In this episode we discuss: How to really use AI in your GTM team. We are joined by Donna McCurley, Creator of the AI Sales Operating System™ (AiSOS).

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We chat about the following with Donna McCurley:

1. Who should actually “own” AI inside your GTM function — and what happens if nobody does?
2. What does real AI governance look like in practice — beyond policies and buzzwords?
3. Are AI agents creating hidden shadow systems inside your organisation?
4. Why are most AI rollouts in sales failing to drive measurable revenue impact?
5. How do you move from AI experimentation to a true AI sales operating system?

1. https://www.linkedin.com/in/donnamccurley/

Donna McCurley is the creator of the **AI Sales Operating System™ (AiSOS)** and a go-to advisor for SaaS revenue teams who want to turn AI from “extra noise” into a real growth engine. She leads Global Sales Enablement teams and has helped 100s of sellers cut out busywork, triple their pipeline coverage, and adopt AI workflows that actually stick.

With a background that spans classroom teaching, Fortune 500 enablement leadership, and consulting with companies like McAfee and HPe, Donna has built a reputation for stripping away complexity and focusing on what truly drives revenue. Her work blends proven sales methodologies with practical AI deployment—think Microsoft Copilot, ChatGPT, Gong, and SalesLoft stitched together into one coherent system sellers can actually use.

At her core, Donna is obsessed with solving a simple but critical problem: too many sales teams are drowning in admin work, bloated tech stacks, and outdated playbooks. Through AiSOS, she’s building a future where sellers spend less time clicking around and more time closing deals.

To learn more about Beth and Brandon or to find out about sponsorship opportunities click here.

In this episode we discuss: AI in the future of work. We are joined by Agata Nowicka, Managing Partner of the AI Visionaries Accelerator.

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We chat about the following with Agata Nowicka:

1. Are high-growth founders underestimating the role of distribution from day one?
2. At Series B and beyond, is your monetisation model actually aligned with value delivery?
3. Could your onboarding and sales process be quietly eroding the value you promise?
4. Will AI fluency soon become a non-negotiable capability in your workforce?
5. Are you building an AI-first company — or just layering AI onto old plumbing?

1. https://www.linkedin.com/in/agata-nowicka/
2. https://femalefoundry.substack.com/
3. https://www.aivisionaries.co/
4. https://www.femaleinnovationindex.com/

Agata Nowicka is the Managing Partner at AI Visionaries—an AI accelerator launched with Google to scale Europe’s most innovative AI and deeptech startups. With 12 years of experience as an angel, VC investor and founder of two tech businesses in the U.S., Hong Kong, and the UK (one exit), she is also the author of the Female Innovation Index—the largest analysis of female-led innovation and funding in Europe. Agata holds an MBA from Wharton and INSEAD and is an advisor to startups and accelerators including Techstars, the University of Cambridge Founders Accelerator, and Village Capital.

To learn more about Beth and Brandon or to find out about sponsorship opportunities click here.

39:04 – Introduction & Founder Focus Shift

42:04 – Monetisation Beyond Revenue

45:04 – Sales & Onboarding as Value Proof

48:04 – AI Fluency as a Workforce Standard

51:04 – Moving to an AI-First Model

54:05 – Business Complexity & “Plumbing”

48:20 – Resilience in High-Growth Environments

49:49 – Leadership in an AI Era

57:05 – The Future Belongs to Visionary Founders

In this episode we discuss: What is the CEO’s job? We are joined by Keith Wallington, Chairperson and Investor in B2B SaaS businesses

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We chat about the following with Keith Wallington:

1. What actually changes in an operating model as a company scales – and what shouldn’t change, even under pressure?
2. How do you design an organisation that moves fast without creating chaos or decision fatigue?
3. When does adding structure genuinely unlock performance, and when does it quietly slow teams down?
4. How can operators tell the difference between a scaling problem and a leadership problem?
5. What questions should COOs be asking before a Series B or major growth phase to avoid painful rework later?

1. https://www.linkedin.com/in/keithwallington/

Focussed on Series A and Growth stage B2B SaaS businesses that deliver vital, core services to their customers.

Keith has led strategy and execution in technology businesses since the 1990’s, driving growth in Europe, the USA and Africa: His experience in driving online business models spans Retail Banking, Telecommunications, Online Live Broadcasting and Software as a Service (SaaS): He has led strategy and execution initiatives at businesses including Microsoft, Standard Bank, Omnicom/TBWA, MTN Group and Mimecast.

From 2008 – 2014 Keith spent 6 years driving growth at Mimecast, best in class and global leader in SaaS based email security, archiving and continuity: Here he assumed a number of C Level roles, including COO, spanning most of the business from Marketing to Customer Experience to Technical Operations as he championed scalable, efficient growth during this phase of hyper growth (from $6m to over $110m Annual Recurring Revenue) and global expansion from the UK base.

After preparing Mimecast for IPO Keith refocused his attention to support businesses on their growth journey. Keith invests in and assumes board roles with post Series A businesses. He engages directly and also collaborates with Venture Capital and Private Equity teams to co-invest and add depth to portfolio company boards.

To learn more about Beth and Brandon or to find out about sponsorship opportunities click here.

05:30 – Why operating models break during growth

12:45 – The tension between speed and structure

19:30 – Horizontal vs vertical operating models

26:00 – Decision-making at scale

30:00 – What scaling exposes about leadership teams

38:30 – Preparing for Series B (before it’s too late)

47:00 – Operating principles that actually stick

55:30 – Signals your operating model needs a reset