Pavilion Logo Full Color
  • Membership
      • Associate
      • Executive
      • Pavilion for Teams
      • Pricing
  • Our Community
      • Chapters at Pavilion
      • Functional Groups
      • On The Bench
      • Pavilion Ambassadors
  • Pavilion University
    • Featured Schools
      • CRO School
      • GTM Leadership Accelerator
      • CMO School
      • CCO School
      • RevOps School
    • Upcoming Courses
      • Building Your Retention Playbook
      • AI for Modern Marketers
      • Revenue Architecture
    • Learning Resources
      • Course Catalog
      • Faculty
  • Events
    • Featured Events
      • GTM2025
      • Women's Summit 2025
      • View All Events
    • Webinars
      • AI Content Lab
      • The AI-Powered Revenue Org
      • Q3 Pavilion Demo Day
      • View All Webinars
  • Insights
      • Resource Center
      • Who to Watch in 2025
      • Topline Podcast
      • The Revenue Leadership Podcast
  • Join Now
  • Log In
  • Topline Podcast
September 24, 2024

[Topline #76] GTM Efficiency and the need for a “Chief Go-To-Market Officer”

Cullen Denny Cullen Denny

In this episode of Topline, Sam, AJ, and Asad delve into the concept of GTM Efficiency, a metric introduced by David Spitz that measures the cost of generating NRR. They discuss the implications of this metric for tech companies, including its potential as a leading indicator of future performance.

The discussion also touches on whether there’s a need for a “Chief Go-To-Market Officer,” debating if another executive role dedicated to GTM strategy is necessary.

 

Key chapters:

  • 06:34 - Go-To-Market Efficiency: A New KPI
  • 14:30 - Evaluating Go-To-Market Efficiency Metrics
  • 19:24 - The Challenges of Predicting Future Performance
  • 27:10 - Balancing Growth and Efficiency
  • 34:41 - Navigating Customer Segmentation and Retention
  • 45:22 - Impact of Interest Rate Changes on Business
  • 55:36 - The Role of Chief Go-To-Market Officer
 

Listen to new episodes of Topline every Sunday and subscribe to Topline Newsletter.

Topics Covered

  • Topline Podcast

Don't miss out on the latest GTM insights.

Subscribe Here!

Related Posts

Members 4 min read
Looking back on 2024: A Letter from Pavilion CEO Sam Jacobs Dear Friends & Members of Pavilion,
Read Article
Sales 6 min read
From $1M to $1B ARR: Ron Gabrisko's Databricks Story In an era where AI is reshaping go-to-market motions and remote work is redefining team dynamics, scaling revenue organizations has never been more …
Read Article
  • Membership
    • Executive
    • Associate
    • For teams
    • Pricing
  • Our Community
    • Chapters at Pavilion
    • Functional Groups
    • On the bench
    • Pavilion Ambassadors
  • Insights
    • Resource Center
    • Who to Watch in 2025
    • Topline Podcast
    • The Revenue Leadership Podcast
  • Who We Are
    • Careers
    • People
    • Why Pavilion
    • Kind folks finish first
    • Sponsorships
  • LinkedIn
  • Twitter
©2025 Pavilion. All rights reserved.
|
  • Shop
  • Support
  • Terms of Service
  • Privacy Policy
  • Code of Conduct
  • Copyright Policy