Go To Market

How do you land leadership roles at four unicorns, then and come out wiser, not just more polished? On this episode of Go to Market with Dr. Amy Cook, we're joined by Andy Mowat, a RevOps and Demand Gen powerhouse whose résumé reads like a startup investor's dream: Upwork, Box, Culture Amp, and Carta. Oh, and he's founded multiple companies—most recently, the data-first GTM platform, Whispered. An...

In this episode of Go-To-Market with Dr. Amy Cook, we sit down with Joe Nicholls, Revenue Operations leader, whose career journey is anything but traditional. From restaurant floors to customer support desks and ultimately into the strategic world of RevOps, Joe's story is a testament to adaptability, customer-first thinking, and a multitude of breakfast metaphors. What's on the menu? A fresh, hom...

Nick Soldano didn't follow the usual path into recruiting. Instead, he built his career the same way he once built winning baseball teams: by spotting potential, understanding team chemistry, and leaning into the art of connection. A former collegiate baseball coach turned recruiter, Nick has carved out a powerful niche in the high-growth, private equity-backed SaaS space. His early experience man...

What if success in Revenue Operations isn't just about hitting your numbers but changing the entire way your company thinks about them?  When spreadsheets and pipelines surround us, it's easy to forget the bigger picture: impact, strategy, and real operational transformation. But for Adam Cornwell, VP of Revenue Operations at Health Catalyst, data is the engine that powers more purpose-driven sale...

On this episode of Go To Market with Dr. Amy Cook, Amy sits down with Aditya Gautam, a leading voice in AI and machine learning whose work is fundamentally reshaping how businesses approach productivity, decision-making, and go-to-market execution. From machine learning roles at Google and Facebook to presenting at top-tier conferences like ICML and AAAI, Aditya brings a powerful combination of ha...

The path from sales rep to president isn't always a straight line. But for Brennan Petar of GoGuardian, every twist and turn was intentional.  In this episode of Go To Market with Dr. Amy Cook, Brennan shares how his frontline sales experience, bold leap into RevOps, and relentless focus on operational clarity laid the foundation for executive leadership. From quota-carrying rep to strategic archi...

In this episode of Go To Market with Dr. Amy Cook, we're celebrating a major moment for Fullcast: our acquisition of Commissionly and the launch of Fullcast Commissions — the newest addition to our Sales Performance Management platform. This marks a significant leap forward for revenue leaders everywhere, particularly in the often-overlooked realm of commission planning. Amy is joined by longtime...

If you think RevOps is just about tech stacks and KPIs, think again. In the latest episode of Go To Market with Dr. Amy Cook, we sit down with Keith Lutz—chief information officer and trusted RevOps advisor—to explore why relationships, not just reporting, drive real revenue success. Keith brings a unique perspective to the table, showing how empathy, trust, and cross-functional collaboration are...

Behind every closed deal is a system, and Rob Stanger knows how to build it. In this episode, Rob joins Dr. Amy Cook to unpack what makes deals convert, why ICPs matter more than most teams realize, and how RevOps can help sales avoid costly funnel mistakes. You'll learn: What signals show a deal is healthy How to align reps with the right prospects Why chasing the wrong ICP can wreck your quarter...

What if the real GTM risk isn't in your budget—it's in your blind spots? According to Maxwell Nee—CEO, entrepreneur, and go-to-market advisor—most companies don't fail because they're underfunded; they fail because they're misaligned.  From mismatched team dynamics to muddled messaging and compensation plans that reward the wrong things, risk is often baked into the foundation. But it doesn't have...

From fashion school in New York City to leading global go-to-market transformation, Nicole Farina's career journey is anything but traditional, and that's exactly what makes her perspective so powerful. In this episode of Go To Market with Dr. Amy Cook, Nicole unpacks how lasting change in RevOps starts not with tech, but with vision, strategy, and a team that sees the whole system. You'll hear Ni...

Building a successful vertical strategy takes more than picking the right industries—it's about timing, investment, and structure. On this episode of Go To Market, GTM advisor and RevOps leader Jared Barol joins Dr. Amy Cook to break down how he built a vertical maturity model that helped Salesforce scale smart.  From identifying industry signals to fostering startup-style teams within the enterpr...

What's the secret to company scaling? According to Peter Ikladiouis, product-led growth pioneer and RevOps expert, it's not about secrets or luck—it's strategy. Most companies talk a big game about growth, but few have the operational muscle to make it sustainable. That's where Revenue Operations (RevOps) steps in.  In this episode of Go To Market with Dr. Amy Cook, Peter explains that RevOps driv...

What is your playbook? Is it a strategic weapon or another dusty checklist pretending to drive efficiency? Let's call it what it is: too many RevOps orgs are tangled up in a mess of inherited processes, outdated documentation, and "collaboration" that's really just chaos in disguise. Ghost SOPs, overlapping tools, five versions of the same workflow—no wonder teams are burned out and confused. If y...

Like most RevOps leaders, Mike Rizzo's path to the top spot took an unexpected turn from an early start in digital marketing creating newsletters and field marketing to handling site migrations and other forms of revenue technology. "I was basically trafficking ads on an ad server and learning about pixels and retargeting, experimenting with different display ads," Mike said. "That's when I fell i...

RevOps leaders juggle an endless push and pull between execution and strategy—one moment tackling data hygiene and territory adjustments, the next steering high-level growth initiatives. But here's the challenge: if you're constantly reacting, you're not building.  True impact comes from stepping back, aligning teams, and designing scalable systems that drive long-term success.  In the latest epis...

Scaling a company isn't just about increasing revenue—it's about ensuring every team, process, and decision is aligned to drive sustainable growth. According to Noah Marks, SVP and Head of Commercial Strategy and Operations, that's where RevOps comes in.  RevOps is the function that bridges the gaps between sales, customer success, marketing, and finance to make sure everyone is working toward the...

RevOps has come a long way—from the wild days of spreadsheets and gut instincts to AI-driven precision. In this episode, we dive deep into the evolution of Revenue Operations, tracing its roots back to early Salesforce days and following its transformation into the powerhouse of sales, marketing, and customer success alignment. In this episode of Go to Market with Dr. Amy Cook, meet Rob Levey, SVP...

Do you ever feel like you're making significant decisions without a clear picture of what's driving revenue? You're not alone. With data spread across marketing, sales, and customer success, connecting the dots can feel overwhelming. That's where accurate attribution makes all the difference. AI-powered analytics and real-time data have transformed attribution from a guessing game into a strategic...

What if the key to sales success wasn't just about selling—but about building something bigger? When Jared Robin set out to find his next job, he wasn't looking to start a movement. But when the traditional networking spaces failed him, he unknowingly built what would become RevGenius, a thriving GTM community for B2B growth. What began as a LinkedIn group chat for job seekers quickly turned into...

Nick Robin knows how to build effective revenue operations models.  Although there is a pattern of give-and-take in most RevOps models, Nick says some areas are non-negotiable. For example, emotional intelligence and centralized go-to-market operations functions. Here's another:  "I firmly believe that comp design should be a function within revenue operations," he says in the latest episode of Go...

Sales is a high-stakes game where the pressure to perform never really slows down. Juggling a strong pipeline, hitting quotas, and balancing short-term wins with long-term growth is no easy feat. In this episode of Go-To-Market with Dr. Amy Cook, RevOps advisor Andrew Conley gets real about the pressures of sales—and more importantly, how to handle them. He shares practical ways to manage stress,...

Building a truly great team isn't just about individual talent—it's about alignment. When everyone is rowing in the same direction, the organization moves faster, more efficiently, and with greater impact.  "I think the difference between great teams and average teams is the degree to which everybody is rowing in the same direction. If you are rowing in perfect unison, your boat will go faster," s...

Do you wonder what it takes to turn revenue chaos into an efficient flow of streamlined success? Louis Poulin, a leader of revenue operations for enterprise, has mastered the art of breaking down silos and building a centralized RevOps function from the ground up for global giants like Cisco, Amazon, Google, and PayPal.  In the latest episode of Go-to-Market with Dr. Amy Cook, Louis shares how his...

What would your reaction be if your number one sales rep made more cash off their commissions this year than you do?  Is it a sign of a lousy comp plan? Or is it a fantastic idea to motivate sales reps?  For Erik Charles, a leading expert in bridging sales, marketing, and engineering to advance revenue and incentive management, the answer defines a company's vision and growth potential.   "If you'...