The GTMnow podcast

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Untold Stories: Life with a Severe Autoimmune Condition

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Finding Your Voice In the Healthcare System 30:52

13 hari yang lalu30:52

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30:52

Jasmine is a career coach, wife, and mother who is newly diagnosed with CIDP but no stranger to fighting for her health. After years of navigating lupus and rheumatoid arthritis, Jasmine learned how to push back, speak up, and keep going. Join Martine for the season 4 premiere as Jasmine shares what it’s like to face a new diagnosis mid-journey, and why she refuses to stay silent. See omnystudio.com/listener for privacy information.…

The GTMnow Podcast

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The GTMnow Podcast interviews well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Sophie Buonassisi to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of GTMfund - sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of the best go-to-market executives. GTMfund is an early-stage VC fund focused on investing in the most exciting, up-and-coming B2B SaaS companies across the world. The LP network consists of VP and C-level Sales, Marketing, and Customer Success leaders from companies like DocuSign, Salesforce, LinkedIn, Snowflake, Okta, Zoom, and many more.
Visit gtmnow.com for more details and to sign up for our newsletter and other content resources.

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The GTMnow Podcast

80 subscribers

updated 7 hari yang lalu

Beranda serial•Feed

586 episode

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GTM 156: Revenue Marketing Unpacked: GTM Lessons, AI, and What’s Really Broken in Attribution | John Fernandez 1:04:00

7 hari yang lalu1:04:00

1:04:00

John 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 goal: pipeline creation (culture, incentives, and operations) The “Value Chain” framework for mapping marketing’s full-stack impact across the GTM engine John’s “4 Whats” Framework for operationalizing measurement: what's working, what's not, what's new, what's next What’s broken about attribution today and why multi-touch measurement is often a red herring The shift from SEO to GEO: How generative AI is re-writing digital discoverability and B2B content strategy AI in marketing without losing authenticity: human-in-the-loop, voice, and trust factors you need to watch Why more Martech isn’t the answer (and the tech stack crisis facing GTM teams) Deep problem understanding as a GTM superpower (what chess can teach SaaS leaders about winning) Key moves for founders and GTM leaders facing today’s attention and signal problem Guest Speaker Links (John Fernandez): LinkedIn: https://www.linkedin.com/in/johnfernandez/ Datasite: https://www.datasite.com/ Host Speaker Links (Sophie Buonassisi): LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ Newsletter: https://substack.com/@sophiebuonassisi Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/GTMnow_ YouTube: /@gtm_now The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

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GTM 155: How to Build a GTM Motion from Scratch — Using AI, Community, and Data as a Moat | Erica Anderman 1:00:04

13 hari yang lalu1:00:04

1:00:04

Erica 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 humbling) Tactical frameworks for finding product-market fit (especially in early pivots) Building a GTM motion from zero using community and customer obsession What AI actually changes in GTM (hint: it’s not just about productivity) How to treat fundraising like a sales motion (including identifying your ICP) Practical tools Erica is using to build GTM motions faster with fewer resources Highlights: 00:45 From Sales to CRO: The Unconventional Path 02:47 Why Being a Generalist Can Make You a Better Leader 05:31 What AI Is Really Doing to GTM Roles 06:33 Scaling Yourself Before You Scale Your Team 08:00 From CRO to Founder: Sales Skills That Transfer to Fundraising 10:10 Fundraising Is Just Another Sales Funnel 14:12 Relationships Compound in GTM and Fundraising 22:33 Finding PMF by Listening Hard 26:04 When Your GTM Motion Becomes Compliance-Driven 27:41 Community as a GTM Lever (Not Just a Buzzword) 38:28 Pre-PMF vs. Post-PMF 42:53 Turning Messy Data into Valuable Content 56:12 Tools Over Headcount: Erica’s Favorite AI Stack Guest Speaker Links (Erica Anderman): LinkedIn: https://www.linkedin.com/in/ericaanderman Foodini: https://foodini.co/ Host Speaker Links (Sophie Buonassisi): LinkedIn: https://www.linkedin.com/insophiebuonassisi Newsletter: https://substack.com/@sophiebuonassisi Thanks to Our Sponsor – UserEvidence: UserEvidence is the Customer Evidence Platform that helps you collect feedback, surface proof points, and turn customer wins into bite-sized assets your sales and marketing teams can actually use. Capture social proof at scale. Arm reps with credible stories. Close more deals with trust. Learn more at: https://userevidence.com/gtmnow Where to Find GTMnow: Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/GTMnow_ YouTube: /@gtm_now The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

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The Next Digital Revolution: You Optimized for Humans, Now You Have to Optimize for AI | with Mike Walrath (CEO of Yext) 21:06

21 hari yang lalu21:06

21:06

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 Mike — a must-watch roadmap for the AI-driven future of marketing. Hit the links to dive into the full conversation. • GTMnow: https://gtmnow.com/gtm-146-future-of-search-ai-digital-presence-mike-walrath/ • Apple: https://podcasts.apple.com/in/podcast/gtm-146-the-future-of-search-ai-and-digital/id1369291464 • Spotify: https://open.spotify.com/episode/2xs4xXGmTTKXHSNUMmYqvy • YouTube: https://www.youtube.com/watch?v=4m1051j_hq4&t=1332s Thanks to our Sponsor: Qualified Piper is the #1 AI SDR on G2. AI SDR agents are changing the future of sales. And Piper is leading the way. Piper is the top-ranked AI SDR on G2, trusted by hundreds of high-growth GTM teams — including many in the GTMfund community. She works around the clock to follow up with every lead, book meetings, and qualify prospects, all by reading real buying signals. That means your team spends less time chasing and more time closing. Piper isn’t just automating repetitive work — she’s transforming pipeline generation at scale. Discover how AI SDRs like Piper can help you build pipeline faster at qualified.com . Visit us: https://gtmnow.com/ Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow/ Follow us on Twitter/X: https://x.com/GTMnow_ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

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GTM 154: How AI is Reshaping Sales Tech | Lessons from Building Sales Cloud, Sales Navigator and now an AI-Native Startup 59:29

28 hari yang lalu59:29

59:29

Doug 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 automation Go-to-market stack optimization and simplification Building and scaling B2B SaaS companies Revenue operations (RevOps) and AI integration Serial entrepreneurship and company building Transitioning from big tech to startup founder Highlights: 04:35 From Fliptop to LinkedIn: how Doug navigated acquisition and scaled Sales Navigator. 06:33 Why Sales Nav was a $250M business with a “crappy product” — and how Doug turned it around. 09:56 Doug’s “awesome test” for hiring top talent (and the 90-day rule he swears by). 13:26 The speed dating hack that landed Coffee’s first sales leader. 17:36 What Doug learned running Sales Cloud at Salesforce — and why he left. 22:22 The biggest missed opportunity inside Sales Navigator (and what he’d do differently). 24:37 Why sales tech stacks are bloated — and how AI-native CRMs solve it. 28:36 What makes a true AI-native product (and why Coffee is built different). 31:36 The Rippling-inspired vision behind Coffee’s GTM strategy. 34:47 Three versions of Coffee — and why reps are swiping their own cards. 39:44 AI agents vs. simple automations — what the future actually looks like. 42:41 Why SDRs won’t disappear — but their job will change. 47:45 Data as the new moat: how to build durable product advantage in the AI era. 50:08 Why Doug runs a podcast and thinks every startup should act like a media company. 55:09 The new math of headcount: scaling to $100M+ with fewer hires. 56:45 The “TAM is dead” take — and how Doug thinks about modern segmentation. Guest Speaker Links (Doug Camplejohn): LinkedIn: https://linkedin.com/in/camplejohn Coffee: https://coffee.ai Podcast: https://www.coffee.ai/podcast Host Speaker Links (Sophie Buonassisi): LinkedIn: https://linkedin.com/in/sophiebuonassisi Newsletter: https://substack.com/@sophiebuonassisi Thanks to our Sponsor: TriNet Every early-stage founder is told to focus on product and growth. But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey. “Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth. Hiring the right people, keeping them supported, and creating the infrastructure to help them thrive is critical. TriNet exists to make that easier. TriNet’s full suite of HR solutions is designed to support companies at critical inflection points – from early traction to scale. Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/GTMnow_ YouTube: https://www.youtube.com/@GTM_now The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

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GTM 153: Building Technical Growth Machines & Signal-Based Selling with Austin Hughes 48:27

5 weeks yang lalu48:27

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Austin 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 product Distribution is a startup's best friend How Austin’s content strategy turned LinkedIn into a hyper-efficient channel Why the best growth hires today are ex-engineers or investors How AI is redefining go-to-market motions Highlights: 04:00 Ramp’s growth org: running 100+ experiments per quarter 08:45 Why LinkedIn became Unify’s silver bullet 11:30 Austin’s content creation workflow (and why he doesn’t use AI to write) 13:00 Technical vs. traditional growth marketers—how to hire for impact 17:00 Using Unify to merge 1st & 3rd-party data into a signal pipeline 20:30 How automation + human-in-loop GTM creates leverage 24:00 Austin’s Carta example: what perfect relevance looks like 27:00 What broke in outbound and why signal-based selling is the fix 32:00 When startups should start ingesting signals 36:30 Culture of experimentation: “failure is just a data point” 39:00 How Unify is using AI internally for GTM and support ops 43:00 What’s coming next: AI-relevant messaging, BDR collaboration tools 47:00 The end of traditional marketing roles—and what comes next Guest Speaker Links (Austin Hughes): LinkedIn: https://www.linkedin.com/in/austin-t-hughes/ Unify: https://www.unifygtm.com/ Host Speaker Links (Sophie Buonassisi): LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ Newsletter: https://substack.com/@sophiebuonassisi Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/GTMnow_ YouTube: /@gtm_now The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ Thanks to our Sponsors: TriNet Founding a company is hard enough. Navigating payroll, benefits, and compliance shouldn’t slow you down. That’s where TriNet comes in. They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people - the go-to-market engine. B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. Sponsor Link: The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

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GTM 152: What’s Actually Working in GTM Right Now: Lessons from Centari, Atrix AI, & Gaiia 33:23

6 weeks yang lalu33:23

33:23

What’s actually working in go-to-market right now? In this live panel from the GTM Fund AGM, three early-stage leaders from three exceptional companies—Centari, Atrix AI, and Gaiia—break down how they’re closing enterprise deals in some of the most challenging verticals: legal, pharma, and telecom. From viral LinkedIn content and founder-led dinners to the now-infamous "donut drop" strategy, this episode is packed with practical, first-principles GTM plays you won’t find in a sales playbook. Kevin Walker (Centari) – Founder & CEO of Centari, a legal tech platform providing deal intelligence to large law firms and, soon, financial services. A former M&A attorney at Paul Hastings, Kevin brings deep insider knowledge to solving complex legal workflows. Vera Kutsenko (Atrix AI) – Founder & CEO of Atrix AI, a platform helping medical affairs teams at pharma and med device companies capture and operationalize real-world insights. Vera has become a thought leader in AI for regulated industries—recently authoring a viral book on AI in medical affairs. Stephen Farnsworth (Gaiia) – VP of GTM at Gaiia and early GTM leader at Workato and Outreach. Gaiia is an end-to-end ERP, billing, and CRM platform for independent internet service providers (ISPs), tackling a niche but high-value market with massive infrastructure needs. Discussed in this Episode: Centari built trust with top law firms by pairing deep domain credibility with a thoughtful, relationship-driven sales approach. Atrix AI sparked inbound demand by turning a single viral LinkedIn post into a full-length book on AI in medical affairs. Gaiia chose not to hire SDRs, focusing instead on high-ACV deals and personalized outreach in a tightly defined TAM of telecom providers. Gaiia’s “donut drop” strategy—personally delivering treats to rural ISP offices—created brand awareness and unlocked new pipeline. Both Centari and Atrix AI scaled founder-led sales by hiring a Chief of Staff to operationalize and extend GTM efforts. Atrix AI uses educational AI workshops to qualify buyers, build trust, and stand out in a noisy vendor landscape. Centari combats pilot fatigue and skepticism in legal tech by showing deep empathy, hiring former lawyers, and proving value early. Highlights: 03:00 – Why Atrix AI scaled founder-led sales with viral content and thought leadership 06:00 – The accidental (and wildly successful) AI & medical affairs book launch 08:00 – Centari’s early GTM strategy: legal empathy, cookies, and product conviction 11:00 – Gaiia’s high-ACV model and why SDRs don’t make sense for their TAM 20:00 – The Donut Playbook: creating pipeline by showing up IRL 23:00 – Why Chief of Staff was a critical early hire for scaling sales ops 27:00 – How Gaiia is thinking about building community in a slow-moving vertical 28:00 – What’s next: repeatability, vertical expansion, and community infrastructure Guest Speaker Links: Vera Kutsenko LinkedIn: https://www.linkedin.com/in/verakutsenko/ Stephen Farnsworth LinkedIn: https://www.linkedin.com/in/stephen-farnsworth/ Kevin Walker LinkedIn: https://www.linkedin.com/in/kpwalker1/ Host Speaker Links (Paul Irving): LinkedIn: The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

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GTM 151: How to Scale Vertical SaaS in 2025 | Dennis Lyandres (Ex-CRO, Procore) 36:45

7 weeks yang lalu36:45

36:45

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 SaaS companies align people, product, and GTM into one unified strategy Using AI as a GTM advantage starts with a crawl-walk-run approach Scaling multi-product in vertical SaaS means following the money and the pain GTM leaders win when they speak product and co-own strategy with engineering Customer relationships are your most undervalued strategic growth lever Your top 5% of talent deserve a purpose-built strategy to maximize impact Lean AI teams are redefining what’s possible with just a handful of operators Highlights: 03:00 Dennis’s journey as the Chief Revenue Officer at Procore: from $10M to IPO 05:00 The “People, Product, GTM” triad and AI-native orgs 07:00 Why vertical SaaS startups need a talent strategy (and most companies lack one) 09:30 Multi-product GTM strategy explained via Procore and other verticals 13:00 How Go-To-Market teams can show up better for product teams 18:00 Building deep customer strategy across functions in a B2B startup 23:00 Price’s Law and the T30 program for top performers within a revenue organization 24:30 Lean AI startup: what it is and what it isn’t 30:00 Crawl-walk-run AI adoption in Go-To-Market teams Guest Speaker Links (Dennis Lyandres): LinkedIn: https://www.linkedin.com/in/dlyandres/ Speedchain: https://www.speedchain.com/ ICONIQ: https://www.iconiqcapital.com/ Host Speaker Links (Sophie Buonassisi): LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ Newsletter: https://substack.com/@sophiebuonassisi Sponsors: TriNet Every early-stage founder is told to focus on product and growth. But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey. “Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth. Hiring the right people, keeping them supported, and creating the infrastructure to help them thrive is critical. TriNet exists to make that easier. TriNet’s full suite of HR solutions is designed to support companies at critical inflection points – from early traction to scale. Learn more at https://trinet.com/gtmnow The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

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GTM 150: 80% of Exec Roles Aren’t Posted, Here's How to Land Them Anyway with Andy Mowat 48:22

8 weeks yang lalu48:22

48:22

Andy 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 importance of clarity: how GTM operators should articulate their focus to stand out. - How venture networks and backchanneling drive most executive hiring decisions. - The rise (and limits) of fractional work as a bridge between full-time roles. - What AI agents are doing behind the scenes at Whispered to match execs to roles. - Why company stage, growth rate, and CEO quality are critical in picking your next role. - What GTM functions (e.g. RevOps, Demand Gen) are most in-demand right now. Highlights: 04:30 Why most executive roles are never posted 07:00 How Whispered operates as a curated talent network 13:30 Why GTM execs struggle to articulate their focus—and how to fix it 16:45 The right way to build a target company list 21:00 Engaging your network and VC talent teams the right way 28:00 What AI is (and isn’t) changing about hiring and team structure 34:00 How to evaluate growth-stage companies and pick winners 36:30 Head of vs. VP vs. CRO: The real meaning of title across company sizes 41:00 Most common mistakes execs make in their job search 44:30 Using customer advocacy and growth loops to scale Whispered 46:00 Is email dead? Why it's still critical to GTM and talent outreach Guest Speaker Links (Andy Mowat): - LinkedIn: https://www.linkedin.com/in/amowat/ - Whispered: https://www.whispered.com/ Host Speaker Links (Sophie Buonassisi): - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ - Newsletter: https://substack.com/@sophiebuonassisi Where to find GTMnow (GTMfund’s media brand): - Website: https://gtmnow.com/ - LinkedIn: https://www.linkedin.com/company/gtmnow/ - Twitter/X: https://x.com/GTMnow_ - YouTube: @gtm_now - The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ Sponsor: Qualified Qualified is the Agentic Marketing Platform with the world's leading SDR agent, Piper the AI SDR. Marketing teams trust Piper to autonomously drive inbound pipeline at scale, delivering real-time engagement and conversion. Trusted by top brands like Asana, Box, Brex, Clari, GE Healthcare, and more, Qualified is redefining how companies generate pipeline in the age of AI. Sponsor Link: https://www.qualified.com/plus/category/ai-sdr-summit?utm_source=gtmfund The GTM Podcast Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world. #career #jobsearch #techcareers The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

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GTM 149: How to Scale International Sales Teams with Rick Kelley 46:56

9 weeks yang lalu46:56

46:56

Rick 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. Discussed in this Episode: The operational playbooks that scaled Meta’s ad sales Why AI will shift how sales orgs think about headcount & human capital The three traits Rick looks for in great sales leaders—& how to spot them early Why early-stage companies should prioritize hiring builders, not closers How to segment go-to-market motions by customer journey, not just ACV Why “coachable, humble, gritty” still wins—even in an AI-powered GTM world Highlights: 6:30 How Meta scaled repeatable playbooks across SMB, Mid-Market, & Enterprise 10:00 The role of humility & coachability in building scalable teams 13:00 Why top sales leaders are systems thinkers—not just great closers 16:00 AI’s impact on headcount & how to scale without over-hiring 21:00 Making your first 5 sales hires count 25:30 Early-stage mistake: over-complicating GTM before validating demand 30:30 Why product & GTM must be tied at the hip—especially in AI-first companies 34:00 From Facebook to Meta: what changed & what didn’t in sales strategy 37:00 Final thoughts: GTM myths, leadership advice, & staying grounded Guest Speaker Links (Rick Kelley): LinkedIn: linkedin.com/in/rickkelley Host Speaker Links (Sophie Buonassisi): LinkedIn: linkedin.com/in/sophiebuonassisi Newsletter: substack.com/@sophiebuonassisi Where to find GTMnow (GTMfund’s media brand): Website: gtmnow.com LinkedIn: linkedin.com/company/gtmnow Twitter/X: x.com/GTMnow_ YouTube: /@gtm_now Sponsors: UserEvidence UserEvidence is the Cust The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

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GTM 148: Winning Every Tech Shift from a 3X Founder (From Internet to AI) 54:31

10 weeks yang lalu54:31

54:31

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 wave How the role of RevOps and team design is being reshaped by agentic systems Why today’s buyer journey is nonlinear, AI-assisted, and fully in control Tactical breakdown: how Sean mapped and tagged every task at Qualified for AI automation Why success teams must sit at the core of GTM strategy, not as an afterthought The most common GTM myth Sean is seeing today—and why it’s outdated The characteristics Sean looks for in long-term co-founders and GTM hires Highlights: 02:00 Sean’s journey through on-prem, cloud, and now AI 05:00 Ops leaders as the new AI orchestrators inside GTM teams 08:30 From workflows to autonomous agents: how org charts are shifting 10:30 The “two-way doors” mindset for fast experimentation 13:30 The future of GTM: agents, trust falls, and buyer-led journeys 15:00 From personalization to “relevance at scale” in modern marketing 18:00 AI unlocks speed and efficiency—how that reshapes CAC payback and TCO 24:00 How Qualified created internal AI blueprints across every team 28:30 Inside the AI SDR: replacing manual inbound sales with 24/7 automation 32:00 Success is not post-sales—it’s the center of the GTM experience 36:00 Reinventing yourself as a founder through three companies 39:30 What still hasn’t changed: customer value and trusted partnerships 47:00 GTM myth: “We control the buying process”—why that’s dead 51:00 Where Sean learns about AI: customer conversations > thought leadership Guest Speaker Links (Sean Whitely): LinkedIn: https://www.linkedin.com/in/seanwhiteley Qualified Website: https://www.qualified.com Host Speaker Links (Sophie Buonassisi): LinkedIn: https://www.linkedin.com/in/sophiebuonassisi Newsletter: https://substack.com/@sophiebuonassisi Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com LinkedIn: https://www.linkedin.com/company/gtmnow Twitter/X: https://x.com/GTMnow_ YouTube: @gtm_now The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

1
GTM 147: RevOps Is a Hidden Growth Engine with Navin Persaud, VP of RevOps at 1Password 42:16

11 weeks yang lalu42:16

42:16

Navin 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 growth The real signs that it’s time to hire your first RevOps leader What AI is disrupting first in RevOps forecasting, enrichment, orchestration, and reporting The rise of GTM Engineers and the shift toward intelligence-layer operations Tactical frameworks for combining AI insights with human judgment How RevOps should evolve from executor to strategic growth partner Hiring advice: what makes a great early-stage ops hire and how to test for curiosity Highlights: 05:00 - The sports field analogy: building the GTM pitch, not just playing on it 07:00 - AI is both the scariest and most freeing technology in ops today 09:00 - GTM Engineers and the orchestration opportunity ahead 11:00 - Product-market fit is the right time to invest in RevOps 13:00 Forecasting, enrichment, and demand routing—where AI adds leverage 17:30 -Why dashboards are dying and how ops will move to real-time insights 27:00 - How RevOps became a central GTM function 30:00 - Advice for founders on when (and how) to bring in ops leadership 33:00 - “Perfection is the enemy of pace”—a RevOps mantra Guest Speaker Links (Navin Persaud): LinkedIn: https://www.linkedin.com/in/navinpersaud/ 1Password: https://1password.com/ 1Password Careers: https://1password.com/careers Host Speaker Links (Sophie Buonassisi): LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ Newsletter: https://substack.com/@sophiebuonassisi Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: https://x.com/GTMnow_ YouTube: @gtm_now The GTM Podcast (on all major directories): The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

1
GTM 146: The Future of Search, AI, and Digital Presence with Mike Walrath, CEO of Yext 38:43

12 weeks yang lalu38:43

38:43

Mike 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 - the world's first open exchange for digital advertising. He served as Chairman and CEO of the company until its acquisition by Yahoo! in July 2007. At Yahoo!, he was responsible for the operation of the global advertising marketplaces organization. Discussed in this Episode: Why marketers must now structure content not for humans, but for machines. How Yext evolved from managing listings to powering AI-ready data pipelines. Actionable steps SaaS companies can take to optimize for AI agents and search diversification. The role of hyperlocal data, competitive analysis, and personalized content in GTM strategy. Why software innovation must start with intelligence, not workflow. The decline of seat-based pricing and rise of outcome-based models. Highlights: [00:07:30] – How the iPhone created geo-aware fragmentation, and how Yext was born. [00:10:00] – Why Google still checks MapQuest (and what that means for SEO today). [00:11:30] – “We have to rebuild the digital presence for machines, not people.” [00:14:30] – The new battleground: how AI engines like ChatGPT shape discoverability. [00:18:00] – Practical data strategies for local businesses and SaaS marketers. [00:22:00] – Why structured data is the foundation of AI-first marketing. [00:26:00] – Bespoke GTM: why no two locations (or campaigns) should be the same. [00:29:00] – The shift from product-led to intelligence-led SaaS development. [00:31:00] – Seat-based pricing is dying – how to move to value-based contracts. [00:34:30] – Mike’s advice: get radically honest about macro changes, not just tactics. Guest Speaker Links (Michael Walrath): LinkedIn: https://www.linkedin.com/in/michael-walrath-b63166/ Yext: https://www.yext.com/ Host Speaker Links (Sophie Buonassisi): LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ Newsletter: https://substack.com/@sophiebuonassisi Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

1
GTM 145: What Happens When a CRO Owns the Entire Customer Journey, How to Build a Unified GTM Engine | Marcy Campbell 38:54

13 weeks yang lalu38:54

38:54

Marcy 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 journey Discussed in this Episode: How AppFolio’s Unified Customer Experience (UCE) platform aligns marketing, sales, and customer service. The evolving role of the CRO and the importance of owning the entire customer journey. Why customer experience is a competitive differentiator in vertical SaaS. Tactical tips for early-stage startups on aligning go-to-market motion with product-market fit. The importance of cross-functional “stream teams” for accelerating GTM initiatives. How Marcy builds inclusive leadership cultures and mentors rising female leaders. Why how you make the number matters as much as making the number. Highlights: 10:30 The Chief Revenue Officer's (CRO) responsibility to understand and optimize the entire customer journey. 12:30 How the Unified Customer Experience (UCE) platform was formed and how it works. 16:00 End-to-end GTM orchestration across sales, marketing, product, and CS. 22:00 Results from the UCE initiative: accelerated deal velocity and customer retention. 26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals. 29:00 How to scale with customer empathy and GTM precision. 31:00 Advocating for women in sales leadership and building inclusive teams. 36:00 Marcy’s communication strategy for managing a 600-person org. 39:00 Marcy's favorite business leadership tactic: “Take a beat” before reacting. 40:00 What’s outdated: The belief that only numbers matter in sales. Guest Speaker Links (Marcy Campbell): LinkedIn: https://www.linkedin.com/in/marcyc/ Appfolio: https://www.appfolio.com/ Host Speaker Links (Sophie Buonassisi): LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ Newsletter: https://substack.com/@sophiebuonassisi Where to find GTMnow (GTMfund’s media brand): Website: https://gtmnow.com/ LinkedIn: https://www.linkedin.com/company/gtmnow/ Twitter/X: The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

46 weeks yang lalu38:49

38:49

Mark 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 ignoring 90% of sales activity. How basic contact and account data has become commoditized and no longer provides a competitive advantage. The launch of Operator, its manifesto and mission. The founding story and team behind Operator, including Mark and Max's history of working together. Operator's unique approach to using AI for finding interesting insights to enable relevant, targeted outreach. Incubating a company within GTMfund. Highlights: (4:00) Mark's background at Outreach and the early days of sales automation. (6:41) The problem with relying solely on basic contact and account data for outreach. (8:41) How Operator uses AI to find unique insights for personalizing outreach (14:01) The vision for Operator: going from 20 sales touches to book a meeting back down to 2. (27:58) The founding story of Operator and how the team came together. (32:47) Comparing Operator's approach to other sales tech tools and their shortcomings. (38:00) The dangers of AI-powered spam and the need for more targeted, relevant outreach. Guest Speaker Links (Mark Kosoglow): LinkedIn: https://www.linkedin.com/in/mkosoglow/ Host Speaker Links (Max Altschuler): LinkedIn: www.linkedin.com/in/maxaltschuler/ Newsletter: thegtmnewsletter.substack.com/ Sponsor: Brought to you by Attention . Attention’s AI-powered call recording platform ensures that your deals are executed flawlessly. It records your calls, generates next-step summaries, action items, and even creates scorecards for every single call, so your reps can continuously improve. But that’s just the beginning. Attention’s generalized insights allow you to ask any question across all of your conversations - think of it like ChatGPT for your sales calls. Attention also lets you build automated workflows tailored to your needs. For example, if a customer mentions they’re at risk of churning during a call, Attention can automatically loop in a sales director and solutions engineer to ensure that customer receives the full white-glove treatment, reducing churn and keeping your business thriving. Attention is helping companies onboard reps faster, increase the productivity of their existing teams, and giving revenue leaders unparalleled visibility into their pipelines—all while automating those tedious manual tasks. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.…

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