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Go To Masters Show: Daily Summaries Delivered
by Conversations with GTM experts by Everstage
In the Go To Master Show podcast, we host industry leaders/experts to discuss the best practices and nuances in RevOps and GTM functions.
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The most recent episodes — sign up to get AI-powered summaries of each one.
- Aug 14, 202624 min
Jonathan Ferber (Guesty) on Multi-Product Ops, Change Management & Hands-Dirty Leadership
Jonathan and his team of three support Guesty's add-on portfolio, which spans insurance, fintech, smart locks, website builders, and more. No two days look the same. Regulatory considerations shift by product line. Stakeholders shift by initiative. Playbooks only take you so far.
- Aug 8, 202645 min
Sid Ganguly (Expedia Group) on Total Rewards, Global Comp Design & Where AI Falls Short
Sid is Director, Global Compensation Partner and Head of Sales Incentive Design – Total Rewards at Expedia Group. He started his career as a software engineer and database architect in India, earned his MBA in the US, joined Dell in sales operations, and moved through VMware and AWS before landing at Expedia Group, where his role now spans not just sales comp but the full total rewards package for the commercial organization.
- Aug 7, 202630 min
Ed Smith (HFD) on Founding RevOps, The Magic of Maybe & Your Anti-AI Advantage
Ed is VP of Revenue Operations at HFD, a fintech platform that has helped over 1.5 million patients finance more than $3 billion in healthcare treatment. Before HFD, he spent seven years at RealSelf, where he moved from senior analyst to data scientist to founder of the RevOps function. (The Salesforce admin quit on his first day, which he calls one of the best learning moments of his career.)
- Jul 19, 202622 min
Jamie Prickett (Experior Financial Group) on The Tribrid Model, Comp Design & Building Toward IPO
Jamie is co-founder of Experior Financial Group and co-CEO of Associate Owners Group. He and his wife built Experior from an idea into one of North America's fastest-growing independent marketing organizations — 18,000 licensed associates across Canada and the US, and a 3-year path to IPO.
- Jul 18, 202649 min
Jimmy O'Halloran (New Relic) on Consumption Revenue, Why Comp Breaks & The End of Renewals
Jimmy O'Halloran, VP of Go-to-Market Strategy and Operations at New Relic, has spent his career navigating this exact transition — from EMC and Dell to Snowflake (a legacy consumption company) and now New Relic, where he's leading the shift from bookings-weighted to consumption-weighted comp under private equity ownership.
- Jul 11, 202635 min
Stacey Mangold (Axway) on If a Rep Can't Explain Their Comp Plan in Two Minutes, Something's Broken
In this episode, she shares the company where comp plans didn't go out until Q2, her rule that reps should be able to explain their plan in two minutes, why she never changes a plan structure mid-cycle, and how Axway starts comp planning with strategy in Q3 before touching a single revenue number. Plus: the SDR comp plan that looked perfect on paper until nobody qualified the meetings.
- Jul 10, 202642 min
Jelle Berends (Oyster) on Building RevOps From 1 to 65, Why Playbooks Don't Travel & Comp Design
Jelle is VP of Revenue Operations at Oyster, the global employment platform. Before Oyster, he ran GTM strategy at Miro, and before that, he spent five years at Adyen building the RevOps function from one person to a 65-person global team. He joins GoToMasters for a conversation about what it actually takes to build a RevOps function from zero, and what most leaders miss when they try.
- Jun 27, 202648 min
Robby Halford (Momentive Software) on Why Enablement Needs the CRO, Ramp Design & AI Coaching
Most ramp programs are just bad instructional design dressed up as onboarding. A week of PowerPoints, a parade of decks, and then we throw new sellers on the floor and hope. Robby Halford has watched this break sales teams for over a decade — and built something different.Robby is VP of Go-to-Market Performance at Momentive Software, where he oversees enablement, business development, marketing operations, and sales operations. He started his career as a middle school English teacher, spent six years carrying a bag (and made President's Club in his first full year), and is finishing a doctorate in curriculum and instruction. He brings the seriousness of an academic and the empathy of a former seller to every program he builds.He joins GoToMasters to argue that enablement is not a slide-making team. It's the execution wing of every strategic decision a leadership team makes, and the function only works when it has a direct seat at the CRO's table. He breaks down why he pays new sellers to learn for a full month before they touch a quota, why CSMs are the most under-enabled team in most orgs, why throwing more enablement at a problem rarely fixes it, and why AI feedback often lands better than manager feedback — because it has no feelings to hurt.If you're building an enablement function, designing a ramp program, or trying to elevate learning into a revenue-generating activity, this one's worth your time.
About Go To Masters Show
In the Go To Master Show podcast, we host industry leaders/experts to discuss the best practices and nuances in RevOps and GTM functions.
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