Explore every episode of the podcast The Data Room

Most companies treat GTM like a dashboard, but the real opportunity is to run it like an operating system. AJ Gandhi and I discuss:The GTM efficiency drop: Leaders are relying on lagging metrics (CAC/LTV, payback) instead of diagnosing root causes.The Shift: Leaders need to align incentives around retention and focus on full-funnel, leading metrics to run GTM as an operating system.Where to Go Next: Companies that make this shift drive higher retention, better efficiency, and stronger collaboration across Sales, Marketing, CS, and Finance.

Sam Jacobs, CEO of Pavilion, joins me to unpack why “growth at any cost” no longer works in today’s capital-constrained market. We'll discuss Sam's Profitable Efficient Growth (PEG) framework—aligning incentives, investments, and metrics around long-term customer value instead of short-term pipeline wins.

Key Takeaways We'll Cover:

• Unit Economics First: Build P&L fluency across GTM leaders; metrics like LTV:CAC and payback must guide decisions.
• Retention > Acquisition: Comp plans and KPIs should reward renewals and expansions, not just new logos.
• Disciplined Investment: Size bets in tranches (60% proven, 30% probable, 10% experimental) and avoid irreversible commitments.
• Aligned Incentives Drive Behavior: Shared, cross-functional metrics and retention-linked comp keep Sales, Marketing, and CS rowing in the same direction.

Join me and Todd Gardner for a webinar on sales compensation for UBP SaaS. We'll dig into actionable insights on optimizing sales compensation for usage-based pricing SaaS models. Learn how to align sales and customer success teams to drive sustainable growth.

Key Takeaways:

• Aligning Sales & CS roles with compensation.
• Accurately measuring and incentivizing expansion.
• Adapting the 50/50 base + commission model for UBP.
• Tracking the right metrics for sales performance.

Join Scott Stouffer, CEO of scaleMatters, to discover how leading PE-backed companies use a new approach to GTM meetings. I'll show you how to cut through data noise, align commercial and finance leaders, and identify actionable priorities that drive measurable results.

Key takeaways:

• Quickly spot what’s working—and what isn’t—across the entire go-to-market motion, not just in silos.
• Learn to move beyond passive metrics review and consistently align your team on the few initiatives that matter most for valuation, growth, and profitability.
• Bring your revenue, customer, and financial metrics into a single, actionable narrative.
• Use proven value levers—like ICP lead flow, funnel conversion, ASP, churn/expansion—to establish and track priorities that increase enterprise value and predictability.

In this webinar, Dave Boyce shares his framework for designing go-to-market systems that are AI-ready, insight-driven, and built for sustainable growth. We’ll explore how CEOs must now operate as system architects, why GTM starts at the data layer, and what it takes to rewire your business for precision, performance, and adaptability in the age of AI.

We’ll cover:

• Why most GTM systems lack the instrumentation to scale
• How product-led and AI-native models are changing the game
• What kind of GTM design actually supports profitable growth
• Why leaders must become system architects, not tool shoppers

In this webinar, I'm joined by Sangram Vajre—co-founder of GTM Partners and author of MOVE—to walk through the core components of a real GTM operating system. We’ll cover:-What your market fit looks like when translated into real operating models

-How to use Sangram’s 8 key questions to build a shared, cross-functional view of your business

-Why the right GTM operating system helps you establish the data ecosystem needed to prioritize the right things, faster

In this session, we'll explore how finance and GTM teams can finally align around the metrics that matter. From ARR breakdowns to usage-based revenue models, we'll unpack how to marry financial discipline with go-to-market execution—and why clean, joined-up data is the missing link.

If you’re a SaaS CFO, RevOps leader, or GTM exec navigating forecasting, comp plans, or variable revenue—this is the conversation you need.

In this session, revenue expert Will Sullivan breaks down the ARR Waterfall Framework—a proven approach for analyzing growth, churn, and retention at the customer-product level to uncover the true performance of your revenue engine.

You’ll learn how to:

-Break ARR into actionable components like upsell, churn, and lapse

-Diagnose expansion risk and revenue leakage before the board does

-Align GTM and Finance teams around one shared, strategic view of revenue

-Use ARR Waterfall insights to improve planning, valuation, and exit outcomes

On this episode of The Data Room, scaleMatters CEO, Scott Stouffer, is joined by Ray Rike, Founder and CEO (Chief Evangelism Officer) of Benchmarkit, to break down which SaaS metrics matter most—and which ones are leading leaders astray.They dive into why CAC ratio is still king, how misuse of the SaaS magic number clouds GTM decisions, and the one benchmark shift that helped a $30M SaaS company deliver its highest-ever exit. Ray also shares why investors and operators interpret benchmarks differently—and what every founder should know before leaning on them to drive valuation.

On this episode of "The Data Room," scaleMatters CEO, Scott Stouffer, is joined by Dirk Sahlmer, head of origination at saas.group to break down what it takes for founder-led, early-stage companies to exit in today's challenging environment. They uncover the most common issue that kills deals, discuss how founders/CEOs unknowingly cripple deals, and what leaders can do to stand out in an increasingly overpopulated exit landscape.

In this episode of "The Data Room," Scott and guest, Charlie Moss, CRO at TMG, break down how to use data to drive business decision making. Charlie shares a case study about how his team was able to use data and instrumentation to accurately measure the business impact of a new initiative, which ultimately led to a 2x increase in deal size. They also cover different strategies for building alignment across departments, what more business leaders should understand about data, and why long-term thinking about data is critical to long-term success.

On this episode of "The Data Room," CEO Scott Stouffer sits down with Beth Deck, CFO of Solutions by Text, to talk about why GTM data is the key strategic tool driving business performance. Beth breaks down why precise data definitions are critical for arriving at accurate analysis. They also cover GTM data as leading indicators of financial performance, why so many companies have passive data reporting postures, and the role curiosity plays in understanding the story behind the data.

In this episode of "The Data Room," CEO Scott Stouffer talks with Mike Belkin, Head of Global Private Equity Practice at Zuora. Mike shares how he organized a PE GTM motion at Zuora and talks about the risks and benefits of such a motion. Scott and Mike also discuss value creation, the legacy issues related to switching to a usage model, and common pitfalls when leveraging PE as a GTM channel.

In this episode of "The Data Room," CEO Scott Stouffer talks with Kelly Ford, growth equity investor at Edison Partners. Kelly shares a case study from one of her clients on how understanding their data helped them attract more new logos. They also discuss how data hygiene impacts PE capital investment, the best was to segment prospects and clients, and more.

In today’s episode, our guest Aaron Levine (CFO of Prophix) walks us through the role of the CFO in B2B SaaS businesses. We discuss GTM data’s role as the new financial data for SaaS , how instrumentation can drive growth, and why examining and integrating data systems is critical for incoming CFOs.

Scott shares his experience as a 5-time CEO as well as an independent Board director on multiple companies. Some highlights from this episode include:

Challenges - Why is BOD reporting so challenging and cumbersome for VC/PE backed companies?

Perspective - What are the responsibilities of the Board and what do they need to know to execute those responsibilities?

Frequency - what to report on a monthly basis vs. quarterly basis

Content - what to include (and not include) in your BOD meetings?

Noisy KPI dashboards & static scorecards have made us all numb to data. Nothing jumps out as actionable. That's why we need CONTEXT.

In Episode 22 of The Data Room, Scott Stouffer explores the five key elements of context that make Go-to-Market reporting actionable so you can improve operations and outcomes.

1. Time
2. Plan
3. Benchmarks
4. Relative Impact
5. Journey Relationship

Here's what we cover in Episode 21:

• 3 choices for building a comphrensive RevOps function
• 5 factors to consider when choosing the right approach 

TL;DR - You can't build RevOps properly with just one person!

In Episode 20 we'll cover:

• 2 core requirements for RevOps
• 5 skill sets you need in RevOps

B2B companies face an uphill climb when it comes to scaling. There’s a sizable amount of risk that these companies must address in order to grow and potentially raise more funding.

In this episode, scaleMatters CEO and Co-Founder Scott Stouffer shares his insights into the tough journey that startups face and how they can navigate this journey efficiently and effectively:

• The odds that startups face to get past the initial seed stage (0:48)
• Why product/market/message fit is important and how to find it (4:10)
• How to build a scalable and repeatable go-to-market engine after seed stage (9:07)
• The importance of RevOps when fighting the odds of scaling (15:31)

You’re a growing B2B company with some traction and some initial customers. Should you hire a RevOps leader or a business analyst to help with your go-to-market engine?

Ideally, you’d have enough capital to hire both, but that’s rarely the case.

In this episode, Scott Stouffer, scaleMatters CEO and Co-Founder, reviews the case for hiring a RevOps leader or a business analyst.

He reviews:

- The data that CEOs need when they’re growing an early-stage business (1:17)

- What data is useful for determining what strategies are most effective vs. least effective (2:42)

- The core tech stack that B2B companies should invest in (6:07)

- Why RevOps is so popular for managing your tech stack (7:07)

- The differences between a RevOps leader and a business analyst (10:!2)

As a B2B startup, you have many avenues available to start building. It can be a bit overwhelming to figure out where to put your focus.

Once you build your sales and marketing teams, is it time to start building out a revenue operations function?

Join Scott Stouffer, CEO and Co-Founder of scaleMatters, as he reviews the timing of investing in RevOps as a B2B startup:

- When it’s too premature to invest in RevOps (1:06)

- Challenges that indicate that it’s time to invest in RevOps (4:01)

- Why you shouldn’t leave it to sales or marketing teams to manage your tech stack (8:11)

Raising your Series A funding is an exciting time. You’ve gained traction in an initial customer market and investors are showing confidence that you can scale. But now what?

Your first 100 days after completing a Series A round are crucial - it’s time to get planning.

Learn what Scott Stouffer, scaleMatters CEO and Co-Founder, recommends once you raise a Series A round of financing:

- Common priorities to include in your 100-day plan (1:05)

- Why a delay in investing in RevOps could be detrimental to your growth (5:20)

- The specific skills CEOs should look for in a RevOps team (8:24)

Your strategies and tactics change depending on the size of your company. The same can be said for revenue operations.

In this episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, walks through the ways RevOps solves challenges specific to seed, Series A, and Series B companies:

He covers:

- The risk profile of a business related to the stage of funding (1:41)

- The value of RevOps for seed stage companies (4:05)

- The value of RevOps for Series A stage companies (6:05)

- The value of RevOps for companies at Series B and beyond (12:53)

B2B startups might often hear the term “revenue operations” and think that they’re too early to invest in an operational component of their business.

In reality, the earlier you invest in revenue operations (RevOps), the stronger you are setting yourself up for growth.

In this episode, Scott reviews the importance of RevOps for an early-and growth-stage startup:

- The impact of the RevOps function on B2B startups (1:17)

- The type of expertise needed to manage a B2B tech stack (5:15)

- How startup CEOs can use RevOps as a strategic asset (7:56)

- The top 4 ways RevOps can underpin revenue growth (15:41)

All startup CEOs care about revenue. But if you’re bootstrapped, do you need to care about revenue operations?

In this episode, Dan Quirk, Head of Marketing at scaleMatters, shares the thought process behind investing in RevOps (revenue operations) at a bootstrapped B2B company.

He covers:

- His conversation with a bootstrapped B2B startup about RevOps (1:18)

- Whether or not bootstrapped companies need to invest in RevOps (5:10)

- The main responsibilities of a revenue operations leader or team (11:54)

- 3 ways that RevOps helps startup companies grow (17:10)

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 an organization

- How to find cohesion between marketing, sales, and customer success

- How to choose what metrics to follow at each stage of the sales cycle

- How to stop over-brainstorming and start executing

- The value RevOps brings to the C-suite

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com.

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

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 forward.

We discuss:

- Why a business analyst should be your first hire

- Why you need to go beyond data into insights to make better decisions

- Customer acquisition and understanding your ICP

- Where and how to recruit a business analyst

- Why you need change controls to ensure sanctity of data

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com.

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

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:

- GTM data hygiene challenges in an early stage startup

- The relationship between marketing ops and RevOps

- Transitioning from a one-person show to a RevOps leader

- The benefits of investing in GTM data before scaling rapidly

- Aligning customer journey mapping with content strategy

Mentioned during the podcast:

- Cracking the Sales Management Code by Jason Jordan with Michelle Vazzana

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com.

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

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

- Why GTM leaders should become best friends with data, RevOps, CS, and product

- The data infrastructure necessary for a global brand

- ClickUp’s KPI evaluation process for PLG

- The scope of the Chief of Staff role

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com.

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

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 tools are integrated

- Why BI and insights are so critical

- Merging multiple ops teams and data models

- The perfect ops team

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com.

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

How can RevOps leaders get a seat at the executive leadership table? Here’s a secret: The revenue operations team often knows more about the tactical ins and outs of growing the company than any other department.

In this episode, Scott Stouffer (CEO and Co-Founder of scaleMatters) explores tangible ways that RevOps leaders can provide such strategic value:

- Identify friction in the go-to-market engine (1:35)

- Optimize for product-market message fit (3:25)

- Capture information about your prospects faster and more accurately (4:58)

- Improve sales conversations and prospecting scripts (6:36)

- Refine competitive positioning in an unbiased way (7:44)

- Determine which sourcing strategies are most effective (9:06)

- Calling out process breakdowns relatively quickly (10:20)

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

- Creating content for omnichannel dominance

- Getting your CAC in the right place

- How eliminating budget waste drives innovation

- Approaching rev gen like a manufacturing process  

Resources mentioned during the podcast:

- The State of Demand Gen podcast, hosted by Chris Walker  

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com.

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

Have you ever had to clean up your CRM? If you’re like most RevOps leaders, it’s a regular chore to audit CRM data and ensure all the data is standardized.

What if there was a better way to handle these cleanups - so you wouldn’t have to do them at all?

In this episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, shares the pitfalls of periodic CRM data cleanups:

- The cycle of why the CRM never seems to stay clean (1:27)

- How to use data integrity protocols to ensure better data integrity (3:59)

- Tips to create a culture of data sanctity with your sales team (8:07)

Multi-touch attribution gets a lot of attention from marketing teams, but how much of it is necessary?

For all of the hype around attribution models and technologies, Scott Stouffer argues that focus could be better spent on more productive activities. Join Scott in The Data Room as he explores the issues with multi-touch attribution reporting:

- Reviewing the three goals of multi-touch attribution reporting (and which one is destructive to companies) (1:34)

- Explaining why it’s almost impossible to truly measure marketing influence (3:02)

- The problems with multi-touch attribution with a longer sales cycles (5:55)

- Introducing concept of multi-cycle attribution and how it can be more reflective of the true sales cycle (12:40)

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 prospecting
• Why alignment is the key to success
• How deals aren’t won or lost alone
• The 3 C’s of sales  

Resources mentioned during the podcast:

• Insight Selling by Mike Schultz and John E. Doerr  

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com.

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

An important part of growing a company is having a solid brand. Among the many things to tackle when brand building is figuring out the optimal way to position yourself in relation to your perceived competition.

In this 10-minute episode, Scott Stouffer (CEO and Co-Founder of scaleMatters) reviews the importance of nailing your competitive positioning, including:  

- The goals of strong competitive positioning (2:02) 

- What early-stage companies should do when they don’t have direct competitors (4:22) 

- How to start building your competitive positioning (7:10) 

- A pro tip to use Gong and Chorus to efficiently build understanding (9:10)

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 planning process

- How focusing on the growth of your people positions your company for growth

- Why buyer intent data is important

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com.

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

Go-to-market data can be defined as data captured in your go-to-market tech stack (your CRM, marketing automation, or sales enablement tools). But although many people are capturing data, not many people know how to use it to improve customer acquisition and retention approaches.

In this quick-hitting 10-minute episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, discusses the best ways to use and capture GTM data:

- The goal of using go-to-market data to improve customer acquisition (1:16)

- Two types of data to track to improve your GTM process (3:19)

- How to capture GTM data to easily aggregate and analyze it (5:28)

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 GTM leader

- How to level up and avoid mediocrity

- Hiring a team that complements your skillset

- Avoiding analysis paralysis

- Balancing the feel good stuff with hard data — the best of both worlds

To leave your mark as a GTM master, remember that authenticity and true success come from your work ethic, the example you set, and surrounding yourself with people who compliment your strengths.

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com.

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

The processes and tools that worked in the seed stage of your company become difficult to manage as you hire more people and service more customers. One critical component that should not be overlooked as your tech company scales: How you handle your data.

In this 10-minute episode, Scott Stouffer, scaleMatters CEO and Co-Founder, explains why data is so important to the growth of your business. Scott reviews:

- The reasons for product-market message fit issues when scaling (1:19)

- The difficulties of ensuring high quality data in your CRM when scaling (4:26)

- The complexities that arise when trying to analyze data when scaling (5:15)

- How to capture data to refine product-market message fit (8:19)

- Why investing in revenue operations can save your team headaches down the line (9:21) 

Interested in more quick-hitting discussions about data integrity? Check out the other episodes of The Data Room on Apple, Spotify, or wherever you listen to your favorite podcasts.

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 work to keep on track so that the company can avoid any surprises down the road.

In this episode, she explains how the “World Clocks” KPI management system works and why it’s so helpful. 

Topics covered: 

- Managing go-to-market proactively

- Gaining buy-in and implementing “World Clocks”

- Ensuring data integrity

- When to bring in sophisticated data modeling

- CRO/CMO relationship management 

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com.

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

Evaluating a company’s go-to-market data is one way potential investors de-risk an investment and gain confidence when they perform due diligence. They want to understand the current state of the go-to-market engine and its capacity to support near-term growth. 

In this 10-minute episode, Scott Stouffer, CEO and Co-Founder of scaleMatters discusses more about the importance of go-to-market data and its impact on company growth and potential valuation. 

• The metrics that investors look for when evaluating a company (0:45)
• Why missing or poor quality go-to-market data adds perceived risk for investors (3:25)
• The type of data early-stage and growth-stage companies should start tracking to maximize their growth (5:34)

Modern revenue leaders have a lot to keep track of across product, marketing, sales, and service functions. 

However, there are five specific principles of go-to-market leadership that demand the most attention in order to ensure that your revenue engine is optimized:

1. Motivating
2. Planning
3. Learning Your Customers
4. Focusing on What Matters
5. Hiring

Brian Froehling, Executive Vic e President, Head of Global Sales at Brightcove , shares his insights on the five principles all world-class go-to-market leaders need to master.

We discuss:

- How to avoid demotivating sales teams with unrealistic quotas

- Building revenue plans that match your go-to-market process

- Gaining a deep understanding of customer problems and desired outcomes

- Focusing the GTM team on what matters

- One interview question that will drastically improve your sales hire success rate

Resources mentioned during the podcast:

- Who by Geoff Smart 

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com. 

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

Your go-to-market data is more tightly connected to your growth and scalability than you might initially believe. 

In this episode, Scott Stouffer discusses the importance of tracking go-to-market data on a granular level, and the reasons why this data is often plagued with data integrity issues.

- How go-to-market data impacts growth and scalability (1:03)

- Why so many growth-stage companies experience inefficiencies in their customer acquisition (2:15)

- What is a granular data model and examples of implementing it in your own company 4:51)

Gaps in alignment between sales, success, and marketing can spell disaster if you’re trying to effectively run an ABM play. When your goal is to take a more coordinated approach, especially around enterprise accounts, it’s crucial to maintain connective tissue across your revenue function — which is where RevOps comes in.

In this episode, Doug Houvener , Senior Director of Revenue Operations at WebPT , explains why RevOps is the key to moving up-market in B2B SaaS.

We discuss:

• Why RevOps is the key to ABM
• Internal and upmarket metrics for RevOps
• Why having a plan for your data is important
• Advice for the first 30 days in a RevOps role

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com. 

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

In this special episode of The Data Room, we’re joined by co-host Dan Quirk (host of Go-to-Market Excellence podcast) and Sangram Vajre, Chief Evangelist and Co-Founder of Terminus. 

Sangram discusses the process of authoring his latest book, MOVE: The 4-Question Go-to-Market Framework and the benefits of prioritizing your go-to-market strategy.

• An overview of the MOVE framework, built out of interviews with hundreds of companies (1:25)
• The nuances between the business stages of problem fit, product fit, and platform fit (5:35)
• Two arguments why go-to-market is broken in many organizations (9:30)
• A look into revops at Terminus and why an unbiased scorecard makes executive meetings more productive (12:23)

For more information on Sangram and MOVE: The 4-Question Go-to-Market Framework, visit themovebook.com 

Check out our additional conversation with Sangram on the Go-to-Market Excellence podcast (found wherever you listen to your favorite podcasts).

RevOps is one of the most important roles in any organization, second only to the CEO, and it will stay that way over the next three to five years.

Why is it so important and how do you implement a go-to-market framework that works for your team?

In this wide-ranging conversation, special co-host Heather Quitos and I interview Sangram Vajre, Co-Founder and Chief Evangelist at Terminus, about his new book MOVE and the lessons that it teaches us about the RevOps function.

We discuss:

• Who owns GTM
• Why RevOps is the second most important role in any organization
• Why GTM effectiveness is more important than GTM efficiency
• The positive side effects of an autonomous RevOps team
• Building a GTM tech stack strategically

Check out these resources we mentioned during the podcast:

• The Data Room podcast 
• Flip My Funnel podcast 
• The MOVE: The 4-Question Go-To-Market Framework 

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com. 

Hear more go-to-market excellence by subscribing in Apple Podcasts , Spotify , or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

For any startup looking towards their series A or B funding rounds, realistic financial forecasts are a must. In addition to that, the companies that find success infuse their go-to-market strategies with funnel principles.

In this episode, Arthur Nobel , Principal at Knight Capital, explains how startups should approach financial forecasting, how a funnel mindset is what you need to succeed, and how a VC evaluates key go-to-market indicators.

We discuss:

-The danger of spreadsheet sales

-Considerations for financial forecasting

-The importance of having a funnel mindset

-How to apply funnel principles to larger ACV Enterprise environments

-Go-to-market fit indicators that series A/B VCs look for before investing

Have an idea for a guest or show topic? Email me at dan@scaleMatters.com. 

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

The phrase “data-driven” gets thrown around with many revenue, sales, and marketing leaders. Just because you’re capturing a lot of data, doesn’t mean you’re data-driven. It doesn’t mean you’re using data to power your business decisions.

In this 10-minute episode, scaleMatters CEO and Co-Founder Scott Stouffer reveals the reasons why there’s a large misconception about being data-driven:

• Why companies are actually performance first and data second (1:33)
• How putting your data first puts you in position to impact outcomes faster (3:20)
• The trap of “fail fast mentality” without any rigorous data measurement (7:04)
• Actionable tips to evolve from falsely data-driven to data-first (9:14)