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The GTMnow Podcast

GTMnow

The GTMnow Podcast interviews well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Sophie Buonassisi to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down.

This podcast is produced by GTMnow, the media brand of GTMfund - sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of the best go-to-market executives. GTMfund is an early-stage VC fund focused on investing in the most exciting, up-and-coming B2B SaaS companies across the world. The LP network consists of VP and C-level Sales, Marketing, and Customer Success leaders from companies like DocuSign, Salesforce, LinkedIn, Snowflake, Okta, Zoom, and many more.

Visit gtmnow.com for more details and to sign up for our newsletter and other content resources.

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  • August 27 · 45 min

    Inside Electric's AI Relaunch, from a 3X Founder | Ryan Denehy (Founder & CEO, Electric)

    The founder and CEO of Electric, Ryan Denehy joins GTMnow to explain why and how he rebuilt Electric as an AI-native software company. Ryan gets specific on why he split the business in half, how the pivot forced a total change in distribution (from direct sales to embedded channel partnerships with payroll platforms), and why a new product doesn't just need a new channel, it can unlock ones that were impossible before. He also shares the ADP partnership that put Electric behind 1,700 reps, the near-death moments (including the night he almost wired his seed round back to investors), how to actually get acquired by a public company, and the cold-outreach framework he's used since making extreme-sports videos at 17. What you'll learn: - Why he rebuilt a working company AI-native, and the five-step playbook for a "total reinvention" - Why product-market fit is as much about distribution as the product, and the Sirius XM lesson behind it - How going AI-native collapsed his unit price and made channel-led growth possible for the first time - Why the winner-take-all gap between AI companies is so much wider than in classic SaaS - The embedded-partnership motion behind ADP, Justworks, and TriNet deals (300+ customers onboarded in a day) - How to actually get acquired by a public company (hint: people buy companies, corp dev doesn't) - Why the quietest near-death threat is a splashy senior mis-hire, not a market crash - The cold-outreach framework he's run since cold-emailing pro athletes at 17 Chapters: 00:00 Intro 01:04 A 3x founder who sold two companies to public acquirers 01:33 What Electric is, and why "AI" was in the name in 2016 04:40 What a "wholesale rewrite" meant 06:38 Why go AI-native 08:12 The reinvention playbook 13:08 Why they blew the whole thing up 13:48 Distribution as product-market fit: the Sirius XM lesson 15:37 How AI collapsed the price and unlocked channel sales 18:19 The winner-take-all gap between AI companies 20:35 From direct sales to channel 23:00 The three-year channel payoff 25:17 Rebuilding the product and signing the payroll platforms 26:27 The new-category pitch 29:29 Behind the scenes for ADP, Justworks, and TriNet 30:02 Almost wiring the seed money back 32:00 The day everything changed at once 33:52 The quiet damage of a senior mis-hire 35:48 Two prior companies: go-to-market above all 38:18 How to get acquired by a public company 42:55 Extreme-sports videos at 17, and the outreach framework 44:47 Where to find Ryan and Electric Connect with Ryan Denehy: LinkedIn: https://www.linkedin.com/in/ryandenehy/ X: https://x.com/DenehyXXL Electric: https://electric.ai Host: Sophie Buonassisi, SVP at GTMnow LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ X: https://x.com/sophiebuona About the guest: Ryan Denehy is the founder and CEO of Electric, an AI-native IT management platform now embedded in payroll and HR products including ADP Team Management, Justworks, and TriNet. A three-time founder, he previously built and sold companies to USA Today and Groupon. Electric is backed by investors including Notable Capital and Slack. About GTMnow: GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • August 25 · 51 min

    What the Top 1% of Sellers Do Differently | Ross Rich (CEO, Accord)

    Ross Rich is the co-founder and CEO of Accord and spent five years leading go-to-market and partnerships at Stripe. He talks to hundreds of CROs and serves thousands of reps, so he has an unusually clear view of what the top performers actually do differently. His starting point: roughly the top 20%, often closer to 10%, of any sales team drives most of the revenue. Every leader says they want to move the middle 60%, and Ross doesn't think AI is doing it. Tools like Claude and Codex make the people who already have the taste and judgment far more efficient, and the gap widens from there. What closes it is unglamorous and human: a leader with a point of view, a shared language simple enough to stick, a field-friendly process, and only then the technology to reinforce it. Ross gets specific on what "best" means for a seller (trust and EQ first, then frameworks learned so cold they run subconsciously), the disconnect between what CROs think they're buying and what reps actually receive, the "no-ask note" for multithreading into a CRO, why he sells through his own executives instead of around them, and the biggest lesson of his founder journey: market beats product. What you'll learn: - What separates the top 10% of reps from everyone else, and why AI is widening that gap instead of closing it - The two ingredients of a great seller: the "give a shit factor" you can't fake, then plays run so subconsciously you can get creative - The waiter analogy that explains great salesmanship in one sentence - Why the people, process, technology order is the one most teams get backwards in the AI rush - The disconnect between a CRO's multimillion-dollar investment in the field and what reps actually receive: a 76-page laminate, more Salesforce fields, none of it touching the customer - Why the best methodology is simply the one that gets used, and why debating how many Ps are in MEDDPICC is optimizing the fringes - "Unavoidable excellence": how to take what your top performers do organically and make it standard across the team - The "no-ask note" for multithreading into a CRO by showing respect instead of asking for time - Why CROs own revenue and not tools, and how to sell through their rev-ops and enablement leaders - "Show, don't tell": leading with peer references at stage two when everyone can sound the same and ship a surface-level solution - The founder-led sales handoff mistake Ross has made twice, and the curse of knowledge behind it - Why market beats product, via April Dunford's positioning and the surfer, surfboard, wave framing Connect with Ross Rich: LinkedIn: https://www.linkedin.com/in/rossrich/ Host: Sophie Buonassisi, SVP at GTMnow LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ X: https://x.com/sophiebuona About the guest: Ross Rich is the founder and CEO of Accord, a platform that operationalizes value selling (quantified business cases, mutual action plans, stakeholder mapping, account planning) in a field-friendly way. Before founding Accord, he spent over five years at Stripe leading go-to-market and partnerships. Accord's customers include Freshworks and Samsara. About GTMnow: GTMnow is the media arm of GTMfund, sharing how the best in tech build, scale and invest. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • August 11 · 43 min

    Will Salesforce Win the AI Era Like It Won Cloud? | Kris Billmaier

    Is Salesforce the dominant player in the AI platform shift, or the incumbent about to be disrupted? Kris Billmaier, EVP and GM of Agentforce Sales and Growth Products, sat down with Sophie Buonassisi at Salesforce Tower to answer that directly. Kris runs the business behind Sales Cloud's 26-year run and its rebrand into Agentforce Sales. He makes the case that CRM is becoming "agentic revenue orchestration," that the category needs a new name, and that the future is headless. For Salesforce, that means surfaced inside Slack, ChatGPT, Gemini, and wherever sellers actually work. He also shares the internal numbers, including an engagement agent that worked the leads Salesforce had always ignored and generated over $100M in pipeline in eight months. What you'll learn: - Why 60% of a seller's time goes to non-selling work, and which agents remove it - The case for renaming the category from CRM to agentic revenue orchestration - What "headless CRM" means, and why Salesforce integrated with ChatGPT and Gemini - How one leader manages 100 reps plus the equivalent of 400 agents - Why the Momentum acquisition matters: "memory fragments" that cut an 8,000-word meeting to the 800 words that count - Why Salesforce is hiring more sellers, not fewer - How hiring shifted from "what did you do" to "how do you build" (and why a PowerPoint is now a red flag) - Pricing in the agent era: seats, flex credits, and a coming leads-worked outcome metric - Why Kris says we're not in a SaaSpocalypse, and how a 70,000-person company still ships weekly Thank you to our sponsor: Primer unlocks B2C ad channels for B2B marketers with precision targeting and next-gen measurement. GTMnow Network exclusive offer: Extended 45 day trial and 15% off with code GTM15 - just apply the code when you go to upgrade from the free trial. See who’s really in your funnel: sayprimer.com Chapters: 00:00 Intro 01:12 Welcome, and the Salesforce platform-shift question 02:25 How Salesforce adapted across cloud, mobile, social, and AI 03:32 Why Sales Cloud became Agentforce Sales 05:17 Renaming the category: from CRM to agentic revenue orchestration 06:56 Will anyone log into a CRM again? 08:09 Agentforce in one line, and the seller's Monday morning 09:08 Build vs. buy, vibe coding, and the context moat 11:01 The Momentum acquisition and memory fragments 13:04 Sellers managing teams of agents, and the $100M pipeline story 15:03 The agent stack: prospecting, engagement, pipeline, quoting 16:27 Efficiency, accuracy, and auto-generated forecasts 18:03 Why Salesforce is hiring more sellers 19:16 What the modern sales role looks like 20:08 Sponsor: Primer 21:34 How AI changed hiring: from "what" to "how" 23:48 The window: shipping weekly, not on three annual releases 25:13 What product-market fit means now 26:05 Software vs. services, and the $10T question 28:10 The complexity problem: easy by default, advanced by choice 30:07 Go-to-market evolution and consolidating the stack 32:07 Leading as a player-coach 33:16 Being "chief repetition officer" and educating the field 35:00 How a 70,000-person company stays agile 36:48 The biggest lesson from Marc Benioff 37:57 Pricing: seats, flex credits, and outcome-based metrics 40:53 Are we in a SaaSpocalypse? The full answer 42:08 Where Kris gets his learnings 43:07 World Cup picks Kris Billmaier (EVP and GM of Agentforce Sales, Salesforce) LinkedIn: https://www.linkedin.com/in/krisbillmaier/ Salesforce Agentforce: https://www.salesforce.com/agentforce Sophie Buonassisi (Host, SVP at GTMnow/GTMfund) LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ X: https://x.com/sophiebuona About Kris Billmaier: Kris Billmaier is EVP and GM of Agentforce Sales and Growth Products at Salesforce, where he leads the business formerly known as Sales Cloud. He oversees the company's agentic sales portfolio, including its prospecting, engagement, pipeline, and quoting agents, and the Momentum acquisition that powers its conversational data layer. About GTMnow: GTMnow shares how the best in tech build, scale and invest. The media brand is owned and operated by venture firm, GTMfund. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • August 3 · 1 hr 6 min

    Inside Deel's $1M → $1.5B Sales Machine | Chris Lee

    Chris Lee joined Deel at $1M in revenue. Now, it just hit $1.5B. He joined GTMnow to walk through the pivotal decisions behind that run, including the ones he's never discussed publicly. Chris (Head of Sales, Americas at Deel) breaks down the "five-star sales experience" framework he built by studying luxury hotels, why speed itself became a reason customers bought, how he's had zero regrettable director-level attrition in 5.5 years, and why they hire people with the job title "Ghostbuster" to keep a 7,000-person company moving like a 30-person startup. What you'll learn: - The five-star sales experience framework, and how to map your own process from three-star to five - Why every new sales leader at Deel spends their first 30 days taking inbound and selling - How speed became the reason Coinbase chose Deel over a legacy vendor with no references to show - The hire-slow, fire-fast principle behind zero regrettable director attrition in 5.5 years - Why "tell me about a time" interview questions optimize for the best liar, and the scenario-based alternative - What a "Ghostbuster" is, and how the role fights operational decay as you scale - Leading a sales team through public crisis: cry, quit, or fight - The trillion-dollar thesis: why 95% of the world's workers sit outside the US market - Why Chris went back to first-principles systems thinking instead of fiddling with AI tools Thank you to our sponsor: Primer unlocks B2C ad channels for B2B marketers with precision targeting and next-gen measurement. GTMnow Network exclusive offer: Extended 45 day trial and 15% off with code GTM15 - just apply the code when you go to upgrade from the free trial. See who’s really in your funnel: sayprimer.com Chapters: 00:00 Intro 00:58 Welcome to GTMnow 01:33 From Granular (agtech, employee #11) to a DuPont acquisition 05:30 The failed recruiting startup he launched in January 2020 07:17 How he found Deel, and applying to the wrong role on purpose 09:48 The first-30-days lesson from CEO Alex Bouazizi: go sell 11:44 What Deel actually does today 13:14 Scaling a distributed sales org remotely 15:41 Building rapport on a global remote team 17:35 From transactional SMB to multi-product enterprise 20:16 Sales-led, not product-led, and why consolidation wins 22:45 "Deel speed," and why speed is a reason people buy 25:31 Sponsor: Primer 26:57 Frank Slootman, Amp It Up, and outpacing competitors 29:12 How he got Slootman to open the sales kickoff 30:28 Zero director attrition in 5.5 years, and hire slow, fire fast 33:54 Why "tell me about a time" fails, and the scenario-based alternative 37:46 The five-star sales experience framework 41:54 Bringing enterprise-grade experience to SMB with AI 45:49 The trillion-dollar thesis: 95% of workers are outside the US 47:22 Building 60+ payroll engines: the Amazon Prime parallel 53:02 First-principles systems thinking for sales 59:38 The problem-framing framework he gives his team 01:01:09 The "Ghostbuster" role and fighting operational decay 01:05:25 Where to find Chris Chris Lee (Head of Sales, Americas at Deel): LinkedIn: https://www.linkedin.com/in/techcontrarian/ X: https://x.com/TechContrarian Sophie Buonassisi (Host, SVP at GTMnow/GTMfund): LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ X: https://x.com/sophiebuona About Chris Lee: Chris Lee is Head of Sales, Americas at Deel, which he joined as one of its first sales hires at $1M in revenue and helped scale to $1.5B. Previously he was employee number 11 at Granular, an agricultural tech company acquired by DuPont for $300M. About GTMnow: GTMnow shares how the best in tech build, scale and invest. The media brand is owned and operated by venture firm, GTMnow is the media arm of GTMfund. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • July 22 · 47 min

    Inside Merge: The $75M Bet on Open Source AI (Powering OpenAI, Netflix & Uber) | Shensi Ding, CEO

    The Co-Founder & CEO of Merge joins GTMnow to break down how she built a company that now powers integrations for OpenAI, Perplexity, Netflix, Uber, Mistral, and enterprise logos like Mastercard, JP Morgan, and Amex, backed by $75M from Accel and NEA. Shensi gets tactical on the GTM decisions behind that growth: why she went enterprise-first into greenfield, why she's now layering a self-serve motion back on top (20,000+ self-serve orgs, 400+ enterprise customers), how forward-deployed engineers turned a 1% edge case into 5 to 10x usage growth, and why she rebuilt marketing to run like an engineering team. She also gets candid on founder-led sales, the mercenaries-versus-missionaries hiring trap, the open-source model shift and the China question, and why every founder who started pre-AI should build one product 0-to-1 themselves. What you'll learn: - Why she reversed the standard GTM playbook (enterprise first, then PLG) and how to run both motions at once - How forward-deployed engineers close the 1% edge case that unlocks 5 to 10x enterprise usage - Why marketing now runs like an engineering function at Merge, and how it took her from 1 to 2 dinners a quarter to 3 to 5 a month - Why product got fast and go-to-market became the new bottleneck - How to know when to hire your first salesperson (hint: you should be "dying" first) - The mercenaries-vs-missionaries test, and the "anti-sell" she uses in hiring - The 2026 shift away from "token-maxing," and how model routing cuts AI spend - The truth about open-source (often Chinese) models: where they're built vs. where your data actually lives - Why founders who started pre-AI should build one product 0-to-1 to understand what's now possible Chapters: 00:00 Intro 01:14 What Merge does: products, workforce, and three core offerings 02:05 Agent Handler, Gateway, and the new Embedded Routing Stack 04:52 The 2026 shift away from "token-maxing" 07:29 Open-source models, the China question, and where data really lives 10:14 How Merge works with open-source model providers 12:00 What she's learned as a first-time founder: get over your ego 13:22 Reversing the GTM playbook: enterprise-first, then PLG 15:50 Running both motions: 20,000+ self-serve, 400+ enterprise 17:31 Why buyer behavior moved to Twitter and brand 19:06 Founder-led sales, and what a real sales process taught her 22:27 When to hire your first salesperson 23:49 Forward-deployed engineers and 5 to 10x usage growth 27:00 Keeping go-to-market up to speed with product 28:33 Rebuilding marketing as an engineering function 30:45 The dinner agent: 1 to 2 a quarter to 3 to 5 a month 31:24 How AI buying reshaped the marketing org 33:54 Maintaining agents: prompts over legacy builders 35:02 Mercenaries vs. missionaries, and the "anti-sell" 40:25 The market view: from hostility to collaboration 42:06 Is a valuation reckoning coming? 43:07 Why she stayed hands-on building Agent Handler and Gateway 45:18 What's next: training your own models off open-source 46:52 Where to find Shensi and Merge Connect with Shensi Ding: LinkedIn: https://www.linkedin.com/in/shensiding/ X: https://x.com/shensi Merge: https://merge.dev Host: Sophie Buonassisi, SVP at GTMnow LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ X: https://x.com/sophiebuona About the guest: Shensi Ding is the co-founder and CEO of Merge, a unified API platform that now spans product integrations, agent tooling, and LLM routing/governance. Merge powers companies including OpenAI, Perplexity, Netflix, Uber, and Mistral, and enterprise customers like Mastercard, JP Morgan, and Amex. The company has raised $75M from Accel and NEA. Thank you to our sponsor: Primer unlocks B2C ad channels for B2B marketers with precision targeting and next-gen measurement. GTMnow Network exclusive offer: Extended 45 day trial and 15% off with code GTM15 - just apply the code when you go to upgrade from the free trial. See who’s really in your funnel: sayprimer.com About GTMnow: GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • July 9 · 45 min

    The Blueprint for a High-Performing Sales Team | Brian Le, Notion

    Are your sales compensation plans driving the right behaviors or causing your best reps to quit? In this episode of GTMnow, Brian Le (Global Sales Compensation Partner at Notion) breaks down how to build a scalable sales comp operating system. Brian shares his firsthand experience scaling Notion's sales comp from 80 to over 400 employees and explains why trust is the ultimate currency in revenue operations. If you are a founder, revenue leader, or sales professional, this breakdown covers everything from structuring pay mix to identifying the earliest signs of comp plan degradation. You will even hear what it takes for top AEs to pull in upwards of $1 million in a single quarter. In this episode, we cover: 00:00 Intro 01:15 Brian Le's journey through Salesforce, Carta, and Notion 04:33 Why sales comp is the operating system for go-to-market 07:07 Phase 1: Building a scalable comp foundation at Notion 13:50 Transitioning from seat-based to usage-based pricing models 18:15 The 3 core pillars of a successful sales commission plan 22:09 Early warning signs your quota and comp structures are breaking 31:41 The real cost of losing sales reps over bad commission payouts 39:35 How to structure compensation for your first early-stage sales hires 42:39 Will AI agents replace SDRs and sales compensation? Connect with Brian Le, : LinkedIn: https://www.linkedin.com/in/brianhoangle/ Host: Sophie Buonassisi, SVP at GTMnow LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ X: https://x.com/sophiebuona Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • July 8 · 48 min

    VC: How a 2-Person Fund Runs Like a Startup (Memos, KPIs, R&D) | Vanessa Larco, Premise (ex-NEA)

    "Investing in companies that OpenAI won't kill." That's Vanessa Larco's thesis, and in this VC bonus episode of GTMnow she breaks down exactly how she decides what survives. Vanessa, founder and GP at Premise (formerly a longtime partner at NEA, where she backed Robinhood from seed to IPO), joins Max to get into the nitty gritty of how AI is rewriting venture, distribution, and the entire go-to-market playbook. She makes the case for why "it's just a wrapper" got a lot of VCs in trouble, why she only backs technical founding teams, and why the old GTM playbook is breaking fastest exactly where you'd least expect it. She also opens up about leaving a big platform to build a two-person fund from a blank canvas, and why she treats the fund itself like a startup. What you'll learn: - The "OpenAI won't kill it" framework for spotting durable AI companies (and why not everything OpenAI ships actually wins) - Why the "it's just a wrapper" dismissal cost VCs real deals, and the kayak/AWS parallels that explain why - Why Premise only backs technical founding teams, and the shipping speed that becomes the real early moat - How the old go-to-market playbook is breaking, especially in DevTools, and what replaces it - Why someone on the founding team has to "nerd out" on distribution, and why no-playbook moments are where you growth hack - How to run a conviction-based investment committee, and why big funds drift toward consensus whether they like it or not - Why running a fund is just running a startup: fundraising, product, and customer success by another name - The unanswered question Vanessa keeps circling: how to give experienced GTM talent space to rewrite the playbook Chapters: 00:00 Intro & OpenAI Moats 01:12 GTMnow Intro 01:51 Technical vs. Non-Technical AI Founders 04:37 The Bottleneck of Hiring AI Talent 05:15 Do Old Moats Still Exist? 06:36 Cloud Era Lessons vs. Today's AI Layer 09:18 The Shift to the Distribution Era 11:38 Interview: Vanessa Larco (Premise VC) 12:40 Companies OpenAI Won't Kill 13:37 Consumer Habits vs. Enterprise AI 15:05 Moving Beyond the "Wrapper" Stigma 17:39 Thesis Building vs. Founder Curiosities 20:11 Sourcing & The "Surreal" Community 22:26 Learnings From NEA & Lightspeed 24:06 Rethinking the Investment Memo 26:43 Consensus vs. Conviction Investing 31:26 Running a VC Fund Like a Startup 35:04 Building Internal Automation Tools 37:35 Distribution Moats & DevTools 39:38 Sourcing New GTM Playbooks 41:12 Parallel to the AWS Boom 43:55 Human Psychology vs. AI Tools 47:06 SF's Best Cookie Spots 48:32 Outro Connect with Vanessa Larco: About the guest: Vanessa Larco is the founder and GP at Premise. Previously a partner at NEA, she backed consumer and fintech companies including Robinhood from seed through IPO. She started her career in product and engineering, was a computer science undergrad, and founded and sold her own startup before moving into venture. Connect with Max: https://x.com/hackitmax https://www.linkedin.com/in/maxaltschuler/ Connect with Vanessa: https://www.linkedin.com/in/vanessalarco/ https://x.com/veelarco About GTMnow: GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. This is the VC bonus series, where we host VCs and get into the VC ecosystem. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • July 2 · 52 min

    Why a $1.2B exit felt like his biggest failure, and the customer-obsession thesis behind Agency

    A $1.2 billion exit is the dream. Elias Torres calls it his biggest failure. The Drift co-founder joins Sophie Buonassisi on GTMnow to unpack why the headline number felt hollow, what he learned in the quiet stretch afterward, and why he jumped straight back in to build Agency, an AI company that runs your entire customer organization. Elias gets honest about identity after the exit, the difference between chasing a title and building something enduring, and the operating thesis behind Agency: a billion-dollar company with fewer than 100 people, where 80 to 90% of the team are engineers and everyone talks to customers. He also gets into distribution as the hardest problem in the AI era, why he only takes money from investors who lead with value (Pat Grady and Brian Halligan back the company), and the two decades he's spent building alongside David Cancel. What you'll learn: - Why a $1.2B exit can still feel like a failure, and what "enduring" actually means - How to rebuild your identity when the title goes away - The Agency thesis: $1B with under 100 people, and how AI agents make it possible - Why Elias runs the whole company on Agency itself, with no CRM - Why sales may be the last role AI eliminates, and what that means for GTM - How to spot investors who lead with value instead of a pitch deck - Why distribution, not product, is the hardest problem in the AI era - What 20+ years building with David Cancel (Performable, HubSpot, Drift) taught him about partnership Chapters: 00:00 Intro 02:25 Time off, slowing down, and losing the title 04:00 The inflection point and what comes after a big exit 07:00 What Agency is and the problem it solves 11:00 Why he brought people he's known for years 11:40 Investors who lead with value (Pat Grady and Brian Halligan) 17:30 Building with David Cancel for 20+ years 23:00 The bold claim: $1B with under 100 people 26:00 The go-to-market motion behind it 28:30 "Sales is the last role AI will eliminate" 36:00 High-agency people and how Agency runs itself 42:00 Building distribution in the AI era 51:00 Where to find Elias and Agency About the guest: Elias Torres is the founder and CEO of Agency, an AI company that provides agents to run a company's customer organization. He previously co-founded Drift (acquired in a $1.2B deal) and held senior roles at HubSpot and Performable, building alongside David Cancel for over two decades. Agency is backed by Pat Grady (Sequoia) and Brian Halligan. Connect with Elias Torres: LinkedIn: https://www.linkedin.com/in/eliast/ X: https://x.com/eliast Host: Sophie Buonassisi, SVP at GTMnow LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ X: https://x.com/sophiebuona About GTMnow: GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • June 25 · 32 min

    From DeepMind to 200 Customers in 20 Countries: Building the Execution Layer for Sales | Adam Liska, CEO of Airspeed

    The single most expensive sentence in sales is "I'll follow up on that." Adam Liska joins Sophie Buonassisi on GTMnow to break down the "execution gap," the space between knowing what to do in a deal and actually doing it, and why that gap is where most pipeline quietly dies. Adam left DeepMind's Gemini team in 2022, pre-ChatGPT, to build a native revenue execution platform now serving 200 customers across 20 countries (recently rebranded and fresh off a $20M Series A). In this conversation, he gets specific on what is actually changing in the sales role, what should be automated, and why he thinks this is about to be the golden age for sales reps. What you'll learn: - Why "I'll follow up on that" is the most expensive promise in revenue, and how the execution gap compounds from rep to manager to CRO - What parts of the rep workflow to automate now (research, CRM updates, business cases, follow-ups) and what stays human - Why AI is squeezing middle management, not reps, and flattening GTM orgs - How per-rep coaching changes when every call is recorded, shared, and analyzed for patterns - The "corrective action" approach to coaching deals on the job, in real time - How to sell globally when borders disappear but local-language talent still matters - Why in-person events drove 70% of early pipeline, and how that compounds with cold calling - How to keep your team at the AI frontier by never locking into a single model - Adam's #1 piece of advice for first-time founders (hint: it starts with your co-founder) Chapters: 00:00 Why AI won't replace sales reps 00:22 Leaving DeepMind's Gemini team pre-ChatGPT 01:18 What airspeed does and the "execution gap" 02:07 "I'll follow up on that": the most expensive promise in sales 03:28 The $20M Series A and the rebrand from Glyphic 05:30 Why walk away from frontier AI research at DeepMind 07:17 Leading when the frontier models keep changing 08:39 Buy vs. build, and keeping customers at the AI frontier 11:03 Landing the first 200 customers across 20 countries 12:41 Advice for first-time founders 14:04 Selling globally and what AI changes about language 17:07 What the sales rep role looks like in an AI-first world 19:24 How reps and leaders should start automating today 20:51 The channels driving results right now 22:41 How AI makes per-rep coaching actually work 25:14 Building an execution-first culture 27:10 The DeepMind departure story 28:51 Building in London vs. selling in the US 30:43 Adam's favorite AI use case as a busy CEO 31:26 The biggest misconception about AI in sales Host: Sophie Buonassisi, SVP at GTMnow LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ X: https://x.com/sophiebuona Guest: Adam Liska, Co-founder and CEO at Airspeed X: https://x.com/adliska LinkedIn: https://www.linkedin.com/in/adliska/ About the guest: Adam is the co-founder and CEO of Airspeed (formerly glyph), a native revenue execution platform that closes the gap between knowing what to do in a deal and executing on it. Before founding the company, he worked at DeepMind on the team that became Gemini. About GTMnow: GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • June 24 · 59 min

    VC: How Benchmark Picks AI Winners - Max 10 Bets a Year, 5 Partners | Chetan Puttagunta (GP)

    Benchmark's Chetan breaks down why the path from $0 to $100M has collapsed from five years to under two, and the one thing that is actually getting harder in the AI era: reaching your first million in revenue. In this VC bonus edition of the GTM Now Podcast, he sits down with Sophie Buonassisi to unpack how AI native companies are compressing 180 day sales cycles into 30 days, why direct sales is here to stay, and how value is shifting away from code toward the last mile of customer service. Using Legora (legal AI) and Manus as case studies, Chetan explains how Benchmark builds conviction fast, why the marginal cost of code trending to zero changes everything, and what separates the founders who win this window from the ones who miss it. What you'll learn: - Why the first $1M now takes longer than the next $99M in the AI era - How top AI startups compress a 180 day sales cycle into 30 days - The "trusted vendor" playbook for breaking incumbent distribution advantages - Why Legora embedded inside a law firm for a year before launching - How a magical demo plus a tightly scoped pilot collapses six month deals - Why value is moving from the product build to the service and outcome - What Benchmark actually looks for: technical insight that creates demand pull - Why direct sales and forward deployed engineers are exploding in AI - How buying one AI app triggers an enterprise to buy 100 more Chapters: 00:00 Intro 01:13 Why Max + Paul were furious taking notes on this one 02:10 Benchmark's $2B growth fund and the changing strategy 04:57 POC to trial and the power of direct sales in AI 11:33 Meeting Max early: $0 to $100M in 18 months 15:05 Manus: 0 to $100M in eight months through PLG 17:10 Will the AI native window close? 19:09 Sizing the window: $40B software vs $1T services in legal 21:50 How Benchmark picks the winners 25:31 Turning a 180 day sales cycle into 30 days 30:45 The Legora deep dive: research, pilots, legal engineers 41:46 Why $0 to $100M keeps getting faster 42:29 The harder problem: getting to your first $1M 44:04 When code goes to zero, what do customers pay for? 48:46 Sales led vs PLG in the AI era 51:49 How to spot the right founder 55:18 What company Chetan wishes someone would build 56:48 Investors founders should follow 57:40 Working with Jack Altman at Benchmark Connect with Chetan Puttagunta: General Partner at Benchmark Twitter/X: https://x.com/chetanp LinkedIn: https://www.linkedin.com/in/chetanputtagunta/ Host: Sophie Buonassisi, SVP at GTMnow Follow Sophie: https://x.com/sophiebuona LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ About the GTMnow Podcast: GTMnow is the media brand of GTMfund, sharing the tactics and strategies behind how the best companies go to market. The VC series brings on top investors to break down what is actually working in go to market today. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • June 17 · 45 min

    Ads in ChatGPT Are Coming. What B2B Marketers Should Do Right Now | Keith Delaney, CEO Primer

    LinkedIn CPMs just hit $800. AI is flooding every channel with content. Outbound is dying. So where should B2B marketers actually spend their ad budget right now? Keith Putnam-Delaney, co-founder & CEO of Primer, joins Sophie to break down the complete state of B2B paid advertising, what's broken, what's working, and where the real opportunities are hiding in 2025. What you'll learn: - Why LinkedIn & Google search are hitting a ceiling (and what to do instead) - How to get 80% match rates on Meta and 70% on Reddit for B2B audiences - The only moat competitors can't copy: your targeting - Why you need to feed CRM conversion data back to ad platforms - Holdout groups, attribution, and what actually proves paid ROI - The truth about ads in LLMs (ChatGPT, Perplexity, Grok) - B2B influencer marketing: the most undervalued tactic right now - Founder lessons from 6 years and 3 pivots building Primer Chapters: 0:00 – The paid advertising crisis no one's talking about 2:40 – AI's real impact on ad costs 4:06 – Google Search & AI Overviews: what still works 5:04 – LinkedIn CPMs: $20 to $800 in 18 months 6:39 – Why B2B brands need to be on Meta, Reddit & Instagram 7:01 – What Primer does (80% match rates explained) 9:29 – The device fragmentation problem & attribution 11:16 – Holdout groups: the statistically proven approach 13:30 – Which channel to start with (and minimum spend) 22:18 – Paid ad creative: feed the algorithm with variants 25:14 – B2B influencer marketing & thought leadership ads 30:59 – Why you MUST push CRM data back into ad platforms 33:31 – Ads in ChatGPT & LLMs: what's coming 35:53 – Founder lessons, mental health & iteration Connect with Keith Putnam-Delaney: Co-founder, CEO of Primer Twitter/X: https://x.com/kcpdelaney LinkedIn: https://www.linkedin.com/in/keithputnamdelaney/ Host: Sophie Buonassisi, SVP at GTMnow Follow Sophie: https://x.com/sophiebuona LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ About Keith Putnam-Delaney: Keith is the co-founder and CEO of Primer (https://www.sayprimer.com/), a B2B paid advertising targeting layer that helps brands unlock high match rates on Meta, Google, Reddit, and beyond. Former brand marketer turned data-driven growth leader. GTMnow is the media brand of GTMfund, sharing go-to-market insights from the top 1% of revenue operators. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • June 15 · 57 min

    He's Seen 300+ Sales Comp Plans. 90% Make the Same Mistake | Siva Rajamani (Everstage CEO)

    Most sales comp plans are quietly broken, and the people running them have no idea. Siva Rajamani, CEO of Everstage, has visibility into 300+ enterprise comp plans, and he says 90% of companies make the same mistakes. In this episode he breaks down what's going wrong, how to spot it, and what a comp plan that actually drives revenue looks like. Siva explains why sales compensation is not a back office cost center but the single biggest lever in your go-to-market strategy. It's the glue between what a company intends and what reps actually do. If your reps aren't doing what you want, the answer isn't in a 1-on-1. It's in your comp plan. We get into the over-complication trap, the hidden math that makes reps refuse your best deals, the base-to-variable ratios that actually work, why your top reps should out-earn almost everyone, and how AI is about to blow open the gap between your best and average sellers. Chapters: 00:00 Intro 00:30 Siva's RevOps background at Freshworks 04:00 Scaling RevOps from 1 to 25 04:50 Why he left to build Everstage 06:30 Why incentives drive revenue, not tools 08:00 Comp as the glue between intent and action 10:30 The 1 to 2 mistakes almost every team makes 12:00 "If your comp plan needs FAQs, it's a tax code" 14:00 The 60-second test for a broken plan 15:30 Designing comp to retain top talent 16:50 How AI widens the gap between top and average reps 18:00 The $1M sales rep is coming 19:30 Why optimizing for top earners is better on margins 21:30 Quota to OTE ratios that actually work 23:00 Base vs variable: the 50/50 rule and exceptions 24:00 What Everstage does and who it serves 25:30 How Everstage structures its own comp plan 28:00 The rise of the revenue architect 48:00 CPQ and connecting margin to commissions 50:30 When should reps earn commission in the deal cycle 52:30 Six month vs twelve month comp cycles 54:30 The most a sales rep has ever made 55:20 Where to find Siva Connect with Siva Rajamani: Co-founder, CEO of Everstage Twitter/X: https://x.com/siva_rajamani LinkedIn: https://www.linkedin.com/in/sivasrajamani/ Host: Sophie Buonassisi, SVP at GTMnow Follow Sophie: https://x.com/sophiebuona LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ ABOUT GTMnow GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ Subscribe for more conversations with the operators and founders behind today's best go-to-market teams. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • June 9 · 55 min

    "We Don't Fund Good Companies" : A $1.5B VC Explains Why | Ben Lerer, Lerer Hippeau

    Ben Lerer, Managing Partner and Founder of Lerer Hippeau, has built one of New York's most influential early-stage venture firms across nine funds and nearly $1.5B in AUM. In this VC edition of the GTMnow podcast, Ben sits down with Max and Paul to unpack how he actually picks founders, why he wants to be the "worst investor" at his own fund, and the contrarian belief that backing good, sensible businesses is a mistake. Ben got his start in media, building Thrillist before it merged into Group Nine, then turned those relationships and that operator empathy into a venture career writing early checks into companies like Warby Parker and Casper. He shares what's changed about winning deals in a more competitive, sharp-elbowed market, how Lerer Hippeau runs its investment committee on conviction rather than consensus, and the process failure behind passing on Peloton. We also get into the debate every investor is wrestling with right now: the crazy, fast-moving AI-native founder versus the second or third-time operator with deep domain expertise, and why the answer is rarely a silver bullet. A real venture-nerd conversation on firm building, IC decision-making, founder selection, and what it takes to chase the power law. Topics covered: - The "worst investor at my own fund" philosophy - Conviction vs. consensus in the investment committee - Why Lerer Hippeau funds "crazy" founders, not good companies - The Peloton miss and what it revealed about process - From Thrillist and digital media to venture capital - AI-native founders vs. domain experts - How to win competitive deals as a smaller firm Chapters: 00:00 Intro 00:52 Max and Paul on the episode: IC process and founder selection 14:36 Conversation with Ben Lerer begins 15:02 Nine funds, $1.5B AUM, and the early-stage strategy 23:00 From Thrillist to venture: the media springboard 28:00 What's changed in picking founders and winning deals 33:00 How the investment committee grew and evolved 37:40 The "magic" deal and chasing high-conviction bets 50:43 Why Ben wants to be the worst investor at his fund 53:00 Funding crazy people, not good companies 51:35 Yankees or Mets? Connect with Ben Lerer: https://x.com/BenjLerer LinkedIn: https://www.linkedin.com/in/benlerer/ Connect with Max: https://x.com/hackitmax linkedin.com/in/maxaltschuler Listen on Apple and Spotify, and subscribe for more GTMnow VC editions. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • June 4 · 31 min

    How Esper Is Building the Operating System for Government Policy | Maleka Momand

    Maleka Momand, co-founder and CEO of Esper, joins Sophie Buonassisi on GTMnow to break down what it actually takes to build and sell software to government. Esper is the operating system for government policy, serving as the system of record for the regulation and internal policy that shapes daily life, from NYPD procedures to nurse practitioner licensing in rural Tennessee. Maleka shares hard-won lessons from 8 years in GovTech: why winning trust matters more than winning business, why professional services are a moat (not a cost center), and how Esper turns slow, paper-based policy processes into live digital workflows. She also covers the DOGE effect across red and blue states, why enterprise SaaS still has defensible moats in the age of AI, and her advice to founders entering regulated markets. Whether you're a founder, GTM leader, or operator selling into complex, slow-moving markets, this conversation is packed with practical playbooks on trust, go-to-market, and building durable enterprise software. Chapters: 00:00 Intro 00:44 Two types of government policy (regulation vs internal) 02:06 The NYPD 3,000-page policy problem 03:23 Digitizing a paper-based, 20-person workflow 04:12 Why policy is infrastructure 05:23 Real impact: Tennessee healthcare & Arkansas hunting licenses 07:45 Esper's ideal customer: complexity, catalyst, volume 08:18 Going to market in GovTech (and why it's slow) 10:16 Advice for founders entering GovTech: win trust first 11:27 Why professional services are a moat 12:38 In-house vs third-party services 13:49 What DOGE actually looks like on the ground 15:11 Is DOGE a tailwind for Esper? 16:36 The new funding round & enterprise SaaS in the age of AI 19:13 From VC to founder: why Maleka made the shift 22:10 Advice for founders: read fiction, not productivity books 24:14 AI, data quality, and the problem with vibe coding 26:43 How Esper uses AI internally (meet "Poly") 27:27 Building a high-agency culture while scaling 29:00 Closing thoughts Connect with Maleka Momand: Co-founder, CEO of Esper Twitter/X: @MalekaMomand LinkedIn: linkedin.com/in/malekamomand Host: Sophie Buonassisi, SVP at GTMnow Follow Sophie: https://x.com/sophiebuona LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ ABOUT GTMnow GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ Subscribe to GTMnow for the latest episodes on AI, founder strategy, fundraising, and go-to-market from the best builders in tech. #GovTech #GoToMarket #EnterpriseSaaS #StartupAdvice #GTM #SaaS #FounderAdvice #GovernmentTechnology #PolicyTech #AI The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • May 29 · 50 min

    How He Built a $250M Company With Zero Employees | Ben Cera, Polsia

    One Person, $10M+ ARR, $30M Raised: How Ben Cera Built Polsia (AI Operating System) Solo Ben Cera, founder of Polsia, just raised $30M at a $250M valuation while running the entire company alone. His AI agent handles his emails, manages customer support, even led his fundraising calls. This is what a solo founder with an AI operating system looks like at scale. Polsia is an AI operating system that builds and runs companies autonomously. Give it an idea and it builds the product, writes code, conducts research, creates tweets, sets up company infrastructure, and works 24/7 on your behalf. Users are hitting $10M+ ARR using Polsia to scale their businesses. In this episode we cover: 00:00 - Intro & The Viral Launch Nobody Forgot 01:24 - How He Raised $30M at $250M Valuation with Himself as the Only Employee 02:15 - The Origin Story: Building Polsia from Scratch 04:13 - Why the Controversial Product Name Became Free Marketing ($Millions in Earned Media) 05:55 - What Polsia Actually Does (AI Operating System for Founders) 06:25 - How He Hit $10M+ ARR Running Solo (No Cofounders, No Hires) 10:30 - Building a Company OS That Works 24/7 on Your Behalf 12:00 - The Psychology of Single Founder Mode (Why It Scales Faster) 14:45 - AI Agents Handling Customer Support, Refunds, & Bug Fixes 16:30 - Email Automation: How Polsia Responds to 100% of His Emails 20:15 - The Viral Fundraising Stunt (Live Dashboard + Agent-Led Investor Calls) 25:00 - Why He Let His AI Agent Handle First Meetings with Investors 28:30 - The Self-Fulfilling Prophecy of Distribution (More Visibility = More Traction) 32:15 - How Distribution Strategy Becomes Your Go-To-Market 35:45 - Building in Public While Running Everything Solo 38:00 - Customer Obsession at Scale (Staying Close When You're Alone) 42:56 - Founder Availability: Direct Phone Access to Customers 44:00 - Manufactured Moments That Feel Authentic 50:13 - Why Distribution Isn't an Afterthought Anymore Key Insights: - One founder + AI operating system beats small teams without leverage (speed, decision-making, equity concentration) - Polsia lets you build multiple products simultaneously without hiring (products work 24/7 on your behalf) - The more controversial your positioning, the more people talk (free marketing from debate) - AI agents can handle 80% of founder work: emails, support, customer refunds, even investor screening - Live dashboards showing real-time growth create self-fulfilling prophecies (transparency = conviction) - Distribution is how you reach product-market fit faster (not an afterthought) - AI agents leading first investor meetings works (validates the product claim + generates buzz) - Customer intimacy at scale = founder still takes direct texts from users - Retention matters more than naming: customers don't complain about the name, they just use it - One person with AI tools > 5 people building without leverage Why This Matters: This is the playbook for next-generation founders in 2026. Ben shows you how to: scale solo using AI agents, multiply your output without hiring, go viral intentionally, raise capital through distribution, and stay close to customers at scale. If you're a founder thinking about AI leverage, autonomous systems, or scaling lean, this is essential. Watch This If You're: - Solo founders scaling without a team - Founders interested in AI agents and autonomous systems - Learning about AI-first product development - Studying modern GTM and distribution strategy - Raising capital in 2026 (fundraising case study) - Building products with AI agents doing the work - Curious about the solo founder + AI agent trend - Following autonomous company builders Connect with Ben Cera: Founder & CEO of Polsia Twitter/X: @bencera LinkedIn: https://www.linkedin.com/in/benbroca/ Host: Sophie Buonassisi, SVP at GTMnow Follow Sophie: https://x.com/sophiebuona LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/ ABOUT GTMnow GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ Subscribe to GTMnow for the latest episodes on AI, founder strategy, fundraising, and go-to-market from the best builders in tech. The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • May 26 · 34 min

    The $575B AI Bet (Biggest Since the World Wars) and the New Two-Buyer Reality in Software | Tomasz Tunguz, Theory Ventures

    AI Infrastructure Spending is Insane: Hyperscalers Betting $575B on the Data Center Race | Tomasz Tunguz This year's data center infrastructure spending will be the 5th largest infrastructure project in history (bigger than everything except railroads and the two world wars). Tomasz Tunguz breaks down what nobody appreciates about the scale of the AI boom. Tomasz Tunguz, General Partner at Theory Ventures, and one of the most insightful voices on AI infrastructure, data stacks, and founder strategy. In this episode we cover: 00:00 - Intro & The Scale Nobody Anticipated 02:13 - Data Center CapEx Could Hit 5-7% of US GDP by 2030 05:21 - For Every $1 AI Companies Make, They Spend $12 on Infrastructure ($575B Bet) 06:20 - Market Share Capture vs. Margin Games: The Chicken Game Big Tech is Playing 09:48 - How the Data Stack & AI/ML Worlds Have Completely Fused 12:33 - Product-Market Fit is No Longer Binary: It's Continuous Now 15:17 - How AI is Changing Venture Capital & Portfolio Management 17:09 - The Future: Image & Video Data is Going to Require MASSIVE Infrastructure 18:25 - Pattern Recognition Across Winning Companies (Domain Expertise is Key) 20:50 - Hot Take: Corporate Org Structure Will Transform in 5 Years 21:00 - Final Advice to Founders: Nobody Knows the Answer Key Insights: - Hyperscalers are spending ALL free cash flow + borrowing heavily to fund data center CapEx (Meta, Google, Oracle levered 7:1 on cash flow basis) - The dominant metric: intelligence per watt of electricity - Anthropic rumored to have very high gross margins (first wave competition) - Data teams are now reporting to heads of engineering (huge organizational shift) - Inference demand is infinite: models are growing 5-10x in size - Foundation models broke product-market fit: it's now continuous, not static - Second-time founders win because they understand domain history & distribution - PR is now a major distribution channel for AI companies (unlike software era) - Building for images & video is the next frontier (1,000-10,000x larger than text data) Watch this if you're: - Founders building AI/data companies - Investors analyzing the AI infrastructure play - Product leaders understanding AI's organizational impact - Anyone following the AI market seriously Connect with Max: https://x.com/hackitmax https://www.linkedin.com/in/maxaltschuler/ Connect with Paul: https://x.com/PaulGTM https://www.linkedin.com/in/paulsirving/ Guest: Tomasz Tunguz, General Partner https://www.linkedin.com/in/tomasztunguz/ https://x.com/ttunguz Host: Sophie Buonassisi, SVP at GTMnow https://www.linkedin.com/in/sophiebuonassisi/ https://x.com/sophiebuona ABOUT GTMnow GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ Brought to you by: AngelList From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility, from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved. Transcript available under the episode here: https://gtmnow.com/tag/podcast/ Subscribe to GTMnow for the latest episodes! https://gtmnow.com For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • May 20 · 24 min

    SEO Is Not Enough Anymore: Webflow's CEO on the Rise of AEO | Linda Tong

    The future of websites isn't a builder problem anymore. It's an agent problem. In this episode of GTMnow, Sophie Buonassisi sits down with Linda Tong, CEO of Webflow, to unpack how the entire web is being rewritten for a world where humans AND AI agents are your audience. Linda breaks down why Webflow is no longer "just a website builder" (it's an agentic web marketing platform), what the Vidoso acquisition unlocks for AI-generated brand assets, and how the rise of Answer Engine Optimization (AEO) is forcing marketers to rethink content from the ground up. She also shares the practical playbooks her team uses to "vibe" sites into production with the Webflow MCP server, why human creativity is the only real moat left, and how she built her own personal CRM using Claude Code. If you run a GTM team, lead marketing, or are trying to figure out what your website should even look like in 2026, this one is essential. WHAT YOU'LL LEARN -Why your website is now the #1 source of truth for humans, bots, and agents -The shift from static sites to continuously optimizing, dynamic experiences -How "vibe coding" with MCP is changing the way teams build on the web -Inside the Vidoso acquisition and what "brand-governed AI" actually means -AppGen: going from prompt to production without losing brand consistency -Answer Engine Optimization (AEO): the non-obvious mistakes marketers are making -How to structure a marketing team made of humans plus agent swarms -The "5 words" exercise every CEO should run inside their company -Linda's personal CRM built with Claude Code (and how Webflow scales internal AI) -Why "unlimited credits" and Builder Days unlock real AI productivity ABOUT THE GUEST Linda Tong is the CEO of Webflow, the agentic web marketing platform powering some of the most respected brands on the internet. Before stepping into the CEO role, Linda served as President and COO at Webflow, and previously led product at Cisco's AppDynamics and held senior roles at Google. CHAPTERS 00:00 Intro 01:41 From static to dynamic 03:12 Inside the Vidoso acquisition 05:38 The human moat 07:17 Beyond the website builder 08:55 Structuring human + agent teams 09:58 AppGen, explained 10:45 Prompt to production 12:11 AEO misconceptions 14:40 Holistic AEO strategy 16:38 The 5 words exercise 18:10 Linda's personal CRM 19:31 Central vs. individual AI 20:44 Inside Webflow's Builder Days Guest: Linda Tong, CEO Webflow https://www.linkedin.com/in/lktong/ https://x.com/YayLT Host: Sophie Buonassisi, SVP at GTMnow https://www.linkedin.com/in/sophiebuonassisi/ https://x.com/sophiebuona ABOUT GTMnow GTMnow is the media arm of GTMfund, sharing the strategies, tactics, and stories from the operators and investors building the next generation of go-to-market. Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ Sponsors: .Tech - Domains, where the next generation of builders is planting their flag. Secure your .tech domain today from any registrar of your choice. Transcript available under the episode here: https://gtmnow.com/tag/podcast/ Subscribe to GTMnow for the latest episodes! https://gtmnow.com For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/ #GTMnow #Webflow #AI #LindaTong #AnswerEngineOptimization #AEO #GoToMarket #B2BMarketing #AgenticAI #VibeCoding #AIAgents #FutureOfWeb #MarketingPlatform #SaaS #aimarketing The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • May 14 · 41 min

    Inside Reevo's $80M Bet to Kill the $10B Frankenstein Stack | David Zhu, Cofounder & CEO

    AI is rewriting go-to-market and most companies are still operating with a “Frankenstein stack.” In this episode of GTMnow, we sit down with David, founder & CEO of Reevo, to unpack how AI-native companies will replace legacy GTM systems, why the future of sales teams looks radically different, and how AI agents are becoming the new operating layer for revenue teams. David shares why Reevo stayed in stealth while building a vertically integrated AI revenue operating system, the problem of institutional knowledge loss in sales organizations, and why the old playbook for SaaS and GTM is breaking in 2026. We also dive deep into: - AI-native go-to-market strategy - The death of the legacy SaaS tech stack - Revenue operating systems explained - AI agents for sales, marketing, and customer success - How founders should think about AI adoption - Building startups in the age of AI - Why “failure is the cornerstone of innovation” - AI-driven sales productivity and revenue efficiency - Founder-led sales in 2026 - The future of CROs, CMOs, and RevOps - AI copilots, Jarvis-style workflows, and GTM automation - Scaling teams without scaling headcount If you're a founder, CRO, CMO, GTM leader, SaaS operator, AI builder, or investor trying to understand where B2B software and go-to-market are headed next, this episode is for you. Timestamps: 00:00 Intro 01:20 Why Reevo built in stealth 04:50 Why AI can finally disrupt GTM tech stacks 09:20 What Reevo actually does 11:10 AI outcomes vs headcount growth 15:00 How AI changes leadership & innovation 19:00 Why legacy GTM teams are vulnerable 23:00 The future of AI-native GTM organizations 29:00 Running an AI-native company internally 34:00 David’s favorite AI workflows & tools 37:40 Advice for introverted founders & leaders Host: Sophie Buonassisi, SVP Marketing at GTMnow https://www.linkedin.com/in/sophiebuonassisi Guest: David Zhu, Co-founder and CEO at Reevo https://www.linkedin.com/in/zhuventures/ Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ Sponsors: .Tech - Domains, where the next generation of builders is planting their flag. Secure your .tech domain today from any registrar of your choice. Transcript available under the episode here: https://gtmnow.com/tag/podcast/ Subscribe to GTMnow for the latest episodes! https://gtmnow.com For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/ #AI #Sales #GTM #SaaS #ArtificialIntelligence #RevenueOperations #Startup #B2B #RevOps #AIAgents #Founder #SalesLeadership #CMO #CRO #GoToMarket #AIStartup #TechPodcast #SalesTech #FutureOfWork #Automation The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • May 12 · 47 min

    VC: "Software Is Basically Worth Zero Now" | Tyler Hogge, Ex-Pelion

    Tyler Hogge helped take Divvy from zero to a $2.5B acquisition by Bill.com. Now, as General Partner at Pelion Ventures, he argues that charging for software is dead, per-seat pricing is collapsing, and the next decade of venture-scale companies will be built on outcomes, not subscriptions. In this episode of the GTMnow VC Podcast, Tyler sits down with Max to break down what comes after SaaS pricing, why founder intensity is the only trait that still matters in 2026, and how Pelion concentrates capital into its biggest winners (Cloudflare alone returned over $1B to the fund). He also shares why most startups won't survive going head-to-head with OpenAI and Anthropic, the "bent the odds" contract he signed with Redo's CEO, and the lesson from raising four kids that changed how he leads. This is an honest, no-fluff conversation about where venture is going as AI commoditizes software. Chapters: 00:00 Intro 01:14 Intro 18:48 Tyler joins 23:09 "Sell Jesus, sell anything" 27:42 The $2.5B Divvy exit 34:39 The "bent the odds" contract 38:11 Startups vs. OpenAI and Anthropic 39:05 "Software is worth zero" 40:55 The death of per-seat pricing 43:02 Lessons from raising 4 kids 46:44 "LinkedIn is the trailer park" Connect with Tyler: https://x.com/thogge https://www.linkedin.com/in/thogge/ Connect with Max: https://x.com/hackitmax https://www.linkedin.com/in/maxaltschuler/ Connect with Paul: https://x.com/PaulGTM https://www.linkedin.com/in/paulsirving/ About Tyler Hogge: Tyler Hogge is a General Partner at Pelion Ventures, Utah's oldest and largest venture fund with $500M AUM across eight funds. Before Pelion, Tyler was VP of Product at Divvy, which sold to Bill.com for $2.5B in 2021. Earlier in his career, he was a product leader at Wealthfront under Andy Rachleff and Adam Nash. He's based in Utah and one of the most active venture capitalists on X. About GTMnow: GTMnow is the media arm of GTMfund, a pre-seed and seed-stage B2B SaaS venture firm backed by an LP base of 300+ C-suite and VP-level operators from the best go-to-market organizations in tech. The GTMnow VC Podcast publishes every other week with the investors and operators shaping the next decade of B2B software. Brought to you by: AngelList From starting as a small, operator-led rolling fund, to evolving to an institutional platform, AngelList has been a core partner in every phase of GTMfund’s growth. Their software-first fund admin infrastructure allowed us to scale without sacrificing agility, from onboarding hundreds of LPs seamlessly to handling compliance, capital calls, and reporting as our fund size evolved. Transcript available under the episode here: https://gtmnow.com/tag/podcast/ Subscribe to GTMnow for the latest episodes! https://gtmnow.com For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/ Subscribe for new episodes every week #VentureCapital #VCpodcast #SaaS #AI #B2BSaaS #GTMnow #StartupFunding #TylerHogue #PelionVentures #FounderAdvice Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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  • May 6 · 12 min

    How AI Will Go From Influencing 20% to Making 90% of Your Decisions | Steve Lucas, Boomi CEO

    Boomi was founded in the early 2000s by Rick Nucci, acquired by Dell in 2010, and then spun out to Francisco Partners and TPG Capital in 2021. Today it powers 30,000+ enterprise customers globally and moves more data per second than the entire Visa card network, times two. What started as an integration platform has evolved into something bigger: the leading data activation company, purpose-built for the agentic AI era. Steve Lucas took over as CEO in early 2023, just as ChatGPT was about to reshape the entire software landscape. A three-time CEO with nearly 30 years in enterprise software, Steve previously led Marketo through its $4.75B acquisition by Adobe (the largest in Adobe's history at the time), scaled iCIMS into the world's leading talent acquisition cloud, and held senior roles at SAP, Salesforce, Adobe, and BusinessObjects. He's also the author of "Digital Impact: The Human Element of AI Driven Transformation," a book arguing that the AI revolution will stall unless companies fix the fragmentation of their data first. In this episode, Sophie Buonassisi sits down with Steve at HumanX in San Francisco to unpack why 2026 is the year AI moves from pilot to production, the three diagnostic questions every CEO should ask before deploying agentic AI, and why "change only happens at the speed of trust." Steve also gets candid about the internal protest that erupted when Boomi rolled out its first CSM agent, his prediction that AI will go from influencing 20% of executive decisions to making 90% of them within 2 years, and how he picked up Claude Code on an airplane to vibe-code a contracts agent for his sales team. If you're a founder, operator, or GTM leader trying to figure out whether your business is actually ready for agentic AI (or just chasing the buzzword), this one is for you. TIMESTAMPS 0:00 Intro 0:58 Welcome to GTMnow at HumanX 1:10 Why 2026 is when AI moves from pilot to production 2:32 Influencing decisions vs. making decisions: the next 2 years 3:18 Digital Impact: why fragmentation will stall the AI revolution 5:01 "Get your data to the gym": the new slogan 5:20 The 3 questions to know if your company is AI-ready 6:47 Change happens at the speed of trust 7:53 The internal protest behind Boomi's CSM agent 9:32 From integration platform to data activation: the strategic shift 10:50 Steve's most transformative AI workflow as a CEO 11:12 Vibe coding with Claude on an airplane 12:20 Where to follow Steve and Boomi Host: Sophie Buonassisi, SVP Marketing at GTMnow linkedin.com/in/sophiebuonassisi Guest: Steve Lucas, CEO at Boomi https://www.linkedin.com/in/nstevenlucas/ Visit us on: https://gtmnow.com Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow Follow us on X (Twitter): https://x.com/GTMnow_ Follow us on YouTube: https://www.youtube.com/@GTM_now Follow us on TikTok: https://www.tiktok.com/@gtmnow_ Follow us on Instagram: https://www.instagram.com/gtmnow_/ Sponsors: .Tech - Domains, where the next generation of builders is planting their flag. Secure your .tech domain today from any registrar of your choice. Transcript available under the episode here: https://gtmnow.com/tag/podcast/ Subscribe to GTMnow for the latest episodes! https://gtmnow.com For inquiries about sponsoring the podcast, email gtmnow@gtmfund.com GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/ Keywords: #AI #AgenticAI #Boomi #SteveLucas #GTMnow #DataActivation #HumanX #EnterpriseAI #AIStrategy #B2BSaaS #ClaudeCode #VibeCoding #CEOInterview #DigitalTransformation #futureofwork The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth. Visit gtmnow.com for more episodes and other interesting content.

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