Why GTM must be built around AI

Emir Atli (Co-founder and CRO of HockeyStack) joins GTMnow to share how go-to-market is shifting in the AI era — from fragmented tools and GTM sprawl to unified, AI-native platforms built on a single data foundation.

Originally known for attribution and market intelligence, HockeyStack is evolving into a central operating system for go-to-market, spanning marketing, sales, and post-sales through AI agents, blueprints, and an execution layer.

We also explore weekly GTM sprints, founder-led content as a pipeline driver (even with <100 followers), and the long-game mindset behind building a generational company from age 20 after YC.

In this episode, we cover:- Why you can’t layer AI onto legacy GTM — you must rebuild GTM around AI

- The “sprawl crisis” and why siloed tools break without a single data foundation

- HockeyStack’s evolution from attribution to a unified GTM operating system

- AI agents, blueprints, and the shift from reporting to execution

- Why consolidation is moving from tools to full buyer journey control

- The case for a winner-takes-all GTM platform

- How AI increases leverage across reps, managers, and pipeline reviews

- Weekly GTM sprints and faster iteration cycles in the AI era

- Founder-led content as a core growth engine and pipeline driver

- LinkedIn as a top channel for MQL-to-opportunity and deal acceleration

- The 10-year mindset, YC lessons, and building a generational company

Guest links:

Emir Atli - LinkedIn: https://www.linkedin.com/in/emiratli/

- HockeyStack - Website: https://www.hockeystack.com/

- HockeyStack - LinkedIn: https://www.linkedin.com/company/hockeystack/

Host links:

- Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/

- Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona

- Newsletter: https://thegtmnewsletter.substack.com

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Transcript available under the episode here: https://gtmnow.com/tag/podcast/

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Highlights:

00:00 – The GTM sprawl crisis and why AI breaks in siloed systems

01:50 – From attribution to a GTM operating system

02:41 – Launching AI agents, blueprints, and the execution layer in 2026

03:57 – Building a single data foundation across the buyer journey

05:09 – Why GTM must be rebuilt around AI (not layered with tools)

06:23 – Doing "more with more" and increasing management leverage

07:30 – Tool consolidation vs controlling the buyer journey

08:48 – 2026–2028: the great GTM consolidation wave

09:01 – The case for a winner-takes-all GTM platform

10:10 – Moat: data foundation + application layer

11:35 – Expanding horizontally across marketing, sales, and post-sales

14:28 – Running GTM in weekly sprints like an engineering org

14:46 – Content as a core investment and distribution strategy

15:26 – Why connected TV works for B2B brand trust

16:43 – Faster GTM iteration cycles in the AI era

17:47 – LinkedIn as the top pipeline and opportunity channel

18:12 – Product stories, personal stories, and data stories in content

21:02 – How founders carve out time to create content

22:43 – Generating first customers from LinkedIn with <100 followers

23:45 – Founding journey: pivoting into market intelligence

25:37 – YC lesson: make something people love before scaling

27:18 – The 10-year commitment mindset from YC advice

30:13 – Executive coaching and founder bottlenecks

31:53 – In-person culture and competing in the AI era

33:26 – Whiteboarding interviews vs AI-generated case studies

34:35 – Final advice: build a good business and enjoy the process

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