GTM 36: Slicing/Dicing Data To Go From $0-35M (And a Twitter Acquistion)

Podcasts

Julia Gilinets is currently the Head of Sales at Pocus, also a go-to-market executive who has helped scale businesses from 0-100M across a multitude of different industry verticals. Julia has intentionally built the product led sales foundation before it was cool; Doing PLG before PLG was a thing. She brings data democracy to go-to-market teams everywhere and always out there advising, speaking, and teaching.

What You Will Learn:

The importance of forming deeper relationships within your company
Understanding trends for the greater good of your product
The positive outcome derived from the pursuit of data
Resorting to discovery in order to better understand people’s behaviour
Why outbound and the SDR role is outdated

Highlights:

(1:40) How Julia started doing PLG before PLG became widely known.

(9:05) How to make sense of your product’s data.

(12:06) Julia’s experience working in AdTech: going from 0-35 Million and later acquired by Twitter.

(18:53) How to carve out equity for yourself after an exit.

(26:48) How to overcome mismanagement by your CEO.

(31:51) Hot take: Outbound in the SDR role is broken.

Guest Speaker Links:
Linkedin: https://www.linkedin.com/in/juliagilinets/
Pocus’ Website: https://www.pocus.com

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

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.

Scott Barker

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.

GTM 111: Behind the Scenes on Apollo.io’s PLG Funnel, Leveraging AI, and Redefining Sales Success with Leandra Fishman

Scott Barker September 10, 2024

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Insider access to the GTM network and the best minds in tech.

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Insider access to the GTM network and the best minds in tech.

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GTM 111: Behind the Scenes on Apollo.io’s PLG Funnel, Leveraging AI, and Redefining Sales Success with Leandra Fishman

What is GTMnow?

GTMnow is 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 in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. 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.