GTM Layer Insights

ERP GTM. Sharp thinking.

Practical perspectives on agentic AI, signal-led selling, and go-to-market strategy for ERP partners in APAC.

AI & Sales8 min read

How Agentic AI Is Changing the SDR Function — And What It Means for B2B Sales

Agentic AI doesn't just automate tasks — it changes the fundamental division of labour in sales. Here's what the SDR function looks like when AI agents handle the intelligence work.

Shane Kennedy

1 March 2025

GTM Strategy7 min read

Why ERP Partners Need Signal-Led Selling (And How to Start)

Generic outbound no longer cuts it in the ERP ecosystem. Signal-led selling — where outreach is triggered by real-time buying signals rather than static lists — is becoming the baseline for partners that want to compete.

Shane Kennedy

10 February 2025