GTM 30: 19 Million Members - The Woman Behind Salesforce's Trailblazer Community

GTM 30: 19 Million Members – The Woman Behind Salesforce’s Trailblazer Community

Erica Kuhl joins us this week for an inspiring episode on how to build your community in today’s environment, with over 20 years of enterprise community expertise. 

Erica shares some valuable tips and tricks that she learned after spending over a decade successfully building the Trailblazer community and ecosystem at Salesforce. 

What you’ll learn

  • How she built the Trailblazer Salesforce community from scratch and what inspired her to do it
  • How to run programs with any size budget and any size team
  • How to build community strategies to scale 
  • The positive outcomes of exceptional leadership
  • The importance of aligning community to a business strategy


2:30 – Intro & Erica’s experience building out trailblazers at Salesforce

10:55 – Hot take: The over saturation of community

18:25 – Challenges scaling the community at Salesforce

35:24 – What Erica would do differently if she could go back and build Salesforce’s Community all over again

42:58 – Erica’s advice on how to make team meetings more upbeat, lively, and productive

45:20 – Erica’s take on a widely held belief that revenue leaders share that she thinks might be bullsh*t

47:23 – Step1 when starting a community


“Community is a business strategy, it isn’t a fad”

“I stress to anyone building communities today: Partner with your support person if they don’t get it, KEEP ON GOING!”

Links and Resources

Erica’s Twitter:

Erica’s Blog:

Erica’s Website:

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.

And…monthly bonus podcast episodes dropping the first Thursday of every month.

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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