Ep. 144 - Why Your GTM Strategy Breaks Without Alignment

SaaS Backwards - Reverse Engineering SaaS Success

Guest: Isabelle Papoulias, Fractional GTM & Business Operations Executive

Pipeline isn't just a metric—it's a team sport.

But when marketing, sales and customer success work in silos, it creates a fractured buyer journey and practically guarantees you’ll miss opportunities.

So, who should be responsible for driving this cross-functional alignment?

In this episode, fractional GTM leader and business operations executive Isabelle Papoulias breaks down how SaaS companies can realign their go-to-market teams under unified leadership for faster growth and smarter execution.

Key insights you'll gain:

• How common goals and shared metrics across teams drive alignment
• The benefits of a CCO or CRO with a broad understanding of GTM strategies
• Advice for ditching “lead generation” as a success metric in the enterprise sale

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.
The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.
And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting

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Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.
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