EP 97: Why AI Won't Fix a Broken GTM Strategy

Adding AI to your workflow won't solve underlying problems. It simply makes your existing systems move faster for better or worse. Vikash Koushik head of demand gen at Docket explains why successful AI adoption starts with strong GTM fundamentals, clean data, and a clear understanding of customer problems before adding more tools to the stack. From evaluating AI products and improving CRM quality to scaling demand generation, attribution, content, and creator partnerships, Vikash shares practical lessons on using AI to support better decision-making rather than replacing strategic thinking. You'll learn why clean data is the foundation of effective AI, how conversational AI is changing buyer journeys, where AI creates the biggest impact in demand generation, why messaging still matters more than automation, and how to build a GTM strategy that scales alongside AI. 02:01 Why AI amplifies existing processes instead of fixing them 04:56 Evaluating AI-native tools versus legacy software 06:57 Cleaning CRM data before adding AI 10:41 How conversational AI is changing website engagement 12:43 Improving sales qualification with AI agents 14:19 Where conversational AI delivers the most value 16:35 AI-powered experiences for paid media and ABM campaigns 18:53 Turning AI conversations into customer insights 19:41 Demand generation channels that still outperform expectations 21:02 Why webinars continue to work in B2B 22:17 Facebook Ads in modern B2B demand generation 24:56 Communities, newsletters, and trust-driven growth 27:57 Choosing the right B2B creators and partnerships 31:48 Building an authentic LinkedIn presence 39:44 Clay, AI workflows, and smarter GTM operations 50:52 AI tools making the biggest impact today Follow ⁠Vikash⁠ on LinkedIn   / vikashkoushik