Jordan Crawford (Founder @ Blueprint GTM) returns with a reality check for GTM leaders: The ChatGPT era is over. We're entering the season of Claude Code. That means you can move past static prompts and brittle workflows. We are now in a world where autonomous agents write code, execute complex goals, and learn recursively. Jordan breaks down how to set up local environments where context compounds over time, allowing you to deploy "infinite interns" against your most manual processes.

A few of the topics we cover:

The 3 Eras of GTM AI: Why we've graduated from ChatGPT (text) and Clay (linear workflows) to Claude Code (autonomous engineering).

Adapt or Die: Jordan shares some benchmarks of the absurd growth that's possible in specific areas

Atomic Leverage: How to identify the tasks in your sales org that agents can execute at scale.

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Chapters:

00:00 Introduction to Jordan Crawford and Claude Code

02:46 Defining Claude Code and Agentic Capabilities

04:47 Real-World Example: Automating Manual Enrichment

08:17 How Claude Code Differs from ChatGPT and Gemini

11:12 Building Compounding Context in Local Folders

15:23 The Three Eras: ChatGPT, Clay, and Claude Code

19:09 Recursive Improvements and Autonomous Agents

26:08 Claude for Work vs. Terminal-Based Claude Code

28:06 Understanding Plan Mode and Sub-Agent Workflows

37:05 The CRO's Role in Identifying Automatable Tasks

40:06 Scaling Atomic Tasks for Massive Productivity Gains

46:54 Developing Technical Taste and AI Intuition

51:49 The Critical Role of Context and Integration

58:44 Building an AI Chief of Staff for Decision Making

75:40 How to Install and Start Using Claude Code

Tyler Will (VP RevOps, Intercom) breaks down how Intercom overhauled its go-to-market engine after shifting to AI-first products.

What we cover:

- Why too many revenue leaders obsess over success metrics but ignore the inputs that actually drive them

- The specific comp plan changes Intercom made when moving from seats to usage-based pricing... including giving reps MRR credit for overages without forcing awkward contract conversations

- How post-sales motions fundamentally change when you're monetizing resolutions instead of seats

- Tyler's four principles for comp plans that actually work

Also discussed: When to do a real comp overhaul vs. minor tweaks, why RevOps teams are getting bigger before they get smaller, and using Claude Code to query Snowflake directly.

Chapters:

00:00 Introduction and Guest Background

01:59 Shifting Focus From Success Metrics to Input Metrics

06:06 AI Literacy Required for Modern Revenue Leaders

09:24 Selecting Metrics Without Micromanaging Behavior

17:01 Intercom's Internal and GTM AI Transformation

20:01 Shifting to Resolution-Based Pricing Models

25:46 Evolving the CSM Role for Consumption

28:53 Adapting Compensation Plans for Usage-Based Revenue

33:52 Core Principles for Variable Compensation Design

44:37 Aligning Compensation Strategy With Product Roadmaps

52:00 Restructuring RevOps and Hiring GTM Engineers

56:44 Automating RevOps Tasks With Cloud Code

01:05:58 Impact of AI on SDR and Success Teams

01:09:10 Specific Internal AI Use Cases at Intercom

01:15:20 Quick Fire: Good vs. Great CROs and Advice

Jason Lemkin (Founder & CEO @ SaaStr) returns to talk about replacing his sales team with 20+ AI agents.

What you'll learn in this episode:

- Why Jason stopped paying six-figure SDRs who ghost—and what he built instead

- The 70,000 AI-sent emails that drove 15% of SaaStr London revenue

- How to pick your first AI tool (hint: do a 2-vendor bakeoff, not 10)

- Why Salesforce is suddenly the hub every agent needs

- The "incognito test" every GTM leader should run on their own website

(And a whole lot more!)

Thanks for tuning in. Catch new episodes every Wednesday.

Subscribe to Topline Newsletter.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech.

Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!

Chapters:

00:49 Introduction and Jason's Investment Philosophy

04:07 Evaluating Founders and the "Why Now" Question

09:32 The Step Function Change in GTM AI

14:15 Managing Conflict Between Multiple AI Agents

17:43 Replacing Human Sales Teams with AI Agents

21:50 The Importance of Forward Deployed Engineers

24:57 The Terminal Decline of Mid-Pack Sales Roles

30:09 Finding the Internal GTM Nerd to Lead AI

34:15 Executives Must Roll Up Sleeves and Implement

46:22 Fixing Inbound and Support with Instant Answers

53:15 Why You're Failing To Source The Right Tools

57:27 Evaluating Incumbents vs. AI-Native Startups

01:02:41 The Salesforce Renaissance and Agentforce

01:09:45 Triple, Triple, Double, Double in the AI Era

01:15:28 Choosing Between High Intensity and Lifestyle Roles