GTM 18: How to Grow and Manage Revenue

GTM 18: How to Grow and Manage Revenue with Bob Elliott

Bob Elliott is the former managing director at SAP Canada, former SVP of sales at HootSuite, and former CRO of Built and Forder and limited partner in GTM funds.

Bob shares insights from his own story of acquiring $53 million for one of his customer’s SAP, taking a chance on a sales representative, and some of his personal thoughts on work ethic and work-life balance.


(02:05) Bob’s backstory.

(04:50) Shifting the end of year quarter to January.

(7:44) Is the old marketing playbook breaking down?

(11:47) Balancing quick transitions and giving experiments time to get results.

(15:07) Knowing when to ramp up a sales representative.

(20:35) Resolving the work-life balance equation.

(22:45) Engaging in conversations that bring you energy.

(25:14) Bob’s story of growing SAP’s revenue to $53 Million.

(30:45) Bob’s story on taking a chance on a sales rep at SAP.

(35:29) Don’t let your imagination limit the size of your potential.

(37:49) Bob’s biggest motivation at age 25.

(40:21) What must one do to get noticed for a promotion?

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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