Randi-Sue Deckard 🔬

GTM Leader -Sales/Marketing/CS/Revops🔹Strategy 🔹$1-$100M B2B🔹SaaS & Services🔹Influenced $100M+ in Revenue🔹GirlzWhoSell Mentor & Advisor🔹Pavilion-Co-Chair DFW Chapter🔹Speaker 🔹Advisor🔹Future Author 📚☕️🐾

Why does a Scientist make an awesome Customer Obsessed Revenue Growth Leader? #TheLabMindset

I was literally trained to experiment. Be extremely curious. Test, Refine and iterate! 

Research like a boss and use system level thinking!

It builds resilience (failure = reiterative process to get the desired outcome).

Document like a boss - I was trained if it wasn't written in black ink it didn't happen. 

Data driven decision making. Look for patterns to determine the best "lever" to change.

Embrace Change - always looking for ways to improve productivity/efficiency which help me look at the end-to-end CX (hello, bowtie) and find ways to reduce cost to serve for sustained profitability. 

Process/Frameworks are critical - how else do you design an experiment? (for business =GTM- Revenue Architecture model)

Communication -lots of papers written and one of my ninja skills is simplifying the complex so anyone could understand!

Present my findings and get grilled - Objection & Rejection proofed because I proactively prepared and expected this to occur.

Here's a little bit more about the Professional Me:

Leadership Style 
-Servant Leader
-People first

Strategic & Data Driven Decision Leader
--work with executives & board
--cross functional collaborator
--manage and execute projects

Embrace Change and Being a Change Agent

Trusted Advisor both internally and externally. Love creating raving fans throughout the whole ecosystem.

Great communicator and ninja rapport builder from board - peers- team - customers

Builder
--Teams
--Startups
--New Business Units
--GTM 

Revenue Growth
 --new logo
-- customer expansion
--strategic partnerships
--M&A

Financial Acumen 
--Profitability through retention and sustainable repeatable processes (understand the business unit economics)
--P&L Ownership

Experience with professional services & software solutions

Optimizer and Fine Tuner with Iterative Process improvement mindset 
--applied to GTM, Revenue Architecture and Customer Relationship Management

Growth Mindset
--lifelong learner who's obsessively curious
--personal and professional books & courses
--active in professional communities like Pavilion

High EQ - great mentor/coach

Thought Leader
-podcasts, panels and speaker
-writer & future author

Strategic Advisor for GTM - obsessed about sustainable growth!
-$1-$60M in ARR

Ssh don't tell but I might have an espresso & chocolate addiction according to my hounds who are currently giving me sideye. ;-)

2025 Sprouts "25 Women in GTM" to watch 2024 & SalesIntel "Top 100 & 300 Women" Making an Impact in B2B SaaS

Executive Member and Co-Chair of DFW Chapter

Pavilion, formally Revenue Collective, is a private membership organization for commercial growth operators. Our community is designed to support the professional development of revenue leaders at high growth companies, facilitate the sharing of best practices, and serve as a trusted private community.

This reminded me of something we forget too often: connection is a strategy.

I flew to Vegas for 🍽️ this week. 

Before you give me 😒, I wasn’t the only one. 

The Wednesday Women Dinner sponsored by Sendoso  was more than a networking event; it was a reminder that real growth happens in conversations where the masks come off.

Because when women gather with intention…

💜We show up fully.

Not the polished LinkedIn version but our real selves.

💜We strengthen our circles.

Reconnecting with women who challenge us, cheer for us, and remind us of who we are.

💜We talk about what’s really going on.

Not just pipeline or productivity.
But the season we’re navigating, the weight we’re carrying, the wins we’re proud of, and the things we’re still figuring out.

I left feeling grounded, inspired, and grateful.

If you’re looking for “what’s next” in your career or your life…

Start by showing up.

The right rooms will meet you halfway.

And the 7 course meal & wine pairing was out of this world but just an added bonus. IYKYK


#WomenSupportingWomen #Community #LeadershipJourney

No alternative text description for this image

My receipts this week 

Women supporting women 

A picture is worth a thousand words 🥳

#community

Color me purple 💜

It’s gonna be a great week! 

I’m attending a local Wednesday Women coffee and flying to Vegas for a dinner.

I can’t wait for the new & strengthened connections, conversations, gives, gets and of course amazing women supporting women!! 

What are you looking forward to?

#community

Gratitude gets all the spotlight this week. 

But here’s a twist: I’m just as thankful for the grit as I am for the grace.

It’s easy to give thanks for what went right: the wins, the milestones, and the good calls.

But the moments that shaped me most this year? 

The ones that stretched my patience, tested my confidence, and forced me to refine the systems underneath.

Gratitude without grit is surface-level. 

Grit without gratitude is burnout.
 
Together, they build resilience, and the kind of leadership that lasts.
 
What challenge are you most grateful for this year ...the one that grew you the most?

 #Leadership #GrowthMindset #RefinementLoop #Gratitude #TheLabMindset

AI is not allowed in the kitchen 🤣 and definitely no clones! 🤖 

Happy Thanksgiving y'all. 🦃

It's official thanks to Empressa AI.

I'm a certified Instructor in AI Foundations.

My proudest moment - facilitating a cohort and watching an attendee go from wondering if they were in the right room to being excited about the possibilities.

My legacy has always been focused on "transformation" - being the spark for others to see what's possible.

And this is just another way I get to make an impact.

January 23rd there will be another cohort. Sign up link in the comments.

#AIliteracy #leadership

I’ve been refining something behind the scenes in my 5-9.
 
It’s not a new title or product but a way the help everyone experiment, refine and iterate because progress over perfection!

In January, I’m launching The Refinery a monthly newsletter:

👉 one insight

👉 one system 

👉 one experiment the first Tuesday of each month

All to help you lead with clarity.

No noise. 

No inbox overload.

Just refined ideas that turn intention into motion.

If you want the first issue when it drops, join the early list (link in the comments). 

💥 Bonus--The "welcome e-mail" has a downloadable worksheet to help you reflect on 2025.

#leadership #growthmindset #continuousimprovement #therefinerymonthly

Celebrating the Small Wins

We talk a lot about the big wins in our careers. 

The headlines. 

The titles.

The trophies.

But the truth is, the big wins take time.

They're slow.

They're built through the quiet moments where no one is watching.

It's the small wins that actually fuel us.

The consistent effort. 

The uncomfortable growth.

The times you choose to show up with courage when it would be easier not too.

The little experiments that didn't seem like much until one of them changed everything.

This award is a reminder that none of its wasted. 

Every rep counts. 

Every refinement matters.

If you're working towards something that feels far away, keep going. 

Celebrate the small steps. 

They are not the prelude to the big win....they are the win!

And I'm grateful for every one of them.

Cheers to those small wins that transform us along the way.

What small win are you celebrating?

#leadership #growthmindset #AI

Happy Thanksgiving Y'all 🦃 🤠 

While life has a way of hitting back hard, and not everything on my 2025 bingo card is something I would have chosen for myself .....

I've always been a glass half-full and strong belief that things are happening for me (and yes, rejection is protection).

There are so many things that I'm thankful for and it starts with you and your support - 7K+ of you and counting.

Wishing you and yours a Happy Thanksgiving.

#gratitude #thankful #HappyThanksgiving

Sobremesa - my new favorite word

The plates are empty, the wine’s half gone, and no one’s reaching for their phone ....just ideas, laughter, and truth.

You know that moment, the one after the meal.

 The conversation deepens.

 The laughter softens.

 Time slows down.

 No one’s in a rush to leave because what’s happening around the table is rare: people being fully present.

These are the moments I live for.

 The ones where connection turns into collaboration.

 Where ideas start flowing, walls come down, and you leave feeling seen and inspired.

We chase big wins, big goals, big stages… but sometimes the most powerful spaces are the small ones.... where trust builds in real time.
If we could bottle that energy , curiosity, listening, genuine exchange, and bring it into our teams, our meetings, our lives...

Imagine what we could create.

When was the last time you stayed long after the meal because the conversation was just that good?

Shoutout to 🌎 Jacquelyn Nicholson and Krysten Conner for another memorable dinner in the books. Ladies, we need to remember to take pics. 

 #Leadership #Community #Connection #TheLabMindset #GrowthMindset #HumanFirst

If your to-do list is running your life… it’s time to flip the script.

Most creators and founders are wearing all the hats and burning out trying to keep up.

But what if you could cut your workload in half without cutting the quality of your brand?

I’m teaming up with Graphy Inc. to show you how to use AI as a true creative partner.

One that helps you move faster, create better, and finally breathe again.

Save the date:
📅 Monday, Dec 8

 ⏰ 11:00 AM CST

 📍 Live on Zoom

If you want smarter systems, sharper content, and more time back in your week, don’t miss this.

Save your seat - registration in the comments!

#AI #AIforCreators #partnership

Open the door! 🚪 

Most people say they’re waiting for the right opportunity.

But the truth?
Most people don’t even realize the door is already open.

We picture opportunity as this dramatic moment spotlights, trumpets, a clear sign pointing the way.

But in real life?

Opportunity usually looks like a cracked door you’re scared to push on.

I’ve walked through a few doors in my own life:

🔹 From clinical scientist to go-to-market leader
🔹 International moves
🔹 From “maybe someday” to actually building the life and career I wanted

None of these moments showed up as a grand entrance.

They showed up quietly disguised as a whisper, a nudge, a feeling that said: “Try. Just try.”

But here’s the provocative part:

Most people aren’t stuck because they lack opportunity.

They’re stuck because they’re unwilling to walk through uncomfortable doors.

Doors that require you to bet on yourself.

Doors that ask you to leave an outdated identity behind.

Doors that don’t guarantee applause on the other side.

Every transformation ,every reinvention,starts the same way:

You notice the door.

You get curious.

You take one step.

And then everything changes.

So here’s the real question for this season of your life:

👉 Are you actually open to the possibilities in front of you… or are you waiting for permission to walk through the door?

Because no one’s coming to open it for you.
You do that.

One step.
One choice.
One door at a time.

#growth

Excuse my crazy Saturday hair. 🤣 

Shoutout to Sendoso for my Winter Wellness Kit because self-care is NOT selfish.

This was such a nice touch that just keeps the Vegas Wednesday Women experience one of my November highlights.

This is your PSA to find the right community because there's nothing like great conversations and experiences to light you up!

#experience #community #gratitude

December used to feel like the month you wind down.

Now?

It feels like the month I level up.

It’s my birthday month. 🏹 🎂 Don't judge - yes, I really celebrate me all month!

My reflection month. 🪞 

 My decision-making month. 🤔 

 My “step into your next version” month. 🚶‍♀️‍➡️ 

I’m not rushing.

 I’m not forcing.

 I’m simply choosing to grow intentionally, consistently, boldly.

This is my season. 🙌 

The one where I back myself fully, refine as I go, and build the life + work I actually want.

Let's face it work life balance is a MYTH. It's about priorities and I'm being even more intentional about my 5-9.

If you feel the shift too… welcome.

Lean in and buckle up because success is messy! (yep, another #randisueism)

Share what you're leaning into in the comments.

#GTM #leadership #growthmindset #thelabmindset

“You miss 100% of the shots you don’t take.” 
-The Great One aka Wayne Gretzky 🏒 

I submitted an application to speak on the stage at TEDx Princeton.

I reached the first round (which I celebrate 🎉) and then didn’t get the final cut (which I own).

On the surface, a “no” feels like a rejection. 

But through the lens of the #labmindset where success is messy, testing/refining/iterating is built in this is simply data for the next cycle.

Here's what I’m affirming:

🙌 I said yes to the shot. That matters.

🔁 I’ll refine the pitch, the message, the delivery.

🔇 The stage I didn’t get today is not the only stage I’ll ever get.

🗣️ Missing this one doesn’t mean I’ll never speak. It means I’ll speak better.

Big ambitions carry messy processes. If everything were clean, we’d never grow. 

The mess signals: you’re doing something real.

If you’re in that “first round / almost / not yet” zone please keep shooting.
 
The truth is: the only guaranteed miss is the shot you never take.

What shot are you going to take (or retake) this week?

#GrowthMindset #RefinementLoop #Leadership #SpeakUp

😴🐾 when mom‘s up too early working on side hustle her coworkers are low energy 🤣

#sunday #earlystart

Lately I’ve been thinking about how intentional we are (or aren’t) about what’s next.

Not the 5-year “perfect plan” kind of next.

The honest next:
➡️ The next chapter
➡️ The next experiment
➡️ The next version of you

One of my favorite ways to get clear is revisiting Ikigai – I-K-I-G-A-I – that sweet spot where:

   •   What you love
   •   What you’re good at
   •   What the world needs
   •   What you can be paid for

all overlap.

Most of us don’t sit down and rethink this after our early career. 

We just keep going. Promotions. New titles. Bigger goals. Same autopilot.

But here’s what I know:
   •   It’s never too late to start something that feels more aligned.

   •   It’s never too late to try something completely new.

   •   And every journey is wildly, beautifully unique. There is no “behind.”

If you gave yourself permission to be really intentional about what’s next……
 not what’s expected, but what’s true for you ……
what would you explore?

👉 What’s the “something” you’re quietly thinking about that might be next?

Drop it in the comments or just write it down for yourself. Naming it is the first step to making it real.

#growthmindset #leadership

Eat the freaking cake.

For years, I let other people’s opinions live rent-free in my head.

“Should you really be eating that?”

“You’d look so much better if…”

“Wow, that’s… a bold outfit.” 

As women, it can feel like our bodies, our plates, our wardrobes and even our careers are open for public comment. 

All. The. Time.

Here’s where I’ve landed:

I’m done apologizing for existing.

I’m done “earning” treats.

I’m done shrinking myself to make other people comfortable.

If I want the dessert, I’m going to eat the freaking cake.

Not every moment of my life has to be optimized, tracked, or justified.

Because life is short.

Because joy is not a reward, it’s a requirement.

Because the people who matter don’t love me for the size of my jeans or the calories on my plate.

They value my impact, my heart, my brain, and my voice.

So here’s my nudge for you today:

   •   Wear the outfit you actually love.

   •   Order the dessert.

   •   Take up space in the room and at the table.

You don’t need permission to enjoy your own life.

🍰 What’s your version of “the cake” that you’ve been telling yourself you have to earn first?

#leadership #authentic

Neil W.

CEOs call me when ok is not good enough - Fractional CRO @revenue•x | Founder @PORCH

Revenue is everything - and nothing else matters.
It's true - revenue solves all problems.  

But to get it - in todays market - it's all about execution. 
GTM execution is the only moat anymore. 

And if you don't know how or don't have a team that gets sh!t done and moves fast, you are in a heap of trouble. 

You don’t need more ideas. You need people who can lead and execute and get sh!t done.

That's my superpower - Creating, building and executing GTM plans that generate pipeline and revenue. 

I focus on early-stage and medium-sized businesses to BUILD and EXECUTE GTM experiments to accelerate sales. I work in partnership with CEOs to build the foundational elements, processes and skills required for a successful GTM.

To learn more about weitzmanGTM, check out www.weitzmangGTM.com or DM me.

--

I am also the Founder of PORCH - an exclusive club for international and immigrant entrepreneurs for the personal side of the journey (the stuff that accelerators don’t do). To learn more about the PORCH, check out www.porchcommunity.com.

--

I try my best to...
- Punch up and go high when others go low 
- Admit mistakes
- Follow logic and reason
- Stick to the POP principles (Passionate, Optimistic, Perseverance).
- Keep my 100% Say/Do ratio

Co-Founder and Executive Coach

Your blueprint for starting and growing your fractional or consulting business.

Everyone loves the “young founders”.
Build a startup at 22.
Get on the Forbes 30 under 30.
Raise $5M before you can legally rent a car.

But here's the truth nobody wants to talk about:
The average age of a successful startup founder is 45.
(Before you ask me - Source: Harvard Business review)

Not 25. Not fresh out of school. 45!
And that makes complete sense:
You've seen what works (and what's complete garbage). 

You've built relationships that actually matter. You know your strengths and stopped pretending to be someone you're not. You've failed enough to know how to recover.

Ray Kroc was 52 when he started McDonald's. 
Vera Wang launched her fashion line at 40. 
Sam Walton opened the first Walmart at 44. 
Colonel Sanders franchised KFC at 62.

I spent 17 years at Nielsen before starting weitzmanGTM at 43. I was 48 when i started PORCH with Hunter after learning what accelerators fail at. And I have a new company we are launching soon (stay tuned!). 

These are not large unicorns (to say the least) but for me it took the right alignment of risk, courage, innovation and ambition to make it happen. 

I'm still figuring sh!t out. Still experimenting. Still failing and learning.

There's no magic age where you're "supposed to have it all figured out."
And there's definitely no such thing as "too late."

Want to start something? Start it. Want to pivot? Pivot. Want to try that idea you've been sitting on? Try it.

Your experience isn't baggage.
It's your unfair advantage.

🤙Neil Weitzman

Getting sh!t done to grow (when “ok” is not good enough) | GTM Advisor - Fractional CRO / Operator | Founder of PORCH

Sales might be the worst career for 90% of people today.

Sounds harsh, but let’s be real. Most people get into sales for the hype, not the heat.

They see the commissions, the fancy titles, the “six-figure OTEs” on LinkedIn.…

but not the stress, the constant rejection, or the daily reinvention this job demands.

If you can’t:

→ Communicate clearly under pressure
→ Learn fast when everything changes
→ Adapt your playbook constantly based on the market and human behavior
→ Build trust with people who don’t need you yet

Then sales will eat you alive.

Because this game isn’t about charm anymore.
And, it’s not just about a steak dinner and tickets to the game. 
It’s about business acumen.

You’ve got to understand finance, negotiation, psychology, tech, data, and yourself.

The truth?

The top 10% of sellers aren’t the loudest. 
They’re the sharpest.
They change constantly. 
They learn constantly. 
They move faster and respond sooner. 

If you want easy money, go somewhere else.

The market’s evolving and buyers are smarter than ever before.
And the only ones still closing are the ones who’ve evolved with them.

So before you jump into sales for the paycheck, ask yourself:

“Do I actually want to work for it?”

Hot take: Torturing your sales team until they hit bigger numbers isn't actually a GTM strategy.

Raising quotas doesn’t increase revenue.
In fact… it usually kills it.

I’ve been saying this for years:
Revenue is everything. Nothing else matters.
But the way you get that revenue?
That matters a hell of a lot.

And here’s what I’ve learned (the hard way):
The tighter you squeeze a sales team, the worse they perform.

Companies love the “raise the quota → raise the revenue” fantasy.
I’ve never once seen it actually work.

Here’s what does work;
Lower the quota.
Make the goalpost predictable.
Give your reps room to breathe.

Because when reps feel safe, confident, and “in control,” their performance skyrockets.

When they feel like they’re constantly failing?
Everything tanks -  morale, momentum, pipeline, and yes… revenue.

I’ve tested it multiple times across different teams:
Cut quotas by ~20% → Revenue per rep increases.

Not because reps suddenly get better …but because pressure shifts from survival mode to winning mode. And winning compounds.

Look, I know t’s not magic.

You need leadership, coaching, standards, and a real GTM plan behind it.
But let’s stop pretending quota inflation is a strategy.

It’s not. It’s a CFO shortcut disguised as motivation.

If you actually want more revenue?
Build confidence, consistency and momentum.
That’s the real hack.

What’s your experience?
Do higher quotas help or hurt? 👇🏽

112,732 people have been laid off in 2025. In 2026 Asad Zaman predicts 500K - 1M cuts in US tech. HOLY F!


Thats a lot of people who want to work and will have a hard time finding jobs. 
There is a lot of them out there right now. 

Some of them are reading this or you know someone looking for a job.

Let's f'in help them. 

Because being worried about feeding your family is the worst feeling in the world. I have been there and if you haven't. count yourself blessed.

Let's help someone find a job today.

PLEASE Tag someone, repost, comment or do something to help someone find a job 💚

--

EXEC / LEADERSHIP ROLES:

SVP Sales Kasada (PST timezone only)/ Nick Rieniets 
https://lnkd.in/ervQJn2B

VP Marketing Momentus Technologies / Nicole Smith 
https://lnkd.in/ehYkMhzp

VP of CS Channelscaler  / Jason Moore 
https://lnkd.in/eJhea2Tb?

VP Product at Tilt Brandon Salisbury 
https://lnkd.in/eEKtwhVv

Head of Marketing at N.Rich / Markus Ståhlberg 
https://lnkd.in/eHyngj_u

SVP Sales (PST time zone only) at Kasada / Nick Rieniets 
https://lnkd.in/ervQJn2B

Head of Sales / VP Revenue - Breakout AI Marketing org / Kelsey Robinson Christopher Gannon 
https://lnkd.in/e7Cje9Vh?



MANAGEMENT / IC ROLES:

Sales Manager at Macrobond / Jason Brausewetter 
https://lnkd.in/exjjRP_v

AE at Space Dinosaurs / Joseph Krasko 
https://lnkd.in/e3F8X25s

Sales Enablement & Operations Manager at Greenlight / Matt Wolf 
https://lnkd.in/e6e2rdSU

Sales Operations Analyst/Manager at Keynes Digital / James C. 
https://lnkd.in/egwj4JnS

5 more SALES roles here from Sales Talent Agency / Asad Zaman 
https://lnkd.in/eDbEWqzM

➕ 147 more open jobs from GTMfund portcos (I am a proud LP) https://lnkd.in/eDVVMeDA


Check Asad's prediction here: https://lnkd.in/eiK2qwQp?

P.S For more, ring the bell on LinkedIn and follow me at GTM of GTFO https://lnkd.in/eN7BWyJb

How come we don’t have a closed lost reason code that says “I fucked up” ?

Our closed lost deal data is shit because we likely dont even realize it was our fault and if we do, we wont often own our mistakes in the data like that.

Unfortunately sales reps are often the reason we lost.

That not an insult it’s just the truth.

We didn’t 
- do great discovery
- we talked more than we listened
- we never crated urgency
- didn’t help the champion create an effective business case for the CFO
- didn’t multi-thread properly and never understood that Sally loved the competitor and was influential to others


All of these things are fixable
The first step is admitting I’m right
The second step is ensuing the process is right
The third step is coaching on it. 


Matt Green just wrote a good post last week that touches on this - go read it.

The quickest way to expose a broken revenue org is to watch how they hire. I see it all the time as a fCRO. 


I am handed a paradox. Asked to rebuild a revenue engine but do not own the full calendar. Yet, my mandate is often to hire people who will outlast me.

I have lived this from every angle. Years inside corporate as the interviewee who did seven rounds for a role. 

Countless hours as the interviewer trying to separate charm from competence. 
Now as a fractional CRO who has to pick builders fast and leave behind a team that wins without me.

Here's how I approach hiring when clock, culture, and calendar are not all mine.

1) Story first. Scope second. Process third.
Strong people select strong stories. Before reqs or scorecards. Write six simple lines.

Why we exist
Who we serve
The problem we solve
What winning looks like
What you will own 
How we behave when things get hard

This becomes the spine for everything 


2) Speak like a human and activate warm networks
Jargon repels the people you want on your team. Rewrite everything in plain English. Ask the CEO to record a 2min video explaining the mission and telling the company story. 

People are attracted to candor and simplicity. 


3) Use video to filter for energy, clarity, and curiosity

CV's list dates and jobs but anyone can write anything - especially now. 
Video shows us the human. I ask every candidate to record a video answering a few prompts

Tell me your story
Why does the problem we solve excite you
Why are you a fit
What is one question you would ask our customers 

If they won’t do the video. Disqualified. 

Score each on energy, clarity, and curiosity from one to five. 


4) Interview on data, not vibes
I've seen the loudest voice in the room push through a hire because “she had great energy.” The deal board paid for that mistake.

Use data-driven hiring - assign two competencies to each interviewer with fixed questions and a simple one to five score. Average the scores, set a bar, and only hire when the numbers clear it.

Use the Google and Amazon hiring method. Do NOT hire if anyone on the interview team disagrees. 

𝘕𝘦𝘦𝘥 𝘢 𝘵𝘦𝘮𝘱𝘭𝘢𝘵𝘦 𝘧𝘰𝘳 𝘢 𝘥𝘢𝘵𝘢-𝘥𝘳𝘪𝘷𝘦𝘯 𝘩𝘪𝘳𝘪𝘯𝘨 𝘴𝘤𝘰𝘳𝘦𝘤𝘢𝘳𝘥? 𝘔𝘦𝘴𝘴𝘢𝘨𝘦 𝘮𝘦. 


5) Tell the messy bits before they sign
Share everything. Transparency ⬆️ trust and ⬆️ retention. 
Share runway, quota math, win rate, tech stack, and the top risks you see. 
A-players get excited when they see the full field and tourists opt out. 
If you don’t want to be honest ask yourself why.


6) Treat candidate experience like brand experience
Do not ever ghost someone. This is their life, respect it. 
You were in this position once. 


Fractional leaders are not paid to be busy. 
We are paid to raise the bar and leave things better than when we got there. 



Full post here Pavilion's Independent Operator
https://lnkd.in/eGAdWqBc

Follow me @GTM or GTFO: https://lnkd.in/eN7BWyJb

weitzmanGTM – The Fractional Hiring Mandate

If you're in sales, you need to hear this.

Because most reps think their quota was set through deep analysis, AI models, market intelligence, and months of strategy work.

Nope.

Let me tell you how it actually happens in the majority of cases (especially with early-stage companies) because I’ve been in those rooms for 20+ years.

It usually sounds something like this:

CEO: “We did $3M last year… so let’s aim for $9–10M next year.”

CFO: “Love it. Looks great on the board deck.”

Board: “Perfect. Growth story locked.”

CRO: “ummmm… ok this is cool, but how are we doing this?”

And then the fun begins.

Nobody’s talking about:
→ CAC
→ Win rates
→ Sales cycles
→ Pipeline quality
→ Territory coverage
→ Product readiness

Nope, they’re reverse-engineering a number and hoping the math magically works.

Then someone says:

“Can we just… increase quotas and add a few reps?”
“Wait  let’s just get them to work harder!”

And boom - YOUR number is born.

Not from data but from hope. 

Here’s the part nobody tells you:

A delicious cake starts with the ingredients. 
A great year of hitting quota starts with the ingredients. 
They start with truth.

✔ What does our current engine actually produce?
✔ What levers do we realistically control?
✔ What talent do we have, and what talent do we need?
✔ What risks exist in the system today?

That’s where real revenue planning comes from.

After decades in GTM, here’s my rule:

If the target isn’t tied to data, capacity, and repeatable motion, it’s just a wish.

And wishes don’t pay bonuses.

AI isn’t the threat. Isolation is. 
AI is exposing the leaders that were never really leading in the first place. 

I watched a Simon Sinek clip this morning, and it hit me harder than I expected.

Here’s the part that stuck with me 👇🏽

We keep talking about AI, efficiency, automation, scaling GTM…
But the real advantage inside any company is still the same thing it’s been for decades:

Human connection.
Trust.
Risk management.
Attitude.
Work ethic.
And Strong Motivational Leadership. 

Sinek made a brilliant point:
Most of what we call “leadership problems” today aren’t caused by AI or Gen Z or hybrid work.

They’re caused by the same old issue:
People don’t feel seen, supported, or safe enough to ask for help.

I see this often. 

Teams aren’t failing because the work is hard.
• They don’t feel protected when things go sideways
• They’re scared to admit what they don’t know
• They feel disconnected… even inside the same Slack channel that you thought would solve everything about remote work. AI isn’t the threat. Isolation is.  
• They’re aren’t practicing and getting real-time coaching 


Strong leaders set the tone and lead by example.
• They defend their team and have their back
• They admit their own mistakes quickly and openly and they ask for help
• They bring the team together often (even when remote) - through SKOs, events, regular meetings, fun for the sake of fun, training and learning together.
• They implement a culture of practice and coaching - maybe the most important element to long-term team success IMO (BIG fan of Avarra for this -  check out my “Expectation Setting coaching use case here: https://lnkd.in/eQRpe3_2)


I believe that your GTM process breaks when trust breaks.
It accelerates when trust compounds.

AI can automate workflows, analyze pipelines, tighten ops and help in many areas. 
But it can’t replace clarity, empathy, or a leader people want to follow into the next quarter.

So ask yourself, 

Does your team trust you? 
Are you leading by example? 

Are you setting a culture of practice, of real-time coaching, defending them when needed, admitting your own mistakes, asking for help, leading with optimism, etc.?

Because how you answer that question will define your next 12 months more than any new shiny object you bring in.

the Canadian tech scene lies to itself  
Tobias Lütke from Shopify tweeted "Alex absolutely nails it here with every part of this"

The Canadian tech / start-up world lies to itself - basically saying..
• SRED sucks
• MaRS sucks
• Advice to founders is a net negative value
• Don't need more mentors/introductions


IMO the major reason is because most accelerators/incubators rely significantly on government funding and as such worry more about getting the funding, keeping their jobs, and hitting useless metrics than doing what actually matters and moving the needle for founders.

According to ChatGPT

Government funding to accelerators 
Canada = High / USA = Low   

Reliance on public money 
Canada = Very high / USA = Minimal   

Private VC involvement 
Canada = Moderate / USA = Very high   

University programs 
Canada = Publicly funded / USA = Endowment or corporate funded   

Corporate accelerators 
Canada = Some / USA = Tons   

Likelihood a random accelerator receives gov money 
Canada = High / USA = Low  

Canada: Most programs rely on public funding to operate.
United States: Government supports founders, not the accelerators themselves.


Listen to the whole thing Other Stuff Podcast with Alex Danco from Andreessen Horowitz - it's good stuff. 
https://lnkd.in/eTHrpEuR


What do you think?

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