What's Broken in GTM and How to Fix It
Exploring the key go-to-market challenges that SaaS organisations face and how to overcome them to ensure success.
What's Broken in GTM and How to Fix It
Summer Cognoscenti Interview: Andy Champion
Welcome to episode 21 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.
Simon has been moonlighting again and appearing on another podcast, none other than Rockstar CMO with Ian Truscott. Picking up on Simon’s recent LinkedIn post sharing some links about campaign design, set-up, and measurement, Ian was keen to learn more, not least about the beer he was drinking at the time of catching-up on the reading that inspired the post!
Returning to our own podcast and this week the Summer Cognoscenti Series guest is Andy Champion SVP and GM International at intent data provider 6Sense. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: Andy started his career in the Army and we explore how those foundational values from military service translate into effective leadership in today's fast moving, complex, SaaS environment.
Listen on as Andy shares a reflective and practical view of leadership shaped by his military background and extensive experience in B2B SaaS. Andy discusses servant leadership, trust, and psychological safety as foundational principles, advocating for leaders to facilitate rather than dominate. He goes on to highlight the importance of pattern recognition, collective decision-making, and developing future leaders through stretch opportunities. We are also treated to “Andy’s Three Cs” of curiosity, coachability, and commitment as key traits to look for when recruiting. Taken together, Andy’s insights offer a compelling blueprint for effective leadership in today’s evolving SaaS landscape.
Other mentions in this episode:
Jon Clarke, Data Partnerships Director at intent data platform 6Sense
Jon’s appearance on What's Broken in GTM and How to Fix It
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