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 - Travis Brown: From Leadership Intent to Organisational Behaviour
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Episode 55 - Summer Cognoscenti Series - Travis Brown: From Leadership Intent to Organisational Behaviour
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.
Louis confesses to a new addiction: The Rest Is Football, with Gary Lineker, Micah Richards and Alan Shearer, which has had him up at both ends of the day throughout the World Cup. Simon, no football fan himself but equally swept up in the tournament, flags a tongue-in-cheek LinkedIn post he put together imagining fake commentary lines for every World Cup host city.
Continuing the governance thread picked up with Kevin Brown earlier in the Summer Cognoscenti Series, this episode turns to Travis Brown, CXO at Opiniion and co-author of the Revenue Operating Governance Working Paper, who explores how governance moves from principles a founder believes to routines and behaviours an entire organisation consistently follows. Here’s the TL;DL: This episode isn’t primarily about the seven revenue operating governance principles — it’s about the gap between knowing the right thing and getting an organisation to repeatedly do it. Where Kevin’s episode explored governance as internalised founder judgment, Travis explores how it becomes distributed organisational judgment.
Other mentions in this episode:
Revenue Operating Governance Working Paper
Winning By Design's Bow Tie model
The Five Dysfunctions of a Team by Patrick Lencioni
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