Go To Market

In this episode of Go-To-Market with Amy Osmond Cook, Amy sits down with Mike Sitter, Vice President of Revenue Operations at AssetWatch, to discuss what separates tactical sales support from true Revenue Operations leadership. With two decades in revenue operations and deep SaaS operating experience, Mike believes RevOps exists to make revenue predictable, repeatable, and efficient. And when it works, it's nearly invisible. That may sound simple, but it isn't. Because behind every high-performing revenue engine is a system of strategic choices around planning, capacity, forecasting, alignment, and operating discipline that most organizations don't get right. Mike breaks down why elite RevOps leaders start "outside in"—not with dashboards or territories, but with investor priorities, board expectations, and what's actually happening in the field with customers.  One of the most compelling themes in this episode is that great RevOps leaders don't just optimize systems. They act as strategic advisors to the business. In this episode, you'll learn: Why predictable revenue is built, not hoped for What Mike means when he says great RevOps should be "invisible" How investor priorities should shape GTM execution Why growth-vs-profitability strategy changes everything in RevOps planning How to balance tactical execution with long-range revenue design Why some RevOps teams stay reactive while others become strategic growth partners The reporting structures that can elevate (or constrain) RevOps influence How forward-looking capacity planning strengthens the revenue engine Mike also shares practical insights for RevOps practitioners trying to rise above ticket-taking and become true operators—advisors who influence outcomes, not just report on them. If you think RevOps is about dashboards and process workflows, this episode may completely change your perspective.

Did you know consumers are often making high-stakes healthcare decisions without knowing the cost upfront? This episode explores why that's still the case and what needs to change. In this episode of the Go-To-Market Podcast, host Amy Osmond Cook sits down with Lincoln Haycock to discuss one of the most frustrating—and expensive—systems in the world: American healthcare. The U.S. spends nearly 18% of GDP on healthcare yet outcomes remain inconsistent, and life expectancy hasn't improved at the pace you'd expect. Why? Because data is siloed, pricing is opaque, incentives reward volume—not outcomes, and patients are left navigating complexity without visibility. As Lincoln explains, we're dealing with a system design problem. Together, he and Amy explore why a lack of coordination across providers, payers, and systems prevents patients from receiving true value—despite rising costs.  If you've ever wondered why healthcare feels so complex and what it will actually take to fix it, this episode delivers a fresh perspective. Watch now to understand what's broken, what's changing, and how leaders across industries can apply these lessons to drive real transformation.

What happens when an entrepreneur who built businesses around structuring messy, unstructured data turns his attention to healthcare? You don't get incremental change. You get a complete reimagining of how money moves through the system. In this episode of the Go-To-Market Podcast, host Amy Osmond Cook sits down with Jake Fackrell, COO at Savvos Health, for a conversation that challenges one of the most entrenched—and broken—systems in the U.S. economy: healthcare payments. Jake shares how his early ventures by structuring raw real estate data and building near real-time obituary and death record systems, laid the foundation for tackling healthcare's biggest inefficiencies. Why This Episode Matters Healthcare costs are rising at unsustainable rates—often increasing 20–30% annually for employers. But according to Jake, the real problem isn't just cost. It's complexity, opacity, and a system designed around delayed transactions and misaligned incentives. He reflects on building early "AI-like" systems using regex and structured logic and how modern AI has collapsed timelines from years to months (or even weeks). Jake explains that while most companies try to improve claims processing, Savvos Health asks, what if claims processing didn't exist at all? Instead of adding features to a broken model, Jake explains how Savvos Health is doing something far more disruptive: –Eliminating claims processing altogether –Replacing reimbursement cycles with real-time payments –Creating transparent, pre-negotiated pricing before care is delivered This conversation illustrates what happens when you apply data thinking—and now AI acceleration—to one of the most inefficient financial systems in existence. Watch now to see how one company is rewriting the rules of healthcare and what it means for every industry still clinging to outdated processes.

In this episode of the Go-To-Market Podcast, host Amy Osmond Cook (CMO & Co-Founder of Fullcast) sits down with David Carlebach, COO & Head of Business Services at World Trade Center Utah, for a conversation that reframes how revenue leaders should think about growth beyond borders, beyond pipeline, and beyond traditional GTM strategy. From launching his own ventures, advising global companies as a consultant in Germany, to bringing Goldman Sachs to Utah and later leading operations across Asia, each chapter built a different lens on growth. Now, at World Trade Center Utah, David is doing something most GTM teams struggle to operationalize: Connecting the right companies, in the right markets, at exactly the right time. Whether it's helping Utah businesses expand internationally or pairing global companies with local innovation ecosystems, his work highlights a truth most revenue teams overlook: Growth is orchestrated. David explains that too many revenue teams think in terms of: Pipeline Conversion rates Territory coverage But global operators think in terms of: Market access Strategic relationships Long-term credibility This episode challenges a core assumption: What if your next best deal isn't in your CRM but in a market you're not even looking at yet? This conversation covers what happens when global finance, entrepreneurship, and economic development collide. Learn:  –How connection (not just data) drives revenue expansion –Why economic development is the ultimate GTM strategy –And what RevOps leaders can learn from global market builders –Why the best go-to-market strategies don't stop at national borders –How to identify expansion opportunities before your competitors see them –The hidden role of network credibility in closing high-value deals –What RevOps teams can learn from global trade and economic ecosystems –How AI (including LLMs) is quietly shaping executive performance and decision-making –Why "serendipity" is often the byproduct of disciplined execution—not luck If you are a RevOps leader thinking about international expansion, a CRO or GTM executive looking for new growth levers, a founder exploring global markets, or anyone who wants to understand how real-world economic systems shape revenue strategy, this episode is for you.   

In this episode of the Go-To-Market Podcast, host Amy Osmond Cook (CMO & Co-Founder of Fullcast) sits down with Jonathan Kvarfordt — known as "Coach K" — VP of GTM Strategy & Marketing at Momentum (now part of Salesforce), founder of the GTM AI Academy, and one of the most credible AI practitioners in the revenue space today. Jonathan was one of the earliest voices sounding the alarm that AI would reshape GTM — long before ChatGPT made it fashionable. He faced ridicule. Now those same critics are calling him for help. In this conversation, Jonathan shares what separates teams that are actually operationalizing AI from those just buying tools and hoping for results. He shares the story behind Momentum's acquisition by Salesforce, why the "unsexy" foundational work is the real competitive moat, and why human relationships — not automation — are the ultimate differentiator in an AI-saturated world. In this episode, you'll learn: Why AI adoption is still failing for most companies and what the top 7% are doing differently The "Slingshot Effect": why slowing down to do foundational work creates explosive future momentum How Momentum went from a "Zapier for sales" to a Salesforce acquisition target What it really means to have an "experimental mindset" with AI and how to build one on your team Why live events, rapport-building, and one-on-one relationships are becoming more valuable, not less, in the age of AI How Coach K stays ahead: the deep-dive method he uses to evaluate new AI tools before anyone else Whether you're a CRO, CMO, RevOps leader, or sales enablement pro, this episode will challenge how you think about AI and give you a practical framework for building GTM systems that actually scale. Listen now: Connect with Jonathan Kvarfordt: LinkedIn: https://www.linkedin.com/in/jmkmba/ GTM AI Academy: https://www.gtmaiacademy.com/ Connect with Amy Osmond Cook & Fullcast: Website: https://fullcast.com LinkedIn: https://www.linkedin.com/company/fullcast/

In this episode of the Go-To-Market Podcast, host Amy Cook (CMO & Co-Founder, Fullcast) sits down with Michelle Seger, Chief Operating Officer at Sales Globe. Michelle's extensive background in global consulting, entrepreneurship, and executive leadership gives her a practical perspective on operational excellence, organizational change, and AI adoption. From her early days in change management at Accenture to building an entrepreneurial business importing Italian ceramics (and negotiating contracts in French), Michelle brings a rare perspective on what it really takes to stay relevant in a rapidly shifting market. But the heart of this conversation is how leading firms are operationalizing AI in real time.  What You'll Learn: Why AI won't replace consultants but will dramatically raise expectations How "job decontamination" is redefining productivity in consulting Inside Sales Globe's AI sandbox and how firms are safely adopting AI tools Why removing low-value work leads to better client outcomes, not just faster delivery How AI agents will evolve into project partners (and where human oversight still matters) The hidden skill that separates average consultants from high-impact advisors How top operators structure their day to sustain performance and clarity   This episode is a must-listen for anyone navigating the intersection of AI, consulting, and go-to-market strategy.  

Is your business falling for the biggest myth in AI right now? In this episode of the Go-To-Market Podcast, Dr. Amy Cook, CMO and Co-Founder of Fullcast, talks with Jacob Andra, CEO of Talbot West, about what AI can and cannot do for your business. His take? AI is not the Ozempic of business efficiency.  Real AI transformation requires strategy, data readiness, change management, and a clear-eyed understanding of what these tools actually do. In this episode, you'll discover: Why most AI advice you're getting is dangerously biased What "magical thinking" about AI looks like and how to spot it in your organization Why AI is a narrow set of tools, not a business transformation solution on its own How Talbot West helps companies cut through the fog of war and prioritize AI adoption realistically The people, processes, systems and data framework for evaluating AI opportunities Jacob's top practical tips for evaluating AI tools, including his favorite large language model right now How to set up an AI advisor for your specific business in minutes Whether you're a business leader, entrepreneur, or operations executive trying to figure out where AI actually fits in your growth strategy, this episode will save you time, money, and a whole lot of frustration.       The Go-To-Market Podcast is hosted by Dr. Amy Cook, CMO and Co-Founder of Fullcast, where she sits down with top business leaders to explore the strategies, tools, and mindsets driving growth in today's market.   Subscribe so you never miss an episode  Like this video if it brought you value  Comment below — what's your biggest AI challenge right now?     

What if the biggest problem in modern marketing isn't your ads… it's what happens after someone clicks them? In this episode of the Go-To-Market Podcast, host Amy Cook, Co-Founder and CMO at Fullcast, sits down with Shamir Duverseau, Co-Founder, Managing Director and Chief Strategist at Smart Panda Labs, to challenge one of marketing's biggest blind spots. Most companies obsess over the click—the ad creative, the targeting, the cost per acquisition. But what happens after the click is often where deals are actually won or lost. Drawing on his experience working with global brands like Southwest Airlines, NBCUniversal, The Walt Disney Company, and Marriott International, Shamir explains why the post-click experience is the most overlooked driver of revenue in modern marketing. This conversation explores the evolving role of marketers, why marketing and sales alignment still breaks down, and how understanding human behavior and buyer psychology can dramatically improve lead quality and long-term customer value. According to Shamir, the future of marketing belongs to professionals who can connect creative storytelling, technical systems, and customer psychology. In a world where automation and AI tools are expanding rapidly, the marketers who thrive will be those who can: Ask smarter questions Understand the full customer journey Translate insights between technical teams, marketing leaders, and sales organizations Because at the end of the day, marketing isn't just about traffic. It's about trust, clarity, and action.  Listen here:

What if trust wasn't a soft skill… but a measurable strategy? In this episode of Go-To-Market, sponsored by Fullcast and Silicon Slopes, host Amy Osmond Cook sits down with David Homan, President and Founder of SOAR Connect, to explore a bold idea: what if we could quantify authentic relationships and use that data to drive meaningful action? David's path to building "connector tech" is anything but traditional. A working classical composer turned international arts philanthropist, he spent 25 years building a powerful global network in New York.  After running a private community of super connectors for a decade and attempting 120 times to use existing referral and CRM tools he realized something fundamental was missing. So he built it. Before founding SOAR Connect, David built a life around connection through music, philanthropy, and family offices. As the 2025 bestselling author of Orchestrating Connection, he believes trust isn't built through transactions. It's built through time, action, and intentional generosity. Five Principles for Building Trust That Lasts In this episode, David shares five core principles for building authentic, high-impact networks: Be curious and vulnerable Seek diverse connections Be generous Be grateful Take action, because trust is earned through doing Watch the full episode to explore how measuring trust could redefine the future of networking, community building, and go-to-market strategy.

What if the reason your revenue growth feels harder than it should… isn't your market, your product, or even your talent but your compensation plan? In this episode of the Go-To-Market podcast, host Amy Cook, CMO and Co-Founder at Fullcast, sits down with self-described "mercenary" of incentive compensation, Dan Walter, to challenge one of the most sacred assumptions in go-to-market strategy: that sales roles, and the way we pay them, are simple.  Dan has spent 30+ years designing variable compensation and pay-for-performance systems. He studies comp tech, AI, and incentive design obsessively — and writes extensively to sharpen his thinking. In this episode, Dan introduces a powerful metaphor from his time on a Nebraska cattle ranch: Hunters close. Farmers maintain. Ranchers build ecosystems. And here's something to think about: Half of your best salespeople are probably ranchers, and your compensation plan doesn't even recognize it. Dan Walter's Hot Takes on Incentive Compensation Short-term quotas sabotage long-term enterprise growth. You cannot motivate consultative sellers with transactional comp plans. RevOps often builds systems for reporting — not for selling. If your tools help the CFO more than the salesperson, you've already lost. Most companies misclassify their top revenue talent. If your revenue has plateaued… If your enterprise deals take years but your comp plan only rewards quarters… If your best salespeople don't fit neatly into "hunter" or "farmer"… You're going to want to hear this.  Sponsored by Fullcast and Silicon Slopes, Go-To-Market with Dr. Amy Cook dives deep into the industry insights and best practices that revenue, sales, and marketing leaders need to stay competitive. Tune in each week for a new episode!       

Kris Rudeegraap, co-CEO of Sendoso, didn't start in software. He started in sales, hustling during the early days of mail merge when 90% email response rates were real (yes, really). But when inboxes became saturated and automation tools exploded, he asked a pivotal question: What's my competitive advantage now? His answer? Actively listen to what his customers were saying and respond with:  –Handwritten notes. –Personalized gifts.  For instance, Kris sent swag after hearing a dog bark on a Zoom call. It worked.  But it was messy and unscalable. So Kris built the platform he wished existed to operationalize gifting, global fulfillment, and ABM into what would become Sendoso. Nine years later? The category has never been more relevant. In this episode of Go-To-Market, host Amy Cook, CMO and Co-Founder of Fullcast, sits down with Kris to explore one of the most overlooked growth levers in modern B2B:  Strategic, scalable human connection. Kris and Amy discuss the truth most teams don't want to admit: You can't run a digital-only strategy anymore. Email. Ads. Content. Events. Direct mail. Field marketing. AI. You need all of it. And in a world flooded with automation, the brands that stand out are the ones that make people feel something. Watch now to rethink how you build pipeline, create differentiation, and engineer a modern go-to-market strategy that actually works.    

In this episode of Go To Market, sponsored by Fullcast and Silicon Slopes, host Amy Cook sits down with Navin Persaud, VP of RevOps at 1Password, to talk about what it takes to scale revenue with discipline, data, and operational muscle. But let's start at the beginning.  Navin didn't start in operations. Instead, he started in sales, carrying a bag, and chasing quota, until he realized he was far more energized by the systems behind the sale: forecasting models, territory design, tech stack decisions, compensation plans, and the data story that tells the truth about a business. This conversation is timely. Because more and more GTM teams are learning that revenue growth doesn't break because of bad selling; It breaks because of: Inconsistent forecasting Misaligned territories Poor data architecture Compensation misfires Fragmented tech stacks For companies building RevOps today, Navin's advice is clear: Keep the GTM tech stack under RevOps control while scaling Move quickly, then optimize later Hire your RevOps leader early Build systems that generate strategic clarity, not just reports And perhaps most importantly: Hire people who want to do right, not be right. Navin explains why RevOps should represent roughly 10% of your total go-to-market organization. If you've achieved product-market fit but haven't invested in operational muscle, growth will eventually stall. He also explains why: RevOps should NOT report to Sales RevOps should NOT be owned by IT Neutrality is critical for predictive accuracy Poor strategy is often just poor data This episode is a masterclass in building the operational backbone that allows sales, marketing, and partnerships to scale confidently. If you're a CRO, CEO, RevOps leader, or scaling SaaS founder — this one's for you.  

In this episode of Go To Market, host Dr. Amy Cook sits down with Jon Pierre Francia, Founder & President of Life Cider, to discuss the health crisis that sparked a fast-growing consumer brand built on real science—not trends. This conversation exposes why many people don't have too much stomach acid but too little, how apple cider vinegar can transform digestion and blood sugar response, and what it takes to bring a science-backed product to market at scale. In this episode, you'll learn: Why antacids failed and what actually fixed Jon Pierre's decade-long acid reflux How apple cider vinegar improves insulin sensitivity and metabolic health The pivot that led Life Cider from a kitchen experiment to 242 Walmart stores How NFL players became early believers, customers, and investors Why paraxanthine (not caffeine) powers Life Cider X with no jitters or crash Founder advice on building a "killer product" and raising strategic capital Jon Pierre also shares the deeply personal mission behind Life Cider—shaped by growing up with a diabetic father—and why scaling fast with the right partners matters when the goal is global health impact. If you care about founder-led brands, real wellness science, or how products actually win in-market, this episode is for you. Check it out!       

In this episode of Go-To-Market, sponsored by Fullcast and Silicon Slopes, host Dr. Amy Cook, CMO at Fullcast, sits down with Michael Maximoff, Chief Growth Officer and Co-Founder of Belkins, to discuss what's actually holding sales and marketing teams back in 2026. With a background that spans B2B sales, agency leadership, and scaling an eight-figure company at nearly 200% year-over-year growth, Michael offers a rare operator's perspective to the AI SDR debate. His take is clear: AI is one of the best things to happen to go-to-market teams but only when it's layered onto a process that already works. Otherwise, it just accelerates what's broken. Together, Amy and Michael explore why 78% of sellers missed quota despite more tools, more data, and more spend than ever before, and why access to cheap automation has quietly commoditized outreach. When everyone can send emails at scale, the real differentiator becomes painfully simple—and brutally hard to execute: "Show me that you know me." If you're a CRO, CMO, RevOps leader, or founder navigating AI adoption, missed quotas, or diminishing returns on traditional outreach, this conversation will challenge how you think about growth, personalization, and what modern GTM excellence really requires. Tune in to hear: Why AI SDRs won't save a broken sales process The hidden reason quotas are being missed at record rates How cohort-based ABM creates real differentiation at scale What it takes to rebuild a GTM engine for today's buyers This isn't about doing more. It's about doing what matters—on purpose.    

In this episode of the Go-To-Market Podcast, Dr. Amy Cook sits down with longtime collaborator and GTM leader Will Spendlove to share how AI, analytics, and RevOps are colliding to fundamentally change how companies operate, sell, and scale. From Will's early days in product and growth marketing to carrying a bag as an AE at Symantec, to leadership roles at Salesforce, DocuSign, and now Alteryx, this conversation dives deep into what it actually takes to democratize data, operationalize AI, and empower revenue teams—without bottlenecking RevOps or IT. You'll hear why the future of GTM isn't about replacing people with AI, but about: Designing workflows that combine private company data with public LLMs Giving sellers and leaders self-service insights without sacrificing governance Shifting RevOps from "report runners" to strategic architects of revenue Rethinking SDR, analytics, and territory strategy in an AI-powered world Amy and Will also explore why "jobs to be done" thinking is the missing link in most GTM strategies and how AI finally makes that vision scalable. If you're a revenue leader, marketer, RevOps professional, or product strategist trying to separate AI hype from real operational impact, this episode is required listening.    

What happens when AI meets your SaaS stack?  During this panel discussion, industry leaders tackle one of the most pressing questions in tech today: Is SaaS dead, or evolving with AI?  Panelists: Pete Kazanjy – Co-founder, Atrium (now part of Fullcast). Shawn Killpack – VP, GTM Strategy & Operations, Gong.  Aditya Gautam – Tech & ML Lead, Meta. Louis Poulin – Principal Advisor, Quantum Fused AI  Moderator: Bala Balabaskaran, Fullcast Co-founder & CTO In this special episode of Go-To-Market with Dr, Amy Cook, industry leaders discuss: How AI is transforming legacy SaaS platforms and CRMs The critical role of data hygiene and clean data in AI workflows Using large language models (LLMs) for synthesis, content generation, and automation AI-driven innovations in customer sentiment tracking, cross-sell/upsell strategies, and revenue insights Emerging AI pricing and monetization models for SaaS companies How RevOps, product management, and enablement teams must adapt to an AI-first world And more.  Whether you're a RevOps professional, SaaS founder, product manager, or sales leader, this discussion is packed with insights on navigating the AI-powered evolution of SaaS.    

AI is everywhere in go-to-market conversations.  But is it actually helping revenue teams grow? In this episode of the Go-To-Market Podcast with Dr. Amy Cook, Justin Rashidi, Co-Founder and Chief Strategy Officer of SeedX, discusses what's really working in modern B2B go-to-market strategy and what's being overhyped. Justin shares insights from working with CMOs and revenue leaders across B2B, B2C, and B2B2C organizations, and explains why many teams are overcomplicating GTM with AI, attribution models, and complex funnels while ignoring the fundamentals that still drive predictable revenue. This conversation examines the future of SDRs and BDRs, the rise of AI agents with humans in the loop, why cold email is losing effectiveness, and how high-performing teams use LinkedIn, search intent, and in-person meetings to build trust and close deals. If you're a CMO, CRO, RevOps leader, or founder, this episode will challenge assumptions and help you refocus your go-to-market strategy on what actually converts.  What You'll Learn in This Episode: Why AI won't fix a broken go-to-market strategy The B2B marketing basics most teams overlook How to turn online demand into real-world relationships The future of SDRs, BDRs, and AI-powered sales development How CMOs can better align with sales and revenue leadership Why marketing attribution obsession can hurt pipeline growth Listen now.  Tune in each week for a new episode of Go-To-Market with Dr. Amy Cook!   

What do marine biology, revenue operations, and bloated tech stacks have in common? According to Helena Aryafar, SVP of Revenue Operations at Interos.ai, a lot more than you think. In this episode of Go-To-Market, host Amy Cook, CMO and co-founder of Fullcast and Helena share some of the biggest challenges facing modern GTM teams today, particularly tooling overload that looks powerful but doesn't actually solve the problem. Helena shares her unconventional journey from fisheries biologist to RevOps leader, and why a scientific mindset gives ops teams a competitive edge. Together, Amy and Helena compare the real-world consequences of fragmented GTM systems, redundant tools, AI hype, and "Frankensteined" workflows that look great in demos but fall apart in practice. You'll hear insights on: How to decide build vs. buy without blowing your budget Why consolidation can increase confusion instead of reducing it The hidden cost of redundant tools—beyond just dollars How to evaluate AI features without falling for shiny-object syndrome Practical frameworks for prioritizing tooling decisions that actually move the needle If you're a RevOps, Sales Ops, Marketing Ops, or GTM leader navigating budget pressure, platform sprawl, and AI promises that sound too good to be true, this episode will be incredibly useful.    

One discussion.  Five leading voices, spanning AI, academia, RevOps, and startups, come together to dodge the hype and answer the questions revenue leaders are really asking: Where is AI headed in the next 24 months? How will AI reshape entry-level roles, career progression, and education? What does "AI-first" actually mean for GTM and RevOps teams? Which human skills become more valuable as AI accelerates? What are the real risks—and opportunities—around agents, security, robotics, and AGI? Whether you're a CRO, RevOps leader, founder, investor, or operator trying to stay ahead of the curve, this special episode of GTM Live will challenge how you think about AI, work, and what matters most in the age of intelligent systems. Featured Panelists Aditya Galton — Machine Learning, Meta Jason Lowe — Professor, University of Utah & AI Podcaster, Founder of Aptivon Kelly Chamberlain — CEO, NClouds John Bradshaw — President, AI Utah & CEO, Codebase Mason McMullin — VP of RevOps & GTM Strategy, Elissio  

As we wrap up the holiday season, Dr. Amy Cook—CMO and co-founder of Fullcast and host of Go-To-Market with Dr. Amy Cook—shares a heartfelt message of gratitude and reflection with our listeners, partners, customers, and the entire go-to-market community. This special holiday episode is both a thank-you and a year-in-review, highlighting the bold moves, meaningful connections, and real-world outcomes that defined Fullcast's journey in 2025. None of it would have been possible without the trust, partnership, and feedback of the ecosystem we're proud to serve. 2025 Highlights: A Year of Growth, Innovation, and Community Building the First AI-Native Sales Performance Management Platform 2025 marked a major leap forward as Fullcast expanded its platform and vision through strategic acquisitions. We proudly welcomed Commissionly, Atrium, Epstein, and Copy.ai into the Fullcast family—bringing us closer to our goal of becoming the first truly AI-native sales performance management platform. Expanding Partnerships Across the GTM Ecosystem This year, collaboration was everything. We formed strategic alliances and deepened our relationships with communities and organizations that elevate go-to-market excellence, including: Pavilion, RevOps Co-Op, RevGenius, CRO Collective, Marketing Ops community, Go-To-Market Leaders Society, RevOps Alliance, Go-To-Market Partners, Go-To-Market Council, and many others. Your support helped fuel not just Fullcast's growth, but the broader GTM movement. Fostering the Conversation with the Go-To-Market Podcast The Go-To-Market podcast continued to be a space for real, honest conversations from the front lines of revenue. We hope these stories, insights, and perspectives helped challenge assumptions, spark ideas, and support you in your own GTM journeys. Launching Go-To-Market Live In 2025, we hosted our first annual Go-To-Market Live conference, welcoming more than 125 executives across CRO, CEO, CMO, and revenue leadership tracks. It was an energizing, executive-level forum focused on strategy, alignment, and execution—and just the beginning of what's to come. Sharing Our Playbook We published The RevOps Advantage, our definitive guide to building a modern, efficient, and resilient go-to-market engine—distilling what we've learned into actionable guidance for GTM leaders everywhere. Strengthening Leadership We were thrilled to welcome Ryan Worthington as Chief Customer Officer, reinforcing our commitment to customer success and long-term value. Celebrating Recognition & Giving Back Fullcast was honored to be named one of Utah's 100 Companies Championing Women, a reflection of the inclusive, values-driven team we're building. Giving Back: Fullcast Foundation We also launched the Fullcast Foundation, committing 1% of our equity to education-focused causes, including support for Silicon Slopes and the Academy for Creating Enterprise, among others. A Holiday Thank You To our customers, partners, friends, and listeners: thank you for being the driving force behind every milestone we achieved this year. We're honored to be your partner in building resilient, efficient, and data-driven go-to-market strategies. From all of us at Fullcast, we wish you and your teams a restorative, joy-filled holiday season and we can't wait to build what's next together in the year ahead. Thank you for listening. Thank you for believing. And thank you for being part of this journey.  

Cold calls. Spammy emails. AI-generated "personalization." If your pipeline still depends on these tactics, this episode is a must-listen. In this conversation, Dr. Amy Cook sits down with Timothy Hughes, one of the original architects of modern social selling, to unpack why traditional outbound sales motions are collapsing under their own weight and how top-performing teams are quietly replacing them with something far more effective: human influence at scale. With 35+ years in complex B2B sales, Timothy has seen every trend come and go. He co-authored Smarketing in 2018—years before RevOps became mainstream—and published one of the earliest books on social selling nearly a decade ago. Today, his methodology consistently helps sales teams generate 5–35 high-quality meetings per week without cold calling, email spam, or "touch-point theater." This episode breaks down the myth that selling is a numbers game and challenges the assumption that more AI equals better outcomes. Timothy explains why AI-powered outreach has "completely killed email marketing," why buyers actively avoid anything that smells like sales, and why your LinkedIn profile—not your pitch deck—is your most important revenue asset. Amid this race toward automation, Timothy makes the case for a powerful truth: the most human company wins.      

Think you understand how boards work? Think again. In this keynote, Ryan Westwood, entrepreneur, board member, and CEO of Fullcast, reveals the boardroom dynamics that most executives NEVER learn until it's too late. Keep in mind, this is not a talk about sales, marketing, or RevOps. Instead, this is the career-unlocking discussion that top operators wished they had heard ten years ago.  Ryan breaks down: The hidden rules of boards that even seasoned CEOs misunderstand. Why most executives fail to align with their boards and how to avoid getting blindsided. The exact decisions that should (and should NOT) ever go to a board meeting. How to instantly read a board's structure to understand a company's speed, culture and risk. Why board size predicts company momentum and what dysfunctional boards look like. The governance traps that derail CEOs. What every future board member must understand before accepting a seat. Why many CEOs get "railroaded" by their boards and how to prevent it. The overlooked importance of audited financials (and why Ryan won't work with companies that skip them). And much more. . .  Whether you're part of a newly formed C-suite, a future founder, or aspiring board member… These 60 minutes could change the trajectory of your career.  

Are you uptight about AI taking over the C-suite? Relax! The CRO role isn't disappearing. It's just having the biggest glow-up in GTM history. In this conversation, Amy Cook, co-founder and CMO at Fullcast and host of the Silicon Slopes Go-To-Market Podcast, sits down with Jon Bradshaw, founder of CodeBase and creator of AI Utah to speculate on one of the spiciest AI debates of the year. Where is AI taking us?  According to Jon, AI is changing how we build products, and it's changing what it means to have a job at all. Inside this episode, they discuss: Why the future workforce is heading toward a 30-hour workweek. How AI is democratizing "elitist" white-collar jobs and turning many of them into blue-collar, piecemeal work Why developers who refuse to use AI won't be hired The surprising reason senior engineers now need whiteboard skills more than keyboard skills How a new generation of engineers are "coding without touching a keyboard" Why executives who don't learn AI will make catastrophic company-wide decisions The real differentiator between top performers and everyone else: a willingness to lean into the hard thing Bradshaw reveals why everyone now carries a "PhD in their pocket," how AI is collapsing traditional hierarchies, and what it takes to stay relevant in a world where the advantage goes to the curious, not the senior. If you've wondered where AI is really taking us — and who will thrive or be left behind — you won't want to miss this.    

How do we move faster without breaking quality and without breaking our teams? Don't look now, but your go-to-market may need a reset.  In this exclusive conversation, Fullcast CEO Ryan Westwood, CMO Dr. Amy Cook, and Copy.ai founder Chris Lu unpack the real story behind their groundbreaking collaboration and what it means for the future of go-to-market, productivity, and human-centered AI. During this interview, the expert panel explores why most companies are "AI powered" in name only and how true AI nativity requires rethinking everything from how data is collected and stored to how strategies are built, aligned, and executed.  They expand on Fullcast's decisive approach to platform architecture, acquisitions, and unified GTM leadership. And they reveal how adopting Copy.ai, for instance, can increase a marketing team's productivity without replacing the writers, strategists, and thought leaders behind the work. Together, they dive into: AI-Native vs. AI-Driven vs. AI-Featured: What's real and what's marketing fluff Why slapping an LLM onto a product doesn't unlock transformational value How Copy.ai and Fullcast together create a true end-to-end GTM operating system What the new era of people-centric AI means for CROs, RevOps leaders, and CEOs Why bureaucracy is dying—and how AI is reshaping organizational design How marketing productivity jumped 3× with Copy.ai (without losing human creativity) The leadership decisions that make or break post-acquisition integration Why original human thought—not AI—is now the most valuable skill in the workplace And much more.  The overall message is that the future of GTM isn't automated. It's AI-native, people-centric, and operationally unified. Tune in to hear how these leaders are building it.

In this episode of the Go To Market Podcast, host Dr. Amy Cook, CMO at Fullcast, sits down with Warren Zenna, Founder and CEO of The CRO Collective, to explore one of the most misunderstood executive roles in modern business: the Chief Revenue Officer. Warren has spent years studying the CRO function across startups, scaleups, private equity rollups, and enterprise organizations. His conclusion? Most companies want a CRO… but very few actually understand what a CRO does, how the role differs from sales leadership, or how to build the organizational environment required for one to succeed. Together, Amy and Warren discuss: Why CROs are not "super VPs of Sales" How misalignment across sales, marketing, and customer success quietly destroys growth The shift from acquisition-focused revenue to retention, expansion, and advocacy How interest rates, market cycles, and the SaaS funding model reshaped the CRO role What aspiring CROs must learn before pursuing the title Why companies need a "CRO readiness" plan just as much as CROs need training How stage, size, and business model (PLG, SMB, enterprise, services) fundamentally change what a CRO should look like This is a must-listen for revenue leaders, founders, aspiring CROs, and anyone navigating the complexity of modern GTM leadership. Warren's insights on competencies, curiosity, business acumen, and organizational maturity will reshape how you think about revenue.  

"Stop talking about tools. Start talking about impact—revenue, conversion, and growth." — Roee Hartuv In this episode of Go-To-Market, host Amy Cook sits down with Roee Hartuv, a seasoned go-to-market strategist and senior pricing advisor at Willingness to Pay, to unpack how fast-changing market conditions—from COVID to AI—are reshaping the modern revenue engine. Roee shares his journey from engineer to sales leader to global advisor and reveals how system thinking can help businesses eliminate friction across marketing, sales, and customer success.  "Every handoff between marketing, sales, and success creates friction," Roee said. "It's time to treat the customer journey as one system, not a series of silos."  Together, they explore why RevOps is the only team that truly sees the entire customer journey and why it's time for RevOps professionals to stop talking about tools and start leading with strategy. You'll hear insights on: How market shifts from COVID to AI changed the playbook for GTM teams Why company silos between marketing, sales, and success are holding growth back The role of system thinking in creating seamless customer experiences Why RevOps should evolve from "report builders" to strategic growth leaders What it really takes to stay at the top of your game in a fast-moving market If you're a CRO, CMO, or RevOps leader looking to future-proof your go-to-market strategy, this conversation is a must-listen.      

What happens when a former Paris "tour guide" and SEO expert decides to reinvent how we think about content marketing in the age of AI? You get Nathan Thompson, Director of Marketing at Fullcast and core member of the newly acquired Copy.ai team, who believes the future belongs to those who stay human in an automated world.  In this episode, Nathan and Amy dive deep into: Why content marketing isn't "content marketing" anymore. It's just marketing. How to use AI as your research and structure partner (not your creative replacement). Why marketers who outsource thinking to AI are missing the point entirely. How to optimize content for LLMs like ChatGPT and Gemini (and why "thin" AI content will kill your brand authority). Practical workflows for human-in-the-loop creativity, where automation supports originality. Whether you're a marketer wondering how to adapt, or a RevOps leader thinking about how AI fits into your go-to-market strategy, this conversation will change the way you see content, creativity, and the future of marketing.

When every quarter feels like a reset button, who's really driving growth? Join Dr. Amy Cook and Jeremy Baras, Executive Senior Partner and Go-To-Market Practice Lead at TalentFoot, for a candid, insider conversation about the power players shaping the new GTM era — and the roles that might be going extinct. In this episode, Jeremy shares what he's hearing straight from the boardroom: Why AI isn't replacing RevOps (but bad strategy might) The rise of product-led growth and the hybrid GTM model Why finance-led growth is a trap — and where RevOps leaders should sit in the org The truth about "fuzzy math" and the future of efficient growth If you've ever wondered where your GTM career is headed or how the smartest companies are hiring, scaling, and surviving 2025's chaos, this episode will challenge your assumptions and fire up your strategy.    

What happens when a childhood hospital stay sparks a lifelong mission to improve healthcare? Meet Saul Marquez, founder and CEO of Outcomes Rocket, who went from the medical device field to building one of the most trusted healthcare marketing agencies today.  In this episode of Go-To-Market with Dr. Amy Cook, Saul opens up about his journey from humble Chicago beginnings to leading a San Diego-based company that helps healthcare brands solve real commercial problems with strategy, empathy, and data-driven storytelling. Amy and Saul discuss what's keeping healthcare leaders up at night: shrinking budgets, cybersecurity threats, and the rise of AI-powered marketing.  Together, they explore: How Generative Engine Optimization (GEO) is transforming the content landscape. Why open-access thought leadership is crucial to visibility. How sales and marketing alignment can significantly impact your go-to-market success. This episode is packed with insight, laughter, and honesty. Who knows? You may walk away rethinking how you market in the age of AI and maybe even checking your shower's water pressure with a little more gratitude.   

What happens when the speed of innovation outpaces society's ability to adapt? In this episode of Go To Market with Dr. Amy Cook, tech visionary Jason Lowe, AI consultant and host of AI Diatribe, joins Amy to unpack one of the most urgent questions of our time: how do we, as business leaders and human beings, keep up with AI's exponential acceleration?  From coding his first programs in high school to building an AI practice inside a global tech distributorship, Jason has lived through every era of digital transformation. Together, he and Amy explore the seismic shift AI is driving across industries—where both blue-collar and white-collar work are being redefined at once. Listen here!   

In this episode, Amy Cook sits down with Garth Fasano, President and Co-Founder of Raynmaker, to discuss how AI sales automation is reshaping the future of sales and service. Discover how Garth's journey from managing 8,000-agent call centers to building AI voice assistants for sales led to the creation of the Raynmaker platform, a tool that can answer calls, qualify leads, handle objections, schedule services, and take payments automatically. Listen to Garth describe the future of AI that is happening right now.  Why small businesses are adopting AI faster than enterprise How AI-powered voice agents are redefining customer engagement The psychology behind honest AI conversations What ethical sales automation looks like in 2025 If you're curious about how AI automation can supercharge your revenue team and free up your time with uncanny precision that delivers an unprecedented customer experience, this is the episode for you.

What does it really take to build and scale Revenue Operations? Beyond the buzzwords, the dashboards, and the endless "alignment" meetings, of course.  On this episode, Amy Cook goes straight to the source: Emme Thacher, VP of Revenue Operations at Beam Benefits.  Together, they dig into the messy, powerful, and often misunderstood role of RevOps in rewriting GTM strategy, fueling sales enablement, and tearing down the walls between sales, marketing, and customer success. Here's what you'll get: How RevOps strategy flips between transactional grind and strategic enterprise playbooks What RevOps looks like at Goldman Sachs vs. a scrappy startup—and why both are chaotic in their own ways Career hacks to escape grunt work and catapult yourself into leadership Why the best RevOps leaders don't just "oversee," they roll up their sleeves and get dirty How AI (and who you know) is rewriting the playbook for RevOps leaders everywhere If you're tired of surface-level "best practices" and want the unfiltered playbook for scaling revenue and building a killer RevOps career, you'll want to hit play. Listen in and see how Emme is leading (and redefining) RevOps.    

This week on Go To Market with Dr. Amy Cook, we sit down with Guy Rubin, one of the most influential voices in revenue operations today. As the founder of Ebsta, Guy reshaped how companies think about customer engagement with data-driven sales intelligence. Now, in his role as Managing Director of Insights at Fullcast, he's helping revenue leaders harness data, technology, and strategy to fuel sustainable growth. What makes this conversation unmissable? Guy has lived the full go-to-market journey—from building a startup to shaping strategy at one of today's most innovative GTM organizations. His perspective is rare, his insights are practical, and his track record speaks for itself. In this episode, you'll hear Guy's take on: The latest findings from the Go-To-Market Benchmark Report. This is a must-read for CROs and RevOps leaders worldwide. Why the performance gap in sales is widening and what top performers are doing differently. How AI can amplify human connection rather than replace it, and why that distinction matters now more than ever. Tune in now to hear how Guy Rubin is redefining what it takes to win in today's competitive landscape.  If you care about sales, revenue operations, or the future of go-to-market strategy, this episode is a masterclass you can't afford to miss.

In this episode, Dr. Amy Cook sits down with Gui Costin, founder of Dakota and author of The Dakota Way, to talk about what really drives sales in a world obsessed with technology. Here's what you'll learn: Why face-to-face connection will always beat AI The secret to cold emails that actually get answered How to scale teams without losing culture The career hack millennials and Gen Z can't ignore Why kindness—not niceness—creates high-performance teams From raising billions to hosting legendary "Dakota Cocktails" events, Gui's story is packed with hard truths, bold advice, and actionable tactics you can use today. Whether you're in sales, marketing, tech, or just curious about how AI collides with human connection, this episode will challenge how you think about building relationships. AI might open the door, but only you can walk through it. Tune in now!      

Automation, AI, and product-led growth—where's it all taking us? In this episode, Amy Cook sits down with Dave Boyce of Winning By Design to explore the evolution of automation, the rise of freemium and product-led growth, and how authenticity is reshaping the buyer journey. Dave shares his journey building and selling five SaaS companies, why empathy is the cornerstone of growth, and how companies can balance self-service with human connection. From switchboard operators of the past to prompt engineers of today, this conversation digs into the challenges and opportunities of the modern go-to-market model. This episode speaks to RevOps leaders, founders, and GTM strategists who want to anticipate change and build scalable, authentic growth. Listen now! 

If you want to know the temperature of real estate and cooperative housing in New York City? Ask Stuart Fish.  With more than 25 years of experience managing properties across the city, Stu has been at the center of one of the most important shifts in real estate history. In this episode of Go To Market with Dr. Amy Cook, Stu takes us inside the world of property management: The Rise of Co-Ops & Condos: How New York's rental-heavy landscape transformed into a culture of ownership. Managing Safety & Compliance: From hallways and rooftops to energy efficiency and evolving regulations, Stu reveals the day-to-day realities of keeping buildings safe, livable, and compliant. The Pet Factor: With nearly 70% of homeowners now owning pets, Stu shares stories from the front lines—everything from nine-cat apartments to elevator dog bites—and explains how technology like PetsVivo is helping buildings balance safety, liability, and responsible pet ownership. Beyond his professional expertise, Stu's passion for music, theater, and community involvement adds a human touch to the conversation, reminding us that real estate isn't just about property—it's about people, neighborhoods, and quality of life. Whether you're a property manager, a renter, or simply curious about how NYC real estate really works, this episode is packed with insights, stories, and practical takeaways.    

In the latest episode of Go To Market with Dr. Amy Cook, Kristen Sweeney, CEO, Every Little Word, shares how her background as a trained musical theater actor evolved into a thriving career in marketing and communications. What started as a freelance side gig soon became the economic engine of her professional life, which helped Kristen launch a business built on the power of expert-led content and thought leadership. In this episode of Go To Market with Dr. Amy Cook, Kristen offers a refreshing perspective on what thought leadership really means, how it differs from personal branding, why it requires more than just "posting on LinkedIn," and how companies can harness the expertise within their teams to create content that truly resonates.  From her early days juggling multiple jobs in New York City to building a team and scaling her agency, Kristen's journey is filled with lessons on consistency, focus, and the courage to bet on yourself. Whether you're an aspiring thought leader, a marketing strategist, or simply someone who wants to sharpen your message, Kristen's insights will inspire you to rethink your content approach and lead with substance.  Tune in to hear how Kristen is redefining expert-led storytelling and why sometimes the most unconventional paths lead to the most impactful work.    

On the latest episode of GoTo Market with Dr. Amy Cook, Craig Daly, CRO of Nectar, shares how his love for the unknown, innovation, and a commitment to authentic human connection have shaped a standout career in tech. From his early days at a then-50-person Qualtrics to leading strategic initiatives at Podium, Craig has been at the forefront of hypergrowth companies that blend cutting-edge technology with strong go-to-market execution. Now at Nectar, he's channeling that experience into building a well-funded, fast-growing, and customer-centric organization that thrives on creativity and forward-thinking strategy. From AI-driven forecasting and precision prospecting to innovative touches like robot-written handwritten notes, Craig's insights show that the most impactful sales conversations still happen between humans, but that smart use of AI can ensure those conversations are better informed, better targeted, and more valuable for everyone involved.  This episode is a must-listen for anyone looking to elevate their sales strategy in the age of AI.

After nearly 10 years in various RevOps leadership roles at LinkedIn, Rachel Krall recently transitioned into Strategic Finance, as AI and digital transformation redefine how business teams operate.  In this exclusive conversation with Go To Market with Dr. Amy Cook, Rachel shares what she's learned, where she sees the future of RevOps heading, and why being technically curious is now just as important as being process-savvy. Rachel Krall's journey from RevOps leader to finance strategist and AI explorer captures the kind of cross-functional thinking that modern organizations need to thrive. As companies grapple with how to harness AI, build more agile internal systems, and scale efficiently, RevOps is emerging as the glue that binds strategy, data, and execution.  Her insights remind us that the future isn't just about more innovative tools, it's about smarter collaboration between humans and machines, between departments, and between big ideas and everyday execution. Don't miss this fascinating conversation with one of RevOps brightest minds. 

What happens when a lifelong sales leader is suddenly handed the keys to Revenue Operations? Something amazing.    In this episode, Amy Cook sits down with Jim Sbarra, whose decades-long career in enterprise sales took an unexpected and yet transformative turn when he was asked to lead RevOps at Domo. What followed was five years of bridging gaps, breaking silos, and building a deep understanding between two worlds that often struggle to speak the same language. Jim shares what it was like to transition from "RevOps customer" to "RevOps supplier," how trust serves as the vehicle that fuels great partnerships, and why empathy is the secret ingredient in aligning sales and operations.  Whether you're a RevOps pro, a sales leader, or somewhere in between, this conversation offers fresh insights, candid discussion, and plenty of "aha" moments about what it takes to build genuine alignment and drive results.     

In this episode of Go To Market, Dr. Amy Cook sits down with Michelle Pietsch, the early-stage sales team architect and Co-Founder of Beacon GTM, to sort through the messy middle between product-market fit and scalable revenue.  With battle-tested experience scaling sales orgs at Datadog, Drift, and Dooly, Michelle shares tactical advice for founders, sales leaders, and marketers who are grappling with one key question: how do we grow—realistically? Michelle outlines the foundational pillars of go-to-market success, including data-backed planning, cross-functional alignment, and betting on the right sales plays, and explains why unrealistic growth expectations often stem from missing context, poor metrics tracking, or a lack of organizational accountability. Whether you're a founder preparing for your first funding round or a sales leader tasked with building a GTM motion from scratch, this episode is your playbook for turning potential into predictable performance. Listen now to discover how Michelle stays at the top of her game by pushing boundaries, taking on uncomfortable challenges, and bringing structure to chaos while empowering others to do the same.     

How do you land leadership roles at four unicorns, then and come out wiser, not just more polished? On this episode of Go to Market with Dr. Amy Cook, we're joined by Andy Mowat, a RevOps and Demand Gen powerhouse whose résumé reads like a startup investor's dream: Upwork, Box, Culture Amp, and Carta. Oh, and he's founded multiple companies—most recently, the data-first GTM platform, Whispered. Andy's story isn't your typical Silicon Valley rocket ride. From running a business in Eastern Europe for Credit Suisse to navigating the 2001 job market crash fresh out of Stanford, Andy learned early that the only way forward was to hustle, adapt, and say yes (even when it's messy). In this refreshingly honest conversation, Andy shares: Why his "scar tissue" made him a better leader How saying yes to unexpected roles unlocked huge growth His bold take on the future of RevOps and the death of the CRM as we know it How modern data tools are quietly revolutionizing GTM Why data fluency is the next big power skill for RevOps pros Andy's journey is a masterclass in grit, vision, and execution. Whether you're leading RevOps today or building your way there, his story is a powerful reminder: the future doesn't happen to us—it's built by people like Andy, one intentional move at a time. Tune in every week for a new engaging episode!

In this episode of Go-To-Market with Dr. Amy Cook, we sit down with Joe Nicholls, Revenue Operations leader, whose career journey is anything but traditional. From restaurant floors to customer support desks and ultimately into the strategic world of RevOps, Joe's story is a testament to adaptability, customer-first thinking, and a multitude of breakfast metaphors. What's on the menu? A fresh, home-grown discussion of what works, what doesn't, and why "best practices" sometimes need to be thrown out with the eggshells.  With a background in exercise science and an early career in hospitality, Joe explains how his diverse experience has given him a unique advantage in problem-solving and stakeholder alignment. Whether you're new to RevOps or a seasoned leader, Joe reminds us that the best RevOps professionals aren't necessarily the ones with the most traditional resumes. They're the ones who solve problems, listen deeply, and never stop adapting.  Whether you're new to RevOps or a seasoned leader, this episode will leave you thinking differently about how to structure your teams, choose the right tech stack, and cook up more effective go-to-market strategies (yes, there will be egg metaphors).    

Nick Soldano didn't follow the usual path into recruiting. Instead, he built his career the same way he once built winning baseball teams: by spotting potential, understanding team chemistry, and leaning into the art of connection. A former collegiate baseball coach turned recruiter, Nick has carved out a powerful niche in the high-growth, private equity-backed SaaS space. His early experience managing recruiting and coordination for college athletics laid the foundation for his unique approach: one that prioritizes cultural fit just as much as skill set. Now, as a recognized expert in revenue operations hiring, Nick helps companies define and scale strategic roles across sales, data, finance, and marketing operations. His five-point personality check, honest candidate assessments, and intuitive understanding of RevOps have made him a go-to resource for companies building modern go-to-market teams from the ground up. In this episode, Nick joins Dr. Amy Cook to talk about: His unexpected pivot from sports to SaaS recruiting Why RevOps hiring is more about personality and stage fit than a resume What the best candidates understand about data—and the business How startup experience shapes resilience and value Why recruiting still comes down to one thing: helping people succeed Tune in for a no-BS conversation about what it really takes to scale with the right people in the wild world of RevOps.      

What if success in Revenue Operations isn't just about hitting your numbers but changing the entire way your company thinks about them?  When spreadsheets and pipelines surround us, it's easy to forget the bigger picture: impact, strategy, and real operational transformation. But for Adam Cornwell, VP of Revenue Operations at Health Catalyst, data is the engine that powers more purpose-driven sales organizations.  In this episode of the Go-To-Market with Dr. Amy Cook podcast, Adam shares the behind-the-scenes story of how his team tackled a massive CRM overhaul not just by making changes but by measuring them. The result? A 40% improvement in sales rep satisfaction and a compelling case for data-driven decision-making inside the RevOps function itself. From revamping tech tools to navigating complex acquisitions, Adam opens up about the unique challenges and opportunities RevOps leaders face in healthcare today in a compelling conversation about purpose, strategy, and why revenue operations deserves a seat at the executive table. Don't miss this one!    

On this episode of Go To Market with Dr. Amy Cook, Amy sits down with Aditya Gautam, a leading voice in AI and machine learning whose work is fundamentally reshaping how businesses approach productivity, decision-making, and go-to-market execution. From machine learning roles at Google and Facebook to presenting at top-tier conferences like ICML and AAAI, Aditya brings a powerful combination of hands-on innovation and academic rigor. Together, he and Amy explore how AI agents—particularly multi-agent systems—are accelerating enterprise transformation and redefining the future of knowledge work. "In the next 3–5 years, industries like finance, healthcare, and marketing will be reshaped. AI agents will become co-pilots for every knowledge worker." — Aditya Gautam If you're an enterprise leader looking to navigate the AI wave with clarity and confidence, this is the episode for you. Listen now to hear how AI agents are already changing the game and how you can lead through it.

The path from sales rep to president isn't always a straight line. But for Brennan Petar of GoGuardian, every twist and turn was intentional.  In this episode of Go To Market with Dr. Amy Cook, Brennan shares how his frontline sales experience, bold leap into RevOps, and relentless focus on operational clarity laid the foundation for executive leadership. From quota-carrying rep to strategic architect of growth, Brennan's story is packed with practical insights for anyone aiming to scale their impact. You'll hear how he: Transformed his love of process into a career-defining move into RevOps Built systems that empowered go-to-market teams and won their trust Tackled funding barriers in education with policy-level thinking Uses self-awareness and smart hiring to lead beyond his comfort zone Whether you're an aspiring executive, a RevOps leader, or just someone who loves a great growth story, you don't want to miss this episode.    

In this episode of Go To Market with Dr. Amy Cook, we're celebrating a major moment for Fullcast: our acquisition of Commissionly and the launch of Fullcast Commissions — the newest addition to our Sales Performance Management platform. This marks a significant leap forward for revenue leaders everywhere, particularly in the often-overlooked realm of commission planning. Amy is joined by longtime friend and colleague Peter Shelton, Chief Revenue Officer at Fullcast. Pete has spent the last 20 years leading high-performing sales teams across both software and services, and he's one of the few leaders who truly understands the connection between comp strategy, sales motivation, and backend execution. During this interview, Amy and Pete cut right to the chase by exploring why commission planning is so complex, what most CROs get wrong, and how Fullcast Commissions—built on the foundation of our acquisition of Commissionly—is changing the game. If you're a CRO, RevOps leader, or anyone who's ever wrangled a messy comp plan — you won't want to miss this one.  

If you think RevOps is just about tech stacks and KPIs, think again. In the latest episode of Go To Market with Dr. Amy Cook, we sit down with Keith Lutz—chief information officer and trusted RevOps advisor—to explore why relationships, not just reporting, drive real revenue success. Keith brings a unique perspective to the table, showing how empathy, trust, and cross-functional collaboration are the hidden power tools of high-performing GTM teams. Keith's journey isn't your typical RevOps story. With experience that spans strategic planning and frontline execution, he's mastered the balance between process and people. In this episode, he shares how modern RevOps leaders must go beyond governance to become partners across the organization—aligning with teams, listening first, and enabling smarter decisions through shared ownership of strategy and tools. Tune in to hear why the future of RevOps is relationship-driven. Whether you're a sales leader, CIO, or RevOps professional, this episode will give you a fresh perspective on what it takes to align your go-to-market teams and move with real momentum.    

Behind every closed deal is a system, and Rob Stanger knows how to build it. In this episode, Rob joins Dr. Amy Cook to unpack what makes deals convert, why ICPs matter more than most teams realize, and how RevOps can help sales avoid costly funnel mistakes. You'll learn: What signals show a deal is healthy How to align reps with the right prospects Why chasing the wrong ICP can wreck your quarter What makes RevOps the real GTM command center Whether you're in sales, ops, or strategy, this episode delivers smart, actionable insight for high-growth teams. Hit play and level up your GTM game.