Andreessen Horowitz investor Marc Andrusko explores how AI is transforming the CRM landscape and go-to-market strategies. He discusses why the traditional sales tech stack of 20+ tools costing millions is ripe for disruption, how AI-native startups can challenge incumbents like Salesforce through new go-to-market approaches, and why outcome-based pricing models are emerging. The conversation covers the breakdown of GTM organizational silos, how six-person AI companies are landing seven-figure deals through labor replacement, the evolution from per-seat to consumption pricing, and why venture capital’s role remains crucial despite smaller teams achieving massive scale. Andrusko also touches on API access battles between incumbents and newcomers, plus shares insights on building AI-first sales organizations.
About the Guest
Mark Andrusko
a16z Investment Partner
Marc Andrusko is a partner at Andreessen Horowitz, where he focuses on B2B AI applications and fintech. His investment interests span capital markets, AI applications, payments infrastructure, and businesses operating at the intersection of fintech and other categories (primarily healthcare and vertical software). Prior to a16z, Marc led the personal financial management vertical at Plaid, where he built and launched partnerships that help millions of consumers live healthier financial lives. Before Plaid, Marc was a Vice President at Goldman Sachs, where he held roles across corporate development, strategy, and interest rate products sales & trading. Marc graduated magna cum laude from Duke University, where he studied Public Policy, Environmental Science, and Markets & Management. He is based in New York City.