Intro

In this episode of Mostly Growth, the number one podcast in product monetization, Kyle Poyar sits down with Emir Atli, co-founder & CRO of HockeyStack, to unpack what 90% of GTM teams get wrong about AI. They explore why most AI efforts stall, how broken data infrastructure kills results, and how agent-first workflows, sales blueprints, and AI-driven forecasting helped HockeyStack accelerate cycles, lift win rates, and drive 3x growth.

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SPONSORS:

Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how.

HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com

RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com

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LINKS: 

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

Emir on LinkedIn: https://www.linkedin.com/in/emircatli/

Mostly Metrics: https://www.mostlymetrics.com

CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/

Growth Unhinged: https://www.growthunhinged.com/

Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/

Slacker Stuff: https://www.slackerstuff.com/

Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/

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RELATED EPISODES:

ChatGPT’s $44 Billion Ad Play

https://youtu.be/PcZoKVdaGm0

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TIMESTAMPS:

00:00 AI Pressure On GTM Teams

01:28 Broken GTM Infrastructure

03:15 Agents Over Prompting

04:42 Measuring Agent ROI

06:11 Reverse Engineering Top Performers

08:21 Scaling Spam vs Pipeline Execution

10:02 Sponsor — Tropic | HockeyStack | RightRev

13:42 Sales Experience Drives Wins

15:11 Executive Alignment Wins Enterprise Deals

17:07 Building The Sales Blueprint

19:08 Shorter Cycles And Higher Win Rates

20:01 Replacing Opinion Based Forecasting

23:21 AI Marketing Analyst Insights

25:39 Balancing Human Judgment With AI

27:48 Business Blunder Tariff On Swag

29:04 LinkedIn Algorithm Frustration

31:12 Tool Of The Week Granola

31:56 Switching From ChatGPT To Claude

32:54 Credits

#MostlyGrowthPodcast #AIAgents #B2BSales #GTMStrategy #RevenueOperations