Jonathan Moss

Experity

Leading a team of senior GTM and Data leaders focused on building, managing, measuring and optimizing the revenue factory and architecture. 

2024 results: 
✔️ Grown top and bottom line by double digit % 
✔️ Exceeding plan in revenue and EBITDA 
✔️ CAC payback <12 months 
✔️ LTV/CAC 5:1 
✔️ Increased volume and conversion rates at every stage of the bowtie while decreasing sales cycle time across all product mixes 
✔️ Reduced time to install by 2.5x 
✔️ Reduced churn by 50%
✔️ Launched 2 new revenue streams 

My teams are responsible for the following: 

Go-to-Market Strategy & Planning: growth strategies, planning and execution to accelerate top line growth across our platform of products/services along with assessing entering new markets and verticals. 

GTM Operations: building, managing, and optimizing our GTM system (data, technology, process) that underpin our revenue factory. 

AI: building and implementing AI strategies across the GTM team, product and service lines. 

Data: structuring, aggregating, analyzing and providing insights for the GTM teams that drive our strategic decisions and operations. 

Center of Excellence: onboarding of products and service, providing professional services, and customer experience. 

Revenue Enablement: accelerating employee productivity and knowledge across all GTM teams.

EVP - GTM Strategy and Operations, Center of Excellence and Enablement

Established and lead the Executive AI committee comprising CTO, SVP of Strategic Partnerships, Chief Medical Officer and SVP of Technology. 

Implemented 5 AI initiatives 
2024/2025 roadmap for 10+ initiatives

Executive Chair - AI committee

Pavilion

Executive Member & AI for GTM Co-Chair

Winning by Design

GTM Ambassador

BigSpring

Led GTM team (marketing, sales, customer success, revenue operations and enablement) across US and APAC. Helped CEO raise Series A. 

Built product roadmap that aligned with customer feedback, industry pain points and AI / LLM capabilities. 
 
H2 of 2023 results (all best in company history):
3x ARR growth
210+% pipeline generation (customers and revenue)
220%+ NRR including multiple 6 figure ACV expansions
100% ICP logo retention 

BigSpring is an AI platform that everboards channel sellers with the latest product innovation to accelerate revenue. Google, Cisco, Nutanix, Pfizer, HSBC, Tata are customers; John Chambers, Stewart Butterfield, Adam Grant, Claire Hughes Johnson are advisors/investors.

Chief Revenue Officer (CRO)

MetaVRse

✅ 140+ Metaverse / Web3 Products and Projects 

🌎 9 World-Firsts

💻 1 Award-Winning, Proprietary 3D Creation Platform (Metaverse, Web3)

👩‍💻60k+ Creators

♟️Established strategic partnership with Microsoft

Founding Team, Executive Board Member & Strategic Advisor

Led global vision, strategy, and execution for all facets of revenue generation, go-to-market, operations, customer success and product management within a high growth technology industry.

🚀Launched the Metavrse Engine from stealth April 2020 including SaaS and professional services. 

✍️Negotiated and Signed deals with Siemens Healthineers, Samsung, MasterCard, JP Morgan and other Fortune 500 companies. 

📚$2M+ booked revenue in the first 12 months. 

♟️Established strategic partnerships including NVIDIA, Qualcomm, EPIC Games, Meta (formerly Facebook), and Autodesk. 

🛣️Developed product roadmap with feature prioritization, UX/UI design, and technical integrations.

Booster

Booster is a clean technology company that provides mobile energy delivery, including renewable and sustainable fuels, through its marketplace. 

🛠️ Elevated go-to-market strategy, built the revenue engine and led sales team that secured $56M in bookings with 79% net revenue growth and 215% Enterprise segment growth

⚙️ Implemented sales motions with aligned systems across the customer journey, automated workflows and insights that led to a 60% more outbound lead volume, 2.5x meetings, and 4.6x opportunity creation, 56 day reduction in sales cycle time, 25% conversion rates and a 45% increase in deal size

✅ Transformed top of funnel strategy through diversification of marketing channels and building infrastructure which led to 10x inbound lead volume accounting for 30% of new business, up from 2%

🚀 Implemented Customer Led Growth strategy that led to a better customer experience, 2x faster growth and improved LTV/CAC

🤝 Series C ➡️ D Senior Leader

🎯 Built annual operating plan and forecasts (quarterly, monthly, weekly) with 96%+ accuracy  

🎙️Built brand and content strategies that elevated Booster to over 60%+ Share of Voice and 90%+ positive Brand Sentiment

🚀 Launched platform business (including a marketplace) with complete P&L ownership

📈Grew platform from $0 to $6M+ in ARR since launching in December 2022

🔋Built partnerships that enabled Infrastructure as a Service for EV Charging, Hydrogen, LNG, and CNG delivery 

🚚 Drove product roadmap strategy that allowed for mixed energy fleets to manage energy consumption, vehicles insights and payments for both sides of the marketplace 

📍Developed geo-spatial models and algorithms for route and location based density to enable effective dynamic pricing, sales and marketing prioritization

💰Developed pricing strategy transitioning legacy margin model to a product (SaaS) and services (Consumption) model

Vice President - Revenue & Revenue Operations

REEF

REEF is a technology company that transforms urban real estate into thriving mobility and logistical hubs via a marketplace.

🎯 Led GTM strategy and execution across sales, revenue operations, and customer success that secured $70M in new bookings and expansion that increased revenue from $30M to $100M+ throughout the United States, Canada, and Europe.

⚙️ Implemented sales process with aligned systems across the customer journey, automated workflows and insights that led to a 36 day reduction in sales cycle time, 40% increase in conversion rates and a 25% increase in deal size.

📱Developed and implemented product led growth strategies that led to a 3x revenue growth expansion from the demand side of the marketplace.

⛓️Interconnected and consolidated technology stack to increase efficiency and efficacy across marketing, sales, and customer success (Salesforce, ZoomInfo, Marketo, LinkedIn Sales Navigator).

Executive Vice President - Revenue & Global Revenue Operations

OYO USA

OYO is a global travel technology company that connects guests to owner-operators via a marketplace. It offers full-stack hospitality software and revenue management solutions to hotel owner-operators.

🎯 Led strategy and execution for go-to-market, revenue operations, and sales training that led to growth from $17M to $200M throughout the United States, Canada, and India.

📈Developed and implemented product led growth strategies that led to a 2x revenue growth and 3x margin expansion from the demand side of the marketplace.

🛣️ Create and maintain data and insights across the entire customer journey that increased direct sales close rate by 2.5x, increased deal size by 50% and decrease sales cycle by 45 days.

⛓️ Interconnected and built the sales tech stack to align with the customer journey and automated work flows to drive 2x sales efficiency and efficacy.

Vice President Revenue Operations & Enablement

T-Mobile

A demonstrated record of success and achievement, marked by a promotion to a position of increased influence, authority, and accountability. Fulfilled a critical role building and executing strategies to govern sales, communication, and training professionals in franchise stores, small business team, national retail team, and in Direct to Consumer teams encompassing over 40,000 individuals responsible for 80% of all revenue. Maintained accountability for $25M in P&L.

•Supervised a 190-person team engaged in sales enablement, learning (e.g. in-person, virtual, eLearning, and AR/VR), strategy/planning, sales tech stack, process design, LMS, other Learning technology and communication tools. 

•Recognized for Performance (Top 5%)

•Successfully accelerated the ramp-up period for new sales personnel from six months to one month, as measured by five key performance metrics - New Customer Acquistion, Renewal Rate, Average Revenue Per User, Value Added Service Attach Rate, and Emerging Product Attach Rate.  

•Positioned the company to be listed in the Great Places to Work list for 2018 to 2019.

•Sparked a 25% increase in revenue per subscriber as a result of training programs for existing sales representatives, improving their ability to promote and secure agreements for products, services, and accessories.

•Developed quantitative and qualitative analytics and dashboards to measure sales intelligence, performance, deal/funnel intelligence, and trainer performance across 40,000 employees. 

•Scope of training curricula and collateral spanned New Hire, Management Fundamentals, Advanced Leadership Programs, Behavioral Skills Workshops, Gamification, and over 250 sales and leadership videos.

•Recognized as the first training team in the world that formed a co-development partnership with the Apple Master’s Program.

Head of Sales Enablement | Learning

Responsible for operations encompassing 15,000 employees and 8,000 points of distribution across 22 states, representing $14B in revenue. Directed teams engaged in Go-To-Market strategy, Communications, Retail Technologies, Customer Support & Success, Performance/Competitive Analytics, Workforce Planning, Facilities and Distribution strategy.

•Developed operational and customer success strategies that led to $825MM increase in profit and 2,100 basis points in NPS.

•Executed over 20 go-to-market projects with budgets in excess of $10MM.

•Led Go-To-Market and Operational implementation of new channels including Direct to Consumer, Uber, Walgreens, and AAA. 

•Managed $1B+ budgets for labor, facilities, service and repair centers, new store builds, remodels, and equipment.

•Developed automated dashboards for 40+ operational and customer experience metrics with tangible costs and actions. 

•Implemented a variety of technology solutions to assist the sales, operations and customer support teams, including intelligent process automation, digital chatbots, Microsoft Office 365, Salesforce, and a number of SaaS tools.

Director Multi-Channel Sales Operations

Verizon

Managed $260MM P&L with 327,000 customers across 9 territories. Led a team of 222 sales and account management professionals, ranking in the Top 1% across the organization. 

  •Product Portfolio included: SaaS, IoT, Streaming Content, Mobile Phones, Tablets, Internet Back-up, 
    Home Phone, Cable Services

Excelled across key metrics, increasing the customer base by 48%, coupled with a 57% gain in revenue and a 15% lift in NPS.  Personally submitted 14 ideas to the Verizon Powerful Answers project that generated $1B in revenue.

Responsible for creating and executing strategies, initiatives, processes, programs, and communication to increase customer experience, acquisitions and retention, profitability, and process efficiency through sales, marketing, finance, and operations

Selected to be part of the High Potential Leadership Program led by the Market President. 

Streamlined Point of Sale System Enhancements and Workplace Efficiencies leading to company EBITDA savings of $599 million

Part of team that created Data Gifting with upside of $500 million in annualized revenue

Submitted Idea that turned into Verizon Smart Rewards

Developed and Promoted 72 Employees (35 in 2015)

Go To Market Strategies, Implementation, Execution for 375 stores in 9 states

Accomplishments:
VZ Thumbprint Recipient 
Credo Award Winner
Winner's Circle Recipient (2013, 2014)
Selected for High Potential Leadership Program (16 chosen)
14 Implemented Powerful Answers Ideas 
(Over $1B in Sales & Cost Savings)
Top 3 Ideas: #65355, #48138, #48132
Top 1% in Total Sales & Revenue
Top 2% in YOY Growth
Top 7% in Customer Experience & KPI Balanced Scorecard

Projects:
Smart Rewards
Next Bill Summary
Fraud Task Force
Gifting Data
Interactive Data Alerts
Navigation Across Channels
Content Transfer w/ Cloud Integration
Mobile Productivity Tools (Mobile Iron)
VZ Notifications
Created 100% Retail SMB In Store Specialist Program

District Manager I Retail and Small-Medium Business | Sales and Customer Success

Coaching, Training, and Developing over 150 employees in the Greater Nashville Area. Assisting with the Strategic Implementation of Initiatives and Results in Sales, Marketing, Finance, and Operations for 7 locations. 

Developed and Promoted 15 Employees

2012 Winner's Circle District

Q1 2013 Marni Cup Winner

Developed Content and Taught Regional Frontline Development Program

Floating General Manager I Retail and Small-Medium Business | Sales and Customer Success

#1 in Region (140 Locations) for Overall Balance (Sales, Revenue, Profitability, Costs)

Increased Sales/Revenue by over $5 million dollars

Increased Customer Growth by 66%

Increased Customer Loyalty/Retention by 28%

Promoted 5 of 25 Employees and 1 Employee of the Year

Ranked Top 15 in South Area (530 Locations)

General Manager I Retail and Small-Medium Business | Sales and Customer Success

#1 Location for Year over Year Growth out of 140 Locations

#1 Location for Customer Loyalty (Churn) out of 140 Locations

Assistant General Manager I Retail and Small-Medium Business | Sales and Customer Success

Top 5% of Sales Consultants in Company

Averaged over $400,000 in Sales per Month

Sales Consultant I Retail and Small-Medium Business | Sales and Customer Success

Turning GTM into a revenue factory through recurring impact & helping GTM leaders do the same | GTM Executive leveraging AI ✨ | Keynote Speaker & Advisor | Podcast 🎙️ Host |

A mix of an entrepreneur and scaled executive skilled at crafting go-to-market strategies, leveraging AI across the business, developing high-performing teams, and optimizing the GTM systems to drive durable growth. 

My superpower is architecting revenue (traffic to churn) across the go-to-market machinery, building the systems (e.g. data, processes, and tools) that underpin it, and helping people be a catalyst to the culture for organizational success.

I believe that giving is greater than getting which drives me to share experiences, successes, failures, and learnings through: 

♟️Board Member/Advisor 

🗣️Keynote Speaker on Intelligent Revenue Orchestration and building/optimizing efficient GTM strategies 

🎙️Podcast Host 

✍️ Harvard Business Review 

✨ AI in GTM Co-chair for Pavilion 

✅ GTM Ambassador for Winning By Design, Gartner and GTM Partners

➡️ Executive Member of Partnership Leaders, RevRoom, and RevGenius

My career journey has given me diverse experiences that are transferable to many different industries, business models, products, and functions at different scales. 

➡️ Technology, GTM & Operations Experience across 9 industries. 

🚀 Company Stages: Pre-Revenue, Seed, Series A, Series C, Series D, Publicly traded 

💵 Funding Source: Venture Capital, Private Equity, Bootstrapped 

💰Company Revenue: $0-$15B (87% median growth rate; over $1B of capital raised)
     👉 $0-$6M+
     👉 $0-$7M+
     👉 $17M-$200M+
     👉 $30M-$100M+
     👉 $80M-$150M+
     👉 $165M-$260M+
     👉 $190M-$2XX (Current role)
     👉 $13B-$15B+

📍Geographies: North America, LATAM, EMEA, and APAC

✅ Team Size: 1-200

🤓 Experience
👉 Total AI Experience: 5+ years     
👉 Total GTM Experience: 21+ years
     👉 Sales: 12 years (B2B); 10 years (B2C)
     👉 Revenue Operations: 13 years
     👉 Customer Success / Account Management: 9 years
     👉 Product: 9 years
     👉 Revenue / Sales Enablement: 5 years
     👉 Marketing / Demand Generation: 3 years
     👉 Business Development/Partnerships: 3 years

Executive Member

Can you pull more data on that data? 

Brutal.. 

Here are a few ways to prevent it

If your stakeholders treated their coffee orders like they treat your data requests, baristas would revolt.

I am not a psychic. Ask for what you actually need the FIRST time!

Here are 5 ways to break free

↳ Requirements gathering is your new best friend. Drill down on the 'why' behind every request. You'll uncover the real needs and save yourself countless revisions.
↳ Implement a 'cooling off' period. No same-day data requests unless the CEO's hair is on fire. This forces stakeholders to think through their needs.
↳ Build self-service dashboards. Teach a man to fish, and he'll stop bugging you for salmon every 5 minutes.
↳ Institute a 'three strikes' rule. After the third revision, it's time for a sit-down strategy session. No more playing data ping-pong.
↳Charge 'revision tokens'. Each team gets a limited number per quarter. Watch how quickly they learn to make focused requests.

P.S. "If you need me, I'll be building a time machine to go back and get last week's 'final' dataset... again."

GTM Efficiency continues to get worse... 🚨

All Founders - GTM is a discipline and a craft. It takes experience, curiosity, learning, studying, and practice. Just like any other craft. Don't pretend you have it or know how to do it. Bring in someone that does and listen to them, not the board or investors because many of them have no idea how to operate GTM. 

Technical Founders - build products based on problems customers have today and will have in the future. Don't build it and then try to find the problem. 

Current GTM leaders - This is a wake-up call and rally cry. Take the time to sharpen your saw and get better at your craft. We are no longer in GAAC (Growth at all costs) and it requires a specific skillset. 

🏭 Think of your GTM as a Factory and your GTM operating system (e.g. data, process, technology) as the GEARS of that factory. 

⚙️ GEARS: 
Generate (design/build the revenue system)
Evaluate (measure performance)
Analyze (learn from the data)
Refine (optimize based on insights)
Scale (grow the revenue machinery)

Recently, I had an enlightening conversation with an iconic brand from my generation—one you've likely used. Despite their public status and billions in revenue, they're just now building out their RevOps function.

As someone who's built and scaled three marketplaces, I was intrigued by their approach, especially given their marketplace model (balancing supply and demand).

Their priority? Hiring someone from Meta, Netflix, Google, or Apple.

🤔 This raised some flags. Here's why:
↳ Industry Mismatch: Netflix isn't a true marketplace and lacks RevOps expertise.
↳ Ecosystem Differences: Apple's marketplace (Apps) operates within a closed hardware-software ecosystem.
↳ Focus Disparity: Meta's marketplace is primarily a digital yard sale, likely not a priority.
↳ Specialization vs. Generalization: Google, while closest, has highly specialized roles due to its size.

🔑 Key Considerations for Building RevOps:
↳ Domain Expertise: Need someone who can build from the ground up with scalability in mind.
↳ Marketplace Dynamics: Not all tech giants operate true marketplaces.
↳ Services vs. Products: Their focus is services, not SaaS or Cloud products.

📌 Takeaway: When building teams, especially for crucial functions like RevOps, prioritize:
↳ Relevant domain expertise
↳ Experience with similar business models
↳ Understanding of your current maturity level

Don't fall into the trap of chasing big names without considering fit. I've seen this mistake in both startups and large corporations.

Are you still doing repetitive tasks manually? It's time to supercharge your workflow!

According to McKinsey, companies that automate workflows see up to a 20% increase in productivity. 

Here are 3 tactics to optimize your workflow:
↳ Identify high-velocity, repeatable tasks
↳ Create standardized processes
↳ Leverage AI for automation

Speaking of AI, I've created custom GPTs for account research, GTM strategy and planning, annual plan creation, role-playing and coaching, and more. It's like having a tireless assistant working 24/7!

🌶️ Spicy take: If you're not using AI to automate your workflow, you're actively choosing to be less competitive. Harsh, but true.

Time to level up! Remember, the goal isn't to replace you – it's to free you up for the creative, strategic work that really moves the needle. 


💬 Comment: What's one task you'd love to automate? 
📥 Save for your next productivity brainstorm. 
♻ Share to support the AI workflow revolution.
 📺 Subscribe to my YouTube for more AI hacks!

Too many workplaces are drowning in unclear priorities, unnecessary meetings, and ridiculous requests. Sound familiar? 🙄

The impact on productivity and morale? Devastating. 😤

But here’s the thing—managers can be the umbrella in this storm, shielding their teams from chaos. 🌧️☂

💡 Did you know? According to a Gallup study, 70% of team engagement depends on the manager. 

So how can you, as a manager, step up?

3 Tactics You Can Use Right Now:
↳ Set clear priorities – Make sure your team knows what’s important, what can wait, and what doesn't need doing at all.
↳ Cut unnecessary meetings – Seriously, cut them. Use tools like Loom for async updates or Slack for quick check-ins.
↳ Create stable goals – Constantly changing targets don’t help anyone. Instead, establish realistic milestones and stick to them.

🔮 Pro tip with AI: Tools like Notion AI can help you automate meeting agendas, leaving you more time to give your team the emotional support they need. (Trust me, AI can handle the grunt work; you focus on being a human.)

🔥 Spicy take: If your team feels like they're constantly putting out fires, it's probably because you’re the one lighting the match. 🤯 Good managers don’t just delegate the chaos—they eliminate it.

Don’t wait to become the leader your team needs. The rain isn’t stopping, but you can be their umbrella. 🌂

Ever feel like you're watching a never-ending soap opera between Sales and Marketing? 

Well, buckle up buttercup, 'cause I'm about to spill some tea! 🍵

Sales thinks Marketing's just playing arts and crafts all day. Meanwhile, Marketing's convinced Sales are just a bunch of prima donnas who couldn't close a deal if their lives depended on it. 🎨🎭

News flash: You're BOTH wrong! 🚨

Marketing, a webinar sign-up isn't an MQL. It's barely a blip on the radar. 📊

And Sales, if you think a fully-educated prospect with an urgent need is gonna fall into your lap, you're living in La La Land. 🌈

Time to wake up and smell the efficiency, folks! The "growth at all costs" party is OVER. 💸

So, can we please get our stuff together and start acting like professionals? Or should I bring out the Kumbaya guitar? 🎸

Are your GTM teams speaking different languages? 

Enter, The Operating Model, from 🐶 Jacco van der Kooij's "Revenue Architecture" textbook. 

This just might be the universal translator that you need. 

It guides how GTM teams can actually work in harmony.

Key insights from The Operating Model:
↳ It introduces SPICED (Situation, Pain, Impact, Critical Event, Decision) as a uniform methodology to create interoperability between all GTM actions.
↳ It establishes Impact as a common customer-centric language across the entire customer journey.
↳ It uses the Bowtie model as a standardized data model to align all metrics across departments.

What fascinates me is how this model addresses the challenge of incompatible tools and methods across GTM teams. It's not just about choosing the right tools - it's about creating a unified system that allows seamless collaboration across all customer-facing roles.

Tactics to implement The Operating Model:
↳ Start with a company-wide workshop to introduce SPICED methodology.
↳ Create cross-functional teams to map the customer journey using Impact as the common language.
↳ Implement a centralized data dashboard based on the Bowtie model.

AI can supercharge this model by analyzing customer interactions across all touchpoints, providing real-time insights into the SPICED framework, and automatically updating the Bowtie model with the latest data.

🌶️ take: The Operating Model isn't just a framework; it's a litmus test for your organization's commitment to customer-centricity. If you can't implement it, you're probably more in love with your internal processes than your customers' success.

💬 Comment: What's the biggest communication gap in your GTM strategy?
📥 Save for your next team alignment meeting.
♻ Share to support breaking down silos in GTM teams.
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I am in the middle of listening to the Acquired Podcast with Starbucks Founder Howard Schultz. He drops some 💣 for Founders, Entreprenuers, and really everyone!! 

↳ Starbucks wasn't selling.. they were educating customers about what good coffee tastes like.. 
↳ They sold beans, not beverages at the beginning and they were the first to do a mail-order business to expand into other areas outside of Seattle.  (Secret: They sold Peet's Coffee beans at first and not Starbucks)
↳ They knew their market. U.S. Folgers and Maxwell House instant coffee was what everyone drank; it was the worst bean you could use to make it. 
↳ Howard was originally in sales for Xerox and learned humility by getting told No hundreds of times a day. 
↳ Howard saw the sense of community that a coffee bar could become on a trip to Italy where people sat together, socialized, and sipped coffee. 
↳ He was told that a "restaurant" business wouldn't be the right business because of the margins, but what he saw that others didn't was that the coffee bar business would actually have high margins 
↳ Customers were customizing their orders even without everything on the menu. So they added it. 
↳ Coffee tasted terrible in styrofoam cups because of the heat and chemicals. Paper cups didn't have lids, so he had to create one (which he didn't patent, one of his biggest mistakes). 
↳ They made the logo prominent on the cup, which was their mobile billboard advertising. 
↳ He built a strong network of people, and when Starbucks was originally trying to be taken away from him by one of his original investors, he was able to keep it. 

SO much value in this podcast and I am only 1 out of 3 hours into it.

🤦‍♂️  Who built this plan?? 👀 Many organizations still rely on a top-down approach to annual planning, where finance teams set revenue targets based on market potential, board pressure, or industry growth expectations.

However, this method often fails to account for the granular inputs and investments required across marketing, sales, customer success, and product development.

Key issues with this approach include:
↳ Lack of alignment between targets and operational realities
↳ Insufficient consideration of product development timelines
↳ Unrealistic expectations for GTM teams
↳ Missed opportunities for cross-functional synergies

To create more realistic and achievable plans, companies need to adopt a collaborative approach that involves all key stakeholders. Here's how to make this shift:

↳ Start with a Bottoms-Up Analysis Begin by modeling specific inputs and outputs across marketing, sales, and customer success. This granular approach helps identify current capabilities and potential areas for improvement.
↳ Align Product Development with GTM Goals Involve product teams in the planning process to ensure that development roadmaps support revenue targets. This alignment is crucial for meeting customer needs and driving growth.
↳ Create Four Interconnected Plans Financial Plan People Plan Product Plan GTM Plan

Need help? Here is a video on using ChatGPT to build an annual plan. 
Link to Annual Plan GPT in comments. 

🤣  face below is on point!! 🔥

The GTM AI Podcast 🎙️ is out! We dive into using AI to help build your GTM strategy and interact with it to help you optimize it to save you days and weeks of work. 

Some highlights 🍿

Jonathan M Kvarfordt, MBA and I dove deep into the world of custom GPTs for go-to-market strategies.  

↳ We got into the nitty-gritty of how one of my Custom GPT (GTM Co-pilot) works, why it's so useful, and the thought process behind building it. 

↳ I get into a live demo, showing how this thing generates product descriptions, ICPs, buyer personas, and a whole lot more. It was like watching a master craftsman at work. 

↳ This can save you weeks or months of work condensed into a couple of hours or even minutes. 

↳ We got into a great discussion about the importance of domain expertise when using AI - you can't just expect the machine to do all the work, you gotta bring your A-game too. 

↳ We also talked about making these GPTs user-friendly, because what's the point of a tool if no one can figure out how to use it? The conversation got me fired up about the potential of this tech, especially when we started talking about using GPTs for multilingual team enablement. It's crazy to think about how far we've come and where this tech could take us in the future.

↳ GPTs can be starter kits for AI agents 

↳ The GTM Co-pilot GPT incorporates 12 key steps, from product description to risk analysis

↳ The GPT uses a knowledge base of trusted GTM frameworks and resources

↳ It generates tailored content like ICPs, personas, and sales messaging

↳ They discuss how this drastically cuts down strategy development time
Importance of proper context and prompting in getting good AI outputs

🔥 "Content was king, but with AI Context is king." Coach K is trademarking this one!  

↳ If every time I prompt and I get something wrong, I'm like, I didn't give enough context. It's my fault. I'm the problem. It's not the AI's fault."

🔥 "AI is not just going to go and do things for you. It's no silver bullet, but those that have domain expertise... use AI to just catapult that to another level."

Check out the comments for links to the Pod and Custom GPT

The Great Debate! Who owns GTM? 

Was reading comments in a few GTM slack communities today and there still isn’t a consistent response from everyone! 

So let’s dive into the corporate hunger games of GTM ownership. 🏹

CEO? Nah, they're too busy not running out of money. 💸

CRO? Sure, if they can magically transform from sales guru to data wizard overnight. 🧙‍♂️

Chief Go-to-Market Officer? Please, we don't need another C-suite title to stroke egos. 🙄

CFO? LOL. They think GTM is a sandwich. 🥪

So who's left holding the GTM baby? 👶

Enter the STL - Single-Threaded Leader. No, it's not a new hipster coffee brewing method. It's the person who owns GTM from end to end. 🏁

Because let's face it, in this game of corporate hot potato, SOMEONE needs to step up and own it all. 🥔🔥

So, who's brave enough to be the GTM hero we need? Any takers? Or are we all just going to keep playing musical C-suite chairs? 🎵🪑

P.S. Had a special guest at the end, gotta love kid responses! 🤣

🔓 Unlock the Secret Formula for Explosive Business Growth – No Ph.D. Required 🤓

Forget everything you thought you knew about revenue models – it's time to embrace the power of mathematical magic!

Enter the game-changing "Revenue Architecture" by 🐶 Jacco van der Kooij. 

This isn't your grandfather's dusty old textbook – it's a treasure map to the hidden goldmine of recurring revenue businesses.

↳ The Acquisition Rocket 🚀: Where attrition meets compound effects in a thrilling dance of customer gain.

↳ The Retention Rollercoaster 🎢 : Hang on tight as you navigate the twists and turns of attrition and accumulation.

But here's where it gets really wild: tiny tweaks can trigger tsunamis of change. 

We're talking hypergrowth potential that'll make your head spin – or a crash so spectacular it'll leave skid marks on your balance sheet.

This isn't just another business model – it's a pair of X-ray glasses that lets you see the true skeleton of recurring revenue systems.

 Forget linear thinking; we're diving headfirst into the exhilarating world of nonlinearity across every step of your customer's wild ride.

🔥 Hot take alert: This framework isn't just a theory – it's your secret weapon for sustainable growth that'll leave your competitors in the dust.

So, here's the million-dollar question: Is your organization still stuck in the slow lane of linear growth? Or are you ready to shift gears and harness the nitro-boosted power of nonlinearity in your revenue strategies?

Remember, you don't need to be Einstein to apply this model to your business. All you need is the courage to think differently and the hunger for exponential success.

Are you in?

It is that time... Annual Planning.. for all of my GTM leaders, please don't just take Finance's annual plan and not build at bottom's up with all of the inputs and outputs from traffic to churn.. 

Otherwise you might as well just use a crystal ball 🔮

If you need help, reach out. There are many of us that can help. 

In fact, I am happy to share some resources that can help. 

1) Annual Plan GPT - custom GPT that can help you model an annual plan to start out. You can even ask it questions about headcount, LTV/CAC, marketing budget, etc. 

2) Spreadsheet template -  you can use to build your annual plan and maps out inputs and outputs. 

3) GTM Therapy - discussing the Annual plan (in the comments) 

If you want me to send you the GPT and template, drop me a comment and I will send it.

Is Salesforce Stuck in the Innovator's Dilemma? 

Marc Benioff himself said it: Salesforce is at a crossroads. It’s ironic, isn’t it? 

The same company that disrupted Siebel and Oracle with a “beginner’s mind” is now facing the exact same challenge—staying relevant in a rapidly evolving landscape.

Just like Google being caught off-guard by ChatGPT, Salesforce is staring down a massive wave of change. Their decades of tech debt make it difficult to reimagine themselves in an AI-native world. 

Real talk—being the incumbent gives you data, but it doesn't guarantee survival in a race where agility is key.

Examples of Companies Stuck in This Dilemma:
↳ Kodak: Invented the digital camera, but couldn't pivot fast enough to survive the digital revolution.
↳ Blockbuster: Had the chance to buy Netflix, but didn’t think streaming would catch on.
↳ IBM: Led the mainframe era but had to completely reinvent itself to survive the cloud shift.

Tactics to Escape the Innovator's Dilemma:
↳ Embrace Shoshin (Beginner's Mind): Forget what you know and reimagine your business from scratch—literally. Look at what the next 10 years could look like, not the last 10.
↳ Invest in AI Natively: Don’t just slap an AI sticker on top of existing solutions. Build AI into the core of your offerings.
↳ Co-exist, Then Conquer: Start by co-existing with emerging AI-native tools (think about those AI startups nibbling at the edges). Then, find a way to integrate or outpace them.

Disruption doesn’t just mean adding AI features. If Salesforce doesn’t fundamentally rethink its business model, it’ll go the way of Siebel. Harsh? Maybe. True? Absolutely. Incumbents are usually terrible at disrupting themselves, and there’s no guarantee that Salesforce can break the cycle.

Salesforce today is like Blockbuster saying, “Streaming? Nah, we’re good.” Except, instead of DVDs, it's SaaS and AI. So, unless you want to be the last one with a "rental card," it’s time to act. Now.

It will be interesting to see what they do with Agentforce. 

Got thoughts? 💬 Drop a comment below and let’s chat about the future of Salesforce.
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🤔 Wondering how Canvas and Claude Artifact differ and which one is right for you?

OpenAI dropped Canvas on us which has been amazing to use. (Video coming soon). 

I did something that I do a lot and you should too. I asked AI the difference between the two. I use this technique a lot when brainstorming, I am stuck, I need a different perspective, or I am trying to see around corners. It is super beneficial. 

Check out the differences below generated from Canvas. I will say the Emojis from it are a bit much. 🤣  

Canvas 🖼️ and Claude 🤖 are tools aimed at enhancing productivity, but they play different roles. By understanding their distinct purposes, you can determine which tool aligns best with your needs. 🎯

🖼️ Canvas: Collaborative Content Creation 📝

Canvas helps you create ✍️, edit ✏️, and organize 📂 content, such as team proposals 👥 or project notes 🗒️. Think of it as a versatile platform for drafting reports 📊, writing code 💻, or crafting blog posts ✒️. It’s all about structured, collaborative creation, giving you a clear workflow 🔄 and ensuring consistency ✅. Canvas is perfect for teams needing to co-author documents, track revisions 🔍, and maintain a central repository 📚.
Canvas supports real-time collaboration ⏱️, allowing multiple contributors to work simultaneously. This is particularly useful in a corporate setting 🏢, where aligning team efforts is crucial to productivity 📈. The platform ensures work is easy to access, edit, and finalize, keeping everyone on the same page. 📋

🤖 Claude Artifact: Conversational AI Assistance 💬

Claude Artifact is a conversational AI assistant 🤖, focused on generating responses 💬 and providing insights 💡, such as answering queries 📞 or brainstorming ideas 💡. Built by Anthropic, Claude is designed to solve problems 🛠️, support creativity 🎨, and offer information through natural conversations 🗣️, all with an emphasis on safety 🛡️. Claude is more than just a chatbot; it understands context 🔍, enabling meaningful interactions. 🤓
Whether you need help drafting a quick response ✍️, generating ideas 💡, or finding information 🔎, Claude is ready to assist. Its focus on safety 🛡️ makes it a reliable assistant in both professional and personal settings. Claude reduces time spent on repetitive tasks ⏳, letting you focus on strategic 📊 and creative ✨ work. It’s helpful for those needing a responsive partner for ideation 💭 and problem-solving.

⚖️ Key Differences 🔄
Canvas focuses on structured content creation ✍️, ideal for document building 📄, where maintaining accuracy 🎯 and collaboration 👥 is key. Claude is about conversation 💬 and response generation, perfect for natural language interactions 🗣️ that provide real-time assistance ⏱️. Choose based on whether you need a collaborative document platform 📝 or a responsive AI assistant 🤖.

👀 Struggling to capture that creative spark during brainstorming sessions? You're not alone. ChatGPT has something new to reignite it: Writing with Canvas.

𝗪𝗿𝗶𝘁𝗶𝗻𝗴 𝘄𝗶𝘁𝗵 𝗖𝗮𝗻𝘃𝗮𝘀

↳ Collaborative Editing: Work alongside ChatGPT to improve content cohesively.

↳ Feedback and Suggestions: Get targeted feedback for better clarity, style, or tone.

↳ Version Control: Manage different drafts efficiently without losing track of changes.

𝗘𝘅𝗮𝗺𝗽𝗹𝗲: If you’re drafting a marketing email, you can refine the tone and length, receive suggestions on making it more engaging, and manage multiple versions easily for testing.

𝗖𝗼𝗱𝗶𝗻𝗴 𝘄𝗶𝘁𝗵 𝗖𝗮𝗻𝘃𝗮𝘀

↳ Debugging Assistance: Receive real-time help with code corrections.

↳ Shortcuts for Coding Tasks: Automate repetitive coding tasks, saving time.

↳ Enhanced Context Understanding: Leverage ChatGPT’s ability to understand code dependencies and offer relevant improvements.

𝗘𝘅𝗮𝗺𝗽𝗹𝗲: While writing a Python script, you can ask Canvas to debug an error or refactor code to enhance readability and performance, and get suggestions for optimizations directly in the working environment.So, if you're tired of "collaboration theater" — endless meetings, docs, and apps without real progress — it's time to give Canvas a try.

🔂 Share to support a clutter-free collaboration world.

☕️ And hey, don’t forget to 𝘀𝘂𝗯𝘀𝗰𝗿𝗶𝗯𝗲 𝘁𝗼 𝗺𝘆 𝗬𝗼𝘂𝗧𝘂𝗯𝗲 for more spicy takes and tips on using AI for GTM (Go-to-Market) mastery.

What will the future of GTM (or for this post Sales) look like in the future? Let’s break it down.

6 trends that are shaping market conditions and economics

↳ Increased competition: Commoditization and a surge of new entrants are driving companies to invest in retaining customers via post-sales support, customer success programs, account management, and value-added services. ↳ Shifts in buyer expectations: B2B buyers expect a consumer-like buying experience with ease of access to information and quick response times, pushing sellers to offer seamless and user-friendly buying processes.
↳ Longer sales cycles: Decision makers are getting more complex (e.g., buying groups) and taking more time to evaluate options, due to increased scrutiny on ROI and cost-effectiveness.
↳ More sellers involved in sales process: Sales teams are becoming more specialized, requiring more comprehensive and integrated sales strategies to address complex buyer needs with cross-functional teams.
↳ More complex channels: The ecosystem of partners and marketplaces has grown in scale and complexity and remains a critical channel to drive demand and efficient cost to sell.
↳ Uncertainty and budget constraints: Rising cost of goods, economic fluctuations, and uncertainty are leading to tighter budgets and higher scrutiny on spending from buyers while increasing cost pressure on own P&Ls.

The future of sales (and GTM) is moving from entirely seller driven to leveraging AI to unlock value across the entire sales cycle.

Imagine a world where...
↳ Autonomous sales agents own sales motions from acquisition through support
↳ GenAI-powered virtual team members….like intelligent sales assistants, providing personalized scripts and customer insights or virtual solution engineers, navigating complex portfolios and customizations
↳ Virtual sales assistants take over more transactional tasks, reducing the need for human intervention in standard transactions and freeing up time to focus on strategic and relationship selling
↳ Predictive selling becomes the norm, with automated, real-time analytics and coaching fully integrated into sales tools, enabling agents to sell to the right customer, in the right moment with the right offer, price, and message
↳ Personalized offers, promos, sales pitches, and setting materials based on real-time buyer behavior and data analytics are produced at 10x the speed, breaking down traditional silos between marketing, sales, and pricing
↳ Highly autonomous sales operations manage much of sales operations, including targeting, lead scoring and nurturing, and forecasting, reducing errors and increasing efficiency
↳ AI-powered coaching and scenario-based learning based on real-world insights from everyday sales interactions unlock step-changes in seller performance, reduced ramp times, and dissemination of best practices into everyday action

The future is coming quicker than you think.... been spending a lot of time here.. stay curious

Google launched NotebookLM. Super easy way to upload documents and chat with them. However, what is different is it can generate an audio summary with 2 people doing a deep dive on it which was amazing!! 

Check it out in the comments.

🚀 Is your Go-To-Market strategy leaving money on the table? 

Imagine Salesforce using the same sales tactics for small startups and Fortune 500 companies. Or Zoom relying solely on a freemium model for large enterprises. Doesn't quite add up, does it?

Here's the kicker: Companies that align their GTM strategy with customer segments see a 14% increase in annual contract value, according to Forrester Research. 

3 tactics to level up your GTM game:
1️⃣ Map your offerings to touch levels (No Touch to Dedicated)
2️⃣ Tailor your approach based on deal volume and contract value
3️⃣ Optimize resource allocation across marketing, sales, and CS

Pro tip: Use AI-powered analytics to analyze customer interactions and refine your GTM motions for each segment.

🌶️ Spicy take: The "one-size-fits-all" strategy is obsolete. In today's market, precise targeting and tailored GTM motions are crucial to avoid wasting resources and to achieve real traction.

Time to get real: Your GTM strategy shouldn't be a game of darts in the dark. It's time to embrace the science of sales and marketing alignment. After all, in the words of the great philosopher DJ Khaled, "Another one" only works if you're targeting the right "ones" to begin with.

Ready to transform your GTM approach?

💬 Comment: What's your biggest GTM challenge?
📥 Save for your next strategy session.
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5 GenAI stats that'll blow your mind 🤯 and what to do about them! 

Generative AI can help go-to-market functions, making interactions more productive and adaptive. For example, teams using GenAI can generate personalized emails, adapt real-time prompts during calls, and prioritize leads based on predictive analytics. 

Despite its potential, many companies struggle: 𝟱𝟬% 𝗮𝗿𝗲 𝗶𝗻 𝗽𝗶𝗹𝗼𝘁 𝗺𝗼𝗱𝗲, and 𝟰𝟬% 𝗵𝗮𝘃𝗲𝗻'𝘁 𝗲𝘃𝗲𝗻 𝘀𝘁𝗮𝗿𝘁𝗲𝗱.

Only 𝟭𝟬% 𝗼𝗳 𝗰𝗼𝗺𝗽𝗮𝗻𝗶𝗲𝘀 𝗮𝗿𝗲 𝘀𝗰𝗮𝗹𝗶𝗻𝗴 𝗚𝗲𝗻𝗔𝗜 across the enterprise, per BCG source. Those lagging behind risk missing out on significant efficiency gains and competitive advantages.

𝗚𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝘃𝗲 𝗔𝗜 𝗰𝗮𝗻 𝗱𝗿𝗶𝘃𝗲 𝗮 𝟭.𝟴𝘅 𝗺𝗮𝗿𝗴𝗶𝗻 𝗶𝗺𝗽𝗮𝗰𝘁 and transform account engagement, strategy creation, and follow-up. Imagine your AI assistant handling call summaries, suggesting next-best actions, and closing deals faster. 

𝗛𝗼𝘄 𝗱𝗼 𝘄𝗲 𝗴𝗲𝘁 𝘁𝗵𝗲𝗿𝗲?

↳ Unlock Your Data: Quality data is key to GenAI value.

↳ Encourage Adoption: Train teams, show quick wins, and emphasize AI's role in assisting—not replacing—their work.

↳ Build Trust in AI: Transparency is crucial. For example, Salesforce increased adoption by explaining how AI-generated insights are derived, fostering trust.


A go-to-market team given AI tools to predict churn, suggest opportunities, and draft emails may not use them without trust and proper change management.


𝗪𝗵𝗮𝘁 𝗰𝗮𝗻 𝗜 𝗱𝗼? 

↳ Conduct AI workshops to assess skill gaps and train teams.

↳ Allocate protected time weekly for teams to adapt to GenAI.

↳ Focus on quick wins that show how AI reduces grunt work, allowing teams to excel in customer conversations.


🌶 𝗧𝗮𝗸𝗲: 𝟳𝟬% 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗚𝗲𝗻𝗔𝗜 𝗷𝗼𝘂𝗿𝗻𝗲𝘆 𝗶𝘀 𝗮𝗯𝗼𝘂𝘁 𝘁𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗶𝗻𝗴 𝗽𝗲𝗼𝗽𝗹𝗲, 𝗻𝗼𝘁 𝘁𝗲𝗰𝗵𝗻𝗼𝗹𝗼𝗴𝘆. Companies that ignore this may end up with great tech that no one uses.


The best time to dive into GenAI? Yesterday. Since that's not possible, start today. Identify a use case, think big, and move fast—this revolution won't wait. Besides, you don't want to explain later why you hesitated on tech that could make your job easier. 🤔



💬 Comment: What's the biggest challenge your sales team faces in adopting new tech? 

📥 Save for your go-to-market strategy toolkit. 

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