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Jeff Wharton
CMO who has led LogRocket's go-to-market strategy for the last six years. He transitioned the company from a 100% inbound business to an upmarket motion.
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Apr 17, 2025
• 50min
Jeff Wharton on how to lead a marketing team upmarket. From 100% inbound to landing logos like 7-Eleven, Blue Cross Blue Shield, and Cox Automotive.
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Jeff Wharton, CMO at LogRocket, shares insights from his six-year journey transforming the company from 100% inbound to securing major clients like 7-Eleven and Blue Cross Blue Shield. He discusses overcoming challenges in targeting larger accounts and the importance of viewing the SDR engine as a product. Wharton emphasizes the balance between killing ineffective tactics and optimizing successful ones. He also highlights the surprising role of AI in their go-to-market strategy and how understanding true value delivery can set you apart.
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