Building the Agent-Powered GTM Organisation - with Rayson Chia

Using ChatGPT and Claude for one-off tasks? That's what almost everyone is doing. Bur building an organization that actually runs on agents? Not so many have mastered this one yet. Rayson Chia, RevOps Lead at Packmatic, joins Michael Jäger to look at what is needed to move a GTM org from scattered AI tool use to a coherent, agent-powered system built on a clean data foundation and real onboarding. In this episode: ✌️ Win #1 — The deterministic data foundation: why Rayson built a clean, single-source-of-truth data warehouse before touching AI, and why messy CRM fields turn into AI's guessing game. ✌️ Win #2 — Onboarding agents like new hires: the context layer Rayson built to teach AI not just what the business has, but why it works that way. 🌱 Fail — The one-person second brain: Rayson encoded his own knowledge and his team's into the agent's context layer, centralizing his own blind spots instead of the company's actual knowledge. Whether you're building your first agent or trying to scale past scattered AI use cases, this episode gives you a concrete playbook for what actually needs to be true before AI can help your GTM team. Connect with Rayson: 🔗 LinkedIn: https://www.linkedin.com/in/raysonchia/ 🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday. ⏱️ Episode's timestamps 00:00 — Intro & Rayson's background 02:39 — Icebreakers: the GTM task he'd hand to AI first 04:12 — The most overhyped AI use case in revenue teams 04:50 — The biggest misconception about AI agents 05:52 — Win #1: The deterministic data foundation 10:09 — Win #2: Onboarding agents like new hires 12:07 — Building the context layer, the "second brain" 13:04 — The fail: building a personal brain, not a company brain 15:17 — The fix: department leads, monthly reviews 16:01 — The stack: Claude Code and a vault of MD files 16:15 — Build it in the LLM or keep it portable? 17:31 — Advice for teams just getting started 19:52 — Key takeaways 21:30 — Where to find Rayson