The GTM Pack Show – Détails, épisodes et analyse

Most “ABM programs” are just dressed-up demand gen with expensive tech on top. Lots of activity, lots of pipeline… and not nearly enough revenue.

In this episode, Jorge Soto sits down with Kristina Jaramillo (President of Personal ABM) to break down what real account-based go-to-market looks like when it’s done strategically, not just tech-first.

We get into why so many teams are not actually ABM-ready when they buy tools like Demandbase, 6sense, Terminus, etc., and how to re-center around revenue, ICP discipline, and account experiences instead of vanity engagement metrics.In this episode, we cover:

-How ABM evolved from “better targeting” to a true account-based revenue strategy

-The big mistake: putting ABM tech before ABM strategy and just amplifying mediocre marketing

-The difference between TAM, TRM (Total Relevant Market), and ICP — and why most teams confuse them

-How to define an ICP that’s actually predictive of revenue (not just firmographics + technographics from your intent tools)

-Why intent platforms are only a stepping stone, not your North Star

-How to layer account insights + intent signals and hand sales something actionable (not just a score)

-What a unified account-based go-to-market looks like across marketing, sales, and customer success

-How to arm sales and CS with 1:1 ABM content and messaging that tells the account’s story, not just an industry or persona story

-Content that answers “What happens if I buy?” and paints a 6–24 month vision your buyers can see themselves in

-Why alignment is really a human problem (CRO + CMO or bust) and how to close the trust gap between sales and marketing

-A real-world example of using ABM to drive 25%+ margin growth with a client working with Sephora by shifting from “firefighting” to strategic partner

If you’re a B2B marketer, revenue leader, or seller who’s tired of fake ABM, bloated tech stacks, and “more pipeline, same revenue,” this conversation will give you a much sharper way to think about ICP, intent, and tier-one accounts.Connect with Kristina Jaramillo:

🔗 Website: personalabm.com🔗 LinkedIn: search “Kristina Jaramillo Personal ABM” or https://www.linkedin.com/in/kristinajaramillo/Connect with Jorge:

👋 Follow for more unedited GTM, ABM, and sales conversations: https://www.linkedin.com/in/startupjorge/If this episode was helpful, like, subscribe, and drop a comment with how you’re currently running ABM (or trying to). What’s working? What’s breaking? Let’s unpack it.

Pricing GenAI products is not “seats + shrug” anymore. In this episode of #TheGTMPack, host Justin Dorfman digs into AI pricing and packaging with Michael Hoy, Co-Founder & CEO of Atlas - the billing infrastructure purpose-built for AI-native SaaS. We cover why seat-based breaks for AI, how to design hybrid pricing (subscription + usage/credits), what “outcome-based” could look like, and practical steps to price v1 of your product today.

What you’ll learn:-Why seat-based pricing fails for AI agents and automation-How to structure hybrid models (base subscription + usage/credits)-Managing variable COGS (model calls) without killing margins-Buyer predictability: minimums, maximums, tiers & rollover-PLG to sales-led handoffs using credits/pay-as-you-go-A 3-point framework to find your first price: customers, internal ROI math, market comps-Examples to study (Snowflake, cloud compute, leading AI apps)
Chapters:00:00 Intro & why pricing AI is hard02:45 What Atlas is (billing infra + pricing agent)06:10 Why seat-based breaks for AI09:20 Variable costs & margin protection10:45 Hybrid pricing done right15:00 Credits: where they help (and where they confuse)17:50 Enterprise predictability: floors, caps, tiers20:30 Who’s doing it well & what to copy21:50 How to price your v1 (3 data points)24:30 Pricing as differentiation in crowded markets26:00 Resources & who to follow30:30 Follow-up by AssetMule: early pricing thoughts

Guest:Michael Hoy, Co-Founder & CEO, Atlas — billing infrastructure with an AI pricing & packaging agent for AI-enabled SaaS.Resources mentionedMetronome: State of AI Pricing reportKyle Poyer (Tidemark) on AI/SaaS pricing & GTMManny Medina (PAID) on modern pricing motionsAtlas “20 live AI pricing examples” resourceFollow-up by AssetMule (AI that turns sales call transcripts into personalized Digital Sales Rooms)
Try the productsAtlas (AI-native billing + pricing agent): [runonatlas.com]Follow-up by AssetMule (Digital Sales Rooms from transcripts): [https://www.gofollowup.ai/]About the show#TheGTMPack is for founders, product marketers, and AEs who want practical GTM, pricing, and sales enablement tactics—no fluff.Connect:Michael on LinkedIn (look for the 🚀): https://www.linkedin.com/in/michaelthoy/Atlas: [runonatlas.com]Justin / #TheGTMPack: https://www.linkedin.com/in/justindorfman87/If this helped, hit 👍, subscribe, and drop your AI pricing questions in the comments - we’ll cover them in a follow-up episode.

AI, Org Design & Brand at Scale — with Koka Sexton, The Godfather of Social Selling

🎙️ From #TheGTMPack Podcast with Jorge Soto

In 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 structure

Why you must rethink what your team looks like in the AI era

Koka’s blueprint for brand-led growth with automation

The role of “you are the media” in a world of LLMs and short attention spans

How 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.” – Koka

Whether 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 of The GTM Pack podcast, we interview Jens Hentschel, Founder, Trainer & Consultant at FIVIS based in London, England. In this conversation, we dig into: 💡 Why sellers need to prioritize understanding their buyer's journey 💡 How do procurement professionals approach purchasing and why it matters 💡 Why sellers must become commercial consultants and help reduce the buyer's anxiety #b2b #gtm #saas #sales

In this episode of The GTM Pack podcast, we interview Ryan Scalera, Inside Sales Manager at Lob based in Lebanon, New Jersey. In this conversation, we dig into: 💡 What is TRULY the current state of sales teams out there based on Ryan's POV? 💡 How are successful reps breaking through the noise in today's climate? 💡 How do managers get the best of their reps within this remote world? #b2b #sales #salesleadership

In this episode of The GTM Pack podcast, we interview Mark Assini, Sr PMM Fintech at Jobber, Host at Product Marketing Life based in London, Ontario, Canada. In this conversation, we dig into: 💡 Key tips for product marketers to better enable sales teams around product launches 💡 How product marketers should communicate one-on-one with sales reps and help them understand the "why" behind their strategies 💡 Key challenges that product marketers should keep an eye out for when launching new products #b2b #productmarketing #pmm

In this episode of The GTM Pack podcast, we interview Sana Ahmed, Founder at The Product Marketing Institute based in New York City. In this conversation, we dig into: 💡 What are the key responsibilities of a PMM & how should they balance their jobs-to-be-done? 💡 What are the key issues PMMs face when engaged in sales enablement & how can they work through them/overcome them? 💡 How to set expectations with sales & customer success on how to work with PMMs #b2b #pmm #productmarketing

In this episode of The GTM Pack podcast, we interview Akash Bansal, Co-Founder at Storylane based in the San Francisco Bay Area. In this conversation, we dig into: 💡 Akash's entrepreneurial journey and what inspired him to launch Storylane 💡 How sales reps can use interactive product demos before, during, and after meetings 💡 Why buyer enablement has arrived and how brands can adapt #b2b #gtm #saas #interactiveproductdemos

In this episode of The GTM Pack podcast, we interview Olivier Labbé, Owner at UpTurn GTM Advisors based in Boulder, Colorado.

In this conversation, we dig into:

💡 How founders can find product-market fit and what it looks like💡 What is more important profit margin or retention/renewals

💡 When should organizations invest in hiring CROs

#b2b #gtm #saas #cro

In this episode of The GTM Pack podcast, we interview Tom Bruining, Co-Founder at HowdyGo based in Sydney, New South Wales, Australia. In this conversation, we dig into: 💡 How interactive product demos are used to optimize the buyer experience 💡 How to use interactive product demos for product marketing releases 💡 Tom's experience bootstrapping HowdyGo and some key learnings #interactiveproductdemos #b2b #growth #productmarketing #startupfounder