The GTMnow Podcast

In this insightful discussion, Marcy Campbell, Chief Revenue Officer at AppFolio, shares her expertise in aligning sales and customer service to enhance the entire customer journey. She emphasizes the evolving role of the CRO and why a unified customer experience is crucial for vertical SaaS success. Marcy discusses the significance of cross-functional "stream teams" for accelerating go-to-market strategies and offers tactical advice for early-stage startups. Her commitment to inclusive leadership and mentorship for rising female leaders shines through, making her a remarkable voice in revenue leadership.

Oji Udezue, Chief Product Officer at Typeform and former CPO at Calendly, dives into the transformative role of AI in product development. He shares insights on the timing for hiring your first product manager and discusses why marketing should be integrated from the start. Udezue also highlights lessons from Microsoft’s failed Longhorn project and outlines a framework for identifying unicorn market opportunities. His upcoming book, Building Rocketships, promises further guidance for high-growth product teams.

Harmony Anderson, VP of Growth and Marketing at Superhuman, shares her expertise in building successful marketing strategies for AI companies. She highlights the common pitfalls in AI messaging and advocates for unique, outcome-focused communication. Anderson emphasizes the importance of user-generated content in cultivating brand advocates and discusses methods for tailoring campaigns to resonate with potential customers. With insights on leveraging data and building strong narratives, she reveals what sets standout marketing apart in a crowded market.

Udi Ledergor, former CMO of Gong and author of 'Courageous Marketing,' discusses the art of human-centric brand building. He dives into why traditional B2B marketing often fails and emphasizes the importance of bold strategies over playing it safe. He shares insights on hiring for potential, building a culture of healthy risk-taking, and the often-overlooked 95/5 rule. Udi also explains how to create memorable campaigns that resonate with both a core audience and the wider market, ultimately transforming buyers into loyal fans.

Jeff Perry, Chief Revenue Officer at Carta and former VP at Oracle, shares invaluable insights on sales leadership and growth. He discusses the importance of mentorship in career development and how to effectively transition from corporate landscapes to startups. Jeff emphasizes balancing empathy with accountability in leadership and challenges the myth that automation replaces personal connection in sales. Additionally, he reveals strategies for scaling revenue and building solutions engineering teams, offering lessons learned from both big tech and the startup world.

Hayden Stafford, President and CRO at Seismic, shares insights from his extensive career at Microsoft and Salesforce. He discusses how Satya Nadella transformed Microsoft's culture and emphasizes the importance of partnerships in scaling businesses. Hayden reveals the playbook for transitioning from SMB to enterprise markets and highlights the significance of customer retention in sales teams. He recalls closing a $600M deal during the 2008 financial crisis and explains why focusing on vertical markets, especially financial services, can drive growth.

Ray Smith, Microsoft’s VP of AI Agents and former CEO of DataHug, explores the revolutionary impact of AI agents on business. He explains how these agents differ from traditional bots and automation, driving ROI and reshaping team structures. Ray discusses the challenges of adapting SaaS pricing models to fit an agent-first world and shares real-world applications of AI at Microsoft. He also highlights essential skills in this new era, emphasizing the importance of customer relationships and strategic thinking for business success.

Jaleh Rezaei, CEO & Co-founder of Mutiny, is transforming the B2B buying landscape with AI-powered personalization. She discusses how AI is revolutionizing sales and marketing, highlighting that personalized experiences can lead to 14x higher conversion rates. Jaleh shares insights on effective lead scoring, overcoming sales objections in real-time, and the importance of aligning sales and marketing teams. She also warns against common pitfalls in AI-driven strategies, emphasizing the need for genuine customer relationships in today's digital age.

Cassie Young, General Partner at Primary Venture Partners, shares her extensive experience in turning around businesses, moving from Chief Customer and Commercial Officer to investor. She dives into the impressive turnaround at Sailthru, emphasizing the importance of rebuilding customer trust after failures. The conversation covers crucial themes like leveraging Net Promoter Scores for insights, the effectiveness of Customer Advisory Boards in driving growth, and innovative engagement strategies that foster strong customer relationships.

In a captivating discussion, Jessica Gilmartin, a seasoned go-to-market leader and former CRO/CMO at Calendly, shares her journey through tech giants like Asana, Google, and Microsoft. She dives into the challenges of transitioning from product-led to sales-led growth and emphasizes the need for clear ideal customer profiles. Jessica also highlights the importance of fostering a culture of experimentation, building trust within teams, and the strategic role of marketing in startup growth. Her insights on hiring and nurturing creativity are invaluable for aspiring leaders.