Go-to-Market Excellence

10 Episodes
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By: scaleMatters

If you're a strategic leader in B2B who understands the importance data holds in accelerating growth, then Go-to-Market Excellence is the show for you. Each episode, we dissect the innovative tools and data-driven strategies that give forward-thinking leaders an edge in today’s market.  Whether you’re looking for best practices for building data models, choosing your go-to-market tech stack or simply want to learn how other leaders find success, you’ve come to the right place.

Applying Lean Six Sigma Principles to Revenue Operations w/ Britt Heaps, Sr. Director of Sales Ops @ Interos)
#23
12/27/2021

Lean Six Sigma is a lot like a swiss army knife. It provides the tools to handle just about any challenge that a business can throw at you.

The framework can help you tackle anything from sales enablement to goal setting to large-scale organizational issues.

In this episode, special co-host Kairo Dilla, BDR at scaleMatters, and I talk with Britt Heaps, Sr. Director of Sales Ops at Interos, about the benefits of embracing Lean Six Sigma principles in revenue operations.

We discuss:

- How Lean Six Sigma helps reduce friction in...


The Case for Hiring a Business Analyst Before a RevOps Leader (w/ Zak Quintanilla, Business Analyst @ Searchspring)
#22
12/20/2021

You’re the CEO of a startup. Who do you hire first?

A business analyst or a head of RevOps?

According to today’s guest, Zak Quintanilla, Business Analyst at Searchspring, the former is the correct answer. After all, before you build a team and focus on the long-term, you’ve got to know what the data is telling you first.

In this episode, we break down the advantages of having a business analyst, the types of projects they work on, and how they lead companies to insights that help propel the business forwar...


Solving Data Hygiene Issues, Ops Team Building, and Customer Journey Mapping (w/ Kelsey Cohen, Sr. Revenue Operations Manager @ PetDesk)
#21
12/13/2021

Data hygiene is a common challenge in many startups. Most organizations aren't aware of the importance of establishing a single source of truth for the whole organization from the beginning.

The truth is if you don’t prioritize it at the outset, you end up playing catch up afterwards.

In this episode, Kelsey Cohen, Senior Revenue Operations Manager at PetDesk, shares how she wrangled all the systems, data, and processes upon joining a new organization and built a team that could handle the ongoing work of maintaining data hygiene.

We discuss:

...


Hypergrowth GTM Leaders Should Be Best Friends with RevOps + CS + Product (w/ James Labastida, Chief of Staff, Revenue @ ClickUp)
#20
12/06/2021

High-performing GTM leaders in hypergrowth companies make it a priority to cozy up with data, RevOps, CX, and product.

Why?

Because they know how critical it is to be data-driven in their decision making and to gain deeper insights into how to bring more value to their customers faster.

In this episode, James Labastida, Chief of Staff, Growth at ClickUp, shares the benefits of finding alignment early across these functions and offers advice on how to achieve it.

We discuss:

- The culture at a hypergrowth company

...


How Remote Learning for GTM Teams Dramatically Improves Outcomes (w/ Toby Carrington, EVP of Global Operations @ Seismic)
#19
11/29/2021

When COVID hit, Toby Carrington, EVP of Global Operations, and the rest of the leadership team at Seismic had just completed their SKO in early 2020.

The team was forced to pivot completely to remote learning, alongside adapting to new ways of working overall.

That required a whole new approach to training content and engagement. In this episode, Toby discusses the investments Seismic made in remote learning to make it happen.

We also discuss:

- Using Lessonly to deliver remote sales learning

- Auditing the tech stack and ensuring all...


You Can't Scale Marketing Winning .1% of Leads (w/ Chris Walker, CEO & Founder of Refine Labs)
#18
11/15/2021

With a background in engineering, bioinstrumentation, and product management, he’s not your average marketer or chief exec.

He’s spent his time in the trenches, learning, observing patterns, and now he’s adapting that knowledge to disrupt fusty old GTM practices and create exponential demand gen.

In this episode, Chris Walker, the charismatic CEO of Refine Labs, gives me a stimulating glimpse inside the mind of a wunderkind demand accelerator.

Over the course of this conversation, we’ll discuss:

- The best 3 ways to learn the truth about your customers

- C...


Strategic Alignment & Planning, NOT Silos & Scrambling (w/ Michelle Sidwell, SVP Enterprise Sales @ Salesloft)
#17
11/01/2021

In enterprise sales, you can’t save the quarter with last-minute prospecting.

It just doesn’t work.

To be successful, you need to have a relationship with the customer. You need to understand them and put them at the center of your strategy.

And that takes planning and alignment across your organization.

In this episode, Michelle Sidwell, SVP, Enterprise at SalesLoft, shares how she ensures that her team is aligned and invested in customer relationships.

We discuss:

Why you can’t save the quarter with last-minute prospectingWhy alignment is the...


G2's GTM Advantage: Happy People, Rigorous Planning, Buyer Intent Data (w/ Mike Weir, CRO @ G2
#16
10/25/2021

G2 crossed $50M in ARR in 2020.

That’s rarefied air. Only about 4% of SaaS and subscription companies have ever hit that mark.

In this episode, we’re taking a peek behind the curtain to see the GTM processes and planning that G2 put in place to reach the summit.

Mike Weir, the Chief Revenue Officer at G2, shares his insights on the strategies you should use to reach that mark, and what you should prioritize once you’re there.

We discuss:

- How to adopt a strong and rigorous planni...


Two Distinct Qualities of Successful GTM Leaders (w/ Josh Wetzel, CRO at OneSignal)
#15
10/18/2021

If you yearn to be a go to market commander or an iconic CRO, you’ve got to be an absolute expert in one of two crucial areas:

Building the machine, and building your team.

Today’s guest is Josh Wetzel, the charismatic CRO at OneSignal, a global SaaS platform that delivers more than 10B messages daily.

He discovered early on that he was a team builder, a natural at creating momentum and excitement.

In this episode, we’ll dive into:

- The two most important qualities in a strong...


How a KPI Management Approach Called 'World Clocks' Drove Demandbase Past $200M in Revenue (w/ Allison Metcalfe, CRO @ Demandbase)
#14
10/11/2021

Imagine you're in the lobby of a giant global bank. On one wall, there is a collection of clocks that indicate the times in major cities around the world. Those clocks help keep the bank running smoothly and ensure every employee across the globe is on the same page.

That wall of clocks is an apt metaphor for the KPI management system employed by Allison Metcalfe , CRO at Demandbase .

Just replace the city times with KPIs and metrics critical to the business, and it becomes a wall of leading indicators that Allison and her team...