What is the future of the GTM tech stack in 2026 and beyond with Waleed Shaarani

Описание: Waleed Shaarani is a "builder at heart" with an extensive background in both Big Tech and the startup ecosystem. Before joining Spikey.ai, Waleed held roles at OpenText and Twilio. He is also a successful entrepreneur, having co-founded Dreamfully, a visual meditation platform that scaled to 2.1 million users before being acqui-hired. At Spikey.ai, a Techstars-backed company, he leads go-to-market strategies to help sales teams transform raw data into predictable revenue growth through an AI-driven "revenue operating brain."
Guest’s LinkedIn: Waleed Shaarani

You will learn:
How the GTM tech stack is shifting from systems of record to intelligence
Why data infrastructure matters more than AI and how bad data kills AI ROI
Whether the CRM is evolving, being replaced, or quietly losing its central role
How real-time AI coaching (“Whisper”) outperforms traditional sales roleplay
Where AI can realistically replace humans in the sales cycle & where it can’t
How buyers should think about tool consolidation heading into 2026
What a “Revenue Operating Brain” looks like in practice and why it’s the future

The "Revenue Operating Brain" Concept (02:08 – 04:18)
Systems of Record vs. Systems of Intelligence (04:19 – 05:53)
The Death (or Evolution) of the CRM (05:59 – 09:00)
Data Infrastructure is More Important than AI (10:04 – 11:44)
Behaviour Change and Wearable Tech (12:29 – 14:51)
The AI Hype Cycle and 2026 Predictions (15:38 – 18:56)
Real-Time "Whisper" Coaching vs. Roleplay (22:56 – 25:33)
The Future of the Human Sales Rep (25:38 – 27:22)
2026 Buyer Consolidation & Strategy (27:22 – 30:15)