B2B Growth Podcasts
  • All Technology
  • AI
  • Autonomy
  • B2B Growth
  • Big Data
  • BioTech
  • ClimateTech
  • Consumer Tech
  • Crypto
  • Cybersecurity
  • DevOps
  • Digital Marketing
  • Ecommerce
  • EdTech
  • Enterprise
  • FinTech
  • GovTech
  • Hardware
  • HealthTech
  • HRTech
  • LegalTech
  • Nanotech
  • PropTech
  • Quantum
  • Robotics
  • SaaS
  • SpaceTech
AllNewsDealsSocialBlogsVideosPodcastsDigests

B2B Growth Pulse

EMAIL DIGESTS

Daily

Every morning

Weekly

Sunday recap

NewsDealsSocialBlogsVideosPodcasts
B2B GrowthPodcastsS7E16 - SaaS GTM in 2026: AI, Hybrid Sales & High-Performance Revenue Engines  with Richard Schenzel
S7E16 - SaaS GTM in 2026: AI, Hybrid Sales & High-Performance Revenue Engines  with Richard Schenzel
B2B Growth

Grow Your B2B SaaS

S7E16 - SaaS GTM in 2026: AI, Hybrid Sales & High-Performance Revenue Engines  with Richard Schenzel

Grow Your B2B SaaS
•November 27, 2025•18 min
0
Grow Your B2B SaaS•Nov 27, 2025

Key Takeaways

  • •AI automates repetitive sales tasks, freeing SDRs for relationships.
  • •Blended GTM motions depend on ACV thresholds and hybrid models.
  • •Efficient growth now prioritizes margin, not just revenue expansion.
  • •Role redefinition reduces headcount, emphasizes strategic human interaction.
  • •Continuous GTM audits enable rapid adaptation to market changes.

Pulse Analysis

The conversation spotlights how go‑to‑market (GTM) strategies will evolve by 2026, driven by AI‑powered tooling and shifting average contract values (ACV). Richard Schenzel explains that blended GTM motions—mixing product‑led growth (PLG) with traditional sales—must be calibrated to the ACV tier, allowing higher‑value PLG deals while preserving full‑cycle AE processes for larger contracts. He warns that simply adding new AI tools without a clear diagnosis of the existing tech stack leads to chaos. Instead, companies should start with a comprehensive audit of their current GTM framework, aligning technology, processes, and people before scaling.

Automation emerges as the biggest lever for efficient growth. Repetitive upper‑funnel activities—intent scoring, email sequencing, and basic onboarding—can be handed to AI, freeing sales development reps (SDRs) and business development reps (BDRs) to focus on genuine relationship building. Schenzel stresses that human connection remains the differentiator; successful reps are those who listen, ask probing questions, and adapt pitches in real time. This shift also reshapes headcount, prompting firms to rethink role definitions and potentially reduce staff numbers while investing in higher‑value talent that complements automated workflows.

For founders aiming to scale from early traction to multi‑million ARR, Schenzel advises a laser‑focused market strategy anchored by a unified ideal customer profile (ICP). Conduct regular GTM audits, map the bow‑tie funnel, and use data—enhanced by AI—to pinpoint bottlenecks in acquisition, activation, and expansion. Align product, marketing, and sales around the same ICP, discard features that don’t serve the target, and iterate quickly. Companies that continuously adapt their processes, technology, and talent will outpace competitors in the fast‑moving SaaS landscape of 2026.

Episode Description

In this episode of the Grow Your B2B SaaS podcast, recorded live at the SaaS Summit Benelux in Amsterdam, host Joran sat down with Richard Schenzel from AtScale. Richard and his team act as operating partners for B2B SaaS companies, helping them build, structure, and scale sales operations with a strong focus on improving performance.

The conversation centered on how go-to-market (GTM) strategy is changing in 2026. From the rise of blended motions and the evolving role of ACV across PLG and sales-led setups, to how AI will reshape the entire funnel—Richard shared a pragmatic view into what will separate the SaaS companies that scale successfully from those that fall behind. He also explained why now is the time for deep introspection, how to audit your GTM machine, and why roles like SDR/BDR must be rethought in an AI-driven world.

Key Timestamps

(0:00) – The 2026 B2B SaaS GTM Shakeup: AI, PLG vs Sales-Led & ACV Truths

(0:00) – Meet Richard Schenzel: The B2B SaaS Sales Ops Performance Architect

(0:01) – GTM in 2026: AI-Driven Plays, Blended Motions & ACV Strategy

(0:02) – Why 2026 Demands a Full GTM Audit: Blended Motions + ACV Reality

(0:02) – PLG vs Sales-Led: How ACV Decides Your Entire GTM Motion

(0:03) – The New Era of Efficient SaaS Growth: AI, Margin & Sales Efficiency

(0:04) – Bow-Tie Model Power: Where AI Creates Massive GTM ROI

(0:04) – Automate Your Sales Engine: AI Intent, Scoring, SDR Workflows & CS

(0:05) – The 2026 SDR: Human Connection Beats Sequencing Automation

(0:06) – 2026 Headcount Reset: New SDR/BDR, AE & RevOps Roles(0:07) – Train the Machines: Why People Still Win in AI-Driven GTM

(0:07) – Ad Break: Reditus – The AI Affiliate Engine for B2B SaaS

(0:08) – What Will Make SaaS Winners in 2026: Adapt Fast or Fall Behind

(0:09) – The 2026 Mindset Shift: Stop Fixing Yesterday, Pivot Faster(0:09) – The GTM Implementation Blueprint: Mission → Strategy → Tech → People

(0:11) – The “If It Ain’t Broke” GTM Trap: How to Spot Hidden Failures(0:11) – The Ultimate SaaS GTM Audit: 1–5 Scoring Across Every Function

(0:13) – Bow-Tie Data Mastery: Fix GTM Bottlenecks Faster With AI

(0:14) – From 0 → 10K MRR: ICP, Feedback Loops & Avoiding Enterprise Traps

(0:16) – Scaling to $10M ARR: ICP Alignment, Feature Pruning & $100M Roadmap

(0:17) – Evolving Your ICP: Stay True to Your Customer & Your Mission

(0:17) – Connect With Richard Schenzel on LinkedIn

Show Notes

0

Comments

Want to join the conversation?

Loading comments...