Shows
What's Broken in GTM and How to Fix ItSummer Cognoscenti Interview: Sarah RhodesWelcome to episode 20 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.This week the Summer Cognoscenti Series continues with Sarah Rhodes, recruitment director and co-founder at go-to-market recruitment specialists, n8talent. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: Sarah shares some candid insights into the shifting recruitment landscape, the impact to market...2025-07-2439 minWhat's Broken in GTM and How to Fix ItSummer Cognoscenti Interview: Joel HarrisonWelcome to episode 19 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.This week, Louis attended the CRO Connected get together, a breakfast briefing courtesy of Jodie Battson at Alpha Group, and was introduced to the redoubtable – and potential future guest (hint, hint!) – Scott Vaughan. Simon has been on retreat in the beautiful West Dorset countryside, enjoying some sunshine while getting through the to-do list!Th...2025-07-1732 minWhat's Broken in GTM and How to Fix ItSummer Cognoscenti Interview: Ian TruscottWelcome to episode 18 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.Louis has been deepening his wine tasting knowledge and expertise, gaining his next set of qualifications. He’s getting quite good at it, he reckons… And it turns out that the Portuguese drink more wine per capita of any nation in the world! Meanwhile, Simon has been attending the B2B Marketing Ignite conference and...2025-07-1040 minWhat's Broken in GTM and How to Fix ItSummer Cognoscenti Interview: Ambre Jeanneau, Revenue Enablement LeaderWelcome to episode 17 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.This week we close-out the revenue operations and enablement arc with another fantastic guest, and the first in our Summer Cognoscenti Series, Ambre Jeanneau, to help us really understand the enablement aspect in real life. Here’s the TL;DL (“Too Long; Didn’t Listen)”) in case you don’t have time for the whole epis...2025-07-0334 minWhat's Broken in GTM and How to Fix ItRevenue Operations and Enablement (part 3)Welcome to episode 16 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.We share insights from the recent revenue leaders dinner Louis co-hosted with Tim Ogle at Toggle Switch Consulting, to which Simon was kindly invited! The discussion during the evening focused on attracting, developing, and defending top sales talent, highlighting the balance between gut instinct and scientific assessment, particularly for first-time managers. The importance of...2025-06-2637 minWhat's Broken in GTM and How to Fix ItRevenue Operations and Enablement (part 2)Welcome to episode 15 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.Louis and Simon spent the day recently at Inspire, the 6Sense customer conference, courtesy of Andy Champion and Jon Clarke. The both agreed it was a great event, especially sessions from Saima Rashid, April Dunford, and Gemma Greaves. The stat of the day, reckons Louis, is that 81% of B2B decision makers have already...2025-06-2029 minWhat's Broken in GTM and How to Fix ItRevenue Operations and Enablement (part 1)Welcome to episode 14 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.Louis has squeezed in a day’s cricket, courtesy of Khalid Rahmany from InnoVyne, and Harry Riseborough and Matthew Hobson from Xactly. It was a T20 match, meaning it was extremely fast paced and didn’t entail blocking out the whole week! Simon recounts his time at the Anticon conference, including his panel session. Watc...2025-06-1221 minWhat's Broken in GTM and How to Fix ItLeveraging Data and TechnologyWelcome to episode 13 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.Louis is back in Porto to do some work with one of the start-ups at Founders Founders, the tech incubator based there. He has also been sailing in the Solent on a SaaS sailors trip organised by Paul French at Intrinsic Executive Search. Simon speculates as to whether “4 SaaS revenue leaders on a sailing bo...2025-06-0523 minWhat's Broken in GTM and How to Fix ItJon Clarke, 6SenseWelcome to episode 12 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.This week we’re joined again by a guest, Jon Clarke, Data Partnerships Director at intent data platform 6Sense. Here’s the TL;DL (“too long, didn’t listen”) in case you don’t have time for the whole episode: Intent data isn't just a list of engaged accounts, it's your early warning system for b...2025-05-3041 minWhat's Broken in GTM and How to Fix ItUnit EconomicsWelcome to episode 11 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.This week sees us arriving at episode 11, placing us into the hallowed company of the 4% of podcasts that make it past ten instalments, invoking a moment of reflection! Louis has been struck by the relevance of the topics covered in the podcast so far, frequently encountering the issues we’ve been discussing with revenue le...2025-05-2329 minWhat's Broken in GTM and How to Fix ItSimon Sharp, CEO, VertoWelcome to episode 10 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.This week we’re joined by our second guest, Simon Sharp, CEO at program management platform Verto and pick-up the discussion from a few episodes ago on sales motions. Simon recently posted an article on LinkedIn about managing multiple GTM motions that piqued Louis’ interest and we were keen to dig further into his think...2025-05-1524 minWhat's Broken in GTM and How to Fix ItOperating Models (part 2)Welcome to episode 9 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.It’s Louis’ birthday, the six-month anniversary of the first What's Broken in GTM and How to Fix It newsletter, and the two-month anniversary of the podcast! Felicitations and self-congratulations out of the way, Louis is feeling energised following a few days away with the team from his side (or is it main?) gig, Togg...2025-05-0823 minWhat's Broken in GTM and How to Fix ItOperating Models (part 1)Welcome to episode 8 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.Louis shoe-horns a business lesson into the conversation based on the sales promotion incentive fund (aka SPIF) he has implemented for his estate agent and recounts another AI experience, this time with training and coaching platform Avarra. Simon has been deep diving on buying groups, participating in a CMO roundtable discussion on the topic...2025-05-0129 minWhat's Broken in GTM and How to Fix ItOptimising Sales MotionsWelcome to episode 7 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.It’s been an AI-kind of a week, with Louis exploring conversational agentic AI customer service platform, Parloa, while on a trip to Germany. Meanwhile, Simon has been hanging out with Boardy, the voice AI super networker. As well as offering advice on goals and projects, Boardy also endeavours to connect with other people in...2025-04-2430 minWhat's Broken in GTM and How to Fix ItGo-To-Market StrategyWelcome to episode 6 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.Louis recounts his energising time spent with start-up incubator Founders Founders[SD1] , based in Porto, Portugal. The conversation, it just so happens, spanned everything we’ve been discussing on the podcast so far! Coincidence, or is just that these are the key topics that founders need to be thinking about…? Regardless, shout-out to Art Link...2025-04-1730 minWhat's Broken in GTM and How to Fix ItMark Walker, Founder and CEO, Revved UpWelcome to episode 5 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week sees our first guest joining us on the podcast as Mark Walker, Founder and CEO at Revved Up as we continue the discussion on segmentation, targeting and positioning. Here’s the TL;DL ( “too long, didn’t listen”) in case you don’t have time for the whole episode: Mark's core point is arou...2025-04-1034 minWhat's Broken in GTM and How to Fix ItSegmentation, Targeting & PositioningWelcome to episode 4 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis laments the early mornings he has been facing this week in order to get up and deliver (virtual) training in Singapore, although it’s been worth it to spend time with some talented sellers, he says. Discussing the engagement of participants in the classes, Louis highlights that the most important thing is bringing the...2025-04-0331 minWhat's Broken in GTM and How to Fix ItRevenue Growth vs Cost ContainmentWelcome to episode 3 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.Louis recaps his time at the CRO Connected Summit in East Sussex, including a nice walk in the countryside not ruined by having to play golf! More seriously, Louis found the talk on seller productivity by Gerry Hill very valuable and recommends following him for more insight. Moving on to this week’s discussion on r...2025-03-2728 minWhat's Broken in GTM and How to Fix ItTAM, SAM and SOMWelcome to episode 2 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.In this episode we start by chatting about whether SaaS is facing an inflection point with the rise of alternative software models, buyer fatigue, and challenges to start-up funding. Then, we pick-up on a point raised last week regarding TAM, SAM and SOM and drill into why these acronyms are crucial to really understanding...2025-03-2028 minWhat's Broken in GTM and How to Fix ItProduct-Market FitWelcome to episode 1 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we’ll be exploring the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to the common issues.In this episode we dive into the foundation of any successful go-to-market strategy, namely Product Market Fit or PMF. In case you don’t have time to listen, here’s the TL;DL (that’s “too long, didn’t listen”): Product market fit is not just for Christmas and it doesn't get solved ove...2025-03-1326 min