S2 E22: Nathan Schubert (Go1, Zipline) The new SaaS economics of Go To Market, and what it means for you as a Sales Rep

Nathan Schubert, a go-to-market expert in the Australian SaaS industry, discusses his experience and insights on scaling SaaS startups. He highlights the different phases of growth that startups go through and the various roles he has held in sales and go-to-market leadership. Nathan emphasizes the importance of adaptability and being entrepreneurial in the early stages of a startup. He also discusses the shift in buyer behavior and the need for a more holistic approach to go-to-market, including marketing, customer success, and revenue operations. Nathan suggests analyzing acquisition spend, focusing on right-fit customers, and aligning sales productivity and efficiency. He also emphasizes the role of revenue operations in driving go-to-market strategies and the potential for automation and AI to improve efficiency in the sales process. The conversation explores the changing dynamics of sales in the SaaS industry and the need for a more unified go-to-market approach, and the implications for Salespeople and Sales Leaders.