The GTMnow Podcast

Jenny He, Founder and General Partner at Position Ventures, shares her expertise in startup public relations. She breaks down what PR really is and dispels common misconceptions. Jenny emphasizes the importance of positioning and storytelling to craft narratives that resonate. She provides practical tips for building relationships with reporters and highlights the key elements of what makes a story newsworthy: timeliness, impact, and relevance. Additionally, she discusses how to effectively amplify coverage post-launch.

In this conversation, James Roth, Chief Revenue Officer at ZoomInfo, shares insights from his journey of scaling revenue to over $1 billion. He discusses the company's bold transformation from transactional sales to an enterprise-focused data platform. The innovative launch of Copilot, which generated $220 million in just six months, showcases the power of AI in driving sales strategies. Roth also emphasizes the importance of aligning long-term vision with sustainable growth, while using data-driven approaches to enhance team effectiveness.

Stevie Case is the Chief Revenue Officer at Vanta, the $4B leader in trust management and compliance automation. Since joining in 2021, Stevie has scaled the company from sub-$20M ARR to north of $100M, navigated 40+ copycat competitors, rebuilt both pre- and post-sales engines, and led Vanta’s expansion from SMB into enterprise. A former world’s first female pro gamer turned tech sales leader, Stevie previously held senior roles at Twilio, where she helped grow the enterprise business to a $1B run rate. Discussed in This EpisodeHow Stevie’s path from pro gamer to CRO shaped her competitive edgeEarly-stage chaos at Vanta and the signs of undeniable product-market fitBattling over 40 copycat competitors with value selling and a “CIA” competitive squadWhy execution, not first-mover advantage, is the only sustainable moatThe challenges and lessons from scaling SMB sales and moving into enterpriseBuilding go-to-market experiments before committing product investmentTransforming post-sales into a growth engine and driving net retention upStevie’s view on AI in revenue operations and personal productivityEpisode Highlights00:00 — “Every business is subject to the laws of physics and math… Execution is the only moat.”03:07 — Stevie on becoming the world’s first female pro gamer and how competitiveness fueled her career.06:25 — The undeniable product-market fit that convinced Stevie to join Vanta.14:02 — Facing 40+ copycat competitors and learning that flashy marketing can’t beat sustainable growth.16:23 — Transitioning from transactional selling to deep, value-based discovery using MEDDPICC.18:30 — Creating Vanta’s “CIA” Competitive Intelligence Agency to win back customers.26:10 — Launching the experimental enterprise sales team and the patience it took to scale it.47:08 — Rebuilding post-sales into separate customer success and account management functions.50:56 — Vanta’s next big GTM bets: platform sales, public sector, and deeper enterprise expansion.53:27 — How Stevie is using AI in revenue operations and her own work life.Guest LinksLinkedIn: https://www.linkedin.com/in/steviecaseThanks to our Sponsor: QualifiedPiper is the #1 AI SDR on G2.AI SDR agents are changing the future of sales. And Piper is leading the way.Piper is the top-ranked AI SDR on G2, trusted by hundreds of high-growth GTM teams — including many in the GTMfund community. She works around the clock to follow up with every lead, book meetings, and qualify prospects, all by reading real buying signals.That means your team spends less time chasing and more time closing.Piper isn’t just automating repetitive work — she’s transforming pipeline generation at scale.Discover how AI SDRs like Piper can help you build pipeline faster at qualified.com.The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.Visit gtmnow.com for more episodes and other interesting content.

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.

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.

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.

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.

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.

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.

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.