False
        

                  SubscribeSign in
                  Home
                  Podcast
                  Sales
                  Marketing
                  Customer Success
                  Growth & Ops
                  Product
                  AI
                  Venture Capital
                  Startups
                  Career
                  Archive
                  Leaderboard
                  About

                                        How to Win at Paid Advertising in the AI Era | Keith Putnam-Delaney, Primer CEO

                                          Inside the new paid playbook, specifically for the AI era.
                                                LATEST
                                                ·
                                                45:43

                              Recent posts

                                View all
                                        How to Use Sales Comp as a GTM Lever | Siva Rajamani (Everstage CEO)
                                        He has seen 300+ sales comp plans and 90% make the same mistake.
                                        Jun 16 • GTMnow and Sophie Buonassisi
                                          57:22
                                        "We Don't Fund Good Companies" : A $1.5B VC Explains Why | Ben Lerer, Lerer Hippeau
                                        $1.5B in AUM, nine funds, and a contrarian thesis — Lerer Hippeau's Ben Lerer explains why backing good companies is a mistake.
                                        Jun 12
                                          55:46
                                        Anthropic and OpenAI are Hiring GTM Roles More Than Anything Else
                                        The companies building AI to replace your sales team are the ones hiring sales reps the fastest. Here's what OpenAI and Anthropic's hiring tells us.
                                        Jun 5 • GTMnow
                                              38
                                            1
                                            1
                              See all
                                      The GTMnow Newsletter (by GTMfund)
                                      GTMnow is a business and tech media company. Build, scale and invest with the best minds in tech. The media brand of VC firm, GTMfund - sharing the how and who behind company growth.
                                        Subscribe
                                      Recommendations
                                    View all 17
                                            The VC Corner
                                            Ruben Dominguez
                                            Bottom Up by David Sacks
                                            David Sacks
                                            RevOps Impact Newsletter
                                            Jeff Ignacio
                                            Prospecting from the Trenches
                                            Florin Tatulea
                                            Stack & Scale
                                            Brandon
                                            The Signal
                                            Brendan J Short
                                            GTM Council
                                            Andy Mowat
                                            RevOps Impact Newsletter
                                            Jeff Ignacio
                                            What's Hot 🔥 in Enterprise IT/VC
                                            Ed Sim

                        Sales

                          View all
                                    57:22
                                  How to Use Sales Comp as a GTM Lever | Siva Rajamani (Everstage CEO)
                                  He has seen 300+ sales comp plans and 90% make the same mistake.
                                  Jun 16 • GTMnow and Sophie Buonassisi
                                      GTM: Win trust before you win business (the GovTech playbook)
                                      8 years building in GovTech. Maleka Momand breaks down why trust is the moat, why professional services aren't a cost center, and what DOGE actually…
                                      Jun 4 • GTMnow and Sophie Buonassisi
                                            3
                                          4
                                          1
                                        31:09
                                      Lessons From Okta's CRO
                                      Part V in the series on lessons from the top 1% of GTM leaders in B2B software & AI.
                                      May 22 • GTMnow
                                            57
                                          1
                                      GTM: ⁠AI Will Make 90% of Executive Decisions Within 2 Years
                                      Inside Boomi CEO Steve Lucas’ prediction for the next 24 months of enterprise AI and why fragmented data will stall the revolution.
                                      May 6 • GTMnow and Sophie Buonassisi
                                            5
                                          3
                                        12:43
                                      GTM: What Flipped Okta from $850M in Losses to $760M Profit
                                      Okta's CRO reveals the 3 decisions that turned the ship around, and where they're betting next.
                                      Apr 29 • GTMnow and Sophie Buonassisi
                                            8
                                        40:18

                        AI

                          View all
                                  Anthropic and OpenAI are Hiring GTM Roles More Than Anything Else
                                  The companies building AI to replace your sales team are the ones hiring sales reps the fastest. Here's what OpenAI and Anthropic's hiring tells us.
                                  Jun 5 • GTMnow
                                          38
                                        1
                                        1
                                      Inside the Company that Raised $30M at a $250M Valuation With 0 Employees | Ben Cera, Polsia
                                      Polsia closed $30M at a $250M valuation - and the AI ran most of the fundraise itself, live on Twitter, on a public dashboard.
                                      Jun 1 • GTMnow and Sophie Buonassisi
                                            3
                                        50:44
                                      Websites in the Age of Agents | Webflow's CEO
                                      Everything you need to know on web experiences and AEO when visitors are both agents and humans, with Webflow's CEO, Linda Tong.
                                      May 20 • GTMnow and Sophie Buonassisi
                                            7
                                          3
                                        24:34
                                      MCPs: The GTM Unlock
                                      Everything you need to know on Model Context Protocol. Why MCP changes how AI gets work done and where to start.
                                      May 15 • GTMnow and Alex Shartsis
                                            67
                                          2
                                          1
                                      Inside Reevo's $80M Bet to Kill the $10B Frankenstein Stack
                                      David Zhu on AI-native revenue teams, institutional knowledge, and why legacy GTM orgs are vulnerable.
                                      May 14 • GTMnow and Sophie Buonassisi
                                            2
                                          1
                                        41:58

                        Venture Capital

                          View all
                                    55:46
                                  "We Don't Fund Good Companies" : A $1.5B VC Explains Why | Ben Lerer, Lerer Hippeau
                                  $1.5B in AUM, nine funds, and a contrarian thesis — Lerer Hippeau's Ben Lerer explains why backing good companies is a mistake.
                                  Jun 12
                                      The Distribution Era
                                      The iconic B2B software companies of the next decade will build distribution from day 0. The moat just moved, and we’ve entered the Distribution Era of…
                                      May 29 • GTMnow
                                            31
                                          2
                                          6
                                      VC: Tomasz Tunguz on AI's $575B Bet, the 5th-Largest Infrastructure Project Ever
                                      Data center spending is the 5th largest infrastructure project in history. Theory Ventures' Tomasz Tunguz breaks it down, and what it means for…
                                      May 27 • GTMnow and Sophie Buonassisi
                                            2
                                        34:58
                                      VC: The moat moved. It's not the product anymore
                                      Tyler Hogge helped engineer a $2.5B exit in four years. Here's what he's betting on now that AI levels the product playing field.
                                      May 13 • GTMnow and Sophie Buonassisi
                                            4
                                          1
                                        47:40
                                      VC: a16z’s $1.7B AI bet: what they see coming
                                      Jennifer Li on infrastructure, voice agents, and why speed is the new moat.
                                      Apr 28 • GTMnow and Sophie Buonassisi
                                            9
                                          1
                                        38:14

                        Marketing

                          View all
                                    45:43
                                  How to Win at Paid Advertising in the AI Era | Keith Putnam-Delaney, Primer CEO
                                  Inside the new paid playbook with Keith Putnam-Delaney, Primer CEO.
                                  Jun 18 • GTMnow and Sophie Buonassisi
                                          4
                                        1
                                        1
                                      Websites in the Age of Agents | Webflow's CEO
                                      Everything you need to know on web experiences and AEO when visitors are both agents and humans, with Webflow's CEO, Linda Tong.
                                      May 20 • GTMnow and Sophie Buonassisi
                                            7
                                          3
                                        24:34
                                      The 0 to 1 Guide to Paid Media
                                      Rex Gelb explains when to launch ads, what to test first, and how to turn paid media into a real pipeline engine.
                                      Apr 3 • GTMnow
                                            78
                                          2
                                      GTM 166: SEO → AEO: The Next Big Shift in How People Discover Your Product
                                      SEO is evolving into AEO. Guy Yalif, Chief Evangelist at Webflow explains how to win: organize around buyer questions, ship FAQs with schema, keep pages…
                                      Oct 7, 2025 • GTMnow and Sophie Buonassisi
                                            12
                                          6
                                        35:29
                                      GTM 165: Vibe prompting, AI fluency, and the new rules of go-to-market | Kieran Flanagan
                                      Listen now | Kieran Flanagan is the SVP of Marketing at HubSpot and Co-Host of Marketing Against the Grain.
                                      Sep 30, 2025 • Sophie Buonassisi and GTMnow
                                            17
                                          5
                                        48:52

                        Growth & Ops

                          View all
                                  Deconstructing Cursor's Growth Playbook: $4M to $2B ARR in 18 Months
                                  Part IV: Curor. The 7 growth levers, 3 acts, and the GTM decisions that rewrote the DevTools playbook.
                                  May 1 • GTMnow
                                          64
                                        3
                                        3
                                      The Growth OS Map: Winning in the Age of Channel Collapse
                                      The 8 loops and the 5-layer architecture needed to replace fragile funnels with a resilient GTM engine.
                                      Mar 13 • GTMnow and Stefan Bader
                                            68
                                          4
                                          5
                                      GTM: “Make good $h!t.” Figma’s CMO on brand in 2026
                                      Lessons from Dropbox, Figma, and building trust when AI makes content cheap.
                                      Mar 4 • GTMnow and Sophie Buonassisi
                                            7
                                          2
                                        30:42
                                      From 40% → 70% automated outbound (without losing the human)
                                      Nooks’ CEO explains strategy-first outbound, agent workspaces, and the 40% → 70% automation curve.
                                      Feb 25 • GTMnow and Sophie Buonassisi
                                            6
                                          2
                                        32:03
                                      How to Price Your Product: A Pricing Model Decision Tree
                                      Step-by-step framework for choosing seat-based, usage-based, outcome-based, or platform pricing. Real examples from Salesforce, Snowflake, and Intercom.
                                      Feb 20 • GTMnow
                                            59
                                          1
                                          9

                        Customer Success

                          View all
                                    41:57
                                  How Sophos scales customer success for 600,000 customers
                                  Teresa Anania on predictive customer success, AI-era threat response, and building CS as a revenue engine.
                                  Mar 25 • GTMnow and Sophie Buonassisi
                                          3
                                        1
                                        2
                                      The 7% Rule: Why AI Is Forcing CS Budgets to Shrink
                                      GitHub’s CS Leader on the New SaaS Endurance Model
                                      Jan 14 • GTMnow and Sophie Buonassisi
                                            4
                                        52:41
                                      GPT-5 for GTM teams: what changed and great prompts to use
                                      Hello and welcome to The GTMnow Newsletter by GTMnow - a weekly publication by VC firm, GTMfund.
                                      Aug 8, 2025 • GTMnow
                                            4
                                          1
                                          1
                                      Lessons from Canva’s CCO
                                      Part I: Lessons from the top 1% leaders in B2B SaaS.
                                      Aug 1, 2025 • GTMnow
                                            3
                                          4
                                      GTM 145: What Happens When a CRO Owns the Entire Customer Journey, How to Build a Unified GTM Engine | Marcy Campbell
                                      Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end…
                                      May 7, 2025 • Sophie Buonassisi
                                            1
                                        38:54

                        Product

                          View all
                                    48:19
                                  How Airbyte Hit $1B: The Open-Source, Community-First Playbook
                                  Listen now | Michel Tricot launched Airbyte in 2020 to fix one painful problem—moving data. In this episode, he shares how open source became Airbyte’s…
                                  Nov 5, 2025 • GTMnow and Sophie Buonassisi
                                          1
                                        7
                                      GTM 152: What’s Actually Working in GTM Right Now: Lessons from Centari, Atrix AI, & Gaiia
                                      Listen now (34 mins) | What’s actually working in go-to-market right now?
                                      Jun 24, 2025 • Sophie Buonassisi
                                            2
                                        33:39
                                      How to build the right thing (before you scale the wrong one)
                                      Lessons from the former CPO of Typeform and Calendly
                                      May 24, 2025 • Sophie Buonassisi
                                            2
                                          1
                                      GTM 147: RevOps Is a Hidden Growth Engine with Navin Persaud, VP of RevOps at 1Password
                                      Navin Persaud is the VP of Revenue Operations at 1Password, where he leads a 30+ person team supporting a GTM org of 450+.
                                      May 20, 2025 • Sophie Buonassisi
                                            2
                                        42:16
                                      GTM 144: How AI is Rewriting Product and GTM Playbooks | with Oji Udezue (CPO - Typeform, Calendly)
                                      The GTM Podcast is available on any major directory, including:
                                      Apr 29, 2025 • Sophie Buonassisi
                                            2
                                        58:30

                        Career

                          View all
                                  The Agent Operator: The New Emerging Role
                                  The role doesn't have a consistent title yet — but the work is the same everywhere. Here's why every GTM team needs an Agent Operator and how to hire…
                                  May 8 • GTMnow
                                          63
                                        4
                                        6
                                      26 Books to Read in 2026
                                      Reading recommendations from some of the top minds in tech.
                                      Dec 13, 2025 • GTMnow
                                            17
                                          3
                                      How to Get Hired Before the Role Is Posted
                                      Ever wonder how people land roles that aren’t even posted yet? Learn how to get hired by showing value early, building real relationships, and standing…
                                      Jun 20, 2025 • Sophie Buonassisi
                                            5
                                          2
                                          1
                                      GTM 150: 80% of Exec Roles Aren’t Posted, Here's How to Land Them Anyway with Andy Mowat
                                      Andy Mowat is the Co-Founder of Whispered, and is responsible for building incredible RevOps and GTM systems at unicorns like Upwork, Box, and Culture…
                                      Jun 11, 2025 • Sophie Buonassisi
                                            2
                                        48:22
                                      GTM 134: When to Hire Your First Sales Reps (And How to Get It Right) with Joe DiMento
                                      Listen now (57 mins) | Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures.
                                      Feb 18, 2025 • Scott Barker
                                        56:55
                                  Join 50,000+ founders and GTM leaders who read The GTMnow Newsletter.
                                Subscribe
            © 2026 Sophie Buonassisi · Privacy ∙ Terms ∙ Collection notice
            Start your SubstackGet the app
            Substack is the home for great culture