What's Broken in GTM and How to Fix It
What's Broken in GTM and How to Fix It
Podcast Description
Exploring the key go-to-market challenges that SaaS organisations face and how to overcome them to ensure success.
Podcast Insights
Content Themes
The podcast focuses on go-to-market challenges specific to SaaS organizations, illustrating key concepts such as Product Market Fit, TAM, SAM, and SOM, with episodes addressing market dynamics like buyer fatigue, competition, and the importance of credible data for informed strategic decisions.
Exploring the key go-to-market challenges that SaaS organisations face and how to overcome them to ensure success.
Welcome to episode 19 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.
This week, Louis attended the CRO Connected get together, a breakfast briefing courtesy of Jodie Battson at Alpha Group, and was introduced to the redoubtable – and potential future guest (hint, hint!) – Scott Vaughan. Simon has been on retreat in the beautiful West Dorset countryside, enjoying some sunshine while getting through the to-do list!
This week we continue our Summer Cognoscenti Series with B2B Marketing co-founder Joel Harrison. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: After two decades at the heart of B2B marketing, Joel has kind of seen it all and we talk about about trust, thought leadership, and the strategic clarity that are the new imperatives for B2B marketers.
Listen on as Joel highlights the disruptive impact of AI, economic uncertainty, and outdated perceptions of marketing that led to budget cuts and structural shifts. Joel emphasises the growing importance of trust, thought leadership, and brand-building beyond traditional advertising. Distinguishing thought leadership as a strategic initiative that shapes market conversations, Joel stresses the power of customer advocacy and employee-led communication in building credibility. Influencer marketing is now gaining traction, encompassing a broader range of voices. He urges marketers to communicate commercial value to CFOs while maintaining creativity, positioning marketing as the go-to for understanding customer needs.
Other mentions in this episode:
Trusted – customer-led growth platform
Mark Choueke’sDo More With Less podcast
HBR, “How B2B Sales Can Benefit from Social Selling”
McKinsey, “Five Fundamental Truths: How B2B Winners Keep Growing”
Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.
Disclaimer
This podcast’s information is provided for general reference and was obtained from publicly accessible sources. The Podcast Collaborative neither produces nor verifies the content, accuracy, or suitability of this podcast. Views and opinions belong solely to the podcast creators and guests.
For a complete disclaimer, please see our Full Disclaimer on the archive page. The Podcast Collaborative bears no responsibility for the podcast’s themes, language, or overall content. Listener discretion is advised. Read our Terms of Use and Privacy Policy for more details.