Shows / The GTMshift
The GTMshift
Execution > Theory. GTMshift is the no-fluff GotoMarket interview series for B2B SaaS operators looking to win in today's competitive market. Host James Kaikis interviews leaders on the plays that are cutting through the noise. Expect specific tactics on GTM experimentation, org design, AI-driven workflows, and everything in between.
Episodes
The GTMshiftElaine Zelby - How Do I Do X? Building With AI
Elaine Zelby, founder and CRO of Tofu, breaks down how she's using AI to build pipeline at Tofu. She starts by grounding her ICP in real CRM and call data…
The GTMshiftJordan Crawford - Live Case Study Build: The Power Of Claude
Jordan Crawford builds an outbound campaign live on stage, using Claude Code to go from a raw market to qualified prospects with a personalized reason to reach…
The GTMshiftKyle Duffy - The New Bar for Revenue Leaders
Kyle Duffy, Operating Partner at Gradient, has a conversation with James on how the profile of a great revenue leader is changing, what's now expected, and why…
The GTMshiftKyle Norton - Your GTM Worked Live
Kyle Norton, CRO at Owner.com, sits down for an audience Q&A on building one of the most AI-forward sales orgs in B2B while scaling Owner from $2M to $100M. He…
The GTMshiftCarilu Dietrich & Maya Spivak - Marketing That Actually Works in Today's Market
Carilu Dietrich took Atlassian public and has spent the years since advising some of the fastest-growing companies in B2B tech, including Lovable. Maya Spivak…
The GTMshiftCristina Cordova - First Principles GTM: Lessons from Stripe, Notion, and Linear
Cristina Cordova has been an early operator at three of the most beloved software companies ever built. Stripe. Notion. Linear. Each one built a cult following…
The GTMshiftScott Albro - The Attention Crisis: Why Most Startup GTM Is Broken and What to Do Instead
Most startups are invisible. Not because their product is bad, but because they're competing for attention the wrong way — with the same positioning, the same…
The GTMshiftSydney Sloan - AEO, GEO, and the New Rules of B2B Visibility
51% of B2B buyers now start their research in an LLM, not Google. A year ago that number was 24%. That shift happened in 12 months, and most GTM teams aren't…
The GTMshiftChris Degnan - From $0 to Billions: Selling in Today's Difficult Market
Chris Degnan was the first sales rep at Snowflake. He took a 50% pay cut, joined a room full of engineers, and was told he probably wouldn't close a deal for…
The GTMshiftLessons in Scaling with Kyle Norton
James Kaikis interviews Kyle Norton, CRO at Owner.com, about driving transformative SaaS growth. Kyle shares how Owner.com achieved 10x revenue growth in two…
The GTMshiftAligning Solutions with Business Outcomes with Josh Aranoff
James Kaikis sits down with Josh Aranoff, VP of Sales and Solutions at Trimble, to explore the evolving role of solutions professionals in SaaS. Josh shares…
The GTMshiftLeading Change through an AI Revolution with Diana Cappello
Diana Cappello, Director of Solutions Consulting, US & Demo Engineering at Eightfold, reveals how AI is revolutionizing hiring from entry-level to executive…
The GTMshiftThe AI Revolution in Solutions Engineering with Stephen Morse
Solutions engineering veteran Stephen Morse discusses how AI is transforming go-to-market strategies and reshaping the SE profession. From the convergence of…
The GTMshiftBuilding World Class Solutions Orgs within a Private Equity-backed Business with Sharon Martin
Sharon Martin, SVP of Global Sales Engineering at Alteryx, breaks down how to position solutions teams as the strategic drivers of organizational AI adoption…
The GTMshiftThe Solution Exec Guide to Navigating the Great AI Shift with Jeff Margolese
Jeff Margolese, SVP of Global Solution Consulting at ServiceNow and 20+ year industry veteran, explores how AI is fundamentally transforming enterprise sales…
The GTMshiftPersonalization at Scale: The Future of SaaS Buyer Journeys with Elaine Zelby
James Kaikis sits down with Elaine Zelby, Co-Founder & CRO of Tofu, to explore how evolving buyer behaviors are reshaping SaaS go-to-market strategies. Elaine…
The GTMshiftAI-Native Selling: From Consumption Pricing to Agent-Powered GTM with Zach Lawryk
OpenAI’s Zach Lawryk reveals how AI is fundamentally transforming go-to-market strategies, from AI-native selling methodologies to the future of consumption…
The GTMshiftCreating a Growth Engine via Buyer-Centric GTM and LinkedIn with Gal Aga
Aligned CEO Gal Aga reveals how buyer-centric sales and LinkedIn founder branding drove 4X growth. Learn why transactional sales is dead and how to build…
The GTMshiftDesigning Customer-Centric GTM Strategies with Lexi Bohonnon
James Kaikis speaks with Lexi Bohonnon, Chief Revenue Officer at Roam, about how a solutions mindset in leadership drives business impact. Lexi shares her…
The GTMshiftEverything’s Back on the Table: Why AI is Revolutionizing GTM with Craig Rosenberg
Craig Rosenberg from Scale Venture Partners reveals why AI is forcing a complete reinvention of go-to-market strategies. Learn how founders are rebuilding…
The GTMshiftBack to Basics: Why GTM Fundamentals Beat the Latest Trends with Bart Fanelli
Bart Fanelli shares how operational discipline and Go-To-Market fundamentals drove hyperscale at Splunk and OutSystems. Learn why going back to basics beats…
The GTMshiftGTM Engineering, RevOps, and the AI-Savvy Chief Revenue Officer with Jordan Crawford
Jordan Crawford explains go-to-market engineering and why it’s different from RevOps. Learn how to build data moats, create permissionless value propositions…
The GTMshiftThe Death of the Traditional GTM Playbook with Brett Queener
Brett Queener, architect of the original Salesforce GTM playbook, explains why traditional go-to-market strategies are dead and how AI agents are creating the…