Generating pipeline is really, really hard. It’s especially hard for early-stage companies who have to compete for mindshare with larger, better-funded competitors. Over the past several months, we’ve advised dozens of startups looking to build more pipeline more repeatably. While…
When every product is turning into an AI solution, GTM playbooks and metrics are changing overnight. Products are selling faster, but with higher churn and longer CAC payback periods. Pricing models have been upended, complicating the traditional quota and compensation…
To date, much of the chatter about AI in GTM has focused on changes to how we sell: how we can now use AI SDRs, AI autodialers, AI content generation platforms, etc. And while these discussions are critical to keeping…
At our GTM Summit, Scale CPO Craig Rosenberg sat down with Databricks CMO Rich Schultz to talk category creation, keeping a narrow audience focus, and how to adapt to AI.
Databricks' success is hard to overstate. They had the largest raise of 2024, $10 billion at a $62 billion valuation, making them the fourth most highly-valued US-based startup. They’ve achieved 60% YoY growth in recent quarters and crossed a $3…
Sales development is undergoing a revolution, inspired, in part, by the waning efficacy of traditional strategies: indiscriminately blasting prospects with non-personalized messaging just isn’t cutting it anymore. At the same time, advancements in AI co-pilots are starting to pave the…
When I first joined Scale in 2022 to build out our GTM Advisory team, I promised the partnership at Scale that our team–tasked with helping startups transition from founder-led growth to GTM machines–would be unique. The best venture capital firms…
Let’s be honest: the remit of the “marketing” function, at least as it exists in B2B tech companies, is exceptionally broad. The marketing leader has to support everything from brand to corp comms, from demand gen to messaging; as compared…
Over the past few years, excitement surrounding the use of AI in go-to-market (GTM) has reached a fever pitch, with many leading voices predicting a fundamental shift in the way companies sell and market their products. To understand the degree…
