Olivier Roth: Your Network May Be Your Best GTM Channel

What happens when everyone suddenly has the technology to send more emails, create more content, and automate more prospecting? We all get really good at ignoring it.

In this episode of the Go-To-Market Podcast, Amy Osmond Cook, CMO and co-founder of Fullcast, sits down with Olivier Roth, co-founder and Chief Growth Officer at The Swarm, to explore an intriguing shift taking place in modern sales:

The more AI automates outbound, the more valuable real human relationships become.

Olivier believes relationships remain one of the most powerful—and underutilized—assets inside a company. Employees, executives, investors, advisors, partners, customers, and former colleagues collectively represent an enormous network of potential connections. The problem is that most companies have no idea how to use it.

The Swarm was created to change that by helping organizations map relationships across their extended networks and uncover credible paths to warm introductions. And in a world increasingly flooded with automated outreach, those introductions may matter more than ever.

In This Episode, You'll Learn: Why relationships may be one of your company's most underutilized GTM assets

How relationship mapping can uncover new paths into target accounts

Why a LinkedIn connection doesn't necessarily represent a real relationship

How AI can strengthen human-to-human selling rather than replace it

Why AI-generated cold outbound is losing effectiveness

The difference between using AI for GTM efficiency and using it for sheer volume

How warm introductions can influence enterprise account strategy