The Revenue Leadership Podcast with Kyle Norton E36: Why Product Thinking Beats Process Obsession in GTM with Sangeeta Chakraborty
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Jun 11, 2025 Sangeeta Chakraborty, former CRO of Miro and early-stage investor, shares her innovative approach to go-to-market strategies. She argues for embracing product thinking over rigid processes, emphasizing continuous iteration and customer engagement. Sangeeta discusses the outdated notion of 'post-sales' and advocates for a customer success model. The conversation also dives into leadership shifts, talent evaluation beyond conventional metrics, and the importance of a collaborative culture in startups. Her insights promise to reshape how companies approach revenue and customer relationships.
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GTM Needs Product Thinking
- GTM teams should function like product organizations with iteration and constant learning.
- The post-sales term is outdated; sales includes continuous value delivery throughout the customer journey.
Use Product Management in GTM
- Build your go-to-market model like a product using hypotheses and continuous testing.
- Experimentation helps identify what truly works before scaling in large organizations.
Collaborate & Experiment in Pods
- Prioritize hypotheses to test by collaborating across sales, marketing, and finance teams.
- Run controlled experiments in pods with psychological safety and minimal risk to test new GTM plays.
