The Data Room

The processes and tools that worked in the seed stage of your company become difficult to manage as you hire more people and service more customers. One critical component that should not be overlooked as your tech company scales: How you handle your data.

In this 10-minute episode, Scott Stouffer, scaleMatters CEO and Co-Founder, explains why data is so important to the growth of your business. Scott reviews:

- The reasons for product-market message fit issues when scaling (1:19)

- The difficulties of ensuring high quality data in your CRM when scaling (4:26)

- The complexities that arise when trying to analyze data when scaling (5:15)

- How to capture data to refine product-market message fit (8:19)

- Why investing in revenue operations can save your team headaches down the line (9:21) 

Interested in more quick-hitting discussions about data integrity? Check out the other episodes of The Data Room on Apple, Spotify, or wherever you listen to your favorite podcasts.

Imagine you're in the lobby of a giant global bank. On one wall, there is a collection of clocks that indicate the times in major cities around the world. Those clocks help keep the bank running smoothly and ensure every employee across the globe is on the same page.

That wall of clocks is an apt metaphor for the KPI management system employed by Allison Metcalfe , CRO at Demandbase .

Just replace the city times with KPIs and metrics critical to the business, and it becomes a wall of leading indicators that Allison and her team work to keep on track so that the company can avoid any surprises down the road.

In this episode, she explains how the “World Clocks” KPI management system works and why it’s so helpful. 

Topics covered: 

- Managing go-to-market proactively

- Gaining buy-in and implementing “World Clocks”

- Ensuring data integrity

- When to bring in sophisticated data modeling

- CRO/CMO relationship management 

Have an idea for a guest or show topic? Email me at [email protected].

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

Evaluating a company’s go-to-market data is one way potential investors de-risk an investment and gain confidence when they perform due diligence. They want to understand the current state of the go-to-market engine and its capacity to support near-term growth. 

In this 10-minute episode, Scott Stouffer, CEO and Co-Founder of scaleMatters discusses more about the importance of go-to-market data and its impact on company growth and potential valuation. 

Modern revenue leaders have a lot to keep track of across product, marketing, sales, and service functions. 

However, there are five specific principles of go-to-market leadership that demand the most attention in order to ensure that your revenue engine is optimized:

1. Motivating

Brian Froehling, Executive Vic e President, Head of Global Sales at Brightcove , shares his insights on the five principles all world-class go-to-market leaders need to master.

We discuss:

- How to avoid demotivating sales teams with unrealistic quotas

- Building revenue plans that match your go-to-market process

- Gaining a deep understanding of customer problems and desired outcomes

- Focusing the GTM team on what matters

- One interview question that will drastically improve your sales hire success rate

Resources mentioned during the podcast:

- Who by Geoff Smart 

Have an idea for a guest or show topic? Email me at [email protected]. 

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

Your go-to-market data is more tightly connected to your growth and scalability than you might initially believe. 

In this episode, Scott Stouffer discusses the importance of tracking go-to-market data on a granular level, and the reasons why this data is often plagued with data integrity issues.

- How go-to-market data impacts growth and scalability (1:03)

- Why so many growth-stage companies experience inefficiencies in their customer acquisition (2:15)

- What is a granular data model and examples of implementing it in your own company 4:51)

Gaps in alignment between sales, success, and marketing can spell disaster if you’re trying to effectively run an ABM play. When your goal is to take a more coordinated approach, especially around enterprise accounts, it’s crucial to maintain connective tissue across your revenue function — which is where RevOps comes in.

In this episode, Doug Houvener , Senior Director of Revenue Operations at WebPT , explains why RevOps is the key to moving up-market in B2B SaaS.

We discuss:

Have an idea for a guest or show topic? Email me at [email protected]. 

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

In this special episode of The Data Room, we’re joined by co-host Dan Quirk (host of Go-to-Market Excellence podcast) and Sangram Vajre, Chief Evangelist and Co-Founder of Terminus. 

Sangram discusses the process of authoring his latest book, MOVE: The 4-Question Go-to-Market Framework and the benefits of prioritizing your go-to-market strategy.

For more information on Sangram and MOVE: The 4-Question Go-to-Market Framework, visit themovebook.com 

Check out our additional conversation with Sangram on the Go-to-Market Excellence podcast (found wherever you listen to your favorite podcasts).

RevOps is one of the most important roles in any organization, second only to the CEO, and it will stay that way over the next three to five years.

Why is it so important and how do you implement a go-to-market framework that works for your team?

In this wide-ranging conversation, special co-host Heather Quitos and I interview Sangram Vajre, Co-Founder and Chief Evangelist at Terminus, about his new book MOVE and the lessons that it teaches us about the RevOps function.

We discuss:

Check out these resources we mentioned during the podcast:

Have an idea for a guest or show topic? Email me at [email protected]. 

Hear more go-to-market excellence by subscribing in Apple Podcasts , Spotify , or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

For any startup looking towards their series A or B funding rounds, realistic financial forecasts are a must. In addition to that, the companies that find success infuse their go-to-market strategies with funnel principles.

In this episode, Arthur Nobel , Principal at Knight Capital, explains how startups should approach financial forecasting, how a funnel mindset is what you need to succeed, and how a VC evaluates key go-to-market indicators.

We discuss:

-The danger of spreadsheet sales

-Considerations for financial forecasting

-The importance of having a funnel mindset

-How to apply funnel principles to larger ACV Enterprise environments

-Go-to-market fit indicators that series A/B VCs look for before investing

Have an idea for a guest or show topic? Email me at [email protected]. 

Hear more go-to-market excellence by subscribing in Apple Podcasts, Spotify, or wherever you listen to podcasts.

Listening on a desktop & can’t see the links? Just search for Go-to-Market Excellence in your favorite podcast player.

The phrase “data-driven” gets thrown around with many revenue, sales, and marketing leaders. Just because you’re capturing a lot of data, doesn’t mean you’re data-driven. It doesn’t mean you’re using data to power your business decisions.

In this 10-minute episode, scaleMatters CEO and Co-Founder Scott Stouffer reveals the reasons why there’s a large misconception about being data-driven: