))
The GTM 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 Scott Barker 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 ...
…
continue reading
With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, hosts Howard Brown and Alastair Woolcock deliver inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, ...
…
continue reading
1
GTM 108: From CPA to CRO - Lessons from a 25-Year Software Sales Career with Matt Breslin
52:05
52:05
Play later
Play later
Lists
Like
Liked
52:05
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…
…
continue reading
1
GTM 107: Fueling Growth with AI-Powered Marketing Experiments | Adriana Gil Miner
44:37
44:37
Play later
Play later
Lists
Like
Liked
44:37
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 influ…
…
continue reading
1
GTM 106: Mastering the Transition from PLG to PLS with Andrew Johnston
51:27
51:27
Play later
Play later
Lists
Like
Liked
51:27
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…
…
continue reading
1
GTM 105: Scaling to $100M ARR with Creative Demand Gen and Hiring Discipline with Sam Blond
1:09:16
1:09:16
Play later
Play later
Lists
Like
Liked
1:09:16
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. Discus…
…
continue reading
1
GTM 104: Winning with Systems and Relationships in Sales Leadership with Ralph Barsi
52:13
52:13
Play later
Play later
Lists
Like
Liked
52:13
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 o…
…
continue reading
1
GTM 103: Blockchain's Impact on Finance and Investing with Annelise Osborne
57:39
57:39
Play later
Play later
Lists
Like
Liked
57:39
Annelise Osborne is Chief Business Officer at Kadena, a Layer 1, POW blockchain where she is focused on upgrading finance. Annelise has 20 years of experience in traditional finance and seven years in digital assets. She is a thought leader, board advisor, university lecturer and author. Her book, From Hoodies to Suits: Innovating Digital Assets in…
…
continue reading
1
GTM 102: Building Trust, Embracing Old-School Tactics, and Scaling Sales Teams with David Greenberger
53:05
53:05
Play later
Play later
Lists
Like
Liked
53:05
David Greenberger leads CHEQ’s North America sales team. CHEQ is a cybersecurity platform primarily focused on protecting the Go-to-Market organization (preventing fake leads to sales team, skewed analytics from bots/malicious users etc). David is well-versed in building and perfecting Go-To-Market processes both from $0 and at 100 y/o companies. C…
…
continue reading
1
GTM 101: A Founder's Guide to Financing Environments and Navigating Venture Debt with Nick Dolik
1:07:06
1:07:06
Play later
Play later
Lists
Like
Liked
1:07:06
Nick Dolik is a NYC-based investor, currently the Managing Director at TriplePoint Capital, and is focused on supporting founders and funding high-growth technology companies. Nick is passionate about entrepreneurship and has spent the past ~10 years backing various startups, including multiple unicorns. Discussed in this Episode: The current state…
…
continue reading
1
GTM 100: GTMnow, Building a Media Brand on Top of GTMfund
1:06:54
1:06:54
Play later
Play later
Lists
Like
Liked
1:06:54
In this milestone 100th episode, Scott is joined by Sophie Buonassisi, VP of Marketing at GTMfund and GTMnow and a key architect behind the media brand's growth. Sophie leads media, marketing and community across the fund and the media company. Discussed in this Episode: The evolution of GTMfund's media strategy to multi-channel brand. Insights on …
…
continue reading
1
GTM 99: Mastering Customer Success in the AI New Age with Jon Dick
55:18
55:18
Play later
Play later
Lists
Like
Liked
55:18
Jon Dick is the Global SVP of Customer Success at HubSpot where he’s focused on helping millions of organizations grow better. Prior to customer success, Jon led marketing teams at HubSpot, Trunk Club, and Klout. He has a background in improvised comedy and earned his MBA from the Harvard Business School. Discussed in this Episode: The rising impor…
…
continue reading
1
GTM 98: Going From IC to CRO at GitHub and Building a High-Performing Revenue Growth Engine with Elizabeth Pemmerl
49:50
49:50
Play later
Play later
Lists
Like
Liked
49:50
Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company's go-to-market strategy and customer engagement, including sales, support, and operations. She joined GitHub in 2015 after a career in the public sector, and has since held leadership roles in nearly all aspects of GitHub’s enterprise …
…
continue reading
1
GTM 97: The Neural Network Training Approach to Enterprise Sales Process with Robert Brooks
59:30
59:30
Play later
Play later
Lists
Like
Liked
59:30
Robert Brooks IV has spent 12 years leading sales, marketing and customer success at early-stage startups. Typically, he has served as the first sales (and first non-technical) hire reporting directly to a technical founder. Robert started his career at Charles Schwab but joined Stack Overflow ($1.8B exit), then Tempo Automation ($900M IPO) and is …
…
continue reading
1
GTM 96: The Three Pillars of a Modern Go-To-Market Strategy Every Revenue Leader Should Know with Kelly Hopping
56:21
56:21
Play later
Play later
Lists
Like
Liked
56:21
Kelly Hopping is currently the Chief Marketing Officer (CMO) for Demandbase where she is responsible for differentiating the go to market platform, increasing brand presence, and accelerating acquisition and conversion of potential customers. Prior to joining Demandbase, Kelly honed her start-up skills as the first CMO at HYCU, a series B, venture …
…
continue reading
1
GTM 95: Going to Market in a Single Platform Ecosystem (HubSpot): Insights from Arrows' Journey with Daniel Zarick
54:24
54:24
Play later
Play later
Lists
Like
Liked
54:24
Daniel Zarick is the Co-Founder and CEO of Arrows, a collaborative customer onboarding tool built specifically for teams using HubSpot. With funding from Gradient Ventures, HubSpot Ventures, and GTMfund, Arrows. is well-positioned to become a major player in the HubSpot ecosystem. Discussed in this Episode: The benefits and challenges of going to m…
…
continue reading
1
GTM 94: Mastering Branding, Pricing, and Customer Success for AI Startups with Holly Chen
51:49
51:49
Play later
Play later
Lists
Like
Liked
51:49
Holly Chen is the Managing Partner of ExponentialX, a Marketing and Growth Advisory Collective for high-growth SaaS startups, advising companies like Miro, Loom, ServiceNow, Appsflyer in their growth journeys. She also guest lectures at Berkeley and NYU, teaches at Section and Maven, mentors at First Round Capital, and is an active angel investor. …
…
continue reading
1
GTM 93: Mastering the Generalist Specialist Role and Decoding the CEO Dashboard with Noah Marks
53:23
53:23
Play later
Play later
Lists
Like
Liked
53:23
Description: Noah Marks is a transformative growth leader focused on building GTM engines and scaling organizations for sustainable growth. He has been in the strategy & operations world for the last decade (with Udemy, WalkMe, Okta and Salesforce), and has spent almost the entirely of his career in the B2B technology market (with the lone exceptio…
…
continue reading
1
GTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric Gilpin
50:30
50:30
Play later
Play later
Lists
Like
Liked
50:30
Description: Eric Gilpin is Chief Revenue Officer of G2, the world’s largest and most trusted software marketplace. In this role he oversees all aspects of G2's revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. An experienced leader with 20+ years of experience building and scaling la…
…
continue reading
1
GTM 91: Transforming Customer Intelligence, Leading a Company Before Managing a Team and Finding a Rockstar Co-Founder with Linda Lian
55:18
55:18
Play later
Play later
Lists
Like
Liked
55:18
Linda Lian is Co-Founder and CEO at Common Room, the all-in-one customer intelligence platform that automatically surfaces signals across 30+ channels, reveals the person and account behind the signal, and automates actions like email messaging and team alerts. Linda founded Common Room in 2020 to unlock siloed, previously untrackable signals to tr…
…
continue reading
1
1166: The Future of Sales Ecosystems, with Barrett King
27:47
27:47
Play later
Play later
Lists
Like
Liked
27:47
This week, join host Alastair Woolcock and New Breed’s Senior Director of Revenue, Barrett King, in a forward-looking discussion on the integration of AI within partner relationship management. This episode explores how AI-driven tools are poised to revolutionize sales ecosystems, highlighting the potential for increased scalability and efficiency …
…
continue reading
1
GTM 90: The GTM Playbook Under Attack and Bootstrapping a Community to Multi-Million Dollar Revenue with James Kaikis
51:27
51:27
Play later
Play later
Lists
Like
Liked
51:27
James Kaikis currently serves as the Head of Go-To-Market and Chief Solutions Officer at TestBox, an innovative company revolutionizing the way buyers interact with product demos. Before his tenure at TestBox, James co-founded the PreSales Collective with Yuji Higashi. Under their leadership, the community became a pivotal resource in the presales …
…
continue reading
1
1165: The Evolution of SaaS Partnerships, with Barrett King
24:56
24:56
Play later
Play later
Lists
Like
Liked
24:56
This week, Alastair Woolcock is joined by Barrett King, Senior Director of Revenue at New Breed, to dissect the transformation in the SaaS partnerships arena. With a rich background from HubSpot to leading New Breed's revenue strategy, King discusses how partnerships have evolved from being primarily focused on revenue generation to becoming integr…
…
continue reading
1
GTM 89: Bundling the GTM Stack, Secrets of Winning Investors & Landing Key Hires with Daniel Ruiz
47:00
47:00
Play later
Play later
Lists
Like
Liked
47:00
Daniel Ruiz has spent his career driving growth at high-velocity startups, serving as an early employee at multiple YC companies before co-founding Synch. As CEO, he has successfully raised funding from top investors like Haystack and Jack Altman in a challenging market. With Synch, Daniel is on a mission to streamline the go-to-market tech stack, …
…
continue reading
1
1164: Leveraging Generative AI for Sales Excellence, with Ryan Vaillancourt
23:14
23:14
Play later
Play later
Lists
Like
Liked
23:14
In this week’s podcast episode, Alastair Woolcock is joined by Revenue.io VP of Sales, Ryan Vaillancourt. They dive deep into the practical applications and impacts of generative AI in the sales domain. Ryan, drawing from his extensive experience on the front lines, shares provocative insights on how generative AI is reshaping research, preparation…
…
continue reading
1
GTM 88: Know Your Numbers to Create Alignment and Unlock Scale with Kyle Lacy
38:56
38:56
Play later
Play later
Lists
Like
Liked
38:56
Kyle Lacy spent the last 17 years building, scaling, failing, and winning in high-growth software. He is currently serving the Jellyfish team as their CMO, and before joining the Jellyfish ‘bloom’, He had the pleasure of building a company called Lessonly, employing over 230 people and changed the lives of many more after the acquisition. He has al…
…
continue reading
1
1163: Using AI to Become Even More Human, with Joy Rowan
25:39
25:39
Play later
Play later
Lists
Like
Liked
25:39
Don’t miss this one folks. It’s our most human-centered episode to date! We talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to break down how using today’s best AI tools can help us really focus in on the human side of selling. Follow the Hosts on Linke…
…
continue reading
