RevGenAI Podcast

Laura Walmsley, Chief Commercial Officer at Virta Health, joins Meir Heimowitz to discuss how enterprise sales teams earn attention, help buyers understand a different value proposition, and keep learning as AI changes the work.

AI buyers want measurable results. Chris May, VP of Sales at Whale, joins Meir Heimowitz to discuss what that means for enterprise sales.

They discuss building useful solutions before the first meeting, turning buying signals into relevant proposals, growing through partnerships, and helping buyers find your company in AI search. Chris also shares why relationships and domain expertise still matter as sales tools change.

00:00 Selling AI with measurable ROI

00:15 Meet Chris May and Whale

01:05 From SDR to AI sales leader

02:24 Why quality matters more than outreach volume

06:06 Bringing Asian AI technology to the US

07:34 Results as a service

10:34 Turning buying signals into useful proposals

14:36 Leadership events and enterprise partnerships

17:45 Visibility in AI search

19:44 Learning, relationships and domain expertise

23:00 Where to find Chris

Watch the full episode: https://www.youtube.com/watch?v=epW0yQhQjRE

Find Whale: https://meetwhale.ai

The RevGenAI Podcast: https://getrevgenai.com/podcast

Enterprise sales in maritime software requires support from executives and the people doing the work. Joe Arko, VP of Sales at Marcura, joins Meir Heimowitz to explain how he approaches adoption in an industry with long-standing operating practices.

Joe discusses why good technology can take years to gain adoption, how existing customers' experiences shape new sales conversations, and where human accountability still matters in AI-assisted services. He also shares how he uses LLMs to create useful follow-up materials after meetings.

Explore The RevGenAI Podcast:

https://getrevgenai.com/podcast

Learn about Marcura:

https://www.marcura.com

Ashlee Birt, CIO of Path Forward IT, joins Meir Heimowitz to explain how healthcare organizations can adopt AI without losing human judgment, security discipline, or sight of the real business problem.

They discuss why healthcare IT expertise wins trust, how Path Forward is building pipeline beyond referrals, when a provider should say no, and why not every problem needs AI. Ashlee also shares a practical governance model: treat AI like another member of the organization, with least-privilege access, clear limits, oversight, and regular review of its outputs.

Connect with Ashlee: https://www.linkedin.com/in/ashleebirt

Learn more about Path Forward IT: https://pathforwardit.com/

Watch the full video: https://www.youtube.com/watch?v=fK01oTxk--k

Dan Waldschmidt joins Meir Heimowitz to explain why resilience must be built into your finances, mindset, relationships, and daily life. They discuss how AI compresses experience, why enterprise buyers optimize for certainty and risk reduction, and how introspection turns failure into useful feedback. Watch: https://www.youtube.com/watch?v=kvQVojqGbGw

AI governance is not a document. It is an ongoing operating practice. Dallas Bishoff, president of PROCESS 360, joins me to explain why organizations need AI literacy, incident management, human oversight, and visibility into what their systems are actually doing. We cover why production AI can change after launch, how leaders should distinguish reversible and irreversible decisions, and why dynamic risk makes governance a continuous process.

Connect with Dallas: https://www.linkedin.com/in/dallasbishoff

PROCESS 360: https://www.process360.com/

Watch the full video: https://www.youtube.com/watch?v=i_DQWWuOWCc

Rob Whitlow, founder and CEO of Four Quadrants OS, explains why B2B leaders should evaluate the whole business system before adding more AI.

Rob and Meir Heimowitz cover the four stages of a business system, KPIs beyond revenue, dormant pipeline, human referrals, AI overload, and a practical rule: fix the basics before adding complexity.

Connect with Rob: https://fourquadrants.com

Sridhar Guduguntla, Founder, President and CEO of Synergycom, shares how enterprise AI becomes valuable when it moves beyond hype and produces outcomes customers can see and trust.

Craig Booth, founder of Channel Force, joins Meir Heimowitz to explain why partner programs can grow partner count without producing reliable revenue. Craig argues that the useful unit of measurement is the active seller: a partner representative executing a joint strategy against defined accounts. He breaks down how to plan partner revenue down to the metric, select the partners and sellers most likely to create impact, build account-level engagement strategies, capture performance intelligence, and use AI to improve execution. The conversation also covers the operating gap between CRM and partner relationship management platforms, the importance of market reach and social proof, and why executive credibility still shapes enterprise buying decisions.

Vaughn Mordecai has a number that stops most revenue leaders cold. In a healthy B2B business, partners should be driving close to 40% of your revenue. Most companies never get near that, and the reason is not strategy. It is that they underestimate how much work a real partner channel takes, and they try to run it on spreadsheets long after it has outgrown them.

In this episode I sat down with Vaughn, the Chief Revenue Officer at Mindmatrix, to get into what a partner led revenue engine actually looks like when it works. We talk about the partnerships nobody expects, like the World Cup luxury boxes that quietly drive huge downstream spend, and the local shop that supports a whole school district long after the laptops are delivered.

Then we get into AI, and this is where Vaughn is sharp. He gets millions of AI written messages, and he can spot the lazy ones in seconds. His point is that AI does not make outreach good or bad. It just scales whatever you already are. The teams winning with it use AI to clear the admin off their plate so they can put that time back into real human relationships.

We also cover the stat that reframes the whole thing. About 80% of the buyer journey happens before someone ever talks to a seller, so the work is staying useful and staying top of mind long before anyone is ready to buy. And we close on his favorite metaphor, running go to market like a soccer formation, where direct, marketing, and partnerships play as one team instead of three.

If you are building a channel or trying to figure out where your revenue actually comes from, this one is worth your time.