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PODCAST

What"s Broken in GTM and How to Fix It

Louis Fernandes and Simon Daniels

Exploring the key go-to-market challenges that SaaS organisations face and how to overcome them to ensure success.

business marketing

All Episodes

32:32

Summer Cognoscenti Interview: Joel Harrison

What"s Broken in GTM and How to Fix It ·

2025/07/17

Welcome to episode 19 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week, Louis attended the CRO Connected get together, a breakfast briefing courtesy of Jodie Battson at Alpha Group, and was introduced to the redoubtable – and potential future guest (hint, hint!) – Scott Vaughan. Simon...

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40:45

Summer Cognoscenti Interview: Ian Truscott

What"s Broken in GTM and How to Fix It ·

2025/07/10

Welcome to episode 18 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis has been deepening his wine tasting knowledge and expertise, gaining his next set of qualifications. He’s getting quite good at it, he reckons… And it turns out that the Portuguese drink more wine per capita of any nat...

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34:30

Summer Cognoscenti Interview: Ambre Jeanneau, Revenue...

What"s Broken in GTM and How to Fix It ·

2025/07/03

Welcome to episode 17 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week we close-out the revenue operations and enablement arc with another fantastic guest, and the first in our Summer Cognoscenti Series, Ambre Jeanneau, to help us really understand the enablement aspect in real life. ...

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37:40

Revenue Operations and Enablement (part 3)

What"s Broken in GTM and How to Fix It ·

2025/06/26

Welcome to episode 16 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. We share insights from the recent revenue leaders dinner Louis co-hosted with Tim Ogle at Toggle Switch Consulting, to which Simon was kindly invited! The discussion during the evening focused on attracting, developing, and ...

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29:04

Revenue Operations and Enablement (part 2)

What"s Broken in GTM and How to Fix It ·

2025/06/20

Welcome to episode 15 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis and Simon spent the day recently at Inspire, the 6Sense customer conference, courtesy of Andy Champion and Jon Clarke. The both agreed it was a great event, especially sessions from Saima Rashid, April Dunford, and Gem...

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21:59

Revenue Operations and Enablement (part 1)

What"s Broken in GTM and How to Fix It ·

2025/06/12

Welcome to episode 14 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis has squeezed in a day’s cricket, courtesy of Khalid Rahmany from InnoVyne, and Harry Riseborough and Matthew Hobson from Xactly. It was a T20 match, meaning it was extremely fast paced and didn’t entail blocking out th...

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23:20

Leveraging Data and Technology

What"s Broken in GTM and How to Fix It ·

2025/06/05

Welcome to episode 13 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis is back in Porto to do some work with one of the start-ups at Founders Founders, the tech incubator based there. He has also been sailing in the Solent on a SaaS sailors trip organised by Paul French at Intrinsic Execu...

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41:38

Jon Clarke, 6Sense

What"s Broken in GTM and How to Fix It ·

2025/05/30

Welcome to episode 12 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week we’re joined again by a guest, Jon Clarke, Data Partnerships Director at intent data platform 6Sense. Here’s the TL;DL (“too long, didn’t listen”) in case you don’t have time for the whole episode: Intent data isn'...

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29:15

Unit Economics

What"s Broken in GTM and How to Fix It ·

2025/05/23

Welcome to episode 11 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week sees us arriving at episode 11, placing us into the hallowed company of the 4% of podcasts that make it past ten instalments, invoking a moment of reflection! Louis has been struck by the relevance of the topics co...

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24:35

Simon Sharp, CEO, Verto

What"s Broken in GTM and How to Fix It ·

2025/05/15

Welcome to episode 10 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week we’re joined by our second guest, Simon Sharp, CEO at program management platform Verto and pick-up the discussion from a few episodes ago on sales motions. Simon recently posted an article on LinkedIn about managi...

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23:07

Operating Models (part 2)

What"s Broken in GTM and How to Fix It ·

2025/05/08

Welcome to episode 9 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. It’s Louis’ birthday, the six-month anniversary of the first What's Broken in GTM and How to Fix It newsletter, and the two-month anniversary of the podcast! Felicitations and self-congratulations out of the way, Louis is fee...

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29:40

Operating Models (part 1)

What"s Broken in GTM and How to Fix It ·

2025/05/01

Welcome to episode 8 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis shoe-horns a business lesson into the conversation based on the sales promotion incentive fund (aka SPIF) he has implemented for his estate agent and recounts another AI experience, this time with training and coaching ...

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30:47

Optimising Sales Motions

What"s Broken in GTM and How to Fix It ·

2025/04/24

Welcome to episode 7 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. It’s been an AI-kind of a week, with Louis exploring conversational agentic AI customer service platform, Parloa, while on a trip to Germany. Meanwhile, Simon has been hanging out with Boardy, the voice AI super networker. As...

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30:59

Go-To-Market Strategy

What"s Broken in GTM and How to Fix It ·

2025/04/17

Welcome to episode 6 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis recounts his energising time spent with start-up incubator Founders Founders[SD1] , based in Porto, Portugal. The conversation, it just so happens, spanned everything we’ve been discussing on the podcast so far! Coincid...

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34:38

Mark Walker, Founder and CEO, Revved Up

What"s Broken in GTM and How to Fix It ·

2025/04/10

Welcome to episode 5 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week sees our first guest joining us on the podcast as Mark Walker, Founder and CEO at Revved Up as we continue the discussion on segmentation, targeting and positioning. Here’s the TL;DL ( “too long, didn’t listen...

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31:50

Segmentation, Targeting & Positioning

What"s Broken in GTM and How to Fix It ·

2025/04/03

Welcome to episode 4 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis laments the early mornings he has been facing this week in order to get up and deliver (virtual) training in Singapore, although it’s been worth it to spend time with some talented sellers, he says. Discussing the...

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28:31

Revenue Growth vs Cost Containment

What"s Broken in GTM and How to Fix It ·

2025/03/27

Welcome to episode 3 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis recaps his time at the CRO Connected Summit in East Sussex, including a nice walk in the countryside not ruined by having to play golf! More seriously, Louis found the talk on seller productivity by Gerry Hill&nbs...

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28:40

TAM, SAM and SOM

What"s Broken in GTM and How to Fix It ·

2025/03/20

Welcome to episode 2 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. In this episode we start by chatting about whether SaaS is facing an inflection point with the rise of alternative software models, buyer fatigue, and challenges to start-up funding. Then, we pick-up on a point raised last we...

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26:32

Product-Market Fit

What"s Broken in GTM and How to Fix It ·

2025/03/13

Welcome to episode 1 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we’ll be exploring the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to the common issues. In this episode we dive into the foundation of any successful go-to-market strategy, namely Product Market Fit or PMF. In case you don’t have time to listen, here’s the TL;DL (that’s “too long, didn’t listen”): Pr...

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39 results

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