27: Kustomer CEO Brad Birnbaum on why all industries need to be disrupted once a decade

11/11/20 • 29 min

In a world where change is the only constant, opportunities to disrupt large incumbents present themselves every so often.

When Brad Birnbaum started Kustomer in 2015 there was no shortage of major players in the market (ex. Zendesk). Brad shares how to spot opportunities for disruption, differentiate from the competition and move up-market.

In a world where change is the only constant, opportunities to disrupt large incumbents present themselves every so often.

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26: Stripe Head of Growth Matt Yalowitz on the evolution of Stripe's GTM motion

After several years of working at Google's political advocacy group, Matt Yalowitz decided to help build out Stripe's sales team. While this career move isn't all too common, Matt provides some insight into why politics and sales aren't too different after all.

In this conversation, Matt explains how to think about your revenue org as a system and why the best customers come from unexpected places.

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28: Intercom SVP of Marketing Shane Murphy-Reuter on honing your GTM motion and messaging

The 3 go-to-market motions most commonly employed in B2B are: product-led growth (Atlassian), sales-led (Salesforce), and sales-assisted (blended model). Choosing the right go-to-market strategy is critical to the success of any venture.

Shane walks us through the main factors that determine each strategy's effectiveness and talks about how to build and scale a B2B SaaS brand.