Shows
What'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