{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Growth Wizards Podcast","title":"How Impartner scaled through change, AI, and staying genuine","html":"","width":"100%","height":180,"duration":1462,"description":"Summary\nWhat happens when a sales team stops opening its CRM entirely? In this episode of Growth Wizards, host Tanner Green sits down with Curtis Brinkerhoff, Chief Revenue Officer at Impartner, to unpack how his team replaced the Salesforce interface with a single AI console that updates every system from one recorded call, why enterprise companies are seriously considering eliminating their CRM altogether, and how a challenging product experience ultimately became the foundation of one of the most stable integration architectures in the industry. Curtis also shares the demand generation philosophy he's carried from BDR to CRO over twenty-plus years: the more AI drives the world, the more people yearn for genuine relationships. A must-listen for CROs, RevOps leaders, and anyone rethinking their go-to-market stack.\n\nChapters\n00:00 Cold open and intro\n00:45 Curtis's path from BDR to CRO at Impartner\n02:00 Why 78% of B2B companies now run RevOps\n04:20 Replacing the CRM with one AI console\n06:15 Will enterprises eliminate the CRM entirely?\n07:20 Scaling from $3M to $100M and doing your homework\n11:05 Partner ecosystems and the alignment problem\n15:55 The failure that became Impartner's backbone\n19:15 Agentic models, marketplaces, and what's next\n22:30 Staying genuine in demand gen\n\nTakeaways\n- RevOps has become the connectivity fabric between systems, process, and people, and its importance grows as AI reshapes how revenue teams operate.\n- Impartner's sales team works from one AI console connected to every platform through MCPs, so a single recorded call updates contacts, follow-ups, and forecasts across all systems automatically.\n- Enterprise-level companies are seriously weighing whether to eliminate their CRM entirely, and the data layer is likely to outlive the interface.\n- A failed product can be your most valuable teacher: Impartner Connect's problematic backbone forced the rethink that became the company's most stable integration architecture.\n- The more AI...","thumbnail_url":"https://img.transistorcdn.com/kYU1r7AN1wfu5VwSvUXQh9Slgj19jh1pqnbdvEPpuzs/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS81ZDM5/NWQyMWY3YzA2NjE3/YzExZGQwYjI4NmY3/YTUxZi5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}