James Kaikis interviews Kyle Norton, CRO at Owner.com, about driving transformative SaaS growth. Kyle shares how Owner.com achieved 10x revenue growth in two years through strategies like centralized lead research and customer-focused comp plans. They discuss the evolving CRO role, the importance of enablement and rev ops, and actionable AI applications. Learn how to scale smartly, foster customer-centric growth, and build high-performing teams. Tune in for tactical insights to create your SaaS success playbook.
Jump into the conversation:
(00:00) Welcome to the Episode
(04:30) Kyle’s Journey
(09:15) Scaling Through Customer-Centricity
(15:45) Investing in Enablement and RevOps
(21:30) Hiring for Growth Mindset and Curiosity
(28:40) Transitioning Trust Post-Sale
(34:50) Leveraging AI for Internal Efficiency
(42:15) The Future of Sales Roles in SaaS
(50:00) Unconventional GTM Strategies for the Future
This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!
This episode originally premiered on The New GTM Playbook. Watch the original: www.testbox.com/gtm
Watch This Episode on YouTube: https://youtu.be/BNr6iIqWDZ8
Follow Kyle on LinkedIn: https://www.linkedin.com/in/kylecnorton/
More from The GTMshift: www.gtmshift.com
Subscribe to the newsletter: https://gtmshift.substack.com/
Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/