This podcast interview focuses on the entrepreneurial journey to take GTM efficiency to the next level for enterprise SaaS companies. My guest is Josh Ellars, CEO of OpenGTM.

Josh has over 15 years of experience leading successful go-to-market (GTM) functions at high-growth SaaS companies like Metalogix, Qualtrics, and OpenGov. This extensive background gives him unique insights into scaling SaaS businesses.

In 2021, he founded Patri, which was rebranded OpenGTM in 2023. OpenGTM is a platform to create content buyers love, capture high-intent leads, and uncover the truth behind your buyers and pipeline.

Its mission: to unite sales, marketing, customer success, and product around the attributes of highly-retained customers in order to boost revenue and retention.

And this inspired me, and hence I invited Josh to my podcast. We explore what's broken in today's world of Go-to-Market (GTM). Josh shares his wealth of experience in scaling SaaS businesses. He emphasizes the importance of the "sell, design, build" methodology, where market demand pulls product development. He also explains, how their approach helps companies cut through the noise of the crowded go-to-market tech landscape. And last but not least he shares some big lessons learned on differentiation and growing efficiently.

Here's one of his quotes:

Too often in Go To Market and in company building in general, we're driven by product market fit. And that's wonderful. But a big portion of that is really identifying: Is there security and regulatory fit? Is there a financial fit? Can we get some sort of return out of this investment we're making in this customer? And I absolutely saw that I had to learn the hard way and lose some very large deals. That got me thinking that I think there's a better way to to vet these opportunities.

During this interview, you will learn four things:

1. What B2B SaaS companies should look for beyond product-market fit to grow more efficiently. 2. What framework they use to drive their product strategy to build remarkable products. 3. How they avoid getting caught up in tech-stack rationalization. 4. How to expand market scope gradually while maintaining a narrow focus on the ideal buyer profile.

For more information about the guest from this week:

Josh Ellars • Website: OpenGTM