GTM Live
Passetto
GTM Live is a new evolution of Revenue Vitals by Chris Walker, now hosted by Carolyn Dilks & Trevor Gibson, Co-Founders of Passetto — a part tech, part advisory GTM agency for high-performing B2B SaaS companies.
This weekly live show is built for CEOs, CFOs & Revenue Leaders who know the current way GTM is executed & measured is broken, and are ready for something better.
We cut through the noise & ditch outdated playbooks. No fluff. No vanity metrics. Just honest, modern conversations about how to track & optimize GTM for what actually matters: unit economics, efficiency & long-term growth.
This weekly live show is built for CEOs, CFOs & Revenue Leaders who know the current way GTM is executed & measured is broken, and are ready for something better.
We cut through the noise & ditch outdated playbooks. No fluff. No vanity metrics. Just honest, modern conversations about how to track & optimize GTM for what actually matters: unit economics, efficiency & long-term growth.
Episodes
Mentioned books
Sep 26, 2025 • 51min
How to Shift from ‘Marketing-Sourced Pipeline’ to Real Visibility
Carolyn and Amber tackle the pitfalls of relying solely on marketing-sourced data for pipeline health. They reveal the hidden dynamics of the prospecting stage, exposing the 'black box' where prospects can either thrive or falter. The duo shares insights on identifying effective prospecting sequences, leading to streamlined activities and improved win rates—jumping from 13% to 24%. Listeners gain practical questions to analyze their current systems and learn how to present compelling data to leadership for better budget approvals.
Sep 22, 2025 • 40min
Engineering Pipeline You Can Predict
Carolyn Dilks, CEO and co-founder of Passetto, is a seasoned marketing leader with a focus on unraveling the complexities of GTM strategies. In this discussion, she illuminates the often-overlooked 'pipeline black box' that obscures pre-opportunity activities. Carolyn advocates for a trigger-first approach to sales, emphasizing the need to track engagement metrics like connect rates and time-to-meeting. She also critiques traditional MQLs and encourages marketing leaders to embrace accountability and visibility for more predictable pipeline outcomes.
9 snips
Sep 12, 2025 • 51min
The Attribution Mirage & Why Chasing MQLs Keeps You Stuck
The discussion unveils the pitfalls of traditional B2B metrics like MQLs, showcasing how they misrepresent the customer journey. It critiques the myth of attribution as a solution, emphasizing that it only reflects a small conversion slice while hiding larger inefficiencies. The hosts propose a shift towards measuring quality over volume, advocating for cohesive sales and marketing alignment. They also dive into the importance of solid pipeline management and the benefits of modular changes over sweeping transformations, ensuring sustainable growth.
Sep 1, 2025 • 58min
Breaking Open the Pipeline Black Box in GTM
Amber Williams, Head of Revenue Operations at Passetto, joins as a new co-host, specializing in pipeline visibility. She reveals the dangers of relying on gut decisions in revenue strategies. The group discusses the 80-20 visibility problem, where teams only see a fraction of pipeline activity, and how this affects growth. They highlight the pitfalls of poor data architecture and the need for integrated customer journey insights. Amber emphasizes that AI won't fix bad data, and they share actionable steps for rebuilding revenue visibility.
18 snips
Aug 6, 2025 • 42min
RevOps as the Architect of Modern GTM (with Mark Turner of Demandbase)
Mark Turner, VP of Revenue Operations at Demandbase, shares his data-driven journey in RevOps. He highlights how his FP&A background strengthens strategic execution across teams. Mark discusses building a unified data layer, critical for fast-paced operations, and why traditional attribution models often miss the mark. He reveals insights on sales velocity as a true performance indicator, the impact of AI in optimizing processes, and strategies for seamless expansion without friction. A treasure trove of actionable insights for revenue-focused teams!
16 snips
Jul 23, 2025 • 45min
How to Build Mindshare in the New SEO Era (With Sam Dunning)
Sam Dunning, founder of Breaking B2B and an SEO leader, shares insights on adapting to the evolving SEO landscape. He emphasizes that SEO is no longer just about keywords, advocating for a customer-centric approach that aligns with revenue and the buyer's journey. Dunning discusses the pitfalls of outdated metrics and the necessity of shifting to a revenue-influence mindset. He also highlights the transformative role of AI in content production and argues for treating SEO as a vital distribution strategy rather than a mere traffic generator.
10 snips
Jul 7, 2025 • 48min
Designing GTM Like a System with Dave Boyce of Winning by Design
In this episode, Dave Boyce, Executive Chair at Winning by Design and a veteran in SaaS, discusses the critical need for modern companies to rethink their go-to-market systems. He highlights how outdated structures like commissions and reporting misalign with today's buying behaviors. The importance of empathy in system design and why CEOs must take ownership of this transformation is emphasized. Practical examples from Atlassian illustrate how focusing on customer journey and retention leads to sustainable growth, challenging the traditional metrics that often hinder progress.
13 snips
Jun 27, 2025 • 1h 5min
GTM Masterclass: How to Actually Measure GTM Performance in B2B SaaS
Unlock the secrets to measuring go-to-market performance in B2B SaaS. Discover why traditional funnel reports can mislead your progress. Learn how to track metrics that truly matter at each stage of the revenue factory. Explore the disconnect between GTM activities and leadership's expectations. Find out how high-performing companies use innovative strategies to drive alignment across teams. Improve your dashboard into a dynamic Revenue Command Center to make faster, data-driven decisions.
13 snips
Jun 16, 2025 • 29min
Ditch “Who Sourced the Deal”: 5 Data-Driven KPIs to Measure GTM Success
The discussion highlights the pitfalls of traditional departmental attribution in B2B go-to-market strategies. It emphasizes the need for a data-driven approach that accurately reflects the buyer's journey. Carolyn reveals how outdated models create silos and misaligned incentives, hindering performance measurement. A new framework is introduced to unify engagement, prospecting, and sales as one cohesive system. This insightful talk is perfect for anyone struggling to quantify marketing's true impact in a complex landscape.
20 snips
Jun 6, 2025 • 59min
How to Get Real ROI from Paid Media (with Megan Bowen)
In this enlightening discussion, Megan Bowen, CEO of Refine Labs and expert in B2B marketing, reveals the pitfalls of traditional paid media strategies that fail to convert. She highlights the dangers of misaligned KPIs and how they lead to ineffective decision-making. Insights on how agile companies outpace legacy firms are shared, showcasing the need for a modern approach to demand generation. The conversation also touches on reevaluating marketing metrics and the importance of integrating brand awareness with demand strategies for better business outcomes.
