The Data Room

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Join scaleMatters founder and CEO Scott Stouffer as he reveals the secrets to GTM excellence. We're sharing real-world case studies of B2B SaaS companies who transformed their business through high-performance data analytics. In candid conversations with CFOs, investors, and board members, Scott uncovers actionable insights that supercharge your GTM engine and drive efficiency.

  1. 03/10/2025

    How Incentives Shape GTM Outcomes with AJ Gandhi

    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.

  2. 26/09/2025

    How to Achieve Profitable Efficient Growth with Sam Jacobs

    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.

  3. 04/09/2025

    Deep Dive: Sales Compensation for Usage-based Models with Todd Gardner

    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.

  4. 28/08/2025

    Turn Your Monthly GTM Meetings Into Your Most Strategic Asset

    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.

  5. 18/08/2025

    How to Unlock Revenue with AI-Native GTM with Dave Boyce

    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 scaleHow product-led and AI-native models are changing the gameWhat kind of GTM design actually supports profitable growthWhy leaders must become system architects, not tool shoppers

  6. 07/08/2025

    Operationalizing Your GTM Operating System with Data with Sangram Vajre

    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

  7. 31/07/2025

    How CFOs and GTM Leaders Can Align Finance and Metrics with Ben Murray

    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.

  8. 22/07/2025

    Achieving Revenue Exit Readiness with the ARR Waterfall Framework With Will Sullivan

    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

Elenco completo (61)

Descrizione

Join scaleMatters founder and CEO Scott Stouffer as he reveals the secrets to GTM excellence. We're sharing real-world case studies of B2B SaaS companies who transformed their business through high-performance data analytics. In candid conversations with CFOs, investors, and board members, Scott uncovers actionable insights that supercharge your GTM engine and drive efficiency.

Informazioni

  • Creatore
    scaleMatters
  • Anni di attività
    2021 - 2025
  • Puntate
    61
  • Classificazione
    Contenuti adatti a tutti
  • Copyright
    © scaleMatters
  • Sito web del podcast
    The Data Room