GTM Live
GTM Live is a new evolution of Revenue Vitals by Chris Walker, now hosted by Carolyn Dilks & Trevor Gibson, Co-Founders of Passetto — a part tech, part advisory GTM agency for high-performing B2B SaaS companies. This weekly live show is built for CEOs, CFOs & Revenue Leaders who know the current way GTM is executed & measured is broken, and are ready for something better. We cut through the noise & ditch outdated playbooks. No fluff. No vanity metrics. Just honest, modern conversations about how to track & optimize GTM for what actually matters: unit economics, efficiency & long-term growth.
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Why Sales + Marketing Credit Wars Are a Scorecard Problem (Not a People Problem) — with Matt Green
<p>🎟️ Join our Live Workshop on Feb 11: The KPIs every marketing team needs to measure to understand their real influence on pipeline. </p><p>Save your seat here. Replay included. </p><p>In this episode of GTM Live, Amber sits down with Matt Green, Co-Founder and CRO of Sales Assembly, to talk about what’s actually working in GTM right now, and why so many teams are stuck debating the wrong things.</p><p>They start with the real root cause of credit wars: marketing and sales are fighting because they’re measured on competing scorecards. Matt makes the case for a sim...
Q&A: Your Biggest GTM Questions Answered (Attribution, Executive Buy-In, Change Management & More)
<p>You asked, we're answering. In this listener Q&A episode, Amber and Carolyn tackle the hard questions GTM leaders are wrestling with behind closed doors…from broken attribution models to navigating organizational resistance when you're trying to drive real change.</p><p>In this episode:</p>Real talk on entrepreneurship: the wins, the loneliness, and knowing when to walk awayNavigating organizational resistance when you're championing changeWhy being in the top 5% of GTM leaders means accepting you're always pushing uphillWhy first-touch and last-touch attribution keep haunting you (and how to finally escape)How to get executive buy-in when everyone's comfortable wi...
The 5 Stages of Revenue Transformation – Stage 4: Architecting Transformation
<p>Most marketing and revenue leaders know their data model is flawed. The elite ones actually architect something new. This is how.</p><p>This episode is part of a 5-part series exploring the journey B2B revenue leaders take from reactive chaos to finally understanding, measuring, and transforming their entire Revenue Factory. Each stage represents a critical inflection point and the exact moments that separate leaders who consistently hit targets and drive real, provable results.</p><p>This episode explores Stage 4: Architecting Transformation—where you shift from recognizing what's broken to designing what comes next. This is where transformation mo...
How a $25M SaaS Company Discovered a $3.5M Blind Spot in its Revenue Engine
<p>In this episode, Carolyn and Amber break down a real-world case study of a $25M ARR enterprise SaaS company in a highly regulated industry that came to Passetto with strong teams, active demand, and declining win rates...but no reliable way to explain the genetic makeup of their deals or prove how marketing influenced revenue.</p><p>We break down what surfaced during a 14-day analysis: why most opportunities had no clear lineage, how underperforming channels like paid search were absorbing spend without driving meaningful conversion, and how marketing influence effectively disappeared once deals entered the sales cycle.</p><...
The 5 Stages of Revenue Transformation – Stage 3: The Breaking Point (The Model Collapse)
<p>When you’re working harder than ever and still getting questioned, most leaders assume they’re the problem. </p><p>But what if the real reason you're exhausted isn’t lack of effort...it's that you’re trying to win inside a model that was never designed to show your impact?</p><p>This episode is part of a 5-part series exploring the journey B2B revenue leaders take from reactive chaos to finally understanding, measuring, and transforming their entire Revenue Factory. Each stage represents a critical inflection point and the exact moments that separate leaders who consistently hit targets...
The 5 Stages of Revenue Transformation – Stage 2: Surviving the QBR Fire Drill
<p>You launched the experiments. You spent the budget. And now leadership wants answers. And suddenly every QBR feels like a fire drill.</p><p>This is Stage 2 of the revenue leader’s transformation—the moment when activity is high, effort is real, but impact is frustratingly hard to prove. You’re working harder than ever, yet you can’t confidently tie what your team is doing to pipeline, revenue, or real ROI.</p><p>This episode is part two of a five-part series exploring the journey B2B revenue leaders go through as they move from reactive execution to full rev...
What a $500M SaaS Company Saw When Their Full Funnel Became Visible
<p>In this episode, Carolyn and Amber pull back the curtain on a $500M cybersecurity company that came to Passetto stuck in last-touch reporting, declining win rates, an overreliance on product trials, and zero visibility into what SDRs were actually working.</p><p>In just 14 days, their Growth Sprint surfaced what months of internal analysis couldn’t: the true drivers of revenue, why trials convert at only 5%, why hand-raisers deliver 2X the deal size and win rate, and how 40% of opportunities are created with no traceable sales trigger at all.</p><p>We walk through the exact before-and-after: their revenue ar...
MUST LISTEN: What We Taught 100+ GTM Leaders in Our Invite-Only Workshop
<p>🔓 LEAKED: 45 minutes from our invite-only workshop for B2B GTM leaders.</p><p>We recently held a live workshop for 100+ marketing leaders, CROs, and RevOps pros from companies spanning Spain to Sweden to North America. The session was intense. The chat was on fire. And now we're doing something we don't usually do: we're releasing a 45-minute cut of the core framework training.</p><p>This is the educational backbone of the workshop where we exposed what's broken in traditional GTM measurement and walked through the exact framework high-performing teams are using instead.</p><p>Real Problems From Workshop Att...
AI-Powered GTM Build Using Only ChatGPT in Under ONE HOUR (with Jordan Crawford)
<p>In this HANDS-ON episode of GTM Live, we're ditching theory and building a real go-to-market strategy live—using AI, public data, and a completely different approach to finding and messaging prospects.</p><p>Join host Amber Williams and special guest Jordan Crawford, the "OG GTM Engineer" and early advisor to Clay, for a masterclass in pain-qualified segmentation. </p><p>Watch as Jordan demonstrates how to use ChatGPT to identify prospects who actually need your solution and craft messages that deliver independent value before you ever ask for a meeting.</p><p>What You'll Learn:</p>Why traditional ICP scoring is...
The 5 Stages of Revenue Transformation – Stage 1: Escaping the Panic Response
<p>When pipeline starts slipping and targets go up, most revenue leaders do the same thing: they panic. They launch new experiments, adopt the latest AI tools, and try to do more, faster, harder. But what if that's exactly what's keeping you stuck?</p><p>This episode is part of a 5-part series exploring the journey B2B revenue leaders take from reactive chaos to understanding and measuring their full revenue factory, and transforming their careers in the process. </p><p>Each stage represents a critical transformation moment that separates leaders who consistently hit their targets and drive real results...
