Zscaler

- We run the world’s largest ZERO TRUST EXCHANGE
- Zero Trust and Cloud Security is the future!
- 150 global data centers = super fast UX
- We connect users to apps, not the network
- Proxy architecture at scale, not passthrough
- We enable "Work From Anywhere" with no VPN
- We deliver SSL, SWG, CASB, DLP, & ZTNA as a service
- We reduce complexity and MPLS cost (30-50%)
- We improve O365 and G Suite performance
- Cloud platform instead of virtual appliances (ie Prisma)

Sales Development Representative

FLOWSPARKS

Business Development Representative

ClimateCamp

Customer Success Manager

Customer success intern

Follow for E-Learning Content: Create Engaging Digital Learning Material in Half the Time.

They say "content is king." 
They are wrong.


On Friday, Netflix bought  Warner Bros. Discovery. for $83 billion. Harry Potter. Batman. Game of Thrones. All of it now belongs to the streaming giant.

For 100 years, Warner Bros built the best content factory in history. They had the stars. The scripts. The Oscars.

Netflix didn't have any of that. They just had a better delivery system.

While Warner protected its box office receipts (the old metric), Netflix optimized for attention retention (the new metric).

Warner tried to build a wall around its IP. Netflix built a highway to your living room.

And in the end, the highway bought the castle.

Most founders obsess over the "product." They want to make the best movie. The best code. The best coffee.

But the Netflix lesson is brutal: You don’t need to own the best product to win. You need to own the distribution that delivers it.

If your GTM motion is friction-free, you can just buy the product later.

The system always beats the item.

Alvaro Gallego Casanova

Talks about #saas, #elearning, #techtools, #authoringtool, and #learninganddevelopment

GTM playbooks that win deals your competitors can’t

In 2018, Versace sold for $2.1 billion. 
Today, Prada Group bought it for $1.4 billion.

Read that again. One of the most famous brands on Earth. Viral fashion shows. Supermodels on every feed. A logo recognizable from space.

And it lost $700 million in value.

How is that possible?

Because we confuse "Attention" with "Business."

Versace had world-class Marketing. But they had broken Go-to-Market.

They could generate billions of impressions. But they couldn't capture the efficiency needed to monetize them.

Prada didn't buy them because they were killing it. Prada bought them because they were getting a Black Friday deal.

There is a cold lesson here for every founder and operator:

You can be the most talked-about company in the room. You can have the best logo. You can have the most likes.

But the market doesn't pay for "Vibes." It pays for "Cash Flow."

Virality is not revenue.
Unless you engineer it to be.

Stop hiring SDRs. Stop buying leads.
Volume isn't your solution. Volume is your problem.

Most outbound teams are running into a wall. Managers scream: "More activity! More calls! More volume!" Tools promise: "Automate everything!"

But the result is always the same: Reps are exhausted. Prospects mark you as spam. And your TAM (Total Addressable Market) is dead.

It’s not an effort problem. It’s a data architecture problem.

Most companies run on static segmentation. 

• Industry: SaaS 
• Size: 50-200 
• Role: VP of Sales

This is the "Spray and Pray" trap. You are targeting who they are, not what they are doing.

The "GTM Engineer" fixes this by building a Signal-Based System.

Here is the 4-step blueprint we use at Earleads:

1. Define "High-Intent" Signals.

Hiring: Are they recruiting for the exact role your tool replaces?

Tech Stack: Did they just uninstall a competitor’s tag?

Expansion: Did they just open an office in a new region?

2. Build the "Signal Warehouse". 

Centralize these signals in your warehouse. Map every signal to a specific Account ID and Contact ID.

3. Automate the "Playbook Activation". 

If Signal A (Hiring SDRs) + Signal B (Using Salesforce) fires:

The account becomes a priority.

The rep gets a Slack alert: "Account X is hiring. Run Sequence B."

The generic spam sequence is paused. The relevant one starts.

4. Measure "Signal Conversion," Not "Open Rate".

Vanity metrics lie. Revenue tells the truth. If "Hiring VP of Sales" converts at 4% and "G2 Visit" converts at 0.5%... Re-allocate 100% of your rep capacity to the hiring signal.

Volume goes down. Conversion goes up. Reps stop being spammers and start being advisors.

Because in a world of infinite noise… Relevance is the only thing that scales.

Stop counting activities. Start counting signals.

“GTM Engineering” is a survival mechanism.



B2B SaaS doesn’t die from competition.
It dies from slow feedback loops, inflated headcount, and ‘alignment meetings’ that fix nothing.

The new growth drivers aren’t people in seats.
They’re systems.

What GTM Engineering actually does (for those still stuck in 2018):

1️⃣ Agility
GTM Engineers break silos.
Sales, marketing, ops, and tech become one fluid system.


2️⃣ Precision
Automation and AI don’t replace humans. They replace wasted human motion.
Creativity, strategy, and conversations stay human.
Everything else becomes programmable.

3️⃣ Sustainable Scale
Most SaaS companies grow until the machine collapses under its own weight.
GTM Engineers prevent that by connecting RevOps with execution so every process compounds.

The next SaaS winners won’t out-hustle anyone.
They’ll out-adapt everyone.

And in 2025, adaptation speed is the new ARR.

taplio

Alvaro G. Casanova's Linkedin Analytics

Alvaro Gallego Casanova

Performance ScoreAlvaro Gallego Casanova's LinkedIn Performance

What is Alvaro talking about?

Who is engaging with Alvaro

Alvaro Gallego Casanova's Best Posts (last 30 days)

Ready to grow your LinkedIn presence?

taplio

.css-6ytdur{background-image:linear-gradient(284deg, rgba(39, 43, 72, 1) 0%, rgba(33, 47, 183, 1) 100%);color:transparent;-webkit-background-clip:text;background-clip:text;}Alvaro G. Casanova's Linkedin Analytics

Alvaro Gallego Casanova

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);}Alvaro Gallego Casanova's LinkedIn Performance

What is Alvaro talking about?

Who is engaging with Alvaro

Alvaro Gallego Casanova's Best Posts .css-1emoo84{font-size:var(--chakra-fontSizes-md);font-weight:400;color:var(--chakra-colors-gray-600);}(last 30 days)

Ready to grow your LinkedIn presence?

Alvaro G. Casanova's Linkedin Analytics

Performance ScoreAlvaro Gallego Casanova's LinkedIn Performance

Alvaro Gallego Casanova's Best Posts (last 30 days)