# Go-to-market in the AI era course

> 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…

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# 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
[Start learning](/en/courses/ai-gtm/lessons/gtm-l1-shift)

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Course progress 15 learning steps

## What you'll learn

- Design a revenue operating system using four AI-era GTM shifts and five operating principles.
- Define a four-layer ICP and prioritize accounts with fit, intent, readiness, and expansion scores.
- Design three positioning statements, stage-specific messages, and an AI-search discovery strategy.
- Manage revenue-learning speed with a KPI tree, operating cadence, and 90-day roadmap.

1

## 1. AI GTM principles — four shifts

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

- [How AI changes GTM — four shifts and five principles Shorter learning loops, a six-layer system, AI recommends and people remain accountable Concept 35 XP](/en/courses/ai-gtm/lessons/gtm-l1-shift)
- [Core-term cards Reinforce eight terms behind an AI GTM operating system Flashcards 20 XP](/en/courses/ai-gtm/lessons/gtm-l1-flash)
- [Principles & shifts check Check the four shifts and five principles Quiz 40 XP](/en/courses/ai-gtm/lessons/gtm-l1-quiz)

2

## 2. Market, ICP, positioning & messaging

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

- [A four-layer ICP and four separate scores Separate firmographic, technographic, trigger, and pain data from fit, intent, readiness, and expansion Concept 35 XP](/en/courses/ai-gtm/lessons/gtm-l2-icp)
- [Three positioning statements & stage-specific messages Fix the audience, problem, and outcome, then change each message’s role by buying stage Concept 32 XP](/en/courses/ai-gtm/lessons/gtm-l2-message)
- [Practice: prioritize accounts and choose positioning Separate fit and intent, shape three positioning statements, and judge stage-specific messages Scenario 45 XP](/en/courses/ai-gtm/lessons/gtm-l2-scenario)
- [ICP & messaging check Check score separation, positioning statements, and stage-specific messaging Quiz 42 XP](/en/courses/ai-gtm/lessons/gtm-l2-quiz)

3

## 3. AI-search discovery & the revenue engine

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

- [AI-search and content discovery Five discovery surfaces, citation criteria, and five content portfolio types Concept 30 XP](/en/courses/ai-gtm/lessons/gtm-l3-discovery)
- [Hybrid PLG+SLG and pricing & packaging Use product signals as sales triggers and price by access, consumption, or value Concept 35 XP](/en/courses/ai-gtm/lessons/gtm-l3-engine)
- [Discovery & revenue-engine check Check citability, content production, hybrid motions, and pricing models Quiz 42 XP](/en/courses/ai-gtm/lessons/gtm-l3-quiz)

4

## 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.

- [KPI trees, AI ROI, and operating cadence A six-level KPI tree, control-group ROI, and weekly-to-quarterly meeting rhythms Concept 35 XP](/en/courses/ai-gtm/lessons/gtm-l4-metrics)
- [90-day roadmap implementation checklist Days 0–30 alignment · 31–60 pilot · 61–90 expansion decision Checklist 25 XP](/en/courses/ai-gtm/lessons/gtm-l4-roadmap)

5

## 5. 신호·PoC·확장 실행

AI GTM을 승인 가능한 수익 운영 시스템으로 완성합니다.

- [신호를 구매 결정으로 바꾸기 AI 아웃바운드, PoC 가치 설계, RevOps와 CS 확장 Concept 45 XP](/en/courses/ai-gtm/lessons/gtm-l5-revenue)
- [워크북: AI GTM Use-case·PoC Scorecard 병목 선택부터 가치 증명·승인 게이트까지 설계 Workbook 65 XP](/en/courses/ai-gtm/lessons/gtm-l5-scorecard)

## Final challenge

Prove your mastery with a comprehensive course quiz.

- Final challenge · AI GTM operating-system mastery A complete review of principles, ICP, messaging, discovery, revenue, metrics, and the roadmap Complete lessons first 85 XP

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