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AI-Native Selling: From Consumption Pricing to Agent-Powered GTM with Zach Lawryk
In this episode of The New GTM Playbook, host James Kaikis sits down with Zach Lawryk, Solutions Leader at OpenAI, for a deep dive into AI-native selling and the future of go-to-market strategies.
With 25 years of experience spanning Salesforce, Box, Rippling, and now OpenAI, Zach provides unique insights into how AI is fundamentally changing the way companies approach sales, pricing, and customer success. Unlike previous technological shifts that simply improved productivity, AI requires a complete mental model transformation in how we interact with technology and approach work.
Zach reveals how OpenAI operates as “AI-native sellers,” using deep research capabilities that often impress executives more than their own internal teams. He discusses the evolution of sales roles, why consumption-based pricing works better than outcome-based models in most scenarios, and his bold prediction that we’ll see 10-person companies generating billion-dollar revenues through agent-powered operations.
Tune in to hear about:
(05:16) Zach’s AI “aha moment” while using ChatGPT at Rippling
(12:19) How OpenAI’s sales team uses AI for comprehensive customer research
(20:04) The changing profile of sales professionals in the AI era
(28:45) Why consumption pricing works better than outcome-based models
(39:00) Future predictions: Agent-powered micro-companies at massive scale
Follow Zach on LinkedIn: https://www.linkedin.com/in/zlawryk/
More from The New GTM Playbook:
Watch more episodes at: https://www.testbox.com/gtm
Subscribe to the newsletter: https://www.testbox.com/subscribe
Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/
View all episodes
By The GTM Playbook by James KaikisIn this episode of The New GTM Playbook, host James Kaikis sits down with Zach Lawryk, Solutions Leader at OpenAI, for a deep dive into AI-native selling and the future of go-to-market strategies.
With 25 years of experience spanning Salesforce, Box, Rippling, and now OpenAI, Zach provides unique insights into how AI is fundamentally changing the way companies approach sales, pricing, and customer success. Unlike previous technological shifts that simply improved productivity, AI requires a complete mental model transformation in how we interact with technology and approach work.
Zach reveals how OpenAI operates as “AI-native sellers,” using deep research capabilities that often impress executives more than their own internal teams. He discusses the evolution of sales roles, why consumption-based pricing works better than outcome-based models in most scenarios, and his bold prediction that we’ll see 10-person companies generating billion-dollar revenues through agent-powered operations.
Tune in to hear about:
(05:16) Zach’s AI “aha moment” while using ChatGPT at Rippling
(12:19) How OpenAI’s sales team uses AI for comprehensive customer research
(20:04) The changing profile of sales professionals in the AI era
(28:45) Why consumption pricing works better than outcome-based models
(39:00) Future predictions: Agent-powered micro-companies at massive scale
Follow Zach on LinkedIn: https://www.linkedin.com/in/zlawryk/
More from The New GTM Playbook:
Watch more episodes at: https://www.testbox.com/gtm
Subscribe to the newsletter: https://www.testbox.com/subscribe
Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/