Alright, let’s talk AI.

We’re starting with a five-page contract that should have taken five minutes to read but turned into a full interrogation with AI. Then we jump into the hard truth the Scale report revealed about GTM teams. We wrap with what is changing in RevOps and why fractional leaders are becoming the shortcut smart companies are taking to get real impact.

Let’s get into it.

No, But Seriously…

I’m not saying AI is making me lazy… but it’s definitely revealing how soft I’ve gotten.

I opened a five-page contract yesterday. Five pages. The kind of thing any adult should be able to read in one sitting.

Adobe jumps in immediately with the confidence of a guy who’s never read a contract in his life…

“This appears to be a long document. Want me to summarize it?”

Long? Adobe, it’s five pages. One is basically a cover sheet. But sure, hit me with the CliffsNotes.

Then I start asking questions like I’m hosting a deposition.

Ten minutes later, I’ve spent more time messing with AI than it would’ve taken to actually read the thing.

It's funny, AI isn’t making us worse. It’s just exposing how quickly we’ll outsource anything that feels mildly annoying.

Dealing with contracts is literally part of my job, yet here I am, using an AI assistant to dodge four pages of actual reading.

Am I alone here, or is everyone else secretly negotiating with their own attention span too?

The Drop

Most GTM teams are strutting around like they’re “doing AI” because someone on the team built a custom ChatGPT. Cute.

But the Scale report makes something painfully obvious. 90% of GTM is still bragging about productivity gains that don’t move a single real metric.

I call it the the participation trophy version of AI. Everybody get's a gold star, nobody gets pipeline.

The real work is happening one level deeper, where the grown-ups are actually using AI to run revenue, not decorate it.

Teams doing that…

Why?

Because going deeper forces you to face the truth you’ve been avoiding for years, that your GTM engine still runs on effort instead of outcomes.

So instead of fixing the machine, most teams just duct-tape AI on top and call it innovation.

Plain and simple: AI isn’t the differentiator anymore. How you run your GTM is.

And if your team is still high-fiving because “AI wrote my email,” you’re already on the wrong side of the gap.

The Shortcut

RevOps is in the middle of a complete reset according to Jake Dunlap from Skaled Consulting.

He argues that 18 months ago, most companies still treated RevOps as the team that fixed CRM issues and pulled reports.

A lot of organizations are still stuck in that version of the role.

But the companies growing the fastest have turned RevOps into something entirely different.

Sales, marketing, and customer success are no longer running separate playbooks. They are operating in one system built to drive revenue from end to end.

Here’s the interesting part.

A lot of companies say they have adopted a RevOps model. But only a small percentage are actually executing.

Here is what is holding the rest back according to Jake:

1. There is too much tech and not enough time to make it work.
Teams are constantly reacting to new tools and updates. They rarely get the space to refine the systems they already have in place.

2. Companies expect one person to be fluent in every tool in the stack.
The average revtech environment is massive. A single operator cannot be an expert in all of it. Which means most tools are underused and deliver only a fraction of their value.

That’s why fractional RevOps leadership is on the rise. Companies want senior-level execution without taking on more full-time roles.

The leaders who are pulling ahead are not scaling by volume. They are scaling by precision and accountability.

If the revenue engine keeps evolving at this pace, how long before your org design evolves with it?

Here is the link to better understand why companies are turning to fractional leaders.

That’s it for today. Connect with me on Linkedin if you actually want to understand what an Autonomous Organization looks like in the real world.