The Data Room

Most companies treat GTM like a dashboard, but the real opportunity is to run it like an operating system. AJ Gandhi and I discuss:The GTM efficiency drop: Leaders are relying on lagging metrics (CAC/LTV, payback) instead of diagnosing root causes.The Shift: Leaders need to align incentives around retention and focus on full-funnel, leading metrics to run GTM as an operating system.Where to Go Next: Companies that make this shift drive higher retention, better efficiency, and stronger collaboration across Sales, Marketing, CS, and Finance.

Sam Jacobs, CEO of Pavilion, joins me to unpack why “growth at any cost” no longer works in today’s capital-constrained market. We'll discuss Sam's Profitable Efficient Growth (PEG) framework—aligning incentives, investments, and metrics around long-term customer value instead of short-term pipeline wins.

Key Takeaways We'll Cover:

• Unit Economics First: Build P&L fluency across GTM leaders; metrics like LTV:CAC and payback must guide decisions.
• Retention > Acquisition: Comp plans and KPIs should reward renewals and expansions, not just new logos.
• Disciplined Investment: Size bets in tranches (60% proven, 30% probable, 10% experimental) and avoid irreversible commitments.
• Aligned Incentives Drive Behavior: Shared, cross-functional metrics and retention-linked comp keep Sales, Marketing, and CS rowing in the same direction.

Join me and Todd Gardner for a webinar on sales compensation for UBP SaaS. We'll dig into actionable insights on optimizing sales compensation for usage-based pricing SaaS models. Learn how to align sales and customer success teams to drive sustainable growth.

Key Takeaways:

• Aligning Sales & CS roles with compensation.
• Accurately measuring and incentivizing expansion.
• Adapting the 50/50 base + commission model for UBP.
• Tracking the right metrics for sales performance.

Join Scott Stouffer, CEO of scaleMatters, to discover how leading PE-backed companies use a new approach to GTM meetings. I'll show you how to cut through data noise, align commercial and finance leaders, and identify actionable priorities that drive measurable results.

Key takeaways:

• Quickly spot what’s working—and what isn’t—across the entire go-to-market motion, not just in silos.
• Learn to move beyond passive metrics review and consistently align your team on the few initiatives that matter most for valuation, growth, and profitability.
• Bring your revenue, customer, and financial metrics into a single, actionable narrative.
• Use proven value levers—like ICP lead flow, funnel conversion, ASP, churn/expansion—to establish and track priorities that increase enterprise value and predictability.

In this webinar, Dave Boyce shares his framework for designing go-to-market systems that are AI-ready, insight-driven, and built for sustainable growth. We’ll explore how CEOs must now operate as system architects, why GTM starts at the data layer, and what it takes to rewire your business for precision, performance, and adaptability in the age of AI.

We’ll cover:

• Why most GTM systems lack the instrumentation to scale
• How product-led and AI-native models are changing the game
• What kind of GTM design actually supports profitable growth
• Why leaders must become system architects, not tool shoppers