AI-native companies are literally restructuring their GTM organizations around the 80/20 framework.

AI-native SaaS companies are hitting $100M ARR with under 150 people—half the headcount of traditional SaaS at that revenue level.

The pattern? MORE customer success / post-sales roles than sales roles.

This isn't a trend. It's a complete reorganization of how revenue teams are built.

And it validates everything we've been talking about: AI automates prospecting (80% scribe work), operators focus on conversion and expansion (20% judgment work).

This week's Deep Dive connects the market reality to your positioning as an operator: The skills that matter are shifting. The ones you're building (conversion intelligence) are becoming MORE valuable. The ones you might still be doing (prospecting) are commoditizing.

Let's unpack what this means.