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
19 snips
Sep 16, 2025 • 1h 9min
GTM 163: From $2M to $50M ARR to Unicorn: How Owner Scaled with AI & Talent Density | CRO Kyle Norton
Kyle Norton, Chief Revenue Officer at Owner, shares insights from his journey scaling the restaurant SaaS platform from $2M to over $50M ARR. He candidly discusses firing half the sales team early on to prioritize talent quality and the importance of cultural fit. Norton emphasizes early investments in RevOps, reducing churn by being selective with customers, and leveraging AI with a solid data foundation rather than flashy tools. His servant leadership approach and lessons on hiring effectively shape strategies for sustainable growth.
5 snips
Sep 9, 2025 • 28min
GTM 162: From PLG to Enterprise: How to Layer Sales Without Breaking What Works | Ghazi Masood
Ghazi Masood, Chief Revenue Officer at Retool and former leader at Auth0 and Microsoft, dives into the intersection of sales and product-led growth. He discusses the pivotal moment when inbound strategies hit a ceiling, advocating for specialized SDR roles to optimize lead sourcing. Ghazi emphasizes balancing self-service with sales for sustained growth, exploring innovative pricing strategies to attract larger accounts. He also highlights the importance of team dynamics and AI in scaling effective sales approaches for tech companies.
41 snips
Sep 2, 2025 • 39min
GTM 161: How to Build a GTM Roadmap (Lessons from Plaid’s $3M → $300M Scale) | Paul Williamson
Paul Williamson, a go-to-market guru who played a key role in scaling Plaid from $3M to $300M ARR, shares invaluable insights. He discusses the importance of creating 'forward-compatible' GTM roadmaps and iterating quickly through different versions. Paul highlights how to differentiate high-value clients from less promising leads using simple qualification processes. Daily standups foster rapid learning, while he emphasizes adapting compensation strategies to avoid skewing sales behavior. A must-listen for founders looking to effectively scale their revenue!
35 snips
Aug 26, 2025 • 31min
GTM 160: The Startup PR Playbook Every Founder Needs: How to Nail Your Launch, Get in the News, and Avoid the Biggest PR Mistakes | Jenny He
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.
8 snips
Aug 19, 2025 • 47min
GTM 159: Scaling ZoomInfo to over $1B ARR, the Upmarket Playbook, and Launching CoPilot to over $100M Revenue in 6 months | James Roth
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.
27 snips
Aug 12, 2025 • 57min
GTM 158: From Startup to $4B+ Unicorn: How Vanta Scaled Past $100M ARR and Beat 40+ Competitors | Stevie Case
Stevie Case, Chief Revenue Officer at Vanta and pioneering female pro gamer, shares her unique journey from gaming to tech leadership. She discusses scaling Vanta's revenue from under $20M to over $100M amid fierce competition. Stevie emphasizes that execution trumps first-mover advantage and outlines the critical nature of product-market fit. She reflects on the transformation of go-to-market strategies and how AI can enhance revenue operations. Join her as she reveals insights on competing against 40+ rivals and building a growth engine through effective sales strategies.
6 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.
