Existing Customers Are the Real Growth Engine
"Don't wait until it's too late" / "Build it before you need it" - Alex Raymond on The Transaction . Alex has been focused on what he calls the growth department for years. Everyone knows you need it, but what are you doing about it? As Alex says in the highlight reel - don't send in the JV team. I will leave everyone with one my favorite scoldings from my guy David Brock in one of his amazing emails to me: "The idea that existing customers are the most important element to growth has been a fundamental principle of every business for millenia, yet SaaS thinks it's new and innovative. When I share this with the majority of my clients, it's "Ho hum, they are just discovering this??" Bam
Kristina McMillan Leads GTM AI Research, Delivers Impact
This is Kristina McMillan . I worked with her at SalesRamp with Stuart Silverman where she started as an intern, TOPO where she ran the business for me and Scott Albro , and now at Scale Venture Partners . When...
Peter Giordano: Startup GTM Bulldog Shines at AI Summit
This is Peter Giordano . You see that big smile? This guy loves working with startups on the hardest parts of GTM strategy - overall GTM, messaging, positioning, product, pricing. He is an absolute bulldog. There is only 200% for...
Tyler Harnish Drives Bold GTM Strategies for Founders
This is Tyler Harnish at the Scale Venture Partners GTM AI Summit. He has been an EIR for us for over a year now. He works with Founders and CROs on their GTM and sales strategy. He thinks really big...
From Quantity to Quality: GTM AI’s Next Phase
My article on Topline on GTM AI. Phase I has been about quantity. Phase II is about doing better. https://lnkd.in/g5XZPD2a
Welcoming Top GTM Advisor Robert Koehler to Our Team
This is Robert Koehler . We brought him on as a GTM Advisor for He was also a TOPO consultant. He is one of the best sales advisors on the market. This pic from Zach Dobson from the GTM AI...
Small Face‑to‑Face Events Drive Top Marketing Engagement
Saturday photo drop from Scale Venture Partners GTM AI Summit. A lot of marketers are saying that smaller f2f events are one of their top channels. Love that. Tip of the day: you know held a great event when people...
Future Marketing Orgs: 81% Already Using AI
A webinar. With amazing people Sydney Sloan Kathy Macchi Amazing topic: the marketing org of the future. Preview data point from the Scale Venture Partners State of GTM AI: 81% of marketers are using AI regularly. Link in the comments
Managing Cloud Employees Requires Strategic Hiring and Training
1. The entire Gabe Larsen episode on The Transaction was epic 2. Are you tracking your ECE? (employee to cloud employee ratio) 3. The change management required for supporting cloud employee is not trivial. You have to decide what they...
AI Is Reshaping GTM Team Structures
Breaking my own rules and leading with a plug, James Kaikis is my guy and he has launched GTMshift . As part of his launch, he has produced some incredible video content. James knows the GTM is in the middle...