Why AI Heat Is Not Revenue; The GTM Playbook for AI
AI demos are easy. Revenue is hard. A working playbook for selling AI to the enterprise.
Led by Varun Grover
What it's about
Everyone has AI heat right now. Boards want the AI plan. Every product team is shipping an agent. Every buyer is under pressure to show progress. Unfortunately, none of that creates actual revenue on its own.
AI deals stall in predictable places: procurement, security review, the CFO's spreadsheet. What survives is a sharp workflow, a target metric your buyer actually cares about, and clean pricing that matches the value delivered, not the vendor's costs.
This session is the full path: where to start, how to find the budget owner, how to price the work, and how to show proof that turns a pilot into a contract.
What you'll take away
- The five things every AI deal needs — miss one and it stalls
- Copilots, agents, and AI services make money differently. Know what you're selling.
- Charge for the work done, not the tokens burned
- The pitch that lands: 'the old way is too expensive now'
- Six steps from first meeting to expansion, starting with one broken workflow
Who should attend
Commercial leaders
Heads of sales, GTM, and revenue taking an AI product into enterprise accounts.
Founders
Building AI-native products and selling top-down into large organizations.
Strategy Leads
PMs and strategists who own the bridge between what's built and what's sold.
Who'll be leading
Varun Grover
Director, AI GTM at Rubrik
Varun Grover leads AI go-to-market at Rubrik, where he's responsible for taking new AI capabilities from launch to enterprise revenue. He's spent his career at the intersection of product and commercial strategy in fast-scaling enterprise software.
He works daily on the exact problem this session covers: translating frontier AI capability into something a large, risk-averse organization can buy, deploy, and trust — and doing it at the pace the market now demands.
He also writes Agentic AI with Varun, a newsletter on how agentic AI is changing the way companies build, operate, and sell.
Live on Zoom · 60 min
July 25 · 10:00 AM IST