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We cut through the noise & ditch outdated playbooks.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We cut through the noise & ditch outdated playbooks.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
68 snips
Nov 7, 2024 • 49min
RV221 - My POV and Messaging Framework (to 10x Growth)
Discover how a refined messaging strategy led to unprecedented revenue growth at Passetto. Explore the importance of aligning your communication with the right audience and the role of CEOs in marketing efforts. Learn the art of asking insightful questions at networking events to gain deeper market understanding. Unpack the challenges of content ownership and the necessity for leadership engagement. Rethink your approach to ROI beyond mere performance metrics, and realize the long-term value of a solid content engine for sustainable growth.
17 snips
Nov 5, 2024 • 52min
RV220 - Who Owns GTM? | Go To Market Live Episode 37
Discover why the CEO, not the CMO, should take the reins on go-to-market strategies. The conversation likens GTM to a factory, emphasizing the need for systemic improvements. Explore how CMOs are evolving in SaaS, focusing on product marketing and customer renewals. The discussion highlights the importance of aligning financial metrics with marketing outcomes and advocates for a holistic approach to attribution that connects customer success and overall business efficiency. Tune in for insights on team dynamics and organizational accountability.
26 snips
Oct 25, 2024 • 53min
RV219 - MUST LISTEN: How Your Pipeline Problem Costs You $50MM+/Quarter | Go To Market Live Episode 36
Discover insights from a recent conference on marketing and sales challenges. The discussion highlights the need for cross-functional alignment among CEOs, CFOs, and marketing leaders to tackle pipeline inefficiencies. There's a critical look at outdated growth methods and the impact of misalignment on costs and growth rates. Chris emphasizes the importance of KPIs to navigate startup complexities and sustainable practices. The conversation also underscores balancing established marketing strategies with innovative approaches for better ROI.
11 snips
Oct 15, 2024 • 47min
RV218 - Aligning Marketing and Finance for Growth | Go To Market Live Episode 35
Tom Wentworth, CMO of Recorded Future, shares his expertise on uniting marketing and finance for robust growth. He emphasizes the shift from traditional metrics to impactful KPIs that reflect business health. The discussion explores the importance of financial planning in marketing strategies, especially amid Recorded Future's acquisition by Mastercard. Tom highlights how aligning marketing metrics with organizational goals can enhance board preparations and annual planning, advocating for collaboration and informed budget allocation to drive enterprise value.
Oct 11, 2024 • 48min
RV217 - MUST LISTEN: How to Fix Your Pipeline Problem via Marketing ROI | Go To Market Live Episode 34
This discussion highlights the critical role of unified metrics in marketing success. Chris emphasizes the importance of ROI and challenges the undervaluation of brand marketing. He presents a case study linking misaligned metrics to a staggering $95 million revenue loss. Marketers are encouraged to integrate financial acumen while adapting their strategies. The episode also critiques traditional attribution models, advocating for a more effective blending of marketing investments to drive tangible business results.
Oct 8, 2024 • 45min
RV216 - GTM Efficiency | Go To Market Live Episode 33
David Spitz, a finance expert with an investment banking background, delves into the intricacies of go-to-market efficiency, crucial for SaaS valuation. He discusses the evolution of public SaaS companies, revealing a striking drop in growth rates from 34% in 2021 to 17% currently. Spitz highlights the rising cost of acquiring new revenue, which has doubled, and stresses the link between efficiency and enterprise value. His insights provide actionable strategies for companies to adapt and thrive despite economic pressures.
40 snips
Oct 4, 2024 • 55min
RV215 - Fixing Your Broken Marketing ROI | Go To Market Live Episode 32
Explore the misconceptions around marketing ROI in the B2B space. Discover the importance of viewing ROI from a departmental perspective rather than just campaign level. Gain insights on creating a cohesive 'revenue factory' where departments collaborate effectively. Learn how to address inefficiencies in sales and marketing connections through improved data usage. Hear about the dangers of granular metric segmentation and the need for a unified strategy to optimize budget allocations for better overall business performance.
52 snips
Oct 1, 2024 • 47min
RV214 - Marketing Strategies to go From $1MM to $10MM ARR | Team8 Accelerate Founders Workshop
Chris, a B2B marketing strategist, joins Asaf Azulay, a workshop moderator, to dissect common pitfalls in B2B marketing and the importance of solid financial planning. Chris highlights how poor financial practices lead to overlapping costs and missed growth opportunities. He advocates for using separate business KPIs to identify root issues beyond standard attribution. The duo also delves into balancing brand building with demand generation, offering tactical advice for early-stage companies looking to refine their marketing strategies.
17 snips
Sep 24, 2024 • 54min
RV213 - Transforming Your GTM Strategy into a Revenue Factory | Go To Market Live Episode 31
Jacco van der Kooij, founder of Winning by Design, shares his expertise on transforming go-to-market strategies into revenue factories. He emphasizes the shift from a 'growth at all cost' mentality to sustainable scaling and the importance of unit economics. Key topics include the revenue architecture framework, the need for efficiency in customer acquisition, and aligning sales processes with customer success. Jacco also addresses challenges in the SaaS market and offers strategies for navigating today’s complex economic landscape.
Sep 17, 2024 • 20min
RV212 - From Solo Consultant to Industry Leader: Chris Walker on the Leader Leverage Podcast
Chris Walker, an expert in go-to-market strategies and a leader in early-stage business development, joins host Andrew Kappel to share insights from his journey into leadership. Chris emphasizes the importance of listening to customers for refining products and strategies. He discusses his company, Passetto, which merges financial and market data to empower CEOs and CFOs in decision-making. The conversation highlights the need for integrating technology with consulting to enhance B2B success and strategic allocation of resources.
