Scaling GTM Ops for B2B SaaS Startups ⚙️🛠️

As a Marketing and Revenue Operations Consultant with over 10+ years of experience, I help the top startups & Fortune 500 Companies grow their revenue through operational excellence 🚀💸

My Background & Experience: 
★ Scaled operations at 10+ Companies that were growing at 100% Year over Year 📈
★ Over 30+ certifications in Marketing & Revenue Sales Technology 🏆
★ Launched 10+ PLG & Freemium Efforts 🚀
★ Scaled 100+ Salesforce Instances 🛠️ ☁️
★ Scaled 100+ Hubspot Instances ⚙️
★ Optimized 75+ Marketing & Revenue Analytics & Attribution Tools 🛠️
★ Managed Millions of Dollars in MarTech Spend
★ Sales/Marketer Turned Ops Engineer  💸

My Portfolio: 
★Samsung / Samsung NEXT
★Connectwise
★AT&T
★WPP
★Madkudu
★15Five
★Lever
★Aerolase
★Madison Square Garden
★ControlCase
★Auvik
★Ramp
★Productiv
★John Varvatos
★ and many more.....

My Beliefs: 
★Ops Teams need more bandwidth via On-Demand Technical Talent #ExtraBandwidth
★Business Teams need solutions that make technical things easy
★Repeatable & Scalable Lead Generation is achievable
★Marketing & Revenue Operations can be strategic but requires a holistic approach to the business 
★Work can be and should be Fun! 

Outside of work, I am: 
★ Most importantly, a Family Man 👨‍👩‍👦
★ Diehard Knicks & Giants fan🏀🏈
★ Foodie 🍕🍔
★ Lover of nature 🌴
★ Sneakerhead 👟
★ Health Fanatic 💪🏽
★ Real Estate Investor 🏡

For more information on how my expertise can help your company grow, please visit www.JayOh.io.

Joe LaGrutta, MBA

When I see a company hire more salespeople instead of fixing their sales process, I already know what the next 6 months will look like.

We had a client do this last quarter. Great product, healthy market, but their pipeline looked like a Jenga tower — wobbly, unpredictable, and one bad month from collapse.

Their CRO’s solution?
“Let’s add four more reps.”

Cool. Except here’s what we found in the audit:
	•	37% of opps were missing required fields critical to forecasting
	•	Lead handoff time had crept from 18 minutes → 7.3 hours
	•	No one trusted the stages, so reps created their own “shadow pipeline”
	•	Marketing had no idea which channels were actually converting

Adding bodies wasn’t going to fix that. It was going to multiply it.

So here’s what we did instead:

1️⃣ Cleaned the lifecycle — mapped reality, not wishful thinking.
2️⃣ Rebuilt the stage definitions — reps finally had guardrails.
3️⃣ Cut lead routing time by 84% — which alone gave them ~22% more at-bats.
4️⃣ Stood up a simple attribution model — suddenly budget decisions made sense.

The wild part?
They hit their quarterly target before the new reps even finished onboarding.

I’m not anti-hiring. I’m anti-hiring-your-way-out-of-avoidable-chaos.
At JayOh - the GTM Engineering Company , we see this across almost every $10M–$50M GTM org:

Headcount isn’t the problem. Friction is.

If you want the RevOps Leak Finder we use in these audits, DM me “Leak Finder”

Fractional RevOps & GTM Teams (and Memes) ⚙️🛠️

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Most teams don’t have a budget issue — they have a visibility issue.

When money gets tight, everyone panics because nobody actually knows which channels are pulling their weight.
So everything looks “important.”
Everything feels “strategic.”
And everything becomes impossible to cut.

It forces you to answer the only question that matters:

“What’s actually driving revenue, and what’s just burning calories?”

Every time we build or review attribution models for clients, three truths show up immediately:

1️⃣ 20–40% of the budget is doing nothing
2️⃣ A few channels are doing all the heavy lifting
3️⃣ Teams wildly underestimate the compounding value of brand + paid working together

Once you see that, budget cuts stop feeling like torture.
They feel like an optimization problem.

Tight budgets don’t kill marketing.
Flying blind does.

The teams that win the year?
They’re the ones who can prove — with math, not vibes — what happens when you reduce spend, shift mix, or scale one lever over another.

Budgets shrink.
Impact doesn’t have to.

The fastest way for a CMO to get fired?

– Big spend
– Lots of MQLs
– No one can explain why revenue is flat

It’s almost never the channel that’s the core problem.
It’s that:
– lead routing is broken
– stage definitions are vibes-based
– CRM data is a war zone

We call the fix a Marketing Ops Engine.

First, we make your reporting bulletproof.
Then we go back and scale what actually works.

Enrichment credit budgets crack me up.

Teams will spend $7 worth of credits researching someone who typed “asdfasdf” into a demo form…
and then wonder why they run out halfway through the quarter.

Most teams don’t have a credit problem — they have an enrichment strategy problem.

They enrich everything.
Every form fill.
Every webinar attendee.
Every inbox gremlin with a pulse.

Basic enrichment should be automatic.
Deep enrichment should be conditional.

Yes — enrich most leads.
Email, name, company, HQ, firmographics… that’s table stakes.

But the expensive stuff —
tech stack
intent layers
AI agent lookups
multi-source cross-checking
deep persona profiling —

That should only happen after the lead proves it deserves the investment.

The hardest weeks aren’t the ones where things go wrong —
they’re the ones where everything technically works…
but nothing scales the way you expected.

One new customer breaks the process.
One new hire exposes the cracks.
One new tool creates five new problems.
And suddenly “simple” becomes “why is everything on fire?”

Here’s the truth nobody tells founders:

Scaling isn’t adding more.
Scaling is removing the stuff that collapses under pressure.

It’s tightening the workflow.
Cleaning the data.
Fixing the UI.
Unclogging the bottlenecks.
And building systems that don’t scream when you add volume.

If your week feels “difficult difficult lemon difficult,” congratulations —
you’re not failing.
You’re hitting the exact moment where a startup stops being a hustle…
and starts needing actual systems.

And that’s where the real work begins.

Educator | Coach & Mentor | Marketing Expert | Passionate Communicator | Business Owner

Most marketing teaches businesses how to get attention. Very few teach them how to earn trust.
There are a million agencies, coaches and consultants that'll promise to get you more leads, more followers or more revenue. What they don't tell you that most those tactics don't work and if they do you'll be trapped on a hamster wheel you can never get off of.

No teaches they secret to true marketing success - Word of Mouth. At MO MarTech, we o help businesses grow through word of mouth. 

A lot of business owners are doing “the right things.” They post. They email. They show up. But it still feels like they’re talking at people, not connecting with them.

That’s the problem we solve. We help businesses design marketing that people want to talk about.

Word of mouth isn’t luck. It’s built when people feel understood, respected, and confident sharing you with others.

MO MarTech is for businesses that:
• Want to help, not hype
• Care about their community
• Value trust over tactics
• Don’t want to be salesy
• Are willing to play the long game

It’s not for businesses chasing quick wins, viral tricks, or pressure-based sales.

We teach businesses how to:
• Understand their audience as real people
• Communicate clearly and simply
• Build trust before asking for anything
• Create marketing that earns attention instead of chasing it

The result is steady growth, stronger relationships, and a reputation people believe in.

If you believe marketing should feel human, not manipulative,  you’ll feel at home here.

What We Do

At MO MarTech, we doing it together. We don't just teach and leave. We stick with you through planning, execution and measurement. We know this is a long play, so we are here to guide you all along the way. We teach you, show you, help you build it and launch it, so you are confident in exactly how marketing is done.

Our services encompass:

✅ Workshops: Live, guided workshops that teach you how marketing actually works so you can make smarter decisions and build a strong foundation for growth.

✅ On-Demand Courses: Self-paced courses that help you learn marketing on your schedule and apply it in real life, not just understand the theory.

✅ Coaching Clinics: Hands-on sessions where we work together to build real marketing assets you can use right away and feel confident putting into the world.

✅ 1:1 Consultations: Personal guidance to help you untangle your marketing, get clear on what to do next, and move forward with confidence.

Moni Oloyede

Most businesses want more likes, comments, and followers. But they are going about it completely wrong. Here is the secret most successful businesses deploy to get more followers (and it’s not paying for them).

You’re looking for support from strangers while ignoring the people already rooting for you and more likely to support you.

Your existing customers are your most underused marketing channel. The are primed to help you amplify your message - if you just ask.

Here’s how to improve engagement without chasing the algorithm.
1️⃣ Want more followers?

Send a simple ask to your email list or customers:
“Quick ask, if our work has helped you, follow us on LinkedIn. It really helps us get the word out to more people. We’re sharing more practical tips this year that I think people will find useful.”

Where this works best:
Thank-you emails
Client check-ins
Email footers

2️⃣ Want more reach? Let customers borrow your voice.

Example “We just launched something new that solves the same problem you came to us for. If you know someone dealing with this, please share it. We are really trying to help as many people as possible.”

Make the share about helping others, not promoting you.

3️⃣ Want more engagement? Tell people exactly how to help.

Example “If this resonates, a quick like or comment helps it reach more people who need it. We'd really appreciate your support”

If you want more engagement, here is what I recommend you do.

Start here this week:
Make one clear ask to your existing audience (follow or share, never both).
Wait a few days.
Make a second ask tied to a specific post or launch.

Make this a regular practice or habit and watch your engagement grow.

The fastest growth usually comes from the people already in your corner, you just have to give them a way to show it.

For marketing tips that actually get you results - give me a follow!

Teaching Businesses to Do Marketing Customers Love | Marketing Educator | Board Member at the AMA Baltimore | Mentor at the Maryland Innovation Center

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