GenAI is the free shipping of productivity, but why revenue is still stuck?

AI is everywhere. But revenue isn’t moving.

What's up GTM friend?

Sales teams have AI-generated emails, AI-driven call scripts, and AI-powered deal forecasting.

Yet, conversion rates are dropping. Sales cycles are getting longer. Pipeline efficiency is collapsing.

Companies bought into the AI hype. But now, they’re facing the reality:

?? AI doesn’t fix a broken GTM process.

?? AI doesn’t replace bad data.

?? AI doesn’t turn random sales activities into predictable revenue.

The GTM bottleneck isn’t AI. It’s AI adoption.

When e-commerce brands introduced free shipping, conversions soared.

It wasn’t because of the shipping itself. It was because free shipping removed friction from the buying process.

AI is supposed to do the same for revenue teams. But instead of removing friction, most companies are adding complexity.

• Reps are drowning in AI-generated content, but still losing deals.
• Marketing is launching AI-powered campaigns, but still missing pipeline targets.
• RevOps is stacking AI tools, but sales productivity isn’t improving.

AI should increase revenue per FTE. Instead, it’s adding work without adding results.

Why? Because AI adoption is broken.

100% Human - This wasn’t AI-generated. It’s hand-crafted, unedited, and I can pretty much guarantee that there is some sort of typo or grammatical error. But it’s real, and that’s the point.

Every week, I’ll break down a real-world business experience or challenge a GTM myth - and leave you with an actionable plan.

Why? Because GTM needs a reality check. We’re all drowning in information, with everyone claiming to have the “magic tool” or “magic service.” I'll try to be your GTM Truth-Teller: I’ll cut through the noise and give you the raw, unfiltered truth.

I do this because writing helps me stay sharp and default to action. Your comments? They push me to see things from angles I hadn’t considered.

How companies break AI adoption (and revenue along with it).

There are three major AI bottlenecks killing GTM efficiency right now:

1. The Sales Process Isn't Built for AI AI-generated emails flood inboxes with generic messaging. Reps think AI will do the work—but buyers see through automation. AI should make selling more human, not more robotic.

2. The CRM Complexity Trap The more AI-generated data you feed into CRM, the more unusable it becomes. Sales, marketing, CS, finance—all want different data from CRM. Instead of unlocking insights, AI just creates more noise.

3. AI is Being Stacked, Not Integrated Companies buy AI tools before fixing their workflows. The result?

• Sales has AI for email, but lead scoring is still manual.
• Marketing has AI for content, but campaign performance is unclear.
• RevOps has AI analytics, but forecasting is still gut feeling.

AI doesn’t fix a broken system. It makes it fail faster.

The Fix: AI Revenue Orchestration, Not Just Automation.

AI needs to be the free shipping of productivity—removing friction, not adding it.

That means shifting from AI-powered tasks to AI-powered workflows.

• Auto-capture every deal interaction across email, Slack, LinkedIn, and product usage.
• AI-driven pipeline health, not just AI-generated emails.
• Predictive, cross-functional automation instead of isolated AI tools.

The AI-first revenue stack isn’t about more tools. It’s about orchestrating AI around how buyers actually buy.

Do you treat AI like just another automation tool? 
You’ll drown in data while revenue stays flat.        

What to do next to outgrow the market

?? Audit your AI impact. Look at actual revenue gains vs. added complexity. If AI isn’t improving sales velocity, it’s dead weight.

?? Fix your CRM bloat. Strip out low-value AI automations and focus on workflows that reduce friction for buyers, not just for sales.

?? Operationalize AI into GTM. AI is a revenue orchestration problem, not a tech problem. Start by aligning AI around real buyer signals.

THE GTM REVENUE LEAK FORMULA: Last week highlights

GTM is the missing link between enterprise value and growth.

• When designed well, it compounds revenue predictably.
• When built like a traditional sales & marketing function, it burns budget without delivering results.

This led me to a question: How much enterprise value is lost due to GTM debt?

For the first time, I’m quantifying the impact of GTM inefficiencies on valuation - not just sales performance.

?? Last week’s most interesting case: Mid-size SaaS Their GTM model was built for growth but lacked operational efficiency. The result? A 39% gap between revenue potential and actual ARR.

My goal? To give CFOs, VCs, and PEs a measurable framework for understanding how GTM debt erodes valuation, and how fixing it compounds growth long-term.

This isn’t just about sales efficiency. It’s about proving that GTM is the strongest financial lever a company has.

?? More to come every week. Follow me to see how different companies compare.

Omar

Your GTM Truth-Teller ??

My Commitment to You

If you’ve made it this far, thank you for reading.

This newsletter will unpack these ideas week by week. If you’re a business leader staring at the “Lego pieces” of your GTM - data, tools, AI, and processes - and wondering how to put it all together, drop me a line with what else you'd like me to cover, or if you have a specific GTM challenge you want to discuss, grab some time here.

Let's build better revenue systems together.