gtm strategy

On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Sam Isaacs, Owner of Sam Isaacs Consulting. Once early adopters and investors surround a startup, it becomes an echo chamber, and almost overnight everything starts to slow down. This happens when you start leading with features. Sam advises startups to think about the humans that used your product and create a presales process to elicit buyer emotion.

HIGHLIGHT QUOTES

Pivot to users once your buyer base moves beyond first adopters - Sam: "This is the number one key mistake where I see fantastic products with good product market fit solving a good problem fail because of the go to market. So what does this mean in practice? Reverse your approach. Think about the humans that use your product, not the product itself."

You can find out more about Sam in the link below:

• LinkedIn: https://www.linkedin.com/in/samisaacs/

This episode features an interview with Stephanie Chang, Sr. Vice President of GTM Strategy & Operations at Okta. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time.

Stephanie is a self-motivated, results-driven professional with a demonstrated ability to assess business needs, identify opportunities, and deliver results. She has worked on many large acquisitions in the high-tech space from operational planning and execution to development of GTM strategy and partner communication plans. 

In this episode, we talk to Stephanie about the importance of a learner mindset, why rev ops is essential to driving change within companies of any size, and how to put the infrastructure in place to enable growth and scalability.  

Guest Bio:

Stephanie is a self-motivated, results-driven professional with a demonstrated ability to assess business needs, identify opportunities, and deliver results. She has worked on many large acquisitions in the high-tech space from operational planning and execution to development of GTM strategy and partner communication plans. Her specialties include Sales & Channel Strategy, Partner Program Development, Project Management, and Client Management.

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Guest Quote

“Change often is driven with the data that a RevOps team can bring. Change is driven by having the right infrastructure and operational rigor in place, which RevOps helps, supports, and puts in place." - Stephanie Chang 

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Time Stamps:

**(03:54) - Stephanie’s definition of RevOps 

**(08:26) - How does Stephanie run a RevOps team?

**(09:16) - Rev Obstacles

**(20:17) - The Toolshed 

**(24:31) - Quick Hits 

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Sponsor:

Rise of RevOps is brought to you by Qualified. Qualified’s Pipeline Cloud is the future of pipeline generation for revenue teams that use Salesforce. Learn more about the Pipeline Cloud on Qualified.com. 

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Links 

• Connect with Stephanie Chang on LinkedIn
• Connect with Ian Faison on Linkedin
• Check out the Okta Website

Creating a startup in any sector is a challenge. But given the level of technology, regulation, and specialist knowledge required, creating a successful business in the fintech space is even more complicated. But thanks to technology partners (and competitors that are always on the lookout for new innovations), visionaries in fintech don't need to go it alone when trying to bring their products to market, making entrepreneurialism in fintech a truly unique pursuit.

On today's episode of Financial Futures, we delve into the world of entrepreneurialism in fintech to find out how startups can set themselves up for success in the fintech space. We hear from an entrepreneur about their own journey to market and learn about the challenges and opportunities in the current investment climate.

Joining us today are CEO of Cashplus, Rich Wagner, and SVP of banking and payments Europe at FIS, Silvia Mensdorff-Pouilly. They reveal what makes the fintech space such a unique, lucrative and collaborative market for startups to break into, and Rich details his own journey of taking his idea to market. Plus we'll learn how technology partners can help startups to actualize their innovations.

We'll also ask:

• What's it like being an entrepreneur in the fintech space?
• Why is it important to keep your competitors close when bringing new products to market?
• Which skills and attributes do entrepreneurs in fintech need to be successful?
• What are the benefits of innovating during a time of market instability?
• How do you spot opportunities to innovate?
• What are investors' priorities when making investment decisions?

Great innovations don't come along every day. And, usually, these ideas can't be fully realized unless the right conditions are met. Funding needs to be available, key players need to have free time, and resources need to be ready to go if any new solution or technology is to have a chance of getting off the ground. And, traditionally, chance is precisely what it came down to.

But now there's a new way to innovate. A method that doesn't rely on Goldilocks conditions for any hope of success. It's innovation for the 21st century. It's innovation as a service.

In this episode of Financial Futures, we explore innovation as a service (IaaS) and learn how this structured and methodical approach to innovation is helping financial institutions accelerate their GTM strategies for new solutions and making innovation equitable. We'll discuss how IaaS works, plus we'll learn where the need for rapid innovation has come from and why the traditional approach to innovating is no longer enough when it comes to ideating and creating new offerings.

Join us as we learn about the innovations that are already helping institutions to remain competitive with a little help from vice presidents of Impact Ventures at FIS, Adrian Sturley, and Jason Williams.

We'll also ask:

• How is IaaS bridging the gap between fiat and cryptocurrency?
• Why is speed critical when it comes to delivering innovation?
• How does innovation work in an "as a service" model?
• What does the future of innovation look like?
• How do organizations identify when to stop, implement and abandon innovation?
• What does the IaaS process look like?

GTM planning should be flexible and agile. A go-to-market (GTM) strategy is not just one that drives the marketing of an organisation, it drives the organisation itself. 

On this episode of the FINITE Podcast, let experienced B2B marketing leader Melissa Ayres explain why go-to-market is a business strategy and why it has to remain flexible. Having been a consultant for many years, Melissa creates a GTM plan like a painting on a canvas. She forges alignment between teams, communicates to the C-Suite and avoids planning paralysis! 

At the time of recording, Melissa was a consultant working with Cervest and has since joined them as CMO. Cervest's Climate Intelligence platform, powered by Earth Science AI, helps businesses and governments anticipate and act on the effects of climate risk on physical assets.

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The FINITE Podcast is made possible by 93x, the leading digital marketing agency for B2B technology, software & SaaS businesses delivering SEO & PPC strategy that drives leads, pipeline & revenue growth.

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To apply to join the FINITE community, head to finite.community.