SaaS Backwards - Reverse Engineering SaaS Success
Join us as we interview CEOs and CMOs of fast-growing SaaS firms to reveal what they are doing that’s working, and lessons learned from things that didn’t work as planned. These deep conversations dive into the dynamic world of SaaS B2B marketing, go-to-market strategies, and the SaaS business model. Content focuses on the pragmatic as well as strategic, providing a well-rounded diet for those running SaaS firms today. Hosted by Ken Lempit, Austin Lawrence Group’s president and chief business builder, who brings over 30 years of experience and expertise in helping software companies grow and their founders achieve their visions.
SaaS Backwards - Reverse Engineering SaaS Success
Ep. 144 - Why Your GTM Strategy Breaks Without Alignment
Guest: Isabelle Papoulias, Fractional GTM & Business Operations Executive
Pipeline isn't just a metric—it's a team sport.
But when marketing, sales and customer success work in silos, it creates a fractured buyer journey and practically guarantees you’ll miss opportunities.
So, who should be responsible for driving this cross-functional alignment?
In this episode, fractional GTM leader and business operations executive Isabelle Papoulias breaks down how SaaS companies can realign their go-to-market teams under unified leadership for faster growth and smarter execution.
Key insights you'll gain:
- How common goals and shared metrics across teams drive alignment
- The benefits of a CCO or CRO with a broad understanding of GTM strategies
- Advice for ditching “lead generation” as a success metric in the enterprise sale
Other resources to check out:
Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting
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