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    How To Survive As A StartUp Founder - David Politis - GTM Unfiltered - Episode # 018

    enFebruary 09, 2024
    GTM Unfiltered
    What was the main topic of the podcast episode?
    Summarise the key points discussed in the episode?
    Were there any notable quotes or insights from the speakers?
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    Were there any points particularly controversial or thought-provoking discussed in the episode?
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    About this Episode

    There’s a lot going on when you’re the Founder of a startup, so how do you keep yourself from going insane? Lucky for you, we’ve brought on someone who has not only survived founding multiple startups but has been able to thrive. Our special guest is David Politis, the Founder and Executive Chairman of BetterCloud. David joins Craig Rosenberg in the first half of the episode to share the most important advice from the 63-page paper he published titled, The StartUp Founder Survival Guide. In the second half of the episode (34:49), Judd Borakove and Matt Amundson hop on with Craig to dig into an awesome LinkedIn post from Jon Miller that’s all about how the new B2B Growth playbook differs from the old. Your favorite three hosts discuss innovative ways of investing in brand, which types of companies should build their own communities, and how to approach the “anonymous” portions of the buyer journey.


    Also, Craig admits his technological limitations, Judd starts out of order, and Matt shares a UPS Corner update.


    Chapters:

    • 00:00 - Introducing Special Guest David Politis
    • 04:40 - Don’t Get Derailed by a Whale
    • 08:34 - Narrow in on Your ICP
    • 15:16 - Talking to Your Customers
    • 19:28 - The Value of Staying Focused On What’s Working
    • 24:29 - Early-Stage Startups need to Hire for Grit
    • 29:16 - The Impact of Hiring Force Multipliers
    • 34:49 - Transition
    • 35:06 - Dissecting Jon Miller’s LinkedIn Post
    • 35:46 - Getting Buy-In to Invest in Brand
    • 47:06 - Matt’s UPS Corner Update
    • 48:26 - Redefining Marketing Metrics and Shifting to a Team-based Approach
    • 55:20 - Making the Buyer Journey Increasingly Self-Service
    • 1:03:46 - How & When to Use Community
    • 1:16:43 - Matt Argues for More Time to be Spent Discussing UPS


    Quote of the Show:

    • “I literally did 100 customer meetings, one hour each, one-on-one with whoever our buyer was at that particular company. 100 customers in a hundred days. It was one of the best experiences in my career” - David Politis


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    GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


    Recent Episodes from GTM Unfiltered

    How To Survive As A StartUp Founder - David Politis - GTM Unfiltered - Episode # 018

    How To Survive As A StartUp Founder - David Politis - GTM Unfiltered - Episode # 018

    There’s a lot going on when you’re the Founder of a startup, so how do you keep yourself from going insane? Lucky for you, we’ve brought on someone who has not only survived founding multiple startups but has been able to thrive. Our special guest is David Politis, the Founder and Executive Chairman of BetterCloud. David joins Craig Rosenberg in the first half of the episode to share the most important advice from the 63-page paper he published titled, The StartUp Founder Survival Guide. In the second half of the episode (34:49), Judd Borakove and Matt Amundson hop on with Craig to dig into an awesome LinkedIn post from Jon Miller that’s all about how the new B2B Growth playbook differs from the old. Your favorite three hosts discuss innovative ways of investing in brand, which types of companies should build their own communities, and how to approach the “anonymous” portions of the buyer journey.


    Also, Craig admits his technological limitations, Judd starts out of order, and Matt shares a UPS Corner update.


    Chapters:

    • 00:00 - Introducing Special Guest David Politis
    • 04:40 - Don’t Get Derailed by a Whale
    • 08:34 - Narrow in on Your ICP
    • 15:16 - Talking to Your Customers
    • 19:28 - The Value of Staying Focused On What’s Working
    • 24:29 - Early-Stage Startups need to Hire for Grit
    • 29:16 - The Impact of Hiring Force Multipliers
    • 34:49 - Transition
    • 35:06 - Dissecting Jon Miller’s LinkedIn Post
    • 35:46 - Getting Buy-In to Invest in Brand
    • 47:06 - Matt’s UPS Corner Update
    • 48:26 - Redefining Marketing Metrics and Shifting to a Team-based Approach
    • 55:20 - Making the Buyer Journey Increasingly Self-Service
    • 1:03:46 - How & When to Use Community
    • 1:16:43 - Matt Argues for More Time to be Spent Discussing UPS


    Quote of the Show:

    • “I literally did 100 customer meetings, one hour each, one-on-one with whoever our buyer was at that particular company. 100 customers in a hundred days. It was one of the best experiences in my career” - David Politis


    Sponsor:


    Connect with David:


    Shoutouts:


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    Ways to tune in:


    GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


    GTM Unfiltered
    enFebruary 09, 2024
    business
    go-to-market
    gtm
    gtm strategy

    Approach Vectors & Understanding Futurism - Lauren Vargas - GTM Unfiltered - Episode # 017

    Approach Vectors & Understanding Futurism - Lauren Vargas - GTM Unfiltered - Episode # 017

    Special guest Lauren Vargas, a Digital Dragon wrangler and Principal at Your Digital Tattoo, joins Host Craig Rosenberg in the first half of this episode for an enlightening conversation on the ways organizations should think about the future, how the place of communities in the B2B world has evolved, and the "new" growth of influencers in B2B. Lauren became a significant figure in the era of social media's emergence and over her career, has worked at firms like Radiant Six, Aetna, and Fidelity.


    In the second half of this episode, Craig is joined by Hosts Matt Amundson and Judd Borakove to dive into an awesome LinkedIn post written by Sam Jacobs, the Founder and CEO of Pavillion. Strap in for a meaty discussion of the future of partnership programs, how to overcome the difficulties in outbound sales, and the necessity for better alignment in the messaging from company leadership online.


    Also, Craig mispronounces a name, Judd accidentally cuts off Matt, and Matt presents a new Approach vector.


    Chapters:

    • 00:00 - Introducing Special Guest Lauren Vargas
    • 04:40 - Everyone Can and Should Be a Futurist
    • 05:55 - What is Futurism?
    • 12:39 - Design Fiction vs Speculative Fiction
    • 19:24 - The State of Community in 2024
    • 24:14 - Creating a Community Pact With the Members
    • 31:46 - Everything Lauren’s Up To
    • 33:24 - Lauren’s Candid Thoughts on LinkedIn
    • 36:17 - Transition and A Quick Horticultural Conversation
    • 39:25 - Breaking Down Sam Jacob’s Post on LinkedIn
    • 44:50 - Where are the Conversations Happening? 
    • 52:33 - The Perplexing Problem with Partnerships
    • 1:10:50 - Big Picture Thoughts on Sam Jacob’s Post about Outbound
    • 1:13:19 - The Key to Your Approach Vector


    Quote of the Show:

    • “I really advocate for people to explore and figure out ways in which they can bring others along on a collective imagination process. And I truly believe that's something that belongs to everyone.” - Lauren Vargas


    Sponsor:


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    GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/

    GTM Unfiltered
    enFebruary 02, 2024
    business
    go-to-market
    gtm
    gtm strategy

    The Lost Episode: Re-Energizing MarTech & Unification Through Data - GTM Unfiltered - Episode # 016

    The Lost Episode: Re-Energizing MarTech & Unification Through Data - GTM Unfiltered - Episode # 016

    Get ready to dive into the game-changing role that the right data used with the cloud data warehouse plays in revamping the B2B marketing experience. Host Craig Rosenberg, Judd Borakove, and Matt Amundson touch on the power of integrating creativity with data-driven strategies, the current state of sales development reps (SDRs), and how improved targeting and messaging can revitalize outbound motion. 


    Also, Craig brags about his retention rate with friends, Judd says something to the crowd, and Matt repositions his microphone.


    Chapters:

    • 00:00 - The Real Draw Behind the Success of This Podcast
    • 02:25 - How Would You Advise a MarTech Company to Make a Splash
    • 08:37 - Utilizing and Optimizing the Customer Journey
    • 10:10 - What Marketers Can Unlock With the Cloud Data Warehouse
    • 26:25 - Resurrection of the SDR Motion?
    • 31:18 - Creating a New Kind of Customer Experience
    • 35:49 - Newer Marketers aren’t Learning the Basics
    • 38:00 - Creating a Layered Go-To-Market Strategy
    • 42:28 - Matt Asks a Quick Question


    Quote of the Show:

    • “Get jazzy dude.” - Craig Rosenberg


    Sponsor:


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    GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


    GTM Unfiltered
    enJanuary 26, 2024
    business
    go-to-market
    gtm
    gtm strategy

    The ChatGPT Marketplace & LinkedIn Reach Issues(?) - Neil Harrington - GTM Unfiltered - Episode # 015

    The ChatGPT Marketplace & LinkedIn Reach Issues(?) - Neil Harrington - GTM Unfiltered - Episode # 015

    It’s time to rethink how we work with AI from the ground up! Joining this episode is special guest Neil Harrington, the Vice President of Sales and Alliances at Stack Moxie. Craig chats with Neil about the emerging trends he’s noticed in generative AI, from exploring the feasibility of incorporating AI-driven features in existing products to the idea of vertical disruption. Hosts Craig Rosenberg, Matt Amundson, and Judd Borakove discuss what UPS eliminating the CMO role means for GTM leaders going forward, the drastic changes impacting organic reach on LinkedIn, and a few NFL-related storylines.


    Also, Craig asks why he keeps getting elderly bra ads, Judd explains his LinkedIn reach conspiracy theory, and Matt espouses his innermost thoughts on UPS.


    Chapters:

    • 00:00 Introduction and Casual Banter
    • 01:35 Discussing Football and Super Bowl Predictions
    • 04:22 Challenges with Following an Iconic Leader
    • 09:34 UPS Eliminates CMO Role
    • 25:23 LinkedIn's Algorithm Change and Its Impact
    • 32:38 The Power of Specificity in Content
    • 35:37 Introducing Neil Harrington 
    • 37:43 What new AI Features underperforming indicates
    • 44:17 Neil’s 3 Key AI Takeaways
    • 56:22 ChatGPT rolls out new Marketplace
    • 57:54 Closing 


    Quote of the Show:

    • “We're all going to be proficient in many different LLMs and bringing them together to figure out what we need.” - Neil Harrington


    Sponsor:


    Connect with Neil:


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    GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


    GTM Unfiltered
    enJanuary 19, 2024
    business
    go-to-market
    gtm
    gtm strategy

    Sparking a Movement with a Strategic Narrative - Andy Raskin - GTM Unfiltered - Episode # 014

    Sparking a Movement with a Strategic Narrative - Andy Raskin - GTM Unfiltered - Episode # 014

    Today's guests wrote The Greatest Sales Deck I’ve Ever Seen, one of the most famous blog posts in the history of B2B go-to-market and has worked with some of the largest B2B SaaS companies on the planet. Special guest Andy Raskin joins Host Craig Rosenberg to discuss the power of strategic narratives and how to create a movement around your company. Andy shares the importance of shifting from an "arrogant doctor" approach to messaging to a strategic narrative that sparks a movement of dire importance. Additionally, Host Matt Amundson explains how a veteran CMO thinks about storytelling and Craig shares his experience with first using ChatGPT recently.


    Also, Craig shares why you need to know your audience your when pitching a Narcos rewatch, Matt shows off his great view, and Judd put serving customers ahead of this recording.


    Chapters:

    • 00:00 - Craig doesn’t know how to start the show
    • 01:20 - A Silicon Valley veteran CMO’s approach to Messaging
    • 08:05 - Craig wrestles with Category Design
    • 12:27 - Do kids sit in first class on planes?
    • 15:17 - Recounting Craig’s first foray into using ChatGPT
    • 18:41 - Introducing special guest Andy Raskin
    • 27:10 - Is it better to create a category or spark a movement? 
    • 34:31 - Key prinicples for defining a movement
    • 39:51 - Using a Strategic Narrative to sell higher in an organization
    • 46:57 - The impact of the Strategic Narrative beyond Sales and marketing


    Quote of the Show:

    • “The building of this narrative is not just a go-to-market thing, but a company thing, a CEO thing. The go-tomarket team, of course, has a huge role to play here, but it's not just them.” - Andy Raskin


    Sponsor:


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    GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


    GTM Unfiltered
    enJanuary 12, 2024
    business
    go-to-market
    gtm
    gtm strategy

    B2B Lessons From Streaming & What It Takes To Be Disruptive - GTM Unfiltered - Episode # 013

    B2B Lessons From Streaming & What It Takes To Be Disruptive - GTM Unfiltered - Episode # 013

    This week, Co-Hosts Matt Amundson, Craig Rosenberg, and Judd Borakove dive into the importance of focusing on your core product, the significance of innovation in tech companies like Salesforce, Marketo, and HubSpot, and what to do when old playbooks fail. They also wrap up the year with each of their key takeaways: 1. Focus, 2. Test your butt off, and 3. Stop Firing Talent.


    Also, Craig texts his son, Judd mentions bundling more than Patrick Mahomes, and Matt shares his love for Die Hard 2.


    Chapters:

    • 00:00 - Judd welcomes everyone back!
    • 01:32 - Seriously, is Die Hard a Christmas Movie?
    • 03:25 - Are Movies Obsolete?
    • 06:11 - What B2B can learn from Consolidation in the Streaming world
    • 09:14 - Is Bundling the next big thing?
    • 12:49 - Tech Companies that are Losing Focus on Core Products
    • 21:17 - How HubSpot is Disrupting Marketo by Innovating
    • 22:53 - Google Backtracks on Proposed New Email Policy
    • 25:25 - How Marketo Could Hold Off HubSpot
    • 35:03 - The Big Takeaways from 2023


    Quote of the Show:

    • “Focus. Do what you do and do it extraordinarily well.” - Matt Amundson


    Sponsor:


    Shoutouts:

    • Brandon Sanderson - Author
    • Busting Silos by Travis Henry and Hillary Carpio


    Follow the Show:


    Ways to tune in:


    GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


    GTM Unfiltered
    enJanuary 05, 2024
    business
    go-to-market
    gtm
    gtm strategy

    2023 Takeaways & Getting Maniacally Focused with Anna Baird - GTM Unfiltered - Episode # 012

    2023 Takeaways & Getting Maniacally Focused with Anna Baird - GTM Unfiltered - Episode # 012


    2023 had a lot of ups and downs, from the explosion of AI to the endless layoffs. This week, Hosts Craig Rosenberg, Matt Amundson, and Judd Borakove say goodbye to 2023 and remember a few of their favorite memories. 


    Craig is joined by special guest Anna Baird, Operating Partner at Madrona and Board Member of companies such as SeatGeek and Semrush. Within Anna’s incredible career so far, she has been a CFO, CRO, and COO. She was also a Partner at KPMG and helped take Google public. Anna and Craig dive into the three things you need to focus on as a go-to-market leader: 1. What pain do you solve for your customers? 2. Why does your company exist? 3. What does the market want? Anna shares her take on the current state of the SalesTech market and the impact of AI in 2023.


    Also, Craig shares tactical tips for winning a “Nog-off”, Judd asks for recipe suggestions, and Matt explains the nuances of ordering a group flamingo drink.


    Chapters:

    • 00:00 - A Holly Jolly Judd Says Hello
    • 00:53 - Favorite Holiday Drinks
    • 08:38 - Takeaways from 2023
    • 23:45 - Introducing Special Guest Anna Baird
    • 27:53 - Get Maniacally Focused on the Pain You Solve for Customers
    • 34:09 - What to do When the Market Changes What it Wants
    • 37:51 - Taking a Business-wide Approach to Customer Feedback
    • 40:49 - Simplifying Goals and How to Report on Them
    • 44:54 - What is Happening in the SalesTech Market Right Now?
    • 52:24 - The ‘Sonic Boom’ of AI Has REALLY Disrupted the Software Market
    • 1:01:01 - What’s The Food You Could Eat Forever? 


    Quote of the Show:

    • “When the market is hard, you need to have a maniacal focus on the pain you solve for your customers” - Anna Baird


    Sponsor:


    Connect with Anna:


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    GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


    GTM Unfiltered
    enDecember 29, 2023
    go to market
    saas
    generative ai
    tech news
    salestech

    Trekking Across The MarTech Landscape - Scott Brinker - GTM Unfiltered - Episode # 011

    Trekking Across The MarTech Landscape - Scott Brinker - GTM Unfiltered - Episode # 011

    Join us for an expedition into the harsh and ever-changing world of MarTech with special guest Scott Brinker as our guide. Scott Brinker is the creator of chiefmartec.com and the MarTech Landscape all while also being the VP of Partner Ecosystem at HubSpot. Scott breaks down the rapid acceleration and complexity of MarTech, touching on the burgeoning role of AI and the importance of data in the evolving ecosystem. Co-hosts, Craig Rosenberg, Judd Borakove, and Matt Amundson dive into the idea of Super Apps and how to rehumanize B2B customer interactions.


    Also, Craig gets a win, Judd makes a breakthrough in understanding himself, and Matt reminisces about trying to be a thought leader.


    Chapters: 

    • 00:00 - Where are we Going?
    • 01:26 - Craig welcomes Scott to the Show
    • 04:16 - What’s behind the explosion in Tech Startups and what does it mean?
    • 09:57 - The Impact of AI on MarTech
    • 16:38 - When AI met Cloud Data Warehouses
    • 20:37 - How AI could help Users overcome the growing complexity of MarTech
    • 27:52 - The secret behind HubSpot’s lasting Success
    • 31:20 - What Scott is Looking out for in 2024
    • 35:10 - The Pros and Cons of a ‘Super App’
    • 41:38 - Craig shares his least favorite LinkedIn comments
    • 46:27 - Humanizing Business Interactions and how Events can Help
    • 50:13 - The Power of Data in Personalizing the Customer Experience
    • 59:49 - The Resistance Against Standard Go-to-Market Play
    • 01:00:38 - Reimagining the B2B Sales Process


    Quote of the Show:

    • “SaaS is hard to kill.” - Scott Brinker


    Connect with Scott:


    Shoutouts: 


    Phrases Coined: 

    • “Operational AI” - Craig Rosenberg


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    Ways to tune in:


    GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/

    GTM Unfiltered
    enDecember 22, 2023
    business
    go-to-market
    gtm
    gtm strategy

    How To Panic Responsibly in the AI Apocalypse - Katie Harbath - GTM Unfiltered - Episode # 010

    How To Panic Responsibly in the AI Apocalypse - Katie Harbath - GTM Unfiltered - Episode # 010

    Imagine a world where the largest number of elections in one year occurred at the same time as the conversation around how people use technology to communicate about those elections is at its most uncertain. No, what you’ve imagined isn’t some far-off nightmare world, it’s actually the world you’re living in right at this very moment. 


    Ahead of the record 2024 election cycle, special guest Katie Harbath joined the show to help Co-hosts Matt Amundson and Judd Borakove make some sense of the meeting point between technology and democracy. Katie and the GTM Unfiltered crew discuss the potential impact of AI in upcoming elections, how to approach policy and business decisions across different cultures, and what the changes in the private equity world mean for businesses.


    Katie is the Founder and CEO of AnchorChange, a civic tech strategies firm focused on developing solutions for global issues related to democracy, elections, and civic engagement online. She is the writer of a popular Substack (AnchorChange) and hosts a podcast, Impossible Tradeoffs with Katie Harbath. Katie became well-known for writing an op-ed for The New York Times after she left her position as Public Policy Director at Facebook in 2021.


    Also, Matt muses on the morals guiding global corporations and Judd asks an owner of the Green Bay Packers to put a dome on Lambeau Field.


    Chapters:

    • 00:00 - Judd compliments Matt
    • 03:08 - Update on the Green Bay Packers and Lambeau Field renovations
    • 06:49 - How to “Panic Responsibly” in 2024
    • 10:09 - AI’s potential impact on elections
    • 24:20 - Making business decisions across countries and cultures
    • 29:13 - The impact of social media platforms on free speech
    • 36:38 - Preparing a company for when a crisis strikes
    • 41:02 - Changes in private equity and what they mean
    • 51:31 - Fantastic outro by Judd

    Sponsors:


    Quote of the Show:

    • “My mantra going into next year is to panic responsibly” - Katie Harbath


    Connect with Guest:


    Shoutouts: 


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    Ways to tune in:

    GTM Unfiltered
    enDecember 15, 2023
    facebook
    silicon valley
    tech
    election
    social media

    From Corporate To Comedy - Alexis Gay - GTM Unfiltered - Episode # 009

    From Corporate To Comedy - Alexis Gay - GTM Unfiltered - Episode # 009

    Joining the GTM Unfiltered crew today is a hilarious comedian who actually started out in B2B working at companies like FEVO, Twillio, and Patreon. Special guest Alexis Gay is a professional funny person and Host of the Non-Technical podcast. Co-hosts Craig Rosenberg, Judd Borakove, and Matt Amundson talk with Alexis about her journey from managing GTM roles into comedy, how to make mature decisions about your future, and the absurdity of trends in business that make for such great comedy.


    Also, Craig dissects the mind of travel baseball dads, Matt gawks at a $102 million funding round, and Judd shows respect to Craig’s brilliance.


    Quote of the Show:

    • “If you're not mortally embarrassed by your first solo show preview, then you waited too long to ship it.” - Alexis Gay


    Chapters:

    00:00 - Judd Praises Craig’s Brilliance

    03:29 - The Journey from GTM to Standup

    11:25 - Alexis Rates the Podcast

    12:02 - How Alexis Approached Her Career Pivot

    19:47 - The Founder-Led Approach to Selling Podcast Ads

    22:13 - What Everyone Is Making Fun of

    28:04 - Alexis Explains Comedy

    35:15 - Alexis Gets Groceries Delivered

    35:55 - Free Ad for Birkenstocks

    41:08 - Craig Learns about Video Editing

    46:21 - What’s Next for Alexis

    48:46 - Outro


    Connect with Alexis:


    Follow the Show:


    Ways to tune in:


    GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/


    GTM Unfiltered
    enDecember 08, 2023
    comedy
    tech
    business
    saas
    comedian
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