Join customer onboarding expert Donna Weber, author of "Onboarding Matters," as she discusses transforming customer engagement in B2B tech. She introduces her six-stage Orchestrated Onboarding Framework and emphasizes the shift towards a customer-centric approach. Donna highlights the evolving role of sales in ensuring customer success, the importance of building trust, and how effective onboarding can significantly shorten the time to value for customers. This insightful conversation sheds light on the critical strategies for fostering lasting customer relationships.

GTM Disrupted host Mike Smart grabs a few minutes with Mark Stiving, Ph.D., and Chief Pricing Educator of Impact Pricing. They do a dive deep into the world of B2B SaaS pricing and sales strategies. Mark shares insights on the evolving dynamics of pricing in the SaaS industry and how market segmentation, product packaging, and pricing metrics play a pivotal role.Mark sheds light on key concepts of his latest book “Selling Value: How to Win More Deals at Higher Prices.”This episode gives valuable takeaways including:1. Segmentation power in pricing strategy2. How to price with precision3. SaaS companies that price with successMike and Mark discuss how to price strategically to address growth and retention challenges in B2B SaaS companies.Mark’s BioMark is an educator at heart and a pricing expert by education and experience. He helps companies win more business at higher prices by delivering programs to help executives and employees create, communicate, and capture more value. For 30 years, Mark has led, coached, and taught businesses to extract more of the value they create. He has driven company-wide pricing initiatives worth hundreds of millions of dollars in incremental profit and started and sold three companies. Mark writes about pricing and value. In his most recent book: Selling Value: How to Win More Deals at Higher Prices, Mark takes his years of pricing expertise and applies it to sales with some surprising insights.To learn more about Mark to go https://www.linkedin.com/in/stiving/Or email Mark: mark@impactpricing.com.

GTM Disrupted host Mike Smart chats with Karthik Suresh Co-Founder of Ignition, an early-stage Go-to-Market platform designed to align sales, marketing, and product teams and enhance GTM outcomes. Karthik shares his thoughts on how to build go-to-market excellence; the only viable MOAT for B2B SaaS companies. His insights come from more than 10 years of experience in product and engineering roles with Meta, Craft.co, and KCG Holdings. Karthik shares the challenges companies face when launching products and emphasizes the significance of having a well-defined go-to-market plan. He offers a detailed view of how a purpose-built platform such as Ignition can automate various aspects of the launch planning process, including persona generation and messaging.Key learnings from this podcast include: Adopt a standardized Go-To-Market approach Create Sales, Product, and Marketing Synergy Implement a GTM System of Record Use Automation and Dynamic PlanningTune in to this episode to find out how to unlock revenue opportunities by aligning product, marketing, and sales and the power of using a platform for end-to-end go-to-market planning and execution.Karthik’s Bio:Karthik Suresh is the Co-Founder of Ignition, the first Go-to-Market Ops Platform which ensures every product launch or feature release drives revenue impact, via tighter alignment with GTM teams. Karthik is a product and technology leader with experience as a founder, an early startup hire, and a key player in defining product strategy and finding a market fit. He has experience building products in consumer and enterprise domains across early-stage and established companies like Meta.To learn more about Karthik to go -- https://www.linkedin.com/in/karthiksureshlbs/To learn more about the Ignition GTM Platform to go -- https://www.haveignition.com/

GTM Disrupted host Mike Smart sits with Jason Vander Meer a serial CPO in the B2B SaaS industry. Jason shares his views on how the CPO role has changed in recent years and what it takes to succeed in the job.Jason’s insights and best practices come from nearly 20 years of experience in a variety of product leadership roles including CPO for several midmarket B2B software companies. He shares a perspective that is grounded in aligning product strategy with business direction. His approach is based on building and executing product strategies with limited resources that prioritize and maximize growth.Key learnings from this podcast include: Implement a 3-pillar framework Master the Art of Managing Expectations Build a Strong Team for Scale Embrace Fire Prevention over FirefightingThe go-to-market mindset of a modern CPO is more than just signal noise. Tune in to this episode to find out how to unlock the value of your existing product management organization and succeed as a product management executive. Mike and Jason explore how the macro climate has influenced a shift in the CPO role and what may be next.Jason’s Bio:Jason has served in product leadership roles in various industries the last 18 years with a key focus on building, refining, and successfully implementing GTM strategies as part of M&A integrations, product consolidations, and new product launches. With a core focus on driving revenue growth, cost efficiency, and customer satisfaction, Jason has helped companies from wide range of industries grow and achieve these successes, from finance at SS&C Eze, legal at Litera, now CPO at GoCanvas supporting companies in the trades digitizing their operations.To Learn more about Jason to go -- https://www.linkedin.com/in/jasonvandermeer/

GTM Disrupted host Mike Smart gets a chance to talk go-to-market, ABM and customer growth practices with Adam Turinas, CEO & Founder of Health Launchpad a health tech marketing consultancy. His new book “Total Customer Growth” outlines how to use ABM to impact topline results. Adam reveals how several health tech companies have benefited from ABM by adopting concepts including precise targeting, personalized engagement and sales development (SDR) buy-in.Key take aways from this episode include:1. How to break marketing lead MQL addition2. Implementing ABM at any size company3. Identifying and tracking Key ABM metrics4. Achieving Total Customer Growth through account-based experience (ABX)Mike and Adam discuss the key concepts of his book. Adam shares his career journey from advertising executive to health tech entrepreneur and marketing expert.Adam’s BioAdam Turinas is a long-time technology marketing leader and entrepreneur. Adam spent two decades marketing for Dell, IBM, Bank of America and dozens of other major marketers. In 2012 he founded, grew and eventually sold a healthcare technology software business and then created healthlaunchpad, a leading healthtech marketing firm that is teaching clients how to use ABM.To Learn more about Adam to go -- https://www.linkedin.com/in/adamturinas/Learn more about Health Launch Pad at https://healthlaunchpad.com/

In this podcast, Sangram Vajre shares insights on go-to-market frameworks for scaling B2B companies. They discuss the urgent need for modernization, the importance of clarity and alignment, and the role of the C-Suite. Topics include go-to-market transformation, collaboration among executives, the power of community-led growth, and developing a go-to-market operating system.

GTM Disrupted host Mike Smart reconnects with Jesse Lujan Vice President of Product at Ascend a leading a leading provider of Accounts Payable (AP) automation solutions for medium and large enterprises.Jesse shares his insights on the evolution of an organization from legacy on-prem to a multi-tenant business model and ultimately to being product-led. Jesse emphasizes the essential ingredient of go-to-market success is product management and sales alignment.As a former scientist Jesse brings a strong data-driven mindset to the product leadership role with a keen emphasis on cross-functional collaboration and shared goals.Jesse’s Bio:Jesse is a B2B SaaS Product Management expert with a focus on utilizing quantitative and qualitative strategies to create successful products. Responsible for driving Ascend’s product vision by prioritizing the right value-adding People, Products, and Processes. His focus is using market research, business case scenarios, and experimental design to orient my teams to produce accurate and measurable roadmaps. Prior to Ascend, Jesse was a scientist in immunology, R&D, and therapeutics. He transitioned into enterprise software while working as a product consultant at Egress Solutions, Inc.To learn more about Jesse go to https://www.linkedin.com/in/jesselujan/

GTM Disrupted host Mike Smart interviews Brian Utz Sr Director of Global Product Management at Sopheon, a leading innovation platform for innovation, product, and project professionals. Brian brings a diverse product management background, having built products and solutions for retail, finance, and now for the enterprise. He shared that his experience in the B2B and B2C domains provides a set of common principles that are based on customer/user empathy, an understanding of their job to be done, and knowing the customers’ customers leads to better product outcomes.We also discussed how customer and stakeholder alignment is crucial to market success. Brian's common sense insights on the B2C and B2B knowledge transfer give PMs practical approaches to improve product launch success.Brian’s Bio:Brian is a seasoned product professional, with experience in business verticals from Retail to Finance. As a product leader Brian helps teams design, build, release and launch the leading innovation solutions for Sopheon.Brian has seen the best parts of small companies operating in start-up mode and the advantages of the scale of large organizations can leverage to benefit their customers. Always with an eye toward innovation, Brian uses all this experience and learning to help his team bring the best possible products and experiences to market.To learn more about Brian go to https://www.linkedin.com/in/brian-utz/

Mike Smart of Egress Solutions has an exhilarating discussion with successful entrepreneur Esben Friis-Jensen. He is working on his second start-up in less than 10 years. Esben adds a unique perspective on the product-led growth (PLG) initiative with offers his thoughts on how the enterprise software business will shift and change in the future. We discuss the progression of PLG and how it will change how software companies organize teams to improve their effectiveness. Esben is Co-founder and Chief Growth Officer at Userflow, a no-code onboarding flow builder that enables customized in-app tours and checklists. Previously he was Co-founder and Chief Customer Officer at Cobalt, a security platform that offers Pentest as a Service (PtaaS). Esben began his career as a consultant with Accenture responsible for the deployment management of global IT implementations.Esben’ Bio:Esben Friis-Jensen is the co-founder and Chief Growth Officer at Userflow, a no-code builder for in-app onboarding and surveys, allowing SaaS businesses to be more product-led. Prior to Userflow, Esben co-founded Cobalt, which today is a 200+ employee company. Esben holds BEng in Mathematics and MEng in Mathematical Modeling from Technical University of Denmark (DTU).-----------Guest: Esben Friis-Jensen | Linked In: Esben Friis-JensenHost: Mike Smart | www.EgressSolutions.net-----------This is a Mr. Thrive Media production. Learn more at www.MrThrive.com

Mike Smart of Egress Solutions sits down with Kavita Ganesan, PhD founder of Opinosis Analytics and author of “The Business Case for AI: A Leader’s Guide to AI Strategies, Best Practices & Real-World Applications.” Kavita brings key insights and ideas about how enterprise and mid-market software companies can apply an AI mindset to have greater success layering AI capabilities and tools into new and existing solutions. Kavita shares her experience of over 15 years in the trenches completing successful AI projects with companies such as eBay, 3M and GitHub. As an AI thought leader, advisor, strategist and educator, Kavita has worked with enterprise leaders and practitioners around the world to implement AI strategically. Kavita has been featured by numerous media outlets including Forbes, CEOWorld, CMSWire, Verizon, SDTimes, Techopedia, and Ted Magazine.Kavita’s Bio:Kavita Ganesan is the founder of Opinosis Analytics (http://www.opinosis-analytics.com), an AI advisory and consulting company, and a strategic advisor, educator, and consultant. Over the years, she has advised Fortune 500 companies as well as midsize to smaller operations and has helped deliver numerous successful AI initiatives.  Kavita holds graduate degrees from top computer science programs in the US—specifically, a master’s degree from the University of Southern California and a Ph.D. from the University of Illinois at Urbana Champaign–specializing in applied AI, NLP, and search technologies. With over fifteen years of experience, parts in the trenches, and then out of it to advise leaders and teams, Kavita has seen a range of problems in practical applications of AI, leading to failed and canceled initiatives. Kavita’s mission is to change the status quo. She aims to see many more wins in the adoption of AI through mindset changes, sound strategies, and education.To learn more about Kavita, visit www.Kavita-Ganesan.com. Finally, if you’re not already connected withKavita on LinkedIn, you can do at https://www.linkedin.com/in/kavita-ganesan/-----------Guest: Kavita Ganesan | www.Opinosis-Analytics.comHost: Mike Smart | www.EgressSolutions.net-----------This is a Mr. Thrive Media production. Learn more at www.MrThrive.com