Bart Fanelli has lived through multiple hyperscale journeys, including Splunk’s incredible growth from $60M to $1.5B revenue in seven years. In this episode, he reveals why go-to-market fundamentals consistently outperform the latest trends and tactical experiments.

The conversation dives deep into operational discipline, realistic capacity planning, and cross-functional alignment as the foundation for sustainable growth. Bart shares tactical examples from Splunk’s success model with virtually no quota over-assignment and how full lifecycle teams with aligned compensation transformed customer experience.

This isn’t about avoiding innovation; it’s about building the proper infrastructure first. Bart emphasizes that while AI and new technologies can enhance proven methodologies, they can’t replace fundamental processes. Tune in to hear:

• (02:19) The hyperscale journey at Splunk and OutSystems

• (10:28) Splunk’s success model with single-digit over-assignment

• (13:51) Running sales and solutions as one unified team

• (21:10) Building enablement programs that actually work

• (25:43) The dangerous disconnect between boards and field teams

Follow Bart on LinkedIn: https://www.linkedin.com/in/bartfanelli/ 

More from The New GTM Playbook: 

Watch more episodes at: https://www.testbox.com/gtm

Subscribe to the newsletter: https://www.testbox.com/subscribe

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/