Bart Fanelli shares how operational discipline and Go-To-Market fundamentals drove hyperscale at Splunk and OutSystems. Learn why going back to basics beats chasing the latest trends in this engaging conversation about sustainable go-to-market strategies.

Jump into the conversation:

(00:00) Welcome to the Episode

(02:19) Hyperscale journey: Growth at Splunk and OutSystems

(05:05) Why companies avoid fundamentals

(13:51) Full lifecycle teams at Splunk

(25:13) The board-to-ground level disconnect

(32:07) AI and the future of go-to-market

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Watch This Episode: https://youtu.be/keM9YTDkoeI

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

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

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

Jordan Crawford explains go-to-market engineering and why it’s different from RevOps. Learn how to build data moats, create permissionless value propositions, and prepare for the future of CRO roles in the AI era.

Jump into the conversation:

(00:00) Welcome to the Episode

(06:16) What is go-to-market engineering?

(10:29) GTM engineering vs. RevOps

(20:39) Permissionless value propositions

(26:12) Systems of intelligence framework

(29:59) The future Jedi CRO

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Watch This Episode: https://youtu.be/DXxBT2AHbBc

Follow Jordan on LinkedIn: https://www.linkedin.com/in/jordancrawford/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

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

Brett Queener, architect of the original Salesforce GTM playbook, explains why traditional go-to-market strategies are dead and how AI agents are creating the biggest opportunity for solutions professionals in decades. As Managing Director at Bonfire Ventures, Brett shares insights from both building the first SaaS playbook and now investing in the companies that will replace it.

Jump into the conversation:

(00:00) Welcome to the Episode

(00:55) Brett’s journey from Salesforce to AI-first investing

(08:25) The moment Brett realized the old playbook was obsolete

(16:28) Why user interfaces are disappearing

(19:28) Why Solutions Engineers will become the new Account Executives

(31:30) How Bonfire Ventures is betting on vertical AI solutions

This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Watch the Episode on YouTube: https://youtu.be/6ODnZP_7gBQ

Follow Brett on LinkedIn: https://www.linkedin.com/in/brettqueener/

More from The GTMshift: www.gtmshift.com

Subscribe to the newsletter: https://gtmshift.substack.com/

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