54 - Standing up the ideal go to market team (live at SaaSOpen)

How do you stand up a marketing team fast? Where do you find the best marketing talent? How far and how fast should you expect these experts to go? Today’s software founders have an array of choices for rapid growth: internal hires, fractional hires, agencies and/or tactical specialists – but you can’t (and shouldn't) have it all.Typical startups have one of three needs when it comes to getting customers:Emergency triage: There is bleeding that must be stopped before we can worry about the futureDietary consultation: We’ve been taking on a lot of carbs and need to lose weightStrength coach: We want to go faster and stay healthyStabilizing a critical problem, increasing marketing efficiency and driving faster scale are all great goals. We’re here to help you decide between the CMOs, fCMOs, agencies, consultants, specialists and even AI tools that service these needs. B2B SaaS Marketing Snacks is one of the most respected voices in the SaaS industry. It is hosted by two leading marketing and revenue growth experts for software:Stijn Hendrikse: Author of T2D3 CMO Masterclass & Book, Founder of KalungiBrian Graf: CEO of KalungiAt the end of the day, sales typically begins as the job of the founder or the CEO and scalable, sustainable growth is always the goal. Over time, the volume of pipeline flow and the growth of the business means that a marketing chief is often the next hire, even though that may not always be the best option. B2B SaaS companies move through predictable stages of marketing focus, cost and size (as described in the popular T2D3 book). With people cost being a majority of the cost involved, every hire needs to be well worth the investment!The best founders, CFOs and COOs in B2B SaaS work at getting the best balance of marketing leadership, strategy and execution to produce the customer and revenue growth they require. Staying flexible and nimble is a key asset in a hard-charging B2B world.Resources shared in this episode:Vaughan Immerwahr - How to choose the best outsourced SaaS marketing agencyMike Northfield - Key metrics for B2B SaaS marketing and sales leadersVaughan Immerwahr - What makes B2B SaaS marketing unique?Template - Define your marketing and sales lifecycle stagesT2D3 CMO MasterclassSubmit and vote on our podcast topicsABOUT B2B SAAS MARKETING SNACKSSince 2020, The B2B SaaS Marketing Snacks Podcast has offered software company founders, investors and leadership a fresh source of insights into building a complete and efficient engine for growth.Meet our Marketing Snacks Podcast Hosts: Stijn Hendrikse: Author of T2D3 Masterclass & Book, Founder of KalungiAs a serial entrepreneur and marketing leader, Stijn has contributed to the success of 20+ startups as a C-level executive, including Chief Revenue Officer of Acumatica, CEO of MightyCall, a SaaS contact center solution, and leading the initial global Go-to-Market for Atera, a B2B SaaS Unicorn. Before focusing on startups, Stijn led global SMB Marketing and B2B Product Marketing for Microsoft’s Office platform.Brian Graf: CEO of KalungiAs CEO of Kalungi, Brian provides high-level strategy, tactical execution, and business leadership expertise to drive long-term growth for B2B SaaS. Brian has successfully led clients in all aspects of marketing growth, from positioning and messaging to event support, product announcements, and channel-spend optimizations, generating qualified leads and brand awareness for clients while prioritizing ROI. Before Kalungi, Brian worked in television advertising, specializing in business intelligence and campaign optimization, and earned his MBA at the University of Washington's Foster School of Business with a focus in finance and marketing.Visit Kalungi.com to learn more about growing your B2B SaaS company.