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.

Discussed in this Episode:

• Strategies for AI startups to differentiate, drive retention, and optimize pricing
• The importance of strong branding and concrete use cases for AI market penetration
• Evolving customer success models to maximize value in AI deployments
• Transitioning from sales-led to product-led growth and key considerations
• The rising role of influencer marketing in B2B and how to leverage it effectively

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/

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
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

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 tech
• Fostering a culture of experimentation and ownership across the org
• Must-have metrics for a CEO dashboard that provides true business insights
• Balancing the pursuit of perfection vs speed in a high-growth environment
• Applying an investment banker's lens to GTM strategy and operations
• Tactics for rapidly ramping in a new leadership role at an established company
• Building strategic alignment and efficient communication across departments

Highlights:
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):
LinkedIn: https://www.linkedin.com/in/noahmarks/

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
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

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 large technology businesses, Eric joined G2 from Upwork, where he oversaw a global team of 400+ and helped lead the company to a successful IPO in 2018 (NASDAQ:UPWK) where the business scaled to north of $600 million in annual revenue in 2022 while serving 50% of the Fortune 500. Prior to his tenure at Upwork, Eric held a number of leadership roles at CareerBuilder, most recently as President of Vertical Sales. Eric also serves as a limited partner at the GTMfund investor network as well as an advisory board member at Sales Assembly. He’s been recognized as one of the Industry's top "40 under 40" by Staffing Industry Analysts in both 2017 and 2018 and as a Top 100 Global Sales Leaders in 2020 by The Modern Sale. Based in Chicago, Eric has a Masters of Business Administration from Southern Methodist University’s Cox School of Business.

Discussed in this Episode:

• Strategies for earning the right to sell to enterprise customers
• How to align product, marketing and sales to deliver customer outcomes
• The importance of focus and ruthless prioritization in scaling a business
• Tactics for engaging C-level executives to cut through the noise
• Lessons learned from losing big deals and how to increase win rates
• Why being effective matters more than just being efficient in revenue orgs
• How to develop business acumen in BDRs and SDRs to set them up for success

Highlights:
4:15 - Eric's lengthy tenures at CareerBuilder and Upwork.
6:31 - Upwork's challenge of the status quo in hiring contract talent.
9:40 - How Eric chooses the right companies to work for.
14:09 - Challenges Upwork faced in breaking into the enterprise.
17:53 - An enterprise strategy is a company strategy, not just a sales strategy.
22:37 - How Eric coaches reps when pursuing sexy logos the company may not be ready for.
25:48 - Deep diving into a $13M enterprise deal at CareerBuilder that led to $100M more.
31:55 - Leadership lessons from managing a 400+ person team.
34:33 - Aligning multiple go-to-market motions across market segments.
37:00 - Listener question: Advice for improving enterprise win rates.
41:28 - One thing revenue leaders believe to be true that Eric thinks is bull$***.
46:18 - One thing that is working for Eric in go-to-market right now.

Guest Speaker Links (Eric Gilpin):
LinkedIn: https://www.linkedin.com/in/ericgilpin/

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
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

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 transform how organizations connect with people. Before Common Room, Linda led product marketing for serverless computing at Amazon Web Services, where she saw firsthand the impact connected data and person-level insights had on accelerating product adoption, earning new customers, and expanding account revenue.

Discussed in this Episode:

• The evolution of customer intelligence from intent data to signal-based selling.
• Why a modern go-to-market approach requires moving beyond legacy CRM systems.
• How Common Room unifies siloed data to enable a 360-degree view of the customer.
• Lessons learned from scaling innovative products and go-to-market motions at AWS.
• Strategies for recruiting exceptional talent and building a customer-centric culture.
• The power of cold outreach and persistence in finding the right co-founders.
• Tactics for capturing untapped revenue by leveraging existing customer signals.

Highlights:
4:36 - Linda's background and the story behind founding Common Room.
7:09 - The evolution of data collection and actionability in RevTech.
11:07 - Differences between intent data and signal-based selling.
14:38 - Is Salesforce's legacy architecture holding back the next evolution of RevTech?
21:12 - Linda's strategy for recruiting and retaining exceptional talent at Common Room.
24:25 - Transitioning from VC to operator: Linda's journey and lessons learned.
32:49 - Challenges faced and insights gained during Linda's time at AWS.
38:23 - The lightbulb moment that led Linda to found Common Room.
42:47 - Advice for solo founders on finding the right co-founders.
50:00 - One thing revenue leaders believe to be true that Linda thinks is bull$***.
52:41 - One thing that is working for Linda in go-to-market right now.

Guest Speaker Links (Linda Lian):
LinkedIn: https://www.linkedin.com/in/lindamlian

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
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

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 domain until its successful acquisition in November 2021. James also has a rich history in solution-oriented leadership roles at prominent companies including Salesforce and Showpad.

Discussed in this Episode:

• The power of presales in driving revenue growth and customer success
• Strategies for scaling a community-based business from zero to millions
• The future of B2B software demos and how TestBox is leading the charge
• Lessons learned from a successful startup exit in just 18 months
• Insights on go-to-market strategy, product-led growth, and customer-centricity

Highlights:

6:05 - Bootstrapping a community-based business to multi-million dollar revenue.

8:35 - Secrets behind PreSales Collective's rapid growth and successful exit.

11:05 - Transitioning from founder to Chief Solutions Officer at TestBox.

13:35 - The future of B2B software demos and TestBox's innovative approach.

18:35 - The untapped potential of presales in driving revenue growth.

21:05 - Balancing product-led growth with customer-centricity.

23:35 - Lessons learned from building, scaling, and exiting a successful startup.

28:35 - The importance of aligning presales, sales, and customer success.

31:05 - James' vision for the future of presales and B2B software demos.

33:35 - Advice for entrepreneurs and revenue leaders looking to drive growth.

45:05 - One thing revenue leaders believe to be true that James thinks is bull$***.

48:09 - One thing that is working for James in go-to-market right now.

Guest Speaker Links (James Kaikis):

LinkedIn: https://www.linkedin.com/in/jameskaikis/

Host Speaker Links (Scott Barker):

LinkedIn: www.linkedin.com/in/ssbarker/

Newsletter: thegtmnewsletter.substack.com/

Sponsors:

1. Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus – see it in action by requesting a demo Pocus dot com slash demo. 
2. Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your RevOps lead jealous, to getting forecasting, pipeline management, and lead routing from a single vendor, Synch allows you to spend more time driving the business forward. For more information, head over to withsynch.com.

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

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, helping revenue teams spend less time on sales ops and more time actually selling. He brings hard-won insights on leveraging investors, landing crucial first hires, and scaling with in-person sales. Most importantly, Daniel is a founder who leads from the front, always eager to hop on a plane to close a big deal.

Discussed in this Episode:

• The shifting landscape of bundling vs unbundling in the go-to-market tech stack.
• Key lessons and tactics from Daniel's successful fundraising process.
• Extracting maximum value from VCs by making specific requests and following up.
• Why in-person sales and remote work philosophies are crucial considerations for startups.
• The misguided belief that "outbound is dead" and what's working in outbound sales.
• How to find and land a critical first sales hire as an early-stage startup.
• The power of "fake travel plans" for accelerating growth through in-person sales.

Highlights:
(04:10) - Bundling vs unbundling in the go-to-market tech stack.

(08:36) - Daniel's fundraising process and lessons learned.

(13:39) - Extracting value from investors.

(17:57) - Daniel's "lightbulb moment" on leveraging investors.

(21:10) - In-person meetings and building trust with investors.

(24:35) - Synch's in-person vs remote work philosophy.

(29:52) - When to let go of sales as a founder.

(32:48) - Finding the right first sales hire.

(36:52) - One thing revenue leaders believe to be true that Daniel thinks is bull$***

(41:14) - One thing that is working for Daniel in go-to-market right now.

Guest Speaker Links (Daniel Ruiz):

• LinkedIn: https://www.linkedin.com/in/daniel-ruiz-a73818aa/

Host Speaker Links (Scott Barker):

• LinkedIn: www.linkedin.com/in/ssbarker/
• Newsletter: thegtmnewsletter.substack.com/

Sponsors:

• Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus – see it in action by requesting a demo Pocus dot com slash demo. 
• Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your RevOps lead jealous, to getting forecasting, pipeline management, and lead routing from a single vendor, Synch allows you to spend more time driving the business forward. For more information, head over to withsynch.com

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

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 also been fortunate to lead teams at Seismic, OpenView, Salesforce, and ExactTarget. Most importantly, he is the father of two wonderful boys, an energetic dog, and one too many books on World War II.

Discussed in this Episode:

• Aligning marketing and sales is crucial for the success of a company, and marketers should focus on numbers and pipeline models from the early stages.
• Creativity in marketing should be balanced with alignment to sales goals and objectives.
• Building personal brands can be beneficial, but it's important to be mindful of what is shared on social media and how it may impact professional relationships.
• When choosing advisors, look for individuals with relevant experience in the stage and industry of your company.
• Curated dinners and high-quality content are effective strategies for building relationships and engaging prospects and customers.

Highlights:
(04:37) The importance of pipeline models and numbers for early-stage companies.

(06:23) How Kyle gains equal footing with sales leaders

(08:01) Winning over individual sales reps

(09:57) Balancing proactive and reactive marketing

(11:45) The story of winning a 7-figure deal against an incumbent

(15:39) Using donor-choose gift cards in the sales process

(17:00) Converting prospects by asking for feedback and interviews

(18:18) Building a personal brand as a marketer

(21:27) A personal branding misstep that got Kyle in trouble

(24:30) What to look for when bringing on company advisors

(29:10) A widely held belief Kyle thinks is BS

(32:41) A marketing tactic that's working well now

(34:55) Using Lego sets in the sales process

(36:07) Roles Kyle is hiring for at Jellyfish

(31:12) One thing revenue leaders believe to be true that Kyle thinks is bull$***.

(34:51) One thing that is working for Kyle in go-to-market right now.

Guest Speaker Links (Kyle Lacy):
LinkedIn: www.linkedin.com/in/kylelacy/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsors:

• Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus - see it in action by requesting a demo Pocus dot com slash demo. 
• Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your Re

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Prior to founding AudiencePlus, Anthony Kennada served as the CMO of incredible companies like Hopin and Front. He was the founding CMO of Gainsight where he and his team are credited with creating the Customer Success category -- a novel business imperative, profession and software category that helps subscription companies grow sustainably by becoming customer obsessed. By focusing on human first community building, content marketing, live events and creative activations, they developed a new playbook for B2B marketing that built the Gainsight brand and fueled the company’s growth from $0 to $100M+ ARR, and eventual acquisition by Vista Equity at a $1.1B valuation.

Discussed in this Episode:

• Owned media is a crucial component of go-to-market strategies, allowing companies to build direct relationships with their audience.
• Transitioning from a product-first approach to a distribution-first approach can lead to more effective marketing and audience building.
• The future of media lies in guided journeys and providing value to networks through relevant and personalized content.
• Building an audience and collecting subscribers can lead to higher conversion rates and provide valuable first-party data for better attribution.
• It is important to connect brand messaging to the software or product being offered to ensure a cohesive and effective marketing strategy.

Highlights:
(02:58) The Gainsight story: Creating a category and building a brand.

(05:46) The power of owned media in B2B marketing.

(17:51) The evolution of media: from content to software.

(20:41) The challenge of measuring media's impact on revenue.

(27:08) Learning from Gainsight: Successes and missteps.

(38:12) One thing revenue leaders believe to be true that Anthony thinks is bull$***.

(41:00) One thing that is working for Anthony in go-to-market right now.

Guest Speaker Links (Anthony Kennada):
LinkedIn: www.linkedin.com/in/akennada/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:

• Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus - see it in action by requesting a demo Pocus dot com slash demo. 
• Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your RevOps lead jealous, to getting forecasting, pipeline management, and lead routing from a single vendor, Synch allows you to spend more time driving the business forward. For more information, head over to withsynch.com.

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Katrina Wong is the Divisional CMO / VP Marketing at Twilio Segment. She has a proven track record for launching products in new markets and helping companies move up to the Enterprise. She has also created award-winning integrated campaigns with data storytelling. Prior to Twilio Segment, Katrina worked at Zuora, Salesforce and SAP. She started her career as a management consultant for PricewaterhouseCoopers. With over 15 years of marketing experience, Katrina is passionate about helping companies through stages of substantial growth including helping 6 companies exit successfully – from pre to post IPO as well as notable acquisitions.

Discussed in this Episode:

• Marketing plays a crucial role in preparing a company for a successful exit by building awareness, generating pipeline, and creating a compelling narrative.
• The ability to execute and operate day-to-day is essential for achieving results and improving performance.
• An operational mindset and execution excellence are key to the success of a company.
• Building cohesion within marketing teams and aligning on goals and strategies leads to better execution and business results.
• Hyper-specific messaging and an account-based marketing (ABM) strategy can break through the noise and make marketing efforts more relevant and effective.

Highlights:
(05:54) Unlocking the secrets to successful startups and exits.

(08:19) Operational excellence: the key to startup success.

(13:38) Marketing's pivotal role in preparing for a successful exit.

(20:29) Narrowing down your ideal customer profile (ICP) without breaking the bank.

(22:49) A time machine trip: innovative program implementation at Salesforce.

(25:49) Unlocking potential: a leadership journey.

(27:33) Challenging the 'fire fast' mentality.

(32:35) The power of integrated marketing and team dynamics.

(35:26) Navigating company acquisitions: strategies for success.

(39:00) One thing revenue leaders believe to be true that Katrina thinks is bull$***.

(43:00) One thing that is working for Katrina in go-to-market right now.

Guest Speaker Links (Katrina Wong):
LinkedIn: www.linkedin.com/in/katrinawong11/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by The ELG Conference, presented by Crossbeam and The ELG Alliance. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Early-bird tickets expire next week.

What you'll get at ELG Con:

• Case studies from companies like Datadog, Cloudera, and more.
• A chance to tour (and maybe even race on?) Austin's F1 track.
• Candid, off-the-record conversations — no recordings here.
• A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships.

Claim your tickets today, including a limited number of special two-for-the-price-of-one tickets.

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Bob Moore is Co-Founder and CEO of Crossbeam, an Ecosystem-Led Growth (ELG) platform that helps companies use their partner ecosystems to generate leads, close deals, and grow faster. 

He previously co-founded the cloud data pipeline company Stitch (acquired by Talend in 2018) and business intelligence platform RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). Prior to RJMetrics, Bob worked on the Investment Team of Insight Partners.

Bob is a proud Philadelphian, where he serves as a Trustee of The Franklin Institute. He has also previously served as the Board Chair of Philly Startup Leaders and Board Member of Philadelphia Alliance for Capital and Technologies (PACT).

As a writer and speaker, Bob has appeared in The New York Times, Forbes, TechCrunch, VentureBeat, Web Summit, TEDx, Business of Software, and many more.  He guest lectures regularly at Princeton University and The Wharton School.

Discussed in this Episode:

• Ecosystem-led growth is about leveraging partnerships to make your go-to-market teams more successful. It involves creating a mesh of interconnected products and services that deliver a joint value proposition to customers.
• Product-market fit is not static, and both the product and the market need to constantly align. 
• The SaaS industry is experiencing a transition from defense to offense, with leading indicators showing positive signs of growth.
• Lessons have been learned from previous market cycles, but the challenge lies in passing down this knowledge to future generations of founders and investors.
• The story of a $2.6 billion mistake that Bob made and lessons learned from it. 

Highlights:
(7:40) Navigating the current SaaS landscape and macro trends. 

(12:26) Learning from the past: Market cycles and founder experiences.

(17:15) The future of M&A: Ecosystems and strategic partnerships.

(23:10) Diving into ecosystem-led growth (ELG).

(24:14) The misconceptions and realities of partnerships.

(27:41) Building initial partner relationships.

Guest Speaker Links (Bob Moore):
LinkedIn: www.linkedin.com/in/robertjmoore/
Bob's book, Ecosystem-Led Growth: www.robertjmoore.com/book

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by The ELG Conference, presented by Crossbeam and The ELG Alliance. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Early-bird tickets expire next week.

What you'll get at ELG Con:

• Case studies from companies like Datadog, Cloudera, and more.
• A chance to tour (and maybe even race on?) Austin's F1 track.
• Candid, off-the-record conversations — no recordings here.
• A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships.

Claim your tickets today, including a limited number of special two-for-the-price-of-one tickets.

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Stephen Hakami is the Founder and CEO of Wiza - the most accurate way to find verified contact information for B2B prospects. Stephen started the company in 2019 after a sales career of being frustrated with bad data, and set out to build a prospecting tool that's powered by live LinkedIn data.

Discussed in this Episode:

• The frustration with bad data and the inspiration behind building Wiza.
• The importance of email deliverability and strategies for improving it.
• The recent acquisition of Drift by Salesloft and the topic of consolidation in the sales tech stack.
• Stephen's journey from sales to CEO, highlighting the value of creative prospecting. 
• The hardest lesson Stephen learned in sales.
• Effective tactics of cold email and deliverability.

Highlights:
(3:27) Strategies for email deliverability.

(08:01) The journey from sales to entrepreneurship.

(11:06) Sales technology and the consolidation.

(20:41) Strategies for effective cold emails.

(25:49) Understanding your competitors.

(27:38) The importance of being a true consultant.

(28:32) Redefining your competitors.

(31:55) One thing revenue leaders believe to be true that Stephen thinks is bull$***.

(34:26) One thing that is working for Stephen/Wiza in go-to-market right now.

Guest Speaker Links (Stephen Hakami):
LinkedIn: www.linkedin.com/in/stephen-hakami-5babb21b0/
Website: www.wiza.co/

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Sponsor:
Today’s episode is sponsored by The ELG Conference, presented by Crossbeam and The ELG Alliance. The smartest companies are embracing Ecosystem-Led Growth, or ELG.

Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. Early-bird tickets expire next week.

What you'll get at ELG Con:

• Case studies from companies like Datadog, Cloudera, and more.
• A chance to tour (and maybe even race on?) Austin's F1 track.
• Candid, off-the-record conversations — no recordings here.
• A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships.

Claim your tickets today, including a limited number of special two-for-the-price-of-one tickets.

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.