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The GTMnow Podcast

GTMnow

Technologie

Business & Entrepreneuriat

Fréquence : 1 épisode/5j. Total Éps: 645

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.

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http://gtmnow.com/
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https://thegtmnewsletter.substack.com/
143 partages
https://gtmnow.com/
38 partages

https://www.linkedin.com/in/ssbarker/
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GTM 115: Lessons from CS to CRO and How Customer Stories are Your Most Powerful Growth Lever with Allison Metcalfe

Saison 1 · Épisode 115

mardi 1 octobre 2024 • Durée 53:36

A transformational leader who specializes in data driven GTM, Allison Metcalfe has had a non-traditional path to the C Suite - starting in Account Management, and being a leader in the evolution of Customer Success, Allison has held a variety of leadership roles across sales and operations in some of Silicon Valley’s most successful companies including Jigsaw (acquired by Salesforce), Demandbase, Quotient (NYSE: QUOT) and Liveramp (NYSE: RAMP), which went from $30M to $500M in revenue and IPO under her tenure.

Discussed in this Episode:

Allison's non-traditional journey from customer success to CRO.
The importance of building a strong post-sales function early on.
Balancing product-led growth with an enterprise sales motion.
The qualities that make an effective modern CRO.
Leveraging customer stories as a powerful growth lever.
Lessons learned from LiveRamp's explosive growth and acquisition by Acxiom.

Highlights:
(2:13) Choosing companies based on people and gut instinct.
(7:40) The transition from purely product-led growth to supporting an enterprise sales motion.
(11:52) The risk of neglecting your core customers during growth.
(16:31) Operationalizing the transition from self-service to enterprise.
(23:55) Lessons learned from LiveRamp's acquisition by Acxiom.
(28:14) Overcoming the desire to be liked as a leader.
(35:25) Beyoncé's "Sasha Fierce" persona as a leadership tool.
(39:16) The role and skills required of a modern CRO.
(45:18) The importance of separating new logo sales from account management.
(48:29) The power of word-of-mouth and focusing on customer outcomes.

Guest Speaker Links (Allison Metcalfe):
LinkedIn: https://www.linkedin.com/in/allisonmetcalfe/

Host Speaker Links (Scott Barker):
LinkedIn: Newsletter:

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