How to Build a Truly Customer-Centric GTM Strategy with James Kaikis, Head of GTM at TestBox

James Kaikis is the head of GTM and Chief Solutions Officer at TestBox. He has over 14 years of experience working across various industries ranging from hospitality to B2B SaaS and Venture Capital. His expertise lies in sales strategy and execution, customer relationship management, social selling, SaaS and technology solutions, team leadership and management, PreSales operations, and business development. In this Revenue Mavericks episode, he shares his journey of transforming TestBox’s GTM strategy to be more customer-centric. He talks about how he challenged the norms and workflows of traditional B2B SaaS businesses and how he managed to put the customer at the focal point of all their operations to drive higher customer satisfaction. He also shares the difficulties he faced during the transformation and the metrics that they track to measure success.