The GTM Room — Episode 42
Rewriting land-and-expand for a flat-budget year
Alina Chu — CRO, Northbeam
Alina walks through the expansion motion she designed before the first contract was signed, why she killed the upsell team, and how she gets renewals decided in month two.
All episodes
Weekly conversations with CROs, founders and growth leads on the pipeline math, pricing and org design behind modern go-to-market teams.
- EP 41
The pricing page as your best salesperson
Kofi Mensah — VP Growth, Latchet
Kofi on the six-week rewrite that doubled qualified demo requests, and the metric he refuses to optimize.
- EP 40
Building a GTM team of eight that outsells eighty
Sara Lindqvist — Founder, Trellis
Sara's team hasn't hired an SDR. She explains the tooling stack, the content cadence, and the tradeoffs she'd make again.
- EP 39
What procurement actually does with your proposal
Ben Oyelaran — Head of Sourcing, Vantive
A buyer explains the scoring rubric on the other side of the table, line by line.
- EP 38
Community-led pipeline, three years in
Priya Raghavan — Reporter, Business of GTM
Our own reporter on what she found reporting the $40M Slack story, including the parts that didn't make the piece.
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