Most businesses leave their growth to chance, hoping their sales process clicks or their events spark engagement. I know, because I used to do the same.

As a sales leader and later a founder, I saw how outdated sales playbooks and underpowered event tools caused wasted opportunities, friction, and stalled growth. 

I was frustrated, because even talented teams and passionate communities couldn’t prove their true value.

That’s what drove me to rethink both challenges from first principles. I built Sales Market Fit to break sales down into something teachable and repeatable, and I co-founded SixSides to help leaders turn events into lasting communities. 

Along the way, I created DealBuddi, an AI sales coach to scale these frameworks and make them accessible to every SaaS founder and sales team.

Today, I help SaaS founders, sales leaders, and event communities simplify complexity, prove their value, and achieve growth. 

Whether it’s through smarter sales or stronger communities, my goal is simple: to ensure no business leaves their success to chance.

Gavin Tye

Mark Randall is the Founder at Australia Go to Market, where he helps B2B SaaS & AI startups accelerate growth and scale effectively across APAC and Internationally. With a proven track record of leading three companies to IPO and scaling multiple businesses to $50M+ in revenue, Mark specialises in go-to-market strategy, fractional CRO support and the transition from Founder led sales to sustainable & scalable growth.

Drawing on over two decades of experience in high-growth environments, Mark has a deep understanding of what it takes to build dynamic teams, optimise sales processes and enhance revenue performance. He is passionate about empowering founders to transition from founder-led sales to scalable operations, creating tailored strategies that attract investors, improve customer retention and deliver sustainable growth.

Beyond his professional expertise, Mark advocates for authenticity in leadership and supports mental health and well-being within the startup ecosystem. Through a combination of strategic insight, operational excellence and industry expertise, Mark continues to empower SaaS businesses to thrive in competitive markets.

Mark R.

When I think of succesful vs unsuccessful startups I've worked with, one of the standout differences is focus. So - for the record -  your ICP isn’t:
❌ “SMBs”
❌ “Anyone with [NAME] tech stack”
❌ “Australian HR folks”

An attainable and actionable Startup ICP is tightly defined based on your very best customers and answers:
Who buys?
Why now?
What pain is big enough to pay for?

If your team can’t say it consistently, your GTM will always feel harder than it should.

Clarity here simplifies:
✔ Sales conversations
✔ Marketing messages
✔ Product decisions
✔ Hiring priorities

💬 Want help pressure-testing your ICP? Let’s talk.

#Startups
#SaaS
#TechStartups
#Founders
#GoToMarket
#GTMStrategy
#StartupGrowth
#B2BTech
#AustralianStartups
#Market

Mark Randall

GTM Strategist, Australia Go to Market | SaaS Growth Specialist | Fractional CRO & Revenue Leader | Driving Scalable Sales & Market Expansion | 3x IPO Advisor

No alternative text description for this image

“We just need more leads” is a common - and expensive - misdiagnosis in early-stage SaaS.

More often, the real issues are:
Weak qualification
Poor ICP definition
Low conversion between stages
Or selling to customers who should never have bought

Pouring more demand into a broken funnel doesn’t fix growth - it exposes the cracks.

Before asking how do we get more leads, ask:
👉 Where are we losing the right ones?

📞 If you want a second set of eyes on your funnel, happy to chat.

#Startups
#SaaS
#TechStartups
#Founders
#GoToMarket
#GTMStrategy
#StartupGrowth
#B2BTech
#AustralianStartups
#Market

In early-stage startups, missed quota can be too quickly dismissed as a “rep problem”. Sure - if some are hitting and others are missing. If hardly anyone is hitting quota though, you should probably think again...

Missed quotes are often:
Unclear sales process
Poor onboarding and coaching
No deal/won/lost review process
Weak discovery framework
Forecasts built on hope, not analysis

Sales reps can’t succeed without a system that supports them.

Process doesn’t slow sales down. It removes friction - and wasted effort.

If quota feels out of reach, the issue might be upstream.

#Startups
#SaaS
#TechStartups
#Founders
#GoToMarket
#GTMStrategy
#StartupGrowth
#B2BTech
#AustralianStartups
#Market

Hiring a VP Sales too early won’t magically create GTM fit or solve all your issues, and it often turns out badly. 

In early stage Startups you're typically better off leveraging fractional talent and investing the savings in Lead Generation.

Before senior sales leadership, you need:
A defined ICP
Strong reference clients
A well defined, repeatable sales motion
Healthy GTM metrics
And enough individual contributors to justify a full time leader....

Sequencing matters as much as talent.

💬 Thinking about senior GTM hires ?
Worth a conversation before you commit.

#Startups
#SaaS
#TechStartups
#Founders
#GoToMarket
#GTMStrategy
#StartupGrowth
#B2BTech
#AustralianStartups
#Market

We appreciate the shout out Digital Reference !

📈 𝗦𝗮𝗹𝗲𝘀 𝗹𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 𝗶𝘀 𝗲𝘃𝗼𝗹𝘃𝗶𝗻𝗴 — 𝗮𝗻𝗱 𝗳𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗹 𝗲𝘅𝗽𝗲𝗿𝘁𝗶𝘀𝗲 𝗶𝘀 𝗮𝗰𝗰𝗲𝗹𝗲𝗿𝗮𝘁𝗶𝗻𝗴 𝗴𝗿𝗼𝘄𝘁𝗵.

As companies focus on predictable revenue and scalable go-to-market execution, 𝗙𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗹 𝗩𝗣𝘀 𝗼𝗳 𝗦𝗮𝗹𝗲𝘀 & 𝗦𝗮𝗹𝗲𝘀 𝗟𝗲𝗮𝗱𝗲𝗿𝘀 are helping teams build structure, momentum, and results—without long-term overhead.

At 𝗗𝗶𝗴𝗶𝘁𝗮𝗹 𝗥𝗲𝗳𝗲𝗿𝗲𝗻𝗰𝗲, we highlight trusted revenue leaders and advisory firms shaping modern sales organizations.

Our latest guide features standout firms and experts, including:
• VP Solution
• Sales Scalability
• Fractional Sales
• Australia Go to Market Pty Ltd
• jbscale
• Sales Homie
• Yellow O
• Sales Profit™
• Four Tree Coaching
• 360 Consulting

And that’s only a preview.

👉 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿 𝗺𝗼𝗿𝗲 𝗳𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗹 𝘀𝗮𝗹𝗲𝘀 𝗹𝗲𝗮𝗱𝗲𝗿𝘀, 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀, 𝗮𝗻𝗱 𝗴𝗼-𝘁𝗼-𝗺𝗮𝗿𝗸𝗲𝘁 𝗽𝗮𝗿𝘁𝗻𝗲𝗿𝘀 driving sustainable revenue growth.
𝗥𝗲𝗮𝗱 𝗺𝗼𝗿𝗲 → https://lnkd.in/gBzg5b-s

𝗗𝗶𝗴𝗶𝘁𝗮𝗹 𝗥𝗲𝗳𝗲𝗿𝗲𝗻𝗰𝗲 is your trusted source for sales strategy, revenue trends, and top fractional talent.
Explore Digital Reference’s extensive 𝗧𝗮𝗹𝗲𝗻𝘁 𝗘𝗰𝗼𝘀𝘆𝘀𝘁𝗲𝗺 𝗥𝗲𝘀𝗼𝘂𝗿𝗰𝗲𝘀 to stay ahead.

Great data points on social selling Michael Kurson !

Operationalize Social inside HubSpot | Co-Founder at First Touch | ex-Klaviyo #1 sales rep

If your prospects are on Linkedin.
Stop sending cold emails. 

Cold email = ~1.2% reply rate (even lower positive reply rate)

Cold Linkedin DMs = 4 to 7% reply rate (~30% connect accept rate)

But here's where things get interesting on Linkedin.

Accept and reply rates more than double if you comment (w/o AI) on prospects posts before you send a connect request.

My numbers with our comment first social strategy:
- Accept rate: ~78%
- Reply rate ~38%

*I realize my numbers are inflated bc I'm a founder, I post a bunch, and my ICP is GTM which is very active here.

The worst numbers our customers have produced with a comment first strategy:
-Accept rate: ~48% 
-Reply rate: ~14%

This is across 10+ customers of ours that sell into active and non-active Linkedin personas: 
- Engineering
- FinServ
- Automative
- eComm

Two ways to execute depending on how active your prospects are on Linkedin.

Your prospect are active on LI: Leave a non-AI comment on your prospects recent post. Spend a moment to be human on this. The better your comment the easier it will be to connect and get a reply when you DM.

Your prospects are inactive on LI: Tag prospect on a relevant thought leader's post in their space. Key is to find 3-5 thought leaders in their space that you can use to run this commenting play.

At a ~14% reply rate, which is the lowest we’ve seen, you only need to reach out to ~7 prospects at a company to statistically guarantee a reply. 

Comment led sales has the best ROI in B2B SaaS.

Calling Sydney based AE’s- this is great role with a former client. 

A wonderful team to work with a great product + support !

Founder & CEO at Dataweavers | Simplifying DXP Operations with Automated Platform Solutions

We are hiring in Australia!

We’re looking for a Senior Account Executive to join the team and help drive our next phase of growth, working with enterprise customers across the DXP and MarTech space.

If you’re an experienced AE who enjoys owning the full sales cycle and working closely with customers and partners, apply below!

#Dataweavers #Hiring

Sydney, New South Wales, Australia (Hybrid)

taplio

The Battle

Gavin Tye

Mark R.

Followers

Posts

Engagements

Likes

Performance ScoreMark R.'s LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Gavin Tye

Mark R.

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Mark R.'s LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreMark R.'s LinkedIn Performance