The GTMnow Newsletter (by GTMfund) | Substack

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

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45:43

Recent posts

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

The GTMnow Newsletter (by GTMfund)

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.

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Sales

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

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

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

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

40:18

AI

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

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

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

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

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

41:58

Venture Capital

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

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

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

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

38:14

Marketing

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

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

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

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

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

48:52

Growth & Ops

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

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

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

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

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

Customer Success

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

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

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

Lessons from Canva’s CCO

Part I: Lessons from the top 1% leaders in B2B SaaS.

Aug 1, 2025 • GTMnow

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

38:54

Product

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

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

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

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

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

58:30

Career

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

26 Books to Read in 2026

Reading recommendations from some of the top minds in tech.

Dec 13, 2025 • GTMnow

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

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

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

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