John Fernandez is SVP at Datasite, with a track record as GTM leader at Glia, ContentWise, and Diligent, having scaled teams through IPOs, acquisitions, and $1.4B in equity events. At Glia, John pioneered revenue marketing’s impact, driving 71% of pipeline and 60% of new business revenue from marketing. Connect with him for real-world GTM lessons, scaling playbooks, and unique frameworks for aligning marketing with revenue.
Discussed in this Episode:
- How to architect a B2B marketing org that is truly accountable for pipeline and revenue, not just “influence”
- Aligning product, content, and campaign teams to ONE goal: pipeline creation (culture, incentives, and operations)
- The “Value Chain” framework for mapping marketing’s full-stack impact across the GTM engine
- John’s “4 Whats” Framework for operationalizing measurement: what's working, what's not, what's new, what's next
- What’s broken about attribution today and why multi-touch measurement is often a red herring
- The shift from SEO to GEO: How generative AI is re-writing digital discoverability and B2B content strategy
- AI in marketing without losing authenticity: human-in-the-loop, voice, and trust factors you need to watch
- Why more Martech isn’t the answer (and the tech stack crisis facing GTM teams)
- Deep problem understanding as a GTM superpower (what chess can teach SaaS leaders about winning)
- Key moves for founders and GTM leaders facing today’s attention and signal problem
Guest Speaker Links (John Fernandez):
- LinkedIn: https://www.linkedin.com/in/johnfernandez/
- Datasite: https://www.datasite.com/
Host Speaker Links (Sophie Buonassisi):
- LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
- Newsletter: https://substack.com/@sophiebuonassisi
Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_
YouTube: /@gtm_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/
The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
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