In this episode of the G&T Sessions podcast, Andrew Turner speaks with Sangram Vajre about the evolution of go-to-market strategies, the importance of aligning marketing, sales, and customer success, and the role of net revenue retention in business success. They discuss the impact of AI on business operations, the significance of the Move framework, and the necessity of revenue operations in scaling companies. Sangram emphasises the need for clarity, alignment, and trust at the executive level and shares insights on how companies can adapt to the changing landscape of work and workflows.

Takeaways

- Go-to-market is a business problem, not just a marketing or sales issue.

- The CEO should own the go-to-market strategy.

- Net Revenue Retention (NRR) is crucial for business success.

- AI is transforming how businesses operate and interact with customers.

- Companies need to create their own operating systems for effective go-to-market strategies.

- Clarity, alignment, and trust at the executive level are essential for success.

- The Move framework helps companies identify where they can operate effectively.

- Revenue operations should be implemented earlier in the business lifecycle.

- Deep work and focused time are necessary for effective leadership.

- The future of work will rely on workflows and the integration of AI.

Chapters

00:00 Introduction and Context of Go-To-Market Evolution

02:53 The Importance of Customer Success and Retention

05:43 Defining Go-To-Market Ownership

08:27 The Role of Founders in Go-To-Market Strategy

11:26 Aligning Teams for Effective Go-To-Market Execution

14:13 The Impact of Net Revenue Retention

17:12 The Challenges of Pipeline Management

20:09 The Need for Clarity and Alignment in Leadership

22:53 The Future of Go-To-Market Strategies

24:38 Navigating Business Growth and Outliers

27:01 The Importance of Security in AI

30:40 Prioritising the MOVE Framework for Limited Resources

33:55 Integrating Revenue Operations into Business Strategy

37:39 Evolving Go-to-Market Strategies

39:44 The Future of Work and Business Operations

46:25 Key Moves Companies Should Make for Success

Sangram's Linkedin profile

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

GTM Partners Website

https://www.gtmpartners.com

Enjoy 😉

In this conversation, Devon Krantz discusses her journey in the Web3 space, the evolution of blockchain technology, and the increasing institutional adoption of these innovations. She emphasises the importance of privacy in blockchain, the role of community building and education, and the mission of Linum Labs in developing new technologies. Devon also shares her experiences as a founder, the challenges she faced, and the lessons learned in transitioning leadership within her company. The discussion highlights the significance of curiosity, adaptability, and the future potential of Web3 in promoting financial inclusion and democratisation of access.

Takeaways

- Web3 has gained significant traction and is now recognised as a legitimate industry.

- Institutional adoption is on the rise, with major players entering the space.

- Privacy is becoming a critical component of blockchain technology.

- Community building and education are essential for the growth of Web3.

- Linum Labs is focused on developing innovative solutions in the blockchain space.

- Financial inclusion is a key benefit of Web3 technologies.

- The journey of a founder involves both euphoria and terror.

- Transitioning leadership can empower innovation and growth within a company.

- Curiosity and adaptability are vital traits for success in the tech industry.

- The future of Web3 holds immense potential for democratising access to financial services.

Chapters

00:00 Introduction and Background

02:43 The Evolution of Web3 and Institutional Adoption

05:35 The Role of Privacy in Blockchain

08:21 Community Building and Education in Web3

11:20 Linum Audit Labs and Product Development

13:57 Future Trends and Predictions in Web3

28:17 Navigating the Journey of a Founder

32:13 The Transition of Leadership

36:13 Innovating While Managing

41:20 The Future of Education in Web3

46:41 The Evolution of Financial Acumen

Links

Devon's Linkedin

https://www.linkedin.com/in/devon-krantz-642b9495/

Linum Labs

https://www.linumlabs.com/

In this engaging conversation, Andrew Turner interviews Benjamin Felt, the Founder and CEO of Strain Vaults, following his recent victory at the Cornwall Slush'D 2025 pitch competition. They discuss Benjamin's journey as a startup founder, the challenges he faced while pitching, and the innovative solutions his company offers in the microbial marketplace. The conversation also touches on the importance of feedback, the role of mentorship, and Benjamin's future plans for Strain Vaults as he navigates the startup landscape.

Takeaways

- Benjamin Felt won the SLUSHD pitch competition.

- Strain Vaults aims to revolutionize the microbial marketplace.

- Pitching can be a daunting experience for new founders.

- Feedback from peers can significantly improve presentations.

- Imposter syndrome is common among startup founders.

- The importance of storytelling in pitching.

- Building a strong network is crucial for startup success.

- Mentorship plays a vital role in navigating challenges.

- Future plans include attending major startup conferences.

- Strain Vaults is focused on driving innovation in biotech.

Chapters

00:00 Introduction and Background

02:59 The SLUSHD Experience

05:57 Understanding Strain Vaults

08:55 Pitching Challenges and Success

11:49 Feedback and Improvement

14:48 Future Plans and Opportunities

Links

https://www.strainvaults.com

https://www.linkedin.com/in/benjamin-felt-63a32a243/

In this episode of The G&T Sessions, Andrew Turner and Brian Mort discuss the evolution of technology and sales, the challenges of scaling startups, and the importance of training and expertise in the industry. They explore the widespread adoption of AI and automation, the complexities of go-to-market strategies, and the impact of capital on sales dynamics. The conversation highlights the art of selling, the role of founders, and the skills needed for the future workforce, emphasising the need for continuous learning and adaptation in a rapidly changing environment.

Takeaways

- The importance of understanding customer needs in sales.

- Training and expertise are crucial for success in technology sales.

- Scaling startups presents unique challenges that require strategic planning.

- AI adoption is widespread, but many companies struggle with ROI.

- Automation is evolving, and companies must adapt to new technologies.

- Hyper-growth requires careful talent acquisition and management.

- Sales skills are still relevant but need to adapt to modern challenges.

- Founders play a critical role in shaping sales strategies.

- Navigating complexity in go-to-market strategies is essential for success.

- The future workforce will require continuous learning and adaptation.

Chapters

00:00 Introduction and Early Memories

02:56 The Evolution of SAP and Its Culture

06:10 Sales Training and Talent Development

08:52 The Shift to AI and Automation

11:55 Challenges in AI Adoption and ROI

14:53 Navigating the Future of Business Processes

18:01 Hyper Growth and Organizational Challenges

21:02 The Role of Data and Decision Making

24:01 The Importance of Understanding Customer Needs

35:19 Navigating Supply Chain Challenges

39:00 Understanding Customer Needs

40:26 The Journey of Founders and Sales

43:45 Building a Resilient Workforce

46:50 The Future of Technology and Startups

50:36 Evolving Sales Skills in a Digital Age

01:02:06 The Art of Selling in Modern Times

01:07:02 Navigating Growth Pressures in Business

Brian Mort, is a global AI & Automation executive, with over 25 years in technology leadership, and service sectors. His career spans startups through to IPOs (EXTN), & P/E exits (most notably JDAS, Smartfocus, PRSM). Raising over $500m growth capital, (Deutsche, Kleiner, Hummer, Accel, G&H), acquiring global vendors in buy/build (i2- $400m, TTY- £89m), in both risk and p/equity capital, and executing over $4bn in exit valuations. (highlighting JDAS, $1.9bn, PRSM $1.6bn) Consistently driving hyper-growth, building high performance teams.

Brian's strategic prowess in go-to-market (GTM) strategies, and global performance execution, has been honed through executive roles at industry giants such as Oracle, SAP, Deloitte JDA (now Blue Yonder), and Blue Prism Plc.

His expertise encompasses a wide range of industries, including financial services, healthcare, telco, retail, Hi-Tech F&B, in data, analytics, CX, and RPA automation, making him adept at navigating complex product & market landscapes. Working alongside the World’s leading alliance and GSI partners at C-Level, executing large ticket solutions to Fortune500 corporations.

Brian has always been a culture builder, with customer & people leadership at the core, his innovative, dynamic approach make him an invaluable asset in propelling organisations to new heights for investors, shareholders, clients & employees

Today, Brian is Co-founder of Mission Intelligence, to enable pre-post deal in event strategy GTM and growth services to PE and tech vendors. In addition, he is GTM Board advisor, Redsand.ai, an AI Compute platform for LLM and inference bandwidth scaling up globally through distribution partners

Links

www.missionintelligence.ai

https://www.linkedin.com/in/brian-mort-4b3b105/

In this episode of the G&T Sessions, Andrew Turner speaks with Bobbi and Michael Stattelman, co-founders of Falcons AI, an innovative company specialising in NSFW image detection technology. The conversation explores their unique dynamic as a couple running a startup, the impressive growth of their AI model, and their commitment to the UAE tech scene despite relocating their headquarters to the US. They also discuss the challenges and joys of balancing family life with their entrepreneurial journey, highlighting the impact of parenthood on their professional lives.

Bobbi and Michael share their experiences in entrepreneurship, the challenges of navigating business operations, and the impact of technology on society. They discuss their personal journeys, including the peaks and valleys of their professional lives, and reflect on the future of AI and its implications. The Stattelmans emphasise the importance of commitment to their mission and the need for truth in a world filled with misinformation.

Chapters

00:00 Introduction to Falcons AI and Its Founders

04:56 The Dynamics of Working Together as a Couple

10:37 Falcons AI's NSFW Image Detection Model

15:20 The Journey of Adoption and Growth

21:33 Global Presence and Commitment to the UAE

25:22 Balancing Family Life and Business

28:11 The Impact of Parenthood on Professional Life

28:40 The Power of Youth and Technology

30:00 Navigating Challenges in Business Operations

33:58 Peaks and Valleys: Personal & Professional Journeys

42:00 Future Aspirations and Big Problems

49:47 The Role of AI in Society and Business

55:59 Reflections on Intelligence and Impact

Bobbi Stattelman, CEO

Bobbi is a highly accomplished technology leader with a strong track record of driving innovation and delivering impactful solutions across diverse industries. Bobbi has a proven ability to launch products, manage digital transformations, and build strategic partnerships. Her expertise extends to the financial sector, where she has led large and diverse teams for a number of leading US financial services firms. Bobbi holds an MBA from HEC-Paris (Top 10 B School Globally) with a specialisation in Entrepreneurship and a B.S. in Business - Accounting from Purdue University (Top 50 Undergrad Globally). Her skill set encompasses product vision and strategy, AI, data analysis, and IT leadership. Bobbi's career is marked by her ability to drive growth, build strategic partnerships, and execute complex projects, making her a valuable asset.

Michael Stattelman, CTO

Michael J. Stattelman is a technology executive with over 15 years of experience in building and managing global technical teams, from SMEs to large multinational enterprises. He has a proven track record of delivering innovative solutions across various industries. Experienced in leading cutting-edge technology projects from concept to implementation, Michael excels at developing strategic solutions to enhance business activities, improve productivity, reduce costs, and strengthen security. His expertise spans IT strategy, program and product management, vendor management, business process improvement, enterprise architecture, and cross-functional team leadership. He holds an MS in Information Systems and a BS in Management of Information Systems.

Bobbi's LinkedIn: https://www.linkedin.com/in/bobbistattelman/

Michael's LinkedIn: https://www.linkedin.com/in/mikestattlelman/

Website: https://falcons.ai

LinkedIn:https://www.linkedin.com/company/falcons-ai/

YouTube: https://www.youtube.com/@falconsai

In this engaging conversation, Andrew Turner and Becky Hall explore the themes of personal growth, the concept of 'enough', and the evolving perspectives on work and life across generations.

They discuss the impact of influential figures on their thinking, the importance of work-life balance, and the metaphor of the hungry caterpillar to illustrate transformation. The dialogue also touches on the challenges of burnout in corporate environments and the rise of digital nomadism as a new way of living and working.

In this conversation, Becky and Andrew explore the evolving perspectives on work, particularly in relation to Gen Z's approach to work-life balance, the importance of emotional intelligence in leadership, and the significance of understanding one's purpose and legacy. They discuss the challenges of maintaining a healthy organisational culture while navigating the demands of modern work life, and how mindset plays a crucial role in personal and professional development. The discussion also touches on the neuroscience behind emotions and leadership, emphasising the need for leaders to manage their emotional states effectively.

Andrew and Becky explore the importance of boundaries, prioritisation, and the concept of 'enough' in both personal and professional contexts. They discuss practical tools like the 'stop doing list' and the 'no journal' to help individuals and teams focus on what truly matters. The dialogue also delves into the significance of building a supportive team and the psychological aspects of leadership. Additionally, they introduce innovative concepts such as 'donut thinking' and 'cathedral thinking' to encourage long-term vision and legacy planning.

Great episode and hope you enjoy ;)

About Becky Hall

Becky is an experienced systemic coach (EMCC master practitioner) writer, keynote speaker and facilitator and has worked with hundreds of senior leaders and executive teams across all sectors for over twenty years supporting them to thrive. She believes that it is possible for all leaders, teams and organisations to be successful AND healthy. That we can look after ourselves, each other and the planet AND be successful. She loves walking alongside leaders and teams as they explore how to do just that. Her best-selling book ‘The Art of Enough; How to Build a Balanced Life and a Flourishing World’ was published in 2021.

Website : https://www.presence.uk.net

IG: @beckyhallartofenough

Linkedin: @beckyhall

Substack: @beckyhalltheartofenough

Chapters

00:00 Introduction and Personal Reflections

03:00 The Concept of Enough and Personal Growth

05:55 Meeting Influential Figures and Their Impact

08:59 Rethinking Success and Happiness

11:57 Generational Perspectives on Work and Life

14:57 The Hungry Caterpillar Analogy

17:59 Transformation and Personal Development

20:56 Navigating Work-Life Balance

24:02 The Future of Work and Digital Nomadism

25:54 Generational Perspectives on Work and Success

29:07 The Balance Between Work and Life

32:50 Mindsets: Fixed vs. Growth

35:44 Emotional Intelligence in Leadership

41:05 Legacy and Purpose: The Alfred Nobel Story

50:39 The Power of Saying No

54:08 Prioritisation Challenges in Teams

56:49 Building Your Enough Resource Team

01:00:00 The Concept of Donut Thinking

01:07:11 Cathedral Thinking and Long-Term Legacy