How to Build an AI-Powered GTM Engine (Without Burning Out Your Team)

Hi there, Innovators,

We need to talk about AI, and not the press release kind.

Every GTM team we talk to right now is being told the same thing: “Do more with less.” But what they’re not being told is how. Whether they know it or not, most leaders need a strategy; a way to connect outcomes, tech, data, and people into something that actually works in the real world.

That’s exactly what this edition delivers.

It’s based on Momentum’s Practical AI Strategy Guide, a 7-step playbook for turning AI pilots into a real operating advantage. No hype. No fluff. Just smart orchestration, clear ROI, and proof from GTM teams already winning with it.

Let’s break it down.

Why Most AI Projects Flop (and How to Avoid It)

Here’s the inconvenient truth: 70% to 85% of AI initiatives fail to deliver value. And it’s not because the models don’t work, it’s because the strategy does. Momentum’s research lays out the 3 killers of most enterprise AI efforts:

• Tech-first mindset: Buying tools before identifying business problems.

• Data immaturity: Fragmented, messy, or inaccessible systems.

• Change management gaps: No adoption = no outcomes.

In this approach, you start with outcomes, not tech. Anchor to one meaningful business goal, whether it’s reducing churn, accelerating pipeline velocity, or improving margin, and then back into the AI capabilities that can get you there.

A 7-Step Framework for High-Impact AI Adoption

The strategy guide lays out seven smart, scalable moves any GTM team can follow:

1. Define a Business Target
   Not “use more AI.” Something measurable (like increasing win rate from 22% to 30% in 9 months).

2. Map the Real-World Pain Points
   What’s blocking progress?

3. Assess Data Readiness
   You don’t need perfect data, but you do need complete, consistent, and connected sources.

4. Match Capabilities to Needs
   Summarization, extraction, orchestration. Each plays a different role.

5. Evaluate Organizational Readiness
   Leadership alignment, incentive structures, and psychological safety matter more than your tech stack.

6. Implement in Phases
   Start small. One use case. One team. One pilot. Then build momentum (pun intended).

7. Measure and Optimize
   Track outcomes, usage, and impact—and adapt.

AEIOU: The Framework That Filters Out the Fluff

Momentum’s internal standard is something they call the AEIOU Framework. And it’s the best gut-check we’ve seen for separating real GTM AI from dressed-up automation.

• Aggregation – Can you unify signals across the entire customer lifecycle?

• Extraction – Can the system pull meaningful insights (not just transcripts)?

• Inputs – Are you capturing data from every meaningful touchpoint?

• Outputs – Do insights flow into workflows to trigger action?

• Under the hood – Is it embedded into your systems or duct-taped on?

This acronym serves as a lens for identifying whether your AI initiative will scale or stall.

Enterprise Results, Not Enterprise Theater

Here’s what real teams are reporting after adopting this framework and layering in Momentum’s AI orchestration:

• 25–35% increase in rep efficiency

• 3–10 hours saved per rep per week

• Up to 50% reduction in deal time-to-close

• Significantly improved CRM hygiene and forecast accuracy

• Risk detection and churn prevention before it shows up in the dashboard

And most importantly, all of this happens without adding headcount.

If your GTM team is serious about making AI useful (not just visible) this is the blueprint.

Inside, you’ll find:

• A diagnostic to pinpoint your team’s AI readiness

• Step-by-step implementation tactics

• ROI calculators and real-world case studies

• Prebuilt GPTs for common GTM workflows

• Warning signs to help you dodge common pitfalls

Don’t worry, it’s not a long-form white paper. Its all about strategy and a creating a launch pad for you and your team.

TL;DR:

• Most AI initiatives fail because they lack strategic alignment, clean data, and change management.

• Momentum’s 7-step playbook gives GTM leaders a realistic path to adoption and measurable ROI.

• The AEIOU framework is a gold standard for evaluating whether your AI is actionable or just automated.

• Teams at Ramp, Demandbase, and 1Password are seeing real, sustained performance gains using this method.

• You can download the full Practical AI Strategy Guide right now; no fluff, just tactics.

Want AI that actually helps your team sell, retain, and scale? This is how you start. For free!

Stay sharp,

Cat Valverde
Founder, Enterprise AI Solutions
Navigating Tomorrow’s Tech Landscape Together