Arjun Pillai and Stevie Case unpack what's working right now in B2B GTM and what breaks as you scale. Stevie shares how the CRO role evolves over time at Vanta, expanding from sales to owning the full customer journey globally. She gives a grounded definition of product-market fit: it's not an ARR milestone, it's something you can hear in customer conversations, and if you're constantly fighting for dollars, PMF likely isn't there yet.

They dig into pipeline evolution, including why inbound is powerful early but has a ceiling, and how Vanta built a true outbound engine by scaling SDR capacity and operationalizing new messaging, methodology, and AE-SDR collaboration. Stevie also makes a clear case for cold calling, especially for early-stage companies with limited awareness, as long as the outreach is thoughtful and informed. Finally, she outlines Vanta's AI approach: use AI to supercharge reps by automating prep, follow-ups, and repeatable workflows, then democratize top-performer plays and enable teams to build their own agents.

Enterprise selling in 2026 isn't just harder. It's different. Buyers have more options, more risk, and less patience for vendor-speak. In this episode of Rethink Revenue, Arjun Pillai sits down with Lax Gopisetty (CEO, Infosys Public Services) to break down what's actually changing in B2B buying and how revenue leaders should adapt.

Lax argues the biggest shift is moving from "selling" to customer advocacy. Especially in a subscription world where the real win is ongoing consumption and trust. They also dig into where AI is moving the needle today, why most enterprises struggle to translate pilots into impact, and a simple framework to prioritize AI use cases across market-facing value, internal efficiency, and experimentation.

If you sell to mid-market or enterprise, this episode will help you rethink your GTM approach from the buyer's perspective

In this episode, we cover:

• Why buyer behavior should drive GTM strategy

• Subscriptions, servitization, and the end of SKU-style selling

• Trust as the real KPI in long enterprise sales cycles

• Land-and-expand vs whale hunting (and why you should run both)

In this episode of Rethink:Revenue, Arjun Pillai (CEO of DocketAI) is joined by Chris Andrew (CEO of Scrunch) for a no-fluff, tactical conversation on how the AI-first buyer journey is rewriting the B2B playbook.

Together, they unpack how traditional SEO is giving way to answer engine optimization, why static blue links and vanity metrics are becoming obsolete, and how AI agents are quietly reshaping the way buyers research, evaluate, and purchase. From monitoring AI agent behavior on your site to designing web experiences for AI—not humans—this is a must-listen for GTM, RevOps, and marketing leaders ready to embrace the next era of selling.

• 00:00 – Intro & why this is not a typical webinar

• 00:28 – What is the AI-first buyer journey?

• 01:24 – AI replacing human browsing with personal synthesis

• 02:19 – Google-optimized content vs AI-optimized content

• 04:15 – How AI agents are scraping your website right now

• 06:07 – AI traffic converts 3x higher than Google traffic

• 07:32 – Why marketers must move past site traffic metrics

• 08:58 – How to monitor AI visits to your website

• 10:20 – From inbound marketing to community-driven GTM

• 12:09 – Answer engine optimization (GEO) vs SEO

• 13:58 – Tips to make your content more AI-readable

• 15:23 – Why interactive websites fail AI agents

• 16:44 – Reddit, reviews, and the importance of third-party sources

• 18:11 – Autonomous selling and AI-powered digital AEs

• 20:04 – AI handling the entire SMB buying cycle

• 21:30 – The trust problem: AI vs mediocre human reps

• 23:52 – AI agents buying from AI agents: a near-future reality

• 25:39 – What Scrunch does: monitoring & optimizing AI interactions

• 27:34 – Websites as AI-facing interfaces

• 29:00 – Final takeaways & the rise of a non-visual internet