The GTMnow Podcast

GTMnow

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.

  1. How Figma Scaled From $2M to IPO | Kyle Parrish (First Sales Hire)

    18 HRS AGO

    How Figma Scaled From $2M to IPO | Kyle Parrish (First Sales Hire)

    Kyle Parrish joined Figma as the first-ever sales hire when the company was doing $2M in ARR and helped scale it to $950M ARR. Figma then went on to IPO (FIG). But the path there was anything but smooth. In this episode, Kyle breaks down what it actually took to build Figma's enterprise sales motion from scratch, including the no-discount rule that made procurement teams furious, the 40-hour interview weeks when hiring felt impossible to keep up with, and what it was like to lead a 300-person team through a failed $20B Adobe acquisition, and then have their best year immediately after. We cover: - Why Figma refused to discount, even when Microsoft pushed back - How to hire the right first sales rep as a founder - The PLG to enterprise transition most companies get wrong - What the Adobe deal collapse actually felt like from the inside - How Figma went from 3 products to 8 overnight and launched into an IPO - What great sales look like in the AI era Timestamp: 0:00 – Intro 1:02 – Guest intro: Kyle Parrish 1:35 – Joining Figma at $2M ARR in 2018 5:01 – First meeting with Dylan (Figma CEO) 6:13 – How to find your first sales hire 9:05 – Stage alignment in early hiring 11:43 – Early-stage operators need "scar tissue" 13:19 – Northstar metric at Figma 14:13 – Obsessing over customer conversations 16:44 – Building Figma's brand through community 17:31 – Scaling the "unscalable" 20:08 – In-person GTM vs. digital 22:47 – Was there a moment Figma might not make it? 24:48 – Pivoting after the Adobe deal collapsed 28:10 – Figma's no-discount rule 31:05 – Enterprise ELAs replacing discounting 34:47 – What makes a great salesperson in the AI era 36:56 – Missionaries vs. mercenaries in AI-era GTM 39:47 – Spotting the next Dropbox or Figma 43:46 – Kyle's post-Figma investing focus 45:58 – Family, travel & what's next Guest: Kyle Parrish, former VP Sales at Figma LinkedIn: https://www.linkedin.com/in/kparrish8/ X: https://x.com/KyleHParrish Host: Sophie Buonassisi, SVP Marketing at GTMnow LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ X: https://x.com/sophiebuona Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ Sponsors: Nooks - the AI workspace for outbound teams: https://www.nooks.ai/gtmfund .Tech - Domains, where the next generation of builders is planting their flag. Secure your .tech domain today from any registrar of your choice. Transcript available under the episode here: https://gtmnow.com/tag/podcast/ Subscribe to GTMnow for the latest episodes! https://gtmnow.com For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/

    47 min
  2. How AI Killed the Discovery Call | Sam Senior, Founder & CEO of TestBox

    6D AGO

    How AI Killed the Discovery Call | Sam Senior, Founder & CEO of TestBox

    AI isn't just changing how we sell. It's changing how buyers make decisions before they ever talk to you. Sam, Founder and CEO of Test Box, joins Sophie on GTMnow to break down exactly what's happening to the B2B software buying process right now, and what go-to-market leaders need to do about it immediately. If you're a founder, CRO, or AE wondering why your pipeline feels different, this conversation will give you a clear framework for what's happening and what to do next. What we cover: Why 70-80% of purchase decisions are already made before the first call (and it's accelerating)The shift from discovery calls to validation calls, and how to prepareCEO (AI-version of SEO): how LLMs are shaping what buyers believe about your productThe "day one shortlist" shrinking from 3-4 vendors to 1-2 vendorsAgent-to-agent procurement: Sam's timeline for when AI agents fully take over buyingWhy the mid-funnel is actually getting longer, not shorterThe "Fake Nothing, Prove Everything" campaign that went viral post-Series AHow Test Box runs 15 AI experiments per week across the entire companyUsing Google Vertex video analysis to read prospect body language on sales callsHow to build an AI-first culture without burning out your teamBooks: The 15 Commitments of Conscious Leadership, No Ego, Courageous Marketing, Good to Great Timestamps:0:00 - Cold open 1:09 - What Test Box does 2:43 - How buying has changed 5:48 - What founders/CROs should do now 7:05 - GEO: AI version of SEO 9:02 - Why mid-funnel is expanding 21:17 - Agent-to-agent procurement 26:02 - All procurement by agents in 3-5 years 29:09 - How vendors differentiate beyond product 33:30 - The croissant campaign breakdown 45:50 - 15 AI experiments per week 47:10 - Analyzing prospects via video AI 48:29 - Building AI culture in your team 52:39 - Book recommendations Guest: Sam Senior, Founder and CEO TestBox Linkedin: ⁠https://www.linkedin.com/in/samuelsenior/⁠ Test Box:⁠ https://www.testbox.com⁠ Host: Sophie Buonassisi, SVP Marketing at GTMnow LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ Newsletter:⁠ https://thegtmnewsletter.substack.com⁠ Visit us on:⁠ https://gtmnow.com⁠ Follow us on LinkedIn: / gtmnow Follow us on X (Twitter):⁠ https://x.com/GTMnow_⁠  Follow us on YouTube: / @gtm_now  Follow us on TikTok: / gtmnow_  Follow us on Instagram: / gtmnow_

    57 min
  3. VC: Your First VC Meeting Will Be Agent-to-Agent | Auren Hoffman (Flex Capital)

    APR 15

    VC: Your First VC Meeting Will Be Agent-to-Agent | Auren Hoffman (Flex Capital)

    Auren Hoffman (Flex Capital) joins the GTMnow podcast to share some of the most contrarian takes in tech today, from why AI moats are gone, to why your next VC meeting will be with a bot, to why AI is secretly going to trigger a baby boom. In this episode:- Why Auren runs 500+ AI agents to source deals, and what that means for founders raising capital- The "agent-to-agent" meeting prediction: by end of 2026, first VC conversations will be fully automated- Why every software moat has been "blown up" and what Salesforce, LinkedIn & DocuSign need to do to survive- The OpenAI x The Hustle acquisition breakdown: why it's the smartest (and cheapest) distribution play in AI- Why missing a great deal is 10x more painful than making a bad one, Auren's honest VC mistake framework- The baby boom thesis: why AI, IVF, self-driving cars & cheaper energy could reverse the fertility decline- Why companies won't sign yearly SaaS contracts anymore, and what that means for every B2B founder Auren Hoffman is the founder of Flex Capital, SafeGraph, and LiveRamp. He's an early backer of Replit, Perplexity, Rippling, Vercel, Coinbase, Chime, and AppLovin. Connect with Max: https://x.com/hackitmaxhttps://www.linkedin.com/in/maxaltschuler Connect with Auren:https://x.com/aurenhttps://www.linkedin.com/in/auren/https://www.youtube.com/@summationpod GTMnow shares how the best in tech build, scale and invest.Visit gtmnow.com for more episodes, The GTMnow Newsletter editions, and other content. GTMnow is run by GTMfund - we are an early-stage venture firm made up of 350+ go-to-market executives from the fastest-growing companies. Chapters:00:00 - Intro01:05 - GTMfund Q1 recap 02:38 - OpenAI x The Hustle breakdown 06:18 - Redpoint's optimal VC deployment period 11:24 - Auren Hoffman intro 13:04 - Why am I seeing this deal? 26:26 - Sizing up founders at Replit, Perplexity & Rippling 28:49 - What separates great founders 32:10 - 500+ AI agents for deal sourcing 33:40 - Agent-to-agent VC meetings by 2026 45:13 - Every software moat is blown up 49:09 - Who kills Salesforce next? 51:30 - Why no one signs yearly SaaS contracts anymore 51:50 - AI will trigger a baby boom 56:22 - Thinking generationally #AI #VentureCapital #GTM #StartupFunding #AurenHoffman #FlexCapital #SaaS #ArtificialIntelligence #Founders #Sales Visit us on: https://gtmnow.comFollow us on LinkedIn: https://www.linkedin.com/company/gtmnowFollow us on X (Twitter): https://x.com/GTMnow_Follow us on YouTube: https://www.youtube.com/@GTM_nowFollow us on TikTok: https://www.tiktok.com/@gtmnow_Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow PodcastThe GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

    57 min
  4. How One Hackathon Took Zapier’s AI Usage From 10% to 97% | CEO of Zapier

    APR 8

    How One Hackathon Took Zapier’s AI Usage From 10% to 97% | CEO of Zapier

    Wade Foster is the CEO of Zapier, a company that sits between 7,000+ apps and runs millions of automations every single day. That gives him a front-row seat to how companies are actually adopting AI, not just talking about it. In this episode, Wade breaks down the exact decisions he made at Zapier to go from 10% AI usage to 97% company-wide, why agents and workflows are not the same thing, and what most leaders are getting completely wrong about AI fluency. What you'll learn: The difference between agents and workflows (and when to use which) What triggered Zapier's internal "Code Red" after GPT-4 launched The one-week hackathon that took AI adoption from 10% to 50% overnight The AI fluency rubric Zapier built: Unacceptable, Acceptable, Adaptive, Transformative Why leaders who aren't using AI are the biggest bottleneck in their companies How to measure AI ROI: floor raisers vs ceiling raisers How AI now handles 50% of Zapier's customer support tickets Wade's personal "advisory council" of AI sub-agents he uses for every major decision Why building a company today is 10x cheaper but distribution is 10x harder The truth about fundraising: you're selling your company, not raising money How Zapier stayed profitable by only hiring when it hurt Guest: Wade Foster, CEO of Zapier LinkedIn: https://www.linkedin.com/in/wadefoster/ Company - Zapier: https://zapier.com Host: Sophie Buonassisi, SVP Marketing at GTMnow LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ Newsletter: https://thegtmnewsletter.substack.com Episode highlights0:00 - Intro 1:13 - The Seinfeld Quote & Kanye Text story 3:16 - Workflows vs. Agents: What's the difference? 6:09 - Zapier's Code Red moment 8:55 - The hackathon that moved AI adoption from 10% to 50% 12:06 - Making AI fluency a hiring requirement 13:47 - Building the AI fluency rubric 16:40 - Why leaders are the biggest AI bottleneck 18:12 - Revenue impact of going AI-first 22:09 - Would Wade build Zapier differently today? 23:20 - Is Zapier's moat at risk from agents? 24:59 - Staying profitable with minimal capital 28:37 - The riskiest contrarian bet that paid off 31:52 - Wade's 3 personal AI workflows 36:53 - Favorite books for founders GTMnow is the media brand of GTMfund, sharing go-to-market insights from working with hundreds of portfolio companies backed by 350+ of the best GTM executives. Subscribe for weekly episodes with the operators, founders, and investors behind the fastest-growing software companies.

    39 min
  5. VC: Investing at Inception in the Age of AI Agents | Ed Sim (Founder & GP, Boldstart)

    APR 1

    VC: Investing at Inception in the Age of AI Agents | Ed Sim (Founder & GP, Boldstart)

    Ed Sim has been a VC for 30 years. He's backed companies like Clay, Front, BigID, and Snyk. He writes What's Hot in Enterprise IT every single Saturday, 489 weeks in a row. And right now, he says this is the most exciting and terrifying moment he's ever seen in his career. In this episode, Max and Ed break down what's actually happening inside startups and boards right now, why the old playbooks are dead, and what separates the companies that will survive this AI shift from the ones quietly getting killed by it. Discussed in this episode Why engineering is no longer your bottleneck (and what is) The 5 P's Ed uses to evaluate every inception-stage investment The autonomous enterprise thesis and what it means for how companies are built Why AI-native leadership is now a survival reqxtuirement, not a nice to have The full Clay story: $600K to $100M ARR, how they stayed lean, and what actually unlocked growth The 3 CH's framework for being a great board partner to founders Why the best founders today are inside the AI jet stream, not chasing it What every board meeting sounds like right now Episode highlights0:00 Intro &  1:05 Episode Preview: Ed Sim & Key Takeaways 3:10 The Jet Stream Analogy: Two Types of Companies 5:43 How GTM Operators Should Evaluate Companies Like Angel Investors 7:20 The Collapsing of Moats & AI-Native Business Opportunities 10:00 Rebuilding Industries vs. Selling Software to Them 15:00 Why Old GTM Playbooks Are Dead 17:46 Ed Sim's Background: From Cutco to 30 Years in VC 21:43 The Five P's of Inception Investing 23:04 How to Evaluate Potential & TAM in a Fast-Changing Market 25:40 Staying Ahead of the Jet Stream as a Founder 26:32 The Autonomous Enterprise Thesis 28:44 Agent of the Week: How Companies Should Adopt AI Agents 29:10 How Agents Are Changing Engineering Bottlenecks 31:15 What Incumbents Must Do to Survive the AI Wave 32:53 Intercom, Snowflake & How Legacy Companies Are Adapting 36:43 The Clay Story: How They Found Their Footing 38:33 The Three C's of Working With Founders (Cheer, Challenge, Chill) 40:07 Clay's Growth Trajectory: $600K to $100M+ ARR 41:10 Clay's Agency GTM Model & Community Moat 43:50 Ed's Fund Model: $500K to $15M Checks at Inception 46:57 What's Hot in Enterprise IT & Venture Right Now 48:03 Closing Remarks Key takeaways1. Engineering is no longer your bottleneck. Your people are. Code is shipping faster than your sales, marketing, and customers can absorb it. The constraint has flipped completely and most companies haven't noticed yet. 2. Painkillers beat vitamins every time. The only startups worth backing at inception are solving a hair-on-fire problem someone desperately needs fixed, not a nice-to-have they can live without. 3. The 3 CH's of being a great board partner. Know when to Cheer (when founders are getting beaten up), when to Challenge (when they feel invincible), and when to Chill (when they just need breathing room to figure it out). Elliot used all three with Clay to perfection. 4. If your CEO came from sales, you are in trouble. Surviving this AI shift requires product-driven, agent-native leadership at the top. The companies that adapted, Snowflake, Intercom, Atlassian, all changed leadership first. 5. The best founders are inside the AI jet stream, not chasing it. The question Ed asks every founder today: are you struggling to keep up, or are you the one constantly shipping and adapting faster than anyone can copy you? Thank you to our sponsor Connect with Ed: https://x.com/edsim  / edsim  Connect with Max: https://x.com/hackitmax  / maxaltschuler  Connect with Paul:https://x.com/PaulGTM  / paulsirving   GTM Now is the media extension of GTM Fund, a venture capital firm investing in early-stage B2B companies. Every episode features the operators, investors, and founders defining what modern go-to-market looks like.GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/

    50 min
  6. How Sophos Scales Customer Success for 600,000 Customers in a 24/7 Cyber Threat Environment, with Teresa Anania, SVP of Customer Experience

    MAR 24

    How Sophos Scales Customer Success for 600,000 Customers in a 24/7 Cyber Threat Environment, with Teresa Anania, SVP of Customer Experience

    This episode was recorded prior to Teresa Anania’s move to Chief Customer Officer at Verint. At the time of recording, she was SVP of Customer Experience at Sophos. Teresa Anania (CCO at Verint, formerly CCO at Sophos) joins GTMnow to share how she's built customer success into a true revenue engine at a company serving 600,000 customers across over $1 billion in annual revenue, and why the old reactive, relationship-based CS model is no longer cutting it. At Sophos, the threat landscape is compounding fast. AI is accelerating the speed and sophistication of attacks, which means response times, customer journeys, and success motions all have to evolve in lockstep in order to keep up. Teresa has spent her career at companies like Zendesk, Autodesk, and ON24 building the operational frameworks that make that possible at scale.Mentioned Resources: Cleverbridge: Merchant of Record for Software & SaaS​Guest links: Teresa Anania - LinkedIn: https://www.linkedin.com/in/teresa-anania/ Sophos - LinkedIn: https://www.linkedin.com/company/sophos/ Sophos - Website: https://www.sophos.com/ Host links: Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona Newsletter: https://thegtmnewsletter.substack.com Sponsors: - HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/ - Nooks - the AI workspace for outbound teams, where AI agents handle prospecting, research, and sequencing so reps can focus on conversations. Learn more at https://www.nooks.ai/ - Cleverbridge – the digital commerce platform helping enterprises optimize post-sale revenue through renewals, winbacks, and add-ons with buyer-friendly purchasing experiences. Learn more at https://grow.cleverbridge.com/lp/digital-commerce Transcript available under the episode here: https://gtmnow.com/tag/podcast/ Subscribe to GTMnow for the latest episodes! https://gtmnow.com/ Highlights: 00:00 – Sophos at a glance: 600K customers, $1B+ in revenue, and why cybersecurity keeps growing when everything else slows down01:51 – AI vs. AI: how threat actors are using the same tools Sophos is building against03:02 – The 2026 Active Adversary Report: why attackers are logging in, not breaking in04:20 – Attackers move in 3-4 hours and how Sophos structures CS to respond before the customer even knows there's a problem06:05 – Connecting CS activity directly to retention and expansion: the attribution model08:45 – Advice for early-stage companies that want this kind of rigor but don't have perfect data yet10:06 – Automation as a scale lever: crawl, walk, run and why you should start at the end of the renewal cycle13:43 – The future of go-to-market: self-serve from first touch through win-back, powered by AI18:20 – "The customer should never feel your org chart": building a digital journey that meets people where they are20:39 – Going from legacy manual to digital without blowing up the business22:00 – Dynamic segmentation: why hard lines on ACV are the wrong way to assign CS coverage26:02 – The two-by-two that actually matters: risk, spend, and growth potential32:08 – The humble confidence hire: why Teresa looks for this specific combination across her entire org34:15 – The 5-to-1 scorecard and what Teresa has learned about earning customer trust over time36:14 – Inner and outer feedback loops: how Sophos turns NPS data into cross-functional action38:11 – Why retention has to be an all-company meeting, not a CS slide For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/

    42 min
  7. Bonus Episode: GTMfund Hires a New Partner!

    MAR 23

    Bonus Episode: GTMfund Hires a New Partner!

    Jason Demant just joined GTMfund as Partner, Head of Networks after 6 years at Foundation Capital where he reviewed over 1,000 emerging manager funds and invested in 100+.In this episode, Max (GP), Paul (GP), and Jason break down what separates the VC firms that survive from the ones that quietly die, why the best founders today are skipping mega funds at pre-seed, and what LPs are excited in about emerging managers.What we cover: The real reason raising from mega funds at pre-seed can backfireWhy less than 10% of VC firms ever make it to Fund 3What makes an emerging manager fundable (sourcing, founder support, durability)The media flywheel that gives certain funds an unfair advantageHow LPs should think about mega funds vs. emerging platforms (the barbell approach)Why founders are the ones now choosing their investors, not the other way aroundConnect with Jason:   / jasondemant   Connect with Max:   / maxaltschuler   Connect with Paul:   / paulsirving   GTMnow is the media extension of GTMfund, a venture capital firm investing in early-stage B2B companies. Every episode features operators, investors, and founders on the front lines of go-to-market. Timestamps: 0:00 Intro 1:54 Jason's Background at Foundation Capital 3:07 Why Jason Chose GTMfund 4:35 How Media Has Evolved in the VC Ecosystem 6:20 What Separates Winning Emerging Managers from the Rest 8:28 GTM Fund's Flywheel: Fund, Community & Media 10:41 Building a VC Firm Is Like Building a Startup 12:31 Emerging Managers vs. Mega Funds (a16z, Lightspeed) 14:01 Why Top Founders Are Picking Emerging Managers for Early Rounds 16:36 The LP Perspective: Emerging Managers vs. Platform Funds 18:39 The Barbell Strategy for LP Portfolio Construction 19:14 Early Stage vs. Growth Stage: Risk, Return & Why Early Stage Wins 20:18 Closing Thoughts & Welcome to the Team Visit us and subscribe: https://gtmnow.com Follow us on LinkedIn:   / gtmnow   Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube:    / @gtm_now   Follow us on TikTok:   / gtmnow_   Follow us on Instagram:   / gtmnow_   Sign up for the Newsletter: https://thegtmnewsletter.substack.com

    22 min
  8. Inside ServiceNow’s $10B Go-to-Market Engine with Paul Fipps

    MAR 17

    Inside ServiceNow’s $10B Go-to-Market Engine with Paul Fipps

    NEW: @Paul Fipps (President of Global Customer Operations at @ServiceNow) joins GTMnow to break down how ServiceNow built the customer engine behind $10B+ in revenue and 20%+ growth for five consecutive years. From CIO at Under Armour overseeing a 300 million-member connected fitness ecosystem, to now leading global sales, customer success, field marketing, and partners at one of the most disciplined GTM organizations in enterprise software, Paul has seen what it takes to scale from both sides of the table. In this conversation, you'll learn: - Why complacency is a bigger threat than competition at scale - How to detect churn long before it shows up in a report - What a CIO cancelling 900 AI pilots tells you about where enterprise AI is actually headed - How ServiceNow unified sales, customer success, field marketing, and partners into one GTM motion so customers never feel the org chart - Why ServiceNow monitors customer health daily — and what signals their teams actually track - How community became a core GTM advantage, not just a marketing channel - How ServiceNow’s AI Control Tower governs agents across the enterprise stack - Inside “Now on Now”: how ServiceNow generated $335M in annualized AI productivity gains using its own platform - How integrating Claude into the GTM workflow cut account planning from days to minutes - What DTC product thinking from Under Armour unlocked in enterprise GTM - How ServiceNow shifted from 6-month product releases to monthly innovation cycles - Paul’s advice for building a world-class GTM organization: put the best people in the right seats Guest links: Guest - LinkedIn: https://www.linkedin.com/in/paulfipps/ Guest company - LinkedIn: https://www.linkedin.com/company/servicenow/ Guest company website: https://www.servicenow.com/ Host links: Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ Sophie Buonassisi - X (Twitter): https://x.com/sophiebuona Newsletter: https://thegtmnewsletter.substack.com Sponsors: HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/ Transcript available under the episode here: https://gtmnow.com/tag/podcast/ Subscribe to GTMnow for the latest episodes! https://gtmnow.com/ Highlights: 00:00 – How ServiceNow built one of the most disciplined GTM engines in enterprise software01:22 – 80B workflows, $10B+ revenue: what gets harder and easier at scale02:05 – Why complacency is the real threat at scale05:49 – Why ServiceNow unified sales, customer success, field marketing, and partners under one motion06:49 – The post-sale handoff problem: signing on Friday, new team showing up Monday08:22 – How to spot churn before it shows up in a report09:55 – How often ServiceNow teams check customer health12:25 – If you took away the dashboards, how would you know a customer is truly winning?15:35 – Why Paul blocks calendar time every week for direct customer conversations (and responds within 24 hours)17:53 – From Under Armour to ServiceNow: what DTC product thinking unlocks in enterprise B2B21:06 – The personalization gap in B2B enterprise software and how ServiceNow is closing it25:18 – The CIO with 900 AI pilots who cancelled every single one26:03 – How embedding agentic AI inside existing workflows drives measurable ROI32:39 – "Now on Now": $335M in productivity gains running on their own platform34:18 – Integrating Claude into the GTM motion for all 10,000 go-to-market team members36:44 – The AI control tower: governing every agent across the entire enterprise39:15 – Paul's one piece of advice for every GTM leader: get the best people in the right seats40:21 – The book that shaped Paul's career: Execution by Bossidy & Charan For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/

    41 min
See All (626)

5
out of 5
15 Ratings

About

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.

Information

  • Creator
    GTMnow
  • Years Active
    2018 - 2026
  • Episodes
    626
  • Rating
    Explicit
  • Copyright
    © GTMnow
  • Show Website
    The GTMnow Podcast

You Might Also Like