The AI-Native GTM Playbook: Build, Buy, Keep

The instinct when AI enters your GTM engine is to automate the org chart: cut headcount, hand the work to agents, call it a strategy. That instinct is the wrong first move.

Replit is the proof point. In about a year, the company took revenue from roughly $2 million to $150 million, grew its GTM org from 40 people to 230, and scrapped the traditional CSM model along the way.

This show breaks down the four moves Replit runs together: what to build on your own stack, what to keep buying instead of rebuilding, and where AI removes drag from inbound and internal work. It also covers the shift underway: the best reps stop selling and start acting as the customer's AI advocate.

You'll be able to run the four-move call on your own GTM and pick one role or workflow to redesign this quarter.

What You'll Learn:

• The four-move framework: what to build, buy, automate, and keep human
• Why Replit scrapped its CSM model and grew GTM to 230 people anyway
• How top reps are becoming the customer's AI advocate, not a salesperson