The GTMnow Podcast

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.

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.

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.

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.

Sean Whiteley, a three-time founder and CEO of Qualified, shares his insights on navigating tech shifts from the internet to AI. He delves into the accelerated pace of AI adoption and its reshaping of RevOps and team structures. Whiteley discusses the evolving nonlinear buyer journey, the need for success teams at the core of go-to-market strategies, and dispels common GTM myths. He emphasizes the importance of strategic collaboration and the traits he looks for in co-founders, ensuring companies can thrive in a rapidly changing environment.

Navin Persaud, VP of Revenue Operations at 1Password, leads a 30+ person team and boasts over 20 years in the field. He discusses why RevOps is crucial for scalable growth and the opportune moment to hire a RevOps leader. The conversation highlights AI's transformative impact on forecasting and operational efficiency. Navin also explores the rise of GTM Engineers and how RevOps should transition from execution to strategic partnership. He shares insights on effective data management and the importance of hiring curious early-stage ops talent.

Mike Walrath, CEO and Chairman of Yext, discusses the vital shift in marketing towards AI and machine-friendly content. He emphasizes the evolution from managing listings to creating AI-ready data pipelines, highlighting the importance of hyperlocal data and personalized content in go-to-market strategies. Walrath also explores new pricing models, advocating for outcome-based approaches over traditional seat-based pricing. His insights on the transformation of search technology underscore the need for businesses to adapt to a rapidly evolving digital landscape.