In this conversation, Jonathan breaks down the real state of AI adoption in GTM, why most revenue teams are still “stuck in the basics,” and how leaders can shift from dashboards to intelligence. He explains why CRM data hygiene is dead, how operational AI works behind the scenes, and what it truly means to run an AI native revenue team.

From first principles thinking to reinvented GTM playbooks, this is a roadmap for founders, CROs, RevOps leaders, and anyone building modern revenue organizations.

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👤 About Jonathan Kvarfordt

Jonathan Kvarfordt is the VP of GTM Strategy & Marketing at Momentum.io. Known as “Coach” across the industry, he is the creator of GTM AI Academy with more than 10,000 participants, a university instructor, a strategic advisor, and a practitioner at the intersection of GTM, AI, and automation.

He works hands-on with leaders to operationalize AI, eliminate friction in revenue processes, and build next generation GTM systems.

https://www.linkedin.com/in/jmkmba/

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💡 Key Takeaways

• AI adoption is overstated

Despite hype, only about 7 percent of companies operate with real “operational AI.”

• CRM data entry is the most underrated automation

AI driven CRM automation unlocks insights for reps, managers, and executives.

• The new GTM OS lives in tools like Slack

Revenue teams are moving away from 20 tabs into one unified operating layer.

• First principles thinking matters more than tools

Start with initiatives and gaps, not buying random AI tools.

• Human skills become more important, not less

The future seller is a strategist, negotiator, and relationship builder.

• Small teams have the biggest advantage

Fewer processes mean faster reinvention and cleaner AI powered workflows.

• AI native pipeline reviews are strategic

Not data entry sessions. Think signals, intelligence, and deal momentum.

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🎧 What You Will Learn

• Why GTM fundamentals are still broken despite AI hype

• How AI changes forecasting, deal reviews, and revenue leadership

• The difference between “time saving AI” and “amplification AI”

• How to build AI native workflows inside your GTM stack

• Why founders should start automating earlier than they think

• Which sales skills matter most in the AI era

• Why CRM systems might look completely different in the future

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⏱ Episode Highlights (Timestamps)

00:00 – Welcome and intro

01:00 – Jonathan’s journey and new VP role

03:00 – The truth about AI adoption in GTM

05:00 – Where companies struggle most with AI

07:00 – From dashboards to intelligence

10:00 – Why AI tools fail without clear initiatives

12:00 – Slack as the new operating system for GTM

15:00 – Why RevOps teams over engineer tech stacks

17:00 – CRM hygiene vs operational AI

19:00 – Time as the highest leverage automation area

21:00 – How AI shifts GTM playbooks

24:00 – The rise of AI powered buyer research

26:00 – The new pipeline review

29:00 – The most underrated automation in GTM

31:00 – Real win/loss data and bias removal

33:00 – What skills sellers need in the AI era

36:00 – “Let us go sell” culture and eliminating busywork

37:00 – When founders should start automating

39:00 – Reinvent vs optimize vs amplify

41:00 – The idea behind Jonathan’s book Ignite

44:00 – Will CRM even exist in the future?

48:00 – Which parts of sales AI might fully replace

50:00 – First principles thinking and GTM

52:00 – Final advice and where to find Jonathan

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📚 Resources Mentioned

• Momentum.io

• GTM AI Academy

• The book Ignite your GTM With AI: https://www.amazon.com/dp/B0FRXGSDSN

In this episode, Mehmet sits down with Dr. Nico Augustin, Head of Research and Expeditions at OceanQuest, to uncover the mysteries of the deep ocean. From unexpected discoveries in the Atlantic to cutting edge underwater robotics, Dr. Nico reveals how little we know about the world beneath us and why the deep sea remains one of Earth’s last unexplored frontiers.

The conversation covers the science, technology, and leadership lessons behind modern ocean exploration, along with how emerging tech like AI and digital twins are reshaping the future of the field.

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About the Guest

Dr. Nico Augustin is a marine geologist, expedition leader, and the Head of Research and Expeditions at OceanQuest, a pioneering non profit foundation advancing deep ocean discovery, innovation, and capacity building. With more than 20 years of research experience across the Atlantic, Arctic, and the Red Sea, he has led large scale mapping missions, discovered new hydrothermal systems, and mentored hundreds of young scientists.

Connect on LinkedIn

https://www.linkedin.com/in/nico-augustin-971a93308/

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Key Takeaways

• The deep ocean is still one of Earth’s least explored environments.

• Modern expeditions rely on mapping, robotics, data, and multidisciplinary teams.

• AI will play a major role in making underwater vehicles more autonomous and safer.

• The deep ocean is far more active and diverse than older textbooks suggest.

• Leadership at sea is a masterclass in clarity, calmness, and adaptability.

• Exploration and storytelling are essential to inspire the next generation of ocean researchers.

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What Listeners Will Learn

• How deep sea expeditions are planned and executed

• Why the Red Sea and Atlantic hold surprising geological mysteries

• The role of AI, digital twins, and robotics in underwater exploration

• How OceanQuest is training young scientists across Africa

• Leadership lessons from managing complex expeditions

• Why public awareness matters in ocean science

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Episode Highlights

00:00 Introducing Dr. Nico Augustin

02:00 Childhood curiosity and the path to marine geology

04:00 Early expeditions and transformational moments

07:00 Mapping the unknown through interdisciplinary teams

08:30 Surprising discoveries from the Atlantic to the Red Sea

11:00 The first visual hydrothermal systems found in the Red Sea

14:00 How deep sea expeditions are designed and executed

17:00 AI, robotics, and digital twins shaping future exploration

22:00 OceanQuest’s Around Africa Expedition and its impact

28:00 Leadership lessons from uncertainty and high stakes operations

36:00 Collaboration between science and the private sector

39:00 What the deep ocean still hides from us

45:00 How to inspire public excitement for ocean discovery

50:00 Final thoughts and how to connect with Dr. Nico

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Resources Mentioned

• OceanQuest: oqfoundation.org

• OceanQuest on Instagram, LinkedIn, and X