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I’m Guy Rubin, Founder & CEO of Ebsta (now part of Fullcast), and now Managing Director…
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Guy Rubin shared thisI had the best time closing out GTM 2026 over dinner with ☁️ Cliff Simon and my lovely wife Dev Rubin. Big thank you to Sam Jacobs and the Pavilion team for running the best GTM conference yet! Anyone operators thinking of joining pavilion should do it, incredible learnings from peers
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Guy Rubin shared thisWhat an incredible day at Pavilion! My CRO Circle session was all about what the CRO really owns in 2026. The short version: ownership is shifting from owning people to owning the systems and outcomes that drive the business. And the data backs it up. Across 316 companies and $78B in pipeline, teams that hired their way to growth saw revenue per seller drop 26%. Teams that invested in the system behind their people grew it 61%. Huge thank you to Pavilion for giving me the space to dig into a topic I’m pretty passionate about. But honestly, the people have been the highlight. So many great conversations, new faces, and catching up with friends like ☁️ Cliff Simon and Seamus Ruiz-Earle. The party doesnt stop there. The Fullcast Revenue Roadshow is up next tonight. After a day like this, I’m even more excited to get another room full of revenue leaders together and see where the conversation goes. NYC, let’s go!
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Guy Rubin shared thisLast night’s GTM event was a pretty great warmup for what’s ahead in NYC. Manny Medina brought some seriously good insights. I walked out with a full page of notes and a lot to think about, and I’m already looking forward to digging into them after this week. That’s what I love about being in these rooms. You hear what’s actually happening inside revenue teams, what’s working, what’s not, and what leaders would do differently if they could do it all over again. And there’s plenty more on the agenda today. Next up: CRO Circle today, then the Fullcast Revenue Roadshow tonight. Two very different rooms, two very different conversations. Can’t wait!
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Guy Rubin shared thisWhat a great day. Over hours on stage at the CEO and CRO Pavilion circles in NYC. Thanks for all the support Adam Roberts
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Guy Rubin shared thisHow are revenue leaders actually thinking about AI right now? I’ve spent my first day in New York hearing about it from two different angles. Sunday night, I was at the Zig.ai launch in Williamsburg, where I got to hear a great panel on the future of AI in revenue teams and meet some really interesting people across the tech and GTM space. This morning, I continued the conversation with Des J., CRO at Waystone, from his office with a pretty great view of Salesforce Tower. I’m here through Friday. If you’re around, send me a DM and let’s grab a coffee!
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Guy Rubin shared thisNew York, I’m coming your way in a few days! I’ll be joining Amy Osmond Cook, Ph.D. as co-host for a small, exclusive dinner with Fullcast and a handful of other great hosts. We’re bringing together a group of revenue leaders for an evening that should be a lot of fun and hopefully leave everyone with a few new ideas to take back to their teams. Before dinner, I’ll be speaking at Pavilion’s CRO Circle about what the CRO actually owns, and why that matters more than ever. We’ll dig into 2026 data on ownership, systems, and where growth is really coming from, including the uncomfortable reality that for many companies, roughly half of growth now comes from expansion rather than new logos. I’d love to chat before or during one of these events! If you’ll be in NYC, come say hi. Register here: https://lnkd.in/ePdATibt
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Guy Rubin shared thisBy the time I leave New York next Friday, I'll have crossed the entire country, stopped for dinner in San Francisco, spent a few days in Kansas City, and spoken at Pavilion CRO Circle. All in the span of two weeks. I'm heading out today, and every time I do a trip like this, I'm reminded why I love this job. Not the flights or the hotel rooms, but the dinners. Sitting across the table from people who are living the same challenges I am, trading notes on what's actually working in revenue right now instead of what's supposed to work on paper. San Francisco until Thursday, dinner tonight included. Kansas City until Saturday. Then New York until the following Friday, where I'm speaking at Pavilion GTM and closing the trip with the CRO Circle dinner. If you're going to be in SF, KC, or NY over the next couple weeks, tell me. I'd love to grab time to chat, whether we've known each other for years or we're about to meet for the first time. Details on New York dinner: https://lnkd.in/ePdATibt Talk soon! ✈️
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Guy Rubin shared thisWill you be at CRO Circle with Pavilion on September 29? I've been working on a special conversation, one I believe CROs need to hear right now: What the CRO Owns and Why It Matters. I'm bringing the data, pulling straight from our recently released 2026 Benchmark report to break down ownership, systems, and who actually moves the number. And if you're free after, I'm co-hosting an invite-only revenue roundtable dinner with Amy Osmond Cook, Ph.D., just down the street, right after the event. Small group of revenue leaders, with real conversation and a even better dinner. If you'll be in NYC for the event, or just in the area, I'd love to chat before then! DM me if you want to talk RIaaS, the report, or grab a seat at the dinner.
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Guy Rubin shared thisPipeline maturity is more than just having enough pipeline. It looks at how much of your open pipeline has actually progressed into the stages where deals are closer to revenue, rather than sitting in early qualification or discovery. Why does that matter? Because a pipeline full of early-stage opportunities may look healthy on paper, but it doesn’t necessarily give you enough near-term revenue to support the quarter. Stage distribution and deal progression can provide a clearer view of pipeline health. We recently looked at the deals within one company and found a wide range of pipeline maturity across its territories. EMEA South: 41% US East: 34% US West: 27% DACH: 26% Meanwhile, ASIA was at just 9%, with an average sales cycle of 293 days. This is why looking beyond total pipeline dollars matters. Where your deals are in the process can tell a very different story. Want to see what your pipeline maturity looks like? DM me for a personalized RIaaS report.
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1w
Sam Jacobs just testing.
See you Saturday!
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Guy Rubin liked thisGuy Rubin liked thisI’m at the Pavilion GTM Conference enjoying an awesome and insightful presentation from the incredible Amy Konary - every time I engage with Amy, I learn a tremendous amount! What a valuable resource and role model!
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Guy Rubin liked thisGuy Rubin liked thisBetween Pavilion's GTM 2026 and the Revenue Roadshow, this might have been the biggest stop on the tour yet. Huge shoutout to Guy Rubin, who brought two incredible sessions to CRO Circle Day, packed with data, sharp insights, and the kind of questions that had tables buzzing well after he stepped off stage. Talking through what the CRO actually owns and why it matters hit exactly the right note for this room. That energy carried straight into dinner. With the Fullcast crew and hosts in tow, Amy Osmond Cook, Ph.D., Guy Rubin, and Lance Evanson joined our partners at the table, surrounded by revenue leaders fresh off a day of GTM sessions, digesting what they'd just learned and comparing it to what they're actually seeing day to day. The noise in the ecosystem is loud right now, and it was refreshing to sit down with people across so many industries and backgrounds and just talk through what's real versus what's hype. Thank you to everyone who made the trip, spoke, hosted, and showed up ready to dig in. One more day at GTM 2026, and then we'll see you in Boston next month! https://lnkd.in/guzrfvb8 #RevenueRoadshow #GTM #RevOps #Pavilion #Events
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Guy Rubin liked thisGuy Rubin liked thisIs the CRO still a job in two years? Thats how the CRO Circles at #GTM2026 opened. We didn't dodge it. Heres where I landed after a day of healthy debate with LOTS of CROs: 1. AI made information cheap. Judgment is now the edge. Every team has the same data, so the win is knowing what to do with it. 2. Most AI outreach sounds the same. At my table I argued the fix isnt more personalisation, its better timing. 3. The signal that matters is the one nobody else is acting on yet. Thats where I pushed the conversation, and where we spend our time at LFG. 4. AI without a methodology just scales noise. Several CROs said the same about their own teams. 5. Build vs buy is the new objection. Buyers will nail the easy 80% themselves and underestimate the 20% that drives revenue. 6. When we redesigned roles for a hybrid human and agent org, my non-negotiables were relationships, judgment, and knowing the customers business better than any tool. 7. The foundations of revenue havent changed. What they mean has. Rooms like this sharpen your thinking fast. V Grateful to be in them 🚀 🚀 Today the official GTM conference kicks off. Day 3, LFG!!! #PavilionGTM #CROCircle #AIinGTM Brian Walsh Guy Rubin Perry Fetterman Martina Baccolo Angela NgoAmani PhippsChristian Klezl 🧭Zachary Gropper Christopher Gannon
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Guy Rubin liked thisGuy Rubin liked thisThere are so many ways to use AI that industries haven't leveraged or automated yet. Mark Hartmann brought up roofers as an example. Roofers used to drive out, climb up, and measure every roof by hand before they could quote a job. With AI, they can pull it up in an app and send the quote without leaving the office. That means faster quotes, fewer wasted trips, and more jobs won. On this episode of the Go to Market Podcast, Amy Cook sits down with Mark to talk about where AI is already quietly changing how businesses sell, operate, and grow. Full podcast episode here: https://lnkd.in/g_DQerV9 #GoToMarket #AI #RevOps #B2BSales #Podcast
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Guy Rubin reacted on thisGuy Rubin reacted on thisThis year alone I’ve traveled to 42 cities . Across 8 countries . But today is a bit more special than the rest Because I’m finally traveling to Brazil where a big part of our team is. We’re bringing everyone here together to discuss what the next year of Chili Piper looks like If you followed me for a bit you might already know I’m mesmerized by the Brazilian culture . They always seem to be in a good mood. And if they are not , they are very transparent and straightforward about what’s going on . They seem to have cracked the joy code It’s my first time traveling to Brazil so if I manage to figure out their secret for always brining great vibes to work I will 100% post about it after this trip 😅
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