GTM 36: The Power of Slicing Dicing Data that Landed a Twitter Acquisition

GTM 36: The Power of Slicing Dicing Data that Landed a Twitter Acquisition

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  • Why outbound and the SDR role is outdated


(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 AdTech: going from 0-35Million 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

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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