In this episode of the Revenue Insights Podcast, host Guy Rubin, Ebsta Founder, MD of Revenue Insights at Fullcast, sits down with Peter Grant, Chief Revenue Officer at You.com, to discuss what it really takes to scale in an AI-first world and why most revenue teams are quietly falling behind.

Peter has built his career at the exact moment that industries shift—joining Siebel Systems, Salesforce, and C3.ai before they became category leaders. Now, he's at the forefront of the next transformation and his perspective is that the release of ChatGPT reset GTM entirely.

For instance, by layering tools like Claude and Gong into their workflows, leaders can:

• Break down every customer conversation

• Track deal progression against reality—not CRM guesswork

• Identify risk before it shows up in the forecast

At You.com, the focus sits squarely on indexed AI agents that answer complex, domain-specific questions. As Peter points out, this is the shift from information retrieval to decision enablement.

Peter breaks down the framework he uses to evaluate AI companies before they break out:

• People: Can this team actually deliver?

• Market: Is the pain real or manufactured?

• Product: Does it create immediate, accurate value?

• Timing: Can they move faster than the market?

Miss one and the whole thing collapses.

Guy and Peter explore why:

–AI is creating a "performance divide" in Sales

–Why SaaS pricing is being rewritten in real time

–Why seat-based pricing is losing relevance.

If you're a:

• CRO trying to scale in an AI-first market

• RevOps leader responsible for making AI actually work

• Founder navigating pricing, positioning, and product-market fit

This episode will challenge how you think about growth.