Weekly ABM/ABX Insights - The Future of GTM Is 50/50: How Human + AI Teams Win?
- NextGen ABM
- Jun 3
- 4 min read
Updated: Jun 3
Edition #39 | Published June 2, 2025
There’s a clear pattern emerging in the most effective revenue teams today: they’re not choosing between human or AI—they’re designing for both.
From GenAI-powered GTM agents to human-in-the-loop personalization systems, the new GTM blueprint isn't human vs. machine. It's human with machines.
For example, your reps may no longer start the call list, but they’re still closing it. And CMOs who design their strategy around this hybrid model are pulling ahead faster than those stuck in either extreme.
This week, we explore what this hybrid shift really means: new roles, new tools, and a new approach to orchestration, as highlighted in the most recent Saastr 2025: hybrid GTM teams (human + AI) consistently outperform both pure automation and human-only execution.
🚀 The Pulse: Must-Know Related Industry News
We read the latest AI x ABM News so you don’t have to.
ForgeX x Demandbase Releases 2025 State of ABM Report
ForgeX published its "2025 State of ABM Report," providing a comprehensive analysis of the current state of Account-Based Marketing. The report recognizes the varying deployment models of ABM and offers insights into effective strategies for account-based GTM approaches.
Salesloft's Research Agents Go Live
Salesloft’s May release adds new Account Research and Buyer ID agents. Together they are helping teams move beyond static data to dynamic, contextual insights.
Simpli.fi + Bombora Launch First Native Contextual B2B Ad Solution
Simpli.fi has partnered with Bombora to launch the first native contextual targeting solution for B2B—combining real-time Company Surge® intent data with Simpli.fi’s granular targeting capabilities. The result: more relevant, privacy-friendly campaigns that reach buyers when interest is high. With access to an extensive library of intent topics, advertisers can now deliver strategic, high-performing campaigns without relying on third-party cookies.
Clay Announces 'Sculpt' – Its First Annual User Conference
Clay unveiled plans for "Sculpt," its inaugural user conference scheduled for September 17, 2025, in San Francisco. The event aims to bring together GTM leaders to build AI workflows, share creative tactics, and gain early access to new features.
Apollo.io Achieves 500% Growth with AI Sales Platform
Apollo.io reported a 500% year-over-year growth in its AI-powered sales platform, now serving over 50,000 weekly active users. The company plans to add 300 new team members by the end of 2025 to support its mission of empowering sales teams with AI-driven GTM capabilities.
Zapier Evolves Its AI Agents for Enhanced Automation
Zapier announced significant updates to its AI Agents, transitioning from chat-based interactions to fully autonomous agents that operate independently in the background. The new "one agent, one job" approach simplifies workflow building, and the introduction of Agent Pods and an activity dashboard enhances user experience.
🎙 Voices of Influence: The 2026 GTM Team is 50% Human, 50% AI
“Hybrid teams—where AI automates signal capture and humans deliver tailored plays—are outperforming every other model.”
A powerful piece via SaaStr founder Jason Lemkin breaks down what many of us are already seeing:
The best GTM orgs aren’t replacing people with AI, instead, they’re reshaping roles around it. For instance, SDRs focus on personalization. AI handles scoring, research, and follow-ups. Management are learning how to design and manage the best performing Human + AI hybrid teams.
🔦 Case Study:
(Skipping this week – back next edition)
🔥 What’s Trending: Hot Picks from Web This Week
GenAI and software review sites like G2 are the top two sources that influence vendor shortlisting, according to Saastr 2025.
Top-performing teams use AI to score and suggest, then let reps craft micro-personalized campaigns. The human-in-the-loop approach is winning, according to Saastr 2025.
Crowdsourced results from builders: What’s one part of your job that AI has already changed—or that you think won’t exist the same way a year from now? Creating BOFU content is the one I would pick from those crowd sourced use cases.
The best video marketing channels with highest ROI and engagement to grow your brand this year is Instagram (short to medium form videos), per Hubspot.
🚀 Notable Funding Rounds in AI-Powered GTM Startups
Salesforce acquires Informatica: This move signals deeper convergence between data infrastructure and GTM orchestration, across identity resolution, consent management, and ABM signal integration. We should expect more to come from Salesforce in the near future
Clay Secures $40M in Series B Expansion, Valuation Rises to $1.25B: Clay, a GTM development platform, raised $40 million in a Series B expansion round led by Meritech Capital, elevating its valuation to $1.25 billion.
⚡ Execution Tips & Tricks for AI x ABM Success
Use Lovable.dev to build light AI tools from simple prompts.
Create repeatable GPTs: try to turn your prompts into reusable assets that generate consistent content or competitor insights.🔗 Alex Lindahl explains →
🛠 Martech Spotlight: Cool Tools & Innovations
HubSpot’s AI Clip Creator – A quick-edit tool to turn long-form content into short, shareable video clips.
FirstQuadrant – New AI sales execution layer that watches pipeline, flags follow-ups, and surfaces missed deals. Founders and reps get one dashboard where emails, tasks, and deal health live together. I find it cool.
📚 Knowledge Vault: Must-Read Resources
How Demandbase runs AI-Powered B2B Advertising with targeting and dynamic personalization? Useful insights from the Demandbase marketing leaders.
How Digital Media Powers ABM Wins (feat. Saima Rashid & Adam Kaiser) Watch on 6sense
ABM Account Tiering Strategy Playbook
🎤 ABM Insider: Events We’re Attending
💬 Quote of the Week
“CMOs want to use ABM, but they don’t implement it at a strategic level. They rely too much on technology without the right change management.”
– Scott Stedman, The Imaginarium (Source)
“Decision-makers rarely say, ‘We have a problem.’ But they drop hints everywhere—from competitor threads to Glassdoor reviews.”
– Marcin Pienkowski, Think Beyond (Source: Hubspot's Tip of the Week)
“If your campaigns don’t influence the AI models, you’re invisible to the modern buyer.”
– Guillaume Cabane, Hypergrowth Partners (Source)
🧠 Ready to revamp your strategy? Check out our past editions or let’s chat.
🎯 Until next time—stay bold, stay targeted.
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