Move: The Go To Market Podcast

With so many CMOs becoming the CEOs of their respective companies, it’s time to ask the question for those CMOs looking to follow the same steps: What are the actionable steps to get there?

In this replay episode, we speak with Jeff Perkins, CEO at ParkMobile, about his journey from CMO to CEO and his big lessons that every marketer should know to become CEO.

What we discussed:

• A background on Park Mobile & how Jeff be...

Who owns go-to-market has been our big question so far, but how about what makes up a solid go-to-market strategy?

In this episode, Sangram sits down with Muhammad Yasin, marketing expert and host of the Agile Marketing Podcast, to dive into all the aspects of a successful GTM strategy. Muhammad discusses how marketing isn’t the only contributor to GTM strategy, each department is a building block that contributes to overall success...

Ask a group of go to market leaders who owns go to market, and most will say the CEO. But this leader? He confidently says otherwise.

In this episode, Sangram sits down with Kyle Lacy, SVP of Marketing at Seismic (formerly CMO of Lessonly, which was acquired by Seismic) to dive into his answer to the big GTM question. Kyle confidently says that marketing owns go to market, and he’s sharing his reasoning–from his passionate stan...

Why in the world would I have someone on my podcast who hates my book?! Well, it’s because he isn’t wrong in his reasoning!

Christopher Lochhead–author, entrepreneur, advisor, and VC partner–absolutely loves category creation, and he’s got dozens of stories to prove exactly why he’s such a champion of it. He’s sharing these stories (and his very hot takes on the MOVE framework) with us on this episode.

This is a #MOVE podcast. Check...

Where can we grow the most? It's the first question most GTM leaders ask themselves...but hold up! There's a reason this one comes last...

In this week's Author's Cut episode, Bryan and Sangram dive into the last (but not least) letter of the MOVE framework: the "E" for Expansion. Listen in to learn how to know when it's time to expand, where you should expand your business, and how you can measure KPIs that matter.

This is a...

There are important processes that every go-to-market leader should have in place to know they’re on the right track.

Do you know what they are?

In this episode, co-authors Sangram and Bryan are breaking down the “V” in the “MOVE” framework–velocity–and how organization can use the enablement ramping to scale their business effectively, no matter what stage they’re in.

This is a #MOVE podcast. Check us out on Apple Podcast...

Every company wants to scale well. How can they guarantee that they’ll do it right?

The answer: revenue operations.

In this episode, Sangram and Bryan dive into the “O” of the MOVE framework–operations. They talk about exactly what your operations team, tactics, and strategy should look like at every stage of your business. Consider this episode your RevOps 101 course.

This is a #MOVE podcast. Check us out on Apple Podcasts, Spotify, ...

TAM is out - TRM is in.

In this episode of Author’s Cut, co-authors of the MOVE book Bryan Brown and Sangram Vajre talk about the “M” in the MOVE framework - Market. Bryan and Sangram explain why they think “Total Addressable Market” may not be the best baseline for your marketing strategy...it’s actually “Total Relevant Market”. Here’s how you find your TRM, segments, and cohorts–and use them to determine who you should market ...

When you’re building a company around your product, there are a few crucial mistakes you need to avoid. The perfect person to walk us through the playbook for product-led growth is my friend Scott Voigt, Founder & CEO at FullStory.

In this episode, he shares the story behind FullStory, why he chose to grow his company alongside his product, and how to apply his learnings to your own go-to-market strategy–no matter what stage...

Sales and marketing: it’s time to make some room.

Say hello to customer success–the new roommate in the go-to-market space. Every GTM strategy must include not only sales and marketing, but customer success, too! And I’ve brought in two great friends and brilliant GTM leaders to talk about this new roommate.

Kelly Ford Buckley, General Partner & Fintech Investor at Edison Partners, and Jay Baer, Founder of Convince & ...

With what is happening all over the world, we have a throwback today with Alicia Esposito, Director, Content + New Media @ G3 Communications, talking with Cole Baker-Bagwell, Founder & Chief Kindness Advisor at Cool Audrey, Inc, about her experience working in an environment that prioritizes kindness and mindfulness and all the benefits that come from it. 

Cole covers:

• How kindness & mindfulness can change bu...

It’s pretty easy to feel when something is off or not-aligning within a business. But figuring out what those tangible go-to-market issues are so that you can fix them is a different story.

Recognizing the issues quickly is the shortest route to recovery. 

On this episode of MOVE: Author’s Cut, Co-authors Sangram Vajre and Bryan Brown, point out common issues that show your go-to-market is broken and how to respond. 

What we...

Most businesses are underdelivering because they still market to their prior business stage, rather than the one they’re currently in.

You have to transform to fit your market.

On this episode of MOVE: Author’s Cut, Co-authors Sangram Vajre and Bryan Brown explain the ‘M’ in the MOVE framework— discussing why it’s so important to market to the right audience when moving to a new business stage.

What we discussed:

• The M in the M...

Within the topic of go-to-market, there are 4 disciplines:

• Sales led
• Customer led
• Product led
• Category led

And while it’s still uncertain which option is the best approach, there is one common thread among all 4 — understanding the customer. At the end of the day, it’s still all about the customer and providing an incredible experience.

We speak with Scott Dorsey, Managing Partner at High Alpha, about the 4 categories, why the c...

Go-to-market used to be all about the product getting to market. Now, it’s increasingly about connecting with the market and then bridging it back to the product.

The best way to connect to your market: Focus on the story your brand is putting forth.

Geoffrey Moore, is an author, speaker, & advisor best known for Crossing the Chasm and Zone to Win with the latest book being The Infinite Staircase; he is also a partner at Wildcat ...

When it comes to go-to-market, there’s 3 stages that companies find themselves in: 

-Ideation

-transition

-execution 

But without knowing where you are, you’re going to struggle with where to go next. 

On this episode of MOVE: Author’s Cut, Co-authors Sangram Vajre and Bryan Brown, break down these 3 stages and help your business attain the right to become a Platform Market Fit Company. 

What we discussed:

• The ...

When we think of the best point of contact with a customer, we often think it’s a salesperson. 

The real answer: Customer success.

It’s more important to align your business value with customer needs than pressuring them with a product. 

Geoffrey Moore, is an author, speaker, & advisor best known for Crossing the Chasm and Zone to Win with the latest book being The Infinite Staircase; he is also a partner at Wildcat Vent...

The Flip My Funnel Podcast is now MOVE: The Go-to-market Podcast. 

Bryan Brown and Sangram Vajre–co-authors of MOVE: The Go to Market Framework–give listeners an exclusive behind-the-scenes look at how the MOVE framework came to be, and how excited they are to shed some light on the story behind their process. 

In this introductory episode, the co-authors share some of their favorite stories from their journey o...

On this final episode of The Flip My Funnel podcast, we look back on some of the show's highlights. Building an entirely new category of ABM, this show functioned as a way to educate, define, and bring the community together. 

But the conversation is evolving and so. are. we.

Sangram Vajre of Terminus, recounts how the podcast got its start, the lessons learned along the way, and what’s next for the show.

What we discussed: