GTM Live

Passetto
  • 4.9 (201)
  • MARKETING
  • UPDATED SEMIWEEKLY
GTM Live

GTM Live is a new evolution of Revenue Vitals by Chris Walker, now hosted by Carolyn Dilks & Trevor Gibson, Co-Founders of Passetto — a part tech, part advisory GTM agency for high-performing B2B SaaS companies. This weekly live show is built for CEOs, CFOs & Revenue Leaders who know the current way GTM is executed & measured is broken, and are ready for something better. We cut through the noise & ditch outdated playbooks. No fluff. No vanity metrics. Just honest, modern conversations about how to track & optimize GTM for what actually matters: unit economics, efficiency & long-term growth.

  1. JUL 7

    Designing GTM Like a System with Dave Boyce of Winning by Design

    This week on GTM Live, Carolyn sits down with Dave Boyce, Executive Chair at Winning by Design and longtime SaaS builder, to explore why GTM systems are breaking, and what modern companies must do differently to build for predictable, customer-centered growth. They dive into what Dave calls “the layers of sediment” that have built up over time, e.g. commissions, org design, reporting structures, and outdated dashboards, and why those legacy systems are misaligned with today’s buying behavior. They also talk about the real challenges CROs are facing right now: Deals are harder to win, old tactics aren’t working, and most GTM teams are stuck optimizing for the wrong outcomes. You’ll hear practical examples of what high-performing companies like Atlassian are doing differently, the importance of empathy in system design, and why the CEO—not just Sales or Marketing—needs to own this transformation. Together, they unpack why most GTM strategies break down. And it’s not because of effort, but because they lack system design. Key topics in this episode: The broken layers of GTM measurement, and why that era is over Why commissions often reinforce short-term, self-interested behavior Why visibility across the full funnel/bowtie is essential for accountability and improvement The "Andon Cord" concept from Toyota and what GTM can learn from it Why the CEO must own GTM system design (and why FP&A is the ideal quarterback) What Atlassian does differently to align around the customer 📣 Share this with an exec who still thinks GTM is a funnel. This episode is powered by ⁠⁠Passetto⁠⁠. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit ⁠⁠passetto.com⁠.

    48 min

  2. JUN 27

    GTM Masterclass: How to Actually Measure GTM Performance in B2B SaaS

    This week on GTM Live, Carolyn and Trevor walk through a practical, step-by-step breakdown of how companies should be measuring GTM performance—beyond the outdated funnel reports and measurement models that most teams are still relying on. This episode is structured like a mini masterclass: You’ll learn the real stages of the GTM revenue factory, what metrics to track at each one, and how to spot the signals that lead to qualified pipeline before opportunities even exist. They also cover how most common GTM measurement systems fail, and what leading companies are doing instead, and why this shift helps teams make better, faster decisions across Marketing, Sales, and RevOps. Whether you’re struggling to prove impact, spot performance issues early, or get your execs aligned on what’s actually driving growth—this one’s for you. Key topics in this episode: Why funnel reports and common Marketing metrics often give a false sense of progress The disconnect between GTM activity and what leaders actually want to know How to rethink pipeline measurement and what metrics to rely on as your north star What high-performing companies are tracking at each GTM stage How to evolve your dashboard into a true Revenue Command Center This episode is powered by ⁠⁠Passetto⁠⁠. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit ⁠⁠passetto.com⁠.

    1h 5m

  3. JUN 16

    Ditch “Who Sourced the Deal”: 5 Data-Driven KPIs to Measure GTM Success

    This week on GTM Live, Carolyn unpacks one of the most deeply ingrained—but damaging—habits in B2B go-to-market: measuring success based on which department sourced the deal. While many marketing leaders know this approach doesn’t reflect reality, changing it is hard, especially in legacy orgs with outdated attribution models, internal inertia, and leadership that still demands simple answers to complex questions. In this solo episode, Carolyn breaks down the real problem: measuring performance by team creates siloed decision-making, warped incentives, and misses what actually moves buyers through the funnel. You’ll hear why the future of GTM performance measurement is about mapping buyer behavior across an interconnected journey, not slicing credit by department. And she shares the exact 5-part framework Passetto uses to help teams ditch "department-sourced" for something far more accurate and impactful. If you’ve ever struggled to prove Marketing’s full impact, or if your exec team is still obsessed with MQLs and last-touch attribution, this episode will hit home. Key topics in this episode: Why “department source” attribution is outdated and misleading The real structure of a modern buyer journey How this model leads to misaligned KPIs and credit battles Why most GTM teams lack the data architecture to measure what matters A new framework to measure engagement, prospecting, and sales as one integrated system This episode is powered by ⁠⁠Passetto⁠⁠. We help high-growth and equity-backed B2B SaaS companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit ⁠⁠passetto.com⁠.

    29 min

  4. JUN 6

    How to Get Real ROI from Paid Media (with Megan Bowen)

    This week on GTM Live, Carolyn sits down with Megan Bowen, CEO of Refine Labs, to unpack why so many B2B companies are pouring budget into paid media, and still missing revenue targets. They break down what’s really going wrong: not too much paid media, but too much spend on a strategy that doesn’t convert. Pipeline is down. Revenue is down. And yet, the response is often to spend more, not better. You’ll hear why performance marketing often fails to deliver real outcomes, how misaligned KPIs drive bad decisions, and what separates newer, agile companies from legacy players still running outdated GTM playbooks. Megan shares insights from working with dozens of growth-stage companies and how leadership mindset, speed of iteration, and willingness to challenge old assumptions can make or break your demand strategy. If you’ve been trying to defend paid spend, or wondering why results are flat despite doing “all the right things”, this episode is for you. Key topics in this episode: Why paid media often fails to convert to pipeline or revenue The difference between new-school and old-school GTM teams Why optimizing for MQLs leads to the wrong outcomes How to rethink measurement for real demand capture What high-performing growth teams do differently This episode is powered by ⁠⁠Passetto⁠⁠. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit ⁠⁠passetto.com⁠.

    59 min

  5. MAY 29

    MUST LISTEN: The 9 Biggest GTM Dysfunctions in B2B SaaS

    This week on GTM Live, Carolyn and Trevor unpack the 9 go-to-market dysfunctions quietly derailing growth at even the most ambitious B2B companies. They dig into why so many teams, despite big budgets, headcount, and tools, are still struggling to drive efficient growth. Spoiler: it’s not the people. It’s the system. You’ll hear why fragmented data, financial secrecy, and siloed ownership are causing misalignment across marketing, sales, finance, and CS. And what it takes to rebuild GTM as a unified, accountable system. Trevor breaks down the real role of RevOps (and why it’s failing in most orgs), while Carolyn makes the case for ditching vanity metrics and rethinking how you measure and invest in growth. If you’re questioning whether your CAC is sustainable or your GTM truly aligned, this one’s for you. Key topics in this episode: The 9 biggest GTM dysfunctions hurting growthWhy RevOps struggles to drive real impactHow to align GTM and finance on a shared data modelThe danger of over-investing in top-of-funnelWhy teams fix symptoms, not systemsWhat it actually takes to build a full-funnel growth engine This episode is powered by Passetto.We help high-growth companies build the GTM system they should’ve had all along: measurable, connected, and built for real growth. We integrate your CRM, financials, and GTM data to uncover what’s working, what’s not, and what to do next.Part platform, part advisory. All about clarity.Learn more at passetto.com.

    53 min

  6. MAY 22

    The Ugly Truth About Pipeline (Real Talk for GTM Teams Running on Broken Systems)

    This week on GTM Live, Carolyn sits down with Nick Flamini, host of the Sales Architecture Podcast, to explore the real reasons most go-to-market teams are still struggling—despite all the headcount, tools, and budget. They dig into the myth of “more BDRs = more pipeline,” and why most organizations are missing the data, architecture, and cross-functional alignment required to scale efficiently. Carolyn explains why “go-to-market bloat” is a symptom of deeper system issues, not bad people. She shares how Passetto is helping companies rethink how they connect marketing, sales, finance, and RevOps through a unified GTM data layer. Nick challenges the hype around AI in outbound, and the two unpack why trust, process, and measurement (not volume) are the levers that matter most. If you’ve ever questioned whether your CAC is actually sustainable, or felt stuck trying to prove marketing’s impact, this episode is your blueprint. Key topics in this episode: Why most CRM data is unusable, and what to do about itThe epidemic of go-to-market bloat and over-hiringHow AI is flooding outbound and eroding trustWhy finance must own more of GTM efficiencyThe trap of MQL targets and performance by teamWhat it takes to build a real full-funnel revenue factoryThis episode is powered by ⁠Passetto⁠. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit ⁠passetto.com

    43 min

  7. MAY 12

    The Hidden Systems Behind REAL Product-Led Growth (with Wes Bush)

    Most SaaS teams claim they’re “doing PLG,” but very few are doing it well. This week on GTM Live, Carolyn and Trevor sit down with Wes Bush, CEO of ProductLed, to unpack why product-led growth often fails—and what to do about it. They explore why PLG isn’t just a pricing model or trial strategy, but a deep, systems-level shift that most teams underestimate. Wes shares the “PLG iceberg” framework: how surface-level features (like a free trial) are only a fraction of the equation, and what’s really beneath the waterline. Carolyn draws parallels to GTM systems and explains why execution gaps usually stem from unseen issues like misaligned metrics, siloed teams, or weak infrastructure. Trevor reveals why so many companies stall out after initial traction and how to diagnose whether PLG is truly viable for your product and team. If your version of PLG starts and ends with a self-serve signup, this conversation will change your thinking. Key topics in this episode: Why most PLG initiatives stall or fail to scale The “iceberg” analogy for understanding real PLG systems How internal misalignment derails otherwise solid PLG ideas Why surface-level success metrics are misleading What CEOs and GTM leaders get wrong when trying to “go PLG” What foundational systems need to be in place before you can succeed with PLG 📘 Grab Wes Bush’s free e-book “Product-Led Growth: How to Build a Product That Sells Itself” at productled.com/book/product-led-growth This episode is powered by Passetto. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit passetto.com

    47 min

  8. MAY 1

    Exposing the Attribution Lie That’s Costing You Millions

    Everyone’s analyzing win rates, but too few teams are asking the harder question: how did that opportunity even begin? This week on GTM Live, Trevor and Carolyn break down the most overlooked stage in go-to-market: what happens before a lead becomes a lead. They unpack why early-funnel signals (the ones that come before forms, meetings, or MQL scores) are where your growth strategy is made or broken. They explain why it’s not enough to measure performance after the fact, and how traditional attribution misses the hidden work happening in the earliest phases of pipeline creation. Carolyn explains how early signal data is shaping a new standard for pipeline visibility, and Trevor shows how to connect that data to real decisions: budget, headcount, channels, and more. If your GTM reporting starts at the opportunity stage, you’re already behind. Key topics in this episode: Why traditional approaches to attribution often tells a false storyWhy marketing and sales leaders need to rethink “first touch” and “last touch” measurementWhat happens when early-stage activity is left out of pipeline ROI modelsHow to expose the invisible work that actually drives revenueThe GTM gaps that surface when ops teams aren’t tracking signalsThe early indicators that help you scale GTM programs with confidence This episode is powered by Passetto. We help high-growth and equity-backed companies turn GTM data into better decisions, faster. We unify your GTM and financial data, identify your growth levers, and help you scale. Part SaaS, part advisory. Visit passetto.com

    59 min
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4.9
out of 5
201 Ratings

About

GTM Live is a new evolution of Revenue Vitals by Chris Walker, now hosted by Carolyn Dilks & Trevor Gibson, Co-Founders of Passetto — a part tech, part advisory GTM agency for high-performing B2B SaaS companies. This weekly live show is built for CEOs, CFOs & Revenue Leaders who know the current way GTM is executed & measured is broken, and are ready for something better. We cut through the noise & ditch outdated playbooks. No fluff. No vanity metrics. Just honest, modern conversations about how to track & optimize GTM for what actually matters: unit economics, efficiency & long-term growth.

Information

  • Creator
    Passetto
  • Years Active
    2020 - 2025
  • Episodes
    581
  • Rating
    Clean
  • Copyright
    © 224801
  • Show Website
    GTM Live

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