GTM 14: Understanding the Looming Recession

GTM 14: Understanding the Looming Recession with Erik Kostelnik

Erik Kostelnik is the CEO and founder of Postal. He is an award-winning entrepreneur and sales leader that has founded and scaled multiple tech companies that have led to hyper revenue growth and major capital investments.

Erik gives his take on the possibility of a recession by explaining indicators like the IPO traffic jam, the commercial real estate situation, and rising debt.

What You Will Learn:

  • The value of strong network (and how to build one).
  • Reading the current economic downturn.
  • The three most important company metrics and why you prioritize them.


(2:40) The value of your network. (How to prune and develop a strong network).

(9:27) Erik’s take on the current down market/looming recession.

(10:50) Why it is going to be difficult for unicorns to IPO.

(14:00) Why commercial real estate leasing could be a cliff.

(21:40) The experience that changed the trajectory of Erik’s career.

(35:33) What Erik would do different in his career.

(39:39) How to attract great talent in the down marke.

(42:48) The three most important company metrics.

(43:02) Why you can’t sacrifice your average revenue per employee and customer acquisition cost for bad talent.

(46:20) Summary of Erik’s career learnings.

Guest Speaker Link:

Host Speaker Links:

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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