GTM Live

In this unique episode, Chris shares the unfiltered audio from a consulting call with an entrepreneur. Chris offers advice from his personal experience building multiple businesses to 7 and 8 figures in revenue.

Here’s what you’ll learn in this episode:

• Why raising VC money might be a sign that your business model needs rethinking

• The advantages of bootstrapping a SaaS company to $5-10M ARR

• How a SaaS + services model creates better financial outcomes and product development

• Why "slow is fast" in building sustainable businesses

• The dangers of rapid scaling and how it often leads to revenue regression

• How to structure equity and compensation in early-stage companies

• The math behind exit outcomes and why 100% ownership of a smaller company often beats partial ownership of a larger one

• Building customer success into your model rather than outsourcing it

• Why the feedback loop from direct customer service dramatically improves product development

• Real numbers from Chris's journey growing his agency from $11M to $22M and back to $12M

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Today’s episode is a live fireside chat recorded at Warmly’s office, where Chris covers why smaller software companies can move faster than larger ones, what customers actually want versus what they say they need, and practical ways to measure what matters in marketing. 

Here’s what you’ll learn in this episode:

• Why smaller companies have distinct advantages over $100M+ companies today 

• The critical importance of making customers successful with your product (not just selling it) 

• How AI is accelerating product development and changing business operations 

• Why competitive differentiation now requires more than just features and messaging 

• The shift from "giving away customer success" to charging for services that drive results

• Rethinking traditional department structures like marketing, sales, and RevOps 

• Why attribution models are fundamentally flawed and how to approach measurement differently

• The problem with sales compensation models that don't align with today's buying journey

• Creating defensibility through customer proximity, delivering results, and leveraging proprietary data 

• How to consider pricing models based on deliverables instead of traditional subscriptions

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When Chris Walker looked at his bank account in 2019, he had $3,000 and student loan debt. In this week’s GTM Live episode, he shares an overview of the choices that led to building successful multi-million dollar companies over the next 6 years, and the personal cost of those decisions. 

He then spends the majority of the episode examining why B2B companies struggle to measure marketing results effectively, and details the surprising pattern he has seen while helping over 50 companies solve this exact problem.

Here’s what you’ll learn in this episode:

• Some uncomfortable truths about building a business

• The real reason most CMOs can't fix marketing measurement, even when they want to (hint: it's not about their skills or dedication)

• How marketing leaders can be empowered to focus on their core strengths rather than ROI spreadsheets

• Finding the right balance between over-complicating and over-simplifying marketing measurement approaches (and what to actually track)

• How companies waste millions on marketing programs while scrutinizing much smaller expenses

• Why most RevOps teams end up grading performance instead of guiding strategy (and how to fix this)

• A straightforward way to look at marketing data that everyone in the company can understand and trust

• How companies can avoid spending 18 months building the wrong solution to their marketing measurement problems

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