Mark Kosoglow

Chief Revenue Officer (CRO)

Are your customers your growth engine? They should be.

As a teenager, watching 14 videos in the back storeroom on a 7" black and white TV to learn how to sell shoes at the mall was a great foundation. Running a small business with 200+ employees showed me how to be organized. Creating a highly profitable sales territory from one dead for a decade was hard work. Managing 12 salespeople across 9 states cemented my sales philosophy. Getting one of the fastest growing SaaS companies in history to $250M+ in revenue taught me how to balance scaling and delivering a world class customer experience.

Working with a customer-centric team with, by far, the best, smartest, hardest working people I've ever worked with....well, that's an honor and privilege I get to enjoy everyday.

CFO - Chief Fun Officer

Doing dad stuff, exploring interesting and fun opportunities...cookin' up something SPICY!

I love coaching reps. Quick debrief after a call? Yes please!
But, it always felt a bit random, which makes me feel I'm missing something.

What's worse is coaching is the most high value activity managers do.

I tried to use call scorecards several times, but they never lasted long.

Create a rubric, listen to the call, score the call on the rubric, review with rep.

Sounds so easy and organized, BUT it never worked. WHY?

1. Rubrics are hard to create →

How many items is too many? Not enough? What’s most important? How do we make this complete but not so cumbersome it’s a pain to do? What did we forget? When was the last time this was reviewed? Did we launch anything that impacts the rubric?

2. Rubrics are hard to score →

They are often subjective (one manager thinks it’s a 5, but another give is a 3). 

There are also “roll ups” of things that were dynamic through the call. Example: How was the rep’s tone in the call? What happens if it was bad but got better?

3. Too many calls, too much time →

If a manager has 8 AEs, and each AE has an an average of 15 calls per week. 
Team has 120 total meetings.
Each call is 30 mins of average.
A manager has 60 hrs of calls (30 hrs if you run on 2x).
There are discos, demos, negotiations, onboarding, roadmap calls.
So, 30 hrs of 6-8 diff types of calls to score.
Got different regions and segments and it gets worse quickly.

4. Hard to sustain →

Sure, you can do a couple call coaching blitzes, but over time, I've found getting managers to do this consistently and thoroughly never lasts. 

I finally gave up on scorecards.



Then, came AI. The always-on manager that can score anything.

I recently saw Glyphic has AI scorecards.

The AI looks at every call, scores it, creates rep insights.

This is what sales management was always supposed to be, but it never got there.

If the future of buying is a personalize, relevant, self-paced engagement that teaches the buyer everything they need to make the best decisions, then the future of selling is a personalized, relevant, self-paced engagement that coaches the seller on everything they need to help buyers make the best decisions.

You couldn’t do this.

It was impossible...took too long, too subjective, too random.

Now, you can.

If you stop learning as a rep, that’s on you.

If you aren’t being coached by a manager, that’s on them.

Will there be some wrong advise and scoring? Sure.

But, the consistency in it being down and how it is being done outweighs that.

We should #neverstoplearning.

This is a perfect application of AI to overcome a human problem.

Everyone has AI. Humans are the differentiators.

From Seed to Series A is often where GTM starts to break.

•	Sales wins deals but can’t repeat the process
•	Marketing campaigns don’t connect with the right ICP
•	Customer success is stuck in reactive mode
•	And the founder? Stretched thin, carrying GTM on their back

That’s where I come in.

I help Seed to Series A/B founders build modern GTM Operating Systems that align Sales, Marketing, CS, and Product into a scalable growth engine. Once the system is in place, I help you layer in AI to scale smarter, faster, and more profitably.

I bring 25+ years of experience in revenue leadership and have served as a 4x CRO and Founder myself. I’ve scaled companies from $0 to $10M ARR, doubled Sales Velocity in tough markets, and scaled from $10M–$50M+ in sales within companies that grew from $750M to $1.5B+. I’ve learned firsthand where GTM breaks — and how to fix it at every stage.

As a Fractional CRO and GTM O.S. Certified Partner, I work directly with founders, their ELTs, and investors to:

•	Diagnose where GTM is bottlenecked
•	Install the 8-pillar GTM Operating System
•	Help teams develop clarity, alignment, and trust
•	Layer AI into the GTM stack to drive high quality efficiency & productivity

Most early-stage companies will hit a growth stall somewhere in the $3M to $10M range. If you are experiencing growth challenges and you’re ready to replace hustle with a scalable system, let’s connect.

Scott Travis

If your GTM plan stops at “closed-won,” you don’t actually have a full GTM plan – you have half of one. No wonder growth is stalling. Here’s a dirty secret many founders miss:

💡 Customer Expansion is the most predictable, capital-efficient revenue in your entire business.

Yet, many startups and early-stage companies treat it as an afterthought.

The problem? No one truly owns it. Sales moves on to new logos. CS is overwhelmed with firefighting. Product is focused on the next feature. And Expansion becomes everyone’s job — which means it’s no one’s job.

In my latest article, I unpack:

➡️ Why “land and expand” needs to be a deliberate motion, not an accident (and how high NRR can fool you)
➡️ How AI is already reshaping expansion playbooks in 2025, from predictive upsell alerts to 24/7 “digital CSMs”
➡️ What early-stage teams can do right now to turn customers into a true growth engine (practical tactics included)

This isn’t just about upsells and cross-sells. It’s about designing for durable growth from day one.

👇 Read the overview below. Trust me – your future self (and your investors) will thank you when your revenue starts compounding from within.

(P.S. Want deeper insights, check out the full article on Substack; Link in Comments below.)
 
(P.S.S. Want to pinpoint why your startup isn’t hitting its growth goals? Grab a free GTM Maturity Report – 10 minutes to see where your company might be leaking fuel, so you can chart a smarter path forward.)

#CustomerExpansion #GTM #SaaSGrowth #FounderInsights #RevenueLeadership #VC #GTMOperatingSystem #StageWiseGTM

Helping Series A/B Tech Founders Build Modern GTM Systems—Then Layer AI to Scale | 4x CRO | Fractional CRO | GTM O.S. Certified

AI in the GTM O.S. – Pillar 6: Customer Expansion When a SaaS startup closes a deal, many founders ring the bell and then race off to chase the next n

Open article: Using AI In Customer Expansion: How Smart Startups Are Compounding Growth  by Scott Travis • 17 min read

Using AI In Customer Expansion: How Smart Startups Are Compounding Growth

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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 Kosoglow's LinkedIn Performance

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