Episoder
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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 headed for a "great contraction" after years of expansion.The future of CRMs and what a next-gen system should look like to unify data and provide more out-of-the-box functionality.Advice for founders and leaders on being selective with tools, focusing on a few things done well, and the importance of treating people with respect.Austin's journey building Clarify and his perspectives on brand, culture, and community.Highlights:
(5:46) Why the MarTech and RevTech space is a "mess" right now.
(13:05) Fundamental building blocks for an effective GTM tech stack.
(21:15) The problem with how most companies are assembling their RevTech stack today.
(36:45) The future of CRMs as systems of action, not just systems of record.
(44:48) The most impactful lesson from Austin's career on how to treat people when they leave your company.
(52:25) One thing revenue leaders believe to be true that Austin thinks is bull$***.
(59:18) One thing that is working for Austin in go-to-market right now.
Guest Speaker Links (Austin Hay):
LinkedIn: https://www.linkedin.com/in/austinahay/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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 $200 million in annual revenue. Previously, as the SVP of Sales and Success for SendGrid, she led the company through a successful IPO and helped double its market cap in its first year as a public company. As an executive consultant, she has executed projects ranging from developing sales and marketing strategies for startups to creating business plans and serving in an advisory role for venture capitalist firms and board members.
Discussed in this Episode:
Apollo's product-led growth (PLG) model and how it enables a great customer experience.Balancing self-serve and sales-assisted motions to drive growth across segments.The role of AI in enhancing sales productivity rather than replacing salespeople.Advice for salespeople on redefining success and being kind to yourself.Leandra's unconventional journey to becoming a CRO and lessons learned along the way.Highlights:
Brought to you by Upland Altify. A leading provider of AI-enhanced sales solutions, Altify is designed to help revenue teams work smarter. This Salesforce-native suite of sales solutions empowers seller productivity, streamlines workflows, and uncovers hidden opportunities – all leading to significant revenue growth - learn more.Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there.
(10:25) The power of Apollo's PLG model in driving growth.
(13:13) Balancing self-serve and sales-assisted motions.
(18:01) How larger deals can come through with minimal sales interaction in a PLG model.
(23:47) The future of AI in sales as an enhancement rather than replacement.
(29:46) Leandra's journey from starting in sales to becoming a CRO.
(44:15) One thing revenue leaders believe to be true that Leandra thinks is bull$***.(49:30) One thing that is working for Leandra in go-to-market right now.
Guest Speaker Links (Leandra Fishman):
LinkedIn: www.linkedin.com/in/leandra-fishman/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsors:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
Mangler du episoder?
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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 held various sales and sales management roles at Cloudera and Pentaho.
Applying the concept of Price's Law to identify and maximize the impact of top talent in an organization.Go-to-market strategies for vertical SaaS companies to win in their market, such as going hyperlocal and focusing on multi-product.The importance of hiring for potential and experience with scale over domain expertise.Personal growth lessons on reframing your relationship with drive and ambition.
Discussed in this Episode:
Brought to you by Upland Altify. A leading provider of AI-enhanced sales solutions, Altify is designed to help revenue teams work smarter. This Salesforce-native suite of sales solutions empowers seller productivity, streamlines workflows, and uncovers hidden opportunities – all leading to significant revenue growth - learn more.Brought to you by Vanta. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. Over 8,000 global companies use Vanta to streamline security questionnaires and close deals fast. Visit vanta.com/gtmnow to learn more.Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there.
Highlights:
(13:23) Applying Price's Law to identify and maximize top talent.
(18:13) Overcoming HR pushback on programs for top performers.
(28:35) Rallying the whole organization around key customer accounts.
(32:02) Go-to-market strategies for vertical SaaS: going hyperlocal and focusing on multi-product.
(55:15) One thing revenue leaders believe to be true that Dennis thinks is bull$***.
Guest Speaker Links & Referenced Resource (Dennis Lyandres):
LinkedIn: https://www.linkedin.com/in/dlyandres
ICONIQ Report: Sales Leadership, A Hiring Blueprint
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Sponsors:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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.
Learnings from growing Braze from 0 to IPO. The behind the scenes on incubating two companies. How to identify and hire problem solvers who can execute independently.The value of delegating effectively to scale and empower your team.Navigating the challenges of raising funding and finding product-market fit.Building a strong internal BDR team versus outsourcing sales efforts.The role of conviction and intuition in entrepreneurship and investing.
Discussed in this Episode:Highlights:
Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there.
(7:10) The domino effect of luck, timing, and key decisions in Braze's success.
(21:55) Mark reflects on the humbling experience of taking Braze public and the role of his team.
(28:30) Advice for founders on structuring their cap table and choosing the right investors.
(36:41) Raising Gynger's Series A and how it differed from Braze's early fundraising.
(45:09) A pivotal moment in Mark's leadership journey and learning to delegate effectively.
(49:04) One thing revenue leaders believe to be true that Mark thinks is bull$***.
(51:44) One thing that is working for Mark in go-to-market right now.
Guest Speaker Links (Mark Ghermezian):
LinkedIn: www.linkedin.com/in/markgher/
m]x[v Capital: www.mxv.vc/
Gynger: www.gynger.io/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsors:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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 Price Waterhouse and Kraft Foods.
The importance of avoiding blind spots in the sales process and aligning the sales process with the customer's business pains and processes.Lessons learned from closing a multi-million dollar deal early in his career, including the value of attention to detail and building strong customer relationships.The benefits of focusing sales teams on specific sales motions, such as new logo acquisition or account expansion.
Discussed in this Episode:Highlights:
Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. Brought to you by Vanta. Your deal is almost closed, and all that’s left is the security review. But when it comes to those lengthy security questionnaires, the endless back and forths can often cause deals to stall out, leaving your deal at risk and dollars on the table. With Vanta Questionnaire Automation, GTM teams can complete security reviews up to 5X faster. Over 8,000 global companies use Vanta to streamline security questionnaires and close deals fast. Register for an upcoming webinar with live Q&A here. Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there.
(14:10) Challenging the belief that 3-5X pipeline coverage is the answer to sales problems.
(18:44) The story of driving to a customer's child's soccer game to close a multi-million dollar deal.
(26:01) The biggest surprise when transitioning from an individual contributor to a leader.
(41:06) The importance of aligning sales teams to the right motions.
(44:16) One thing revenue leaders believe to be true that Matt thinks is bull$***.
(45:23) One thing that is working for Matt in go-to-market right now.
Guest Speaker (Matt Breslin):
LinkedIn: https://www.linkedin.com/in/matt-breslin-09a4354/
Sponsors:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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 billion, culminating in the successful Salesforce acquisition. Her leadership also left an indelible mark on Qumulo, a data storage startup, and Artefact, with its spinoff—10,000ft—acquired by Smartsheet in 2019. Gil Miner’s 20+ years of marketing experience span prominent names like American Express, Digitas, and Weber Shandwick.
Leveraging AI and ChatGPT for creative, high-volume ad testing and optimization.The importance of post-sale marketing and customer lifecycle management.Applying B2C marketing strategies to enhance B2B customer engagement and retention.Emerging B2B marketing trends, including SMS as a core communication channel.Building authentic influence through community, word-of-mouth, and organic channels.The declining relevance of traditional PR and analyst relations in the face of digital influence.
Discussed in this Episode:Highlights:
Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. Whether you want advice, have one hard to fill role or a team buildout, we can't recommend IPS enough.
(13:45) Using ChatGPT to generate and test 300+ ads, breaking demo request records.
(20:25) The untapped potential of post-sale marketing and customer lifecycle in B2B.
(25:30) SMS predicted to become a key B2B engagement channel.
(29:56) Iterable's marketing team now has a dedicated expansion pipeline goal.
(33:39) One thing revenue leaders believe to be true that Adriana thinks is bull$***.(36:47) One thing that is working for Adriana in go-to-market right now.
Guest Speaker Links (Adriana Gil Miner):
LinkedIn: https://www.linkedin.com/in/agilminer/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Sponsors:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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.
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 distinct sales teams during an acquisition.How to effectively enable sales reps during a product expansion.The importance of understanding your ideal customer profile (ICP) for successful PLS.Strategies for moving upmarket, such as implementing paid pilots.Creating career paths and incentives for sales reps in different segments.
Discussed in this Episode:Highlights:
(9:50) Andrew's definition of product-led growth and how it differs from product-led sales.
(12:16) The triggers for considering a transition from a PLG to a PLS approach.
(25:00) The challenges faced when combining SendGrid and Twilio's sales teams post-acquisition.
(32:49) How Twilio's unique "estimated ARR" commission structure impacted sales behavior.
(35:55) Using SendGrid as a "trojan horse" to expand Twilio's presence in customer accounts.
(42:00) One thing revenue leaders believe to be true that Andrew thinks is bull$***
(47:09) One thing that is working for Andrew in go-to-market right now.Guest Speaker Links (Andrew Johnston):
LinkedIn: https://www.linkedin.com/in/andrewfoxjohnston/Host Speaker Links (Scott Barker):
Brought to you by Apollo. Ever wonder what automating your entire outbound workflow could do for your revenue team? Apollo.io brings this to life by centralizing your entire go-to-market execution in one platform. Sellers using automation in their outbound efforts see a 70% increase in open rates and 4x more meetings booked while saving hours on manual, tedious tasks. Brought to you by IPS. Most recruiting firms fill an order, but IPS is a different breed of search firm. They dig into your business to understand its current state and the future vision and are relentlessly in pursuit of the very best leaders, sales people, marketers, and engineering talent out there. Whether you want advice, have one hard to fill role or a team buildout, we can't recommend IPS enough.
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsors:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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.
Why investing early in sales ops and rev ops is critical for scaling revenue.How to generate demand through creative campaigns and a "concentric circles" approach.The risks of scaling sales teams too quickly based on flawed hiring models.What VCs look for in a compelling founder pitch, beyond just business metrics.Why focusing on generating pipeline is often better than optimizing conversions.How to leverage customer marketing and "raving fans" as an early acquisition channel.
Discussed in this Episode:
Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.
Highlights:
[5:00] – Sam's incredible track record scaling Brex and Zenefits from $1M to $100M+ ARR.
[13:58] – Outlining the most creative and successful demand gen campaigns run at Brex.
[20:17] – The importance of sustaining a culture of creativity in marketing as you scale.
[33:35] – Mistakes made at Zenefits: investing in rev ops too late, deprioritizing customer experience, hiring too fast.
[43:45] – What VCs look for in founders when metrics alone aren't enough to get the deal done.
[52:15] – One thing revenue leaders believe to be true that Sam thinks is bull$***
[60:21] – One thing that is working for Sam in go-to-market right now.
Guest Speaker Links (Sam Blond):
LinkedIn: https://www.linkedin.com/in/sam-blond-791026b/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsors:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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 $4 billion in revenue. Prior to ServiceNow, Ralph was the VP of Field Operations at Achievers (acquired by Blackhawk Network) and the Manager of Sales Development at InsideView (acquired by DemandBase). Ralph serves as an advisor to go-to-market leaders at Aircover, Scale Venture Partners, TopHap, and others. He is also a growth stage investor with the GTMfund. Barsi dedicates much of his time serving others. In addition to his work at Kahua, Ralphmentors and advises a host of SaaS leaders and leadership programs.
Discussed in this Episode:
The importance of implementing systems and processes in sales and life.How frameworks like SCQA (Situation, Challenge, Question, Answer) and PAR (Problem, Action, Result) can improve communication.Strategies for delivering difficult messages, such as during a reorganization or reduction in force.The value of staying in touch with former colleagues and playing the long game in relationships.Tactics for maintaining a robust contact database and regularly checking in with people.How to motivate and guide reps who are facing a challenging selling environment.The significance of chronicling your work and keeping a record of your achievements.Highlights:
(8:28) Introduction of the quote "Every system is perfectly designed to get the results it gets" by Edwards Deming.
(14:33) Discussion on using frameworks to communicate effectively with a large or small audience.
(24:27) Ralph's journey from Compliance360 to Kahua and the importance of maintaining long-term relationships.
(31:55) The system Ralph uses to stay in touch with his extensive network of contacts.
(35:41) Strategies for shifting focus and moving forward when facing challenges or setbacks.
(41:45) One thing revenue leaders believe to be true that Ralph thinks is bull$***(48:15) One thing that is working for Ralph in go-to-market right now.
Guest Speaker Links (Ralph Barsi):
LinkedIn: https://www.linkedin.com/in/ralphbarsi
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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 Traditional Finance, hit shelves in June. Annelise holds an MBA from Columbia Business School and a BA in Economics from The College of William and Mary.
Discussed in this Episode:
The impact of cryptocurrency market fluctuations on the adoption of blockchain technology.How digital assets and blockchain are upgrading finance and why it matters for businesses.The changing demographics and demands of Millennial and Gen Z investors.The potential for blockchain to revolutionize the future of work and compensation.Advice for transitioning from traditional finance or software to a career in Web3.The importance of community building and learning from others in the blockchain space.Highlights:
[3:47] – Annelise explains the relationship between blockchain technology and cryptocurrencies.
[11:10] – The archaic nature of traditional finance and the need for modernization.
[18:01] – How companies can generate revenue and find opportunities in the Web3 space.
[26:02] – The main themes of her book "From Hoodies to Suits."
[31:49] – The potential for blockchain to democratize access to venture investing.[41:49] – How millennials invest differently and the future of fractionalized investments.
[44:11] – Blockchain's ability to trace data and enable real-time performance-based compensation.
[51:17] – One thing revenue leaders believe to be true that Annelise thinks is bull$***
[52:27] – One thing that is working for Annelise in go-to-market right now.Guest Speaker Links (Annelise Osborne):
LinkedIn: https://www.linkedin.com/in/annelise-osborne-7611176/
Book: From Hoodies to Suits: Innovating Digital Assets in Traditional FinanceHost Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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. CHEQ is David’s 5th startup. Directly before CHEQ, David was in a leadership capacity at Hitachi Vantara, in the deep-enterprise Big Data / AI space. Prior to that he's built teams at Foursquare, Yext, Angi and Splash.
The importance of trust in building effective go-to-market strategies.Navigating the transition from startups to large enterprises in sales roles.Strategies for hiring and developing sales talent with non-traditional backgrounds.The value of long-term relationships and "compound interest" in professional growth.Balancing internal and external relationships in large organizations.The resurgence of old-school, in-person tactics in modern sales approaches.Addressing challenges of invalid traffic and bots in digital marketing.
Discussed in this Episode:
Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.
Highlights:
[13:35] – Insights on managing generational differences and career development in sales teams.
[22:05] – David's experience transitioning from startups to a $90 billion organization.
[25:50] – The story of a successful SDR who rapidly progressed to closing multi-million dollar deals.
[37:49] – One thing revenue leaders believe to be true that David thinks is bull$***[40:04] – One thing that is working for David in go-to-market right now
Guest Speaker Links (David Greenberger):
LinkedIn: https://www.linkedin.com/in/davidgreenberger/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsors:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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.
The current state of the financing environment for startups.Venture debt: what it is, how it works, and why it exists.Advantages of venture debt for founders and when to consider it.The importance of building long-term relationships in the venture capital world.Nick's unconventional path into venture capital and lessons learned.The value of getting "closer to the sun" when pursuing a career in VC.Common misconceptions about the founder-investor relationship.
Discussed in this Episode:Highlights:
Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.
[12:26] – The current financing environment for startups.
[24:45] – Nick explains venture debt and its benefits for founders.
[39:30] – Nick shares his journey from credit derivatives to venture capital.
[47:22] – The importance of getting "closer to the sun" in pursuing a VC career.
[51:30] – Advice for founders approaching their first fundraise.
[59:41] – One thing revenue leaders believe to be true that Nick thinks is bull$***
[1:04:01] – One thing that is working for Nick in go-to-market right now.
Guest Speaker Links (Nick Dolik):
LinkedIn: https://www.linkedin.com/in/ndolik/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsors:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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 building a profitable media company within a venture capital firm.Key metrics and growth strategies for the GTMnow brand and assets.Lessons learned from acquiring and rebranding a media property.The power of community-driven content and in-person events.Highlights:
2:45 - Reflecting on the podcast's journey.
6:05 - Importance of in-person events.
14:04 - Reacquiring Sales Hacker and rebranding it as GTMnow.
16:15 - Content and metrics behind the media brand.
23:48 - Failed experiments and learning experiences.
28:34 - Leveraging ecosystem for distribution.
34:01 - Importance of in-person feedback.
36:39 - Content creation process and tools behind the media brand.
46:09 - Which episodes were the 10 podcast episodes!Guest Speaker Links (Sophie Buonassisi):
LinkedIn: www.linkedin.com/in/sophiebuonassisi/
GTMnow Website: www.gtmnow.com/Host Speaker Links (Scott Barker):
Brought to you by Flex. Flex is a finance super app built around a credit card with unique Net-60 day terms that enables businesses to make an investment today and pay it back 60 days later with zero percent interest. If your business growth is constrained by the cashflow you need for inventory, advertising, or something else, Flex could provide you with an interesting growth lever.Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsors:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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.
The rising importance of customer success in the age of AI and efficiency.Balancing proactive and reactive strategies to serve 200,000+ customers.The evolution of content marketing from "clicks to conversations".Choosing people over product and finding passion in your work.The power of generalists and the pitfalls of over-specialization in CS.Go-to-market tactics that are working for HubSpot, from chatbots to intent data.
Discussed in this Episode:Highlights:
Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.
3:22 - John's experience with improv comedy and how it applies to business.
9:45 - Is an MBA still relevant for today's fast-changing market?
13:44 - The new age of customer success and rising importance of AI.
18:49 - Balancing proactive and reactive strategies to serve 200,000+ HubSpot customers.
24:25 - The shift from "clicks to conversations" in content marketing.
34:29 - The power of working with people you like and Jon's HBS reunion story.
42:09 - Structuring customer success teams for series B companies.
48:15 - One thing revenue leaders believe to be true that Jon thinks is bull$***: obsessing over lead volume instead of lead value.
50:49 - One thing that is working for Jon in go-to-market right now: leveraging chatbots and intent data to drive conversions.
Guest Speaker Links (Jon Dick):
LinkedIn: https://www.linkedin.com/in/jondick/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsor:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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 business.
The journey from individual contributor to CRO and the lessons learned along the way.The impact of AI on GitHub's business and the future of software development.Strategies for pricing new products and cross-selling within an existing customer base.Insights on hiring, retention, and the power of promoting from within.
Discussed in this Episode:
Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.Brought to you by Orum. Orum is an AI-powered live conversation platform designed to supercharge sales activity, connect sales teams, and drive more revenue over the phone. Orum’s platform includes an AI-dialer that automates the manual aspects of calling and get sales reps into more conversations, a virtual sales floor for teams to build camaraderie and learn from one another, as well as analytics and coaching tools to help teams improve together.
Highlights:
(9:13) Transitioning from IC to sales leadership and driving a forecast cadence.
(18:20) Navigating the acquisition of Semmle and lessons learned in M&A.
(25:58) Advice for startups on pricing strategy and identifying core buyer personas.
(30:58) The future of AI in business and the emergence of the Chief AI Officer role.
(42:08) One thing revenue leaders believe to be true that Elizabeth thinks is bull$***.
(44:07) One thing that is working for Elizabeth in go-to-market right now.
Guest Speaker Links (Elizabeth Pemmerl):
LinkedIn: https://www.linkedin.com/in/elizabeth-pemmerl-9172485/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsor:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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 now part of the founding team and VP of Revenue at Lambda ($1.5B valuation). Robert is an advisor to several top-tier VC firms and some of the most high-profile AI startups in Silicon Valley.
The importance of deeply understanding your industry and product when selling AI.How to train your sales team to sell to highly technical buyers and decision-makers.Applying the concept of neural networks to enterprise sales processes.Strategies for turning around challenging customer relationships, with a case study on closing SpaceX and growing it from 0 to 10M ARR.The role of empathy, curiosity, and genuine care in successful sales and partnerships.Tactics for scaling revenue in tough economic times, from personalized executive briefings to strategic event presence.
Discussed in this Episode:
Highlights:
(10:27) Robert's background and early involvement in AI startups.
(15:09) Convincing technical founders to value go-to-market expertise.
(19:06) Applying the concept of neural networks to enterprise sales.
(25:25) The importance of comprehension and curiosity in sales hiring.
(27:55) Delivering a crucial hardware project for SpaceX.
(33:37) The role of genuine care in building trust with customers.
(39:56) Balancing product training and sales process training.
(44:39) One thing revenue leaders believe to be true that Robert thinks is bull$***.
(49:02) The benefits of full-stack account executives in early-stage startups.
(53:27) One thing that is working for Robert in go-to-market right now.
Guest Speaker Links (Robert Brooks):
LinkedIn: https://www.linkedin.com/in/boborado/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/Sponsor:
Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
Kelly Hopping is currently the Chief Marketing Officer (CMO) for Demandbase where
The three pillars of a modern go-to-market strategy that every revenue leader should know.How to create alignment and shared metrics between sales and marketing teams.Establishing a cohesive customer journey from initial interest to closed-won and beyond.Lessons learned from driving 100% of revenue acquisition at a $300M Gartner division.Insights on brand building, customer-centric marketing, and the power of organic search.
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 capital-backed data protection SaaS company. She now
continues at HYCU as an Advisor. Before HYCU, Kelly served as the Chief Marketing
Officer for the Digital Markets division of Gartner where she managed a portfolio of
brands - Capterra, GetApp, and Software Advice - to grow awareness and demand in
the market. In this role, Kelly and her marketing team drove 100% of the revenue
acquisition for the $300M+ organization. Prior to Gartner, Kelly led at Rackspace and AMD.
She holds an MBA from Harvard Business School and a Bachelor of Science in
Industrial Engineering from Texas A&M University. Kelly serves on the board of
Empowering Women as Leaders Austin, and she has spoken at various leadership
conferences. She is the author of the book Rising: How to Thrive as a
Corporate Executive while Staying True to Yourself, which launched in 2023. Kelly resides in Austin, Texas, with her husband and three children.
Discussed in this Episode:
Highlights:
03:50 - How Kelly's marketing team drove 100% of revenue at a $300M Gartner division.
13:20 - The three pillars of a modern go-to-market strategy.
18:41 - Pillar 1: How to make sales love you as a marketer.
30:15 - Pillar 2: Creating shared metrics for sales and marketing alignment.
40:30 - Pillar 3: Establishing one cohesive customer journey.
45:13 - Differences and similarities between B2C and B2B marketing.
50:46 - One thing revenue leaders believe to be true that Kelly thinks is bull$***.
54:32 - One thing that is working for Kelly in go-to-market right now.
Guest Speaker Links (Kelly Hopping):
LinkedIn: https://www.linkedin.com/in/kellyhopping/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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.
The benefits and challenges of going to market in a single platform ecosystem like HubSpotHow to gain traction and build relationships with key stakeholders in a crowded partner ecosystemStrategies for leveraging content marketing to punch above your weight as a startupThe power of focus and persistence in achieving outsized results with limited resourcesLessons learned from navigating a high-stakes fundraising process amid market uncertaintyThe future of the HubSpot ecosystem and where the biggest opportunities lie for emerging players
Discussed in this Episode:Highlights:
Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.
08:46 - Benefits and challenges of going to market in a single platform ecosystem.
12:01 - Strategies for gaining traction and building relationships in the HubSpot ecosystem.
16:32 - The role of agencies and solutions partners in Arrows' go-to-market approach.
21:09 - Leveraging content marketing to punch above your weight as a startup.
25:43 - The power of focus and persistence in achieving outsized results.
29:27 - One thing revenue leaders believe to be true that Daniel thinks is bull$***.
41:18 - One thing that is working for Daniel in go-to-market right now.
43:51 - The future of the HubSpot ecosystem and emerging opportunities.
Referenced:
The Happy Customer Festival on June 4, 2024.
Guest Speaker Links (Daniel Zarick):
LinkedIn: https://www.linkedin.com/in/danielzarick
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsor:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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. Previously, Holly was the Global Head of Digital Marketing at Slack, helping it grow $100M to $700M ARR and going public. She was the Head of Growth at Google Store and Global Head of Google B2B Websites. Holly also worked at Gucci, Deloitte Consulting. Kearny and the UN. In her spare time, Holly runs Ceiling Breakers, a group coaching program for underrepresented leaders. Holly lives in San Francisco and speaks Italian and Chinese fluently.
Strategies for AI startups to differentiate, drive retention, and optimize pricingThe importance of strong branding and concrete use cases for AI market penetrationEvolving customer success models to maximize value in AI deploymentsTransitioning from sales-led to product-led growth and key considerationsThe rising role of influencer marketing in B2B and how to leverage it effectively
Discussed in this Episode:Highlights:
11:55 - Top 3 challenges facing AI startups today
14:33 - Differentiating in a crowded AI market
18:43 - Painting a concrete picture of AI use cases
21:42 - The importance of getting hyper-specific with AI applications
24:58 - Best practices for targeting personas and use cases
27:58 - Tackling the challenge of retention in AI startups
31:40 - Transitioning from B2C to B2B for better margins and retention
33:44 - The evolving role of customer success in AI companies
36:30 - Pricing strategies for AI: usage-based vs. seat-based
38:11 - Making pricing tangible by tying tokens to outcomes
43:54 - One thing revenue leaders believe to be true that Holly thinks is bull$***.
46:33 - One thing that is working for Holly in go-to-market right now.Guest Speaker Links (Holly Chen):
LinkedIn: https://www.linkedin.com/in/holly/Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.
Sponsor:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. -
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 exception being a slight deviation into the world of M&A investment banking). Noah currently resides in the Bay Area with his wife, three kids and 3 dogs, and spends as much time as he can in the mountains - fishing, hiking and skiing.
Discussed in this Episode:
The emergence of the "generalist specialist" as a critical skill set in techFostering a culture of experimentation and ownership across the orgMust-have metrics for a CEO dashboard that provides true business insightsBalancing the pursuit of perfection vs speed in a high-growth environmentApplying an investment banker's lens to GTM strategy and operationsTactics for rapidly ramping in a new leadership role at an established companyBuilding strategic alignment and efficient communication across departmentsHighlights:
7:32 - Setting yourself up for success in a new executive role.
12:10 - Navigating the current economic challenges facing tech companies.
17:21 - The concept of a "generalist specialist" and how to empower teams to think that way.
28:02 - Noah's experience working in investment banking and the lessons he learned.
35:14 - How Noah keeps his teams honest when looking at data, even when it doesn't tell the desired story.
44:16 - Must-haves in a CEO/executive roll-up dashboard.
50:27 - One thing revenue leaders believe to be true that Noah Marks thinks is bull$***.
52:13 - One thing that is working for Noah Marks in go-to-market right now.Guest Speaker Links (Noah Marks):
Brought to you by Demandbase. Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.
LinkedIn: https://www.linkedin.com/in/noahmarks/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsor:The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts 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 what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
Visit gtmnow.com to see more content and subscribe. - Se mer
