GTM Crossroads Podcast Ep #11: From Hiring Scrappy Teams to Rethinking AI Pricing
In the tenth episode of GTM Crossroads, RevPartners CEO Brendan Tolleson sits down with OutboundSync Founder Harris Kenny, and Octave Co-founder and CEO Zach Vidibor to discuss how AI is reshaping business strategy, with a focus on HubSpot’s new Breeze AI. They break down its practical applications, pricing structure, and implications for growth-stage teams.
They also get into the challenges of hiring in a startup environment and the critical role of company culture and values during scaling.
Check it out! 👇
5 Minute Rundown:
Breeze AI Finally Feels Useful for RevOps
What started as a lot of hype is finally delivering real value for RevOps teams using HubSpot. Instead of random sparkle icons that look good in the UI, practical Breeze workflows now make it possible to handle replies automatically, generate follow-ups, and keep context intact inside HubSpot. For teams used to scattered replies and lost threads, that means less wasted time and more deals staying on track.
Automating the Tedious Stuff with Smart Workflows
Putting Breeze to work means fewer mindless clicks. Replies to outbound emails get auto-categorized as worth chasing or not. Suggested replies get drafted instantly. Everything stays summarized in the record so reps see exactly what happened, plus any inbound activity like site visits. Small workflow wins like these add up to serious time savings when your team’s juggling dozens of deals.
Dashworks Acquisition: Knowledge That Actually Talks to Itself
Structured and unstructured data finally start working together. Dashworks acts like an AI-powered knowledge base that pulls info from different apps across the company. It becomes that missing internal search bar that helps sales and RevOps find what they need without bottlenecks. Pulling all that context back into HubSpot means better conversations and better deals.
Why Consumption-Based Pricing Is the Future
Paying by seats doesn’t make sense for modern GTM teams stitching stacks together with APIs and AI. More companies are shifting to usage-based pricing as it’s simpler, more flexible, and better aligns cost with real value. Buyers want to pay for what they use, not for heads who may or may not log in.
Finding Builders Who Thrive in the Chaos
Early-stage teams don’t win with big egos or long résumés. They win with gritty, curious people who love figuring it out as they go. Bringing new hires into the pirate ship phase means being clear about the mission and the messiness and making sure people feel part of something bigger than just another paycheck.
Can't get enough GTM knowledge bombs?
Check out our webinar with Clay on how to streamline your GTM efforts by unifying fragmented data, enriching contact records, and automating workflows directly into HubSpot. 👇
