From Founder-Led Sales to Scalable Growth | Katharine Hill Contag, Fractional Head of Growth Klaro

Still the main seller at your company? Here’s how to step back while building a growth engine that scales.In this episode of The Incremental Marketer, I sit down with Katharine Hill Contag, Fractional Head of Growth at Klaro and seasoned marketing executive. Kat helps early-stage B2B companies nail their go-to-market strategy, build demand engines, and lay the foundation for repeatable growth.She breaks down her 3 Ms of Go-to-Market — Message, Motion, Math — and shares the biggest mistakes founders make in early GTM planning. You’ll also hear how to run quick experiments, track results with lightweight attribution, and use AI as a thought partner for both founder marketing and sales.👉 Watch now to learn how to move from scrappy founder-led efforts to a scalable growth engine.TIMESTAMPS01:33 Introducing Kat Hill-Kontag and Claro Group03:30 The Fractional Model: Flexibility and Expertise05:27 Assessing Go-to-Market Strategies08:35 Common Mistakes in Go-to-Market Planning10:26 Identifying Ideal Customer Profiles11:30 Engaging with Agencies in Early Stages12:41 The Role of Founders in Sales14:38 Content Strategy for Founders15:34 Building a Sales Team16:30 The Impact of Founder Marketing18:20 Tracking Marketing Impact and Attribution20:15 Leveraging AI in Sales Coaching22:33 AI as a Thought Partner for Founders24:35 Navigating AI in Early Stage Companies26:43 Experimentation in Marketing Channels28:39 Trends in B2C Marketing30:38 Advice for Early Stage Companies32:26 The Future of Marketing in an AI World🔥 ABOUT THE CHANNELJoin Slingwave Founder & CEO Paul Boruta as he sits down with top marketing leaders to uncover the strategies, experiments, and data-driven moves that actually drive growth. No fluff. No vanity metrics. Just real, actionable insights to help you optimize, scale, and win.If you geek out on analytics, love testing what really works, and want to stay ahead of the latest marketing trends, this show is for you.👉 Ways to connect & explore:🎥 Prefer video? Watch full episodes on YOUTUBE.🤝 Want to talk marketing analytics? REQUEST A DEMO.🔗 Stay in the loop and follow Slingwave on LINKEDIN.💬 CONTACT PAUL🎙️ Smarter marketing starts here →slingwave.com