SaaStr 836: The Step-By-Step Playbook for Building AI-Powered GTM Teams with Personio's CRO
episode
The Official SaaStr Podcast: SaaS | Founders | Investors
52 min
2 speakers
5 chapters
transcribed 17 days ago
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What is the overall AI‑powered GTM strategy Personio is building?
Welcome to the official Saster Podcast where you can hear some of the best Saster speakers. This is where the cloud meets.
Up today on the Saster Podcast. Let's talk about another assistance that we built. This is for our expansion SDR. And our expansion SDR does cross-cell. often like new products into our existing uh customer base. We have about fifteen thousand uh customers, so we're looking to uh cross sell into them. The problem here was that When we did our jobs to be done mapping, that we found that every expansion SDR was spending two hours a day finding Uh Customer information to really make a relevant call. And we said okay, let's let's change that. And uh One of the go-to-market engineers built like this assistant. Here you see, for example, that the research time that an ESDR spends on this work went from two hours a day to 15 minutes.
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Hi everybody, welcome welcome back. My name is Philippe Lacour. I'm the CRO for Personio. We are a late stage HR and payroll platform. We have about fifteen hundred people and Munich headquartered. And we'll talk today about our journey to become an AI powered go to market. Back in May we had a big AI week with our company. We called it the AI Search Week. We gave all our people access to uh LLMs. We had speakers from OpenAI, Ms. Troll, AWS. Our CEO Hanno and co-founder kicked off the week. And then we had project teams who could build agents who can build with the help of like engineers. And it was a huge success. The entire company was buzzing. And after that we've been monitoring usage of LLMs and AI in the company.
My go to market team uses now about ninety percent of the people use is g LMs every week. And so this was a big success. However After the AI search week we felt that Although usage was high, that this was maybe not enough to reach like true transformation and to really fundamentally change. The way we uh go to market. And uh so we started uh an initiative that is called AI Powered Go to Market. And this is our Slack channel, which we started about uh mid to mid June, so about six weeks after the AI search week. And uh this was started by myself with the with the help of a lot of people. And what I will do is uh present five lessons learned that we have so far and the journey uh continues. And then I will cover like four use cases and after that we'll do some uh QA with uh with Amelia.
So five lessons learned in building the uh the A AI powered go to market. Lesson number one. Next to like a great bottom sub motion where you give all your people access to the tools and where you train them and where you help them. You also need uh a top down motion. And the top down is important because when you start talking about real transformation of your go to market. You need to make decisions about resource allocation. You need to give people
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Chapters
5 chapters
1
What is the overall AI‑powered GTM strategy Personio is building?
0:01–11:20
2
How did Personio’s AI Search Week kick‑off the AI transformation?
11:20–20:26
3
What are the five core lessons learned when moving to an AI‑first go‑to‑market?
20:26–21:52
4
Why is a top‑down and bottom‑up motion essential for AI adoption?
21:52–26:43
5
How does a cross‑functional team accelerate AI initiatives?
26:43–52:51
Speakers
2 identifiedMore from The Official SaaStr Podcast: SaaS | Founders | Investors
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