Case Study

How Pavilion helped Mark Rosenthal elevate his GTM strategy

Mark Rosenthal, Chief Revenue Officer at Kastle, has built his career leading revenue teams at high-growth companies including Google and HqO. His expertise lies in aligning sales and marketing to drive pipeline generation, scaling revenue operations, and balancing growth with profitability. Yet even with deep industry experience, Mark recognized the need for a trusted network and proven frameworks to elevate his GTM strategy.

The challenge:

Scaling revenue while enhancing efficiency

Stepping into his first CRO role, Mark encountered the complexities that many GTM leaders face: aligning functions, balancing aggressive growth targets with financial discipline, and staying ahead of fast-moving industry changes.

"As sales leaders, we all kill ourselves to deliver numbers and grow companies, yet sometimes, we lack the resources to navigate the next step effectively," Mark shared. Without a structured, practitioner-led peer network, these challenges often felt isolating.

"My career has been more of a jungle gym than a ladder, which I think is really important when you think about growth and development and learning."

- Mark Rosenthal | CRO of Kastle

The solution:

Pavilion's community and practical insights

After joining Pavilion, Mark tapped into a resource that provided not just frameworks and education, but a vibrant community of experienced revenue leaders. "Pavilion was invaluable in helping me transition into my first CRO role and continues to support my growth in this function," he said.

He credits Pavilion’s Slack community and curated content with helping him tackle day-to-day GTM challenges. "When negotiating contracts with vendors like Gong, Clari, and ZoomInfo, I leveraged Pavilion’s Slack community to benchmark rates. That insight helped us negotiate 80% off the rack rate for ZoomInfo," Mark explained.

Real results:

Career advancement and tangible business wins

Through his Pavilion membership, Mark has advanced his career, securing two CRO roles—first at HqO and now at Kastle. More importantly, he’s applied Pavilion’s insights to improve team performance and GTM execution. "We enrolled team members in Pavilion’s Sales School and Frontline Manager School, which quickly improved our pipeline generation and execution," he shared.

Beyond frameworks and education, Mark highlights the personal connections he’s made through Pavilion. "The friendships and personal connections I’ve made through Pavilion have been incredible. I even ran into a Pavilion member at my daughter’s play—it’s a true community."

"I've made amazing connections that have not only helped me apply what I’ve learned and improve my own performance, but have also allowed me to connect with others, help others, and even make key hires for my team."

- Mark Rosenthal | CRO of Kastle

The power of connection and continuous growth

For Mark, Pavilion offers more than content — it provides a competitive edge. "Pavilion delivers ROI in so many ways—from cost savings to career advancement to stronger team performance," he emphasized. Access to real-time peer insights and practical advice has helped Mark navigate vendor negotiations, optimize GTM strategy, and develop his leadership approach.

Pavilion has been instrumental in Mark Rosenthal’s growth as a CRO and in Kastle's GTM success. From building stronger teams to negotiating smarter and scaling revenue operations, the impact has been clear.

If you’re a GTM sales executive looking for the right community to accelerate your career and revenue impact, Pavilion can help.

Experience the same impact as Mark.

Join Pavilion today and accelerate your growth with a community of GTM leaders scaling at every stage.