The Data Room

Author: scaleMatters

Join scaleMatters founder and CEO Scott Stouffer as he reveals the secrets to GTM excellence. We're sharing real-world case studies of B2B SaaS companies who transformed their business through high-performance data analytics. In candid conversations with CFOs, investors, and board members, Scott uncovers actionable insights that supercharge your GTM engine and drive efficiency.
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Language: en-us

Genres: Business, Management

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How Incentives Shape GTM Outcomes with AJ Gandhi
Friday, 3 October, 2025

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.