A good Go-to-Market (GTM) strategy can make or break your early-stage company, but how do you know which strategy will yield the greatest results? Aileen Allen, Venture Partner at Mercury, meets with 3 experts— Lisa Roberts, CMO of Otto, Mike Miles, VP of RevOps at Cognite, and Sean Rohde, VP of Sales and Marketing at Kahuna— to break down GTM best practices, from hiring to design to pricing. This episode was recorded at Software Day at the Ion.

Key Insights & Timestamps:

[00:00] Podcast begins
[09:18] ICP vs Persona: Unpacking customer-focused strategy & sales
[18:29] Founder vs Sales Team Selling: When to transition & when to share sales responsibilities
[30:35] What Metrics Matter? Marketing, sales, & operations weigh in on data worth tracking
[40:34] Audience Q&A: AI costs, B2B vs B2C models, & usage vs product pricing
[46:19] 10 Pitches, 10 Founders, 10 Minutes: Learn more about potential up-and-comers

Key Takeaways:

Who’s Your Customer? When considering your GTM strategy, you need to know the difference between your ICP (or, Ideal Customer Profile) and your Persona. While your ICP is the ideal model for the businesses you’re trying to sell to, your persona is the individual (or, in the cases of enterprises, individuals) that is going to make the buying decision.
What’s Your Sales Strategy? Founder-led sales don’t just go away as your early-stage business grows and scales. Instead of focusing on taking your founder out of the sales strategy, think of them as a megaphone for your high-level messages, while your sales team can handle the day-to-day.
What Metrics Matter? Data matters, from the earliest marketing decisions to scalable operational strategies. When you’re evaluating the data from your GTM strategy, don’t be afraid to evaluate every stage of the operation and look for insights that lead to repeatability and lessons learned.

Guest Spotlight:

Aileen Allen

Aileen Allen is a Venture Partner at Mercury, investing in ambitious early-stage B2B SaaS/AI founders, and was formerly a B2B SaaS GTM Exec.

Lisa Roberts

Lisa Roberts is the Chief Marketing Officer at Otto, a client communication solution for Veterinary Medicine. She is also the Chief Product Officer at Mercury.

Mike Miles

Mike Miles is the VP of Revenue Operations at Cognite, a global industrial Saas leader. Mike has worked at Fortune 500s and startups, leading RevOps and Enablement teams that drive sustainable growth.

Sean Rohde

Sean Rohde is the VP of Sales and Marketing at Kahuna, a workforce management software. Prior to Kahuna, Sean held sales leadership roles at HashiCorp and Alert Logic.

Resources Mentioned:

Mercury |mercuryfund.com, Otto | otto.vet, Cognite | cognite.com, Kahuna | kahunaworkforce.com

For More Information:

Produced by Speakerbox Media. For more episodes, visit Mercuryfund.com/content/

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