How do you cultivate an efficient GTM engine? And what has Sam learned from building Pavilion and the community?
In the episode, we get into:
- (00:00) - Introduction
- (05:48) - Culture and challenges
- (09:40) - The curated signs of an efficient gtm engine
- (16:29) - AEs = more revenue?
- (19:42) - Why sales gets all the love
- (24:28) - Alignment
- (30:48) - Free money created bad behaviour
- (32:32) - Going broad vs specific (TAM)
You can check out
GTM23 here and
Pavilion here.
The Revenue Formula