The Enterprise GTM Podcast is the go-to-place for early-stage startup founders who want to learn about effective enterprise GTM strategy and techniques from other Founders, GTM practitioners, and most importantly, from decision makers and end users. With the uptick in cloud adoption and more importantly, software eating the world, the marketing and selling of enterprise software has been steadily evolving in the past two decades. Just when we thought that Rolex-watch wearing Salespeople and billboards on Highway 101 were the essential ingredients for successful Sales and Marketing in the 2000s, we started noticing a slow and steady rise in bottoms-up approaches being fueled by trends such as open-source adoption, freemium offerings, and more. At the same time, we have also realized that there is really no one-size fits all. What works for selling a cybersecurity product does not work for databases or a product analytics tool. In the meantime, AI has the potential to both improve the productivity of Sales and Marketing while making it harder for potential customers who will be subjected to even more noise– this time generated by highly intelligent machines. What all this means is that for early-stage startup founders and go-to-market (GTM) teams, it is ever so important to be in the know of the latest and greatest trends shaping the industry while still staying grounded in GTM basics–honing in on the buyer, user persona, effective positioning, and so much more.

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