From Cold Calls to Customer-First GTM: Max Gartner’s Playbook to Scaling Revenue Artwork

B2B Go-To-Market Leaders

Behind the scenes with top go-to-market practitioners from the B2B tech industry to understand their mindset and tactics: how they define go-to-market, their journey to the top role, team size, top of mind challenges and goals. Learn how product, sales, marketing and customer success leaders create internal alignment, achieve desired outcomes and help their teams perceive their customer in a human way. Hosted by Vijay Damojipurapu. Presented by Stratyve

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B2B Go-To-Market Leaders

From Cold Calls to Customer-First GTM: Max Gartner’s Playbook to Scaling Revenue

August 27, 2025 • Vijay Damojipurapu • Episode 88

In this episode of the B2B Go-To-Market Leaders Podcast, Vijay sits down with Maximilian Gartner, Head of Go-To-Market at Brightwave, to explore how GTM leaders can balance sustainable growth with predictable revenue, while staying rooted in authentic, founder-led perspectives.

Max shares his journey from inside sales “boiler rooms” to leading GTM teams at high-growth companies, and how lessons from cold-calling, enterprise deal cycles, and sales leadership shaped his philosophy on customer-first GTM.

They dive deep into:

Why founder-led POVs are powerful in early stage, and how they must evolve as companies scale.
The critical difference between predictable and sustainable revenue, and why ignoring sustainability leads to churn.
Lessons from inside sales: why clarity and credibility in the first 10 seconds of a call are everything.
A Brightwave GTM pivot that front-loaded product experience, shortened feedback loops, and tripled adoption.
Why “knowing your customer” (KYC) at every level: user, manager, executive, is the ultimate GTM advantage.
How doubt and imposter syndrome can be reframed as signals of growth.

If you’re leading sales, marketing, CS, or product, or simply curious about how GTM leaders scale customer-first strategies, this episode is packed with tactical insights and leadership lessons.

Connect with Max Gartner on LinkedIn:

https://www.linkedin.com/in/maximiliangartner/

Connect with Vijay Damojipurapu on LinkedIn:

https://www.linkedin.com/in/vijdam/

Brought to you by: stratyve.com