Building a Powerful Go-to-Market Machine with Jonathan Siddharth

Jun 14, 2022

50:26

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Episode notes

Jonathan Siddharth is the CEO of Turing, an AI-backed Intelligent Talent Cloud that helps companies source, vet, match and manage software developers remotely. There are currently 1.5 million software developers on Turing, and the platform is used by huge companies like Johnson & Johnson, Pepsi, Dell, Disney, Coinbase, and more. The reason for Turing's wild success? Jonathan has strategically built a powerful go-to-market machine! And he's joining Sales Talk for CEOs to discuss exactly how he did it.

During our conversation, Jonathan explains how he waited to hire his sales team until he had two important things in place: a playbook and clear evidence of product-market fit. He then describes how he set up his go-to-market machine to be an engine that feeds qualified leads to his sales team so they can do what they do best – have sales conversations, close initial deals, and work on account expansion. If you're experiencing challenges with your go-to-market setup and could use some advice, you'll want to listen to this podcast episode!

Highlights

1:33 Three difficulties with finding and managing remote engineering teams

5:27 A shift in strategy saves a company

14:02 Product market fit + playbook = time to build sales

19:16 Building a go-to-market machine

26:12 Understanding the customer journey

32:39 Challenges caused by rapid growth

41:00 Advice for building demand, product-market fit, and exponential growth

45:30 Book recommendations for CEOs to learn more about sales

Quote

"When you have product-market fit, it feels different. It's more of the market pulling what you have rather than you pushing what you have."