Louis Fernandes is a seasoned SaaS leader with over 30 years of experience in sales, marketing, and revenue leadership — and in this minisode, he cuts straight to what separates smart GTM from expensive mistakes. From ICP enforcement to comp plan design, Louis delivers a masterclass in building go-to-market motions that are actually built to last.

Tune into this episode, as we explore:
(00:32) The fundamentals that never change - and why ignoring them still tanks GTM
(02:50) Why knowing your ICP means nothing if your comp plan rewards the wrong deals
(04:44) Stop paying for leads. Start paying for outcomes that actually move the needle
(06:40) Is revenue really your north star? Louis challenges the metric everyone defaults to
(07:55) Crossing the Chasm in practice - why too many sales motions too early destroys unit economics

Listen to the full episode here: https://open.spotify.com/episode/5FHhixA3OMfXNB6gcy3IV1

GTM 101: What all Startups Need to Get Right