Shows
C-Suite Sales & Marketing PerspectivesThe CRO's Dilemma: Mastering Long-Term Vision While Hitting Short-Term QuotasEpisode #216: Tarmo Van Der Goot, Chief Revenue Officer at Frisbii, explains how to reconcile quarterly targets with durable growth. He frames Net Revenue Retention as the North Star that keeps short-term choices tethered to strategy. He details how a unified ICP, tight product partnership, and direct voice-of-customer contact prevent reactive churn. He closes with culture and focus as the foundation for cross-sell at scale."Make sure that your short-term, quarterly goals are aligned with your long-term decision. The way I approach it is making sure that the long-term strategy is my anchor for the short-term...
2025-09-1026 min
We Are Sales PodcastBuilding Chargebee’s EMEA outbound sales team from the ground upPlease meet Tarmo van der Goot, who until recently scaled Chargebee as VP of Sales EMEA.
In 2020, Chargebee had limited footprint in our region, which was mainly coming through inbound. So, in order to accelerate growth, a robust outbound Go-To-Market (GTM) strategy was necessary.
So that's what Tarmo did: he has built the outbound strategy and built a team that would be responsible to execute on it. In a period of 3 years, the team grew from 2 to 90 FTEs and revenue grew by 10x.
Therefore, in this episode we talked about various subjects that...
2024-01-0351 min
SubscriptionX - The Subscriptions Economy in Retail and eCommerceSubX Subscription Economy Podcast - LIVE at SubX WorldRecorded on site at the inaugural SubX World conference held in London this May. Avalara’s Sacha Wilson, SMOL’s Neil Campbell and Chargebee’s Tarmo van der Goot launch this brand new look at the subscription economy. DeliveryX editor Katie Searles asks the SubX World speakers and sponsors their experiences in this fast evolving market.
2023-06-2022 min
The Revenue Cafe#52 - Discovery Is Not Dead, You're Just Doing It Wrong (Part 2) - with Tarmo van der GootOn this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Tarmo van der Goot, Vice President - EMEA at Chargebee. For CFOs in today's market, a product that solves a technical problem is not enough. Sellers must listen very well to determine and quantify what the true business problems are. Tarmo also shares how enablement helps new reps develop good habits, as well as the central role of empathy in making discovery great.HIGHLIGHT QUOTESBe empathetic to quantify a prospect’s business problem - Tarmo: "Hypothetically, let someone comes to yo...
2023-03-2607 min
The Revenue Cafe#51 - Discovery Is Not Dead, You're Just Doing It Wrong (Part 1) - with Tarmo van der GootOn this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Tarmo van der Goot, Vice President - EMEA at Chargebee. Discovery fatigue is real, but it's likely not what you think. Tarmo gives the zoo as an example. Buyers, when they go to the zoo, they only want to see their favorite animal. In your demo, you can't jump to a product or price without first knowing what the problem is. How? Sellers must be empathetic and conscious of wasting time.HIGHLIGHT QUOTESKnow what "animal" your buyers want to see...
2023-03-2407 min