The big picture:

AI has changed the build vs. buy math for GTM and revenue operations. But here is what most scale-ups miss: your customers are running the same math on what you sell them. If you are not rethinking how you price, package, and defend your product, someone else – or something else – will do it for you.

This session covers how to use AI to run a faster, leaner revenue operation, how to price AI without giving it away, and how to make your product hard enough to replicate that the build option never wins.

What to expect:

Jason will build briefly on his last session's packaging and pricing work, then spend the majority of the hour on the practical side of AI in GTM and Quote-to-Cash operations. He will cover both what to buy and what to build yourself, drawing on real examples from the field. He'll close with the strategic question every scale-up in the room should be asking: how do you defend your own pricing power when your customers have access to the same AI tools you do?

Topics include:

• Pricing AI features without undermining your packaging or discounting your way into a corner (builds on last session)
• Build vs. buy in your GTM stack: when to purchase a platform and when to spin something up in an afternoon
• AI in sales and pipeline: prospect intelligence, deal support, and proposal acceleration
• AI in contracting and quoting: redlining, approval workflows, CPQ guardrails, and faster deal cycles
• AI in entitlements, invoicing, and revenue operations: the unglamorous wins that compound fast
• Defending your pricing power: how to package against the "we'll just build it" objection before it kills your renewal

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The goal: To leave with a practical map of where AI creates real leverage in your GTM and Q2C operations, what to prioritize first, and how to make sure your own product survives the same build vs. buy conversation your customers are now having about you.