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We cut through the noise & ditch outdated playbooks.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We cut through the noise & ditch outdated playbooks.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
Feb 4, 2025 • 46min
RV234 - The Pipeline Creation Framework | Go To Market Live Episode 43
Discover the fundamental flaws in pipeline creation that hinder many companies. Explore the three phases of effective pipeline strategies and why the "Marketing vs. SDRs" debate is flawed. Learn how to enhance attribution and measurement while rethinking RevOps for better sales productivity. Uncover the hidden costs of inefficiency in organizations and find out how CMOs, CROs, and CFOs can unite for greater go-to-market efficiency. Hear personal insights on achieving results with smaller, focused marketing teams.
25 snips
Jan 28, 2025 • 49min
RV233 - My Lessons From Scaling to $22 Million
Dive into the transformative journey of a founder and the essential lessons learned from scaling a business to impressive heights. Discover why vanity metrics on LinkedIn are less important than genuine engagement. Unpack the significance of personal growth and the role of intuition in leadership. Explore the shift towards video content and live events as game-changers in audience engagement. Plus, rethink traditional VC funding models and learn how to leverage LinkedIn for powerful talent attraction and sustainable growth.
25 snips
Jan 21, 2025 • 51min
RV232 - The 3 Pillars of GTM Success | Go To Market Live Episode 42
Discover the three essential pillars of go-to-market success: strategy, optimization, and operations. Learn how to reframe growth costs to assess true ROI. Explore the impact of AI on product differentiation and the challenges of integrating product-led and sales-led growth. Get insights on the transition to smaller, agile teams for increased efficiency. Uncover the pitfalls of outdated metrics and the necessity of breaking down silos for a unified revenue approach. Future-proof your sales and marketing strategies for sustainable pipeline creation.
65 snips
Jan 14, 2025 • 48min
RV231 - Chris Walker & Dave Gerhardt Talk B2B Marketing
In this engaging discussion, Dave Gerhardt, Founder and CEO of Exit Five, shares his expertise on B2B marketing. He highlights the misconceptions around early market insights and managing social media negativity. The duo delves into leveraging podcasts and social media for real-time customer feedback and the necessity of separating strategy from pipeline creation. They also explore how AI empowers creativity rather than replaces it, and why agile marketing teams outshine larger counterparts. Lastly, Dave emphasizes the importance of senior leaders staying hands-on for improved outcomes.
9 snips
Jan 7, 2025 • 41min
RV230 - MUST LISTEN: 2025 GTM Predictions (and Beyond)
Discover the challenges B2B companies face in their go-to-market strategies. Learn why unit economics are key to addressing inefficiencies and how traditional KPIs may hinder progress. The discussion highlights the CEO's crucial role in fostering alignment across departments. Predictions for 2025 include the rise of AI-native organizations and a shift toward more centralized decision-making. Explore how evolving customer success strategies will impact revenue operations and enhance outcomes for clients.
22 snips
Dec 31, 2024 • 53min
RV229 - The 2025 B2B Content Playbook
Finn Thormeier hosts Chris Walker, who shares insights on crafting an effective B2B content strategy for 2025 while building Passetto. They discuss the balance of lead generation versus audience building, the pitfalls of over-sharing intellectual property, and the power of invite-only events as a unique strategy. Chris emphasizes the importance of a strong content point of view, effective topic sourcing, and the necessity of measuring content results. The conversation also touches on the evolving roles in content creation and the critical nature of distribution.
Dec 24, 2024 • 44min
RV228 - The Portfolio Approach to GTM Investments | Go To Market Live Episode 41
Discover how GTM teams can shift from a growth-at-all-costs mentality to an efficiency-first strategy. Learn the importance of financial data in optimizing marketing investments and how to build a closed-loop feedback system for pipeline efficiency. Explore the often misunderstood dynamics between marketing and sales, emphasizing that alignment exists on a spectrum. Rethink the role of marketing leaders as strategic revenue drivers, while understanding the need for KPIs that directly link marketing efforts to business objectives.
6 snips
Dec 16, 2024 • 50min
RV227 - MUST LISTEN: Solving GTM Efficiency | Go To Market Live Episode 40
This discussion dives into the reasons many companies struggle with go-to-market efficiency, identifying root causes like disconnected teams and poor data. The importance of CEOs taking charge of GTM efforts is highlighted, alongside the shortcomings of traditional KPI systems. It advocates for aligning strategies across finance, marketing, and sales to avoid costly performance issues. Early-warning metrics are essential for maintaining pipeline efficiency, while integrating financial data with CRM insights can significantly enhance decision-making.
21 snips
Dec 10, 2024 • 49min
RV226 - How To Fix The Broken Revenue Factory
Explore innovative strategies to enhance go-to-market plans, led by finance professionals for better marketing alignment. Discover how AI can transform sales roles, improving efficiency by reshaping traditional practices. Learn why a portfolio approach to marketing is crucial for maximizing ROI. The discussion challenges outdated trade show practices, advocating for cost-effective digital engagement. Shift your perspective on inbound marketing as the landscape evolves, focusing on sustainable revenue models.
40 snips
Dec 6, 2024 • 54min
RV225 - The Future of AI in GTM | Go To Market Live Episode 39
Discover how AI will reshape go-to-market strategies in the coming months. Explore the transformation of marketing roles and the rise of smaller, more efficient teams. Learn about the costly consequences of free advice from platforms like LinkedIn. Delve into the future of intellectual property and the pivotal role of CFOs in strategic planning. Understand how agile companies can surpass legacy SaaS giants and get predictions for the convergence of AI and SaaS by 2025. Chris also shares insights on entrepreneurship and leadership in this evolving landscape.
