B2B GrowthSaaS
The Step-By-Step Playbook for Building AI-Powered GTM Teams with Personio's CRO
•January 7, 2026
Original Description
Philip Lacor, CRO of Personio, shares his company's journey to building an AI-powered go-to-market motion, including 5 critical lessons learned and 4 real-world use cases delivering measurable results.
In this session, Philip breaks down:
✅ The 5 lessons for AI transformation: top-down + bottom-up motion, cross-functional teams, prioritization frameworks, building AI culture, and combining great stack with context
✅ How to build AI-powered workflows that actually work (not just more tools to test)
✅ Real use cases: Win/loss analysis, expansion SDR assistants, intent scoring, and AI chat
✅ Why their expansion SDRs went from 2 hours of research per day to 15 minutes while doubling pipeline per rep
✅ The truth about AI ROI: where it shows up and how long it takes
✅ How to get your team excited about AI (not scared of it)
Philip doesn't hold back on what's working, what's failed, and what questions they still haven't answered. If you're a CRO, founder, or GTM leader trying to figure out how to actually implement AI beyond the hype, this is the playbook.
The 5 Lessons:
1. You need both bottom-up AND top-down motion for real transformation
2. Cross-functional approach is vital (data + systems + rev ops + business)
3. Prioritize using "jobs to be done" mapped to customer journey
4. Build a culture of AI through leading, sharing, and celebrating
5. Great AI comes from your stack AND your context (not just buying tools)
Recorded live at SaaStr AI London, December 2025.
Timestamps:
0:00 - Introduction: Personio's AI journey
3:15 - Lesson 1: Top-down + bottom-up motion
5:40 - Lesson 2: Cross-functional approach is vital
8:20 - Lesson 3: Jobs to be done framework
12:10 - Lesson 4: Building a culture of AI
16:30 - Lesson 5: Stack + context = great AI
21:45 - Use Case 1: Win/loss intelligence
25:20 - Use Case 2: Expansion SDR assistant (2 hours to 15 min)
29:15 - Use Case 3: Intent scoring for outbound
33:40 - Use Case 4: AI chat/SDR (140 meetings in 7 days)
38:50 - What's next: More agents, more questions
42:10 - Q&A with Amelia Ibarra
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