Mark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund.

Discussed in this Episode:

• The current state of sales and marketing tech, with too much automation leading to spam and prospects tuning out messages.
• The Great Ignore, the place we have reached where buyers are ignoring 90% of sales activity.
• How basic contact and account data has become commoditized and no longer provides a competitive advantage.
• The launch of Operator, its manifesto and mission.
• The founding story and team behind Operator, including Mark and Max's history of working together.
• Operator's unique approach to using AI for finding interesting insights to enable relevant, targeted outreach.
• Incubating a company within GTMfund.

Highlights:
(4:00) Mark's background at Outreach and the early days of sales automation.
(6:41) The problem with relying solely on basic contact and account data for outreach.
(8:41) How Operator uses AI to find unique insights for personalizing outreach
(14:01) The vision for Operator: going from 20 sales touches to book a meeting back down to 2.
(27:58) The founding story of Operator and how the team came together.
(32:47) Comparing Operator's approach to other sales tech tools and their shortcomings.
(38:00) The dangers of AI-powered spam and the need for more targeted, relevant outreach.

Guest Speaker Links (Mark Kosoglow):
LinkedIn: https://www.linkedin.com/in/mkosoglow/

Host Speaker Links (Max Altschuler):
LinkedIn: www.linkedin.com/in/maxaltschuler/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

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The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.

This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
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