GTM News Desk

We have some breaking news at GTM News Desk. 

A new era begins as we welcome a fresh voice to the show.

After 18 episodes of insights, debates, and plenty of laughs, Nick is signing off. As he and Mark reflect on their time hosting together, they share lessons learned, favorite moments, and the relationships that shaped the show.

And stepping into the newsroom is Rachel Elsts Downey, bringing a new perspective, new conversations, and the same commitment to exploring people-first go-to-market strategies.

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:46) Introducing new co-host: Rachel Elsts Downey

(02:45) Reflecting on the previous 18 episodes
(04:37) Rachel on her future at GTM News Desk

To hear the full conversation about the past, present, and future of GTM News Desk, head over to TACK Insider: https://tackinsider.com/

Connect with Rachel Elsts Downey: https://www.linkedin.com/in/rachelelstsdowney/ 

Produced in partnership with: https://shareyourgenius.com/

What does it take to create content that truly connects with your audience?

Why are so many marketing teams still prioritizing quantity over quality, even with AI in the mix?

How can aligning product marketing, brand, and content unlock better outcomes?

Those are the three big topics we’re covering in this episode of GTM News Desk. Jonathan Paul, VP of Content Marketing at Vena Solutions, joins Mark Kilens and Nick Bennett to share how his team is structured across multiple functions, why content must be audience-first, and what most executives get wrong about content strategy and event marketing.

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:53) Wistia’s report shows how video drives better results

(03:45) Where video placement fails on blogs and case studies

(06:00) Why most content teams stay lean and focused

(09:52) Inside Vena’s unified approach to content and product

(13:35) What makes content stand out in a crowded market

(20:02) Misconceptions execs have about content and events

(24:32) Creating hands-on, high-value event experiences

For more on how to build a unified, high-impact content engine and where most marketers are still missing the mark, head to the full conversation on TACK Insider: https://tackinsider.com/ 

Connect with Jon Paul: https://www.linkedin.com/in/jdpwrites/ 

Our sources from today’s headlines:

• https://wistia.com/learn/marketing/video-marketing-statistics
• https://contentmarketinginstitute.com/b2b-research/b2b-content-marketing-trends-research 

Produced in partnership with: https://shareyourgenius.com/

What happens when companies prioritize short-term goals over the big picture?

How can organizations avoid mediocre marketing from old strategies?

Why is balancing metrics with meaningful relationships vital for long-term growth?

Those are the three big topics we’re covering in this episode of GTM News Desk. Rebecca Shaddix, a marketing leader from Garner Health, shares her insights on how to build a differentiated marketing strategy, the importance of market research, and why embracing bold, calculated risks can lead to greater success in the long run.

Jump into the action:

(00:00) Welcome to GTM News Desk

(03:06) Unified Go-To-Market Strategy Needed

(08:09) Navigating MarTech's AI Adoption Chasm

(11:34) "Valuing Bold Strategies via Research"

(14:27) Intentional Input Management

(19:09) Improving Customer Handoff Strategies

(19:50) Strategic Misalignment in Sales Coordination

(23:30) Lifecycle Marketing Strategy Framework

(27:07) Streamlining Sales Reps' Workflow

(29:24) Episode Summary

To hear Rebecca’s insights on differentiated marketing strategies, embracing calculated risks, and the importance of market research, check out the extended conversation on TACK Insider: https://tackinsider.com/

Connect with Rebecca Shaddix: https://www.linkedin.com/in/rebeccashaddix/ 

Our sources from today’s headlines:

Segment 1: https://www.gartner.com/en/articles/2025-trends-for-product-marketing-leaders 

Segment 2: https://chiefmartec.com/2025/03/everything-you-could-want-to-know-about-ai-martech-stacks-and-the-2025-marketing-technology-landscape 

Produced in partnership with: https://shareyourgenius.com/

How can companies truly build a people-first culture?

What happens when leadership prioritizes customers but neglects employees?

Why is bad management one of the biggest problems in tech today—and how do we fix it?

Those are the three big topics we’re covering in this episode of GTM News Desk. Kate O’Neil, CEO of Opre, joins us to discuss what it really takes to lead with a people-first mindset, the structural challenges holding companies back, and the investments in leadership that actually move the needle.

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:15) What companies get wrong about people-first leadership

(05:08) How leadership failures impact employees and company culture

(07:16) AI voice technology: The next challenge in people-first business

(10:43) How AI-generated voices could reshape leadership training

(14:02) Why bad management is tech’s biggest problem

(19:01) The truth about building a people-first go-to-market strategy

(23:14) How investing in managers drives better business outcomes

(27:52) The long-term value of leadership training in high-growth companies

(30:50) Exclusive content preview and closing thoughts

To hear Kate's insights on people-first leadership, the biggest management challenges in tech, and how companies can invest in better leadership development, check out the extended conversation on TACK Insider: https://tackinsider.com/

Connect with Kate O’Neil: https://www.linkedin.com/in/oneilkate/ 

Our sources from today’s headlines:

Segment 1: https://gamma.app/docs/a16z-AI-Voice-Update-2025--ttkorld8iy6wfnj?mode=doc 

Segment 2: https://www.cnbc.com/2025/02/06/peloton-pton-q2-2025-earnings.html 

Produced in partnership with: https://shareyourgenius.com/

What’s changing in how B2B buyers evaluate and purchase software?

How can interactive demos create a frictionless, buyer-first experience?

What role does AI play in the future of go-to-market strategies?

Those are the three big topics we’re covering in this episode of GTM News Desk. Natalie Marcotullio, Head of Growth of Navattic, joins us to discuss how buying behaviors have shifted, why self-service and peer-driven evaluations are reshaping the market, and how companies can leverage interactive demos to meet buyers where they are. 

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:42) Why pipeline influence is the key marketing metric

(03:52) AI-powered attribution and predicting revenue impact

(06:40) Millennial and Gen Z buyers are reshaping B2B decision-making

(07:39) The rise of digital self-service for million-dollar transactions

(10:09) How interactive demos create a buyer-first experience

(13:57) Signal-based marketing and leveraging intent data

(19:21) The power of product-led growth and show-don’t-tell strategies

(24:52) The future of B2B buying and AI-driven sales transformation

(24:03) Exclusive content preview and closing thoughts

To hear Natalie’s insights on pipeline influence, AI-powered attribution, and the future of B2B buying, check out the extended conversation on TACK Insider: https://tackinsider.com/

Connect with Natalie Marcotullio: https://www.linkedin.com/in/natalie-marcotullio/
Connect with Daniel Curtis: https://www.linkedin.com/in/danielemc3/ 

Our sources from today’s headlines:
Headline 1: https://www.searchenginejournal.com/linkedin-report-reveals-5-key-trends-reshaping-b2b-marketing/539237/
Headline 2: https://www.digitalcommerce360.com/2025/01/22/3-ways-millennial-gen-z-buyers-will-change-b2b-buying/ 

Produced in partnership with: https://shareyourgenius.com/

How are B2B SaaS companies adapting to a market where traditional growth channels are failing?

What does the shift from a channel mindset to a network-based strategy mean for go-to-market teams?

How can companies leverage experiential events to drive deeper engagement and real business impact?

Those are the three big topics we’re covering in this episode of GTM News Desk. Josh King and Daniel Curtis from emc3 join us to break down the power of events, the pitfalls companies face in planning them, and how to create meaningful brand experiences that drive results.

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:48) The challenges facing B2B SaaS and venture-backed companies

(04:22) Why companies need to move from channels to networks

(06:57) AI hype, DeepSeek, and security concerns

(09:10) The future of AI-first companies and go-to-market strategies

(12:26) The power of experiential events in B2B marketing

(15:14) How companies get events wrong and how to fix it

(18:09) The debate: Large flagship events vs. smaller targeted gatherings

(21:24) KPIs for experiential event marketing

(24:03) Exclusive content preview and closing thoughts

To hear Josh and Daniel’s insights on event strategy, sales and marketing alignment, and the future of experiential marketing, check out the extended conversation on TACK Insider: https://tackinsider.com/

Connect with Josh King: https://www.linkedin.com/in/joshkingemc3/
Connect with Daniel Curtis: https://www.linkedin.com/in/danielemc3/ 

Our sources from today’s headlines:

Segment 1: https://techcrunch.com/2025/01/26/2025-will-likely-be-another-brutal-year-of-failed-startups-data-suggests/ 

Segment 2: https://www.bloomberg.com/opinion/articles/2025-01-27/china-s-ai-deepseek-shows-silicon-valley-s-huge-blindspot 

Produced in partnership with: https://shareyourgenius.com/

How is go-to-market strategy evolving in a world of shifting buyer expectations?

What role does AI play in reshaping sales, solutions engineering, and customer success?

Why are traditional sales playbooks breaking down, and what comes next?

Those are the three big topics we’re covering in this episode of GTM News Desk. We’re joined by James Kaikis, CRXO at TestBox, who shares insights on the convergence of trends reshaping B2B sales, the rise of solutions engineering, and how companies can move beyond transactional selling to become true strategic partners.

Jump into the action:
(00:00) Welcome to GTM News Desk
(02:44) Why traditional sales playbooks are breaking down
(06:31) Becoming a strategic partner instead of just a vendor
(09:42) The role of AI and shifting buyer expectations
(12:28) Aligning sales, solutions, and customer success teams
(15:47) The impact of accountability on software adoption
(18:56) Overcoming barriers to unifying go-to-market teams
(22:21) Building a business with customer intent in mind

To hear James Kaikis’ insights on redefining sales engagement, building customer trust, and the future of solutions teams, check out the extended conversation on TACK Insider: https://tackinsider.com/

Connect with James Kaikis: https://www.linkedin.com/in/jameskaikis/

Our sources from today’s headlines:
Google won't add fact checks despite new EU law: https://www.axios.com/2025/01/16/google-fact-check-eu 
Key shifts redefining the future of go-to-market strategy: https://martech.org/2025-gtm-forecast-key-shifts-redefining-the-future-of-go-to-market-strategy/ 

Produced in partnership with: https://shareyourgenius.com/

How is AI reshaping productivity in go-to-market strategies?

What does Benedict Evans’ AI Eats the World report reveal about the future of large language models?

How can businesses craft messaging that resonates with customers while avoiding jargon overload?

Those are the three big topics we’re covering in this episode of GTM News Desk. We’re joined by Emma Stratton, Founder of Punchy and author of Make It Punchy, who dives into the art of creating impactful B2B messaging, the challenges of internal alignment, and why clarity always trumps confusion. Emma explores how to simplify complex tech products, connect with customers on a human level, and ensure your messaging stands out in an increasingly automated world.

Jump into the action:

(00:00) Welcome to GTM News Desk
(05:01) Building AI infrastructure for future efficiency
(07:09) Multi-agent networks redefine marketing automation
(11:42) Strategic storytelling with Emma Stratton
(15:39) Defining niche language in B2B tech
(17:51) How complex messaging dilutes company value
(21:05) Simplifying tech messaging for broader understanding
(25:06) Butterdocks’ focused approach to messaging
(28:26) Why strategy and writing must remain separate
(32:15) Starting with the mind before using AI for polish
(32:59) Why ChatGPT often outputs jargon-filled content

To hear Emma Stratton’s insights on making tech messaging more human, aligning cross-functional teams in messaging projects, and why clarity trumps persuasion in the B2B space, check out the extended conversation on the TACK Insider: https://tackinsider.com/

Connect with Emma Stratton: https://www.linkedin.com/in/emma-stratton-punchy/

Our sources from today’s headlines:

https://www.ben-evans.com/presentations

https://simple.ai/p/3-predictions-for-the-future-of-ai-agents-in-2025?utm_source=simple.ai&utm_medium=newsletter&utm_campaign=3-predictions-for-the-future-of-ai-agents-in-2025&_bhlid=be8e6290ec95044ca037dd6eefe520d0da7fe374 

Produced in partnership with: https://shareyourgenius.com/

Why is it easier to launch a startup than to achieve sustainable growth?

What impact will OpenAI's SearchGPT have on the search experience?

How is Klue’s Compete Network helping product marketers gain a competitive edge?

Those are the three big topics we’re covering in this episode of GTM News Desk. We’re joined by Katie Berg, VP Marketing at Klue, who explores insights on community-led growth, the role of competitive analysis, and the innovative ways Klue is integrating AI. Katie dives into the challenges of audience building, the value of creating genuine connections, and how Klue’s Compete Network is setting a new standard for competitive intelligence in marketing.

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:30) Startups are Cheaper to Build, But More Expensive to Grow

(05:52) OpenAI Launches SearchGPT

(13:25) The Role of Community in Brand Loyalty

(15:40) What is The Compete Network?

(17:00) Creating Value-Driven Content Partnerships

(23:16) Influencer Marketing Strategies That Work

(23:45) How Big is The Production Team Behind The Compete Network

(25:17) How to Turn Subscribers into Communtiy Members

(29:50) Compete Network and Klue’s Approach to Community

To hear Katie Berg’s insights on fostering community-led growth, leveraging competitive insights for more innovative product strategies, and integrating AI for a more compelling customer experience, check out the extended conversation on the TACK Insider: https://tackinsider.com/

Connect with Katie Berg:  https://www.linkedin.com/in/katiepberg/

Our sources from today’s headlines:

https://andrewchen.com/startups-are-cheaper-to-build-more-expensive-to-grow/ 

https://www.theverge.com/2024/10/31/24283906/openai-chatgpt-live-web-search-searchgpt 

Produced in partnership with: https://shareyourgenius.com/

What does Zendesk’s new AI solution mean for the future of customer experience?

How is the new company Agency reinventing customer success to empower teams?

Can customer-led growth really drive sustainable revenue?

Those are the 3 big topics we’re covering on this episode of GTM News Desk. We’re joined by Gianna Scorsone, Co-Founder and Chief Operating Officer of Champion, to share her insights on customer-led growth as a strategic revenue driver. She explores how customer marketing can closely align with customer success to improve metrics like win rates, time to close, and retention. 

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:16) Zendesk’s New AI-Powered Solution for Intelligent CX

(05:32) New Company Called "Agency" Boosts Customer Success with AI

(10:25) What is Customer-Led Growth?

(16:39) Biggest Mistakes In Partnering With Customers To Drive Growth

(19:19) Driving Customer-Led Growth Across Pre- and Post-Sale Strategies

(22:13) Should You Source Or Influence In Campaigns?

(23:45) People-first Customer-Led Growth

To hear Gianna Scorsone’s insights on activating customer champions, designing impactful reference programs, and aligning teams for customer-led growth, check out the extended conversation on the TACK Network: https://tacknetwork.com/

Connect with Gianna Scorsone: https://www.linkedin.com/in/giannascorsone/

Our sources from today’s headlines:

https://www.techedgeai.com/zendesk-unveils-ai-powered-omnichannel-innovations-to-elevate-cx/
https://techcrunch.com/2024/10/16/after-selling-drift-ex-hubspot-exec-launches-ai-for-customer-success-managers/

Produced in partnership with: https://shareyourgenius.com/