You’re Hiring Too Many Reps
Scaling Vertical AI: our GTM panel from The Verticalist Summit 2026
On September 23, we hosted the second annual Verticalist Summit in San Francisco, a half-day, invite-only gathering of founders, operators, and investors building Vertical AI. Last week, we shared the day's first session, where Euclid’s Nic Poulos covered the State of Vertical AI and walked through our research on where value is accruing in the AI application layer.
Today, we’re sharing our go-to-market panel, Scaling Vertical AI. It covers how sales and distribution are changing in the AI era, from founder-led sales to FDEs. Moderated by Mike Powers (BuildVision), panelists included Justin Levine (Shepherd), Kyle Norton (Lassie), Cecilia Ziniti (GC AI), and Roland Ligtenberg (Housecall Pro). Here are three moments you shouldn’t miss:
6:08 — “ARR per unit of go-to-market effort”
12:08 — Cecilia’s navy blazer story
To read the full piece, head over to The Verticalist on Substack.