E61: GTM Strategy: 5 Insights from 500 B2B SaaS Companies (Jeremey Donovan, EVP Sales + CS at Insight Partners)

As EVP of Sales and CS at Insight Partners, Jeremey advises over 500 B2B SaaS companies. In this episode, he reveals why the top 10% of performers are actually expanding their outbound teams, not cutting them.

And we cover a ton, including:

• The Outbound Paradox: Why winning companies are doubling down on SDRs while everyone else pulls back.

• Build vs. Buy: Why purchasing point solutions right now is a "risky business" (and the case for building your own).

• The Great Consolidation: How AEs are absorbing the SDR function and what it means for your org chart.

• The CRO Differentiator: The one trait that separates good revenue leaders from the truly great.

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Chapters:

00:00 Introduction and Jeremey Donovan's Career Journey

03:59 AI Adoption: Disillusionment vs. Reality

06:28 Shifting From Bottom-Up to Top-Down AI Innovation

08:29 Navigating Governance and the "AI Czar" Role

13:58 Why Disciplined Execution Trumps AI Tactics

16:11 AI for Performance Reviews and Real-Time Feedback

21:45 The Rise of "Build" and Agentic Coding

27:33 Augmentation, Outbound Sales, and Human Effort

41:40 The Build vs. Buy Debate in RevTech

52:13 Realistic Expectations for AI Productivity Gains

59:13 The Future of SDR and Solutions Engineer Roles

01:03:12 Redesigning Processes and Unbundling Roles for AI

01:13:06 Preserving Critical Thinking in an AI World

01:19:05 Quick Fire: Leadership, Hiring, and Hard Lessons