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reopt Handbook
reopt Handbook
AI-Era GTM

Strategy Reset

AI GTM PrinciplesMarket and ICP ResetPositioning and Messaging

Demand Generation

AI Discovery and ContentSignal-led Demand GenAI Outbound

Revenue Motion

Hybrid PLG and SLGPOC and Value EngineeringSales Agent PlaybookPricing and Packaging

Retention and Expansion

Customer Success and ExpansionRevOps Data StackOrganization and GovernanceMetrics and Operating Rhythm

Execution

90-Day RoadmapTemplatesCases and Samples

Appendix

Verification ReportUpdates
Handbook›AI-Era GTM›Updates
한국어KOEnglishEN

Updates

Change log and source refresh notes for the AI-Era GTM handbook.

Written and reviewed by Eric Han · Co-founder & CTO, reopt

2026-10-23 · AI search measurement and agent billing

  • Clarified Google AI search eligibility, lack of special markup requirements, and aggregate Web reporting.
  • Added HubSpot overage defaults for additional Credits purchased before/on or after September 16, plus shared-balance limits.
  • Separated prospecting drafts, reviews, delivery, and consumption; expanded RevOps reconciliation and incremental outcome examples.

Earlier updates

Latest update

June 13, 2026

Change Log

2026-06-13

Summary

  • Fixed all 18 internal navigation links on the cover page so they keep the English locale prefix (/books/ai-gtm/... → /en/books/ai-gtm/...), preventing a 308 redirect that leaked readers into the Korean edition.
  • Reviewed the handbook for typos and Markdown/notation consistency as part of the June 2026 refresh round.

Affected chapters

  • index.mdx

2026-06-10

Summary

  • Created the full English version of the AI-Era GTM handbook.
  • Rechecked public sources from BCG, McKinsey, Salesforce, ICONIQ, and HubSpot.
  • Added FormulaCalc calculators for ICP priority, signal priority, POC ROI, AI package margin, NRR, AI GTM ROI, and use-case priority.
  • Updated verification date, numeric benchmark tracking, and calculator validation.
  • Connected the English locale registry and homepage metadata.

Affected chapters

  • index.mdx
  • principles.mdx
  • market-icp.mdx
  • positioning-messaging.mdx
  • ai-discovery-content.mdx
  • signal-demand-gen.mdx
  • ai-outbound.mdx
  • hybrid-plg-slg.mdx
  • poc-value-engineering.mdx
  • sales-agent-playbook.mdx
  • pricing-packaging.mdx
  • customer-success-expansion.mdx
  • revops-data-stack.mdx
  • org-governance.mdx
  • metrics-operating-rhythm.mdx
  • roadmap-90days.mdx
  • templates.mdx
  • case-samples.mdx
  • verification.mdx

Source links

  • https://www.bcg.com/publications/2026/why-b2b-software-firms-need-a-go-to-market-reset
  • https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/the-surprising-economics-of-b2b-growth-the-new-survival-threshold-and-what-it-takes-to-thrive
  • https://www.salesforce.com/news/stories/state-of-sales-report-announcement-2026/
  • https://www.iconiq.com/growth/reports/state-of-go-to-market-2026
  • https://www.hubspot.com/company-news/how-we-grow-with-agent-first-gtm

Related docs

Updates

Harness Engineering · Change log for the Harness Engineering handbook

Updates

LLMOps and AgentOps in Production · Changelog for LLMOps and AgentOps in Production

Verification Report

Source review, claim checks, benchmark tracking, and calculator validation for the AI GTM handbook.

Earlier verification records

Claude Code Command Master · Claude Code: Earlier review dates, version baselines, and findings, with a link to the current verification scope.

Verification Report

Claude Code Complete Guide · Verification checklist for the English Claude Code handbook locale.

Verification Report

Source review, claim checks, benchmark tracking, and calculator validation for the AI GTM handbook.

On this page

2026-10-23 · AI search measurement and agent billingEarlier updatesChange Log2026-06-132026-06-10