The GTM Pack Show

In this episode of #TheGTMPack podcast, we sit down with Meenal Relekar, Career Coach & PMM Consultant, based in San Francisco, CA.In this conversation with Meenal, a seasoned product marketer with 16+ years of experience across CPG giants like Unilever and tech companies including Adobe, Dropbox, and DoorDash, we explore how product marketers can transform from tactical order-takers into strategic powerhouses. Drawing from her unique background and real-world pricing overhauls that generated hundreds of thousands in additional monthly revenue, Meenal reveals why pricing is one of the most overlooked yet powerful levers for PMM strategic impact. Her perspective challenges the conventional wisdom about who should own pricing decisions and provides a roadmap for product marketers to earn their seat at the executive table through data-driven customer insights and strategic thinking.A few key takeaways:💡 Product Marketers Should Own Pricing Strategy: Most companies fail at pricing because no one truly owns it - it floats between PMs, finance, and executives without clear accountability. PMMs are uniquely positioned to lead pricing decisions because they understand the three critical elements: dollar amount, packaging/configuration, and perceived value. Success requires proper research methodologies (conjoint analysis for tiers, Van Westendorp for price ranges, MaxDiff for feature preferences) rather than just copying competitors or guessing.💡 Elevate from Tactical to Strategic Impact: Too many product marketers get stuck creating launch checklists and sales decks instead of driving strategy. To earn a seat at the table, PMMs must: get involved early in product development (not just launches), own the company narrative about value and differentiation, and bring data-driven insights from customer research and competitive analysis. Real strategic impact comes from connecting customer pain points to business decisions and closing the loop on insights with end-to-end execution.💡 AI Changes Pricing Expectations: AI features have evolved from nice-to-have to expected in SaaS products, but customers will only pay premium for AI that genuinely saves time and improves workflows. Pricing models are shifting from technical usage-based pricing (tokens/API calls) to bundled approaches - AI included in premium tiers or as add-ons. The key is focusing on the value AI delivers rather than promoting AI for its own sake, with successful examples like Notion and Canva bundling AI into higher subscription tiers..#productmarketing #pmm #sales #gtm #salesenablement #pricing #ai

In this episode of #TheGTMPack, AssetMule CEO Justin Dorfman sits down with Madhav Bhandari, Head of Marketing at Storylane — one of the most inventive minds in B2B SaaS marketing today.They dive into:How Storylane scaled traffic to 200k+ monthly visitors with demo-led SEOWhy inbound SDRs are dead and what comes nextHow to drive 50% of pipeline through LinkedIn employee advocacyWhy brand is more important than growth hacks in the LLM eraWhat agent-qualified leads mean for the future of buyer enablementIf you're in B2B marketing or GTM, this is required listening.🎧 Subscribe to #TheGTMPack for weekly episodes with modern GTM leaders.#TheGTMPack #B2BMarketing #ProductMarketing #Storylane #DemoLedGrowth #AIinMarketing #MarketingLeadership

AI, Org Design & Brand at Scale — with Koka Sexton, The Godfather of Social Selling🎙️ From #TheGTMPack Podcast with Jorge SotoIn this episode of #TheGTMPack, Jorge sits down with Koka Sexton, VP of Marketing at Interrupt and the original Godfather of Social Selling, to talk about the intersection of AI, content, and modern GTM teams.Koka’s built go-to-market machines at LinkedIn, Hootsuite, and Slack. Now at Interrupt, he’s thinking deeply about how AI is reshaping the structure of marketing teams, the way content is created, and how brands scale trust and visibility without scaling headcount.💡 You’ll learn:How AI is changing content creation—and org structureWhy you must rethink what your team looks like in the AI eraKoka’s blueprint for brand-led growth with automationThe role of “you are the media” in a world of LLMs and short attention spansHow dark social, content, and trust still drive the pipeline🔥 “AI lets us scale output. But if you don’t have trust, it’s still noise.” – KokaWhether you’re a founder, CMO, or operator—this is a must-listen playbook for building brand and trust at scale in the AI age.🔗 Subscribe for more episodes of #TheGTMPack featuring the brightest minds in GTM.#AIinMarketing #B2BMarketing #OrgDesign #GTMStrategy #KokaSexton #ContentMarketing #TheGTMPack #DarkSocial #Automation #MarketingLeadership

In this episode, Justin Dorfman is joined by Shoshana Kordova, Founder & Lead Product Marketer at Peel Product Marketing (based in Israel), and a 3x founding PMM. Together, they unpack why customer insights are the secret weapon behind great product marketing—and why so many teams skip the step that matters most.🔍 What you'll learn:💡 How Shoshana transitioned from journalism to PMM💡 The underrated power of curiosity in GTM roles💡 Why being a founding PMM is equal parts chaotic and thrilling💡 How to actually do customer research, even with CS gatekeepersShoshana’s go-to framework: Product marketing is where product capabilities meet market needs.She also shares tactical guidance on building a repeatable customer interview pipeline, what makes a PMM impactful in early-stage startups, and how to align internal teams around insights—not just outputs.🎙️ Subscribe to this channel for more GTM content👋 Connect with Shoshana on LinkedIn📥 Get Shoshana’s playbook via PMM Jetpack - DM her on LinkedIn for details#productmarketing #startups #foundingPMM #customerinsights #GTM #marketingpodcast

In this episode of #TheGTMPack podcast, we sit down with Gaspard Pastural, a Paris, France-based positioning and messaging specialist whose company, Purple Oceans, helps early-stage B2B SaaS founders clarify their market position before scaling. Gaspard brings a unique perspective, having transitioned from growth marketing to strategic positioning after realizing that without proper messaging, even the best growth tactics fall flat. He specializes in helping founders navigate the crucial transition from broad market exploration to focused positioning that drives sustainable growth.In this conversation, we explore why first-time founders struggle with positioning, the myth of category creation, and how to differentiate without competing on features and price.Key takeaways:💡 Why First-Time Founders Skip Positioning (And Second-Time Founders Don't)Gaspard explains the pattern he sees: first-time founders want to jump straight into growth tactics, while experienced founders know that strong positioning is the foundation for sustainable scaling. Learn why this strategic work becomes essential after the initial "spray and pray" phase.💡 The Purple Ocean Strategy: Finding Your Niche in Crowded MarketsForget about creating new categories—Gaspard argues it's nearly impossible and often counterproductive. Instead, he introduces the concept of the "purple ocean": finding underserved segments within existing, proven markets where you can become the obvious choice.💡 The Hardest Part Isn't Getting Customers—It's Letting Them GoOne of the most challenging aspects of building SaaS isn't customer acquisition, it's having the discipline to churn customers who aren't the right fit. Gaspard walks through why this decision is crucial for long-term success and how to use data to make these tough calls.💡 Relevance Beats Features Every TimeBuyers don't choose the "best" software—they choose the most relevant solution for their specific situation. Learn how to position your SaaS as the obvious choice for a specific use case rather than trying to compete feature-by-feature.#productmarketing #pmm #positioning #messaging #saas #startups #gtmstrategy #differentiation #productmarketer

In this episode of #TheGTMPack podcast, we sit down with Aleksandra Mitroshkina, a product marketing leader based in Istanbul, who helps SaaS companies grow their share in saturated markets.Aleksandra brings a unique lens to product marketing, shaped by her early career in sales and product development. She’s especially passionate about Sales Enablement, go-to-market strategy for Open Source products, and applying agile methodologies to the PMM discipline.In this conversation, we dive into what it takes to market to skeptical developer audiences, how to turn open source users into paying customers, and why measuring sales confidence might be one of the most underrated tools in your go-to-market toolkit.Key takeaways:💡 From Sales to PMM: How a Cross-Functional Background Builds Better MarketersAleksandra shares how her experience in both sales and product development has made her a more well-rounded product marketer. Understanding how deals are won and how products get built gives her a clear edge when it comes to positioning, enablement, and cross-functional collaboration.💡 Marketing Open Source Products Requires a Different PlaybookSelling to developers isn’t about splashy campaigns or hard sells. Aleksandra explains why trust, community, and education are crucial when marketing open source, and how product marketers can meet developers on their terms.💡 Sales Confidence as a PMM KPIMeasuring sales confidence helps PMMs understand how well sales teams are enabled and where the gaps are. Aleksandra walks through how to run these surveys effectively, what questions to ask, and how to use the results to improve alignment, training, and ultimately—revenue.#productmarketing #pmm #salesenablement #opensource #gtmstrategy #agilemarketing #productmarketer

In this episode of #TheGTMPack podcast, we sit down with Hattie the PMM, Founder of productmarketers.com, based in London, UK.When budget cuts or layoffs hit, product marketers are often first on the chopping block—not because they aren’t doing great work, but because their impact isn’t always clearly understood across the org. In this conversation, we explore what top-performing PMMs are doing differently to protect their roles, prove their value, and position themselves as essential to the business.Key takeaways:💡 Building a Personal Brand and Authority: The episode highlights the importance of developing your personal brand and internal authority as a product marketer. By sharing her own experience navigating layoffs, the guest emphasizes how standing out and being recognized for your expertise—both within your organization and in the broader market—can help you secure career opportunities, especially in uncertain times.💡 Learning from Real-World PMM Examples: Through the creation of productmarketers.com, the episode explores the value of connecting with a global community of product marketers. Members can learn from the practical experiences of PMMs at leading companies, gaining insights into go-to-market planning, positioning, messaging, and stakeholder management—all grounded in real, tactical examples rather than theory.💡 Candid, Actionable Knowledge Sharing: The conversation critiques the prevalence of "utopian" industry advice and instead advocates for open, honest discussions about what truly works (and what doesn’t) in product marketing. By sharing both successes and failures, the guest encourages PMMs to learn from each other’s journeys and apply those lessons to their own careers.#productmarketing #pmm #productmarketer #productmarketingstrategy

In this episode of #TheGTMPack podcast, we sit down with Mitchell Tan Co-Founder & CEO at Kondo, based in Los Angeles, CA.Mitchell shares his journey from frustrated go-to-market professional to successful SaaS entrepreneur. After years of struggling with LinkedIn's inadequate messaging interface while managing outreach campaigns, Mitchell decided to build the solution he desperately needed - a tool that brings email-like organization and functionality to LinkedIn messaging. The discussion covers why LinkedIn has become an essential B2B sales channel, the specific pain points that drove Mitchell to create Kondo, and how the platform is helping sales professionals transform their LinkedIn outreach from chaotic spreadsheet management into streamlined, organized workflows.A few key takeaways:💡 The Problem: Mitchell built Condo after experiencing frustration managing LinkedIn outreach at a startup, where teams would miss important replies and resort to complex spreadsheets to track conversations - a problem he waited years for someone else to solve before building it himself.💡 Why LinkedIn Works for B2B Sales: LinkedIn messaging achieves 30-50% reply rates (10-100x better than cold email) because it provides instant credibility through profiles, has no deliverability issues, and supports rich media formats like videos and voice notes that feel more human than traditional email outreach.💡The Solution: Condo transforms LinkedIn messaging into an email-like experience with features like labels, reminders, archiving, and multiple organized inboxes - allowing sales professionals to create mini-CRMs and sales funnels directly within LinkedIn without needing to add every prospect to their main CRM system.#linkedin #b2b #sales #productmarketing #pmm #sales #gtm #salesenablement #ceo #ai #startup #founder

In this episode of #TheGTMPack podcast, we sit down with Sid Khaitan, Senior Product Marketing Manager at Beekeeper, based in Chicago, IL.Sid shares his career journey, highlighting how experiences in market research, content strategy, and business development naturally led him into product marketing. He emphasizes how these diverse roles provided the perfect foundation for his current position as a Senior Product Marketing Manager.A few key takeaways:💡 Diverse Backgrounds Strengthen Product Marketing: Experience in areas like market research, content strategy, and business development provides a solid foundation for product marketing. Skills such as understanding customer needs, conducting research, and developing messaging are highly transferable and valuable in this field.💡 Sales Experience Offers Unique Advantages: Professionals who transition from sales or account management into product marketing often excel because they possess deep empathy for buyers and firsthand knowledge of the sales process. This perspective helps them create more effective strategies and align marketing efforts with real customer challenges.💡 Collaboration and Communication Are Essential: Successful product marketing relies on close collaboration with sales teams and direct engagement with customers. Overcoming barriers—such as sales teams being protective of customer relationships—requires demonstrating empathy, conducting independent research, and building trust to foster open communication and teamwork.#productmarketing #pmm #sales #gtm #salesenablement

In this episode of #TheGTMPack podcast, we sit down with Jeff Rezabek, Director of Product Marketing at Workyard, based in Austin, TX.A few key takeaways:🎯 How to partner with sales to gather real insights that shape messaging reps actually use — from call reviews to direct interviews.🚀 Tactics for driving sales enablement and GTM alignment, including frameworks, feedback loops, and lightweight enablement sessions.🧠 Evolving personas, fresh messaging, and using interactive demos to support both sales and customer success post-launch.#productmarketing #pmm #sales #gtm #salesenablement