Rethinking Go-to-Market with AI

Jonathan Kvarfordt — Sr. Director, Product Marketing at Salesforce

Listen on

About this episode

Jonathan Kvarfordt has seen companies hand out AI licenses and call it transformation. The tools arrive, but the buying process stays much the same. Customers still wait for answers, and teams still work around disconnected systems. For Jonathan, the opportunity starts with rethinking how the work gets done.

Real AI adoption depends on leaders giving people room to experiment and connecting the data they need. Drawing on his work at Momentum and his former role at 1mind, Jonathan explains how AI can answer buyers’ questions earlier and free people for work that needs their judgment. He also shares why buyers may speak more openly to AI, why trusted distribution matters as building gets easier, and how he uses AI without giving up his own thinking.

Chapters

00:00Intro 02:21AI licenses don’t make a transformation 05:54Disconnected data and leadership hold AI back 08:14Putting AI between the tools you already use 09:48What 1mind’s AI sales experts can do 11:33Moving people to more valuable work 16:59Why buyers speak more openly to AI 19:28Revenue per agent and the buyer’s choice 21:04Distribution starts with earning trust 23:54Using AI to make room for thinking 27:35Thinking for yourself before asking AI 28:42Could AI agents scale your expertise?

Guest

Jonathan Kvarfordt, Sr. Director, Product Marketing at Salesforce.
LinkedIn: https://www.linkedin.com/in/jmkmba/
GTM AI Podcast & Newsletter: https://www.gtmaipodcast.com/newsletters
1mind, discussed from Jonathan’s former role: https://www.1mind.com/

About the show

Growth After Headcount is a podcast and a book about how companies scale with AI instead of people. New episodes weekly. The book lands in 2027.
More at https://www.growthafterheadcount.com/

About the host

Haris Odobasic is Managing Partner at Revenue Wizards, a GTM and RevOps consultancy, and the author of The RevOps Pendulum. He writes and speaks about how AI is changing the way companies are built and scaled.

LinkedIn: https://www.linkedin.com/in/harisodobasic/
X: https://x.com/OdobasicHaris