The GTMnow Podcast GTM 136: How Asana & Calendly Scaled: PLG to SLG Playbooks That Work | Jessica Gilmartin
15 snips
Mar 4, 2025 In a captivating discussion, Jessica Gilmartin, a seasoned go-to-market leader and former CRO/CMO at Calendly, shares her journey through tech giants like Asana, Google, and Microsoft. She dives into the challenges of transitioning from product-led to sales-led growth and emphasizes the need for clear ideal customer profiles. Jessica also highlights the importance of fostering a culture of experimentation, building trust within teams, and the strategic role of marketing in startup growth. Her insights on hiring and nurturing creativity are invaluable for aspiring leaders.
AI Snips
Chapters
Transcript
Episode notes
Prioritize Data and Analytics
- Prioritize good data and analytics from day one by investing in robust operations and skilled people.
- Clean, accurate data is crucial for informed decision-making in sales and marketing.
Data Governance Structure
- Form operating committees with representatives from all relevant departments to address data issues.
- A governing committee, including C-suite members, should oversee progress, make decisions, and remove roadblocks.
Embrace Creative Destruction
- Encourage creative destruction in marketing by regularly revisiting tactics and trying new things.
- Foster adaptability by having teams change most activities quarterly while keeping high-level goals constant.