RV210 - How GTM Efficiency Impacts Revenue Multiple and Enterprise Value | Go To Market Live Episode 29

B2B Revenue Vitals

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All About Change

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Chris Nowinski - Protecting Athletes from Head Injuries & Preventing CTE 27:28

منذ 5 أيام27:28

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إعجاب

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27:28

Chris Nowinski is a former football player at Harvard University and professional wrestler with WWE, World Wrestling Entertainment. After enduring a career-ending head injury, Chris has dedicated his professional life to serving patients and families affected by brain trauma, particularly Chronic traumatic encephalopathy, or CTE, a progressive neurodegenerative disease that develops after repeated head injuries. Jay and Chris discuss the state of head injuries in American athletics, the difference between advocating for head safety at youth and professional levels, Chris’ newest research, and much more. Episode Chapters (00:00) Intro (00:50) changes in the culture around concussions in the past two decades (02:39) padded helmet technology (03:55) concussion reporting in the NFL (10:35) Chris’ career path and concussion history (14:52) connecting with activists who haven’t themselves suffered a traumatic brain injury (17:42) SHAAKE - a new sign to identify concussions (20:53) Unions can help players advocate for safety policies (23:10) final thoughts and goodbye For video episodes, watch on www.youtube.com/@therudermanfamilyfoundation Stay in touch: X: @JayRuderman | @RudermanFdn LinkedIn: Jay Ruderman | Ruderman Family Foundation Instagram: All About Change Podcast | Ruderman Family Foundation To learn more about the podcast, visit https://allaboutchangepodcast.com/…

منذ عام واحد 34:00

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In this week’s live event, Chris shares invaluable insights into how SaaS companies can strategically optimize their marketing and sales spend to enhance their enterprise value. This episode focuses on the correlation between go-to-market efficiency and revenue multiples, presenting findings that challenge the conventional wisdom of growth-at-all-costs in favor of more sustainable, efficient business practices.

This discussion brings to light why traditional metrics might not suffice in today's market conditions. Chris walks through the new concept of GTM efficiency percentage and breaks down its calculation method. From clarifying the inclusion of customer success costs to discussing the varying stages of company growth, this episode dives deep into the financial metrics that matter. It explores how tools like this can illuminate potential pitfalls, especially for companies seeking to navigate the complex landscape from Series B funding to successful IPOs.

The next Expert Session, featuring Malin Wijenayake will take place on September 17 at 11am central. Register here.

If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here.

Can’t make the event but have a question for Chris? Submit it here.

Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

570 حلقات

#Business #Marketing #Refine Labs

RV210 - How GTM Efficiency Impacts Revenue Multiple and Enterprise Value | Go To Market Live Episode 29

B2B Revenue Vitals

33 subscribers

published منذ عام واحد

MP3•منزل الحلقة

The next Expert Session, featuring Malin Wijenayake will take place on September 17 at 11am central. Register here.

Can’t make the event but have a question for Chris? Submit it here.

Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

570 حلقات

#Business #Marketing #Refine Labs

كل الحلقات

1
RV239 - The Bootstrap Advantage (My CEO Consulting Call) 8:25

منذ 4 أيام8:25

8:25

In this unique episode, Chris shares the unfiltered audio from a consulting call with an entrepreneur. Chris offers advice from his personal experience building multiple businesses to 7 and 8 figures in revenue. Here’s what you’ll learn in this episode: Why raising VC money might be a sign that your business model needs rethinking The advantages of bootstrapping a SaaS company to $5-10M ARR How a SaaS + services model creates better financial outcomes and product development Why "slow is fast" in building sustainable businesses The dangers of rapid scaling and how it often leads to revenue regression How to structure equity and compensation in early-stage companies The math behind exit outcomes and why 100% ownership of a smaller company often beats partial ownership of a larger one Building customer success into your model rather than outsourcing it Why the feedback loop from direct customer service dramatically improves product development Real numbers from Chris's journey growing his agency from $11M to $22M and back to $12M – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

1
RV238 - How To Outcompete $100M Giants (Live Fireside Chat) 52:24

منذ 11 يومًا52:24

52:24

Today’s episode is a live fireside chat recorded at Warmly’s office, where Chris covers why smaller software companies can move faster than larger ones, what customers actually want versus what they say they need, and practical ways to measure what matters in marketing. Here’s what you’ll learn in this episode: Why smaller companies have distinct advantages over $100M+ companies today The critical importance of making customers successful with your product (not just selling it) How AI is accelerating product development and changing business operations Why competitive differentiation now requires more than just features and messaging The shift from "giving away customer success" to charging for services that drive results Rethinking traditional department structures like marketing, sales, and RevOps Why attribution models are fundamentally flawed and how to approach measurement differently The problem with sales compensation models that don't align with today's buying journey Creating defensibility through customer proximity, delivering results, and leveraging proprietary data How to consider pricing models based on deliverables instead of traditional subscriptions – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

1
RV237 - Stop Overcomplicating Marketing Measurement | Go To Market Live Episode 44 51:37

منذ 18 يومًا51:37

51:37

When Chris Walker looked at his bank account in 2019, he had $3,000 and student loan debt. In this week’s GTM Live episode, he shares an overview of the choices that led to building successful multi-million dollar companies over the next 6 years, and the personal cost of those decisions. He then spends the majority of the episode examining why B2B companies struggle to measure marketing results effectively, and details the surprising pattern he has seen while helping over 50 companies solve this exact problem. Here’s what you’ll learn in this episode: Some uncomfortable truths about building a business The real reason most CMOs can't fix marketing measurement, even when they want to (hint: it's not about their skills or dedication) How marketing leaders can be empowered to focus on their core strengths rather than ROI spreadsheets Finding the right balance between over-complicating and over-simplifying marketing measurement approaches (and what to actually track) How companies waste millions on marketing programs while scrutinizing much smaller expenses Why most RevOps teams end up grading performance instead of guiding strategy (and how to fix this) A straightforward way to look at marketing data that everyone in the company can understand and trust How companies can avoid spending 18 months building the wrong solution to their marketing measurement problems – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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RV236 - The Role of Finance Leaders in GTM Success 1:04:37

منذ 25 يومًا1:04:37

1:04:37

In this episode, Chris joins FP&A Tomorrow host Paul Barnhurst (a.k.a. The FP&A Guy ) to talk about the intersection of finance and GTM. Chris shares his perspective on why most B2B companies get GTM investments wrong, the inefficiencies in traditional marketing measurement, and how CFO's and finance teams can play an incredibly strategic role in driving revenue efficiency. Key topics from this episode: The disconnect between finance and GTM teams—and how to fix it Why most companies mis-allocate GTM investments The problem with measuring marketing ROI through attribution models How finance can take ownership of GTM efficiency The four key stages of a revenue factory and why companies need to rethink pipeline creation The impact of content strategy on brand awareness, demand generation, and revenue growth Why finance leaders should actively participate in GTM strategy rather than just measuring its outcomes How Chris is building Passetto and Refine Labs to solve the GTM efficiency problem – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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RV235 - Create A High Performing GTM Engine | with Sangram Vajre 1:02:08

منذ 29 يومًا1:02:08

1:02:08

How can CEOs, CMOs, and revenue leaders truly create a high-performance GTM engine? This episode is a live event that Chris Walker did with Sangram Vajre (co-founder & CEO at GTM Partners) where they answer exactly that. Key topics from this episode: Who should really own GTM? Moving beyond “marketing vs. sales” The 4 pillars of pipeline creation Why marketing needs more of a business mindset The importance of retention vs. acquisition How to fix broken revenue metrics Why “slow is fast” in GTM How to build an agile GTM team What the future of marketing leadership looks like – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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RV234 - The Pipeline Creation Framework | Go To Market Live Episode 43 45:32

منذ 5 weeks45:32

45:32

Why do so many companies struggle to generate pipeline efficiently? In this episode, Chris shares exactly why (and new and more effective GTM strategies). Whether you're a CMO, CRO, CEO, or CFO, this episode will challenge your thinking and help you build a smarter GTM strategy with marketing investments that are actually delivering returns. Key topics from this episode: The Fundamental Flaws in Pipeline Creation The 3 Phases of Pipeline Creation Why "Marketing vs. SDRs" is a Broken Debate How to Fix Attribution & Measurement Rethinking RevOps & Sales Productivity The Hidden Costs of Inefficiency How CMOs, CROs, and CFOs Can Align on GTM Efficiency – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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RV233 - My Lessons From Scaling to $22 Million 48:41

منذ 6 weeks48:41

48:41

Chris joined Brad Zomick’s show (LinkedIn Famous), where he shared insights on personal growth as a founder, his learnings from executing on LinkedIn for 5 years, and the new playbook founders can use to build and grow their companies. Key topics from this episode: The right way to approach LinkedIn (hint: vanity metrics don’t matter) Personal growth and intuition as a founder Learnings and mistakes from scaling Refine Labs & Passetto Live events as a compounding asset Why founders should re-think the VC-funded model The future of social media in B2B Why the most important thing as a founder is to take action – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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RV232 - The 3 Pillars of GTM Success | Go To Market Live Episode 42 50:52

منذ 7 weeks50:52

50:52

This is the first GTM Live episode of 2025, and Chris shares his most recent GTM strategies to help you win. These lessons are especially crucial for companies who want to scale past $10 million ARR. Key topics from this episode: The 3 Pillars of GTM Success : GTM Strategy, GTM Optimization, and GTM Operations. Cost of Growth : Reframing GTM efficiency as "cost of growth" to measure true ROI and organizational health. AI and Copycat Products : How AI is accelerating product cloning and forcing companies to change how they differentiate. Challenges of PLG Integration : The pitfalls of mixing product-led and sales-led growth motions together in established companies. Smaller, Agile Teams : The shift towards AI-enabled, lean marketing and sales teams for efficiency and flexibility. Flawed Metrics : Why reliance on outdated KPIs like MQLs and traditional attribution models is a mistake. Siloed Departments : The need to remove organizational silos to create a Unified Revenue Factory. Future-Proofing Sales and Marketing : Strategies to align compensation, integrate data, and streamline processes for sustainable pipeline creation. – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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RV231 - Chris Walker & Dave Gerhardt Talk B2B Marketing 48:28

منذ 8 weeks48:28

48:28

This is a must-listen episode where Chris Walker joined Dave Gerhardt (Founder & CEO of Exit Five) on the B2B Marketing with Dave Gerhardt podcast. Key topics from this episode: Why being “early” in seeing how marketing is changing is often misunderstood as being wrong How to manage negativity on social media while staying focused on your goals Using podcasts, live events, and social media to gather actionable customer insights in real time Breaking down marketing into Strategy vs. Pipeline Creation for clarity and efficiency Why AI is an accelerant for creativity and execution, not a replacement for strategic thinking How smaller and more agile marketing teams are outperforming larger ones Calculating true marketing ROI by accounting for headcount, tools, and overall efficiency How senior marketing leaders can improve outcomes by staying hands-on and closer to the execution process – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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RV230 - MUST LISTEN: 2025 GTM Predictions (and Beyond) 41:16

منذ 9 weeks41:16

41:16

In this episode, Chris Walker talks with hosts Mikkel Kiærulf Plæhn and Toni Hohlbein about the GTM challenges B2B companies face. He shares common mistakes companies are making, how to better use data for decision-making, and predictions for what the future of GTM looks like. Key topics from this episode: Why unit economics at the top of the funnel are the root of most GTM inefficiencies The CEO’s pivotal role in aligning the entire GTM function Why current data structures fail executives and how to fix them Predictions for 2025: Centralized decision-making, smaller teams, and AI-native organizations The pitfalls of relying on outdated KPIs like MQLs and demo requests Why traditional attribution models hinder strategic decision-making How AI will reshape GTM strategies and why data architecture is critical The shift from RevOps to a more streamlined approach to operations Chris’s vision for post-sale functions: Aligning customer success with measurable outcomes Strategies for improving per-rep productivity and scaling efficiently – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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RV229 - The 2025 B2B Content Playbook 52:46

منذ 10 weeks52:46

52:46

In this episode, Chris Walker joins a live event by Finn Thormeier to share his current approach to content, and what it takes to create a B2B content strategy in 2025 that actually works. Topics covered in this episode: Chris’s current content approach and strategy while building Passetto The problem with sharing your IP too freely in your content Lead gen vs. audience building Invite-only events as a secret weapon When to focus on niche vs. broad content How to develop your content POV’s The most effective way to source weekly content topics Who should be the face of your content brand Why distribution won’t save bad strategy How to measure results from content The future of content creation roles – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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RV228 - The Portfolio Approach to GTM Investments | Go To Market Live Episode 41 43:53

منذ 11 weeks43:53

43:53

In this episode, Chris Walker shares how GTM teams can achieve better results. He breaks down the steps revenue and marketing leaders can take to understand their spending, measure their impact, and drive more effective outcomes. Key topics include: Transitioning from growth-at-all-costs to efficiency-first strategies The critical role of financial data in optimizing GTM investments How to build a closed-loop feedback system for greater pipeline efficiency The problem with blanket cost-cutting and why it doesn’t solve GTM inefficiencies Rethinking the marketing leader’s role: From tactician to strategic revenue driver The concept of marketing as a portfolio of investments and how to optimize it Why marketing and sales alignment is critical but often misunderstood – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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RV227 - MUST LISTEN: Solving GTM Efficiency | Go To Market Live Episode 40 50:03

منذ 12 weeks50:03

50:03

In this episode, Chris Walker shares why many companies have GTM efforts that fail to deliver the expected results, which can often result in missing out on hundreds of millions of dollars of shareholder value. He breaks down the root causes—disconnected teams, poor data, and misaligned goals—and provides actionable steps to address them. Key topics include: Why the CEO—not the CFO—should be responsible for fixing GTM efficiency. The inefficiency of traditional KPI systems and how they hinder strategic decision-making. How to align GTM strategies across finance, marketing, sales, and RevOps. How flawed data architecture leads to misaligned budgets and reduced pipeline efficiency. The importance of early-warning metrics like pipeline efficiency to avoid costly performance degradation. Practical ways to integrate financial data with CRM insights for better executive-level decisions. Why AI, SDRs, and marketing teams must unite under a shared accountability framework. Transforming the prospecting engine: A case for marketing-led SDR management. – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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RV226 - How To Fix The Broken Revenue Factory 49:04

منذ 13 weeks49:04

49:04

In this episode, Chris Walker talks with host Nick Flamini about practical ways to improve go-to-market strategies, strengthen the connection between finance and marketing, and make small teams more effective with AI. Key topics include: Why CFOs should lead the go-to-market planning model that drives how marketing operates. The inefficiencies in traditional SDR roles and how to rethink sales processes with AI and full-cycle AEs. Why companies must adopt a portfolio approach to marketing investments to maximize ROI. The fallacy of blanket advice and how businesses can find the right strategies for their unique circumstances. Why bootstrapping to $10M ARR is the new benchmark for success. How to transform event participation into a high-ROI strategy without costly trade show booths. The shift to AI-powered small teams and why they’re outperforming large, traditional teams. Rethinking inbound marketing and why it no longer serves as the best practice for B2B companies. Listen to the full episode to learn actionable strategies for building a more efficient and effective revenue engine. – Thanks to our friends at Hatch for producing Revenue Vitals, and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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RV225 - The Future of AI in GTM | Go To Market Live Episode 39 53:40

منذ 13 weeks53:40

53:40

In today's episode, Chris shares how AI will completely redefine GTM strategies over the next 18 months, including its impact on RevOps, marketing efficiency, and SaaS companies overall. Key topics include: How AI is transforming low-level marketing, design, and ops roles. The shift towards smaller, AI-enabled teams with higher efficiency. Why "free advice" from platforms like LinkedIn can be costly for businesses. The future of intellectual property and thought leadership in a world driven by AI. The critical need for CFOs to lead go-to-market efficiency and strategy. Restructuring RevOps for transformational growth. How smaller, agile companies can outpace legacy SaaS giants. Predictions for 2025 and beyond: The convergence of AI, SaaS, and results-oriented pricing. Chris also discusses his evolving philosophy on entrepreneurship, leadership, and content creation. Listen to today's episode to learn how you can prepare for the future of GTM, and win. – Thanks to our friends at Hatch for producing Revenue Vitals, and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.…

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B2B Revenue Vitals « » RV210 - How GTM Efficiency Impacts Revenue Multiple and Enterprise Value | Go To Market Live Episode 29

RV210 - How GTM Efficiency Impacts Revenue Multiple and Enterprise Value | Go To Market Live Episode 29

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RV210 - How GTM Efficiency Impacts Revenue Multiple and Enterprise Value | Go To Market Live Episode 29