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PODCAST

The GTMnow Podcast

The GTMnow Podcast interviews well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Sophie Buonassisi to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of GTMfund - sharing insight on go-to-market from working with hundreds of portfolio

technology

All Episodes

56:27

GTM 123: Customer Experience Fuels Business Growth,...

The GTMnow Podcast ·

2024/11/26

Kim Peretti is an experienced Customer Success executive with over 25 years in the technology industry. Her most recent role was as Chief Customer Officer at Klaviyo, where she transformed the customer success organization during the company’s hypergrowth, and played a key role in preparing the company for its IPO. Prior to Klaviyo she was the Group Vice President of Customer Success at DocuSign, where she built and lead successful strategies that delivered key customer outcomes and results. ...

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43:53

GTM 122: The 4 Ps of Sales Success: People, Process,...

The GTMnow Podcast ·

2024/11/19

Phil Hernandez is the VP of Sales Services at TaskUs. He has spent the past 20 years skillfully building and transforming numerous Go-To-Market (GTM) teams. He possesses an unwavering commitment to mastering sales systems and demonstrates expertise in orchestrating organizational change aimed at cultivating high-performance revenue teams. His diverse industry background ranges from Tech/SaaS, Big Data, Adtech/Media, and CPG. He has implemented best practices in Startup, Scale Up, Public, and ...

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53:35

GTM 121: Listening to Your Customers Without Obeying...

The GTMnow Podcast ·

2024/11/12

Nealesh Patel is the Chief Revenue Officer at Crunchbase, an AI-powered platform that helps over 80 million dealmakers discover and prioritize the right opportunities using best-in-class company data. With over 25 years of experience in the tech industry, Neal has a proven track record of executing progressive growth strategies, landing innovative partnerships, developing revenue streams, and building winning teams. As the leader of Crunchbase's go-to-market functions, and the de facto genera...

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51:12

GTM 120: Avoid the AI Sales Skills Atrophy Trap with...

The GTMnow Podcast ·

2024/11/05

Pete Kazanjy is a serial founder, and seasoned early stage Saas executive, advisor, and investor. He currently leads Atrium, makers of sales performance management software to help organizations measure and improve sales performance. Previously, he founded TalentBin, a talent search engine and recruiting CRM that was acquired by Monster Worldwide in 2014. Pete also authored Founding Sales, a startup sales handbook, and established Modern Sales, the nation’s largest community for sales operati...

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51:06

GTM 119: Design Products Backwards From GTM: Lessons...

The GTMnow Podcast ·

2024/10/29

David Knight is the Co-founder and CEO of Avarra, an AI-powered platform that simulates human-to-human interactions to accelerate sales onboarding and training. With over 30 years of experience scaling companies from tens of millions to billions in revenue, including WebEx and Proofpoint, David brings a unique perspective on the intertwined nature of product and go-to-market.Discussed in this Episode:The power of AI simulations in providing experiential learning for sales reps.Designing produ...

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55:01

GTM 118: 5 Must-Try PLG Tactics to Accelerate Growth...

The GTMnow Podcast ·

2024/10/22

Kyle Poyar is the Co-Founder and Operating Partner at Tremont, with over 8 years of experience at OpenView where he became a leading voice in the product-led growth (PLG) movement. Kyle shares his insights on the inevitability of PLG in an AI-driven future and reveals must-try tactics to accelerate growth using a PLG approach. Discussed in this Episode:Why PLG is becoming inevitable, especially with the rise of AI in softwareCreative ways companies can build out their PLG motionHow social pro...

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50:29

GTM 117: From 0 to Acquisition in 3.5 Years Through...

The GTMnow Podcast ·

2024/10/15

Cliff Simon is the CRO of Carabiner Group, a part of SBI Growth, an advisor, and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps. He is an active leader in multiple GTM communities. With almost two decades of broad technology experience, he has anchored GTM teams in SaaS & Service industries including consulting, network & communications, software, e-commerce, and supply chain. Having worked in both Fortune 20 and Hi...

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59:58

GTM 116: The Future of SEO and AI's Impact, with a...

The GTMnow Podcast ·

2024/10/08

Eli Schwartz is an SEO expert and consultant with over a decade of experience driving successful SEO and growth programs for both B2B and B2C companies. He has worked with major brands like Shutterstock, Gusto, WordPress, Quora, Mixpanel, and Zendesk to build and execute global SEO strategies that dramatically increase their visibility at scale. Previously, Eli led the SEO team at SurveyMonkey, growing organic search from nearly zero to one of the largest growth channels at the company.Discus...

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53:36

GTM 115: Lessons from CS to CRO and How Customer...

The GTMnow Podcast ·

2024/10/01

A transformational leader who specializes in data driven GTM, Allison Metcalfe has had a non-traditional path to the C Suite - starting in Account Management, and being a leader in the evolution of Customer Success, Allison has held a variety of leadership roles across sales and operations in some of Silicon Valley’s most successful companies including Jigsaw (acquired by Salesforce), Demandbase, Quotient (NYSE: QUOT) and Liveramp (NYSE: RAMP), which went from $30M to $500M in revenue and IPO...

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60:00

GTM 114: Audience-First GTM, Fueling Startup Growth...

The GTMnow Podcast ·

2024/09/24

Adam Robinson is the Founder/CEO of Retention.com and RB2B. Adam bootstrapped Retention.com to $22m ARR in 4 years by helping ecommerce stores identify their anonymous website visitors and send them triggered emails. He launched RB2B in March of 2024 to help SaaS companies identify anonymous website visitors and see their LinkedIn profiles in Slack for free! Adam lives in Austin, TX with his wife Helen and daughter Emma.Discussed in this Episode:Building demand and an audience before creating...

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38:49

GTM 113: Operator.ai, Solving the Great Ignore and...

The GTMnow Podcast ·

2024/09/19

Mark Kosoglow is the Co-Founder and CEO of Operator.ai, a company incubated by GTMfund. Mark was employee #1 at Outreach and former SVP of Global Sales, where he helped grow the company from zero to over $200 million in revenue. He is joined in this special edition podcast episode by Max Altschuler, Founder and General Partner of GTMfund. Discussed in this Episode:The current state of sales and marketing tech, with too much automation leading to spam and prospects tuning out messages.The...

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72:10

GTM 112: The Ultimate MarTech Guide and the Great...

The GTMnow Podcast ·

2024/09/17

Austin Hay is the Co-Founder of Clarify, a new intelligent CRM built as a platform that developers love. He is also a Partner and MarTech Teacher at Reforge, as well as a MarTech Advisor and GTM Investor at HBE Ventures. With a background leading marketing technology teams at high-growth startups like Ramp, Branch, and mParticle, Austin brings a wealth of expertise on the evolving MarTech and RevTech landscape.Discussed in this Episode:The current state of MarTech and RevTech, and why we're h...

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53:09

GTM 111: Behind the Scenes on Apollo.io's PLG Funnel,...

The GTMnow Podcast ·

2024/09/10

Leandra Fishman is the Chief Revenue Officer at Apollo.io, a leading go-to-market solution for sales and marketing teams. Apollo.io is one of the fastest-growing companies in SaaS, with 9x ARR growth since 2021 and currently valued at $1.6 billion. Leandra brings over 30 years of experience to Apollo.io. Most recently, Fishman was the CRO at Intercom, which during her tenure ranked No. 35 on the 2022 Forbes Cloud 100 List with over $200 million in annual revenue. Previously, as the SVP of Sal...

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64:16

GTM 110: Vertical SaaS Secrets and Unlocking Growth...

The GTMnow Podcast ·

2024/09/03

Dennis Lyandres is currently an Advisor at Iconiq Growth. Before that, Dennis spent 8.5 years with Procore during which time Procore grew from $10m to over $900m+ in revenue and went public on the NYSE. Dennis started at Procore as EVP of Sales in 2014, before moving to the CRO role in 2018 where he was responsible for driving revenue across all customer-facing functions including Sales, Marketing, Customer Success, Rev Ops, Procore.org and Business Development. Before joining Procore, he hel...

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55:11

GTM 109: Behind the Scenes on Building Braze and...

The GTMnow Podcast ·

2024/08/27

Mark Ghermezian co-founded Braze (BRZE) and led the company as it’s founding CEO, pioneering a new category. He is also the Founder and General Partner at m]x[v Capital, and Co-Founder and CEO of Gynger and Tildei, two companies that he incubated through the venture firm. He is a serial entrepreneur and successful investor with 20+ years of experience in founding, building, and investing in early-stage SaaS startups. Discussed in this Episode:Learnings from growing Braze from 0 to IPO. T...

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52:05

GTM 108: From CPA to CRO - Lessons from a 25-Year...

The GTMnow Podcast ·

2024/08/20

As Upland's Chief Revenue Officer, Matt Breslin oversees customer success, demand generation and communications, sales, revenue enablement, and revenue analysis, supporting our Shared Services Organization. Matt has 25 years of experience in the software industry, most recently leading a $700 million business at Infor. Prior to that, he held senior leadership positions at SAP and Oracle, driving incredible results across the board. Matt started his career as a Certified Public Accountant for ...

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44:37

GTM 107: Fueling Growth with AI-Powered Marketing...

The GTMnow Podcast ·

2024/08/13

Adriana Gil Miner is CMO at Iterable, the AI-powered customer communication platform. Passionate about customer engagement, her leadership has contributed to Iterable's success in helping brands like Redfin, Priceline, and Volvo deliver individualized, harmonized and dynamic communications at scale. Prior to her role at Iterable, Adriana held influential senior leadership positions at Tableau, where she significantly contributed to the company's remarkable growth from $250 million to over $1 ...

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51:27

GTM 106: Mastering the Transition from PLG to PLS...

The GTMnow Podcast ·

2024/08/06

Andrew Johnston is currently the Head of Sales at Superhuman, where he leads the go-to-market strategy as part of the executive team. Previously, he built the Mid-Market and PLS motion at Scale AI and led the global sales team at SendGrid following its acquisition by Twilio and its IPO. Discussed in this Episode:The key differences between product-led growth (PLG) and product-led sales (PLS).When and why companies should consider transitioning from PLG to PLS.The challenges of combining disti...

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69:16

GTM 105: Scaling to $100M ARR with Creative Demand...

The GTMnow Podcast ·

2024/07/30

Sam Blond is the former Chief Revenue Officer at Brex, where he scaled revenue from $1M to hundreds of millions in ARR. Prior to Brex, Sam served as VP of Sales at Zenefits, growing revenue from $1M to $70M in just two years. After his operating roles, Sam joined Founders Fund as an investing partner before leaving to co-found a new startup.Discussed in this Episode:Why investing early in sales ops and rev ops is critical for scaling revenue.How to generate demand through creative campaigns a...

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52:13

GTM 104: Winning with Systems and Relationships in...

The GTMnow Podcast ·

2024/07/23

Ralph Barsi is the VP of Sales at Kahua, a leading construction management platform. Prior to Kahua, Ralph held executive roles at Tray.io and ServiceNow. While at ServiceNow, he built and led a team of 230 people across the globe, during thecompany’s growth from from $1 billion to over $4 billion in revenue. Prior to ServiceNow, Ralph was the VP of Field Operations at Achievers (acquired by Blackhawk Network) and the Manager of Sales Development at InsideView (acquired by DemandBase). Ralph ...

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192 results

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