Episode 39- Christmas Cognoscenti Interview: Mark Sherwood-Edwards

Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.

Back in the summer, Louis and Simon spoke to the Summer Cognoscenti and they’re closing out the year chatting with another set of leading thinkers spanning go-to-market with the Christmas Cognoscenti mini-series.

We kick off our with sales-side lawyer Mark Sherwood Edwards from Clearview Legal. Here’s the TL;DL (“Too Long; Didn’t Listen) in case you don’t have time for the whole episode:  If you've ever wondered why your MSA reads like the Dead Sea Scrolls, why procurement becomes the pantomime villain in Q4, or why half your legal clauses contradict your own product, you’re about to find out what to do about it.

Listen on as we learn how a lot of SaaS companies create friction that slows deals and confuses customers with legal frameworks that don't reflect how their business actually works. Simplicity, proportionality, and clarity dramatically improved deal velocity, reduce negotiation pain and build trust with procurement. In the absence of a robust approach to handling contracts and the myriad other legal considerations facing SaaS revenue leaders, there’s a considerable risk of everything going to pieces.

Other mentions in this episode:

Mark’s Oh Lawdy! Newsletter

Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.