The Founder to Fortune Podcast GTM Cheat Sheet Every Founder Needs
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Sep 11, 2025 Join Jim Fisher, a veteran GTM leader who scaled Cloudera from $50M to $1B ARR, as he shares invaluable insights for founders. He discusses the three golden KPIs crucial for any go-to-market strategy and reveals why getting the Ideal Customer Profile right is critical. Discover the surprising truth that consistency, not just revenue, signals a successful GTM approach. Fisher also dives into the transformative role of AI in sales and provides practical advice on avoiding common pitfalls that can derail growth.
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Three Golden KPIs Reveal GTM Health
- Three KPIs (first meetings, conversion rate, ASP) give a quick, rough model of growth expectations.
- They also reveal go-to-market health and where to dig next.
Prioritize Meeting Quality Over Quantity
- Prioritize meeting quality over quantity once you move past early discovery.
- Aim for roughly 40–60% of first meetings to convert into qualified opportunities.
ICP Is Pattern Recognition, Not Filters
- ICP must be tighter than LinkedIn filters and grounded in patterns of pain and value.
- Use qualitative discovery to identify roles, pains, and messaging that resonate early on.