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The GTMnow Podcast

The GTMnow Podcast

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The GTMnow Podcast interviews well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Sophie Buonassisi to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down.

This podcast is produced by GTMnow, the media brand of GTMfund - sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of the best go-to-market executives. GTMfund is an early-stage VC fund focused on investing in the most exciting, up-and-coming B2B SaaS companies across the world. The LP network consists of VP and C-level Sales, Marketing, and Customer Success leaders from companies like DocuSign, Salesforce, LinkedIn, Snowflake, Okta, Zoom, and many more.

Visit gtmnow.com for more details and to sign up for our newsletter and other content resources.

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Episodios
  • VC: Investing at Inception in the Age of AI Agents | Ed Sim (Founder & GP, Boldstart)

    VC: Investing at Inception in the Age of AI Agents | Ed Sim (Founder & GP, Boldstart)
    Apr 1 2026
    Ed Sim has been a VC for 30 years. He's backed companies like Clay, Front, BigID, and Snyk. He writes What's Hot in Enterprise IT every single Saturday, 489 weeks in a row. And right now, he says this is the most exciting and terrifying moment he's ever seen in his career.In this episode, Max and Ed break down what's actually happening inside startups and boards right now, why the old playbooks are dead, and what separates the companies that will survive this AI shift from the ones quietly getting killed by it.Discussed in this episodeWhy engineering is no longer your bottleneck (and what is)The 5 P's Ed uses to evaluate every inception-stage investmentThe autonomous enterprise thesis and what it means for how companies are builtWhy AI-native leadership is now a survival reqxtuirement, not a nice to haveThe full Clay story: $600K to $100M ARR, how they stayed lean, and what actually unlocked growthThe 3 CH's framework for being a great board partner to foundersWhy the best founders today are inside the AI jet stream, not chasing itWhat every board meeting sounds like right nowEpisode highlights0:00 Intro & 1:05 Episode Preview: Ed Sim & Key Takeaways3:10 The Jet Stream Analogy: Two Types of Companies5:43 How GTM Operators Should Evaluate Companies Like Angel Investors7:20 The Collapsing of Moats & AI-Native Business Opportunities10:00 Rebuilding Industries vs. Selling Software to Them15:00 Why Old GTM Playbooks Are Dead17:46 Ed Sim's Background: From Cutco to 30 Years in VC21:43 The Five P's of Inception Investing23:04 How to Evaluate Potential & TAM in a Fast-Changing Market25:40 Staying Ahead of the Jet Stream as a Founder26:32 The Autonomous Enterprise Thesis28:44 Agent of the Week: How Companies Should Adopt AI Agents29:10 How Agents Are Changing Engineering Bottlenecks31:15 What Incumbents Must Do to Survive the AI Wave32:53 Intercom, Snowflake & How Legacy Companies Are Adapting36:43 The Clay Story: How They Found Their Footing38:33 The Three C's of Working With Founders (Cheer, Challenge, Chill)40:07 Clay's Growth Trajectory: $600K to $100M+ ARR41:10 Clay's Agency GTM Model & Community Moat43:50 Ed's Fund Model: $500K to $15M Checks at Inception46:57 What's Hot in Enterprise IT & Venture Right Now48:03 Closing RemarksKey takeaways1. Engineering is no longer your bottleneck. Your people are. Code is shipping faster than your sales, marketing, and customers can absorb it. The constraint has flipped completely and most companies haven't noticed yet.2. Painkillers beat vitamins every time. The only startups worth backing at inception are solving a hair-on-fire problem someone desperately needs fixed, not a nice-to-have they can live without.3. The 3 CH's of being a great board partner. Know when to Cheer (when founders are getting beaten up), when to Challenge (when they feel invincible), and when to Chill (when they just need breathing room to figure it out). Elliot used all three with Clay to perfection.4. If your CEO came from sales, you are in trouble. Surviving this AI shift requires product-driven, agent-native leadership at the top. The companies that adapted, Snowflake, Intercom, Atlassian, all changed leadership first.5. The best founders are inside the AI jet stream, not chasing it. The question Ed asks every founder today: are you struggling to keep up, or are you the one constantly shipping and adapting faster than anyone can copy you?Thank you to our sponsorConnect with Ed: https://x.com/edsim / edsim Connect with Max: https://x.com/hackitmax / maxaltschuler Connect with Paul:https://x.com/PaulGTM / paulsirving GTM Now is the media extension of GTM Fund, a venture capital firm investing in early-stage B2B companies. Every episode features the operators, investors, and founders defining what modern go-to-market looks like.GTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/
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    50 m
  • How Sophos Scales Customer Success for 600,000 Customers in a 24/7 Cyber Threat Environment, with Teresa Anania, SVP of Customer Experience

    How Sophos Scales Customer Success for 600,000 Customers in a 24/7 Cyber Threat Environment, with Teresa Anania, SVP of Customer Experience
    Mar 24 2026
    This episode was recorded prior to Teresa Anania’s move to Chief Customer Officer at Verint. At the time of recording, she was SVP of Customer Experience at Sophos.Teresa Anania (CCO at Verint, formerly CCO at Sophos) joins GTMnow to share how she's built customer success into a true revenue engine at a company serving 600,000 customers across over $1 billion in annual revenue, and why the old reactive, relationship-based CS model is no longer cutting it.At Sophos, the threat landscape is compounding fast. AI is accelerating the speed and sophistication of attacks, which means response times, customer journeys, and success motions all have to evolve in lockstep in order to keep up. Teresa has spent her career at companies like Zendesk, Autodesk, and ON24 building the operational frameworks that make that possible at scale.Mentioned Resources: Cleverbridge: Merchant of Record for Software & SaaS​Guest links: Teresa Anania - LinkedIn: https://www.linkedin.com/in/teresa-anania/Sophos - LinkedIn: https://www.linkedin.com/company/sophos/Sophos - Website: https://www.sophos.com/Host links:Sophie Buonassisi - LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/Sophie Buonassisi - X (Twitter): https://x.com/sophiebuonaNewsletter: https://thegtmnewsletter.substack.comSponsors: - HockeyStack - the AI platform that unifies GTM data to help teams convert, expand, and scale. Learn more at https://www.hockeystack.com/- Nooks - the AI workspace for outbound teams, where AI agents handle prospecting, research, and sequencing so reps can focus on conversations. Learn more at https://www.nooks.ai/- Cleverbridge – the digital commerce platform helping enterprises optimize post-sale revenue through renewals, winbacks, and add-ons with buyer-friendly purchasing experiences. Learn more at https://grow.cleverbridge.com/lp/digital-commerceTranscript available under the episode here: https://gtmnow.com/tag/podcast/Subscribe to GTMnow for the latest episodes! https://gtmnow.com/Highlights:00:00 – Sophos at a glance: 600K customers, $1B+ in revenue, and why cybersecurity keeps growing when everything else slows down01:51 – AI vs. AI: how threat actors are using the same tools Sophos is building against03:02 – The 2026 Active Adversary Report: why attackers are logging in, not breaking in04:20 – Attackers move in 3-4 hours and how Sophos structures CS to respond before the customer even knows there's a problem06:05 – Connecting CS activity directly to retention and expansion: the attribution model08:45 – Advice for early-stage companies that want this kind of rigor but don't have perfect data yet10:06 – Automation as a scale lever: crawl, walk, run and why you should start at the end of the renewal cycle13:43 – The future of go-to-market: self-serve from first touch through win-back, powered by AI18:20 – "The customer should never feel your org chart": building a digital journey that meets people where they are20:39 – Going from legacy manual to digital without blowing up the business22:00 – Dynamic segmentation: why hard lines on ACV are the wrong way to assign CS coverage26:02 – The two-by-two that actually matters: risk, spend, and growth potential32:08 – The humble confidence hire: why Teresa looks for this specific combination across her entire org34:15 – The 5-to-1 scorecard and what Teresa has learned about earning customer trust over time36:14 – Inner and outer feedback loops: how Sophos turns NPS data into cross-functional action38:11 – Why retention has to be an all-company meeting, not a CS slideFor inquiries about sponsoring the podcast, email gtmnow@gtmfund.comGTMnow is a media brand brought to you by VC firm, GTMfund: https://gtmfund.com/
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    42 m
  • Bonus Episode: GTMfund Hires a New Partner!

    Bonus Episode: GTMfund Hires a New Partner!
    Mar 23 2026
    Jason Demont just joined GTMfund as Partner, Head of Networks after 6 years at Foundation Capital where he reviewed over 1,000 emerging manager funds and invested in 100+.In this episode, Max (GP), Paul (GP), and Jason break down what separates the VC firms that survive from the ones that quietly die, why the best founders today are skipping mega funds at pre-seed, and what LPs are excited in about emerging managers.What we cover:The real reason raising from mega funds at pre-seed can backfireWhy less than 10% of VC firms ever make it to Fund 3What makes an emerging manager fundable (sourcing, founder support, durability)The media flywheel that gives certain funds an unfair advantageHow LPs should think about mega funds vs. emerging platforms (the barbell approach)Why founders are the ones now choosing their investors, not the other way aroundConnect with Jason: / jasondemant Connect with Max: / maxaltschuler Connect with Paul: / paulsirving GTMnow is the media extension of GTMfund, a venture capital firm investing in early-stage B2B companies. Every episode features operators, investors, and founders on the front lines of go-to-market.Timestamps:0:00 Intro1:54 Jason's Background at Foundation Capital3:07 Why Jason Chose GTMfund4:35 How Media Has Evolved in the VC Ecosystem6:20 What Separates Winning Emerging Managers from the Rest8:28 GTM Fund's Flywheel: Fund, Community & Media10:41 Building a VC Firm Is Like Building a Startup12:31 Emerging Managers vs. Mega Funds (a16z, Lightspeed)14:01 Why Top Founders Are Picking Emerging Managers for Early Rounds16:36 The LP Perspective: Emerging Managers vs. Platform Funds18:39 The Barbell Strategy for LP Portfolio Construction19:14 Early Stage vs. Growth Stage: Risk, Return & Why Early Stage Wins20:18 Closing Thoughts & Welcome to the TeamVisit us and subscribe: https://gtmnow.comFollow us on LinkedIn: / gtmnow Follow us on X (Twitter): https://x.com/GTMnow_Follow us on YouTube: / @gtm_now Follow us on TikTok: / gtmnow_ Follow us on Instagram: / gtmnow_ Sign up for the Newsletter: https://thegtmnewsletter.substack.com
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    22 m
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