Podcasts about GTM

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world's most influential leaders of the SaaS industry.

Co-founder & CEO Daniel Saks from Landbase, a leading agentic AI platform for go-to-market strategies, delves into the vast opportunities presented by AI in GTM. Discover how Landbase's GTM-1 Omni suite, powered by specialized AI models, streamlines sales and marketing workflows to enhance lead generation and conversion at scale. Explore the vision shared by a team of seasoned founders and operators to revolutionize go-to-market processes through automation, unification, and optimization. Show NotesConnect With: Daniel Saks: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Co-founder & CEO Daniel Saks from Landbase, a leading agentic AI platform for go-to-market strategies, delves into the vast opportunities presented by AI in GTM. Discover how Landbase's GTM-1 Omni suite, powered by specialized AI models, streamlines sales and marketing workflows to enhance lead generation and conversion at scale. Explore the vision shared by a team of seasoned founders and operators to revolutionize go-to-market processes through automation, unification, and optimization. Show NotesConnect With: Daniel Saks: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

According to research from the CMO Council, 63% of marketers say they are under extreme pressure to deliver improved revenue outcomes. So how can you leverage your tech stack to enhance collaboration across GTM teams and drive impactful results? Shawnna Sumaoang: Hi, and welcome to the Win-Win podcast. I’m your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Andrea Bras, VP of product marketing at Viant Technology. Thanks for joining, Andrea! I'd love for you to tell us about yourself, your background, and your role.  Andrea Bras: Wonderful. Well, thank you Shawnna for having me. I’m excited to talk about my journey at Viant and as we’ve continued our partnership with Highspot. So, as you mentioned, I’m vice president of product marketing at Viant Technology. We are an AI powered DSP or demand side platform built for CTV or Connected Television. What we do is we help marketers to connect with their consumers. Through planning, through execution, through measurement of their advertising media in the most engaging ways using our technology. So I’m actually coming up on my tenure anniversary, so it’s just, wow, it’s almost mind blowing. It’s been such an amazing journey here. VT is such a pioneering, innovative company and we’re never left bored or wondering what’s next, right? So prior to joining VT, I’ve actually been in digital marketing for, geez, almost 25 years now. Actually, I joined when it was actually still known as online marketing. If anyone in your audience can remember that. But what I’ve been fortunate enough along my journey is to really wear a lot of hats and be exposed to a lot of different types of companies. So I’ve worked with the small startups, local retail, all the way up to big global corporations. I’ve also worn a lot of hats. So I’ve sold advertising. I have bought advertising. I’ve developed partnerships, thinking about the consumer in mind, and it’s really positioned me very well in what I believe. Is a perfect mixture of all of that background to bring me to my best results as a product marketer. And so our role here in product marketing at Viat is we really sit at the intersection of all of the orgs in the company. We provide support to all of them, but primarily sales and product. We sit within the marketing team and it’s our job to really look for the best things that all these teams are working on in order to craft. Really amazing and compelling positioning and messaging. We developed the go-to-market solutions and the content. We support the product launches, and of course we manage and work through all the sales enablement technology. We, of course, have chosen Highspot, which we love. And that brings me here today, and I’m excited to discuss more with you, Shawnna. SS: Likewise, we are lucky to have you on this podcast. Given that you are a seasoned marketing leader, I’d love to understand what are some of the key go-to-market initiatives that you’re focused on driving for the business this year, and how does your enablement tech stack help support these efforts? AB: Well, that’s a great question. And you know, given where we sit in the org, we have our hands in pretty much everything, but we really do have some very key go-to-market initiatives. We’re highly focused on, as I mentioned in my intro. Connected television is something that is our most important focus and for good reason. I mean, when you think about the power of TV and what that does for advertising, and you’re converging it with the power of digital and the ability to understand and message the performance of your advertising. It’s such an exciting thing and we’re doing a great job of really building the technology to support that in the best ways, as well as the partnerships. I mean, we’re getting to work with some of these greatest streaming platforms. Think Disney, think Paramount. And so we’re working really hard on how do we showcase how easy it is to build these upper and lower funnel opportunity that CTV brings based on campaign objectives. So there’s a lot of education that comes in mind, or that we have to work with our consumers and our clients just so they can really understand the huge opportunity in front of ’em. So that keeps us very busy. The other thing that really is related to CTV, but it’s our recent Iris TV acquisition. So for those of you who may not be familiar, Iris TV has really built their tech. To standardize contextual, the opportunity to present ads contextually AC interoperable across all of these various streaming platforms. So think cooking shows and what that could mean across not just one cooking show, but all of the great content cooking shows across numerous streaming platforms. And that really brings such value because now you’re layering in the ability to capture the consumer in the right mindset. So that just, you know, it’s an organic content experience and we’re really excited about that. And then of course there’s Viant AI. So we launched Viant AI. It was hugely successful last part of last year. And man, it’s just so exciting ’cause we have on this hand, CTV and all the great things coming there, part of our direct access program. But then over here we’ve got this whole new realm of innovation with AI. I know you guys lean in really heavily, which we’re excited about. So we’re just really. Keeping close to our technology teams and watching the innovation develop and keeping track of that. Of course, to make these launches successful and keep our go-to market as top-notch as possible, you need a unified go-to-market alignment as your company’s very familiar with, and that’s where Highspot has just been an absolute game changer for us. When I think about where we were before, I mean, we had really legacy tech and we did our best, but you can only do so much. Right? I’m sure you’ve heard a lot of stories from your clients. When we brought on Highspot, a couple of really magical things happened for us. One, we had to sit and think about our content strategy, right? You know, before we would organize it, but we didn’t really think about what it was. And you know, due to how you build and develop the platform, it’s really exciting because. You’re thinking, okay, what are our buckets of content, right? So we had to think, okay, well there’s storytelling content. And then it’s like, well, we also have all these different product releases that come. So you have product overview, right? And you know, verticals, channels, you name it. So we had to take the time and effort to really build this out. And then we wanted to also put it around a wonderful launch, give it a big stage. So put us a little bit under a time crunch, which was probably a blessing in disguise because we had to work. In fact, our Highspot onboarding rep, who was amazing, he told us we were one of the fastest launches. So I don’t know if that still holds true, but from contract signing, I think we signed the contract in late October, and then we had this up and running in January. So for all of you who either are planning a launch or thinking about launching or maybe haven’t signed up yet, there’s a lot you can do to get up in front of it. For us, it was a combination of having a pilot team as we were building, getting their feedback along the way. Then we did a soft launch just to get the logistics outta the way, get people using it so that when we did our big launch at our annual Viant Con, where we dedicated two hours and actually. Flew the Highspot rep out to help us launch this. We had a such a meaningful two hour session. Honestly, we still hear great feedback about that launch. It really helped us get started with Highspot in a big way. SS: I love that. And you, you touched on the importance and the critical nature of alignment. What are some of the common pitfalls that organizations might encounter when aligning go-to-market teams to execute these key initiatives and, and how can they avoid them? AB: Yes, that is absolutely critical and we have really face several and overcome. And of course, Highspot has been a great tool in helping us do so. You know, when we first started, when I first started Viant, we were a smaller corporation. It was pretty easy to stay on top of your priorities and kind of know how to manage your workload. But as you’re rapidly growing or expanding or adding teams. The more support you’re providing and the more awareness that the functions across the org understand about what you can bring, that starts to change. You start to get all of these demands, and the lack of prioritization isn’t because there’s no priority. It’s that idea that if everything’s high priority, then there’s no high priority, right? So. That helped us realize, okay, we’ve gotta do a better job. And luckily we, our Chief Product Officer, he came from a very big tech company and you know, they were very used to juggling prioritization of high needs across the org. So he shared the tips and tricks that he’s done and I was able to add on the marketing lens. And so the end result is we meet monthly with the C-Suite across every function. They have a chance to see transparently all of our projects. They can prioritize their departments, so they get to own that, and then they also see where their priorities fall in our holistic view. So it’s been a game changer and it’s really helped us. So, you know, everybody will probably look a little different, but it’s been hugely valuable. And I’d say the other things to keep an eye out for is whenever you introduce anything new you’re gonna have change management. There’s always challenges with that. So really just, you know, the Highspot team was great helping us understand the win-win value for our sellers and other stakeholders. So just getting ahead of that, working through those, of course, defining SWIN lanes, if there’s any blurred lines or confusion, you’re gonna have people stepping on each other’s toes. Just really getting in front of all that business. So, and then I’d say the last thing, and you guys are great for this, is really having technology partners that have support teams. Because what’s great about Highspot is we have that ongoing support. So we’re always working as treating you as a partner, but then we’re also, we have the ability to tap and, you know, level up the support as needed. And that’s come in handy several times. So these are just some of the things that can help you get in front of some of the challenges with alignment. SS: I think those are, that’s phenomenal advice for our audience. And you actually also recently established multiple committees to support your go-to-market engine. Can you share more about that journey and the impact that it’s had so far? AB: Thank you for asking. That’s a great question. We have put a lot of work, so yes, we have launched or about to launch, actually three distinct committees started out as one, but we landed on three. And I’ll tell you why. Rewinding back last year as we launched last January, I forgot to mention, of 2024. And so, you know, as you’re ramping up, you’re kind of learning the process, you’re getting best practices, you’re building out the platform, all the things you’re doing in the first year. And one thing I also forgot to mention, which I will touch on in our discussion is engagement metrics. So you’re kind of getting your feet wet there. That has been another game changing element with the Highspot platform. What is really critical, and I can’t stress this enough, to your audience, is getting that co-ownership across your key stakeholders. Especially, you know, think sales leadership, right? You need that co-sponsorship. So while we have support, sales leadership is busy, they’ve got big goals to crush, right? We were thinking, how do we get in front of them? How do we really show them how much opportunity there is for them to really move the needle using this technology and get them closer to it? So the other thing obviously is the feedback loop. We really wanted a good feedback loop. So we’re like, how do we do it in an organized way, make good use of their time? And so when we started to build a list, it became very big. And then we had all these objectives. So that’s why we broke it into three. And so at first we had the executive, and that’s really pointing back to that co-ownership. Getting them bought in. Um, we are creating compelling metrics that I know will raise their eyebrows, so I’m getting that ready, leading into our executive committee. And so really just letting them know the awareness, showing them some things to get them excited and asking for their hand and driving adoption with their teams. Then we’ll have the, what we’re calling the steering committee. And this is really your kind of more short term strategy. Your operational managers that, you know, they can help us really drive that lower funnel strategies and behaviors from their teams. And then of course, the cross functional stakeholders think Salesforce, rev ops training, having really valuable discussions. And then of course, the action committee, which is gonna be our day-to-day users. So that allows us to capture what’s working, what’s not, and just your general feedback of what’s going well. And of course we’ll do this quarterly. We don’t wanna take up too much time and use kind of a waterfall effect. So we’re really excited. And I know my boss, our chief marketing officer, he’s leaned in totally, which is gonna be tremendously successful, and he’s gonna help co-run the agenda with me for the executive. So more to come. Exciting stuff. SS: I absolutely love it. And I think, you know, for our audience listening, it’s a really great strategy to deploy within your organization if it makes sense for you. But I think it’s a great initiative. AB: And one thing I’ll add on to that really quick, I would say really what we wanna do with this is ensure we’re coming in loaded with a heavy agenda. Of meaningful content. So prep, prep, prep, that’s, and so, you know, whoever you can pull in to help you make the best use of the time, I highly encourage that. SS: Yeah, absolutely. I think it’ll be extremely valuable on both sides, so that’s fantastic. Now, you’ve touched on this. I. Actually quite a bit throughout our conversation already, but I’d love to hear your perspective on what would you say is the unique value of a unified platform when it comes to maximizing go-to-market effectiveness and, and really improving collaboration. AB: You know, I can’t saying praises enough at Highspot. It has really elevated us in that way, which was beyond my wildest dreams. Like I saw the opportunity and just seeing it play out has been just a wonderful experience. Starting for foremost with just product marketing’s needs. The consistency that we’re able to. Foster across teams now in this unified platform is when I think about what we used to have to do when we had a logo change or we had, you know, some sort of, we had to manually do all of these things and now we can just do bulk updates or folks would share decks, you know, that they had out market. And I’d see just content with old branding or just really, really just. Horrible things, you know, make you cringe. I don’t see that anymore. You know, it’s so exciting because now they know that the best content’s there and so there’s no dependency on these old things or an inability to find the stuff they need. So it’s very rare that I find anything that’s off brand, if at all. So that consistency and governance is huge. Obviously, probably more importantly is what it’s doing for our sellers. I mean, when you think about the time they save now, they’re in there, they’re in and out, they’re experts, you know, they love it. We hear nothing but great feedback. The amount of time it takes ’em to build compelling content, find what they’re looking for, and all of that has been second to none. And then the ease of pitching it out. Really the ones, we wanna get more adoption of this looking ahead, but the ones that are even leaning into client metrics and things like that, I mean, it’s just been a phenomenal result. Again, that brings me to engagement metrics that’s really closing the loop and having that single source of truth really just makes a huge, huge difference. So what we’re seeing is we’re breaking down silos. We’re having really meaningful conversations, unlike we used to with our partner teams. Everybody’s able to use it in different ways, so it’s really just driving faster, smarter, go-to-market execution, and we love it. SS: Well, I love that. Now, you’ve talked about the partnership that you’ve had with Highspot, and I know that VT recently partnered with our professional services team on an initiative to begin leveraging Highspot AutoDocs. Can you share a little bit about how you’re utilizing AutoDocs to streamline workflows and improve effectiveness? AB: I’m really glad you asked about that, Shawnna, because this is one of our most recent and most exciting efforts leveraging Highspot technology. So we call our version of AutoDocs Pitch Builder just to create some, you know, fun for the sales reps, make it easy for them to understand what it does, and it really has helped us. Where we elevated with the one unified repository, it’s helped us take it even further. And what I mean by that is due to the nature of our clients and the businesses we serve. The content we build serves different purposes. You know, if you think about advertising, everybody needs to advertise their business. So I think automotive companies, retail companies, travel and tourism, pharma, you know, so we build content that way. We have vertical, we have channels, we have measurement. There’s a whole vast array. And you know, the reps are really good at building these custom stories, but feedback we were getting is, you know, I’m still struggling even in the remix experience to know where to go to find the best content and all these things. So. Pointing to your Highspot Spark conference. I like to get as much of my team up there as possible. You guys do a fantastic job with that. So last October we were there and I had a member of my team and he’s like, Hey, you know, he sat in one of the focused AutoDoc sessions and he says, I really think that we were getting ready to launch our new general presentations and we were taking a new approach this year. And he is like, I think that what Highspot has with AutoDocs would really help sales team with this. You know, in my head I’m thinking, oh my gosh, there’s no way we’re gonna be able to launch that, you know, by the time we need to roll this out in a month, you know? And he’s like, no, no, no. I think he’s like, let me talk to the team. I really think we can. So I’m like, okay. But in my mind I’m thinking, oh, it’ll be summer. You know? There’s no way. Long story short, he worked with our ongoing support team and they connected him with the professional services you guys provided. Put together a case and I was blown away. We were able to deploy through the help of your team. You know, we could have built it ourselves, but it would’ve taken a long time. We never would’ve met our deadline. And it was just such great work. And what this does now is it creates this really easy pathway for sellers to, you know, pull in the problem statements from a choice of things that, a choice of problem statements based on where their discovery questions, take them with their clients, and then choose, you know, the right core messaging. Choose the right verticals, choose the channels, all within this visible, easy. And you, you have this structured framework. So think about it as a new seller, you can go in there and it. Immediately, that’s valuable trust. You can trust you’re building a deck that matches the company positioning. And then on top of that, the loose feedback I can give you was what I have heard is it used to take our sellers at least 30 minutes, probably an hour to build a reasonable deck. And those are probably our season one, probably up to ours. We just ran the numbers leading up to this podcast. On average, our sellers that use Pitch Builder are building their decks in 3.2 minutes. SS: That’s amazing. AB: Right? That’s what we said. So the combined learning of the Highspot Spark Conference and understanding new releases you guys had coming, having my team there, understanding, bringing that idea to it, and then leveraging a professional services, they did a superb job, just was a perfect blend. SS: Amazing. Well, I’ll be sure to pass that along to our professional services team. I’m sure they’ll be glad to hear that. Now as we talk about improving effectiveness, another way a lot of businesses are starting to think about optimizing effectiveness is through ai, and I know Viant actually recently won in AI Excellence Award, so congratulations on that. What are some of the key ways that you’re leveraging AI to support your go-to-market teams? AB: That’s a wonderful question, and thank you. We’re truly honored to have received that recognition for AI excellence and kudos to the team here at Viant across the board. It’s just been such a wild ride. We are leaning heavily into AI, as I know Highspot is, and so what we’re trying to really do is focus on all the wonderful feedback we’re getting from our clients. From our Viant AI solution, how easy it’s, you know, done for them and really capture the wins there and understand how do we transition that into internal wins within our org. And we’re doing it across the board, but specifically for product marketing. I’m leaning in heavily with any tools and resources we have that can help us do better quality work, do it faster, just make it easier, all those things that AI brings. And so I’ve tasked my team, we’re kind of on the forefront of this. We’re already, we’re using ChatGPT on the regular. We’re using our own by AI on the regular, but we wanna get better and we wanna continue to explore that. So I’ve tasked my team with leaning into things like co-pilot with Highspot. Okay, how do we tap that? How do we do more with that? Another thing that we’re leaning in on, and I have another person on my team who really, I am very lucky here, very specializes in billing the bots and things so. When due to how technical our products are, obviously we have our initial storytelling and the benefits and all the buzzy stuff, but as you build relationships with clients, as you probably well know, you get those deeper questions about technology. And so we have a lot of just kind of fragmented FAQs, docs that support launches. So he had the idea of saying, Hey, we should probably get those FAQs into a chat bot so sellers can just get in there and ask questions and not have to search for these random docs. Kind of scattered throughout. And then we’re like, how do we get that where our sellers go in the Highspot platform or leverage something like copilot. So we’re just kind of dipping our tone, a lot of waters, but we’re excited. We’re thinking about calling it pitch aid just to kind of go with the theme, and we’ll probably take it even above and beyond. We’re building out personas, so we’re trying to think about. All the ways that we want to create this value that our sellers can tap when they’re making their pitches and make it very easy for them to just do a q and a chat style function. So, you know, we look forward to partnering closer with you in our AI journey. SS: I love that. I think that’ll be amazing for your reps and your sellers. Now, to shift gears a little bit, what are some of your best practices for measuring the impact of your programs on your go-to-market performance? AB: That is probably one of my favorite questions because it’s a combination of solving a huge need that I didn’t ever think would get solved, as well as just a journey that’s new for me. So it’s exciting in its own right. So we are leaning really heavy into, okay, how do we really make sense of this gold data we’re getting from you? Engagement data, right? So I like to quote my boss, he always says, okay, don’t boil the ocean. You just gotta get started, right? So that’s what we’ve done through the last year. We were kind of, you get these really fun insights. You’re like, oh, that’s such a cool insight. And you’re like, okay, well what do we do with it? Right? So you’re, you go through this journey. But we really started to nail down how do we need to think about this? And so. We started to realize it’s like, okay, we have the sales engagement data and then we have our client engagement data, so how do we wanna start thinking about that? And then there’s really kind of the two big buckets of how we apply those layers is one for product marketing. Direct control is governance, right? And content management. So, okay, based on our sales and our clients are engaging pitches, digital rooms, you know, views, downloads, et cetera. And then, you know, what does that tell us about our content and how we should be managing it? And one thing that’s so exciting that I’ll share our most recent learnings from this effort, you know, we’re used to working through our roadmap. We get these initiatives, requests, you know, executive asks all of those things. We’re now really shifting how we make and build our roadmap. We’re still gonna do all that, of course. But now we have this new opportunity with this kind of engagement data to say, hey, there’s these materials that get used all the time. So we do a monthly report to our executive team, just of the high level metrics I just mentioned. And we started seeing this one brochure we built. It’s our differentiators brochure, which, you know, it’s a good piece. But we originally built it two or three years ago and we’ve refreshed it once. We were seeing that thing in the top five every month and often the top position every month with both sales and client engagement data. And we’re like, holy moly, this thing is on fire. Right? So what we’re doing now is it is now part of our ongoing strategy and we’re gonna look to the top 20%, right? Driving all engagement data. To make it a proactive part of refreshing and keeping it the best capable content on an ongoing basis, whether that’s monthly or quarterly. So that’s how we’re changing and shifting based on governance. The other side of the hat is really the behaviors, right? And we don’t directly control that, but what we’re trying to do is leverage data in a way. Now we can really showcase how this data can drive the behaviors we want from the team and then inspire our sales leaders and executive team to embrace that and leverage it, right? So we’re, we’re building out that platform. So more on that, but it’s really so exciting because, you know, we used to have to rely solely on maybe an annual survey we would send to sales, hey, you like what we’re doing right? And maybe you get 10%, 20% responding or just kind of ad hoc, scattered feedback. And now we really just have this objective, trustworthy data we can work off of. SS: I love that. Since launching Highspot, what results have you seen on that front and are there any key wins or notable business outcomes you can share? AB: So as part of leaning in more, like I said, we’ve already learned so much, and then now also in preparation to make these committee our kickoff sessions as valuable as possible and really go out with a banging. I had this hypothesis and I said, and I felt pretty good about it. Because you see the names of the people driving new business and you recognize those names from users in Highspot. And I started thinking, I said, I really think Highspot drives new business. So I tasked my systems and analytics team. I’m very fortunate. And product marketing, if you were in a product marketing team, if you can have an analytics team, it’s really valuable. So I test ’em to say, okay, how do we drive the correlation between Highspot engagement? And revenue outcomes. And we started with kind of looking at a quadrant. We said, okay, let’s look and do the old quadrant on Highspot engagement, users usage to revenue outcomes, and kind of map out those so we can think through different use cases there to start and then really start to see the correlations. So the big great things is you start to see these stories emerge naturally. And they dug in and there’s another persona team who came from another big tech and has regression analysis and all this. So lucky me, they were able to drive that. When you take a user of Highspot or a non-user, I would say someone like one of our sellers that’s not really using Highspot, and you layer on the best Highspot engagement activities, you have an opportunity to enhance their new business by 29%. And now I’m sure there’s other variables. You know, I’m sure the Highspot users that are active, Highspot users probably are good at going after new business. But the bigger picture there is, is think about that. If we even get 10%, 15% of the movable middle and the bell curve, just doing the things that are right, think about how you can move the needle. So we took that same lens, or we put it across total revenue, connected to engagement, and then also incremental increases with existing business. And every single one had really remarkable results. New business being the top. So. Just huge insights. We’re gonna definitely debut that to our executive team and get them excited and, and then lean in, hear their questions, and work with our sales enablement and training teams to say, okay, here’s those behaviors that we should start to reinforce. SS: Amazing results, though. Amazing results now. I appreciate you joining this podcast so much. I’ve learned so much from you already, and it is amazing to be able to talk to another strong female marketing leader. So I really appreciate your time and I noticed that you were recognized for the Los Angeles Times Inspirational Women’s List in 2024. So I have to say, this might be one of my favorite questions of the entire podcast, but what is one piece of advice that you would share? With other women looking to develop as leaders to drive impact for their organization. AB: Well, thank you so much for that question. I will tell you it was such an honor. I mean, I was so humbled and grateful to the LA Times Studio for that recognition. And it was such a journey and just so wonderful. But you know, back to your question, you know, as you go through your career journey, you see different types of leaders and you see what works and what doesn’t work. What inspires you individually? What inspires teams? And some of the takeaways that I’ve kind of compiled and really showcased as part of panel I got to participate on last November was how you need to lead authentically. And what I mean by that is. You can’t adopt someone else’s leadership style exactly, because it may not fit you. You have to understand your natural way of inspiring people because you get more as a leader by inspiring people than mandating them to do things, right? Not saying mandates don’t have their place where they’re needed, but when you’re inspiring people and getting them excited about the work they do, it’s gonna have such an impact, and you can’t do that unless you’re your authentic self. It’s kind of hard and as a woman, you probably know this, it can even be harder sometimes because the, the standard kind of tried and true leadership that have been staples don’t always come off authentically when you’re a woman leader. So, you know, we know the age old challenges that come with that. So how do you, I’ve really studied and done a lot of psychology reading and stuff like how do I foster the best. Kind of leverage my quality traits. And that leads me to the second part that’s really important. I was lucky enough in my earlier I was, when I was working at one of the larger corporations, they put us through this exercise, and if you can do this anyway, if you haven’t already, we did strengths finders, which I thought was so great, but I’m sure there’s lots of tools out there. And you kind of learn about your own unique strengths. And it’s kind of eye-opening ’cause you know, but you don’t. But when you see ’em in front of you and then you start to read what they are, you think they nailed it, right? And so when you can understand those things about yourself, you start to position yourself to be where you do well, right? Because you know that about yourself. And then you can kind of channel those and then work on the areas where maybe aren’t as easy. That’s also really helpful as a leader when you’re building teams, you know, it’s not getting the same cookie cutter employee. You have to build these energies together. Right. And it’s really a combination of different types. Of strengths. And so when I have a position to fill, I’ll look at the current team and I’ll say, okay, what, what are my strengths on there? What’s missing? What can I do better? And I will design the whole process around that. When I’m looking for a candidate, I’ll say, you know, I’ll design the interview questions, I’ll design the job role, all of it. And that’s how you get kind of a well-oiled machine. So that’s a big thing. And then of course, just in mentorship, you know, embrace mentorship. It’s so important to build future leaders. Help them understand the grace in getting out of a job they hate, you know, and finding that place where, you know, we’re always gonna have projects that aren’t fun, but if you really hate your job every day, it’s, you know, I always advise young people coming up like, don’t be afraid to make a move. It’s okay, whether it’s another department or another company, you know, you’re only gonna do yourself justice by getting yourself where you belong. So, yeah, it’s really. Tailoring your support for the unique mentorees that you have. We have a regular intern program, so I get interns every year and it’s really great. I learn and get a lot of great feedback. So, you know, I guess I’ll say, you know, to sum it all up, lead with authentic behavior and purpose and clarity, and you’ll drive impact and really focus on driving the young future leaders of America. SS: I love that advice and it resonates a lot with me, so I really appreciate this, Andrea, thank you so much for joining us on this podcast today. AB: My pleasure. Thank you so much for having me, Shawnna. SS: To our audience, thank you for listening to this episode of the Win-Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

"Most companies focus on acquiring new customers, but in recurring revenue businesses, 70–90% of revenue comes from existing customers. If you're not investing in retention and expansion, you're leaving your biggest growth lever untapped.” Roee Hartuv In this episode of Revenue Boost: A Marketing Podcast titled, Revenue and Retention: Why Customer Success Is Key to Sustainable Growth host Kerry Curran is joined by Roee Hartuv, Head of Revenue Architecture at Winning by Design, to unpack a mindset shift that B2B companies must embrace to grow sustainably: true revenue growth doesn't end at the closed-won stage—it begins there. Drawing from his experience advising recurring revenue businesses around the world, Roee breaks down how the traditional go-to-market model focused almost entirely on new acquisition—is no longer enough. He introduces the “bowtie” framework, a more holistic approach to GTM that prioritizes retention, expansion, and customer lifetime value. Throughout the conversation, you'll learn: Why 70–90% of recurring revenue comes from existing customers—and why most companies are underinvesting in that opportunity How customer success can become a strategic growth engine not just a support function Why expansion is more efficient than acquisition, and how to resource accordingly How to structure high-performing CS pods to support mid-market and enterprise clients Ways to equip account managers with the mindset and messaging to grow accounts without sounding “salesy” The critical role of marketing in supporting post-sale growth, from product updates to thought leadership And why companies should stop thinking of GTM as a funnel and start treating it as a bowtie This episode is a must-listen for marketing, sales, RevOps, and customer success leaders who are ready to drive sustainable revenue growt not just this quarter, but long-term. If you're serious about building a revenue engine that lasts, this one's for you."

Customer expectations have skyrocketed—people now demand instant, personalized, and seamless interactions across every touchpoint. But are companies truly meeting these expectations, or are they still stuck in reactive customer service models? What if AI could completely transform the customer experience into something proactive, predictive, and even empathetic? Joining me today is Vinod Muthukrishnan, VP & COO of Webex Customer Experience at Cisco. Vinod is a leader in the future of customer experience (CX), helping organizations use AI to anticipate customer needs, deliver seamless automation, and create personalized interactions at scale. Vinod Muthukrishnan is the VP & COO for the Webex Customer Experience Business Unit, overseeing Go To Market, Customer, and Business Operations. In this role he collaborates with Cisco field teams, partners, and customers to deliver innovative solutions. His passion lies in creating products that solve real customer pain points and providing a seamless customer experience. He also values building strong communities, teams, culture, and operating rhythms.Previously, Vinod spent three years in Enterprise AI at Uniphore, a Cisco Investments Portfolio Company, where he developed a product enabling Citizen Developers to create AI and automation solutions. He managed Uniphore's customer functions, including Delivery, Technical Support, Customer Success, and AI consulting, helping enterprises align their business goals with AI roadmaps.Vinod was also VP & COO at the Webex Contact Center Business Unit during a period of significant growth and innovation. During his tenure at the BU, the IMI CPaaS business was acquired, and Webex Contact Center was launched. These two initiatives now serve as the foundations of the Webex Customer Experience Business Unit. Vinod oversaw all GTM functions.He joined Cisco when his startup, CloudCherry, was acquired in 2019. As Co-Founder and CEO of CloudCherry, he and his team developed a Customer Experience Platform that became Webex Experience Management. They also built the foundations of the Customer Journey Data Service, essential to the Webex Portfolio today.Coming from a military family, Vinod began his career in the Merchant Marine at 18, becoming a certified First Officer with Maersk Line and sailing to over 60 countries. He later joined the founding team at MarketSimplified, which introduced mobile trading to major brokerages like TD Ameritrade and OptionsExpress. RESOURCESCisco: https://www.cisco.com Catch the future of e-commerce at eTail Boston, August 11-14, 2025. Register now: https://bit.ly/etailboston and use code PARTNER20 for 20% off for retailers and brandsOnline Scrum Master Summit is happening June 17-19. This 3-day virtual event is open for registration. Visit www.osms25.com and get a 25% discount off Premium All-Access Passes with the code osms25agilebrandDon't Miss MAICON 2025, October 14-16 in Cleveland - the event bringing together the brights minds and leading voices in AI. Use Code AGILE150 for $150 off registration. Go here to register: https://bit.ly/agile150Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.theagilebrand.showCheck out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://www.teksystems.com/versionnextnowThe Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company

Co-founder & CEO of Landbase, Daniel Saks, delves into the transformative impact of Agentic AI on sales and marketing strategies. Discover how Landbase, the world's first agentic AI platform, revolutionizes go-to-market processes with its GTM-1 Omni suite. Gain insights from Daniel Saks on leveraging AI to automate, unify, and optimize sales and marketing workflows for scalable lead generation. Show NotesConnect With: Daniel Saks: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Co-founder & CEO of Landbase, Daniel Saks, delves into the transformative impact of Agentic AI on sales and marketing strategies. Discover how Landbase, the world's first agentic AI platform, revolutionizes go-to-market processes with its GTM-1 Omni suite. Gain insights from Daniel Saks on leveraging AI to automate, unify, and optimize sales and marketing workflows for scalable lead generation. Show NotesConnect With: Daniel Saks: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

How does proptech differ for asset classes depending on the customer needs and expectations? Has AI adoption and development todate been more front-of-house or back-of-house? Why are American management consulting firm jobs so sought after by recent university graduates in the UK? What was it like working on a consulting engagement for the 2012 Summer Olympics in London? How did experiencing corporate bloat while on engagements as a management consultant translate into a bias for operating very lean at Zumper? What led Anth to explore entrepreneurial ideas around real estate and technology? Why is hiring the first technical team member so difficult for a non-technical founder? What lessons did Anth learn about online marketplaces from studying the success of Craigslist? Why is it important to make sure you are building a business based on a full solution and not just a feature? What are some brutal learnings for the early GTM efforts of Zumper? Why is professionalization of multi-family still in its early days with lots of innovation still to happen? What consumer AI usage change is now emerging with ChatGPT's recent rollout of real-time web crawls?Anthemos Georgiades - CEO and co-founder of Zumper, joins Proptech Espresso to answer these questions and discuss the difficult evolution he had to work through as a startup CEO once Zumper crossed the $10M ARR level and why this critical leadership change is something that isn't taught at business school. 

"If done right, AI will actually make us more human. It handles the busy work and surfaces real-time insights—so GTM teams can focus on what really drives revenue: building relationships, solving real problems, and creating long-term customer value." That's a quote from Roderick Jefferson and a sneak peek at today's episode.Hi there, I'm Kerry Curran—Revenue Growth Consultant, Industry Analyst, and host of Revenue Boost, A Marketing Podcast. In every episode, I sit down with top experts to bring you actionable strategies that deliver real results. So if you're serious about business growth, find us in your favorite podcast directory, hit subscribe, and start outpacing your competition today.In this episode, titled AI + EQ + GTM: The New Growth Equation for B2B Leaders, I sit down with keynote speaker, author, and enablement powerhouse Roderick Jefferson to unpack the modern formula for revenue growth: AI + EQ + GTM.We explore why traditional sales enablement isn't enough in today's landscape—and how real go-to-market success requires alignment across marketing, sales, and customer success, powered by emotional intelligence and smart technology integration.Whether you're a CRO, CMO, or GTM leader looking to scale smarter, this episode is packed with real-world insights and actionable strategies to align your teams and drive sustainable growth.Stick around until the end, where Roderick shares expert tips for building your own AI-powered revenue engine.If you're serious about long-term growth, it's time to get serious about AI, EQ, and GTM. Let's go.Kerry Curran, RBMA (00:01)Welcome, Roderick. Please introduce yourself and share your background and expertise.Roderick Jefferson (00:06)Hey, Kerry. First of all, thanks so much for having me on. I'm really excited—I've been looking forward to this one all day. So thanks again. I'm Roderick Jefferson, CEO of Roderick Jefferson & Associates. We're a fractional enablement company, and we focus on helping small to mid-sized businesses—typically in the $10M to $100M range—that need help with onboarding, ongoing education, and coaching.I'm also a keynote speaker and an author. I actually started my career in sales at AT&T years ago. I was a BDR, did well, got promoted to AE, made President's Club a couple of times. Then I was offered a sales leadership role—and I turned it down. I know they thought I was crazy, but there were two reasons: first, I realized I loved the process of selling more than just closing big deals. And second, oddly enough, I wasn't coin-operated. I did it because I loved it—it gave me a chance to interact with people and have conversations like this one.Kerry Curran, RBMA (01:16)I love that—and I love your background. As Roderick mentioned, he does a lot of keynote speaking, and that's actually where I met him. He was a keynote speaker at B2BMX West in Scottsdale last month. I also have one of your books here that I've been diving into. I can't believe how fast this year is flying—it's already the first day of spring!Roderick Jefferson (01:33)Thank you so much. Wow, that was just last month? It feels like last week. Where is the time going?Kerry Curran, RBMA (01:45)I appreciate your experience for so many reasons. One is that—like we talked about before the show—my dad was in sales at AT&T for over 20 years. It paid for my entire education. So we were comparing notes on that era of innovation and what we learned back then.Roderick Jefferson (02:02)Thank you, AT&T!Kerry Curran, RBMA (02:13)So much of what you talked about on stage and wrote about in your book is near and dear to my heart. My background is in building integrated marketing-to-sales infrastructure and strengthening it to drive revenue growth. I'm excited to hear more about what you're seeing and hearing. You talk to so many brands and marketers—what's hot right now? What's the buzz? What do we need to know?Roderick Jefferson (02:44)A couple of things. The obvious one is AI—but I'll add something: it's not just AI, it's AI plus EQ plus IQ. Without that combination, you won't be successful.The other big theme is the same old problem we've always had: Why is there such a disconnect between sales and marketing? As an enablement guy, it pains me. I spent 30 years in corporate trying to figure that out. I think we're getting closer to alignment—thank you, AI, for finally stepping in and being smarter than all of us! But we've still got a long way to go.Part of the issue is we're still making decisions in silos. That's why I've become a champion of moving away from just "sales enablement."Yes, I know I wrote the book on sales enablement—but I don't think that's the focus anymore. In hindsight, “sales enablement” is too myopic. It's really about go-to-market. How do we bring HR, marketing, product marketing, engineering, sales, and enablement all to the same table to talk about the entire buyer's journey?Instead of focusing on our internal sales process and trying to shoehorn prospects into it, we should be asking: How do they buy? Who buys? Are there buying committees? How many people are involved? And yes, ICP matters—but that's just the tip of the iceberg. It goes much deeper.Kerry Curran, RBMA (04:44)Yes, absolutely. And going back to why you loved your early sales roles—it was about helping people. That's how I've always approached marketing too: what are their business challenges, and what can I offer to solve them? In your keynote, you said, “I want sales to stop selling and start helping.” But that's not possible without partnering with marketing to learn and message around the outcomes we drive and the pain points we solve.Roderick Jefferson (05:22)Exactly. Let's unpack that. First, about helping vs. selling—that's why we have spam filters now. Nobody wants to be sold to. That's also why people avoid car lots—because you know what's coming: they'll talk at you, try to upsell you, and push you into something you don't need or want. Then you have buyer's remorse.Now apply that to corporate and entrepreneurship. If you're doing all the talking in sales, something's wrong. Too many people ask questions just to move the deal forward instead of being genuinely inquisitive.Let's take it further. If marketing is working in a silo—building messaging and positioning—and they don't bring in sales, then guess what? Sales won't use it. Newsflash, right? And second, it's only going to reflect marketing's perspective. But if you bring both teams together and say, “Hey, what are the top three to five things you're hearing from prospects over and over?”—then you can work collaboratively and cohesively to solve those.The third piece is: let's stop trying to manufacture pain. Not every prospect is in pain. Sometimes the goal is to increase efficiency or productivity. If there is pain, you get to play doctor for a moment. And by that, I mean: do they need an Advil, a Vicodin, a Percocet, or an extraction? Do you need to stop the bleeding right now? You only figure that out by getting sales, marketing, product, and even HR at the same table.Kerry Curran, RBMA (07:34)Yes, absolutely. I love the analogy of different levels of pain solutions because you're right—sometimes it's not pain, it's about helping the customer be more efficient, reduce costs, or drive revenue. I've used the doctor analogy before too: you assess the situation and then customize the solution based on where it “hurts” the most. One of the ongoing challenges, though, is that sales and marketing still aren't fully aligned. Why do you think that's been such a persistent issue, and where do you see it heading?Roderick Jefferson (08:14)Because sales speaks French and marketing speaks German. They're close enough that they can kind of understand each other—like ordering a beer or finding a bathroom—but not enough for a meaningful conversation.The core issue is that they're not talking—they're presenting to each other. They're pitching ideas instead of having a dialogue. Marketing says, “Here's what the pitch should look like,” and sales replies, “When's the last time you actually talked to a customer?”They also get stuck in “I think” and “I feel,” and I always tell both groups—those are the two things you cannot say in a joint meeting. No one cares what you think or feel. Instead, say: “Here's what I've seen work,” or “Here's what I've heard from prospects and customers.” That way, the conversation is rooted in data and real-world insight, not opinion or emotion.You might say, “Hey, when we get to slide six in the deck, things get fuzzy and deals stall.” That's something marketing can fix. Or you go to product and say, “I've talked to 10 prospects, and eight of them asked for this feature. Can we move it up in the roadmap?”Or go back to sales and say, “Only 28% of the team is hitting quota because they're struggling with discovery and objection handling.” So enablement and marketing can partner to create role plays, messaging guides, or accreditations. It sounds utopian, but I've actually done this six times over 30 years—it is possible.It's not because I'm the smartest guy in the room—it's because when sales and marketing align around shared definitions and shared goals, real change happens. Go back to MQLs and SQLs. One team says, “We gave you all these leads,” and the other says, “Yeah, but they all sucked.” Then you realize: you haven't even agreed on what a lead is.As a fractional enablement leader, that's the first question I ask: “Can you both define what an MQL and SQL mean to you?” Nine times out of ten, they realize they aren't aligned at all. That's where real progress starts.Once you fix communication, the next phase is collaboration. And what comes out of collaboration is the big one: accountability. That's the word nobody likes—but it's what gets results. You're holding each other to timelines, deliverables, and follow-through.The final phase is orchestration. That's what enablement really does—we connect communication, collaboration, and accountability across the entire go-to-market team so everyone has a voice and a vote.Kerry Curran, RBMA (13:16)You're so smart, and you bring up so many great points—especially around MQLs, SQLs, and the lack of collaboration. There's no unified North Star. Marketing may be focused on MQLs, but those criteria don't always match what moves an MQL to an SQL.There's also no feedback loop. I've seen teams where sales and marketing didn't even talk to each other—but they still complained about each other! I was brought in to help, and I said, “You're adults. It's time to talk to one another.” And you'd think that would be obvious.What I love is that we're starting to see the outdated framework of MQLs as a KPI begin to fade. As you said, it's about identifying a shared goal that everyone can be accountable to. We need to all be paddling in the same direction.Roderick Jefferson (14:16)Exactly. I wouldn't say we're all rowing yet, but we've definitely got our hands in the water, and we're starting to go in the same direction. You can see that North Star flickering out there.And I give big kudos to AI for helping with that. In some ways, it reminds me of social media. Would you agree that social media initially made us less social?Kerry Curran, RBMA (14:27)Yes, totally agree. We can see the North Star.Roderick Jefferson (14:57)Now I'm going to flip that idea on its head: if done right, I believe AI will actually make us more human—and drive more meaningful conversations. I know that sounds crazy, but I have six ways AI can help us do that.First, let's go back to streamlining lead scoring. If we use AI to prioritize leads based on their likelihood to convert, sales can focus efforts on the most promising opportunities. Once we align on those criteria, volume and quality both improve. With confidence comes competence—and vice versa.Second is automating task management. Whether it's data entry, appointment scheduling, or follow-up emails, those repetitive tasks eat up sales time. Less than 30% of a rep's time is spent actually selling. If we offload that admin work, reps can focus on high-value activities—like building relationships, doing discovery, and closing deals.Kerry Curran, RBMA (15:59)Yes! And pre-call planning. Having the time to prepare properly makes a huge difference.Roderick Jefferson (16:19)Exactly. Third is real-time analytics. If marketing and ops can provide sales reps with real-time insights—like funnel data, deal velocity, or content performance—we can start making decisions based on data, not assumptions or feelings.The fourth area is personalized sales coaching. I talk to a lot of leaders, and I'll make a bold statement: most sales leaders don't know how to coach. They either use outdated methods or try to “peanut butter” their advice across the team.But what if we could use AI to analyze calls, emails, and meetings—then provide coaching based on each rep's strengths and weaknesses? Sales leaders could shift from managing to leading.Kerry Curran, RBMA (17:55)Yes, I love that. It would completely elevate team performance.Roderick Jefferson (18:11)Exactly. Fifth is increasing efficiency in the sales process. AI can create proposals, contracts, and other documents, which frees up time for reps to focus on helping—not chasing paperwork. And by streamlining the process, we can qualify faster and avoid wasting time on poor-fit deals.Kerry Curran, RBMA (18:58)Right, and they can focus on the deals that are actually likely to move forward.Roderick Jefferson (19:09)Exactly. And sixth—and most overlooked—is customer success. That's often left out of GTM conversations, but it's critical. We can use AI-powered chatbots and virtual assistants to handle basic inquiries. That frees up CSMs to focus on more strategic tasks like renewals, cross-sell, and upsell.Let's be honest—most CSMs were trained for renewals, not selling. But cross-sell and upsell aren't really selling—they're reselling to warm, happy customers. The better trained and equipped CSMs are, the better your customer retention and growth.Because let's face it—we've all seen it: 90 days before renewal, suddenly a CSM becomes your best friend. Where were they for the last two years? If we get ahead of that and connect all the dots—sales, marketing, CS, and product—guess who wins?The prospect.The customer.The company—because revenue goes up.The employee—because bonuses happen, spiffs get paid, and KPIs are hit.But most importantly, we build customers for life. And that has to start from the very beginning, not just when the CSM steps in at the end.Kerry Curran, RBMA (20:47)Yes, this is so smart. I love that you brought customer success into the conversation. One of the things I love about go-to-market strategy is that it includes lifetime value—upsell and renewal are a critical part of the revenue journey.In my past roles, I've seen teams say, “Well, that's just client services—they don't know how to sell.” But to your point, if we coach them, equip them, and make them comfortable, it can go a long way.Roderick Jefferson (21:34)Absolutely. They become the lifeblood of your business. Yes, you need net-new revenue, but if sales builds this big, beautiful house on the front end and then customers just walk out the back door—what's the point?And I won't even get into the stats—you know them—about how much more expensive it is to acquire a new customer versus retaining one. The key is being human and actually helping.Kerry Curran, RBMA (21:46)Exactly. I love that. It leads perfectly into my next question—because one of the core components of your strategy and presentation was the importance of EQ, or emotional intelligence. Can you talk about why that's so critical?Roderick Jefferson (22:19)Yeah. It really comes down to this: AI can provide content—tons of it, endlessly. It can give you all the data and information in the world. But it still requires a human to provide context. For now, at least. I'm not saying it'll be that way forever, but for now, context is everything.I love analogies, so I'll give you one: it's like making gumbo. You sprinkle in some seasoning here, some spice there. In this case, AI provides the content. Then the human provides the interpretation—context. That's understanding how to use that generated content to reach the right person or company, at the right time, with the right message, in the right tone.What you get is a balanced, powerful approach: IQ + EQ + AI. That's what leads to truly optimal outcomes—if you do it right.Kerry Curran, RBMA (23:19)Yes! I love that. And I love every stage of your process, Roderick—it's so valuable. I know your clients are lucky to work with you.For people listening and thinking, “Yes, I need this,” how do they get started? What's the baseline readiness? How do they begin integrating sales and marketing more effectively—and leveraging AI?Roderick Jefferson (23:34)Thank you so much for that. It really starts with a conversation. Reach out—LinkedIn, social media, my website. And from there, we talk. We get to the core questions: Where are you today? Where have you been? Where are you trying to go? And most importantly: What does success look like?And not just, “What does success look like?” but, “Who is success for?”Then we move into an assessment. I want to talk to every part of the go-to-market team. Because not only do we have French and German—we've also got Dutch, Spanish, and every other language. My job is to become the translator—not just of language, but of dialects and context.“This is what they said, but here's what they meant. And this is what they meant, but here's what they actually need.”Then we dig into what's really going on. Most clients have a sense of what's “broken.” I'm not just looking for the broken parts—I'm looking at what you've already tried. What worked? What didn't? Why or why not?I basically become a persistent four-year-old asking, “Why? But why? But why?” And yes, it gets frustrating—but it's the only way to build a unified GTM team with a shared North Star.Kerry Curran, RBMA (25:32)Yes, I love that. And just to add—sometimes something didn't work not because it was a bad strategy, but because it was evaluated with the wrong KPI or misunderstood entirely.Like a top-of-funnel strategy did work—but the team expected it to generate leads that same month. It takes time. So much of this comes down to digging into the root of the issue, and I love your approach.Roderick Jefferson (26:10)Exactly. And it's also about understanding that every GTM function has different KPIs.If I'm talking to sales, I'm asking about average deal size, quota attainment, deal velocity, win rate, pipeline generation. If I'm talking to sales engineering, they care about number of demos per deal, wins and losses, and number of POCs. Customer success? They care about adoption, churn, CSAT, NPS, lifetime value.My job is to set the North Star and speak in their language—not in “enablement-ese.” Sometimes that means speaking in sales terms, sometimes marketing terms. And I always say, “Assume I know nothing about your job. Spell out your acronyms. Define your terms.”Because over 30 years, I've learned: the same acronym can mean 12 different things at 12 different companies.The goal is to get away from confusion and start finding commonality. When you break down the silos and the masks, you realize we're all working toward the same thing: new, long-term, happy customers for life.Kerry Curran, RBMA (27:55)Yes—thank you, Roderick. I love this. So, how can people find you?Roderick Jefferson (28:00)Funny—I always say if you can't find me on social media, you're not trying to find me.You can reach me at roderickjefferson.com, and you can find my book, Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence and the upcoming Sales 3.0 companion workbook there as well.I'm on LinkedIn as Roderick Jefferson, Instagram and Threads at @roderick_j_associates, YouTube at Roderick Jefferson, and on BlueSky as @voiceofrod.Kerry Curran, RBMA (28:33)Excellent. I'll make sure to include all of that in the show notes—I'm sure this episode will have your phone ringing!Thank you so much, Roderick. I really appreciate you taking the time to join us. This was valuable for me, and I'm sure for the audience as well.Roderick Jefferson (28:40)Ring-a-ling—bring it on! Let's dance. Thank you again. This was an absolute honor, and I'm glad we got the chance to reconnect, Kerry.Kerry Curran, RBMA (28:59)For sure. Thank you—you too.Roderick Jefferson (29:01)Take care, all.Thanks for tuning in. If you're struggling with flat or slowing revenue growth, you're not alone. That's why Revenue Boost: A Marketing Podcast brings you expert insights, actionable strategies, and real-world success stories to help you scale faster.If you're serious about growth, search for us in your favorite podcast directory. Hit follow or subscribe, and leave a five-star rating—it helps us keep the game-changing content coming.New episodes drop regularly. Don't let your revenue growth strategy fall behind. We'll see you soon!

Customer expectations have skyrocketed—people now demand instant, personalized, and seamless interactions across every touchpoint. But are companies truly meeting these expectations, or are they still stuck in reactive customer service models? What if AI could completely transform the customer experience into something proactive, predictive, and even empathetic? Joining me today is Vinod Muthukrishnan, VP & COO of Webex Customer Experience at Cisco. Vinod is a leader in the future of customer experience (CX), helping organizations use AI to anticipate customer needs, deliver seamless automation, and create personalized interactions at scale. Vinod Muthukrishnan is the VP & COO for the Webex Customer Experience Business Unit, overseeing Go To Market, Customer, and Business Operations. In this role he collaborates with Cisco field teams, partners, and customers to deliver innovative solutions. His passion lies in creating products that solve real customer pain points and providing a seamless customer experience. He also values building strong communities, teams, culture, and operating rhythms.Previously, Vinod spent three years in Enterprise AI at Uniphore, a Cisco Investments Portfolio Company, where he developed a product enabling Citizen Developers to create AI and automation solutions. He managed Uniphore's customer functions, including Delivery, Technical Support, Customer Success, and AI consulting, helping enterprises align their business goals with AI roadmaps.Vinod was also VP & COO at the Webex Contact Center Business Unit during a period of significant growth and innovation. During his tenure at the BU, the IMI CPaaS business was acquired, and Webex Contact Center was launched. These two initiatives now serve as the foundations of the Webex Customer Experience Business Unit. Vinod oversaw all GTM functions.He joined Cisco when his startup, CloudCherry, was acquired in 2019. As Co-Founder and CEO of CloudCherry, he and his team developed a Customer Experience Platform that became Webex Experience Management. They also built the foundations of the Customer Journey Data Service, essential to the Webex Portfolio today.Coming from a military family, Vinod began his career in the Merchant Marine at 18, becoming a certified First Officer with Maersk Line and sailing to over 60 countries. He later joined the founding team at MarketSimplified, which introduced mobile trading to major brokerages like TD Ameritrade and OptionsExpress. RESOURCESCisco: https://www.cisco.com Catch the future of e-commerce at eTail Boston, August 11-14, 2025. Register now: https://bit.ly/etailboston and use code PARTNER20 for 20% off for retailers and brandsOnline Scrum Master Summit is happening June 17-19. This 3-day virtual event is open for registration. Visit www.osms25.com and get a 25% discount off Premium All-Access Passes with the code osms25agilebrandDon't Miss MAICON 2025, October 14-16 in Cleveland - the event bringing together the brights minds and leading voices in AI. Use Code AGILE150 for $150 off registration. Go here to register: https://bit.ly/agile150Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstromDon't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.theagilebrand.showCheck out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://www.teksystems.com/versionnextnowThe Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company

From a 350-square-foot home in South India to leading HubSpot, a $30B CRM powerhouse, Yamini Rangan's journey is nothing short of remarkable. In this episode, Yamini shares how she's guiding HubSpot through a post-pandemic shift toward product-led growth, the hard-won lessons behind building go-to-market alignment, and why human-centric leadership is her edge in an AI-first world. Plus, her take on why data is the new battleground in tech.Chapters: 00:00 Trailer00:52 Introduction02:22 Fire in my belly10:06 Constraints12:19 Peak performance16:38 Helping while in sheer panic21:43 The general ethos30:14 Customer value36:08 Excited and scared47:25 Becoming CEO54:19 Feeling behind1:01:51 Very lonely1:05:34 Losing credibility1:08:42 Slowing down, sitting still1:12:31 No patience to finish a book1:15:39 Who HubSpot is hiring1:15:54 What “grit” means to Yamini1:16:45 OutroMentioned in this episode: Sequoia Capital, Carl Pieri, Brian Halligan, Zoom Workplace, Meta Platforms, Google, Anthropic, Microsoft, Salesforce, Blockbuster Video, BlackBerry Limited, Axon Enterprise, Netflix, Snapchat, Harvey, Dharmesh Shah, Gödel, Escher, Bach: an Eternal Golden Braid, Sapiens: A Brief History of HumankindLinks:Connect with YaminiXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins

On today's Legally Speaking Podcast, I'm delighted to be joined by Dan Sharp and Neil Weitzman.Dan is the President and CEO of Infoware, Word LX, where he understands for law firms, time and reputation is everything. As CEO, Dan helps law firms automate and simplify document creation to protect their brand.Neil is the CRO of Infoware, Word LX and the founder of Weitzman GTM, a GTM advisory building efficient GTM motions resulting in full pipelines and recurring revenue through people, processes and platforms. Neil brings 25 years off learning with B2B SaaS, technology and data business - helping lead companies through different growth stages.So why should you be listening in? You can hear Rob, Dan and Neil discussing:- Challenges in the SaaS Legal Market- The Importance of Human Connection- Effective Go-To-Market Strategies- The Use of AI in Sales and Marketing- Change Management in Law FirmsConnect with Dan here - https://www.linkedin.com/in/dansharp1Connect with Neil here - https://www.linkedin.com/in/neilweitzman/

Text us your thoughts on the episode or the show!Join us as we welcome back Garrath Robinson and first-time guest Sebastian Hidalgo from RevXcel for a deep dive into what it really takes to execute a go-to-market (GTM) strategy effectively today. Spoiler: it's not just about tactics or tools—it's about speed, trust, and team unity.Garrath and Sebastian challenge the old playbook of siloed teams and rigid strategies, and instead offer practical insights into how GTM execution needs to evolve to match buyer behavior and internal team dynamics. From sales being the true face of the brand to using frameworks like STRIKE and SWAT to stay agile, this conversation is packed with hard-earned lessons and bold takes.

Today's guest is Pete Kazanjy, founder of Atrium, creator of Modern Sales Pros, and author of Founding Sales.We explore how Pete accidentally became an enterprise sales leader, why systems thinking is the next sales superpower, and what the rise of GTM architects means for the future of revenue teams. In this episode, you'll learn:Why founder-led sales is still the foundation for scalable GTMHow to turn sales strategy into a repeatable, data-driven systemWhat skills GTM leaders need to thrive in an AI-driven worldHow to operationalize cross-functional programs with consistency and trustPete brings sharp insights and a systems-driven mindset that will resonate with GTM leaders, RevOps pros, and anyone looking to design smarter GTM.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

The CEO's Strategic Growth Edge: A Go-To-Market System That Scales“You don't need more leads—you need clarity. Clarity on where your business can grow the most, the fastest, and at the highest margin. That's what a real go-to-market system delivers. It's not about volume anymore—it's about alignment, focus, and making sure every team—marketing, sales, and customer success—is executing toward the same outcome. That's how CEOs scale with confidence.” That's a quote from Sangram Vajre, and a sneak peek at today's episode.Welcome to Revenue Boost: A Marketing Podcast. I'm your host, Kerry Curran—revenue growth expert, industry analyst, and relentless advocate for turning marketing into a revenue engine. Each episode, we bring you the strategies, insights, and conversations that help drive your revenue growth. So search for Revenue Boost in your favorite podcast directory and hit subscribe to stay ahead of the game.In The CEO's Strategic Growth Edge: A Go-to-Market System That Scales, I'm joined by bestselling author and GTM expert Sangram Vajre to discuss why go-to-market isn't a marketing tactic—it's a CEO-level growth system. In this episode, you'll learn the three phases every business must navigate to scale, why alignment beats activity in every growth stage, how CEOs can drive clarity, trust, and margin-focused decisions across teams, and why AI is only a threat if you're still riding the demand-gen horse.If you're a growth-minded CEO or exec, this episode gives you the roadmap and the mindset to scale faster, smarter, and stronger. Be sure to listen through to the end, where Sangram shares three key tips—his ultimate advice for any leader ready to level up their go-to-market strategy. Let's go!Kerry Curran, RBMA (00:00.77)So welcome, Sangram. Please introduce yourself and share a bit about your background and expertise.Sangram Vajre (00:06.992)Well, at the highest level, I feel like I've had the opportunity to be in the B2B space for the last two decades and have had a front-row seat to categories that have shaped how we think about go-to-market. I ran marketing at Pardot. We were acquired by ExactTarget and then Salesforce—that was a $2.7 billion acquisition. It was a huge shift in mindset, going from a $10 million company to a $10 billion one, and I learned a lot.I became a student of go-to-market, if you will. That was in the marketing automation space. Then I launched a company called Terminus, which has been acquired twice now. Along the way, I've written three books. The one we're going to talk a lot about is MOVE, which became a Wall Street Journal bestseller. That book has created a lot of opportunities and work for us.I walked into writing this book, Kerry, thinking I knew go-to-market because I had two $100M+ exits. But I walked out of the process a student of go-to-market because I learned so much. Writing it forced me to talk to folks like Brian Halligan, the CEO of HubSpot, and partners at VC firms who have seen 200 exits—not just the three I've experienced.It really expanded my vision. Now I lead a company called Go-To-Market Partners. We're a research and advisory firm focused on helping companies understand who owns go-to-market and how to run it at a transformational level. Our clients are primarily CEOs and executive teams. That's our focus.Kerry Curran, RBMA (01:46.094)Excellent. Well, I'm very excited to dive in. I first saw you speak at Inbound last fall, and what really resonated with me was the shift from just an ABM program to a company-wide GTM program—one that includes everything from problem-market fit all the way to customer success, loyalty, and retention. Really making GTM the core of revenue growth.So I'd love for you to dive in and share that framework and background.Sangram Vajre (02:23.224)Yeah. And by the way, for people who've never attended Inbound—you should. I've spoken there for eight years straight and always try to bring new ideas. Each year, they keep giving me more opportunities—from main stage to workshops. I think you attended the 90-minute workshop, right? Hopefully it wasn't boring!Kerry Curran, RBMA (02:48.61)Yeah, it was excellent. I love this stuff, so I was taking lots of notes.Sangram Vajre (02:52.814)That was fun. The whole idea was: how can you build your entire go-to-market strategy on a single slide? Now, people might think, “There's no way—you need way more detail.” But it's not about making it complete; it's about making it clear.So everyone can be aligned. For example, in the operating system we've developed, we write research about it every Monday in a newsletter called GTM Monday, read by 175,000 people. The eight pillars are based on the most important questions. And Kerry, I don't know if you'll agree, but I think I've done a disservice for two decades by asking the wrong question.Like, I used to ask, “Where can we grow?”—which sounds smart but is actually foolish. The better question is, “Where can we grow the most, the fastest, the best, at the highest margin?” That's the true business perspective. So the operating system is built around these eight essential questions.If every executive team can align on these—not with certainty, but with clarity—then they can gain a clear understanding of what they're doing, where they're going, who their ICP is, what bets they're making, and which motions to pursue. I've done this over a thousand times with executive teams, helping them build their entire go-to-market strategy on a single slide. And it's like a lightbulb moment for them: “Okay, now I know what bets we're making and how my team is aligned.” It's a beautiful thing.Kerry Curran, RBMA (04:50.988)Yeah, because that's one of the hardest challenges across business strategy and growth: where to invest, where to lean in. So bring us through the questions and framework.Sangram Vajre (05:01.688)Yeah. So the first one is “Where can you grow the most?” The second one is really about what we call the Market Investment Map. I'll give you maybe three or four so people can get an idea. The Market Investment Map is especially useful for companies with more than one product or more than one segment. This is the least used but most valuable framework companies should be using.You might remember from the Inbound talk—I used HubSpot as an example since I was speaking at Inbound. It's interesting because at my last company, Terminus, we acquired five companies in eight years. So we had to learn this process. The Market Investment Map is about matching your best segments to the best products to create the highest-margin offering.If your entire business focuses only on pipeline and revenue—which sounds right—you're actually focused on the wrong things. You may have seen people post on LinkedIn saying, “I generated $10 million in pipeline,” and then a month later, they're laid off. Why? Because that pipeline didn't matter. It might have been general pipeline, but if you looked at pipeline within your ICP—the customers your company really needs to close, retain, and expand—it might have only been half a million. That's not enough to sustain growth or justify your role.So, understanding the business is critical. It's not just about understanding marketing skills like demand gen, content, or design. Those are table stakes. You need to understand the business of marketing—how the financials work, how to drive revenue, and how to say, “Yeah, we generated $10 million in pipeline, but only half a million was within ICP, so it won't convert or drive the margin we need.” That level of EQ and IQ is what leaders need today.Our go-to-market operating system goes deep into areas like this.Kerry Curran, RBMA (07:31.022)And I love the alignment with the ICP. I'm sure you'll get deeper into that. I also know you talk about getting rid of MQLs because the real focus should be on getting closer to the ICP—on who's actually going to drive revenue.Sangram Vajre (07:45.892)Yeah. John Miller, a good friend who co-founded Marketo, has been writing about this too. I was the CMO of Pardot. Then we both built ABM companies—I built Terminus; he built Engagio, which is now part of Demandbase. We've been evangelizing the idea of efficient marketing machines for the last two decades.We're coming full circle now. That approach made sense in the “growth at all costs” era. But in this “efficient growth” era, everything can be measured. The dark funnel is real. AI can now accelerate your team's output and throughput. So we have to go back to first principles—what do your customers really want?I was in a discussion yesterday with executives and middle managers, and the topic of AI came up. Some were worried it would take their jobs. And I said, “Yes, it absolutely will—and it should.” I gave the example I wrote about recently: imagine you were the best horseman, with saddles, barns, and a generational business built around horses. Then Henry Ford comes along with four wheels. You just lost your job—not because you were bad, but because you got infatuated with the horse, not with your customer's need to get from point A to point B.Horses did that—it was better than walking. But then came cars, trains, airplanes. Business evolves. If you focus on your customers' needs—better, faster, cheaper—you'll always be excited about innovation rather than afraid of it. So yes, AI will replace anyone who stays on their horse. If you're riding the demand gen horse or relying only on content creation, a lot is going to change. Get off the horse, refocus on customer needs, and figure out how to move your business forward.Kerry Curran, RBMA (10:21.708)Yeah. So talk a bit about honing in on the ICP. I know in one of the sessions you asked, “Who's your target audience?” And of course, there was one guy in the front row who said, “Everyone,” and we all laughed. But I still hear that all the time. Talk about how important it is, to your point, to know your customer and get obsessed with what they need.Sangram Vajre (10:45.56)Yeah. So the first pillar of the go-to-market operating system is called TRM, or Total Relevant Market. We introduced that in the book MOVE for the first time. It's a departure from TAM—Total Addressable Market—which is what that guy in the front row was referring to during that session. It was epic, and I think he was a sales leader, so it was even funnier in a room full of marketers.But it's true—and real. He was being honest, and I appreciated that. The reality is, we've all been conditioned to focus on more and more—bigger and bigger markets. That makes sense if you have unlimited funds and can raise money. It makes sense if the market is huge and you're just trying to get in and have more people doing outbound.As a matter of fact, a few weeks ago, we did a session where someone said something profound that I'll never forget. He said, “The whole SDR function is a feature bug in the VC model.” That was fascinating—because the whole SDR model was built to get as many leads as possible, assign 22-year-olds to make cold calls, and push them to AEs.We built this because it worked on a spreadsheet. If we generate 1,000 leads, we need 50 callers to convert them. It's math. But nobody really tried to improve it because we had the money. Now we're in a different world. We have clients doing $10–15 million in revenue with five-person teams automating so much.People don't read as many automated emails. My phone filters out robocalls, so I never pick up unless it's someone I know. Non-personalized emails go into a folder I never open. Yet people keep sending thousands of them, thinking it works.For example, I send our GTM Monday newsletter via Substack. It's free for readers, and it's free for me to send—even to 175,000 people. Meanwhile, marketers spend thousands every time they email their list using legacy tools. Why? Because these people haven't opted in to be part of the journey the way Substack subscribers have.The market has changed. Buying big marketing automation tools for $100,000 is going to change drastically. Fractional leaders and agencies will thrive because what CEOs really need is people like you—and frameworks like a go-to-market operating system—to guide them. You and I have the gray hair and battle scars to prove it. What matters now is using a modern framework, implementing it, and measuring outcomes differently.Kerry Curran, RBMA (14:08.11)Yeah, you bring up such a valid point. In so many of my conversations, I see the same thing. It's been a sales-led growth strategy for years. Investments went to sales—more BDRs, more cold emails, more tech stack partners.Even as I was starting my consultancy, I'd talk to partners or prospects who'd say, “Well, we just hired more salespeople. We want to see how that goes.” But to your point, without the foundational framework—without targeting the right audience—you're just spinning your wheels on volume.Sangram Vajre (15:06.318)Exactly. One area we emphasize in our go-to-market operating system is differentiation. Everyone's doing the same thing. Let me give you an example. Last week, I looked at a startup's email tool that reads your emails and drafts responses automatically. Super interesting. I use Superhuman for email.Two days later, Superhuman sent an email saying they'd launched the exact same feature. So this startup spent time and money building a feature, and Superhuman—already with a huge user base—replicated and launched it instantly. That startup is out of business.With AI, product development is lightning fast. So product is no longer your differentiator. Your differentiation now is how you tell your story, how quickly you grab attention, how well you build and maintain a community. That becomes your moat. Those first principles matter more than ever. Product is just table stakes now.Kerry Curran, RBMA (16:33.878)Right. And connecting that to your marketing strategy, your communication, your messaging—it also sets up your sales team to close faster. By the time a prospect talks to a rep, your marketing has already educated them on your differentiation. So talk more about the stages and what companies need to keep in mind when applying your go-to-market framework.Sangram Vajre (17:07.482)One of the things we mention in the book—and go really deep into in our operating system—is this 3P format: Problem-Market Fit, Product-Market Fit, and Platform-Market Fit. We believe these are the three core stages of a business. I experienced them firsthand at Pardot, Salesforce, and Terminus through multiple acquisitions.If you remember, I always talk about the “squiggly line,” because no company grows up and to the right in a straight line. If you look at daily, weekly, or monthly insights, there are dips—just like a stock market chart. So the squiggly line shows you can go from Problem to Product, but you'll experience a dip. That's normal and natural. Same thing when you go from Product to Platform—you hit a dip. Those dips are what we call the “valleys of death.”Some companies overcome those valleys and cross the chasm, and others don't. Why? Because at those points, they discover they can market and sell, but they can't deliver. Or maybe they can deliver, but they can't renew. Or maybe they can renew but not expand. Each gap becomes a value to fix in the system.And it's hard. I've gone from $5 million to $10 million to $15 million, all the way to $100 million in revenue—and every 5 to 10 million increment brings a new set of challenges. You think you've got it figured out, and then you don't—because everything else has to change with scale.I'll never forget one company I was on the board of—unfortunately, it didn't make it. The CEO was upset because they were doing $20 million in revenue but didn't get the valuation they wanted. Meanwhile, a competitor doing only $5 million in revenue in the same space got a $500 million valuation. Why? Because the $20M company was doing tons of customization—still stuck in Problem-Market Fit. The $5M company had reached Product-Market Fit and was far more efficient. Their operational costs were lower, and their NRR was over 120%.If you've read some of my research, you know I'm all in on NRR—Net Revenue Retention—as the #1 metric. If you get NRR above 120%, you'll double your revenue in 3.8 years without adding a single new customer. That's what executives should focus on.That's why we say the CEO owns go-to-market. All our research shows that if the CEO doesn't own it, you'll have a really hard time scaling.Kerry Curran, RBMA (20:23.992)That makes so much sense, because everything you're talking about—while it includes marketing functions—is really business strategy. It needs to be driven top-down. It has to be the North Star the whole company is paddling toward.I've been in organizations where that's not the case. And as you said, leadership has to have the knowledge and strategic awareness to navigate those pivots—those valleys of death. So talk about how hard it is to bring new frameworks into an organization and the change management that comes with that. As you evangelize the idea that the CEO owns GTM, what's resonating most with them?Sangram Vajre (21:26.456)Great question. First of all, CEOs who get it—they love it. The people who struggle most are actually CMOs and CROs because they feel like they should be the ones owning go-to-market. And while their input is critical, they can't own it entirely.In all our advisory work, Kerry, we mandate two things:The CEO must be in the room. We won't do an engagement without that. The executive team must be involved. We don't do one-on-one coaching—because transformation happens in teams.People often get it wrong. They think, “We need better ICP targeting, so that's marketing's job.” Or, “We need pipeline acceleration—let sales figure that out.” Or, “We have a retention issue—fire the CS team.” No. The problem isn't a department issue—it's a process and team issue.The CEO is the most incentivized person to bring clarity, alignment, and trust—the three pillars of our GTM operating system. They're the ones sitting in all the one-on-one meetings, burning out from the lack of alignment. The challenge is most CEOs don't know what it means to own GTM. It feels overwhelming.So we help them reframe that. Owning doesn't mean running GTM. It means orchestrating clarity, alignment, and trust. Every meeting they lead should advance one of those. That's the job. When the ICP is agreed upon, marketing should be excited to generate leads for it. Sales should be eager to follow up. CS should be relieved they're not getting misaligned customers. That's leadership. And there's no one more suited—or incentivized—to lead that than the CEO.Kerry Curran, RBMA (24:08.11)Absolutely. And the CFO plays a key role too—holding the purse strings, understanding where the investments should go.Sangram Vajre (24:20.622)Yes. In fact, in the book and in our research, we emphasize the importance of RevOps—especially once a company reaches Product-Market Fit and moves toward Platform-Market Fit.If you're operating across multiple products, segments, geographies, or using multiple GTM motions, the RevOps leader—who often reports to the CFO or CEO—becomes critical. I'd say they're the second most important person in the company from a strategy standpoint.Why? Because they're the only ones who can look at the whole picture and say, “We don't need to spend more on marketing; we need to fix the sales process.” A marketing leader won't say that. A sales leader won't say that. You need someone who can objectively assess where the real bottleneck is.Kerry Curran, RBMA (25:17.836)Yeah, that definitely makes so much sense. Are there other areas—maybe below the executive team—that help educate the company from a change management perspective to gain buy-in? Or is it really a company-wide change?Sangram Vajre (25:33.742)Yeah, you mentioned ABM earlier. Having written a few books on ABM and building Terminus, we've seen thousands of companies go through transformation. We now have over 70,000 students who've gone through our courses. I love getting feedback.What's interesting is that ABM has been great for aligning sales and marketing—but it hasn't transformed the company. Go-to-market is not a marketing or sales strategy. It's a business strategy. It has to bring in CS, product, finance—everyone.Where companies often fail is by looking at go-to-market too narrowly—like it's just a product launch or a sales campaign. That's way too myopic. Those companies burn a lot of cash.At the layer below the executive team, it gets harder because GTM is fundamentally a leadership-driven initiative. An SDR, AE, or director of marketing typically doesn't have the incentive—or business context—to drive GTM change. But they should get familiar with it.That's why we created the GTM Operating System certification. Hundreds of professionals have gone through it—including you! And now people are bringing those frameworks into leadership meetings.They'll say, “Hey, let's pull up the 15 GTM problems and see where we're stuck.” Or, “Let's revisit the 3 Ps—where are we today?” Or use one of the assessments. It's pretty cool to see it in action.Kerry Curran, RBMA (27:35.758)Yeah, and it's extremely valuable. I love that it's a tool that helps drive company-wide buy-in and educates the people responsible for the actions. So you've shared so many great frameworks and recommendations. For those listening, what's the first step to get started? What would you recommend to someone who's thinking, “Okay, I love all of this—I need to start shifting my organization”?Sangram Vajre (28:09.082)First, you have to really understand the definition of go-to-market. It's a transformational process—not a one-and-done. It's not something you define at an offsite and then forget. It's not owned by pirates. It's iterative. It happens every day.Second, the CEO has to be fully bought in. If they don't own it, GTM will run them. If you're a CEO and you feel overwhelmed, that's usually why—you're running go-to-market, not owning it.Third, business transformation happens in teams. If you try to build a GTM strategy in a silo—as a marketer, for example—it will fail. The best strategies never see the light of day because the team isn't behind them. In GTM, alignment matters more than being right.Kerry Curran, RBMA (29:27.982)Excellent. I love this so much. Thank you! How can people find you and learn more about the GTM Partners certification and your book?Sangram Vajre (29:37.476)You can go to gtmpartners.com to get the certification. Thousands of people are going through it, and we're constantly adding new content. We're about to launch Go-To-Market University to add even more courses.We also created the MOVE Book Companion, because we're actually selling more books now than when it first came out three years ago—which is crazy!Then there's GTM Monday, our research newsletter that 175,000 people read every week. Our goal is to keep building new frameworks and sharing what's possible. Things are changing so fast—AI, GTM tech, everything. But first principles still apply. That's why frameworks matter more than ever.You can't just ask ChatGPT to “give me a go-to-market strategy” and expect it to work. It might give you something beautifully written, but it won't help you make money. You need frameworks, team alignment, and process discipline.And I post about this every day on LinkedIn—so follow me there too!Kerry Curran, RBMA (30:54.988)Excellent. Well, thank you so much. This has been a great conversation, and I highly recommend the book and the certification to everyone. We'll include all the links in the show notes.Thank you, Sangram, for joining us today!Sangram Vajre (31:09.284)Kerry, you're a fantastic host. Thank you for having me.Kerry Curran, RBMA (31:11.854)Thank you very much.Thanks for tuning in to Revenue Boost: A Marketing Podcast. I hope today's conversation sparked some new ideas and challenged the way you think about how your organization approaches go-to-market and revenue growth strategy. If you're serious about turning marketing into a true revenue driver, this is just the beginning. We've got more insightful conversations, expert guests, and actionable strategies coming your way—so search for us in your favorite podcast directory and hit subscribe.And hey, if this episode brought you value, please share it with a colleague or leave a quick review. It helps more revenue-minded leaders like you find our show. Until next time, I'm Kerry Curran—helping you connect marketing to growth, one episode at a time. See you soon.

Neste episódio do Vamos de Vendas, exploramos como influenciadores B2B e comunidades podem se tornar pilares estratégicos na geração de demanda em mercados complexos. Para essa conversa, recebemos Weverton Soares, gerente de marketing do Zoho CRM e idealizador do CRM Zummit – o maior evento de CRM da América Latina –, que compartilha bastidores valiosos sobre como marcas podem crescer com autenticidade e conexão real com seus públicos.

Se apagó la luz, cero absoluto, pero se encendió la radio, la que siempre estuvo ahí, la voz amiga que no te abandonó, la palabra contada, relatada, la que te lleva a los otros mundos, la que estimula tu conocimiento y tu imaginación. El lunes fue el día de los transistores y aunque está todo por esclarecer, hemos querido fijarnos en ellos, en los contadores de historias, creadores de mundos postapocalípticos imaginados y que, en cierta medida, han tamizado, como ya pasó en la pandemia, nuestra percepción de la realidad. La realidad que fue dibujada por ficción, la realidad que está dibujando la nueva ficción y cuyo listón ya no sabemos claramente dónde está…Conversamos con cuatro escritores:Juan Jacinto Muñoz Rengel, y autor de la reciente Transmigración (AdN)Paula Gonzalo, coautora de Terradraga. (Minotauro)Lola Fernandez, Memorias de Yharnam (GTM)Carlos Sisí, Vienen cuando hace frío, Gris (Planeta)Y con el experto en ciberseguridad y radiocomunicaciones, David Marugán.Duque de Champagne y Don Víctor se unen a la reflexión recomendando otros apagones y ficciones cercanas a lo que estamos viviendo como El Eternauta con reciente adaptación a serie.Escuchar audio

In this provocative and no-fluff episode of Keyboard Samurai, host, Wil Kluv, sits down with Dani Woolf and Ben Siegel to unpack what's broken in how cybersecurity vendors go to market and how to fix it using real buyer data and a deeper understanding of human psychology. Dani and Ben, co-founders of CyberSynapse and veterans of cybersecurity GTM, break down why so many tech marketers are stuck in echo chambers, how pressure from investors leads to safe (but disconnected) strategies, and why most teams are making decisions without actual buyer validation. They explore the psychological barriers to change, why the “herd mentality” is sabotaging innovation, and how to replace opinion with evidence through first-party qualitative research. They also take on the traditional analyst model, offering sharp critique and a more human, scalable alternative rooted in community-sourced insight.

Everyone's analyzing win rates, but too few teams are asking the harder question: how did that opportunity even begin?This week on GTM Live, Trevor and Carolyn break down the most overlooked stage in go-to-market: what happens before a lead becomes a lead. They unpack why early-funnel signals (the ones that come before forms, meetings, or MQL scores) are where your growth strategy is made or broken.They explain why it's not enough to measure performance after the fact, and how traditional attribution misses the hidden work happening in the earliest phases of pipeline creation. Carolyn explains how early signal data is shaping a new standard for pipeline visibility, and Trevor shows how to connect that data to real decisions: budget, headcount, channels, and more.If your GTM reporting starts at the opportunity stage, you're already behind.Key topics in this episode:Why traditional approaches to attribution often tells a false storyWhy marketing and sales leaders need to rethink “first touch” and “last touch” measurementWhat happens when early-stage activity is left out of pipeline ROI modelsHow to expose the invisible work that actually drives revenueThe GTM gaps that surface when ops teams aren't tracking signalsThe early indicators that help you scale GTM programs with confidenceThis episode is powered by Passetto. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit passetto.com

What happens when you lose a business partner who was also your closest collaborator and friend? In this powerful episode, Michelle shares her journey through the retail world, her deep partnership, and how she's navigating growth and grief after losing her business partner.From building lasting rep-retailer relationships to finding strength in memory, this conversation is a tribute to purpose-driven business and human connection.If you're a brand founder, rep, or retailer looking to deepen your partnerships and build a resilient business, Michelle's story and insight will guide you with authenticity and heart.[3:25] Michelle's retail journey[5:02] What is a go-to-market (GTM) strategy?[6:41] The unique relationship between reps and retailers[9:03] Top tips to help strengthen rep and retailer partnerships[14:26] Talking about Barbie (her partner)[19:04] After Michelle's loss and moving forward[21:24] Honoring Barbie's memoryJoin the Rooted in Retail Facebook Group to continue the conversation Get your ticket to EVOLVE 2025 - $200 off when you use the code rooted Join our newsletter for all the latest marketing news for retailers Show off your super fandom by getting your Rooted in Retail Merch!

There are a handful of people in the clean energy and infrastructure world whose knowledge and voices serve as guiding lights. Shayle Kann is one of those people. Known for his deep expertise, unique perspective, and distinct voice, Shayle has covered and shaped the energy transition for years.While regular listeners will know, we typically feature startup founders. But Shayle's long-standing influence—from GTM and The Interchange to EIP and Catalyst—made it a true pleasure to turn the mic around.This episode, recorded in front of a live, sold-out audience at SF Climate Week, marked Shayle's first time as our guest, though he's no stranger to the show. For the first few years of Watt It Takes, starting in 2017, when every episode was recorded in front of a live audience, Shayle would kick off each conversation by setting the industry context and introducing our guest.In this episode, we trace Shayle's journey, starting with his roots in Madison, Wisconsin, and share how his entrepreneurial spirit and compelling storytelling abilities have been instrumental in his rise as a leader.On a personal note, I've known Shayle for nearly a decade. He has been a colleague and a friend, and I'm excited for him to tell his story.SponsorsThis live recording, and this next season of Watt It Takes, is brought to you by our lead sponsor, HSBC Innovation Banking who is proud to bank some of the most exciting companies pioneering the technologies of tomorrow.With specialist financing support, deep understanding of the challenges, and a global network across more than 50 markets, they help clients scale breakthrough innovations, and take them to the world.So, if you're looking for early-stage funding, or well on your way to FOAK, click the link in the show notes to learn how HSBC Innovation Banking can help on the next stage of your journey.About Powerhouse Innovation and Powerhouse Ventures Powerhouse Innovation is a leading consulting firm connecting top-tier corporations and investors, including corporate innovation teams, CVCs, and pensions with cutting-edge technologies and startups that meet their specific criteria for engagement. Powerhouse Ventures backs entrepreneurs building the digital infrastructure for rapid decarbonization. To hear more stories of founders building our climate positive future, hit the “subscribe” button and leave us a review.

In this episode of Sales Tech Deep Dive, David Dulany and Nicolas de Kouchkovsky sit down with Latané Conant, CRO of 6sense, for an eye-opening conversation on how AI is reshaping the sales and marketing landscape. From the origins of 6sense as a predictive data company to its transformation into a full-stack GTM platform, Latané Conant walks through the evolution of customer engagement, account intelligence, and workflow automation. They explore the rise of autonomous sales plays, the role of AI agents in prospecting, the shifting expectations of BDR teams, and how brands must adapt in a world of zero-click content and dark funnels. This session also demystifies misconceptions about 6sense's capabilities, cost structure, and impact — and offers a practical look at how GTM leaders can stay competitive in the era of unpredictable revenue.Become a supporter of this podcast: https://www.spreaker.com/podcast/the-sales-technology-podcast--1947957/support.

Event marketers rarely get to hear directly from the person whose opinion matters most when it comes to budget, strategy, and impact: the CMO.But without that insight, it's hard to know where your event program really stands—or how to level it up.Matt Kleinrock sits down with John Seeds, CMO at TTEC Digital, for a rare and candid look at how a top executive actually views events inside a go-to-market strategy. They unpack what CMOs care about, how event teams can align with business goals, and what a “wildly successful” event looks like from the top down.Expect to hear:✅ Where events actually fit in modern GTM planning✅ What moves the needle—and what CMOs wish event marketers would stop doing✅ How to reverse engineer event success based on executive expectationsIf you want a seat at the table, start by understanding how the C-suite sees the game—join us live!----------------------------------Connect with JohnOn his LinkedIn: https://www.linkedin.com/in/johnseeds/Connect with MeOn my LinkedIn: https://www.linkedin.com/in/matt-kleinrock-9613b22b/  On my Company: https://rockwayexhibits.com/  

“AI is only as powerful as the data behind it. If you don't trust the inputs, you can't trust the outputs and that's where most companies get stuck. It's not enough to have automation or algorithms; you need quality, transparency, and alignment across your go-to-market motion. That's the difference between tech that looks smart and tech that actually drives revenue.” AI is everywhere but without clean data and strategic alignment, it's just noise. In this episode of Revenue Boost: A Marketing Podcast, titled, Smarter Tech, Sharper Targeting: Fueling Revenue with AI, Data Quality, and GTM Alignment, Demandbase CMO Kelly Hopping joins host Kerry Curran to unpack what it really takes to make AI work for B2B revenue growth. From smarter targeting to scaling with efficiency, Kelly shares how enterprise leaders can leverage AI-powered tools only when grounded in high-quality data and a clearly defined ICP. You'll learn why GTM alignment matters more than ever and how to avoid the pitfalls of disconnected tech stacks and generic automation. If you're building or optimizing your go-to-market engine, this episode is your roadmap to doing it smarter.

You can't get a successful GTM without a good product in the first place. Appunite is the product development powerhouse that embeds with your team to build apps that scale. Learn more at https://bit.ly/3FBanHZMaja Voje, the GOAT of Go-To-Market and author of the best-selling book Go-To-Market Strategist, breaks down the 7 Go-To-Market motions and how to choose the right one for your business.We cover:

Episode SummaryIn this special in-person episode of OnBase, host Chris Moody joins Davis Potter live from Austin, Texas, for a candid deep-dive into the evolution of account-based marketing. Davis draws on his experience across enterprise giants and nimble startups to unpack the real differences between demand gen and ABM—and why most companies are stuck in the middle.Together, they dissect the pitfalls of outdated ABM models, the importance of unifying go-to-market teams, and the need for signal-based measurement over legacy lead scoring. Davis explains the “account-based arrow,” ForgeX's new data model, and shares practical tips for aligning product marketing with ABM functions for retention and growth. Whether you're a team of one or leading a global strategy, this episode is packed with insights you can act on immediately.Key TakeawaysABM vs. Demand Gen: True ABM is more than just targeted demand generation; it requires a unified approach across sales and marketing.  Strategic ABM Implementation: Organizations should tailor their ABM strategy to their specific needs, considering factors like deal size and resources.  Measurement and Reporting: Effective ABM measurement involves tracking various metrics, including account engagement and pipeline progression, and requires a unified data model.  Cross-Functional Alignment: Alignment between ABM teams and other functions, such as product marketing, is crucial for success.  Evolving ABM: ABM is not static; it requires continuous evolution and adaptation to changing market dynamics and organizational needs.  Quotes“If you're just building lists off third-party intent and running ads, you're not doing ABM—you're just doing better DemandGen.”“Product marketing is not optional in an ABM strategy—it's foundational. They understand the customer better than anyone.”Best Moments 00:09-00:20 – Davis Potter's background and journey to 4Gex.  04:45-05:00 – The importance of aligning go-to-market strategy with business goals.  06:29-07:00 – Transitioning from demand generation to account-based marketing.  10:50-12:00 – The double funnel approach to measuring ABM success.  25:30-26:00 – The challenges of ABM benchmarks and data interpretation.  33:00-34:00 – The critical role of product marketing in ABM. Recommended resources:Newsletter:⁠ABM Tactics LinkedIn newsletter⁠ – Tactical, real-world GTM advice from the trenchesCertifications:⁠New ABM Certification Program⁠ by Demandbase in Partnership with ForgeXB2B Leaders to follow⁠Akriti Gupta⁠, Director of Marketing at LinkedIn  ⁠Désirée Daniels⁠, Retail Industry & ABM Marketing at LinkedInAbout the GuestDavis Potter is the Co-Founder of ForgeX, a firm dedicated to modernizing account-based go-to-market strategies through research-backed insights and scalable methodologies. With experience launching ABM programs at organizations like Google Cloud and Scale AI, Davis brings a rare blend of enterprise sophistication and startup agility. His unique journey—spanning billion-dollar enterprises and high-growth tech companies—has equipped him with a comprehensive view of ABM's past, present, and future.Davis is passionate about aligning sales, marketing, and product teams around unified goals and measurement systems. He frequently speaks on evolving ABM frameworks, first-party data strategies, and the shift from vanity metrics to actionable signals. Davis also co-leads the ForgeX and Demandbase certification program, shaping the next generation of account-based marketers.⁠Connect with Davis⁠.

Rish Gupta is the cofounder and CEO of Spot AI, a video AI platform for the physical world. They've raised $93M from amazing investors such as Scale, Bessemer, and Qualcomm Ventures.Rish's favorite book: Atlas Shrugged (Author: Ayn Rand)(00:01) Introduction(00:32) Video-AI basics: ingesting camera feeds across diverse networks ​(02:42) Edge-vs-cloud trade-offs for compute, storage, and bandwidth ​(05:40) Mapping the sector: hardware waves to cloud cameras to pure-software layer ​(07:43) Founding insight: why Spot AI attacked the video layer now ​(11:35) Bare-bones MVP: two-page dashboard that unified camera access ​(15:34) First-10-customer lessons & pruning the ideal customer profile (ICP) ​(18:54) Go-to-market experiments: ICP variants, pain points, and channels ​(23:00) Early-team blueprint: engineering-heavy, founders run sales ​(24:03) Hardware stance: free IP cameras to simplify one-vendor buying ​(26:01) Biggest tech hurdle: supporting thousands of camera brands & configs ​(27:00) Sales challenge: outbound fatigue forces novel GTM motions ​(28:55) Future vision: each camera becomes an autonomous AI agent with a "job" ​(30:25) Key AI unlock: massive context windows enabling flow-state reasoning ​(32:14) Rapid-fire round--------Where to find Rish Gupta: LinkedIn: https://www.linkedin.com/in/profilerish/--------Where to find Prateek Joshi: Newsletter: https://prateekjoshi.substack.com Website: https://prateekj.com LinkedIn: https://www.linkedin.com/in/prateek-joshi-91047b19 X: https://x.com/prateekvjoshi 

David Rubenstein helped pioneer modern private equity—building The Carlyle Group into a $400B global investment firm from a modest D.C. office and a relentless fundraising streak. But beyond PE, his legacy spans presidential libraries, historic American artifacts, and a lifelong obsession with civic contribution.In this episode, David shares how he raised billions without a background in finance, why owning a baseball team was more than just a trophy purchase—and what building true generational success really means beyond wealth alone.Chapters:00:00 Trailer00:53 Introduction01:40 Family, wealth, class14:40 Happiness disparity and longevity19:25 I need more to give away more25:04 The relentless fundraiser 33:53 Kids and travel36:06 No track record, the great white buffalo38:59 Business and politics43:53 Fired from Washington45:52 Fundraising, presidents, podcast guests48:04 Private equity and sports53:44 Expenses — no charges55:49 Waking up with energy 57:26 Preserving copies1:02:05 Organizational architecture1:03:41 Bury me in my plane1:08:11 Not a big luxury spender1:10:32 What “grit” means to David1:10:50 OutroMentioned in this episode: Andrew Rubenstein, Stanford University, Bill Gates, Melinda Gates, Warren Buffett, Morgan Guaranty Trust Company, International Business Machines Corporation (IBM), Procter & Gamble Company, Forbes 400, Duke University, University of Chicago, Harvard Corporation, Johns Hopkins University, California Public Employees' Retirement System (CalPERS), President of the United States of America, Donald J. Trump, Jimmy Carter, John F. Kennedy Center for the Performing Arts, Smithsonian Institution, National Gallery of Art, George W. Bush, Barack Obama, Joe Biden, Arianna Huffington, Xi Jinping, Hank Greenberg, Stephen A. Schwarzman, Tim Cook, Jeff Bezos, Baltimore Orioles, Fred Trammell Crow, Harlan Crow, National Basketball Association (NBA), National Football League (NFL), Arctos Partners LP, Anthropic, Magna Carta Libertatum, Declaration of Independence, Emancipation Proclamation, Abraham Lincoln, US Constitution, National Archives, Lincoln Memorial, Thomas Jefferson Memorial, Mount Vernon, Monticello, Montpelier, Mark Cuban, Paul McCartneyConnect with David:X: @DM_RubensteinConnect with Joubin:X: @JoubinmirLinkedIn: Joubin MirzadeganEmail: grit@kleinerperkins.comkleinerperkins.com

Episode 378 of The VentureFizz Podcast features two of the Co-Founders of Copley - David Henriquez, CEO and Sean Marshall, Chief Operating Officer. It is just a necessity for any thriving tech ecosystem. You need companies that scale and people from those companies take their learnings and go off to start their own company. HubSpot has been a big feeder of alumni who have gone off to start companies and you are starting to see the next wave with founders coming from Toast and now Klaviyo. What's even better is when you see the founders of these anchor tech companies fund the next generation of entrepreneurs. David & Sean were part of the hypergrowth scale up years at Klaviyo that ultimately led to a pillar public tech company in the Boston tech area. David held a variety of engineering & sales engineering roles, whereas Sean led global sales. Now, they are building a new company with a third Co-Founder & CTO, Mike Torra called Copley. It is an AI-Powered Content Optimization Platform that allows marketers to quickly create, test & deploy content everywhere. Copley recently announced a $4.8M pre-seed round of funding led by Asymmetric and Underscore. And yes, the founders of Klaviyo - Andrew Bialecki and Ed Hallen are investors… plus Tom Ebling & Jeffrey Barnett of Demandware which was acquired by Salesforce. In this episode of our podcast, we cover: * Startup fundraising advice for first-time founders and the importance of building long term relationships with investors. * The background stories for both David and Sean. * The explosive growth years at Klaviyo. * The full story of Copley in terms of the problem they are solving and their unique approach to finding early adopter customers. * GTM advice for early stage startups and the importance of storytelling. * And so much more. Episode Sponsor: As a longtime champion of the local startup ecosystem, Silicon Valley Bank supports innovative companies with the solutions and financing they need through every stage of growth. With more than 1,500 bankers and relationship advisors, and $42B in loans as of Q2 2024 – SVB delivers the right people, service and resources to support your entire financial journey. Learn more at SVB.com.

Business.mn подкастын BNI Mongolia-тай хамтран хүргэж буй "Our stories" цувралын анхны дугаартаа бид хүний нөөцийн менежментийн стандарт, талент менежмент болон амжилттай хэрэгжиж буй туршлагуудын тухай ярилцлаа. Зочин: GTM компанийн гүйцэтгэх захирал, Хүний нөөцийн тэргүүлэх аудитор Ю.Наранцацрал

Today's guest is a GTM legend. We couldn't be more excited to have Jacco van der Kooij, Founder of Winning by Design, on the podcast.We explore why most go-to-market strategies fail, how to build a scalable revenue architecture, and why AI will transform sales efficiency. Jacco shares insights from his time leading sales at global companies like Philips and his experience helping high-growth SaaS companies scale through his frameworks like the Bow Tie Model and SPICED.In this episode, you'll learn:Why most GTM strategies fail—and how to fix them with revenue architectureHow AI is transforming sales processes and improving sales efficiencyThe biggest misconceptions about data-driven sellingHow to balance automation with personalization to build trustListen to hear Jacco share tactical insights from decades of experience in GTM - plus why process comes before AI in building a scalable, predictable sales engine.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Why is go-to-market still broken in B2B?Because nobody owns the commercial outcome.In this pivotal episode of The B2B Playbook, we sit down with Carolyn Dilks (co-founder of Passetto) and Adem Manderovic (co-founder of CRO School) to unpack why sales, marketing, and customer success continue to operate in silos—and what needs to change.This isn't another “alignment” chat.It's a practical blueprint for rebuilding GTM around commercial oversight, financial accountability, and real market validation—not just KPIs that make the dashboard look good.We cover:+ How Predictable Revenue broke GTM—and what comes next+ Why “meetings booked” is a destructive metric+ The missing role of commercial acumen in sales and marketing+ What Passetto does to bridge GTM and finance+ How CRO School is restoring financial ownership across revenue teams+ And why this isn't a fix at the department level—it's a top-down restructureIf your GTM strategy feels reactive, misaligned, or just plain inefficient—this conversation is your roadmap to a commercially viable, scalable system.https://theb2bplaybook.com/cro-school-----------------------------------------------------

Most vendors won't admit this, but we will: Your brand doesn't have a messaging problem. It has a presence problem. And it's why buyers leave RSA feeling numb, unseen, and unready to trust you. In this episode, Dani Woolf sits down with Zachary Hyde, someone she doesn't always agree with, which makes this conversation one of the most honest and urgent before a major conference. Together, they break down why most GTM teams think they're being empathetic but are actually performing a buyer-first fantasy while still clinging to control. If you're showing up to RSA Conference this year with a booth, a badge, and a team under pressure to "drive pipeline" - this is your mirror. Listen before you land in SFO. What We Cover: Why vendors fail to empathize with buyers at conferences How canned “empathetic marketing” actually erodes trust Why emotional presence is a muscle to be consistently massaged The difference between tone-matching and real psychological safety Red flags buyers spot immediately and won't tell you about What to do this week to actually build trust at RSA (no fluff, no fake discovery)  

No era español. Ni hablaba bien el idioma. Pero eso no importaba. Norman Bethune llegó con un bisturí, una cámara… y una urgencia que no entendía de banderas. En memoria de Norman Bethune🖤 A todas las personas inocentes que perdieron la vida en aquella guerra. 🙏 ✨ Un relato escrito por Coquín Artero y narrado por Olga Paraíso Entre carreteras bombardeadas, madres huyendo con sus hijos y miles de personas atrapadas en el fuego cruzado, él llegó con una ambulancia, con sus manos, con esperanza. 🎙️ Voz: Olga Paraíso 🎼 Música cierre final: Epidemic Sound con licencia premium para este podcast Amazing Grace (Acapella Version) Sven Karlsson Biografía Coquín Artero: Nació en Las Palmas de Gran Canaria en 1979, El entorno urbano de la década de los años 80 marcó profundamente su estilo y formas como autor. El polígono de Jinámar, como lugar en el que desarrollar sus primeros estudios, marcó sus dinámicas de convivencia y le otorgó las primeras dosis de relativismo cultural. Cursó estudios universitarios en la Universidad de Barcelona, la UNED y la UGR respectivamente aunque su oficio siempre estuvo orientado hacia las artes plásticas y escénicas, de tal forma que lleva 24 años trabajando de tatuador en su estudio de Gran Canaria. ✅Publicaciones: Cuentos macabros Volumen I: historias de un apocalipsis zombi. ⚔️Crónicas ocultas del Puerto de La Luz: Compendio de relatos de terror y drama humano por entregas mensuales, con nueve fragmentos publicados y ambientadas en el puerto principal de Gran Canaria. ⚔️Cuentos macabros Volumen II: colección de relatos con origen en el desorden mental y el horror cósmico. Grapas mensuales de las que hay publicadas las cuatro primeras. ⚔️Huecos de un sueño roto: El Círculo de Lovecraft. ⚔️Las cavernas del destino y Ni un paso atrás: GTM ⚔️Carne con queso: revista Mordedor ⚔️En las entrañas de Kowloon: Windumanoth https://www.amazon.es/stores/author/B09S5TFX2R 🗒BIO Olga Paraíso: https://instabio.cc/Hleidas Si esta historia te ha cautivado y deseas unirte a nuestro grupo de taberneros galácticos, tienes la oportunidad de contribuir y apoyar mi trabajo desde tan solo 1,99 euros al mes. Al hacerlo, tendrás acceso exclusivo a todos las historias para nuestros mecenas y podrás disfrutar de todas las historias sin interrupciones publicitarias. ¡Agradezco enormemente tu apoyo y tu fidelidad!. 🚀 🖤Aquí te dejo la página directa para apoyarme: 🍻 https://www.ivoox.com/support/552842 🚀 Escucha el episodio completo en la app de iVoox, o descubre todo el catálogo de iVoox Originals

In this episode, we sit down with Kyle Lacy, CMO of Jellyfish, to explore the intersection of marketing, revenue operations, and go-to-market strategy. We discuss the challenges of cross-functional alignment, the ongoing debate between brand vs. demand, and how marketing leaders can earn a seat at the revenue table. Plus, Kyle shares his insights on pipeline forecasting, revenue modeling, and why every team should invest in creative, unmeasurable "moonshot" ideas. Tune in for a deep dive into the art and science of scaling a GTM strategy in 2025.

Guests: Ken Lempit, James Ollerenshaw, and Rob CurtisAI isn't just a bolt-on anymore—it's rewriting the rules of SaaS from the ground up.In this episode, Standup Hiro co-founder Rob Curtis and tech strategist James Ollerenshaw join host and GTM expert Ken Lempit to unpack how Agentic AI is forcing SaaS leaders to rethink everything: product design, go-to-market, customer trust, and even internal culture.From natural language interfaces to the rise of AI “co-workers,” they break down why SaaS companies that adapt will dominate—and why bolt-on AI features won't be enough to survive.

Episode SummaryIn this episode of OnBase, host Paul Gibson welcomes Hannah Ajikawo for a deeply insightful conversation on building strong go-to-market foundations and how AI is reshaping the future of sales execution.Hannah reflects on her career journey and the moment she realized that many teams don't truly understand strategy. She outlines the importance of focusing GTM energy on where businesses win most, shares her “go-to-market building blocks” framework, and explains how AI can enhance precision across the buyer journey—from awareness to pricing strategy.Whether you're leading a sales team, rolling out new tech, or trying to scale confidently, this episode is full of practical wisdom.Quotes“If you really sit down, remove ego, and look at the data—you'll find where you win. Focus there. That's the cheat code.”Best Moments (00:53) – Hannah Ajikawa's career journey and the founding of Revenue Funnel.  (02:51)-04:39 – The importance of GTM fundamentals and addressing underperforming teams.  (05:54) – How repositioning and focus transformed pipeline generation for a B2B tech company.  (10:00) – AI's influence on GTM strategies and sales processes.  (12:22) – Areas of GTM most primed to benefit from AI integration.  (16:19) – Actionable advice for strengthening GTM foundations.  (22:46) – How AI is changing account-based go-to-market approaches.Tech RecommendationsDemandbase – For GTM prioritization and signal intelligence.Sybill.ai – AI-powered call analysis and coaching.Twain.ai – Tailored messaging and engagement optimization.SimpleTalk.ai – Conversational AI for real-time needs handling.Resource RecommendationsPodcastsThe Founders PodcastDiary of a CEO (Stephen Bartlett) NewslettersSubstack (for AI newsletters)BlogsGates Notes- Bill Gates' blog    Daniel Priestley's content B2B Leaders to followJen Allen-Knuth, Founder, DemandJenLisa Kelly, Founder and CEO, Radical ResultsBarry Flaherty, GTM LeaderAbout the GuestHannah Ajikawo is an award-winning go-to-market consultant and founder of Revenue Funnel, helping B2B scale-ups unlock growth and optimize their revenue engines. With 16+ years of experience, Hannah has been recognised as a LinkedIn Top Voice, LinkedIn Sales Insider, Salesforce Influencer, and one of the 100 Most Powerful Women in Sales by Demandbase. She is also a HubSpot Modern Sales Leader and a global expert in aligning sales processes with modern buyer journeys to drive sustainable growth.Connect with Hannah.

If you're feeling anxious about AI. If LinkedIn's making you doubt your GTM. You need this episode.We break down what's real, what's hype, and why boring execution still wins.(00:00) - Introduction (02:51) - Don't believe the LinkedIn echo chamber (06:42) - Understanding Business Fundamentals (12:09) - Stop comparing yourself to AI companies (14:28) - Growing without outside capital (17:15) - The Importance of First Principles Thinking (24:13) -  Focus on your team (30:08) -  Conclusion Never miss a new episode, join our newsletter on revenueformula.substack.com

Everyone's trying to grow pipeline, but only few companies are measuring the part of GTM that actually creates it.This week on GTM Live, Trevor and Carolyn expose why the early-stage “signals” that actually drive pipeline are the ones most teams ignore.They dig into the real problem: teams aren't tracking signals across the entire pipeline creation journey. Instead, they're relying on last-touch or deal source attribution that tells you nothing about what's actually working. Trevor explains why so many GTM decisions are disconnected from cost and impact, while Carolyn shares why she believes most attribution reporting is a smokescreen.This episode makes the case for a new standard: tracking what prospects are engaging with before they hit a lead score or sales touches them, and tying that behavior to outcomes. If your prospecting motion isn't part of your GTM analysis, you're missing the whole story.Key topics in this episode:Why signal tracking before sales engagement is essentialThe cost of ignoring the prospecting stage in your GTM modelWhat deal source and lead attribution don't tell youHow to connect early engagement to ROI and pipeline movementThe questions every GTM team should ask about efficiencyWhy companies are misreporting success to the board

Polished is out. Grit is in. If you want your brand to cut through the noise, it might be time to take a cue from the underground music scene.In this episode, we're taking lessons from 90s indie rock with special guest Scott Rayburn, CMO of DataArt. Together, we talk about how brands can market with meaning, stay relevant in the digital age, and create content that hits like your favorite song.About our guest, Scott RayburnScott Rayburn is the Chief Marketing Officer at DataArt. He's experienced in leading cross-functional, high-performing content, GTM/sales, comms, operations, and creative teams, and skilled in content strategy, sales enablement, demand generation, SEO, product marketing, website strategy, branding, partner marketing, and providing creative direction.Scott has been with DataArt since 2023. Prior to his current role, he served as Director of GTM & Content at global technology services company Wizeline. He has also led product marketing at companies like The Risk Management Association and Proscia.What B2B Companies Can Learn From 90s Indie Rock:Lead with authenticity.
Great marketing doesn't have to be glossy, it just has to be real. The best indie rock bands of the '90s didn't rely on flashy production or major label backing to build loyal followings. They embraced raw sound, DIY, and intimate venues, and that resonated deeply with fans. Scott draws a parallel to modern marketing: “People can see through BS… you actually generally will get better results from the kind of authentic stuff.”Think in lifetimes, not just campaigns.
The strongest brands create lasting emotional connections, much like your favorite bands. “These bands that started in the eighties are still filling up 5,000-person theaters today,” Scott explains. Why? Because their fans feel a deep, emotional connection. For marketers, this means nurturing your audience beyond the funnel. Build a brand people want to grow old with, not just click on once.Stay active on every channel.
Indie rock bands don't just put out an album and disappear. Scott says, “Even if they're not making new songs, they need these channels to stay relevant, to sell tickets, to sell merch. It's all kinds of tied to marketing. And this is a tie between the authenticity and customer lifetime value. It's really activating that in a digital age.” Marketers need to do the same. A strong multi-channel strategy ensures your message reaches people where they are, whether that's a blog, a webinar, an event, or a TikTok feed. Being present across platforms consistently helps brands stay top of mind, accessible, and adaptable to change.Quotes*“ This authenticity that we were talking about with these bands, people can see through BS. Whether it's like an Instagram reel or a LinkedIn ad, or an email campaign. It can still work. Your marketing can still work if it's completely polished. But I think, and I see from some results that come from a company work that DataArt is doing. You actually generally will get better results from the kind of authentic stuff. And this is kind of where you see brand maybe driving more revenue than demand generation, but who can actually count the dollars from brand? Well, not me, but maybe someone can let me know. So those conversations are happening.”*“ These bands that started in the eighties are still filling up 5,000-person theaters today… There's this multi-channel approach, which is a huge part of marketing and content marketing. You notice they're all on Spotify. They all have websites, they all have social media. Even if they're not making new songs, they need these channels to stay relevant, to sell tickets, to sell merch, e-commerce. It's all kind of tied to marketing. And this is a tie between the authenticity and customer lifetime value. It's really activating that in a digital age.*“ The number one thing I've noticed in content marketing is the huge need to transition from the faceless 1000-word blog post to something that's more interactive. The quote with somebody's face on your social media post is gonna perform five times better than the faceless five AI trends.”*“ You can't do everything yourself. Build a good team around you. Be T-shaped 'cause you're not gonna be a marketing leader if you're not T-shaped…And try to create some way that you can stay focused on your strengths, and then lean on others who have strengths of their own. Have this kind of holistically built type of leadership team.”Time Stamps[0:55] Scott Rayburn, CMO at DataArt[02:02] Why 90s Indie Rock?[03:53] What is Record Store Day?[04:55] The Role of CMO at Data Art[06:38] Origins of 90s Indie Rock[10:50] The Indie Rock Movement and Its Impact[20:30] Building Community Through Music[31:11] B2B Marketing Takeaways from 90s Indie Rock[38:39] How You Can Be More Authentic in Your Marketing[46:55] Advice for marketing leaders[47:29] Final Thoughts and TakeawaysLinksConnect with Scott on LinkedInLearn more about DataArtAbout Remarkable!Remarkable! is created by the team at Caspian Studios, the premier B2B Podcast-as-a-Service company. Caspian creates both nonfiction and fiction series for B2B companies. If you want a fiction series check out our new offering - The Business Thriller - Hollywood style storytelling for B2B. Learn more at CaspianStudios.com. In today's episode, you heard from Ian Faison (CEO of Caspian Studios) and Meredith Gooderham (Head of Production). Remarkable was produced this week by Jess Avellino, mixed by Scott Goodrich, and our theme song is “Solomon” by FALAK. Create something remarkable. Rise above the noise.

In this panel discussion, we chat with Alina Vandenberghe, Co-CEO and Co-founder of Chili Piper, Kris Rudeegrapp, Co-CEO of Sendoso, and Evan Huck, CEO and Co-founder of UserEvidence, about what truly sets the best B2B SaaS companies apart. From building personal brands and unifying teams around a clear vision to navigating next-gen technology and AI, we explore how authenticity fuels GTM execution and drives lasting success.

On today's episode we're pleased to have Hilary Carpio, VP of Growth Marketing at Snowflake.We chat about how Hilary built a scalable ABM program at Snowflake, why marketing and sales alignment is critical for GTM success, and how AI is transforming sales outreach and content generation. Hilary shares insights from her experience leading growth marketing and demand generation at Snowflake and co-authoring the book Busting Silos.In this episode, you'll learn:Why sales and marketing alignment is the key to GTM successHow Hilary scaled Snowflake's ABM strategy—and why it workedHow AI is being used to create hyper-targeted ad copy and improve SDR efficiencyWhy building a foundation of trust with your sales team drives better outcomesFor more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

Today, we're getting into Part 2 of our masterclass on user research and product strategy from Aleks Bass, CPO at Typeform. In part two of this episode, Aleks talks about: How she successfully launched Typeform for Growth in only six months, which quickly became Typeform's fastest-growing product ever How she restructured the entire Typeform product development lifecycle, adding continuous usability testing as a crucial part of that process And how you can cultivate strong partnerships between R&D and GTM to drive similar success Links LinkedIn: https://www.linkedin.com/in/dane-molter-6b937231/ Navan: https://navan.com/ Resources (Ethically) cheat your way to $250M+ | Mikal Lewis, Product Exec. (Whole Foods, Nordstrom): https://youtu.be/5txeT2U_YQo Chapters 00:00 Intro 00:47 Understanding User Personas 02:09 Launching Typeform for Growth 05:05 Product Development Lifecycle 07:49 Usability Testing and User Feedback 13:34 Competitive Analysis and Market Positioning 19:34 Go-to-Market Strategy 26:28 Company Ceremonies and Collaboration 31:04 Outro Follow LaunchPod on YouTube We have a new YouTube page (https://www.youtube.com/@LaunchPod.byLogRocket)! Watch full episodes of our interviews with PM leaders and subscribe! What does LogRocket do? LogRocket combines frontend monitoring, product analytics, and session replay to help software teams deliver the ideal product experience. Try LogRocket for free today. (https://logrocket.com/signup/?pdr) Special Guest: Aleks Bass.

Amplitude helped define the modern analytics stack, powering digital products with deep behavioral insights. But in a world shifting toward agentic interfaces and vertically integrated AI, even a category leader has to evolve.In this episode, CEO Spenser Skates shares how he's rethinking AI within the constraints of a 13-year-old codebase, why analytics remains Amplitude's competitive edge—and why taking the company public early was a risk worth taking. Links:Connect with SpenserXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins

Why you should listenLearn why tech isn't the real reason outbound fails—and how messaging rooted in insight changes everything.Discover how to craft Permissionless Value Propositions (PVPs) that prospects want to read before they know your name.Understand how to guide clients beyond tools like Clay and Apollo and into high-impact GTM strategies.If your clients aren't getting results from outbound, the problem isn't the tools—it's the messaging. In this episode of the Paul Higgins Podcast, I speak with Jordan Crawford from BlueprintGTM.com, who shows us how to flip the script on outbound by building data-backed messages that resonate. Jordan shares how vertical SaaS companies are generating replies by engineering relevance at scale, structuring insights into high-value messages, and rethinking personalization entirely. Whether your clients use Salesforce, Zoho, HubSpot or another CRM, this episode will help you position your services as a growth driver—not just a tech install.About Jordan CrawfordJordan Crawford is an advisor at companies like Clay and Tennr, and works with startups to help them design data-driven messages that are independently valuable to their prospects for vertical SaaS companies.Resources and LinksBlueprintgtm.comCannonballgtm.comCannonballgtm.substack.comJordan's LinkedIn profilePrevious episode: 603 - Unlock 95% Open Rates with SMS withLee WeinbergerCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources

CRM is a category often equated with its market leader, Salesforce.Hence, companies and investors question the viability of building a business in this space.Nilesh Patel, founder of Leadsquared, who built a Unicorn in CRM, joins us today.We discuss the category, the business, and its competitors.With Byju's as their first large deal, Edtech brought over 40% of their customers.Then the industry went through a downfall, but Leadsquared survived by a well timed expansion.From lack of capital restricting entry into the US market, to fast-forward today, where they have gone global.Nilesh shares his thoughts on the skills founders need and the decisions they have to make -on exits, acquisitions, and hiring.Tune in for more!0:00-Trailer1:35 – Building Leadsquared3:19 – First large deal with Byjus7:12 – Fundraising from Private Equity9:58 – CRM as an Undesirable Investment12:10 – Should Co's enter the CRM Space?13:35 – How to price SAAS in India?15:23 – Diversifying beyond EdTech16:49 – How to build market differentiation?20:29 – Highest annual deal of

In this episode of AI Basics, Jason sits down with CapitalG partner Jill Chase to break down how AI is reshaping the startup ecosystem — from founders to investors to incumbents. They cover how CapitalG (Alphabet's independent growth fund) thinks about the AI stack, why speed alone isn't enough for startups today, and how to build durable advantages in a world where anyone can copy your product. Jill shares insights from portfolio companies like Motif (next-gen CAD for architecture) and Abridge (AI-powered doctor's scribe), plus how startups can use AI “in the business” (product) and “on the business” (ops, GTM, etc). They also explore the transition from copilots to agents — and what that means for the next wave of software. If you're building or investing in AI, this is a must-watch.*Timestamps:(0:00) Jason kicks off the show(1:10) CapitalG's investment strategy in AI(3:04) Understanding value in AI investments(5:16) Durability in AI startups and market challenges(10:18) Practical applications of AI in business(17:52) Case studies of successful AI startups(21:35) Building massive businesses with small teams(23:55) Evolution from AI copilots to autonomous agents*Uncover more valuable insights from AI leaders in Google Cloud's 'Future of AI: Perspectives for Startups' report. Discover what 23 AI industry leaders think about the future of AI—and how it impacts your business. Read their perspectives here: https://goo.gle/futureofai*Check out all of the Startup Basics episodes here: https://thisweekinstartups.com/basicsCheck out Google Cloud: https://cloud.google.com/Check out CapitalG: https://www.capitalg.com/*Follow Jill:LinkedIn: https://www.linkedin.com/in/jill-greenberg-chase-53747538/X: https://x.com/jillchase124*Follow Jason:X: https://twitter.com/JasonLinkedIn: https://www.linkedin.com/in/jasoncalacanis*Follow TWiST:Twitter: https://twitter.com/TWiStartupsYouTube: https://www.youtube.com/thisweekinInstagram: https://www.instagram.com/thisweekinstartupsTikTok: https://www.tiktok.com/@thisweekinstartupsSubstack: https://twistartups.substack.com

Flexport was a breakout success—reimagining global trade with tech at its core. But when the freight market cooled and efficiency overtook service, things started to unravel. Founder Ryan Petersen stepped aside, handing the CEO role to former Amazon exec Dave Clark. Months later, he was back at the helm.In this episode, Ryan explains what went wrong, how he's rebuilding Flexport—cutting $300M in costs, restoring customer focus—and why promoting from within beats chasing outside stars. He also weighs in on Trump's proposed tariffs and what they could mean for the future of global trade.Chapters: 00:00 Trailer00:31 Introduction02:07 Meeting smart people, seeing the world03:40 Eroded margins09:52 Charismatic and overconfident15:32 Not an overnight decision20:08 The founder has returned23:10 Redoing the hiring26:38 No substitute for passion31:00 Working for and with my brother37:28 Working with forwarders42:14 Being a founder can be lonely47:49 Life's work54:06 The right person for the job1:00:55 19 countries1:04:57 Blowing people up1:07:24 Work and being a good dad1:08:34 Not doing it for money and loving money1:17:52 Import and export tariffs1:22:57 De minimis1:25:54 Panama and the Suez Canal1:36:50 Going public1:42:24 Who Flexport is Hiring 1:42:42 What "grit" means to Ryan1:43:06 OutroMentioned in this episode: Founders Fund, Amazon, Toyota Motor Corporation, Slack, Brex, Pedro Franceschi, Henrique Dubugras, United States Customs and Border Protection, ImportGenius, Michael Kanko, Y Combinator, Paul Graham, Intel Corporation, Shopify, Geely Holding (Zhejiang Geely Holding Group Co., Ltd.), The Volvo Group, Intuit TurboTax, David Petersen, BuildZoom, TechCrunch, Google, Figma, Barack Obama, Donald Trump, Jimmy Carter, Panama Canal Authority, United States Navy, Coinbase, Uber, AirbnbLinks:Connect with RyanXLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins

Today's show: We dive into the latest tech and startup news — including Palantir's bold new fellowship program that challenges the traditional college path, and DoorDash's rollout of burrito-delivering Coco robots in LA and Chicago. We debut our new segment “Tips from the Trenches,” focused on how to land your first customers, and wrap up with two great Office Hours: BRX.ai (self-healing AI agents) and InviteJet (calendar-based marketing). Plus, one founder's wild story about a fake investor using an AI deepfake on Zoom. Don't miss Jason's tactical GTM advice and a reminder that if no one complains about your pricing, you're probably too cheap.*Timestamps:(0:00) Jason kicks off the show!(2:01) Palantir's new fellowship program and alternative education paths(9:12) Digg's Groundbreakers program and paid community model(10:33) Squarespace - Use offer code TWIST to save 10% off your first purchase of a website or domain at https://www.Squarespace.com/TWIST(13:21) DoorDash's partnership with Coco robotics for deliveries and the future of robotic deliveries(20:26) LinkedIn Jobs - Post your first job for free at https://www.linkedin.com/twist(21:56) Tips from the Trenches “Your First Customers”(22:31) Strategies for acquiring first customers from Y Combinator founders(30:35) AdQuick - For TWiST listeners - AdQuick is waiving their fee on your first campaign. Visit https://www.adquick.com/twist(32:00) Office Hours with Jake and Daniel from BRX about their product and growth strategy(41:05) Feedback on BRX's website clarity and branding strategies(46:45) Office Hours with Brian Watson from InviteJet(49:00) Challenges faced by InviteJet and dealing with fraudulent investors(56:43) InviteJet's churn rates, ideal customer profiles, and future plans(1:01:43) Discussing Invitejet's pricing strategies, customer loyalty, and marketing tactics*Subscribe to the TWiST500 newsletter: https://ticker.thisweekinstartups.comCheck out the TWIST500: https://www.twist500.comSubscribe to This Week in Startups on Apple: https://rb.gy/v19fcp*Links from the show:BRX AI: https://brx.ai/InviteJet: https://www.invitejet.com/*Follow BRX:X: https://x.com/BRXinc*Follow InviteJet:X: https://x.com/InviteJet*Follow Lon:X: https://x.com/lons*Follow Alex:X: https://x.com/alexLinkedIn: ⁠https://www.linkedin.com/in/alexwilhelm*Follow Jason:X: https://twitter.com/JasonLinkedIn: https://www.linkedin.com/in/jasoncalacanis*Thank you to our partners:(10:33) Squarespace - Use offer code TWIST to save 10% off your first purchase of a website or domain at https://www.Squarespace.com/TWIST(20:26) LinkedIn Jobs - Post your first job for free at https://www.linkedin.com/twist(30:35) AdQuick - For TWiST listeners - AdQuick is waiving their fee on your first campaign. Visit https://www.adquick.com/twist*Great TWIST interviews: Will Guidara, Eoghan McCabe, Steve Huffman, Brian Chesky, Bob Moesta, Aaron Levie, Sophia Amoruso, Reid Hoffman, Frank Slootman, Billy McFarland*Check out Jason's suite of newsletters: https://substack.com/@calacanis*Follow TWiST:Twitter: https://twitter.com/TWiStartupsYouTube: https://www.youtube.com/thisweekinInstagram: https://www.instagram.com/thisweekinstartupsTikTok: https://www.tiktok.com/@thisweekinstartupsSubstack: https://twistartups.substack.com*Subscribe to the Founder University Podcast: https://www.youtube.com/@founderuniversity1916