The GTMnow Podcast
GTMnow
The GTMnow Podcast interviews well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Sophie Buonassisi to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of GTMfund - sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of the best go-to-market executives. GTMfund is an early-stage VC fund focused on investing in the most exciting, up-and-coming B2B SaaS companies across the world. The LP network consists of VP and C-level Sales, Marketing, and Customer Success leaders from companies like DocuSign, Salesforce, LinkedIn, Snowflake, Okta, Zoom, and many more.Visit gtmnow.com for more details and to sign up for our newsletter and other content resources.
Episodes
Mentioned books
7 snips
Aug 5, 2025 • 53min
GTM 157: How ClickUp Scaled 17x and Cut CAC 3× — GTM Systems, Building Incrementally and Going from PLG to SLG | Gaurav Agarwal
Gaurav Agarwal, COO of ClickUp, shares insights on achieving 17x growth while slashing CAC by 3x. He emphasizes that growth hinges on systems, not just marketing, advocating for a culture of experimentation and accountability. Gaurav highlights the importance of input KPIs for maintaining momentum and discusses ClickUp's strategic shift from product-led to sales-led growth. The integration of AI into workflows is also a key topic, showcasing how it enhances marketing and sales efficiency.
17 snips
Jul 29, 2025 • 1h 4min
GTM 156: Revenue Marketing Unpacked: GTM Lessons, AI, and What’s Really Broken in Attribution | John Fernandez
John Fernandez, SVP at Datasite and a seasoned go-to-market leader, shares insightful strategies on aligning marketing with revenue goals. He introduces the "Value Chain" framework and his unique "4 Whats" approach to measuring success. The conversation highlights the shift from SEO to GEO through AI's impact on digital discoverability. John also tackles the complexities of attribution in marketing and discusses the tech stack crisis facing many GTM teams, drawing parallels to chess tactics for making strategic decisions.
12 snips
Jul 23, 2025 • 1h
GTM 155: How to Build a GTM Motion from Scratch — Using AI, Community, and Data as a Moat | Erica Anderman
In this conversation, Erica Anderman, Co-founder and COO of Foodini, shares her journey from a CRO to a founder in the foodtech space. She emphasizes the importance of community and data in building a successful go-to-market strategy. Erica discusses how AI transforms GTM roles beyond just productivity boosts and gives tactical advice on finding product-market fit. She also equates fundraising to a sales funnel, highlighting relationship-building as key. Additionally, she explores innovative tools transforming B2B marketing in the food sector.
7 snips
Jul 15, 2025 • 21min
The Next Digital Revolution: You Optimized for Humans, Now You Have to Optimize for AI | with Mike Walrath (CEO of Yext)
In this insightful discussion, Mike Walrath, CEO of Yext and founder of Right Media (which Yahoo acquired for $850M), delves into the seismic shift from human-centric to AI-optimized marketing strategies. He emphasizes the urgent need to adapt business data structures for AI, as they now hold more weight than traditional web pages. The conversation highlights the impact of generative AI on customer discovery and stresses an 'intelligence first' approach for data-driven marketing excellence and future-proofing SaaS product development.
54 snips
Jul 8, 2025 • 59min
GTM 154: How AI is Reshaping Sales Tech | Lessons from Building Sales Cloud, Sales Navigator and now an AI-Native Startup
Doug Camplejohn, Founder and CEO of Coffee and former exec at LinkedIn and Salesforce, shares his expertise on reshaping sales with AI. He reveals how to optimize bloated sales tech stacks and why traditional CRMs fall short. Doug discusses his unique hiring 'awesome test' and the innovative culture at his startup. He dives into the future of AI agents in sales, exploring their autonomous capabilities. Tune in for insights on transitioning from corporate giants to agile startup leadership.
69 snips
Jul 1, 2025 • 48min
GTM 153: Building Technical Growth Machines & Signal-Based Selling with Austin Hughes
Austin Hughes, Founder and CEO of Unify, shares insights from his journey scaling growth teams and pioneering innovative strategies. He emphasizes the importance of running marketing like a product, combining first and third-party data, and harnessing LinkedIn as a powerful growth tool. Austin discusses the shift to signal-based selling, the value of experimentation in startups, and how AI is reshaping go-to-market motions. He argues for hiring technical marketers and reflects on failures as essential data points for growth.
27 snips
Jun 24, 2025 • 33min
GTM 152: What’s Actually Working in GTM Right Now: Lessons from Centari, Atrix AI, & Gaiia
Join Stephen Farnsworth, VP of GTM at Gaiia, a niche ERP leader for ISPs; Vera Kutsenko, Founder of Atrix AI, an innovator in AI for pharma; and Kevin Walker, CEO of Centari, a legal tech trailblazer. They discuss creative GTM strategies that include viral content and unique relationship-building methods, like founder-led dinners and the quirky 'donut drop' approach. The conversation dives into the complexities of legal tech and the importance of trust in closing enterprise deals, showcasing insights from their diverse industries.
26 snips
Jun 17, 2025 • 37min
GTM 151: How to Scale Vertical SaaS in 2025 | Dennis Lyandres (Ex-CRO, Procore)
In this discussion, Dennis Lyandres, former Chief Revenue Officer of Procore, shares insights on the transformation of SaaS companies. He emphasizes the integration of people, product, and go-to-market strategies for success. Dennis highlights how AI can be a game changer when adopted thoughtfully. He also discusses the importance of talent management in vertical SaaS and how strong customer relationships can drive growth. Finally, he explores innovative ways to build effective teams and align them with strategic objectives.
24 snips
Jun 11, 2025 • 48min
GTM 150: 80% of Exec Roles Aren’t Posted, Here's How to Land Them Anyway with Andy Mowat
Join Andy Mowat, Co-Founder of Whispered and a RevOps leader with experience at unicorns like Upwork, as he unveils the secret job market where 80-98% of exec roles go unposted. He shares strategies to effectively communicate career focus, emphasizes the importance of networking in securing hidden opportunities, and discusses the transformative role of AI in recruitment. Learn how to navigate the evolving landscape of executive hiring and the rise of fractional roles—all while honing your professional narrative for maximum impact.
Jun 3, 2025 • 47min
GTM 149: How to Scale International Sales Teams with Rick Kelley
Rick Kelley, former VP at Meta, shares insights from his 15-year tenure leading a $10B+ revenue operation. He discusses the operational playbooks that fueled Meta’s massive growth and emphasizes the importance of coachability and humility in sales leadership. Delving into AI's transformative role, he outlines how it changes headcount strategy and the essential traits he seeks in hires. Kelley advises founders on focusing on builders over closers and the risks of misaligning sales capacity in early-stage companies.
