GTM AI Adoption That Actually Sticks: Optimization, Amplification, and Reinvention (with Jonathan Kvarfordt)

Episode notes

#44 - You're feeling the pressure. Every board meeting, every LinkedIn scroll, every all-hands - AI is the expectation. But here's what the data actually shows: as of mid-2025, only 7% of companies had truly operationalized AI. Not just handed out a ChatGPT license. Actually embedded it into how their teams work. So if you've been wondering whether everyone else is further ahead than you - they're not. And what you do in 2026 to close that gap will determine how far ahead you get to be. In this episode, Jonathan Kvarfordt (Coach K) joins Mandy Hornaday to break down what operationalizing AI actually looks like inside go-to-market teams - not the hype version, but the version backed by real conversation and pipeline data. Jonathan is VP of Go-to-Market Strategy and Marketing at Momentum.io, a conversational data platform recently acquired by Salesforce. He also teaches AI and sales at Bryant University and advises over ten companies on AI strategy and go-to-market. If you're a CMO or marketing leader trying to figure out where to place your bets right now, this conversation will give you a much clearer lens.