GTM by the Numbers

Benchmarkit Podcast Network

Dive into the world of Go-To-Market (GTM) strategies with "GTM by the Numbers," where we decode the metrics that make markets move and revenues rise. Each episode, join us as we uncover the most effective tactics and strategies that top GTM leaders are using to shape the future of sales, marketing, and customer success. From detailed discussions with industry experts to tactical insights that you can implement today, this podcast is your essential guide to mastering the numbers that drive revenue success. This is brought to you by the Benchmarkit.ai podcast network.

Episodes

  1. Ep 12: AI in GTM: What Works, What Doesn’t, and How to Win in 2026

    JAN 13

    Ep 12: AI in GTM: What Works, What Doesn’t, and How to Win in 2026

    In this special two-guest episode of GTM by the Numbers, host Brandon Redlinger sits down with David Knight, Co-Founder and CEO of Avarra, and Neil Weitzman, Fractional CRO, GTM advisor and Founder of PORCH, for a nuanced and tactical discussion on the role of AI in go-to-market execution. Together, they unpack the often-overlooked challenges of AI adoption, from the misuse of AI-generated outbound to the strategic need to scale a company’s unique “play.” Drawing on their deep experience in both enterprise and startup environments, David and Neil offer fresh takes on what’s actually working, why so many teams are missing the mark, and how to bridge the gap between AI tools and real GTM outcomes. What you'll hear in this episode: – Why adding AI to a broken play only scales failure – How great coaching is being redefined through AI avatars – Why late-stage losses are the most expensive metric you're ignoring – The myth of AI-generated productivity without process redesign – What good AI-human collaboration looks like in real-world GTM teams – How leaders should think about ROI from AI initiatives (and what not to do) – Why internal willingness to change is the real AI unlock If you're tired of the hype and ready for a grounded conversation on AI’s real role in GTM, this episode is your roadmap. Connect with David Knight on LinkedIn at https://www.linkedin.com/in/davidrknight/ Learn more about Avarra at https://www.avarra.ai/ Connect with Neil Weitzman on LinkedIn at https://www.linkedin.com/in/neilweitzman/. Learn more about Weitzman GTM at https://weitzmangtm.com/ Connect with Brandon Redlinger on LinkedIn at https://www.linkedin.com/in/brandonredlinger/ See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    55 min
  2. Ep 11: The New Rules of Pricing, Packaging and Monetizing in the Age of AI with Marcos Rivera

    11/04/2025

    Ep 11: The New Rules of Pricing, Packaging and Monetizing in the Age of AI with Marcos Rivera

    In this episode of GTM By the Numbers, host Brandon Redlinger sits down with Marcos Rivera, Founder of Pricing I/O and author of Street Pricing, to unpack the radically shifting world of SaaS and AI pricing models. Marcos has helped hundreds of tech companies—from startups to scaled platforms—navigate monetization strategy, and in this conversation, he shares practical insights on how to stay profitable in the new AI economy. Marcos breaks down why SaaS pricing playbooks no longer work for AI-native products, and why leaders must rethink how they measure value, define margins, and build customer trust. He introduces new frameworks like BAM (Base, Allowance, Meter) and REAL (Revenue, Expense, Avoidance, and Lift), and outlines exactly how to price and package AI tools in ways that drive real adoption and protect long-term revenue. What you’ll hear in this episode: The biggest mistakes leaders make when monetizing AIWhy “wishful ARR” is screwing up GTM forecastingHow to structure hybrid pricing models using BAMWhy value attribution is a team sport (not just marketing’s job)The new risk-adjusted ROI mindset investors are demandingWhen to underscore, upgrade, or unlock your AI productWhat most people misunderstand about usage-based pricingWhy lazy SaaS is dead—and how AI is forcing teams to up their gameIf you're navigating GTM strategy in an AI-influenced world, this episode is essential listening. Connect with Marcos on LinkedIn at linkedin.com/in/marcoslrivera/ Connect with Brandon on LinkedIn at linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    53 min
  3. Ep 10: The State of AI in Go-To-Market: What’s Working, What’s Not & What To Do About It with Kristina McMillan

    10/21/2025

    Ep 10: The State of AI in Go-To-Market: What’s Working, What’s Not & What To Do About It with Kristina McMillan

    In this episode of GTM by the Numbers, host Brandon Redlinger sits down with Kristina McMillan, EIR at Scale Venture Partners and former VP of Research at TOPO and Gartner. Kristina is a pioneer in go-to-market benchmarks and an early voice in how AI is reshaping the GTM landscape. They dig into brand-new research from Scale Ventures and Benchmarkit.ai on the state of AI in GTM, breaking down what's actually working, which functions are seeing the biggest gains, and why so many AI initiatives fall flat. You’ll learn: Why marketing and sales development are leading in AI adoption, and why CS lags behindHow great teams move from “level 1” AI use cases to strategic quality gainsWhy the smartest teams are hiring go-to-market engineers right nowHow to measure real AI impact: new benchmarks for ARR per GTM dollar and per employeeThe big mistake AI-native companies are making in sales Plus, Kristina shares what separates good GTM leaders from great ones, how teams are rethinking enablement and change management, and where she sees AI going next. If you're a CMO, CRO, or RevOps leader thinking about how to stay competitive in the AI era, this episode is for you. Connect with Kristina on LinkedIn at linkedin.com/in/kristinamcmillan Connect with Brandon on LinkedIn at linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    45 min
  4. Ep 9: How to Make Brand Your Growth Engine in the Age of AI with Anthony Kennada

    10/08/2025

    Ep 9: How to Make Brand Your Growth Engine in the Age of AI with Anthony Kennada

    In this episode of GTM by the Numbers, host Brandon Redlinger chats with Anthony Kennada, former CMO at Gainsight, Hopin and Front. He has now turned CEO and held that position at AudiencePlus and currently at Goldenhour.  Anthony shares a radical rethink of what it means to build brand in the age of AI. While many B2B companies still treat brand as fluff, Anthony argues it's the last true differentiator. In a world where features can be copied and campaigns automated, emotional connection and human experience become strategic levers. From orchestrating the unforgettable Pulse conferences at Gainsight to launching the audience-first GTM playbook at Audience Plus, Anthony breaks down how brand, content, and events come together to drive real revenue outcomes. What you’ll learn in this episode: Why 80% of traditional marketing will be automated, and what’s left for humans to ownThe 3 pillars of "Brand Humanity" and why every company needs to start hereHow to build audience before product (and why it leads to better launches)What most companies get wrong about category creationWhy the CEO (not the CMO) is the true owner of brandHow to activate emotional connection at scale (even in enterprise GTM)A framework for building internal alignment around brand-led initiativesWhen events are worth the budget, and when they’re notIf you’re a founder, CMO, or marketing leader wrestling with how to differentiate in a noisy, AI-saturated world, this episode offers clarity, conviction, and a blueprint for brand-led growth. Connect with Anthony on LinkedIn linkedin.com/in/akennada Connect with Brandon on LinkedIn at linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    49 min
  5. Ep 8: The Hard Truth About Going Up-Market (and Why Most Teams Fail) From Karl Ortmann's Revenue Problem Solvers Podcast

    09/23/2025

    Ep 8: The Hard Truth About Going Up-Market (and Why Most Teams Fail) From Karl Ortmann's Revenue Problem Solvers Podcast

    In this special episode of GTM by the Numbers, we’re flipping the script. Instead of hosting a guest, we’re rerunning Brandon Redlinger’s appearance on the Revenue Problem Solvers podcast with host Karl Ortmanns. The conversation centers on one of the toughest GTM challenges out there: moving up-market. Brandon shares battle-tested stories from his time leading marketing at high-growth SaaS companies, including both painful lessons and breakthrough wins when transitioning from mid-market to enterprise. You’ll hear why a single big logo isn’t proof of readiness, how to align product, marketing, and success teams for enterprise buyers, and why hiring experienced talent in the right vertical can make or break your motion. What you’ll learn in this episode: – Why closing one big account doesn’t mean you’re “enterprise” – How to know when it’s actually the right time to move up-market – The critical role of product readiness and customer success in scaling to enterprise – Why focus beats chasing every vertical, and how Brandon found success with healthcare – The importance of hiring for expertise instead of retraining your best mid-market sellers This is a must-listen for GTM leaders eyeing larger deals and wondering what it really takes to scale successfully. Connect with Karl Ortmanns at https://www.linkedin.com/in/karlortmanns/ Connect with Brandon at linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    44 min
  6. Ep 7: Building Media Brands Inside B2B SaaS and the Future of Content Strategy with Kathleen Booth

    09/09/2025

    Ep 7: Building Media Brands Inside B2B SaaS and the Future of Content Strategy with Kathleen Booth

    In this episode of GTM by the Numbers, host Brandon Redlinger chats with Kathleen Booth, SVP of Marketing & Growth at Pavilion, about the evolution of GTM strategy through the lens of media. Kathleen shares why she’s betting big on building an owned audience, how Pavilion is treating its media brand as a standalone subsidiary, and why YouTube could be the next frontier for B2B content. They dive into the metrics that actually matter when running a media-first GTM play, the differences between broad-based versus niche podcast distribution, and the challenges of proving out audience growth to CEOs who want fast results. What you’ll hear in this episode: Why owning your audience is the ultimate GTM moatHow Pavilion is experimenting with YouTube for audience growthThe KPIs Kathleen is tracking to measure media ROIWhy different podcast formats succeed on different platformsThe tension between leadership expectations and actual GTM execution If you’ve been wondering whether your GTM strategy should look more like a media strategy, this episode will give you both the frameworks and the inspiration to start. Resources mentioned in this episode: Pavilion: The world's #1 private community for GTM leaders https://www.joinpavilion.com/ TopLine Podcast: Pavilion’s podcast that is being used as a pilot for YouTube audience growth.https://www.joinpavilion.com/topline-podcast Kyle Norton: CRO of Owner.com (and past guest on Ep 2 of GTM by the Numbers). Mentioned in context of other Pavilion podcasts.https://www.joinpavilion.com/the-revenue-leadership-podcasthttps://youtu.be/xWwDW4WLFz0?feature=shared SaaS Talk with Ray Rike and Dave Kellogg: A podcast that provides practical strategies and metrics for improving B2B SaaS companies' revenue growthhttps://www.benchmarkit.ai/saas-talk GTM Summit: industry event both Brandon and Kathleen planned to attend. https://attendgtm.com/ Connect with Kathleen on LinkedIn: https://www.linkedin.com/in/kathleenslatterybooth/ Connect with Brandon on linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    51 min
  7. Ep 6: The Language of the Boardroom: P&L Fluency and Reading the Market with Cassie Young

    08/26/2025

    Ep 6: The Language of the Boardroom: P&L Fluency and Reading the Market with Cassie Young

    In this episode of GTM by the Numbers, host Brandon Redlinger sits down with Cassie Young, General Partner at Primary Venture Partners, SaaS operator turned investor, and longtime GTM leader. Cassie brings a rare perspective at the intersection of operating and investing, having led Sailthru through a turnaround and acquisition before advising and backing today’s fastest-growing SaaS companies. Together, Brandon and Cassie unpack what it really takes to level up from functional leader to true GM, and why mastering the numbers is the most underrated skill for anyone aiming at the C-suite. Cassie shares stories from her career—turnarounds, acquisitions, scaling, and boardroom conversations—and delivers hard-won lessons on how GTM leaders can sharpen their edge in today’s fast-moving market. What you’ll hear in this episode: Why P&L fluency is the biggest barrier to the C-suite (and how to develop it)How to build strong partnerships with your CFO and finance teamThe truth about moats in the AI era and why speed may be the only sustainable advantageWhy customer success is on the brink of a renaissanceHow to keep a real pulse on the market (hint: it starts with reading the news and ends with listening to customers)The difference between good and great GTM leaders, and the concept of “first team”This episode is for GTM executives who want to think like operators, act like board members, and stay one step ahead in a rapidly changing SaaS landscape. Resources mentioned in this episode: Clouded Judgment (Altimeter Capital) – Weekly SaaS/Cloud newsletter with Wall Street comps + commentary. https://cloudedjudgement.substack.com/ Mostly Metrics – Finance-oriented SaaS newsletter by CJ Gustafson, focused on metrics, benchmarks, and CFO perspective. https://www.mostlymetrics.com/ Axios Pro Rata – Daily newsletter on deals, fundraising, and venture capital. https://www.axios.com/newsletters/pro-rata StrictlyVC – Daily newsletter on venture capital news and trends. https://strictlyvc.com/ Iconiq Capital – Compass – Interactive SaaS benchmarking tool by Iconiq. https://growth.compass.iconiqcapital.com/ The Five Dysfunctions of a Team by Patrick Lencioni https://www.amazon.com/Five-Dysfunctions-Team-Leadership-Fable/dp/0787960756 The Advantage by Patrick Lencioni https://www.amazon.com/Advantage-Organizational-Health-Everything-Business/dp/0470941529 The First 90 Days by Michael Watkins https://www.amazon.com/First-90-Days-Strategies-Expanded/dp/1422188612 Pavilion CRO School – Executive education program where Cassie teaches on GTM and P&L fluency. https://www.joinpavilion.com/pavilion-university/cro-school Connect with Cassie on LinkedIn: https://www.linkedin.com/in/cassyoung Connect with Brandon on linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    51 min

  8. 08/12/2025

    Ep 5: Reimagining Marketing and Team Structure in the Age of AI: What's Working and What's Not with Jon Miller

    In this episode of GTM by the Numbers, Brandon Redlinger chats with Jon Miller to rethink how marketing and revenue teams should operate when AI is at the core—not bolted on. Jon breaks down where AI is already working (inbound agents, agentic workflows that compress prep/follow-up) and where it isn’t (spray-and-pray outbound “personalization” without human oversight). He explains why to avoid multi-year vendor lock-in during this transition, how “AI-curated playlists” will replace rigid nurture streams, the emerging shape of GTM orgs (fewer SDR bodies, rise of GTM engineers), and how to measure AI’s impact through efficiency and effectiveness with pipeline and revenue still as the gate. In this episode, we break down: Why bolting AI onto 15–25-year-old, rules-based systems is “lipstick on a pig”, and what it looks like when reasoning replaces rules.The “AI DJ” model: 1:1 orchestration that curates a personalized playlist of actions for every contact (goodbye, one-size-fits-all nurtures).Agentic AE workflows that auto-build account plans, research, and follow-ups so reps spend less time prepping and more time selling.AI SDRs: why inbound agents shine (speed + always-up-to-date) and why outbound still needs real human oversight.Measuring AI with hard ROI on efficiency (time saved) vs. harder-to-measure effectiveness (synthetic panels, engagement lift, pipeline).How AI will disintermediate your marketing (search today, inbox tomorrow) and what survives (experiences, relationships and craftsmanship) Resources mentioned in this episode: Claude (Anthropic): Jon and Brandon reference using Claude for building and experimenting with AI workflows and prototypes. https://www.anthropic.com/claude Lovable: “Vibe-coding” tool Jon and Brandon discuss for quickly prototyping apps/sites to convey product vision. https://lovable.dev/ Clay + HubSpot integration: Used by Brandon to automate research, notes, and follow-ups in GTM workflows. https://www.clay.com/university/guide/hubspot-integration-overview All-In Podcast: One of Jon’s go-to listens to understand diverse viewpoints. https://allin.com/ Christopher S. Penn / Trust Insights: Jon’s recommended source for staying current on marketing AI. https://www.trustinsights.ai/blog/ From Impossible to Inevitable (Aaron Ross & Jason Lemkin): Quoted during the selling-time discussion. https://fromimpossible.com/ Connect with Jon at LinkedIn: https://www.linkedin.com/in/jonmiller2 Connect with Brandon at linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    53 min
  9. Ep 4: Why Most GTM Efficiency Metrics Are Dead Wrong And What CROs Should Track Instead with Jacco van der Kooij

    07/29/2025

    Ep 4: Why Most GTM Efficiency Metrics Are Dead Wrong And What CROs Should Track Instead with Jacco van der Kooij

    In this episode of GTM by the Numbers, host Brandon Redlinger chats with Jacco van der Kooij, founder of Winning by Design, to unpack why most GTM efficiency metrics are dead wrong—and what CROs should be tracking instead. They dive into the Bow Tie model, the rising cost of acquisition, and the untapped power of customer-led growth. If you're leading a SaaS revenue team and questioning whether your metrics actually reflect success, this conversation will give you the clarity, and the playbook, you need. What you’ll hear in this episode: Why most SaaS GTM teams are addicted to acquisitionHow to calculate GTM efficiency and what "good" really looks likeThe impact of operational debt on growthHow to create customer-led campaigns that scaleWhy post-sale motions are underfunded (and how to fix it)When expansion should drive more growth than acquisitionWhy modern sales trips should feel like “Lollapaloozas”The rise of HLG (Human-Led Growth) and what to do about it Resources mentioned in this episode:  Winning by Design AI – “Talk to Jack”: An AI-powered assistant on the Winning by Design site that answers GTM questions and includes hidden “Easter eggs” for curious users. Link: https://www.winningbydesign.com/ai Pavilion: A community platform for reps and leaders to leverage for peer-based networking and customer engagement during sales trips. Link: https://bit.ly/pavilion-membership David Spitz Reports on SaaS GTM Efficiency: Mentioned as a leading source for analyzing GTM efficiency across public SaaS companies, especially in relation to CAC trends. Link: https://benchsights.com/ Connect with Jacco LinkedIn: https://www.linkedin.com/in/jaccovanderkooij/Winning By Design: https://winningbydesign.com/Connect with Brandon LinkedIn: linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    57 min
  10. Ep 3: Attribution Myths, Brand Truths & Capital-Efficient Growth with Bill Macaitis

    07/15/2025

    Ep 3: Attribution Myths, Brand Truths & Capital-Efficient Growth with Bill Macaitis

    In this episode of GTM by the Numbers, host Brandon Redlinger sits down with Bill Macaitis—the former CMO who propelled Salesforce, Zendesk, and Slack to breakout growth and now advises the next generation of SaaS disruptors through SaaS CMO Pro. Together they unpack what it really takes to build a capital-efficient, customer-obsessed GTM engine in 2025. Bill explains why traditional last-touch attribution is broken, how to prove marketing impact with control-group experiments, and the mindset shifts every GTM leader needs in an AI-driven world. They also dive into aligning incentives across marketing, sales, and product, the underrated power of NPS, and why brand is the ultimate growth lever when budgets tighten. If you’re a GTM executive aiming to scale fast without burning cash, this conversation is a must-listen. What you’ll learn in this episode The fatal flaws in common attribution models, and how AI-powered regression analysis fixes themHow to design low-cost control groups (city, segment, or account) that finally silence board-room skepticismWhy Bill tracks NPS and post-sale CSAT alongside pipeline targetsA practical framework for unifying marketing, sales, and product around shared revenue metricsThe comp-plan adjustments that stop channel infighting and start collective quota-crushingWhere AI is taking attribution next—and how to future-proof your RevOps stackHow to build a lovable B2B brand that fuels word-of-mouth and lowers CACConnect with Bill LinkedIn: linkedin.com/in/bmacaitisSaaS CMO Pro: saascmopro.com Connect with Brandon LinkedIn: linkedin.com/in/brandonredlinger See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    47 min
  11. Ep 2: Building a Metrics-Obsessed Revenue Operating System That Scales with Kyle Norton

    07/02/2025

    Ep 2: Building a Metrics-Obsessed Revenue Operating System That Scales with Kyle Norton

    In this episode of GTM By the Numbers, host Brandon Redlinger sits down with Kyle Norton, CRO of Owner.com and host of the Revenue Leadership Podcast, to unpack what it truly takes to lead a high-performing, metrics-driven GTM org. Known for his obsession with operational rigor and data fluency, Kyle breaks down his Revenue Operating System. Kyle explains he builds dashboards, forecasts with precision, and trains frontline leaders to make data-backed decisions. They also explore the CRO’s real job (hint: it’s not just hitting a number), how to prevent your team from gaming inputs, and why the best GTM leaders think like systems engineers and behavioral psychologists. If you’re a revenue leader who wants to scale with speed and sustainability, this episode is a must-listen. What you’ll learn in this episode: Why most CROs misunderstand what VCs actually valueHow Kyle structures daily dashboards and BI tools for clarity, not chaosThe behavioral psychology behind “breadcrumb selling”The metric he uses instead of activity volume to assess SDRsHow to build data literacy into frontline managersThe real ROI of investing in post-sale ops and onboardingWhy great GTM leaders think in systems, not just quotas See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    58 min
  12. Ep 1: The Science of GTM Using Metrics, Experiments, and the Art of Strategic Decision-Making with Scott Stouffer

    06/12/2025

    Ep 1: The Science of GTM Using Metrics, Experiments, and the Art of Strategic Decision-Making with Scott Stouffer

    In this episode of the GTM By the Numbers podcast, part of the BenchmarkIt podcast family, host Brandon Redlinger speaks with Scott Stouffer, a five-time SaaS CEO, founder of ScaleMatters, and one of the foremost voices in data-driven GTM strategy. With over 30 years of experience (including leading a company through IPO and multiple exits), Scott is an unapologetic metrics nerd who’s on a mission to bring clarity and precision to GTM decisions. Together, they unpack the myths of SaaS metrics, why most GTM teams are tracking the wrong KPIs, and how to rethink success through the lens of net present value and funnel balance. What you’ll hear in this episode: Why LTV-to-CAC is outdated, and what to use insteadThe real meaning of “efficient growth” and how public markets get it wrongHow customer NPV gives you a clearer picture of your GTM healthThe CFO’s surprising role as a key player in revenue alignmentWhy most RevOps orgs are misstructured, and what to do about itHow to actually know if you’ve hit product-market fitThe biggest GTM money pit you’re probably ignoringWhy pipeline coverage is a misleading metric (and what to look at instead)How to run experiments that don’t just feel scientific but areWhy modern GTM leaders must be part data analyst, part change managerIf you’ve ever questioned the metrics you’re being told to follow (or suspected there’s a smarter way to scale) this episode will challenge your assumptions and give you better tools to lead. Data should drive growth. But only if you’re measuring the right things See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

    1 hr
  • 12 Episodes

About

Dive into the world of Go-To-Market (GTM) strategies with "GTM by the Numbers," where we decode the metrics that make markets move and revenues rise. Each episode, join us as we uncover the most effective tactics and strategies that top GTM leaders are using to shape the future of sales, marketing, and customer success. From detailed discussions with industry experts to tactical insights that you can implement today, this podcast is your essential guide to mastering the numbers that drive revenue success. This is brought to you by the Benchmarkit.ai podcast network.

Information

  • Creator
    Benchmarkit Podcast Network
  • Years Active
    2025 - 2026
  • Episodes
    12
  • Rating
    Clean
  • Show Website
    GTM by the Numbers