GTM 36: Slicing/Dicing Data To Go From $0-35M (And a Twitter Acquistion)

Julia Gilinets is currently the Head of Sales at Pocus, also a go-to-market executive who has helped scale businesses from 0-100M across a multitude of different industry verticals. Julia has intentionally built the product led sales foundation before it was cool; Doing PLG before PLG was a thing. She brings data democracy to go-to-market teams everywhere and always out there advising, speaking, and teaching.

What You Will Learn: 

• The importance of forming deeper relationships within your company
• Understanding trends for the greater good of your product
• The positive outcome derived from the pursuit of data 
• Resorting to discovery in order to better understand people’s behaviour 
• Why outbound and the SDR role is outdated 

Highlights:
(1:40) How Julia started doing PLG before PLG became widely known.

(9:05) How to make sense of your product’s data.

(12:06) Julia’s experience working in AdTech: going from 0-35 Million and later acquired by Twitter.

(18:53) How to carve out equity for yourself after an exit.

(26:48) How to overcome mismanagement by your CEO.

(31:51) Hot take: Outbound in the SDR role is broken.

Guest Speaker Links:
Linkedin: https://www.linkedin.com/in/juliagilinets/
Pocus' Website: https://www.pocus.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTM Podcast
The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

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