The GTM Science Podcast
The systems behind repeatable revenue.
Weekly interviews with the CROs, RevOps leaders, and founders who’ve actually built go-to-market engines that work. No hype. Just the mechanics.
Just published
Do We Ever Need to Log Into Salesforce Again? Headless 360 for GTM
Gerry Marletta explains how Salesforce Headless 360 and AI eliminate the need to log into Salesforce, extract call data automatically, and deliver GTM outcomes without data cleanup.
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59 min
What’s Actually Working in Outbound Right Now with John Barrows
John Barrows on what's actually working in outbound now: we're still in AI's efficiency phase, not the results phase. Real wins require foundational work.
51 min
Your Partner Program Is Targeting the Wrong People
Eddie Reynolds reveals the three criteria that predict whether a partner will deliver deals. Learn how to define an Ideal Partner Profile and operationalize it for revenue.
59 min
$20M to $650M: How Carta Kept Growing When the TAM Ran Out with Jeff Perry
Jeff Perry, Carta CRO, on scaling from $20M to $650M by building new revenue lines when core TAM runs out, avoiding specialization mistakes, and turning $50K customers into $1M through cross-sell.
57 min
The AI-Driven Continuously Self-Improving ICP
Eddie Reynolds on turning your ICP from a static doc into a living system that sharpens every quarter, with continuous AI-driven improvement loops and human judgment.
48 min
How Miro Rebuilt GTM Around Renewals, ICP, and Value Selling with Sangeeta Chakraborty
Sangeeta Chakraborty, former CRO of Miro, explains how she rebuilt GTM around renewals, ICP, and value selling to turn usage metrics into sustainable revenue.
How Deep the CRM Data Problem Actually Goes with Anders Krohn
Anders Krohn, CEO of Kernel, reveals that 86% of CRM records have entity data errors, blocking AI and territory planning. Why fixing the data foundation matters most.
How to Sell in a Buyer-Controlled World with Doug Landis
Doug Landis on selling in a buyer-controlled world: how AI-powered invisible evaluations demand a shift from sales stages to situational fluency.
52 min
The Operating Discipline Behind HockeyStack’s AI Motion with Emir Atli
Emir Atli, CRO of HockeyStack, shares how to build AI outbound motions from first principles, delegate experiments correctly, and scale revenue 4.5x in one year.
53 min
Why Most GTM Reporting is Useless
Eddie Reynolds and Rachael Bueckert explain why most GTM reporting is useless and what it takes to build data you can actually trust.
46 min
Find the Revenue Hiding Inside Your GTM Ops with Betsy Matthies
Betsy Matthies reveals how to find hidden revenue inside GTM ops: reinvestment models, 145% AI efficiency, and turning failing P&Ls into market leaders in 12 weeks.
54 min
The AI Mistakes CROs Keep Making with Jonathan Kvarfordt
Jonathan Kvarfordt, CEO of GTM AI Academy, on why CROs optimize for sellers instead of buyers—and why that kills AI ROI. Friction-map first.
53 min
How Steven Birdsall Built a €1B Business Inside SAP When Everyone Said It Would Fail
Steven Birdsall built a €1B business inside SAP by packaging complexity into ten-week implementations. Learn how he turned internal skepticism into pull demand.
53 min
CRO Stories: Good Revenue, Bad Revenue, and the Churn That Helps You Grow with Jackie Rousseau-Anderson
Jackie Rousseau-Anderson, CRO of InformData, on shedding bad revenue, rebuilding GTM around profitability, and driving NRR above 110% through intentional churn.
49 min
CRO Stories: How AI Delivered 3x ARR Per Rep at QuotaPath with Ryan Milligan
Ryan Milligan, CRO at QuotaPath, shares how AI tripled ARR per rep by automating non-selling work, not replacing sales reps. Learn how Momentum and Dust drive efficiency.
55 min
CRO Stories: 30% Higher ACV by Fixing Foundations and Layering AI with Duane Dufault
Duane Dufault, CRO of Time Doctor, shares how fixing trial registration, attribution, and lead routing drove 30% ACV growth and cut sales cycles 30-40 days before layering AI.
57 min
Why AI Won’t Fix a Broken Go-to-Market Engine with Sangram Vajre
Sangram Vajre on why 99% of companies use AI for efficiency instead of effectiveness, and why broken go-to-market foundations can't be fixed by technology.
65 min
Optimizing Customer Expansion for B2B SaaS
Eddie Tormanen breaks down how B2B SaaS companies should systematically optimize customer expansion instead of treating it as an accidental byproduct of good relationships.
38 min
CRO Stories: How Fixing Segmentation Drove a 23% Win Rate Increase with Michael Maimone
Michael Maimone, CRO at Lucid Link, shares how rebuilding segmentation and ICP from first principles drove a 23% win rate increase and 20% higher ASPs.
68 min
The Woman who Coined SaaS Says the Model is Breaking
Amy Konary, who coined SaaS, explains why the extractive pricing model is breaking and how symbiotic business models create lasting recurring revenue.
46 min
How to Quantify the ROI of Customer Success with Ben Murray
Ben Murray, The SaaS CFO, explains how to quantify customer success ROI: the formula for comparing CS investment against retention revenue saved, and how CFOs actually evaluate the pitch.
54 min
CRO Stories: The GTM Systems Behind Docebo’s $230M Revenue Engine with Mark Kosoglow
Mark Kosoglow, CRO of Docebo ($230M ARR), on building predictable revenue systems: forecasting rigor, signal-based outbound, and why most CROs ignore post-sales.
52 min
CRO Stories: Building a Relationship-Led GTM Engine with Jessica Robertson
Jessica Robertson, CRO of Orb, on building a relationship-led GTM engine from zero and why human connections outperform cold outreach at scale.
How CROs and GTM OPs Analyze Metrics to Improve Revenue
Eddie Reynolds shares how CROs and GTM ops leaders analyze metrics to improve revenue: start with process, not dashboards; validate data quality first; segment aggressively.
55 min
What to Do When Your SDR Team Isn’t Working
Eddie Reynolds explains why SDR teams fail and how to diagnose the real problem before firing leaders or changing tools. Process execution, not people, is usually the issue.
62 min
CRO Stories: Competing, Scaling, and Making Enterprise Bets with Stevie Case
Stevie Case, CRO of Vanta, on scaling enterprise from startup-only to full trust platform, managing to max outcome, and why human SDRs beat AI in the age of noise.
67 min
The State of GTM in 2026
Eddie Reynolds and Rachael Bueckert break down seven 2025 go-to-market reports: 87% missed revenue targets, 70% sellers missed quota. Winners have AI-ready fundamentals.
69 min
CRO Stories: Scaling Through Channel Sales with Anthony D’Angelo
Anthony D'Angelo on how to scale channel sales with CRO-level rigor. From 25% to 50%+ win rates, $610M exits, and why most programs fail.
56 min
CRO Stories: Capital Allocation Tactics with CMO-Turned-CRO Andrea Kayal
Andrea Kayal, CRO of Help Scout, on capital allocation, win rate as the primary lever, and how five product features moved win rate four points.
59 min
How ZoomInfo Re-Engineered GTM to Shift Upmarket with James Roth
James Roth, CRO at ZoomInfo, shares how they shifted GTM from 50/50 SMB-upmarket to 70/30 upmarket, rebuilt outbound using AI signals, and increased conversion rates 25 points without adding headcount.
The GTM Diagnostic Framework
Eddie Reynolds and Rachael Bueckert introduce the GTM Diagnostic Framework: a 28-question assessment to identify go-to-market bottlenecks, prioritize fixes, and build a 90-day action plan.
66 min
CRO Stories: Scaling, Pivoting, and Leading Through Change with Bridget Winston
Bridget Winston, CRO of PatientNow, on scaling Chief 13x: ICP is everything—and most companies haven't gone deep enough into unit economics and retention.
62 min
The GTM Efficiency Pyramid Framework v3.0
Eddie Reynolds shares the GTM Efficiency Pyramid Framework v3.0: a four-layer maturity model spanning seven go-to-market domains to prioritize what to fix first.
The GTM Ops First 90 Days Playbook
Eddie Reynolds and Rachael Bueckert share the GTM Ops first 90 days playbook: how to pick one priority, avoid boiling the ocean, and prove operational change works.
51 min
CRO Stories: The Investments and Priorities That Took Owner.com to $60M ARR with Kyle Norton
Kyle Norton, CRO of Owner.com, shares how data-driven coaching and early operational investments scaled the company from $2M to $60M ARR in three years.
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