As businesses rush to prove AI competency to investors, common career entry points like sales development representative (SDR) and business development representative (BDR) roles are on the chopping block. Meanwhile, the value of more experienced roles like account executives or customer success representatives is soaring.

Jon Studham is heads of sales at inbound-focused GTM AI platform Spara, which helps companies introduce AI agents into sales. While passionate about what AI can do, Studham is by no means oblivious to change.

In a conversation with Revenue Brew, Studham spoke about how AI could affect the sales talent pipeline.

This interview has been edited for clarity and length.

If the early advantage of AI was volume, which you say is now oversaturating outreach, what is AI better used for in sales?

If you had a chat on your site that was smart and intelligent, that could qualify people, educate the curious and disqualify those that you don’t want to talk to, that’s where we sit. I sit at your extreme top of funnel, where I can sit behind an 800 number. I’m trained like your best SE, your best support person, and your best salesperson all in one. So no matter how they come in, I can triage them to me.

That gets rid of your receptionist. That gets rid of your low-level inbound SDRs that are 20 years old that don’t know anything about the true technology or how to actually handle a sales call or an objection, talk about price, talk about a competitor. I can put all of that inside a prompt and take them out very, very quickly.

Keep reading our conversation about the future of sales talent.—BS

This isn’t the SaaS world of the past—that’s right, there are tokens now, even if no one is sure what that’s supposed to mean.

Regardless of what tokens mean for SaaS, the shift away from seat-based models to usage-based and other models is an undeniable trend.

• According to a January 2025 survey from Metronome and Greyhound Capital, 85% of companies have adopted usage-based pricing models.
• A 2025 study from Monetizely showed that 61% of companies had adopted some form of hybrid pricing, up from 49% the previous year.

This means that the job of customer success, tasked with handling clients post-sale, is fundamentally changing. No longer just a trusted advisor, a skillful CS professional can be a true back-end revenue driver.

Revenue Brew spoke to two post-sale employees on how the job is changing, and the opportunities it can offer.

Toeing the line: Rachel Gurman is a manager of growth strategy at go-to-market platform Clay. In the last few years she has noticed an emphasis on usage-based models.

For post-sale employees, the task is to tastefully suggest token usage to drive revenue, but not let the customer feel like they are being misled.

Dive into the rest of our conversation about pricing models.—BS

CVS is parting ways with its troubled long-term care pharmacy subsidiary, Omnicare, eight months after it filed for bankruptcy.

The retail pharmacy giant announced in mid-May that a bankruptcy court had approved Omnicare’s sale to GenieRx, a joint partnership between private investment firm Milrose Capital and Integro Asset Management, a healthcare investment and management firm. The deal is valued around $250 million, according to court filings, and is expected to close later this year.

In September 2025, CVS announced Omnicare had filed for Chapter 11 bankruptcy after a federal judge ordered the subsidiary to pay almost $1 billion in penalties for allegedly overcharging Medicare, Medicaid, and military insurer Tricare for prescriptions.

David Azzolina, Omnicare’s president, said in a statement shared with Healthcare Brew that “supporting our customers and residents is our top priority” through the sale process and that the company is “fully committed to providing optimal care for the residents and customers we serve.”

Rowan Farber, CEO of Integro Healthcare Services, said in a press release that “GenieRx’s investment in Omnicare is a testament to the strength of their platform” and that it “share[s] a commitment to delivering reliable service, clinical expertise, and continuity of care to the patients and communities who depend on it most.”

Omnicare’s sale is the latest in a string of decisions by CVS to offload assets that aren’t performing well.

Keep reading about the Omnicare sale.—MA

You closed it. Nice. Now comes the part that actually makes money. The first 90 days shape retention, expansion, and whether your customer sticks around at all. Learn how to turn onboarding into a coordinated, revenue-driving motion instead of a quiet handoff between teams.

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