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 Series - Kevin Brown: Governance and Building Operating Discipline
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Episode 53 - Kevin Brown - Governance and Building the Operating Discipline Before Scale
Welcome to 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.
This episode continues our Summer Cognoscenti Series, with Kevin Brown, CEO and co-founder at SMVue, joining the conversation. Here’s the TL;DL: Governance isn’t bureaucracy, and it isn’t something you bolt on after scale — it’s the discipline of making trade-offs conscious before they become accidental strategy. For founders, that means how you avoid turning short-term survival decisions into long-term operating drift.
Other mentions in this episode:
Revenue Operating Governance working paper, co-authored by Louis Fernandes, Kevin Brown and Travis Brown.
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