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Business & growth

Go-to-market in the AI era

A revenue operating system for shorter learning loops

Design an end-to-end AI go-to-market operating system for B2B SaaS, from ICP and positioning to AI search discovery, hybrid PLG/SLG, pricing, metrics, and a 90-day roadmap.

Advanced 14 lessons 611 XP About 105 min

Source · Handbook · Go-to-market in the AI era · Source reviewed 2026-06-20

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Go-to-market in the AI era course
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Course progress15 learning steps

1. AI GTM principles — four shifts

AI is an operating system for shortening market-learning loops, not simply reducing headcount.

  1. How AI changes GTM — four shifts and five principlesShorter learning loops, a six-layer system, AI recommends and people remain accountableConcept35 XP
  2. Core-term cardsReinforce eight terms behind an AI GTM operating systemFlashcards20 XP
  3. Principles & shifts checkCheck the four shifts and five principlesQuiz40 XP

2. Market, ICP, positioning & messaging

Define whom to sell to and what language to use through fields, scores, and statements.

  1. A four-layer ICP and four separate scoresSeparate firmographic, technographic, trigger, and pain data from fit, intent, readiness, and expansionConcept35 XP
  2. Three positioning statements & stage-specific messagesFix the audience, problem, and outcome, then change each message’s role by buying stageConcept32 XP
  3. Practice: prioritize accounts and choose positioningSeparate fit and intent, shape three positioning statements, and judge stage-specific messagesScenario45 XP
  4. ICP & messaging checkCheck score separation, positioning statements, and stage-specific messagingQuiz42 XP

3. AI-search discovery & the revenue engine

Design discovery surfaces as trust assets and connect product signals, sales, and pricing into one revenue engine.

  1. AI-search and content discoveryFive discovery surfaces, citation criteria, and five content portfolio typesConcept30 XP
  2. Hybrid PLG+SLG and pricing & packagingUse product signals as sales triggers and price by access, consumption, or valueConcept35 XP
  3. Discovery & revenue-engine checkCheck citability, content production, hybrid motions, and pricing modelsQuiz42 XP

4. Metrics, operating cadence & a 90-day roadmap

Manage revenue-learning speed with metrics and meeting cadence, then turn it into a first 90-day plan.

  1. KPI trees, AI ROI, and operating cadenceA six-level KPI tree, control-group ROI, and weekly-to-quarterly meeting rhythmsConcept35 XP
  2. 90-day roadmap implementation checklistDays 0–30 alignment · 31–60 pilot · 61–90 expansion decisionChecklist25 XP

5. 신호·PoC·확장 실행

AI GTM을 승인 가능한 수익 운영 시스템으로 완성합니다.

  1. 신호를 구매 결정으로 바꾸기AI 아웃바운드, PoC 가치 설계, RevOps와 CS 확장Concept45 XP
  2. 워크북: AI GTM Use-case·PoC Scorecard병목 선택부터 가치 증명·승인 게이트까지 설계Workbook65 XP

Final challenge

Prove your mastery with a comprehensive course quiz.

  1. Final challenge · AI GTM operating-system masteryA complete review of principles, ICP, messaging, discovery, revenue, metrics, and the roadmapComplete lessons first85 XP