‍[San Francisco, CA] — UserGems, the AI command center for outbound and ABM, today announced the launch of Brains of GTM, a new webinar series that puts the microphone in front of revenue leaders who are running successful signal-based, AI-powered GTM plays.

The first session featured two influential leaders in B2B revenue: Mark Kosoglow, CRO at Docebo, and Kevin Driscoll, Head of Global ABM at Datadog. Together, they shared how they each built what they call a "GTM brain", an intelligent system that sits between their CRM and their execution tools, continuously processing signals, scoring accounts, and telling their teams exactly who to contact, what to say, and when to act.

The results speak for themselves. Using UserGem's Kosoglow's team at Docebo went from sub-2% to 11–16% reply rates, generated over 100 enterprise opportunities in their first six months, and saw reply rates jump 30x in two weeks after enabling localized sequences in European markets, all without adding headcount. Driscoll's team with his self-made "brain" at Datadog is now booking 25-plus meetings per week with Fortune 500 companies, and at one point was booking so many meetings that RevOps had to revise their monthly quota targets mid-year.

"I would say UserGems was a tool for us before we leveraged it in a strategic fashion," said Kosoglow. "This is now much more than a tool. It is something that would be almost impossible for us to pull out now. It's so integral to our success."

At the core of both systems is the same principle: stop making reps do things machines can do better. Kosoglow's VP of Business Development puts it in terms of five decisions every BDR makes on every outreach, which account, which persona, which message, which cadence, which CTA. Kosoglow's team automated all five using UserGems' Data Agents and Intelligence Agents, which ingest first and third-party signals, score and prioritise every contact, and queue personalised, AI-written sequences directly into Outreach.

Today, 56% of all BDR activity at Docebo is driven by the brain, with 14,500-plus contacts actively moving through it, and 80% of rep time is spent on the top 20% of highest-converting accounts.

Driscoll took a complementary approach on the marketing side. Rather than warming accounts and calling it done, his team runs Pipeline Generation Days, structured sprints where SDRs are handed pre-built contact lists and AI-generated messaging and given one objective: book meetings. His ABM motion layers in surround-sound advertising across Meta, Reddit, and Google (because, as he noted, his technical ICP doesn't live on LinkedIn), hyper-personalised microsites built for each individual account, and a custom signal-scraping system that monitors Reddit and Downdetector for prospect outages, what he calls "signal alpha," the competitive moat that no one else has thought to build.

"There's no such thing as a bad meeting," Driscoll said. "Even meetings that are unproductive give you more information than you had before. If you get meetings, the pipe will take care of itself."

The Brains of GTM series was created in response to what UserGems identified as a gap in the market: an overwhelming volume of theoretical content about AI, signals, and GTM orchestration, with a need for more practical evidence of what it actually looks like to build and run these systems at scale.

"We wanted to move past the theoretical and get stuck into the practical," said Martha Whiting, Content Marketing Manager at UserGems. "Every revenue team today has a system of record and a system of action. What most teams are missing is the intelligence layer in between, the brain that knows what's happening right now and what should happen next. That's what this session is about: the people who have actually built that brain."

The next session in the Brains of GTM series will be announced shortly. The full recording of the first session is now available on YouTube.

‍About UserGems

UserGems is the AI Command Center for B2B revenue teams, the brain that sits between your CRM and execution tools. We unify signals, prioritize buyers using transparent AI scoring, and deploy AI agents (Gem-E) to automate outbound and ABM execution. Customers include Mimecast, Workday, Salesloft, Sendoso. Learn more at www.usergems.com.