Shows
The GTMnow PodcastGTM 157: How ClickUp Scaled 17x and Cut CAC 3× — GTM Systems, Building Incrementally and Going from PLG to SLG | Gaurav AgarwalGaurav Agarwal is the COO of ClickUp, where he’s helped scale the company 17x in two years and cut CAC by 3x—all while leading across marketing, product, sales, and services. Formerly in banking and product roles, Gaurav brings a rare systems-oriented mindset to growth. He’s known for connecting the dots across GTM, scaling PLG engines, driving incrementality with rigor, and building cultures of experimentation, ownership, and speed.Discussed in this episodeWhy growth is more about systems than marketingHow ClickUp scaled 17x while reducing CAC by 3xThe cultural shifts required to align...2025-08-0552 min
The GTMnow PodcastGTM 156: Revenue Marketing Unpacked: GTM Lessons, AI, and What’s Really Broken in Attribution | John FernandezJohn Fernandez is SVP at Datasite, with a track record as GTM leader at Glia, ContentWise, and Diligent, having scaled teams through IPOs, acquisitions, and $1.4B in equity events. At Glia, John pioneered revenue marketing’s impact, driving 71% of pipeline and 60% of new business revenue from marketing. Connect with him for real-world GTM lessons, scaling playbooks, and unique frameworks for aligning marketing with revenue.Discussed in this Episode:How to architect a B2B marketing org that is truly accountable for pipeline and revenue, not just “influence”Aligning product, content, and campaign teams to ONE go...2025-07-291h 04
The GTMnow PodcastGTM 155: How to Build a GTM Motion from Scratch — Using AI, Community, and Data as a Moat | Erica AndermanErica Anderman is the co-founder and COO of Foodini, an AI-powered platform solving food allergy and dietary transparency through data infrastructure. With over 15 years of go-to-market experience across foodtech and vertical SaaS, Erica has led revenue at companies like Slice, Seated, and Odeko, and held roles across sales, customer success, partnerships, and RevOps. She began her career in door-to-door restaurant sales and now builds GTM from the ground up, helping 50% of the population with dietary needs find safe, personalized dining experiences.Discussed in this Episode:Transitioning from CRO to founder (and why it’s so...2025-07-231h 00
The GTMnow PodcastThe Next Digital Revolution: You Optimized for Humans, Now You Have to Optimize for AI | with Mike Walrath (CEO of Yext)This bonus episode explores one of the most important shifts happening in go-to-market right now: the move from optimizing for humans to optimizing for AI.Mike Walrath, CEO of Yext and former founder of Right Media (acquired by Yahoo for $850M), shares why this change is as big — or bigger — than the first wave of digital transformation. You’ll learn how AI agents are changing how customers discover businesses, why your structured data now matters more than your homepage, and what you can do to stay ahead.This is a clip from the full episode with M...2025-07-1521 min
The GTMnow PodcastGTM 154: How AI is Reshaping Sales Tech | Lessons from Building Sales Cloud, Sales Navigator and now an AI-Native StartupDoug Camplejohn is a serial entrepreneur and seasoned executive with extensive experience in B2B SaaS and go-to-market strategies. He has previously held leadership positions at major tech companies including LinkedIn, Salesforce, and Apple before founding Coffee, an AI-first CRM platform.Discussed in this Episode:AI-powered CRM and sales automationGo-to-market stack optimization and simplificationBuilding and scaling B2B SaaS companiesRevenue operations (RevOps) and AI integrationSerial entrepreneurship and company buildingTransitioning from big tech to startup founderHighlights: 04:35 From Fliptop to LinkedIn: how Doug navigated acquisition and scaled Sales Navigator.2025-07-0859 min
The GTMnow PodcastGTM 153: Building Technical Growth Machines & Signal-Based Selling with Austin HughesAustin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Previously, Austin led the growth team at Ramp, where he scaled the org from 1 to 25+ and pioneered a product-led, experiment-driven GTM approach. With a background in investment banking and venture capital, Austin brings a uniquely analytical and first-principles mindset to modern B2B growth.Discussed in this Episode:Why you should run marketing like productDistribution is a startup's best friendHow Austin’s content strategy turned LinkedIn into a hyper-efficient ch...2025-07-0148 min
The GTMnow PodcastGTM 151: How to Scale Vertical SaaS in 2025 | Dennis Lyandres (Ex-CRO, Procore)Dennis Lyandres is an Advisor with ICONIQ and a Board Member of Speedchain and CaptivateIQ. Dennis amassed incredible insights through his experience as the Chief Revenue Officer of Procore, where he helped grow the company from $10M to $900M+ in revenue and guided it through a successful IPO. At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS.Discussed in this Episode:Why the best...2025-06-1836 min
The GTMnow PodcastGTM 150: 80% of Exec Roles Aren’t Posted, Here's How to Land Them Anyway with Andy MowatAndy Mowat is the Co-Founder of Whispered, and is responsible for building incredible RevOps and GTM systems at unicorns like Upwork, Box, and Culture Amp. With over two decades of experience leading marketing ops, sales ops, and go-to-market infrastructure, Andy is a true pioneer of modern RevOps. Today, he’s building tools to help tech executives collaborate on company insights, search strategies, introductions, and the deepest database of unposted GTM roles anywhere.Discussed in this Episode:- Why 80–98% of VP and C-level roles are never posted—and how to access them.- The importa...2025-06-1148 min
The GTMnow PodcastGTM 149: How to Scale International Sales Teams with Rick KelleyRick Kelley is the former SVP of Gaming & App Monetization Solutions at Meta and Managing Director of Meta Ireland, where he led a $1B+ revenue organization & played a pivotal role in building out Meta’s go-to-market teams across North America & EMEA. Over his 15-year career at Meta, Rick was instrumental in driving international expansion, especially across Europe, the Middle East, & Africa—helping to localize strategy, scale high-performing sales teams, & bring new ad products to market. Today, he advises founders on global GTM execution, sales hiring, & how AI is reshaping the future of commercial organizations.Di...2025-06-0346 min
The GTMnow PodcastGTM 148: Winning Every Tech Shift from a 3X Founder (From Internet to AI)Sean Whiteley is a three-time founder and the Co-Founder of Qualified, the AI pipeline automation platform purpose-built for inbound GTM teams. Previously, he founded GetFeedback (acquired by Campaign Monitor) and Kieden (acquired by Salesforce), where he also served as SVP & GM. With over two decades at the forefront of tech’s biggest transformations—from on-prem to cloud to AI—Sean offers a rare, long-term view on how to build companies and go-to-market engines in the face of massive disruption.Discussed in this Episode:Why the speed of AI adoption outpaces every previous tech waveHow the ro...2025-05-2754 min
The GTMnow PodcastGTM 147: RevOps Is a Hidden Growth Engine with Navin Persaud, VP of RevOps at 1PasswordNavin Persaud is the VP of Revenue Operations at 1Password, where he leads a 30+ person team supporting a GTM org of 450+. With over 20 years of experience across RevOps, SalesOps, and MarketingOps, including time at IBM and high-growth SaaS companies, Navin has built a reputation as one of the sharpest operators in the game. He’s known for building scalable systems, ruthless prioritization, and a clear-eyed view of how AI is reshaping operations.Discussed in this Episode:Why RevOps is the most essential team for scalable growthThe real signs that it’s time to hire your...2025-05-2042 min
The GTMnow PodcastGTM 146: The Future of Search, AI, and Digital Presence with Mike Walrath, CEO of YextMike Walrath is the CEO and Chairman of Yext, a publicly traded digital presence platform that helps businesses manage and synchronize their digital presence across search engines, maps, apps, and voice assistants by ensuring that information like locations, services, FAQs, and brand content appears accurately and consistently wherever customers search.He also co-founded WGI Group, LLC, to provide growth capital to early and expansion stage startups in enterprise software, consumer internet and digital media industries. Previously, Michael was co-founder and Chairman of Moat Inc. which was acquired by Oracle in April 2017. In 2003, Michael founded Right Media...2025-05-1338 min
The GTMnow PodcastGTM 145: What Happens When a CRO Owns the Entire Customer Journey, How to Build a Unified GTM Engine | Marcy CampbellMarcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. With over 30 years of experience scaling revenue teams across FinTech, SaaS, cloud computing, and communications, Marcy has held executive roles at Boomi and PayPal—where she led an 800+ person global team. Her deep expertise in aligning sales, customer success, and operations makes her a standout leader in the GTM space.What happens when a CRO owns the entire customer journeyDiscussed in this Episode:Ho...2025-05-0738 min
The GTMnow PodcastGTM 144: How AI is Rewriting Product and GTM Playbooks | with Oji Udezue (CPO - Typeform, Calendly)Oji Udezue was most recently Chief Product Officer at Typeform, where he led product strategy across the company’s growing suite of tools. Previously, he was CPO at Calendly, where he helped scale one of the most beloved PLG tools in the market. Before that, he was Head of Product for Creation and Conversation at Twitter, leading core features like Tweets, DMs, and Spaces. At Atlassian, he led all communication products, including the launch of Atlassian’s first post-IPO product.Oji also spent years at Microsoft, building foundational experiences across Windows, Outlook, Hotmail, and Internet Explorer.In...2025-04-2958 min
The GTMnow PodcastGTM 143: Why Most AI Messaging Fails and How to Actually Stand Out in a Crowded Market | Harmony AndersonHarmony Anderson is an entrepreneurial marketing leader with deep expertise in building global GTM strategies at growth startups. She is currently the VP of Growth and Marketing at Superhuman, the most productive email app ever made for teams. She has also led high-performing teams at Armada, Engine, Outreach, and ThousandEyes.She is deeply passionate about creating world-class marketing campaigns, leveraging data-driven strategies to accelerate customer acquisition, engagement, and retention. She also drives extreme rigor around operational excellence and efficiency, ensuring GTM teams execute with precision using repeatable and predictable playbooks. Discussed in this Episode:2025-04-2237 min
The GTMnow PodcastGTM 142: Why Most B2B Marketing Fails (And How to Fix It) with Udi LedergorUdi Ledergor served as CMO during Gong’s rise from new SaaS startup to industry dominance. By building a playful, human-centric brand with a lighthearted tone, he captured buyers’ attention and dollars and turned them into raving fans. He helped Gong go from zero to hundreds of millions in revenue, while achieving a multi-billion-dollar valuation. His book Courageous Marketing is officially out and you can buy it below in the show notes. Discussed in this Episode:Why Marketing 'Best Practices' are broken for Brands that want to stand out.Marketers need to consider the long...2025-04-1556 min
The GTMnow PodcastGTM 141: Timeless Growth Tips From a $7.4B Oracle Exit and Scaling Carta to $450M in Revenue | Jeff PerryJeff Perry is a truly iconic revenue leader and the Chief Revenue Officer (CRO) at Carta, responsible for core software revenue across New Business, Upsell, Cross Sell, and Customer Success. Prior to Carta, Jeff led SMB Sales at DocuSign, and started his career at Oracle, where he rose from Strategic Account Manager to VP of Sales over a decade.Discussed in this Episode:How to turn coworkers into mentors—and why it matters.Moving from enterprise sales leadership to a startup environment.Why and when to build a solutions engineering team.Th...2025-04-0850 min
The GTMnow PodcastGTM 140: How Microsoft Scaled from $600M to $5B: The Enterprise Playbook with Hayden StaffordHayden Stafford is the President and Chief Revenue Officer (CRO) at Seismic, where he oversees the global go-to-market (GTM) organization, including pre-sales, sales, customer success, services, partners, and more. Prior to joining Seismic, he served as President of Global Field Operations at Pegasystems. Before that, Hayden was Corporate Vice President at Microsoft, leading Global Business Applications (Microsoft Dynamics 365) for six years. Earlier in his career, he was an SVP at Salesforce and spent nearly a decade at IBM, ultimately serving as VP and Managing Director on Wall Street.Discussed in this Episode:2025-04-0154 min
The GTMnow PodcastGTM 139: AI Agents Are Changing Everything — Microsoft’s VP of AI Agents on the New Era of Work and Software | Ray SmithRay Smith is the VP of AI Agents at Microsoft. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. Before that, he was the CEO and Co-Founder of DataHug, which was acquired by Calidus Cloud in 2016. Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. He also shares real-world use cases from inside Microsoft and partner companies, plus how founders and operators can build or adapt in this new AI-native era.2025-03-2558 min
The GTMnow PodcastGTM 138: The AI Advantage, Solving Sales & Marketing Alignment for Better GTM Execution with Jaleh RezaeiJaleh Rezaei is the CEO & Co-founder of Mutiny, a company reimagining the B2B buying experience by transforming transactional relationships into meaningful connections through AI-powered personalization. Mutiny helps enterprises restore the human element in modern buying at scale, and is used by some of the fastest growing companies in the world including Amplitude, Snowflake and Qualtrics. The company is backed by Sequoia Capital, Tiger Global, and CMOs of companies such as Uber, Condé Nast and Salesforce. Prior to Mutiny, Jaleh was the Head of Marketing and Business Development at Gusto, where she grew the company from 500 to 50,000 customers over 4 y...2025-03-1854 min
The GTMnow PodcastGTM 137: The Biggest Business Turnaround You've Never Heard Of & The Growth Levers to Pull When Things Go Wrong | Cassie YoungCassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell. Before joining Primary, Cassie was Chief Customer and Commercial Officer for Marigold (formerly known as CM Group), an Insight Partners roll-up of marketing technology software including Sailthru, Campaign Monitor, Delivra, Emma, Vuture and Liveclicker; Cassie assumed that role when Marigold acquired Sailthru, where she was Chief Revenue Officer.Prior to Sailthru, Cassie served as VP Marketing & Analytics at Gerson L...2025-03-1156 min
The GTMnow PodcastGTM 136: How Asana & Calendly Scaled: PLG to SLG Playbooks That Work | Jessica GilmartinJessica Gilmartin has nearly 20 years of go-to-market leadership experience, most recently serving as both the Chief Revenue Officer and Chief Marketing Officer at Calendly. Prior to that, she led marketing teams at an impressive array of companies, including Asana and Calendly. As the cherry on top, Jessica also built and sold a successful frozen yogurt chain in San Francisco.Discussed in this Episode:Taking an entrepreneurial approach to ownership in an organizationThe difficulty of selling to both midmarket and enterprise customersCultivating a culture of creativity and approachabilityHow to hire your first marketer2025-03-0459 min
The GTMnow PodcastGTM 135: How Marketing Creates Million-Dollar Exits: 6 SaaS Success Stories | Katrina WongKatrina Wong is the CMO of New Relic and a top marketing leader. She specializes in launching products, entering new markets, and scaling companies to the enterprise. With 15 years of experience at Twilio, Zuora, Salesforce, and SAP, she has led award-winning campaigns and helped six companies exit successfully.Discussed in this Episode:Why you should be using "marketing sprints"Importance of operational excellence and agility in marketingThe role of marketing in preparing for a successful exitIs 'fire fast' the right approach for managing your teamsHighlights: 07:08 S...2025-02-2555 min
The GTMnow PodcastGTM 134: When to Hire Your First Sales Reps (And How to Get It Right) with Joe DiMentoJoe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit. Before that, he was the first non-founder seller at three startups, turning early traction into a repeatable sales motion. He began his career at Google and Bain & Company and holds an MBA from Stanford GSB.Discussed in this Episode:When to hire your first account executivesKey traits to look for in early sales hiresStructuring compensation for first sales repsShould you 'hire the buyer...2025-02-1856 min
The GTMnow PodcastGTM 133: Build your AI Outbound Machine with ChatGPT | Jordan CrawfordJordan Crawford is an AI innovator, the Founder of Blueprint, and one of the top go-to-market engineers working today. Jordan explains how to use AI tools like ChatGPT, Deep Research, and Claude to create your own AI workflow for prospecting accounts and creating highly targeted and extremely valuable messages for target decision-makers. Jordan demonstrates how to use the FIND (Focus, Investigate, Narrate, Deploy) process for your go-to-market strategy and how to speed this up with OpenAI's Deep Research AI tool. Jordan also shares the prompts and processes he uses when researching target accounts, messaging buyers, and driving revenue.2025-02-111h 05
The GTMnow PodcastGTM 132: The Rise of the Operator with Casey Woo + Special AnnouncementCasey Woo is the Founder and CEO of Operators Guild, an invite-only community for professionals in strategic finance and operations roles. He is also the General Partner and Founder of FOG Ventures. He is a seasoned, multi-stage operator, bringing over two decades of experience in investment banking advisory, public equity investing, high-growth operational and military leadership roles. His last role was the CFO of Landing, where he oversaw the company’s Finance, Legal and People operations. Prior to Landing, he served as the Global Head of Strategic Finance at WeWork. Discussed in this Episode:The r...2025-02-0449 min
The GTMnow PodcastGTM 131: Being CMO Under Marc Benioff of Salesforce, the Innovator's Dilemma and AI SDRsKraig Swensrud is the Founder & CEO of Qualified where he provides crucial experience and entrepreneurial energy to create the future of enterprise sales tech. Prior to founding Qualified, Kraig founded GetFeedback which was successfully sold to SurveyMonkey. Kraig also led marketing as the CMO of Salesforce during very formative years of the company's history. Discussed in this Episode:The parallels between the disruption caused by SaaS and AIHow pricing strategies are changing for AI productsWhy SaaS companies need to earning their renewalsThe impact of AI SDRs on your pipelineHighlights:13:26 T...2025-01-2856 min
The GTMnow PodcastGTM 130: Scaling to Billions: How DocuSign, HubSpot & Canva Built Winning GTM Strategies with Rob Giglio, Canva’s CCORob Giglio is the Chief Customer Officer at Canva, where he oversees Canva’s sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives. Rob joins Canva from HubSpot, where he was also Chief Customer Officer, and before that, he was the Chief Marketing Officer at Docusign. Prior to Docusign, Rob spent over ten years at Adobe, leading the global sales and go-to-market teams for their Digital Media Business Unit and holding responsibility for over $7B in revenue. Discussed in this Episode:Wh...2025-01-211h 00
The GTMnow PodcastGTM 129: 6 Proven Tactics Driving B2B GrowthThere's a ton of talk about what isn't working today in go-to-market. However, companies are still finding ways to grow which means there a some things that are working. In this special episode, Scott Barker is looking at some of the big themes he's seen in how the top go-to-market leaders are driving growth today. You'll hear from founders, sales leaders, and marketing leaders from G2, CrunchBase, GitHub, TestBox, Atrium, Intellimize and Kahua. You'll walk away from this episode with some great ideas from top operators on how to increase revenue, align your teams, and make a huge impact...2025-01-1423 min
The GTMnow PodcastGTM 128: The Death of Demos and Selling What Customers Actually Need with Fred VietFred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company's reach over the last four years. With a background that includes leadership roles at AWS, Microsoft, and Lenovo, Fred brings a wealth of experience in building high-performing teams and driving revenue growth.Discussed in this Episode:The differences between selling in APAC and North America marketsThe evolving role of partnerships and channels in software salesStrategies for effective annual revenue planningThe impact of AI on sales processes and team structuresThe future of SaaS...2025-01-0749 min
The GTMnow PodcastGTM 127: B2B Bull$*** to AvoidEach week, host Scott Barker asks guests two key questions, and this week, we're diving into their responses to: What is one widely held belief that revenue leaders have that you think is bull$** or no longer serving us?Featuring hot takes from leaders at HubSpot, Brex, GitHub, and more, this compilation challenges the status quo and might just change how you think about volume vs. value, outbound sales, and hiring in 2025.Discussed in this Episode:The problem with putting too much weight on volume over valueIs outbound actually deadShould you hire...2024-12-3119 min
The GTMnow PodcastGTM 126: Reverse Engineering the Founder Journey: From Scaling Twitter Ads to $650M, 20 Years Operating, and a Webflow Acquisition | Guy YalifGuy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. As the co-founder and CEO of Intellimize (acquired by Webflow), Guy brings a unique perspective from his journey through iconic companies like Microsoft, Yahoo, and Twitter, as well as his background in aerospace engineering. Guy holds a bachelor's degree in Mechanical and Aerospace Engineering from Princeton University and an MBA from Stanford University.Discussed in this Episode:Learnings from each major company in Guy's 20+ leadership career: Microsoft, Tradeweave (first employee and executive committee), Yahoo, Twitter, BrightRoll and Intellimize. Building...2024-12-1753 min
The GTMnow PodcastGTM 125: From Flip-Flops to a $500M Exit as CRO, Secrets to Scaling with Martin RothMartin Roth is the former CRO of Levelset, where he led the company from its first dollar in ARR to a $500 million acquisition by Procore in 2021. Currently, he's the founder of MartinRoth.com, specializing in helping startups scale from $1M to $10M in ARR. Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. Discussed in this Episode:Martin's journey from selling flip-flops to leading a $500M exitThe challenges and lessons learned in scaling Levelset from $1M to $25M+ ARRInsights on b...2024-12-101h 02
The GTMnow PodcastGTM 124: The State of Sales with Mark KosoglowMark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund. Discussed in this Episode:The fallacy of "what got you here won't get you there" in revenue leadership.The current state of sales technology and its impact on buyer engagement.The vision for Operator and how it...2024-12-0353 min
The GTMnow PodcastGTM 123: Customer Experience Fuels Business Growth, Build a Customer-First Culture with Kim PerettiKim Peretti is an experienced Customer Success executive with over 25 years in the technology industry. Her most recent role was as Chief Customer Officer at Klaviyo, where she transformed the customer success organization during the company’s hypergrowth, and played a key role in preparing the company for its IPO. Prior to Klaviyo she was the Group Vice President of Customer Success at DocuSign, where she built and lead successful strategies that delivered key customer outcomes and results. Kim's extensive background also includes leadership positions in Customer Success at renowned technology companies such as Adobe, Qlik, and Symantec. Her ca...2024-11-2656 min
The GTMnow PodcastGTM 122: The 4 Ps of Sales Success: People, Process, Platforms, Performance with Phil HernandezPhil Hernandez is the VP of Sales Services at TaskUs. He has spent the past 20 years skillfully building and transforming numerous Go-To-Market (GTM) teams. He possesses an unwavering commitment to mastering sales systems and demonstrates expertise in orchestrating organizational change aimed at cultivating high-performance revenue teams. His diverse industry background ranges from Tech/SaaS, Big Data, Adtech/Media, and CPG. He has implemented best practices in Startup, Scale Up, Public, and Private Equity operating environments as well as driving many transformational initiatives. As a revenue architecture expert, Phil specializes in operationalizing best practices and implementing scalable, data-driven solutions to...2024-11-1943 min
The GTMnow PodcastGTM 121: Listening to Your Customers Without Obeying with Crunchbase's CRO Neal PatelNealesh Patel is the Chief Revenue Officer at Crunchbase, an AI-powered platform that helps over 80 million dealmakers discover and prioritize the right opportunities using best-in-class company data. With over 25 years of experience in the tech industry, Neal has a proven track record of executing progressive growth strategies, landing innovative partnerships, developing revenue streams, and building winning teams. As the leader of Crunchbase's go-to-market functions, and the de facto general manager of its data licensing business, Neal has a cross-functional and holistic understanding of how to provide value to customers and generate revenue. Under his leadership, Crunchbase has more than 4...2024-11-1253 min
The GTMnow PodcastGTM 120: Avoid the AI Sales Skills Atrophy Trap with Peter KazanjyPete Kazanjy is a serial founder, and seasoned early stage Saas executive, advisor, and investor. He currently leads Atrium, makers of sales performance management software to help organizations measure and improve sales performance. Previously, he founded TalentBin, a talent search engine and recruiting CRM that was acquired by Monster Worldwide in 2014. Pete also authored Founding Sales, a startup sales handbook, and established Modern Sales, the nation’s largest community for sales operations, leadership, and enablement. Modern Sales is an invite-only community with over 30,000 members from 10,000+ sales organizations focused on peer education in sales operations and management.Di...2024-11-0551 min
The GTMnow PodcastGTM 119: Design Products Backwards From GTM: Lessons from Scaling to $1B+ with David KnightDavid Knight is the Co-founder and CEO of Avarra, an AI-powered platform that simulates human-to-human interactions to accelerate sales onboarding and training. With over 30 years of experience scaling companies from tens of millions to billions in revenue, including WebEx and Proofpoint, David brings a unique perspective on the intertwined nature of product and go-to-market.Discussed in this Episode:The power of AI simulations in providing experiential learning for sales reps.Designing products backwards from the go-to-market motion.Strategies for aligning product and sales teams to drive revenue growth.Rethinking ramp time: it's...2024-10-2951 min
The GTMnow PodcastGTM 118: 5 Must-Try PLG Tactics to Accelerate Growth with Kyle PoyarKyle Poyar is the Co-Founder and Operating Partner at Tremont, with over 8 years of experience at OpenView where he became a leading voice in the product-led growth (PLG) movement. Kyle shares his insights on the inevitability of PLG in an AI-driven future and reveals must-try tactics to accelerate growth using a PLG approach. Discussed in this Episode:Why PLG is becoming inevitable, especially with the rise of AI in softwareCreative ways companies can build out their PLG motionHow social proof and PLG are merging to influence buying decisionsAdvice for early-stage founders looking to set...2024-10-2255 min
The GTMnow PodcastGTM 117: From 0 to Acquisition in 3.5 Years Through Community-Led Growth with Cliff SimonCliff Simon is the CRO of Carabiner Group, a part of SBI Growth, an advisor, and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps. He is an active leader in multiple GTM communities. With almost two decades of broad technology experience, he has anchored GTM teams in SaaS & Service industries including consulting, network & communications, software, e-commerce, and supply chain. Having worked in both Fortune 20 and High-Growth Startups, Cliff prefers the fast pace and the ability to deliver significant impact that comes with working in the startup space. Cliff is a...2024-10-1550 min
The GTMnow PodcastGTM 116: The Future of SEO and AI's Impact, with a $100M+ Product-Led SEO Framework with Eli SchwartzEli Schwartz is an SEO expert and consultant with over a decade of experience driving successful SEO and growth programs for both B2B and B2C companies. He has worked with major brands like Shutterstock, Gusto, WordPress, Quora, Mixpanel, and Zendesk to build and execute global SEO strategies that dramatically increase their visibility at scale. Previously, Eli led the SEO team at SurveyMonkey, growing organic search from nearly zero to one of the largest growth channels at the company.Discussed in this Episode:The product-led SEO framework Eli used to drive SurveyMonkey from 0...2024-10-0859 min
The GTMnow PodcastGTM 115: Lessons from CS to CRO and How Customer Stories are Your Most Powerful Growth Lever with Allison MetcalfeA transformational leader who specializes in data driven GTM, Allison Metcalfe has had a non-traditional path to the C Suite - starting in Account Management, and being a leader in the evolution of Customer Success, Allison has held a variety of leadership roles across sales and operations in some of Silicon Valley’s most successful companies including Jigsaw (acquired by Salesforce), Demandbase, Quotient (NYSE: QUOT) and Liveramp (NYSE: RAMP), which went from $30M to $500M in revenue and IPO under her tenure.Discussed in this Episode:Allison's non-traditional journey from customer success to CRO.Th...2024-10-0153 min
The GTMnow PodcastGTM 114: Audience-First GTM, Fueling Startup Growth via LinkedIn with Adam RobinsonAdam Robinson is the Founder/CEO of Retention.com and RB2B. Adam bootstrapped Retention.com to $22m ARR in 4 years by helping ecommerce stores identify their anonymous website visitors and send them triggered emails. He launched RB2B in March of 2024 to help SaaS companies identify anonymous website visitors and see their LinkedIn profiles in Slack for free! Adam lives in Austin, TX with his wife Helen and daughter Emma.Discussed in this Episode:Building demand and an audience before creating a product, rather than the traditional approach of building a product first. T...2024-09-2400 min
The GTMnow PodcastGTM 113: Operator.ai, Solving the Great Ignore and GTMfund Incubating a Company with Mark Kosoglow and Max AltschulerMark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund. Discussed in this Episode:The current state of sales and marketing tech, with too much automation leading to spam and prospects tuning out messages.The Great Ignore, the place we have reached where buyers are i...2024-09-1938 min
The GTMnow PodcastGTM 112: The Ultimate MarTech Guide and the Great Contraction with Austin HayAustin Hay is the Co-Founder of Clarify, a new intelligent CRM built as a platform that developers love. He is also a Partner and MarTech Teacher at Reforge, as well as a MarTech Advisor and GTM Investor at HBE Ventures. With a background leading marketing technology teams at high-growth startups like Ramp, Branch, and mParticle, Austin brings a wealth of expertise on the evolving MarTech and RevTech landscape.Discussed in this Episode:The current state of MarTech and RevTech, and why we're headed for a "great contraction" after years of expansion.The future of...2024-09-171h 12
The GTMnow PodcastGTM 111: Behind the Scenes on Apollo.io's PLG Funnel, Leveraging AI, and Redefining Sales Success with Leandra FishmanLeandra Fishman is the Chief Revenue Officer at Apollo.io, a leading go-to-market solution for sales and marketing teams. Apollo.io is one of the fastest-growing companies in SaaS, with 9x ARR growth since 2021 and currently valued at $1.6 billion. Leandra brings over 30 years of experience to Apollo.io. Most recently, Fishman was the CRO at Intercom, which during her tenure ranked No. 35 on the 2022 Forbes Cloud 100 List with over $200 million in annual revenue. Previously, as the SVP of Sales and Success for SendGrid, she led the company through a successful IPO and helped double its market cap in its...2024-09-1053 min
The GTMnow PodcastGTM 110: Vertical SaaS Secrets and Unlocking Growth with Price's Law with Dennis LyandresDennis Lyandres is currently an Advisor at Iconiq. Before that, Dennis spent 8.5 years with Procore during which time Procore grew from $10m to over $900m+ in revenue and went public on the NYSE. Dennis started at Procore as EVP of Sales in 2014, before moving to the CRO role in 2018 where he was responsible for driving revenue across all customer-facing functions including Sales, Marketing, Customer Success, Rev Ops, Procore.org and Business Development. Before joining Procore, he held various sales and sales management roles at Cloudera and Pentaho. Discussed in this Episode:Applying the concept...2024-09-031h 04
The GTMnow PodcastGTM 109: Behind the Scenes on Building Braze and Incubating 2 Companies with Mark GhermezianMark Ghermezian co-founded Braze (BRZE) and led the company as it’s founding CEO, pioneering a new category. He is also the Founder and General Partner at m]x[v Capital, and Co-Founder and CEO of Gynger and Tildei, two companies that he incubated through the venture firm. He is a serial entrepreneur and successful investor with 20+ years of experience in founding, building, and investing in early-stage SaaS startups. Discussed in this Episode:Learnings from growing Braze .The behind the scenes on incubating two companies. How to identify and hire problem solvers who can exe...2024-08-2755 min
The GTMnow PodcastGTM 108: From CPA to CRO - Lessons from a 25-Year Software Sales Career with Matt BreslinAs Upland's Chief Revenue Officer, Matt Breslin oversees customer success, demand generation and communications, sales, revenue enablement, and revenue analysis, supporting our Shared Services Organization. Matt has 25 years of experience in the software industry, most recently leading a $700 million business at Infor. Prior to that, he held senior leadership positions at SAP and Oracle, driving incredible results across the board. Matt started his career as a Certified Public Accountant for Price Waterhouse and Kraft Foods.Discussed in this Episode:The importance of avoiding blind spots in the sales process and aligning the sales process...2024-08-2052 min
The GTMnow PodcastGTM 107: Fueling Growth with AI-Powered Marketing Experiments | Adriana Gil MinerAdriana Gil Miner is CMO at Iterable, the AI-powered customer communication platform. Passionate about customer engagement, her leadership has contributed to Iterable's success in helping brands like Redfin, Priceline, and Volvo deliver individualized, harmonized and dynamic communications at scale. Prior to her role at Iterable, Adriana held influential senior leadership positions at Tableau, where she significantly contributed to the company's remarkable growth from $250 million to over $1 billion, culminating in the successful Salesforce acquisition. Her leadership also left an indelible mark on Qumulo, a data storage startup, and Artefact, with its spinoff—10,000ft—acquired by Smartsheet in 2019. Gil Miner’s 20+ years...2024-08-1344 min
The GTMnow PodcastGTM 106: Mastering the Transition from PLG to PLS with Andrew JohnstonAndrew Johnston is currently the Head of Sales at Superhuman, where he leads the go-to-market strategy as part of the executive team. Previously, he built the Mid-Market and PLS motion at Scale AI and led the global sales team at SendGrid following its acquisition by Twilio and its IPO. Discussed in this Episode:The key differences between product-led growth (PLG) and product-led sales (PLS).When and why companies should consider transitioning from PLG to PLS.The challenges of combining distinct sales teams during an acquisition.How to effectively enable sales reps during a product...2024-08-0651 min
The GTMnow PodcastGTM 105: Scaling to $100M ARR with Creative Demand Gen and Hiring Discipline with Sam BlondSam Blond is the former Chief Revenue Officer at Brex, where he scaled revenue from $1M to hundreds of millions in ARR. Prior to Brex, Sam served as VP of Sales at Zenefits, growing revenue from $1M to $70M in just two years. After his operating roles, Sam joined Founders Fund as an investing partner before leaving to co-found a new startup.Discussed in this Episode:Why investing early in sales ops and rev ops is critical for scaling revenue.How to generate demand through creative campaigns and a "concentric circles" approach.The risks...2024-07-301h 09
The GTMnow PodcastGTM 104: Winning with Systems and Relationships in Sales Leadership with Ralph BarsiRalph Barsi is the VP of Sales at Kahua, a leading construction management platform. Prior to Kahua, Ralph held executive roles at Tray.io and ServiceNow. While at ServiceNow, he built and led a team of 230 people across the globe, during thecompany’s growth from from $1 billion to over $4 billion in revenue. Prior to ServiceNow, Ralph was the VP of Field Operations at Achievers (acquired by Blackhawk Network) and the Manager of Sales Development at InsideView (acquired by DemandBase). Ralph serves as an advisor to go-to-market leaders at Aircover, Scale Venture Partners, TopHap, and others. He is also a gr...2024-07-2352 min
The GTMnow PodcastGTM 103: Blockchain's Impact on Finance and Investing with Annelise OsborneAnnelise Osborne is Chief Business Officer at Kadena, a Layer 1, POW blockchain where she is focused on upgrading finance. Annelise has 20 years of experience in traditional finance and seven years in digital assets. She is a thought leader, board advisor, university lecturer and author. Her book, From Hoodies to Suits: Innovating Digital Assets in Traditional Finance, hit shelves in June. Annelise holds an MBA from Columbia Business School and a BA in Economics from The College of William and Mary.Discussed in this Episode:The impact of cryptocurrency market fluctuations on the adoption of...2024-07-1657 min
The GTMnow PodcastGTM 102: Building Trust, Embracing Old-School Tactics, and Scaling Sales Teams with David GreenbergerDavid Greenberger leads CHEQ’s North America sales team. CHEQ is a cybersecurity platform primarily focused on protecting the Go-to-Market organization (preventing fake leads to sales team, skewed analytics from bots/malicious users etc). David is well-versed in building and perfecting Go-To-Market processes both from $0 and at 100 y/o companies. CHEQ is David’s 5th startup. Directly before CHEQ, David was in a leadership capacity at Hitachi Vantara, in the deep-enterprise Big Data / AI space. Prior to that he's built teams at Foursquare, Yext, Angi and Splash. Discussed in this Episode:The importance of trus...2024-07-0953 min
The GTMnow PodcastGTM 101: A Founder's Guide to Financing Environments and Navigating Venture Debt with Nick DolikNick Dolik is a NYC-based investor, currently the Managing Director at TriplePoint Capital, and is focused on supporting founders and funding high-growth technology companies. Nick is passionate about entrepreneurship and has spent the past ~10 years backing various startups, including multiple unicorns.Discussed in this Episode:The current state of the financing environment for startups.Venture debt: what it is, how it works, and why it exists.Advantages of venture debt for founders and when to consider it.The importance of building long-term relationships in the venture capital world.Nick's unconventional path into venture capital...2024-07-021h 07
The GTMnow PodcastGTM 100: GTMnow, Building a Media Brand on Top of GTMfundIn this milestone 100th episode, Scott is joined by Sophie Buonassisi, VP of Marketing at GTMfund and GTMnow and a key architect behind the media brand's growth. Sophie leads media, marketing and community across the fund and the media company. Discussed in this Episode:The evolution of GTMfund's media strategy to multi-channel brand.Insights on building a profitable media company within a venture capital firm.Key metrics and growth strategies for the GTMnow brand and assets.Lessons learned from acquiring and rebranding a media property.The power of community-driven content and in-person events.2024-06-261h 06
The GTMnow PodcastGTM 99: Mastering Customer Success in the AI New Age with Jon DickJon Dick is the Global SVP of Customer Success at HubSpot where he’s focused on helping millions of organizations grow better. Prior to customer success, Jon led marketing teams at HubSpot, Trunk Club, and Klout. He has a background in improvised comedy and earned his MBA from the Harvard Business School.Discussed in this Episode:The rising importance of customer success in the age of AI and efficiency.Balancing proactive and reactive strategies to serve 200,000+ customers.The evolution of content marketing from "clicks to conversations".Choosing people over product and finding passion in yo...2024-06-1855 min
The GTMnow PodcastGTM 98: Going From IC to CRO at GitHub and Building a High-Performing Revenue Growth Engine with Elizabeth PemmerlElizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company's go-to-market strategy and customer engagement, including sales, support, and operations. She joined GitHub in 2015 after a career in the public sector, and has since held leadership roles in nearly all aspects of GitHub’s enterprise business.Discussed in this Episode:The journey from individual contributor to CRO and the lessons learned along the way.The impact of AI on GitHub's business and the future of software development.Strategies for pricing new products and cross-selling within an exis...2024-06-1149 min
The GTMnow PodcastGTM 97: The Neural Network Training Approach to Enterprise Sales Process with Robert BrooksRobert Brooks IV has spent 12 years leading sales, marketing and customer success at early-stage startups. Typically, he has served as the first sales (and first non-technical) hire reporting directly to a technical founder. Robert started his career at Charles Schwab but joined Stack Overflow ($1.8B exit), then Tempo Automation ($900M IPO) and is now part of the founding team and VP of Revenue at Lambda ($1.5B valuation). Robert is an advisor to several top-tier VC firms and some of the most high-profile AI startups in Silicon Valley.Discussed in this Episode:The importance of...2024-06-0459 min
The GTMnow PodcastGTM 96: The Three Pillars of a Modern Go-To-Market Strategy Every Revenue Leader Should Know with Kelly HoppingKelly Hopping is currently the Chief Marketing Officer (CMO) for Demandbase whereshe is responsible for differentiating the go to market platform, increasing brandpresence, and accelerating acquisition and conversion of potential customers.Prior to joining Demandbase, Kelly honed her start-up skills as the first CMO atHYCU, a series B, venture capital-backed data protection SaaS company. She nowcontinues at HYCU as an Advisor. Before HYCU, Kelly served as the Chief MarketingOfficer for the Digital Markets division of Gartner where she managed a portfolio ofbrands - Capterra, GetApp...2024-05-2856 min
The GTMnow PodcastGTM 95: Going to Market in a Single Platform Ecosystem (HubSpot): Insights from Arrows' Journey with Daniel ZarickDaniel Zarick is the Co-Founder and CEO of Arrows, a collaborative customer onboarding tool built specifically for teams using HubSpot. With funding from Gradient Ventures, HubSpot Ventures, and GTMfund, Arrows. is well-positioned to become a major player in the HubSpot ecosystem.Discussed in this Episode:The benefits and challenges of going to market in a single platform ecosystem like HubSpotHow to gain traction and build relationships with key stakeholders in a crowded partner ecosystemStrategies for leveraging content marketing to punch above your weight as a startupThe power of focus and persistence in achieving outsized...2024-05-2154 min
The GTMnow PodcastGTM 94: Mastering Branding, Pricing, and Customer Success for AI Startups with Holly ChenHolly Chen is the Managing Partner of ExponentialX, a Marketing and Growth Advisory Collective for high-growth SaaS startups, advising companies like Miro, Loom, ServiceNow, Appsflyer in their growth journeys. She also guest lectures at Berkeley and NYU, teaches at Section and Maven, mentors at First Round Capital, and is an active angel investor. Previously, Holly was the Global Head of Digital Marketing at Slack, helping it grow $100M to $700M ARR and going public. She was the Head of Growth at Google Store and Global Head of Google B2B Websites. Holly also worked at Gucci, Deloitte Consulting. Kearny...2024-05-1451 min
The GTMnow PodcastGTM 93: Mastering the Generalist Specialist Role and Decoding the CEO Dashboard with Noah MarksDescription:Noah Marks is a transformative growth leader focused on building GTM engines and scaling organizations for sustainable growth. He has been in the strategy & operations world for the last decade (with Udemy, WalkMe, Okta and Salesforce), and has spent almost the entirely of his career in the B2B technology market (with the lone exception being a slight deviation into the world of M&A investment banking). Noah currently resides in the Bay Area with his wife, three kids and 3 dogs, and spends as much time as he can in the mountains - fishing...2024-05-0753 min
The GTMnow PodcastGTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric GilpinDescription:Eric Gilpin is Chief Revenue Officer of G2, the world’s largest and most trusted software marketplace. In this role he oversees all aspects of G2's revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. An experienced leader with 20+ years of experience building and scaling large technology businesses, Eric joined G2 from Upwork, where he oversaw a global team of 400+ and helped lead the company to a successful IPO in 2018 (NASDAQ:UPWK) where the business scaled to north of $600 million in annual revenue in 2022 while serving 50% of the Fortune 500. Prior to...2024-04-3050 min
The GTMnow PodcastGTM 91: Transforming Customer Intelligence, Leading a Company Before Managing a Team and Finding a Rockstar Co-Founder with Linda LianLinda Lian is Co-Founder and CEO at Common Room, the all-in-one customer intelligence platform that automatically surfaces signals across 30+ channels, reveals the person and account behind the signal, and automates actions like email messaging and team alerts. Linda founded Common Room in 2020 to unlock siloed, previously untrackable signals to transform how organizations connect with people. Before Common Room, Linda led product marketing for serverless computing at Amazon Web Services, where she saw firsthand the impact connected data and person-level insights had on accelerating product adoption, earning new customers, and expanding account revenue.Discussed in this Episode:2024-04-2355 min
The GTMnow PodcastGTM 90: The GTM Playbook Under Attack and Bootstrapping a Community to Multi-Million Dollar Revenue with James KaikisJames Kaikis currently serves as the Head of Go-To-Market and Chief Solutions Officer at TestBox, an innovative company revolutionizing the way buyers interact with product demos. Before his tenure at TestBox, James co-founded the PreSales Collective with Yuji Higashi. Under their leadership, the community became a pivotal resource in the presales domain until its successful acquisition in November 2021. James also has a rich history in solution-oriented leadership roles at prominent companies including Salesforce and Showpad.Discussed in this Episode:The power of presales in driving revenue growth and customer successStrategies for scaling a community-based...2024-04-1651 min
The GTMnow PodcastGTM 89: Bundling the GTM Stack, Secrets of Winning Investors & Landing Key Hires with Daniel RuizDaniel Ruiz has spent his career driving growth at high-velocity startups, serving as an early employee at multiple YC companies before co-founding Synch. As CEO, he has successfully raised funding from top investors like Haystack and Jack Altman in a challenging market. With Synch, Daniel is on a mission to streamline the go-to-market tech stack, helping revenue teams spend less time on sales ops and more time actually selling. He brings hard-won insights on leveraging investors, landing crucial first hires, and scaling with in-person sales. Most importantly, Daniel is a founder who leads from the front, always eager to...2024-04-0947 min
The GTMnow PodcastGTM 88: Know Your Numbers to Create Alignment and Unlock Scale with Kyle LacyKyle Lacy spent the last 17 years building, scaling, failing, and winning in high-growth software. He is currently serving the Jellyfish team as their CMO, and before joining the Jellyfish ‘bloom’, He had the pleasure of building a company called Lessonly, employing over 230 people and changed the lives of many more after the acquisition. He has also been fortunate to lead teams at Seismic, OpenView, Salesforce, and ExactTarget. Most importantly, he is the father of two wonderful boys, an energetic dog, and one too many books on World War II.Discussed in this Episode:Alig...2024-04-0238 min
The GTMnow PodcastGTM 87: The Future of Media and Marketing with Anthony KennadaPrior to founding AudiencePlus, Anthony Kennada served as the CMO of incredible companies like Hopin and Front. He was the founding CMO of Gainsight where he and his team are credited with creating the Customer Success category -- a novel business imperative, profession and software category that helps subscription companies grow sustainably by becoming customer obsessed. By focusing on human first community building, content marketing, live events and creative activations, they developed a new playbook for B2B marketing that built the Gainsight brand and fueled the company’s growth from $0 to $100M+ ARR, and eventual acquisition by Vista Eq...2024-03-2643 min
The GTMnow PodcastGTM 85: A $2.6 Billion Lesson and Embracing Ecosystem-Led Growth with Bob MooreBob Moore is Co-Founder and CEO of Crossbeam, an Ecosystem-Led Growth (ELG) platform that helps companies use their partner ecosystems to generate leads, close deals, and grow faster. He previously co-founded the cloud data pipeline company Stitch (acquired by Talend in 2018) and business intelligence platform RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). Prior to RJMetrics, Bob worked on the Investment Team of Insight Partners.Bob is a proud Philadelphian, where he serves as a Trustee of The Franklin Institute. He has also previously served as the Board Chair of Philly Startup Leaders a...2024-03-1247 min
The GTMnow PodcastGTM 84: Outbound Isn’t Dead: This is How to Reach the Inbox with Stephen HakamiStephen Hakami is the Founder and CEO of Wiza - the most accurate way to find verified contact information for B2B prospects. Stephen started the company in 2019 after a sales career of being frustrated with bad data, and set out to build a prospecting tool that's powered by live LinkedIn data.Discussed in this Episode:The frustration with bad data and the inspiration behind building Wiza.The importance of email deliverability and strategies for improving it.The recent acquisition of Drift by Salesloft and the topic of consolidation in the sales tech stack...2024-03-0538 min
The GTMnow PodcastGTM 83: Redefining Marketing with AI and Personalization | Amanda ColeAmanda Cole serves as Chief Marketing Officer, leading the execution of the company’s marketing strategy to drive further business demand and brand awareness. Amanda is a passionate marketing professional with more than 15 years of experience in helping SaaS companies build impactful brands, communicate differentiated value, and grow high-performing marketing teams. She previously served as the company’s Senior Vice President of Global Marketing, having joined in January 2021 through the acquisition of Exponea. Prior to joining Exponea, Amanda served as Vice President, Demand Generation at Blueshift, a Customer Data Platform, and before that served as Vice President of Marketing, Amer...2024-02-2741 min
The GTMnow PodcastGTM 82: Use These Sales Negotiation Tactics to Win with Richard HarrisHelping founders with GTM Strategies and teaching sales reps how to earn the right to ask questions, which questions to ask, and when is the primary driver for Richard Harris. He brings 20+ years of experience, having done all the roles - SDR, AE, Manager, Director, VP of Sales, and Director of Sales Ops - to the table. His client list includes Zoom, Salesforce, Gainsight and 80+ SaaS start-ups. He is also the Co-Founder of Surf and Sales as well as the host of the Surf and Sales Podcast. What You Will Learn:Key strategies for h...2024-02-2039 min
The GTMnow PodcastGTM 81: Signal-Based Sales and Entering GTM 5.0 with Alexa GrabellAlexa Grabell is the Co-Founder and CEO of Pocus. Pocus is mission control for your pipeline. Pocus brings together product usage and other intent signals (customer, community, marketing data) to surface top leads, enabling reps to act fast. Alexa’s passion for democratizing data for go-to-market teams began when she led sales strategy & operations at Dataminr, where she built internal solutions to power sales teams with data.What You Will Learn:The evolving landscape of go-to-market strategies, including the concept of Go-to-Market 5.0.The significance of shifting from traditional 'predictable revenue engines' to data-driven, personalized, an...2024-02-1334 min
The GTMnow PodcastGTM 80: AI in GTM Deep Dive | Overcoming Analysis Paralysis and Tactical Use Cases with Andy JollsAndy Jolls is 25+ year executive with several years in CMO roles. As a full stack marketer, Andy has re-architected six brands and identities, and built three funnels from the ground up. He’s been a B2B leader in businesses from pre-revenue to $600MM. Andy co-Chairs the CMO group for Pavilion (6000+ GTM leaders) and is active in several marketing communities. He’s also a proud alum of Michigan and Northwestern. He began his ML/AI journey several years ago and has been working in Generative AI since August 2022. Currently, he operates his own consultancy helping leaders with marketing strategy and...2024-02-0647 min
The GTMnow PodcastGTM 79: Surviving and Thriving with Frugal, Gorilla GTM Against Giant Incumbents | Amit PandeAmit Pande is CMO and EVP of Strategy at Aviso AI, a leading revenue intelligence platform. Previously, Amit led marketing efforts at startups like Tact AI (1st AI Assistant for Sales backed by AWS, Microsoft, and Salesforce), HP Inc (next-gen computing) and Spire AI (Human Capital SaaS). In a prior life, Amit also led product and UX teams at Yahoo and Oracle. Amit is a Stanford GSB alumnus and has served on its alumni board, and has also studied human-computer interaction and engineering at the University of Minnesota. He is a coffee loving techno-humanist, loves sci-fi and graphic novels...2024-01-3049 min
The GTMnow PodcastGTM 78: 2024 Predictions with GTMfund's General Partner, Max AltschulerMax Altschuler is the Founder and General Partner of GTMfund, an early-stage fund focused on B2B SaaS startup backed by the world’s best tech GTM leaders. Previously, he was the Founder and CEO of Sales Hacker, a global digital media company that he grew and successfully sold to Outreach in 2018. He then took over as VP of Marketing for rapidly growing Outreach. In 2023, Max acquired the company he once founded, SalesHacker, bringing it under the GTMfund umbrella and rebranding it as GTMnow. Max has been published by Forbes, Inc., HBR, MIT Review, Time, Sal...2024-01-2322 min
The GTMnow PodcastGTM 77: Building a Top-Down Sales Strategy While Maintaining a Bottoms-Up Approach with Leena JoshiLeena Joshi is Co-Founder & CEO of CloseFactor, a GTM strategy and execution platform that helps enterprise tech hone in on the exact right prospective customers and accelerates their conversion by helping your sales and marketing teams be contextually relevant to them. She has led GTM teams at high scale B2B companies such as Splunk, VMware, Redis and has a unique perspective on the convergence of sales and marketing into an efficient, high performing GTM organization.What You Will Learn:The differences in go-to-market motions across different stages of organizations. Th...2024-01-1740 min
The GTMnow PodcastGTM 76: 0 to $100M: You Need to Reinvent Yourself at Every Phase with Mike MolinetMike Molinet is the Co-Founder of Branch (branch.io), where he was COO and President, leading the company to $100M in ARR. He oversaw all things GTM there, including G&A and Product. Now, he is the Co-Founder of Thena (thena.ai), a seed-stage startup backed by Lightspeed and First Round, where they're helping companies service and engage their customers in Slack. After taking Branch to $100M, he's doing it all over again, this time with a lot of learnings.What You Will Learn:The different micro-phases within each stage of growth (0-1M...2024-01-0948 min
The GTMnow PodcastGTM 75: The AI Evolution: Cross the Chasm of First to Future Iterations with Gong’s EVP Eran AloniEran Aloni is the Executive Vice President of Product Strategy and Ecosystem at Gong. He has been a leader at Gong for eight years, previously holding titles of Chief Customer Officer and Chief Operating Officer. What You Will Learn:Eran's career advice to younger go-to-market professionals. Two stages of AI advancements and which is more valuable. The role that data sets have in AI progressions. How to continuously solicit team feedback to level up as a leader. Highlights:(6:55) How AI solutions are still only scratching the surface in terms of dri...2024-01-0239 min
The GTMnow PodcastGTM 74: It's Bull$***. 50+ GTM Leaders Share Which Widely Held Beliefs They Disagree WithTo cap off the year, we have another special episode. Be warned: It's a spicy one! At the end of every weekly podcast episode, host Scott Barker asks guests the same two questions. Last week, you heard the compilation of guest responses to the first question. This week, you’ll hear the compilation of their responses to the second question:What is one widely held belief that revenue leaders have that you think is bull$*** or no longer serving us?What You Will Learn:The perspectives of go-to-market lea...2023-12-2631 min
The GTMnow PodcastGTM 73: 50+ GTM Leaders on What’s Working and Career LearningsWe have a very special episode this week. At the end of every weekly podcast episode, host Scott Barker asks guests the same two questions. Today, you’ll hear the compilation of their responses to one of the questions. Spoiler alert: you’ll get to tune into the other question next week, which is slightly spicier as it’s full of hot takes. What You Will Learn:What’s working and learnings for these go-to-market leaders. The questions that 50+ go-to-market leaders answer in this episode: What’s one tactic or strate...2023-12-2036 min
The GTMnow PodcastGTM 72: Avoiding Agency and Fractional Roulette: How to Pick the Right Partner with Daniel WeinerDaniel Weiner is a former agency executive turned Founder. He started YouShouldTalkTo in 2020 amidst the madness of the pandemic and 3 years later has turned it into a 7-figure business. He also hosts a podcast and private CMO dinners in Atlanta. Outside of work he enjoys all things food/cooking, playing basketball, and working on renovating his loft.What You Will Learn:How to assess what type of external support is the best fit is for you (agency/fractional/freelancer). Insight behind the story of founding a company during the 2020 pandemic. Why your network is yo...2023-12-1254 min
The GTMnow PodcastGTM 71: Writer CEO Tells All: Securing Enterprise Customers with a PLG Motion | May Habib (Revisited Bonus Episode)May Habib is CEO and Co-Founder of Writer, the full-stack generative AI platform for enterprises. Writer empowers your entire organization to accelerate growth, increase productivity, and ensure compliance. May has worked in NLP and ML for 10 years, and before Writer, she founded and built Qordoba, a localization software company. She is an expert in AI-driven language generation, AI-related organizational change, and the evolving ways we use language online.She sits on the board of TechWadi, an organization that bridges MENA-based entrepreneurs with Silicon Valley-based VC and talent networks, and is a MELI Fellow with the A...2023-12-0545 min
The GTMnow PodcastGTM 70: The ‘5 Ps’ Winning Formula Behind Crunchbase’s Sales Leader Ang McManamonAng McManamon is a tenured sales leader who puts culture first, helps build high-performing SaaS teams, and executes with urgency across all areas of an organization. She is currently the VP of Sales at Crunchbase, where she leads a high-growth team out of New York City. She previously served as a sales leader for Amazon, Knotel, and Stack Overflow.What You Will Learn:Retrospective sales career and overall career insight. Ang's 5 Ps: Professionalism, Preparation, Process, Performance, Play - and why they are important. Inspiration for women leaders and aspiring leaders.Go-to-market perspectives.Hi...2023-11-2850 min
The GTMnow PodcastGTM 69: Behind the Scenes on Building and Selling Wisely for $187 Million with Mike VichichMike Vichich is the Co-Founder and CEO of Wisely, which he successfully sold to Olo for $187 million in 2021. Currently contemplating his next move, it will involve embarking on the journey of being a second-time founder. With the experience of building Wisely under his belt, he is looking to avoid making mistakes from his first venture and avoid common traps. He resides in Ann Arbor, Michigan with his wife and three sons. What You Will Learn:Insight on the behind the scenes to Mike’s journey building a company that sold for $187M. What worked and w...2023-11-2157 min
The GTMnow PodcastGTM 68: Klaviyo’s Blueprint for Sales Success of $25M to $450M+ Growth with Sean MarshallDuring Sean's most recent operating role he spent 4.5 years as SVP, Global Sales at Klaviyo. He helped scale the sales organization from 15 to 300 people, while growing annual recurring revenue from $25m to over $450m. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B). He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. In 2022 Sean made the switch from operator to investor, currently serving as Managing Partner at P...2023-11-1453 min
The GTMnow PodcastGTM 67: Stop and Celebrate Your Wins with Scott GifisScott Gifis is currently the CEO at NoFraud, formerly the President and COO at frame.io (bought by Adobe) and prior to that, he was the president at AdRoll for 6 years. Scott is an experienced executive operator, investor, advisor, and board member with a proven track record of building and scaling great companies, globally, from near zero to $100M plus. Today Scott advises for nearly a dozen SaaS companies.What You Will Learn:Stop and celebrate your wins.The power of your influence.Unlocking team building successfully as a leader.Knowing when to part w...2023-11-071h 01
The GTMnow PodcastGTM 66: How to Land your Dream Role in a Competitive Market with Sophie BuonassisiSophie Buonassisi is the Vice President of Marketing at GTMfund, overseeing GTMnow - the media arm of the GTMfund brand - and the internal community. She’s passionate about empowering go-to-market leaders and founders with access to insight through GTMnow’s channels, like this podcast, the newsletter, and more. Before joining the GTMfund team, she built and scaled GTM at a predictive conversion optimization company. She enjoys advising SaaS companies as they build out and optimize their marketing and overall GTM strategies.What You Will Learn:How to be proactive with your references.The need...2023-10-3148 min
The GTMnow PodcastGTM 65: Consultative Selling Mastery, and The Positive Snowball Effect of Building Strong Relationships with Zach LawrykZach Lawryk is currently the Head of Global Solutions Consulting at Rippling, previously the VP of Solutions Consulting at Slack, Director of Sales Engineering at Box, and really began his career in tech at Salesforce as a Sales Engineer in 2005.What You Will Learn:The importance of building long-term relationships at work.The beginning of SaaS SE’s.How the SE/SC role will evolve with AI.Knowing when to bring in SE's as a founder.Highlights:(3:41) How Zach has successfully landed at powerhouse companies and how to identify those co...2023-10-2450 min
The GTMnow PodcastGTM 64: Hiring Ethereal Talent with Chuck Brotman and David TeichnerThis week we have a special 2 guest episode, with the best hiring guru's in the game, Chuck Brotman & David Teichner.Chuck is the co-founder of Blueprint Expansion, a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires. Prior to starting Blueprint in 2020, he worked for over fifteen years in various sales and sales management roles, building teams across presales, partnerships, SMB, Mid-Market, & Enterprise Sales. Chuck lives in the Bay Area with his wife and has two daughters, a junior at UCLA and a freshman at UC Santa Barbara.2023-10-1850 min
The GTMnow PodcastGTM 63: Community Mashup with The Best in the Game ft. Kathleen Booth, Erica Kuhl, & Holly FirestoneWe have a special episode this week, a community mashup with the best community leaders in the game! Pavilion's SVP of Marketing, Kathleen Booth, The founder of Salesforce's Trailblazer's Community, Erica Kuhl, and The Former Director of Community for Salesforce's Trailblazer Community as well as The Former Head of Global Community at Atlassian, Holly Firestone.What You Will Learn:The importance of community in 2023.How to stand out as a community in an oversaturated market.How to maintain quality members in the community as you scale.Centralizing user groups for the community: how to...2023-10-1051 min
The GTMnow PodcastGTM 62: The Revenue Viking Shares his Competitive Edge & Winning Culture Tactics with Mark Cranney (Revisited Bonus Episode)Mark Cranney is an enterprise go-to-market operator and three-time unicorn creator. Most recently, he was the COO at Skydio. He's also a founding operating partner at Andreessen Horowitz (a16z) and has been involved in the acquisitions of Opsware and Aster Data Systems by HP and Teradata, respectively. Mark specializes in developing winning playbooks, cultures, and strategies that put his competition on the back foot.What You Will Learn:How to create a winning culture.How to keep your competition at bay.How to hire talent that culturally fits your organization.Highlights:2023-10-0343 min
The GTMnow PodcastGTM 61: Two M&A Exits in One Calendar Year by Harnessing the Power of Deep Relationships with Dan ReichDan Reich is a serial entrepreneur, investor, and writer and has been building companies since he was a teenager. Some of the companies that he founded include: TULA Skincare which was acquired by Proctor & Gamble - Troops.ai which was acquired by Salesforce - Spinback which was acquired by Buddy Media and then acquired by Salesforce. Dan is now a co-founder of Dibs Beauty, which is backed by LCatterton and is building more companies. He also invests through his family office, Reich Capital. He has a background in electrical engineering and volunteers as a member of national ski patrol.2023-09-2649 min
The GTMnow PodcastGTM 60: 261% More Likely to Trust a Company When Their Founders are Posting on LinkedIn with Sam McKennaSam McKenna is the founder of SamSalesConsulting, previous to that she spent 6 years at On24 ending up as their VP of Enterprise Sales, She then jumped over to LinkedIn as their Head of Enterprise Sales. Sam is also an advisor for high growth companies. She now leads an all women team of 11, has over 180 clients, multiple million dollars in revenue, all under 4 years.What You Will Learn:Knowing when to outsource talent as a founder.Using strategic hooks to capture engagement on social.The power of dark social and leveraging it to increase impressions...2023-09-1952 min