I will be speaking at the "AI promised to fix pipeline - Why is the No-decision rate still rising?" panel on June 4th in Berlin, hosted by Cuvama.

I use AI to build pipeline. I run sales audits with AI. I coach sales teams on how to use AI in their GTM motion. And I am also on the receiving end of a lot of AI-generated outreach as B2B software buyer.

That dual perspective is what I'm bringing to the panel. And my argument is this: the GTM industry has solved the wrong problem.

We optimized for volume, then for personalization, and now we're drowning in automated messages that feel synthetic, carry no real positioning, and communicate nothing about why the product actually matters to this specific buyer.

I was recently judging a Clay Club competition here in Berlin. The technical execution was impressive: ICP targeting, localized outreach, sophisticated workflows. What was missing was the message. Not the personalization layer. The actual value proposition. The pain-solution fit. The reason to care.
And I think I know why. Go-to-market engineers are handed a product and told to personalize. But somewhere between the CMO, CRO, and CCO, ownership of strategic messaging disappears.

But also in the German Mittelstand, we are seeing a development where our hidden champions have implemented several AI pilots, and are struggling to deliver on the fast ROI that's being expected. At this point, AI will not help, we need curious human discovery: "What stalled the projects? The tool, the data, the integration or the change management?" Exploring what went wrong, and offering a real view of what impact is achievable by when, makes the difference in building longstanding customer relationships that build value together.

These are just two of my arguments I will be bringing to the discussion. If you lead revenue or a GTM function in the Berlin region and want to weigh in, come join us.

June 4th, 08:00, TechSpace Berlin. Registration in the comments.
On the panel with me the esteemed Steven Lewandowski Troels Nørgaard & Patrick Moorhead next week.
Check this out: Dr. Lukas Pfahlsberger Einstein Professor Dr. Dr. Jan Mendling and noreja team :-)