Hello GTM Enthusiasts,

Join us in person on Sunday, July 28th at Tech Istanbul | Şişhane for a high-signal evening where AI meets MCP (Model Context Protocol). This edition of GTM Nights Istanbul explores how next-gen AI workflows and open protocols like MCP are reshaping go-to-market execution and software architecture.

Whether you're a startup founder, technical builder, or just AI-curious, you'll leave with practical insights and a sharper view of where LLM-powered GTM is headed.

As open agent frameworks evolve, Model Context Protocol (MCP) is becoming the USB‑C for LLMs—a universal, secure way to connect models with tools, data, and systems. If you're building or scaling with AI in 2025, this is your front-row seat to what’s next.

📍 Event Details

Date: Monday, July 28
Time: 19:00 – 21:00 (GMT +3)
Location: Tech Istanbul | Şişhane

Expect sharp insights from leading entrepreneurs and analysts, followed by an open networking session with Istanbul’s most curious builders, operators, and technologists.

Reserve Your Spot Now

Speakers & Topics

Fatih Kadir Akın
Developer Relations Manager, Teknasyon
🔍 "Background on MCP: How Does It Work?"
Gain a technical deep dive into the architecture, standards, and open-source ecosystem of Model Context Protocol—and why it's critical for scalable, secure AI integration

Mehmet Bartu
Co-Founder & CRO, Upsonic
🧠 "How Do We Incorporate AI Agents into Our Workflows?"
Discover how to seamlessly embed LLMs into your GTM stack, automating high-effort workflows and enhancing customer experience.

Said Surucu
MCP Developer, Yargı MCP
⚖️ "Judiciary MCP’s GTM Journey"
Learn how MCP is being adopted in public infrastructure, with a real-world case of digital transformation in judicial systems.

Host: Bugrahan Zeki Kadak (City Manager - GTM Nights)

🤖 What is MCP (Model Context Protocol)?

MCP is an open standard that enables large language models (LLMs) like Claude, GPT, and others to securely interact with external tools, APIs, and data systems—all through a universal protocol. Think of it as the HTTP or USB‑C of AI: a future-ready connector layer for building intelligent, modular agents.

Originally introduced by Anthropic and adopted by major AI vendors, MCP reduces integration complexity, increases security, and accelerates innovation for developers and businesses alike.

Why Attend?

• Get hands-on insights into MCP—AI’s new standard for integration

• Understand how to leverage AI agents in business operations

• Hear from developers pioneering AI in public sector GTM use cases

• Connect face-to-face with Istanbul’s vibrant tech and startup community

• Leave with actionable strategies for building smarter GTM systems

Event Highlights

Panel & Q&A: Gain actionable insights from our expert speakers.

Powered by: RiteGTM | Sponsored by: Stockimg AI

This is more than just a seminar—it’s your gateway to cutting-edge growth tactics and meaningful connections.

RSVP Now

Don’t miss the chance to elevate your marketing, sales, and customer success alignment. Secure your spot today!

Reserve Your Spot Now

Stay tuned for more insights in our next newsletter.

Warm regards,
The GTM Nights Team

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Dear GTM Community,

Join us for the fifth edition of GTM Nights Istanbul, dedicated to one of the most transformative forces in modern business: Generative AI.

This is Istanbul’s leading AI event—where forward-thinking professionals, founders, and innovators explore real-world applications of emerging technologies. Studies show that those who engage with generative AI today are best positioned to lead tomorrow’s breakthroughs.

Subscribe now

📍 Event Details

Date: Monday, May 5, 2025
Time: 11:00 – 16:00 (GMT +3)
Location: Istanbul Sabahattin Zaim University (IZU Meydan)

🎤 Speakers & Participating Companies

• Barış Akağaç – Founder, Teknoway

• Ferkan Akyazıcı – CEO, Ferisoft

Featuring: Ferisoft, Akademiyo, KoçZekai, AI Calls, Stockimg AI, Kurnalı Teknoloji, Kiraala, Robo Brew, Porty, and more.

Reserve Your Spot Now

🚀 Why Attend?

Whether you're a founder, operator, or AI enthusiast—this is your chance to:

✅ Engage with hands-on demos of cutting-edge generative AI tools
✅ Explore a curated exhibition of pioneering startups
✅ Connect with the founders, builders, and investors shaping tomorrow
✅ Learn practical GTM insights from expert-led sessions

🔍 Event Highlights

🎙️ Keynotes & Panels – Actionable strategies from leading entrepreneurs
🧪 Startup Exhibition – Meet the teams behind Istanbul’s next wave of AI innovation

Powered by: RiteGTM and IZU Innovation Club

Sponsored by: Stockimg AI

This isn't just another tech event—it’s your access point to next-gen growth strategies and meaningful GTM connections.

👉 Reserve Your Spot Now
Spots are limited—don’t miss your chance to be part of Istanbul’s largest AI-focused GTM gathering.

Warm regards,
The GTM Nights Team

📲 Stay Connected

Follow us for event highlights, recaps, and future GTM Nights updates:

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In under two years, GTM Nights has grown from a local meetup into a global community reshaping how go-to-market teams adapt, build, and thrive in the AI era.

We’ve hosted 10 events in San Francisco and Istanbul—with 30+ GTM innovators, AI-native operators, and future-forward founders sharing the playbooks behind their growth.

And we’re just getting started. In 2026, we’re launching in 5+ new cities.

But the ground is shifting fast:

• By 2025, 40% of the workforce will need reskilling due to AI. (WEF)

• By 2030, 30% of work hours could be automated. (McKinsey)

• Already, 75% of white-collar workers use AI—but half feel unprepared. (LinkedIn, Deloitte)

Today’s revenue teams are being asked to do more with less.
Sales, Marketing, and CS are no longer siloed—they’re merging into one GTM engine.
And those who don’t upskill fast risk getting left behind.

🔥 Why GTM Nights?

We’re not another conference.
We’re not a “thought leadership” panel with cold coffee.

GTM Nights is a hands-on lab for AI-powered revenue teams.
It’s where tactics meet tools. Where community meets execution.

✅ Unify Sales, Marketing & CS into a revenue engine
✅ Master AI tools (ChatGPT, Clay, Zapier, Retool) and boost output by 90%+
✅ Learn from practitioners actually doing the work
✅ Build career-defining skills with people who get it

⚡️ The GTM Manifesto

This isn’t a playbook. It’s a pulse check.
It’s what we believe. And how we build.

We are the builders.
Not the lurkers. Not the watchers. We ship, test, fail, and learn—fast.

We came for tactics. We stayed for people.
This started as a meetup. It became a movement.

We reject fluff.
If it doesn’t move the pipeline, it’s noise.

We say no to keynote culture.
No egos. No monologues. Just decks, dashboards, and real feedback.

We believe AI is oxygen.
You’re either using it, or you’re being outpaced by someone who is.

We teach each other.
No gurus. No gatekeepers. Just builders sharing what works.

We don’t wait for permission.
You don’t need a big team or VC validation to go to market.

We test fast. We scale what works.
Cold emails. LinkedIn drops. Partner loops. Let’s go.

We automate what we hate.
If it’s repetitive, it’s AI’s job. If it’s strategic, it’s ours.

We embrace messy pipelines.
Show up. Get feedback. Get better.

We laugh at our own failures.
If you’re not messing up, you’re not learning fast enough.

We are GTM Nights.
A little rebellious. Very resourceful. Always real.

🎯 This Is Your Wake-Up Call

AI won’t replace you.
But someone using AI will.
Now is the time to build alongside those shaping the future of revenue.

👉 Join us at the next GTM Nights.

Because the future of go-to-market isn’t in a keynote.
It’s in the room.

You’ve officially launched a GTM Nights chapter in your city — and we’re thrilled to have you on board.

This page is your mission control for planning, promoting, and running legendary GTM Nights events. Whether it’s your first event or your fifth, we’ve got your back.

👋 Watch This First (1-Minute Welcome Video)

"Here’s what it means to lead a chapter, what happens next, and how we’ll support you along the way."

✅ Quick Start: Launching a GTM Nights Chapter

Use this as your high-level checklist to stay on track.

• Identify local GTM leaders & potential attendees

• Secure a venue for 50–200 people

• Lock in 2–3 speakers

• Promote on LinkedIn, WhatsApp, and Slack

• Host your event & capture great content

• Send a feedback survey & plan the next one

📆 Your 4-Week Launch Timeline

📅 Week 1: Plan & Scout
🔹 Scout venue
🔹 Connect with local GTM leaders

📅 Week 2: Lock It In
🔹 Confirm speakers
🔹 Announce event date

📅 Week 3: Go Loud
🔹 Promote heavily (email, social, community)
🔹 Test A/V & run checklist

📅 Week 4: Show Time
🔹 Host the event
🔹 Gather feedback
🔹 Follow up with attendees

💬 Join the GTM Nights Organizer Group

We have a private Slack channel for City Managers.

👥 Ask questions, share wins, get tips from other organizers.
🔗 Join the Organizer Community →

🎯 City Chapter Wins Look Like:

Use these milestones to track your chapter's momentum.

• 🎤 50+ attendees at your first event

• 💬 3+ speakers or panelists

• 📸 10+ social shares using #GTMNights

• 💡 1 new sponsor or venue partner confirmed

• 🔁 Planning your next event within 60 days

• 📹 Record event and upload to GTMVault YouTube channel

🎨 Need Assets? Grab the Marketing Kit

Everything you need to promote, present, and look pro.

• ✅ Logos (Original / White / Black)

• ✅ Email Signature Badges

• ✅ Social Cards – Speaking / Sponsoring / Attending

• ✅ Event Slides Template

• ✅ Promo Videos & Shorts

• ✅ Event Banners

📦 Download the Full Marketing Kit →

📚 Need Content Ideas?

Explore these resources to kickstart your first event:

• Suggested themes: AI-Powered GTM, Sales x Marketing Alignment, PLG Tactics

• Downloadable starter decks coming soon

• Curated speaker list available upon request

💡 Pro Tips from Other City Managers

🧠 "Slack + LinkedIn DMs was our most effective promo combo."
🧠 "A great snack sponsor can make a huge difference."
🧠 "Use a Luma or Splash page for RSVPs and to collect emails."
🧠 "Take photos! Post recaps! People love reliving the vibe."

🚀 Let’s Build Something Legendary

Thanks for stepping up as a GTM Nights leader.
This isn’t just about meetups — it’s about shaping the future of go-to-market together.

If you need anything, reach out anytime: rickkoleta@gmail.com

Hello GTM Enthusiasts,

Join us online on Monday, March 17th via GTM Vault Youtube channel for an evening dedicated to revenue management, education investment ROI, and startup growth lessons—where entrepreneurship meets practical revenue strategies for sustainable business success. Studies show that startups with strategic revenue management are 3x more likely to scale successfully, making this a must-attend event for anyone looking to elevate their business in 2025.

Event Details

📅 Date: Monday, March 17th
⏰ Time: 20:30 - 21:30 (GMT +3)
🌐 Location: Online via GTM Vault channel

This edition of GTM Nights Istanbul features insights from leading entrepreneurs and business analysts, followed by a virtual networking session to connect with Istanbul's innovative startup ecosystem.

Reserve Your Spot Now

Speakers & Topics

Ömer Gökdemir (Founder, VAVCo Danışmanlık)
"Revenue Management"
Learn how effective revenue management creates a foundation for long-term business success and discover practical strategies to implement in your startup or established business.

Barış Erdemir (Founder, SiliconMade Academy)
"Panel: Transforming Educational Investments into Company Revenue"
Explore how strategic investments in education and talent development directly impact your bottom line and create competitive advantages in today's knowledge economy.

Nikiara Purmambietova (Lead Business Analyst at Exadel, Founder of Modestbeauty.co)
"Lessons from My First Startup Failure: Insights, Growth and Revenue"
Gain valuable perspective from real-world startup challenges, with actionable insights on avoiding common revenue pitfalls and building stronger business models.

Why Attend?

• Learn about cutting-edge revenue management strategies

• Gain insights from successful entrepreneurs and business leaders

• Network virtually with Istanbul's vibrant startup and business community

• Discover how to transform educational investments into tangible revenue

• Learn valuable lessons from experienced founders who've navigated startup challenges

Event Highlights

Panel & Q&A: Gain actionable insights from our expert speakers.

Powered by: RiteGTM | Sponsored by: Stockimg AI

This is more than just a seminar—it’s your gateway to cutting-edge growth tactics and meaningful connections.

RSVP Now

Don’t miss the chance to elevate your marketing, sales, and customer success alignment. Secure your spot today!

Reserve Your Spot Now

Stay tuned for more insights in our next newsletter.

Warm regards,
The GTM Nights Team

👉 Follow us:

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Subscribe now

Hello GTM Enthusiasts,

Join us on Friday, January 17th at Tech Istanbul, Şişhane for an evening focused on data-driven growth, AI innovation, and unified revenue strategies—where marketing, sales, and customer success converge for maximum impact. Research from SiriusDecisions shows that organizations aligning these teams can see up to 19% faster revenue growth, making this a must-attend event for anyone eager to stay ahead in 2025

Event Details

📅 Date: Friday, January 17th
⏰ Time: 19:30 - 21:00
📍 Location: Tech Istanbul, Sishane

This edition of GTM Nights Istanbul features insights from sales and marketing leaders, followed by a networking session to connect with Istanbul's innovative growth professionals.

Reserve Your Spot Now

Speakers & Topics

Akif Kartalcı (Co-Founder, TechSales)
“The Product Is Easy Now, What Next? New Challenges for Growth in the Age of AI”
Learn how AI is reshaping growth strategies—and where marketing, sales, and customer success can collaborate for long-term success.

Bulut Akışık (Director, Growth Marketing, Picus Security)
“Why Growth Marketing Is the New Standard in SaaS”
Discover why growth marketing principles—rooted in cross-functional alignment—are becoming the new industry standard in SaaS.

Tunahan Tolga Yıldız (Co-Founder, TechSales)
“The New Paradigm of Growth in SaaS: Customer-Centric and Data-Driven Strategies”
Explore how focusing on customer success and data analytics transforms SaaS growth, solidifying a unified revenue approach.

Why Attend?

• Learn about the latest growth trends and AI-driven strategies

• Gain insights from leading SaaS and growth marketing experts

• Network with Istanbul's growth and tech community

• Discover customer-centric approaches to sustainable growth

Event Highlights

• Panel & Q&A: Gain actionable insights from our expert speakers.

• Networking Session: Meet like-minded professionals and explore potential partnerships.

Powered by: RiteGTM | Sponsored by: Stockimg AI

This is more than just a seminar—it’s your gateway to cutting-edge growth tactics and meaningful connections.

RSVP Now

Don’t miss the chance to elevate your marketing, sales, and customer success alignment. Secure your spot today!

Reserve Your Spot Now

Stay tuned for more insights in our next newsletter.

Warm regards,
The GTM Nights Team

👉 Follow us:

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Subscribe now

Hello GTM Enthusiasts,

Are you ready for a unique evening of Go-to-Market innovation and inspiration? Mark your calendars for Monday, November 25th and join us at Tech Istanbul, Şişhane, for an engaging discussion on marketing trends, consumer behavior, and creative growth strategies – all themed around the intriguing concept of “Dubai Chocolate.”

Event Details

📅 Date: Monday, November 25th
⏰ Time: 19:30 - 21:00
📍 Location: Tech Istanbul, Şişhane

This edition of GTM Nights Istanbul promises actionable insights from four industry leaders, followed by a networking session to connect with Istanbul’s brightest marketing minds.

Reserve Your Spot Now

Our Speakers & Topics

Burak Yedek (Fractional CMO, For You)
“Marketing Beyond Generations: Behavioral Shifts, Opportunities, and Pleasure-Centric Strategies”
Explore the changing consumer mindset and how brands can create experiences that resonate across generations.

Emre Doğaner (Founder, Funnel Kafası)
“What Should We Market? Product, Startup, or Entrepreneur?”
Learn to strategically align your marketing efforts for maximum impact—whether it’s your product, business, or personal brand.

Nilay Sayan (Digital Marketing Manager)
“Consumption Psychology in Times of Inflation”
Understand the psychological shifts in purchasing behavior amidst economic challenges and how to adapt your marketing strategies.

Selim Yörük (Founder, Next Big App)
“20 Odd Ways to Grow Your Business”
Break away from conventional approaches with innovative strategies that deliver extraordinary results.

Why Attend?

• Gain practical insights to refine your Go-to-Market strategies.

• Get inspired by innovative approaches to tackle current market challenges.

• Network with peers and industry leaders to spark new collaborations.

Event Highlights

Networking Session: Connect with Istanbul’s thriving marketing community after the talks.
Powered by: RiteGTM
Sponsored by: Stockimg AI

This event is not just a seminar; it’s a chance to immerse yourself in cutting-edge marketing trends and forge meaningful connections.

RSVP Now

Stay ahead in the marketing game by joining GTM Nights Istanbul.

Reserve Your Spot Now

Stay tuned for more updates and insights in our next newsletter.

Warm regards,
The GTM Nights Team

👉 Follow us: Teaser | Instagram | YouTube | LinkedIn | Facebook | Website

Subscribe now

Dear GTM Community,

We are thrilled to announce the launch of GTM Nights Istanbul, a series dedicated to bringing together the brightest minds in go-to-market strategies, technology, and innovation. Our events promise to be a hub of knowledge sharing, networking, and inspiration for professionals across various industries.

GTM Nights: Teaser | Instagram | YouTube | LinkedIn | Facebook | Website

Revolutionizing Content Creation: Stockimg.ai One of the highlights of our upcoming event is a deep dive into the groundbreaking platform, Stockimg.ai, co-founded by Bugrahan Zeki Kadak. Stockimg.ai is transforming how users create high-quality images, social media posts and videos by utilizing advanced AI algorithms. Whether for social media, branding, or marketing, Stockimg.ai offers an intuitive, user-friendly interface that makes content creation accessible and efficient. With a variety of templates and customization options, this platform is a game-changer for designers, marketers, and content creators alike.

The Future of Digital Brand Protection: Counterfake.ai We will also feature,Counterfake.ai, co-founded by Furkan Aslan, a cutting-edge solution designed to protect your brand and profits by automatically identifying and removing online counterfeits. Their advanced technology ensures relentless, 24/7 protection with its innovative AI that scans thousands of ads in seconds to identify counterfeit products with pinpoint accuracy, not only ensuring a 100% success rate but also providing users with intuitive dashboards for real-time brand safety and evolving detection precision.

Drive the Future: Power Up with Innovation: EVRY TEKNOLOJİ A.Ş Additionally, we will headline  EVRY TEKNOLOJİ A.Ş. co-founded by Birkan Yosun Karasu. This innovative company brings together top engineers and designers to revolutionize e-mobility, making electric transportation more accessible and affordable while cutting carbon footprints. EVRY’s standout innovations include V2V (vehicle-to-vehicle) charging, which removes the need for emergency charging stations, a patented gearbox from EVRY Technology for optimal power on inclines, and advanced safety features like ABS, EDS, and airbags for a secure driving experience. Get ready to drive the future with EVRY!

Introducing UpperBoard: A Game-Changer for Freelancers We’re excited to spotlight Upper Social, co-founded by Melih Şahaner. Upper Social has recently launched UpperBoard, a cutting-edge platform specifically designed for freelancers. UpperBoard consolidates all essential tools into one comprehensive solution, allowing freelancers to manage their entire workflow seamlessly from a single screen. With features like portfolio showcasing, payment processing, fee calculations, contract management, and company setup support, UpperBoard simplifies the freelancing experience. This all-in-one platform empowers freelancers to focus on their work and client relationships without the hassle of juggling multiple tools.

Join Us at GTM Nights Istanbul: Don’t miss the opportunity to engage with these industry leaders and learn about the innovations shaping the future. Whether you’re looking to expand your network, gain insights from experts, or explore the latest in tech and marketing, GTM Nights Istanbul is the place to be.

We look forward to seeing you there!

🔗 RSVP to GTM Nights Istanbul 1 on Aug, 23

Speaker Spotlight: Sriharsha Guduguntla, Co-Founder & CEO of Hyperbound

At the recent event, Sriharsha, Co-founder & CEO of the innovative company Hyperbound, captivated the audience with a presentation on the cutting-edge AI approach to sales training. Here's a summary of the groundbreaking insights shared during the session:

• Revolutionizing Sales Training with AI: Hyperbound is at the forefront of transforming sales training by utilizing AI to simulate realistic sales scenarios. Sriharsha emphasized how their AI-powered tool trains sales professionals in mastering cold calling and handling inbound sales calls, preparing them for challenging real-world interactions.

• Interactive AI Simulations: The highlight of Hyperbound's solution is its interactive AI bots that mimic potential customers, complete with objections and challenges. This hands-on approach allows salespeople to hone their skills in a risk-free environment, boosting their confidence and effectiveness in actual sales situations.

• Live Demonstration Insights: A live demonstration showcased the AI's ability to provide a high-pressure sales scenario, proving the tool's efficacy in creating realistic and high-stakes training environments. Participants experienced firsthand the intensity and realism of negotiating with an AI, reflecting on the valuable learning experience.

• Comprehensive Performance Analytics: Hyperbound's platform doesn't just simulate sales calls; it provides detailed analytics on performance. Metrics such as talk-to-listening ratio, filler word usage, and overall scorecards offer actionable feedback, helping sales professionals pinpoint areas for improvement.

• Future Expansion and Customization: Looking ahead, Hyperbound plans to enhance its platform with customizable scorecards tailored to specific sales methodologies and expand its functionalities to support a wider range of human-to-human interactions, including negotiations and customer support.

Sriharsha's vision for Hyperbound shines a light on the potential of AI to revolutionize sales training, offering a glimpse into a future where sales professionals are better equipped, more confident, and more effective in their roles.

Speaker Spotlight: Kazuki Nakayashiki, Co-Founder & CEO of Glasp

In a captivating session, Kazuki, the Co-founder & CEO of Glasp, shared profound insights into utilizing open source to fuel growth and innovation. Below are the essential takeaways from his presentation:

• Open Source as a Catalyst for Growth: Kazuki detailed how Glasp's strategic decision to utilize open source significantly propelled the platform's growth. This approach not only enhanced product visibility but also fostered a community of developers and users invested in the platform's success.

• Glasp’s Unique Offering: Glasp enhances digital learning and research by allowing users to collect, curate, and share insightful content from the web, videos, and PDFs. This capability positions Glasp as a valuable tool for users to create a personalized knowledge base.

• Impressive User Engagement: With 350k users and a striking 85% retention rate, Glasp demonstrates a compelling value proposition to its user base. The platform's ability to engage and retain users underscores the effectiveness of its features and community-focused approach.

• Integrating Tools for Enhanced Discovery: The integration of the YouTube Summary tool with Glasp showcased a strategic move to leverage existing popular utilities to boost user discovery and adoption of Glasp. This approach helped bridge separate applications, guiding users towards a more enriched learning ecosystem.

• Community and Network Effect: The social networking aspect of Glasp stands out as a key retention driver. By enabling users to follow others and share their learning journeys, Glasp has created a vibrant community that encourages continuous engagement and content sharing.

Kazuki's insights reveal the power of open source and community engagement in driving product growth. Glasp's journey is a testament to innovative strategies that effectively combine technology and user-centric approaches to redefine digital learning and content curation.

Speaker Spotlight: Stephanie Soderborg, Co-Founder & COO of Naro

In an enlightening session, Stephanie, the Co-founder and COO of Naro, shared transformative insights on leveraging AI to revolutionize GTM strategies. Here are the key takeaways from her talk:

• AI-Powered Transformation: Stephanie highlighted the seismic shift AI has introduced in the GTM domain, particularly emphasizing tools that go beyond basic generative functions to synthesize and analyze data, creating personalized and impactful customer interactions.

• Innovative Solutions by Naro: Naro is pioneering in addressing sales and marketing challenges by ensuring sales teams have the right content at their fingertips. By marrying generative AI with synthesis capabilities, Naro delivers precise, actionable content to enhance sales efficiency and success.

• Seamless Workflow Integration: A standout feature of Naro is its integration within the existing workflows of sales teams. This strategic choice fosters seamless adoption and maximizes utility by making relevant information readily accessible within familiar platforms like email and during meetings.

• AI-Curated Content Library: Naro acts as a centralized, AI-curated library that simplifies content management. It automates the organization and tagging of vast amounts of sales materials, making it easier for teams to locate and deploy the right information at the right time.

• Looking Ahead: Naro is not stopping here. With plans to expand language support and explore new functionalities for customer success and beyond, Naro is set to broaden its impact on go-to-market strategies across various domains.

Stephanie's vision for Naro exemplifies the future of AI in enhancing sales enablement, promising more personalized, efficient, and effective engagements with prospects and customers.

In Conclusion: Shaping the Future Together

This edition of GTM Nights has once again demonstrated the immense potential and dynamism within the GTM community. Our speakers provided us with valuable insights into the evolving landscape of sales, marketing, and customer success. Their pioneering work and visionary approaches remind us of the endless possibilities that lie ahead when we embrace innovation, collaboration, and a deep understanding of our customers' needs.

As we move forward, let's carry the lessons and inspirations from GTM Nights VI into our daily endeavors. Whether it's through integrating AI into our sales training, leveraging open-source for growth, or creating more personalized customer experiences, the road to market leadership is paved with continuous learning and adaptation.

Thank you for joining us this week. Stay tuned for more insights, stories, and strategies from the frontline of GTM excellence. Together, we are not just observing the future; we are actively shaping it.

Until next time, keep pushing boundaries and exploring new horizons.

👇Get Immediate Value👇

View GTM Nights VI: A Night of AI Innovation and Insights

… and don’t forget to check out our 2 exclusive Q&As with GTM Nights speakers:

• Elevating B2B Marketing: Parthi Loganathan on Advanced Strategies for Organic Growth and AI Integration

• Decoding Startup Success: A Conversation with Dmitry Stavisky, Full-Stack Startup Advisor

🚀 3 Ways to get Involved:

1️⃣ Join Our Mission to Transform the Future of Revenue Growth: Volunteering as a City Manager offers an unparalleled opportunity to influence the GTM community directly.

Launch a Local Chapter

2️⃣ Apply to be a speaker: Do you have a compelling GTM story or insight to share? Are you ready to launch your AI startup? We invite you to be a part of this game-changing event series.

Present at GTM Nights

3️⃣ Contact us to sponsor: Sponsoring GTM Nights is a fantastic opportunity to showcase your brand, connect with industry leaders, and contribute to the development of cutting-edge GTM practices.

Sponsor GTM Nights

In the latest edition of GTM Nights, we ventured deep into the transformative world of AI, exploring its pivotal role in reshaping sales and marketing strategies. Our sixth volume was a testament to the power of innovation, bringing together leading minds to share insights, breakthroughs, and practical applications of AI in the business realm. Here's a glimpse into the future, as unveiled at GTM Nights VI:

Training Sales Teams with AI

A standout feature of the evening was the demonstration of AI-driven tools designed to enhance sales training. Sriharsha “Sai” Guduguntla, Co-founder & CEO of Hyperbound, showcased a new product that trains salespeople on cold calling and inbound call handling through AI simulations. These tools provide sales representatives with invaluable practice by simulating real-life customer interactions, enabling them to refine their approach, tackle objections confidently, and ultimately, close deals more effectively. This hands-on application of AI serves as a powerful medium for skill development and performance improvement.

Leveraging Community and Open Source

The power of community and open-source projects as go-to-market strategies was a key highlight. Kazuki Nakayashiki, Co-founder and CEO of Glasp, shared insights on utilizing open source as a GTM strategy, emphasizing the significance of building a strong community and the strategic use of network effects. These elements can drive product adoption, enhance user engagement, and foster long-term retention, as demonstrated through their project, YouTube Summary, which garnered significant traction and user growth.

Synthesizing for Impact

The final discussions of the night focused on the critical need for AI tools that not only generate content but also synthesize and analyze vast amounts of data. Stephanie Soderborg, Co-founder and COO of Naro, discussed how Naro is applying these two elements of generative AI to the world of content and knowledge, specifically for sales and marketing. This approach is essential for creating personalized and impactful sales and marketing strategies, enabling businesses to understand and connect with their audience on a deeper level.

GTM Nights VI was not just an event but a beacon for the future, illuminating the path for businesses eager to harness AI's full potential. We extend our heartfelt thanks to our speakers, participants, and the community for making this event a success. Together, we are stepping into a future where AI not only augments our capabilities but also redefines what's possible in sales and marketing.

Stay tuned for more insights, breakthroughs, and networking opportunities at our upcoming GTM Nights. Together, let's shape the future of go-to-market strategies.

Watch the full event here and join us in pushing the boundaries of what's possible with AI in sales and marketing.

For the latest updates on upcoming GTM Nights and insights into accelerating your market leadership journey, subscribe to our newsletter and join a community of forward-thinking professionals.

Embark on your path to innovation with GTM Nights. 🚀

Join Our Mission to Transform the Future of Revenue Growth

In an era where the convergence of marketing, sales, and customer success into a singular, potent revenue department is not just an option but a necessity, GTM Nights stands at the forefront of this transformative journey. As we spearhead the evolution of go-to-market strategies, we extend an exclusive invitation to passionate professionals: volunteer as a City Manager for GTM Nights and lead the vanguard in your locale.

Why GTM Nights?

GTM Nights, a brainchild of RiteGTM, is the epitome of excellence in networking events for go-to-market aficionados. It is more than an event; it's a movement towards bridging gaps, fostering unparalleled alignment, and igniting innovation within the realms of Sales, Marketing, and Customer Success. As we plan to inaugurate 10 new chapters globally this year, your leadership can catalyze our community's growth, driving us towards a future where unified revenue departments thrive.

The Role of a City Manager: A Beacon of Leadership

This volunteer position is crafted for individuals who are not just leaders but visionaries in the go-to-market space. With a commitment of organizing 1 event quarterly, City Managers will orchestrate the local chapters of GTM Nights, creating a crucible for thought leadership and strategic networking. Your role is pivotal in expanding the GTM Nights community, ensuring every event is a testament to our core values of growth, alignment, and innovation.

Core Responsibilities

• Event Excellence: From venue selection to speaker engagements and sponsor relationships, ensure each GTM Night is an epitome of insightful learning and networking.

• Community Engagement: Be the architect of a thriving local community, engaging current and prospective members in meaningful ways to foster a sense of belonging and shared purpose.

• Brand Stewardship: Represent GTM Nights and RiteGTM with pride, embodying the ethos of our community and setting a benchmark for excellence.

• Feedback Loop: Actively seek and incorporate feedback to enhance the GTM Nights experience, making each event better than the last.

Who Are We Looking For?

• Individuals with a Bachelor’s degree (or higher) in Business, Marketing, Communications, or related fields.

• Professionals boasting a minimum of 3 years in event planning, community management, or similar roles, with a strong preference for those versed in the B2B SaaS or go-to-market sectors.

• Organizational wizards, exceptional communicators, and those with a genuine passion for the go-to-market domain.

The GTM Nights Advantage

Volunteering as a City Manager offers an unparalleled opportunity to influence the go-to-market community directly. You’ll be at the heart of a network that values innovation, collaboration, and the professional growth of its members. This is your chance to leave a lasting impact on the industry, facilitating strategic alignments and knowledge sharing that are the hallmarks of our thriving community.

Launch a Local GTM Nights Chapter

If your heart beats for go-to-market excellence and you're ready to lead a community of like-minded professionals towards a brighter future, GTM Nights needs you. Join us in this exciting journey to redefine the landscape of revenue growth. Together, we can turn the promise of a unified revenue department into a reality, setting new standards for efficiency, alignment, and execution in the process.

Recommended Steps for Launching a GTM Nights Chapter

1. Market Research: Conduct a market study to identify the density of SaaS companies and go-to-market professionals in the city.

2. Stakeholder Engagement: Partner with local business associations, incubators, and co-working spaces to gauge interest and sponsorship opportunities.

3. Venue and Logistics: Select an accessible venue that can accommodate the expected audience and facilitate networking.

4. Content Strategy: Plan the topics and speakers for the first few meetups, aligning them closely with the theme of departmental convergence for revenue growth.

5. Promotion: Leverage RiteGTM's existing channels, such as the GTM Vault newsletter, Meetup groups, and Eventbrite, to promote the new chapter.

6. Launch Event: Host a launch event featuring high-profile speakers to generate buzz and attract a large initial audience.

7. Feedback and Iteration: Collect feedback after each event to continuously improve and ensure that the discussions are aligned with market needs.

In the dynamic world of B2B SaaS, where the integration of sales, marketing, and customer success is crucial for scalable revenue growth, GTM Nights is thrilled to spotlight Stephanie Soderborg, Co-founder and COO of Naro, at our upcoming event. Stephanie's illustrious career, marked by her innovative approach to operational leadership and sales enablement, has positioned her as a luminary in the field. Her latest venture, Naro, is set to redefine how sales teams access and utilize content, making her session a must-attend for forward-thinking professionals.

The Genesis of Naro: Empowering Sales Teams

Naro emerges as a groundbreaking solution designed to seamlessly integrate knowledge and content from your company, peers, and industry into your daily workflow. Recognizing the challenges sales teams face in accessing the right content at the right time, Naro operates discreetly in the background, using contextual clues to proactively select pertinent content and messaging for each customer interaction. Whether it's through emails or meetings, Naro ensures your sales content is always on point.

Key Features of Naro:

• Seamless Integration: Works natively within Gmail and Google Workspace, and integrates with Salesforce, Gong, Zoom, and more, making it a versatile tool for any sales stack.

• Intelligent Content Curation: Naro's ability to ingest content and automatically curate it based on key attributes significantly reduces onboarding time for sales teams.

• Data-Driven Insights: A data-first approach allows for an exploration of engagement by content, topic, and account attributes, offering unprecedented insights into sales enablement opportunities.

Stephanie Soderborg: A Trailblazer in Sales Enablement

Stephanie's journey to co-founding Naro is a testament to her dedication to operational excellence and her deep understanding of the sales enablement landscape. With over a decade of experience developing teams, processes, and strategies for early-stage companies, she has consistently demonstrated her ability to drive growth and efficiency. Her tenure at Apartment List, from seed through Series D, saw her building and leading the revenue operations department before spearheading growth initiatives. As the COO of Guest House, she led operations, marketing, and engineering teams, further solidifying her expertise in scaling businesses.

Stephanie's advisory roles have spanned GTM, growth, marketing, and operations strategies, helping companies navigate the complexities of business model planning, headcount allocation, and content marketing. Her academic background, with degrees from Yale University, Stanford University, and the Wharton School of Business, underpins her strategic approach to business and operational leadership.

Why Attend Stephanie's Session at GTM Nights?

Stephanie Soderborg's session promises to be a deep dive into the future of sales enablement, showcasing how Naro's innovative platform can transform the efficiency and effectiveness of sales teams. Attendees will gain valuable insights into:

• Leveraging Technology for Sales Success: Understanding how to integrate and utilize Naro to streamline sales processes and content delivery.

• Operational Excellence: Learning from Stephanie's extensive experience in building and scaling high-performing teams and departments.

• Strategic Sales Enablement: Exploring data-driven strategies to enhance sales enablement and uncover new opportunities for engagement and growth.

Join us at GTM Nights to hear from Stephanie Soderborg and other industry leaders as we explore the cutting edge of go-to-market strategies and technologies. Don't miss this opportunity to revolutionize your approach to sales enablement and drive your team to new heights of success.

For more information and to reserve your spot, visit gtmnights.com. Let's navigate the future of sales enablement together. 🚀

In an era where the fusion of marketing, sales, and customer success into a unified revenue engine is paramount for B2B SaaS companies, GTM Nights is proud to present an enlightening session with Kazuki Nakayashiki, the visionary Co-founder of Glasp. This AI-powered knowledge-sharing platform is revolutionizing how we store, share, and expand our knowledge base through digital content.

Register Now

The Essence of Glasp: A Knowledge-Sharing Revolution

Glasp is not just another platform; it's a movement towards democratizing knowledge. It allows users to effortlessly store and share insights that resonate with them while engaging with content across the web. This innovative approach to knowledge sharing is built on the foundation of AI, enabling users to connect and expand their understanding through trusted networks. Glasp's mission is clear: to make the world's highlighted information accessible with just one click.

Kazuki Nakayashiki's journey with Glasp is a beacon for startups and established entities alike, demonstrating the transformative power of AI in creating value-driven, user-centric solutions. By sidestepping traditional marketing avenues and focusing on the intrinsic value and shareability of the platform, Glasp has carved a niche for itself in the crowded digital space.

A Future Powered by Shared Knowledge

During his session at GTM Nights, Kazuki will share his insights into building an AI-powered platform that not only achieved viral success but also paved the way for a future where knowledge sharing is effortless and boundless. Attendees will gain a deeper understanding of:

• The Power of AI in Knowledge Sharing: How Glasp leverages artificial intelligence to facilitate a seamless exchange of insights and information, transforming the way we interact with digital content.

• Vision for a Highlighted World: Kazuki's long-term vision for Glasp and how it aims to provide instant access to the world's highlighted information, fostering a global community of knowledge sharers.

• Building Trust through Shared Learnings: The importance of creating a trusted environment where users can share and expand their knowledge with like-minded individuals, driving collective growth and understanding.

Why Attend GTM Nights?

GTM Nights stands at the crossroads of innovation and GTM excellence, offering a unique opportunity to learn from pioneers like Kazuki Nakayashiki. It's an event where GTM professionals can explore the forefront of strategy, technology, and networking, gaining insights that can catapult their companies into new realms of success.

Kazuki's talk is especially pertinent for leaders seeking to integrate AI into their GTM strategies, providing a blueprint for leveraging technology to foster knowledge sharing, community building, and market penetration.

Join the Movement

Prepare to be inspired by Kazuki Nakayashiki's groundbreaking work with Glasp and discover how AI-powered knowledge sharing can redefine your approach to market leadership. GTM Nights is your ticket to unlocking the potential of AI in creating a more knowledgeable, connected, and efficient world.

For more details and to secure your place, visit gtmnights.com. Embark on this journey with us, and be part of the revolution in democratizing knowledge through the power of AI. 🚀

Join us at GTM Nights Vol VI for an enlightening presentation by Sriharsha "Sai" Guduguntla, a visionary tech entrepreneur and the mastermind behind Hyperbound. Sai will unveil how Hyperbound is pioneering the future of sales through the innovative use of AI-driven role play, offering a glimpse into a new era where technology elevates the art of selling.

Hyperbound: A New Frontier in Sales Training

Hyperbound is Sai's latest venture, born from his extensive experience and keen insight into the intersections of AI, sales, and marketing. This groundbreaking initiative is set to transform traditional sales strategies by integrating AI into the fabric of sales training and execution. In an industry ripe for innovation, Hyperbound stands out as a beacon of progress, propelling sales teams towards unparalleled efficiency and effectiveness.

The Power of AI-Driven Role Play

At the core of Hyperbound's mission is the transformative concept of employing AI for role-playing exercises tailored for sales professionals. This method represents a seismic shift in sales training, offering a dynamic and personalized approach that surpasses conventional methods. AI-driven role play scenarios provide sales teams with realistic, engaging experiences that sharpen their skills, from negotiation to handling objections, thereby preparing them for the intricacies of real-world interactions.

The benefits of this technology extend far beyond traditional training realms. It enables sales professionals to refine their strategies in a risk-free environment, ensuring they are well-equipped to navigate the complexities of modern sales landscapes. This not only boosts their confidence but also enhances their ability to forge stronger customer relationships and achieve better sales results.

Why GTM Nights Vol. VI is a Must-Attend Event

GTM Nights Vol. VI is more than an event; it's a nexus for innovation, offering attendees the unique opportunity to engage with thought leaders like Sai. Prepare to dive deep into discussions about the future of sales, network with industry pioneers, and explore how AI is reshaping the sales profession.

Sai's passion for technology, combined with his expertise in AI applications for sales and marketing, promises an evening filled with compelling insights and forward-thinking discussions. This event is an invitation to witness the unveiling of sales' future, where AI's role is not just supportive but transformative, making sales teams more adept, prepared, and effective.

Register Now

Why Attend?

• Innovative Insights: Learn directly from a pioneer at the intersection of AI, sales, and marketing.

• Networking Opportunities: Connect with go-to-market professionals, industry leaders, and visionary entrepreneurs.

• Future-Forward Strategies: Discover how AI can revolutionize sales practices, making them more efficient and effective.

Mark your calendar and register today to ensure your place at GTM Nights Vol VI. This event is your gateway to the next frontier in sales excellence, where technology meets talent in the most impactful ways. See you there!

In the latest session of GTM Nights, a quintessential event for sales and marketing professionals, the focus was squarely on the future. The event, headlined by industry stalwarts Rush, Parthi, and Rick, delved into the integration of AI in sales and marketing strategies as we step into 2024. For those who missed the event or wish to revisit the insightful discussions, the full video is available here:

Trigger-Based Prospecting: A Game Changer

Rush Shahani, Co-Founder and CTO of Persana AI, kicked off the event with a deep dive into trigger-based prospecting. He highlighted how Persona AI, a YC-backed company, is transforming sales processes. By converting intent into actionable insights, Persona AI is enabling companies to capitalize on timely opportunities, enhancing the effectiveness of their sales strategies.

AI's Role in Marketing and Content Generation

Parthi Loganathan, Founder and CEO of Letterdrop, took the stage next to discuss the evolving landscape of go-to-market strategies. He emphasized the importance of AI in marketing, particularly in content generation and distribution. By leveraging AI, marketers can streamline processes, enhance personalization, and ultimately achieve a higher ROI on their marketing efforts.

The Future of Go-to-Market Strategies

Rick Koleta, the host and Founder & CEO of RiteGTM, presented his predictions for the future. He foresees a world where AI acts as a co-pilot in sales and marketing, helping to optimize tech stacks and streamline processes. Rick also predicted a shift towards more relationship-based growth strategies and a focus on account management and customer success roles.

Key Takeaways

• Personalization is Key: In a world cluttered with generic marketing, personalized, trigger-based approaches can significantly increase engagement and conversion rates.

• Leveraging AI for Efficiency: AI is not just about automation; it's about enhancing human efforts, making processes more efficient, and deriving actionable insights from vast data.

• Building Relationships: As the corporate world evolves, nurturing relationships with customers and partners becomes increasingly vital for sustained growth.

Conclusion

The session was a treasure trove of insights for anyone looking to stay ahead in the dynamic fields of sales and marketing. The discussions highlighted the need for adaptation and the embrace of new technologies to remain competitive in the evolving business landscape.

Get Involved with GTM Nights

Do you have a compelling GTM story or insight to share? Are you ready to launch your AI startup? We invite you to be a part of this game-changing event series. Reach out to us and make your voice heard.

Apply to present

If you're interested in sponsoring an upcoming GTM Nights event, we would love to hear from you. Sponsoring our event is a fantastic opportunity to showcase your brand, connect with industry leaders, and contribute to the development of cutting-edge GTM practices.

Schedule call

Join us in this edition of the GTM Nights newsletter for an insightful Q&A session with Parthi Loganathan, founder of Letterdrop, and renowned expert in organic demand generation and B2B marketing strategies. Parthi, celebrated for his innovative approaches in leveraging AI, SEO, and content marketing, offers his deep insights into creating differentiated, defensible customer acquisition strategies. His experience in navigating the complexities of modern marketing landscapes, particularly for tech companies, makes this session a must-read for professionals seeking to enhance their marketing techniques and drive substantial growth.

Q&A Session

Q1: Parthi, can you share with us your approach to creating differentiated and defensible organic customer acquisition strategies?

Parthi: You need to be thinking about how you stand out in a very, very, very crowded market for most people. It almost becomes like a product marketing question. It becomes a question, what do you stand for? 

A company really needs to have that figured out before they can expand from there, because otherwise what's going to end up happening is you're going to just start sounding exactly like the big dogs. You’re essentially going to be hitting the same channels as them with a lot less money and resources. 

I would definitely start with like good foundational product marketing and just figuring out, okay, why is this product different? Once you have that in place, then you can actually start investing in customer acquisition.

Q2: With the ever-evolving SEO landscape, what key strategies do you recommend to B2B companies to stay ahead?

Parthi: Everything's getting a little bit more competitive because AI is letting people generate something which has a loose semblance to “this is good.”

I think from an SEO perspective, the first thing companies need to keep in mind is SEO is largely a demand capture channel. There are already people out there looking for answers. They have intent. They're looking for solutions and they're searching for something.

You're trying to give them the best answer first so that you're the one that Google puts up front.

What I'd recommend is for companies to think a little bit more carefully in terms of what are the kinds of searches or questions that their customers are asking that they can uniquely answer, where there isn't necessarily a ton of competition.

If you have a really good understanding of your customer, you will find these search terms or things that are not going to show up on SEMrush, they're not going show up on Ahrefs, or at least if they show up, they’re going have very low search volume over there.

And there may be more long tail. If they have sufficiently high intent, you have a chance of actually getting a customer from that. I highly recommend every company start off with things like competitor pages. 

If somebody's in the market and choosing between competitor A and competitor B, you can rank for that and insert yourself into the conversation, or if somebody's looking for competitor alternatives, try to like rank for that so that you can also once again insert yourself into the conversation. 

If you have a specific category, it has a common name. When people are searching for best category tools, you want to try to do that.

Think about the things that your competition is failing at. So if somebody wants to like, how do I do X and Salesforce? Turns out Salesforce doesn't do X, but you do X. 

And so those are the places where I'd probably start with in SEO. It's just like bottom of funnel, high intent, not necessarily a lot of volume. Just get people who might be actual buyers onto your website and have them consider you. 

Once you have a ton of money and you're scaled up, then you can kind of go after everything.

Q3: How can marketers thoughtfully integrate AI into their strategies without losing the substance of their content or trust with their customers?

Parthi: Right now, generative AI is very good at two things. It's very good at summarizing, and pulling out stuff from that information.

The second thing it’s good at is transforming information, taking something in one format and putting it into another format.

At Letterdrop, we use generative AI to take a podcast or an interview and extract the insights from that and turn that into stuff for your blog post, stuff for our LinkedIn. We use AI to understand a whole bunch of documents or pages, what we’re competing against on Google, understanding the information gaps.

What we don't use AI for is we don't tell AI to run loose and tell me, “ChatGPT, what do you think about X, Y, Z?”  

And I think if that is your use case, you should ask yourself, well, people have ChatGPT, it's free. They can go ask, ask it themselves. They don't need that to come from you. And so I think people need to understand the bar for what is worth creating has gone up quite dramatically.

And if you're not going to create above the line, above the fold, don't bother creating it. It's not worth it.

If it's drivel or if it's something that ChatGPT can output, you're not going to see a lot of alpha from you operating in that zone.

Q4: What are your top tips for increasing content distribution through SEO, LinkedIn, and sales teams?

Parthi: There's no point in just creating stuff and letting it rot on a shelf somewhere.

You actually need to get in front of your customers at the right time. SEO, the customers are already telling you what they want. All you have to do is just show up essentially. That's why SEO is such a beautiful channel. Also very competitive because everybody wants to do it. It's a zero-sum game.

On the demand generation side, on social media, LinkedIn, display ads, all that, I think people need to think about, what did I do previously, or what have I done previously that I can reuse?

You said something six months ago, and if it was relevant six months ago, it's possibly relevant right now, you can reuse that.

I think about all the times where people will record a podcast, they'll publish it once, and they'll just kill it; they'll never talk about it again.

You need to be taking that podcast, you need to get it up, you need to be posting on social media, and you need to use those clips and embed those in your blog posts to answer questions better wherever you're relevant.

You need to maybe put some paid behind the social posts featuring those snippets that are going well, so you can boost them on LinkedIn with thought leadership ads or something along those lines, give it like a month or so, and then repost those on your organic channel again.

I think people underestimate how much you can do with one good piece of content, you can really milk it for a very, very long time.

The final thing is I think using people, right? The reality is that people buy from people. And so you want a face behind what you're selling. The founder, the sales team, these are the folks who need to be distributing this content and utilizing it.

Q5: Can you share an example of a successful project where your strategies significantly boosted a client's B2B marketing results?

Parthi: From an SEO perspective, especially with all the noise around AI, what we're really helping companies do is figure out is, how do I include the right information in our content?

How do we think about information gain? How do we just not copy everybody else? 

Make sure that we cover those at a baseline, and then figure out what the gaps are in terms of what they're talking about and fill in those gaps.

Because when we fill in those gaps, Google is suddenly like, hey, this page is really great. And answers the question in a very complete manner, way better than anybody else, we should put this up higher.

So a lot of our customers like scribe, Pecan AI, Next DLP, Ramp, et cetera, have seen massive increases in SEO. Like Scribe, for example, they saw a 1,100% increase in traffic as well as paid signups over the course of 12 months.

So that's one of the ways in which we've helped companies really, really think about how do they approach SEO in this new world and how do you do things right as opposed to trying to hack the system.

Conclusion

Parthi Loganathan's expertise in building organic demand generation engines offers invaluable insights for B2B marketers. His focus on combining content strategy with modern SEO techniques and the thoughtful application of AI is particularly relevant in today's dynamic marketing environment. We thank Parthi for sharing his knowledge and invite our readers to connect with him for further discussion on B2B marketing and content strategies.

Get Involved with GTM Nights

Do you have a compelling GTM story or insight to share? Are you ready to launch your AI startup? We invite you to be a part of this game-changing event series. Reach out to us and make your voice heard.

Apply to present

If you're interested in sponsoring an upcoming GTM Nights event, we would love to hear from you. Sponsoring our event is a fantastic opportunity to showcase your brand, connect with industry leaders, and contribute to the development of cutting-edge GTM practices.

Schedule call

Join us in this edition of the GTM Nights newsletter for a thought-provoking Q&A session with Dmitry Stavisky, a seasoned full-stack startup advisor known for his expertise in launching tech companies in both domestic and international markets.

Q&A Session

Q1: Dmitry, with your extensive experience in building startups, what key factors do you believe are essential for a tech company's successful launch?

Dmitry: Launching a tech company is a bit like launching a spaceship: it requires a destination worth traveling to, a stellar team, solid navigation, and lots of fuel - talent, capital, and... coffee. While there's no magic formula for startup success, several key ingredients are often in the mix. A successful launch typically rests on the shoulders of a capable founding team, an innovative business idea, and a sizable market opportunity. Let's break down these elements.

The cornerstone of any startup is its founding team—the founders and early employees. Their combined product knowledge, technical acumen, business savvy, resilience, and network form the bedrock of the venture. Opt for familiar faces when assembling your crew; established rapport leads to high-functioning communication, deeper trust, and smoother team alignment. Prioritize the team because, more often than not, your initial business idea will morph with time.

Next is the idea itself. Your product must address a genuine need within a significant market. The best startup concepts often appear unconventional, mundane, or overly ambitious at first glance. Timing is everything—aim to launch right as the market and/or technology ripens for your offering. Ask yourself, "Why now?"

When refining your idea, consider two more questions: What unique insights do you bring to this business? What will be your enduring competitive edge? If you're struggling for answers, that's a red flag.

With a promising concept in hand, think of the shortest way to validate it. Engage with potential users straight away, ideally before any substantial development. Create a minimal proof of concept, gather feedback, and then iterate. At the same time, begin to sketch your go-to-market strategy, targeting the right audience efficiently and cost-effectively. 

Lastly, consider the scale of the opportunity. Is it plausible to hit $100M in annual recurring revenue over a decade? If the numbers don't add up to a venture-scale business, reconsider venture capital financing—it may not be the right fit.

For additional perspective, encourage founders, especially first-time ones, to tackle the Y Combinator application questions (https://www.ycombinator.com/apply). It's a thoughtfully designed framework that can sharpen your strategic thinking.

In summary, combining a solution-oriented product with a savvy market entry strategy underpinned by a competent and cohesive team will greatly enhance your startup's odds of a successful debut.

Ultimately, you need to create something greater than the sum of their parts by combining a solution for a big enough problem, a savvy market entry strategy, and a competent and cohesive team. Now, all you need to succeed is a lot of luck.

Q2: How has your background in coding and climate science influenced your approach to startup advising?

Dmitry: Interesting question! Yes, my first career was in climate science. I did field research on the physics of atmospheric processes over glaciers and developed numerical models of the observed processes. That involved avoiding freezing my butt off or running into a polar bear, working with data, and coding complex models - important meta-skills. I learned how to work with people from different walks of life, be guided by evidence, think from the first principles, appreciate tooling and code elegance. 

All this made my transition from scientific programming to commercial software engineering quite natural when I realized I was more interested in coding my models than in science. I did have to catch up on Computer Science fundamentals though, so knowing how to learn came handy.

 Climate science also has taught me the value of looking at the bigger picture. In the startup world, this translates to understanding market dynamics and seeing the opportunities around the corner. And my background as a software engineer gives me the grounding to understand the tech behind startup's products. Just like a full-stack developer handles all layers of an application, as a full-stack advisor, I help founders with a variety of startup challenges both at strategic and tactical levels.

Q3: Can you share some challenges you've faced in leading teams at high-profile companies and how you've overcome them?

Dmitry: Oh, that could fill a book or two! My first non-technical leadership role was with Evernote. I joined it as a VP of Product in 2006, transitioning to lead international expansion after the 2008 launch. With no existing playbooks for startups going global, we had to craft our own—deciding on market priorities and entry strategies, localizing products and marketing, and building local teams, all with scant resources. Besides, my background didn't include marketing, PR, or business development. The International team? Just a part-time, highly capable developer and me. 

This was daunting! So, I sought advice from experts, recruited skilled professionals, gave them lots of autonomy, and heavily relied on their judgment and expertise. Collaborating with HQ was crucial—adapting their marketing ideas, coordinating partnerships, and nudging the product team for essential changes. This strategy paid off; by 2014, Evernote had grown into a global company with much of its user base, revenue, and growth outside North America.

At Edwin, an AI tutor for Korean and Japanese students studying for standardized English tests, we faced the quintessential startup hurdle: missing the product-market fit. We built some cool tech and sophisticated products, but underestimated the challenge in swaying students and families towards this innovative exam prep method. It was a tough pill to swallow. Pivoting became essential, and inspiration struck from MyBuddy.ai, another EdTech startup we were friends with. They had found a niche in early childhood education with a simple yet effective product. We merged two companies into Buddy.ai, joining forces and doubling down on teaching English to young kids. This fusion of complementary tech and team skills enabled Buddy.ai to surge ahead, broadening our geographical reach and accelerating growth and product development. One year later, our total revenue was 2.8x higher, mostly from new regions. 

Q4: What are some common misconceptions about startup growth that you've encountered?

Dmitry: There are so many to choose from! A major one is an over-reliance on paid user acquisition early on. Many startups underestimate the potential of product-led growth (PLG), where the product itself drives customer acquisition and retention, often proving more sustainable and cost-effective.

Diving into unfamiliar waters—be it a new market segment or geography—without proper research and understanding the nuances is asking for trouble. You might get lucky, but it's better to start where you know the terrain.

A critical aspect is the founding team's competencies. A well-rounded team with complementary skills is crucial. Without this, even the most promising startups can struggle to navigate the inevitable challenges.

Another challenge arises as startups begin to scale: hiring high-caliber individuals and maintaining a strong culture. The 0-to-1 phase, where a startup goes from nonexistence to a functioning entity, requires a different skill set and attitude compared to the 1-to-N phase, where a company scales its proven product or service. But it's vital to maintain hiring standards and cultural cohesion.

Technical debt is another balancing act. Startups need to move fast and test hypotheses, but letting technical debt accumulate unchecked can lead to significant problems down the line. It's about finding the right balance between speed and sustainability.

A common error is focusing too much on new customer acquisition while neglecting customer retention. It's very hard to fill a leaky bucket!

And scaling before having a firm grip on unit economics is like building a house on sand. It's imperative to get enough marginality before accelerating growth. This ensures long-term viability.

Lastly, don't underestimate the importance of basing your decisions on data—flying blind is dangerous. It's critical to be able to detect problems quickly. And that requires good product, marketing, and financial analytics.

Startup growth is a delicate balancing act. It's also exciting and rewarding!

Q5: In your opinion, how important is it for startups to pivot, and what signs should they look for to know when it's time?

Dmitry: Pivoting in startups is more common than one might think. While a lucky few hit the mark on their first try, most must navigate through a series of hypotheses—testing everything from tech solutions and UX design to user acquisition tactics. This iterative process is essential in finding the right approach.

Failure in these experiments can arise due to various factors: technical challenges, cultural mismatches, economic shifts, or market trends. Failures manifest in different ways, such as lack of customer interest, high churn rates, negative feedback, or unsustainable cost structures. For instance, at Edwin, we faced a lack of customer interest. Recognizing this as a fundamental flaw rather than a temporary setback, we pivoted to a different market segment and merged with a company working in this sector, which proved to be the right move.

Deciding to pivot is about realizing when you've exhausted viable options with the resources at hand. It's a delicate balance—you don't want to pivot too soon and miss a potential breakthrough, but delaying too long could deplete your resources. This decision is challenging and should be made collaboratively. Engaging with cofounders, teammates, advisors, and investors can provide diverse perspectives and make the process more comprehensive.

In summary, pivoting is not just about avoiding failure but strategic adaptation and seizing new opportunities. It requires a judgment call and the willingness to embrace change when necessary.

Q6: For aspiring entrepreneurs and startup founders, what advice would you give to maximize their chances of success?

Dmitry: Launching a startup shouldn't be primarily about getting rich or seeking the glamour often associated with being a founder. The reality is more about hard work and resilience than what's typically portrayed. Before rushing into a new venture, take the time to research its feasibility thoroughly.

A good reason to start a company is if you see something important that ought to exist but doesn't, where the opportunity is big enough, and you have the right skills and expertise to make it happen. It's about really understanding and caring about your customers' needs. Remember, building a business is a long game.

It's crucial to put together a strong team. You need people who share your vision and bring different skills and viewpoints to the table. Such a team can help you tackle problems more creatively and keep going when things get tough.

Adaptability is key. You've got to be willing to learn as you go and not be afraid to experiment. Building a startup is about being driven by a meaningful goal and being prepared for all the challenges along the way.

In addition to adaptability, decisiveness is crucial. Balancing speed with informed decision-making can often be the difference between seizing an opportunity and missing out. You do this by grounding decisions in data and input from your team and other stakeholders.

Conclusion

Dmitry's extensive experience and diverse background make him a treasure trove of knowledge for anyone in the startup ecosystem. His insights are not just drawn from his successes but also from the challenges and pivots he's navigated through. We thank Dmitry for sharing his invaluable experiences and encourage our readers to connect with him to further explore avenues for startup success.

Get Involved with GTM Nights

Do you have a compelling GTM story or insight to share? Are you ready to launch your AI startup? We invite you to be a part of this game-changing event series. Reach out to us and make your voice heard.

Apply to present

If you're interested in sponsoring an upcoming GTM Nights event, we would love to hear from you. Sponsoring our event is a fantastic opportunity to showcase your brand, connect with industry leaders, and contribute to the development of cutting-edge GTM practices.

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Join us at GTM Nights for an enlightening morning where the future of sales and content strategy converges with the transformative power of AI. This event is a must-attend for those looking to revolutionize their approach with the latest AI innovations.

📅 When: Jan 16 📍 Where: Virtual 🕒 Time: 10 am PT 🔗 Details & RSVP:

Reserve

Featuring a Powerhouse Lineup of Speakers:

1. Rush Shahani, Co-Founder & CTO of Persana AI Dive into the world of AI with Rush, an expert with over 8 years in the field. Discover how Persana AI is transforming sales with automated processes and generative AI for lead list building, offering hyper-personalized recommendations for a data-driven future.

2. Parthi Loganathan, CEO of Letterdrop Engage with Parthi, a visionary in B2B marketing, and learn how to empower your company with robust organic demand generation engines. His expertise in strategic content deployment using SEO, LinkedIn, and sales team collaboration is reshaping B2B marketing strategies.

3. Rick Koleta, Founder and CEO of RiteGTM Gain insights from Rick's extensive experience in go-to-market strategies, successful product launches, and fostering cross-functional collaboration. His journey epitomizes innovation and leadership in the tech industry.

Why You Should Attend:

• Unlock AI's Potential: Learn how AI can revolutionize your sales and content strategies, enhancing efficiency and effectiveness.

• Learn from the Best: Our speakers are industry leaders who will provide valuable insights into harnessing AI for transformative growth.

• Network with Peers: Connect with other professionals who are also exploring AI's potential in their industries.

GTM Nights is more than just an event; it's a catalyst for change and innovation. Whether you're looking to enhance your current strategies or discover new ways to integrate AI into your business model, this event will provide you with the knowledge and tools needed to stay ahead.

We're excited to bring you the recordings from GTM Nights Vol. IV, featuring a stellar lineup of go-to-market strategists. Their presentations offered innovative insights into the evolving world of GTM. For an in-depth exploration of their strategies and experiences, we invite you to watch the full videos of their talks.

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Featured Speakers and Insights:

• Sriya Maram: Co-founder and CEO of Persana AI, Sriya Maram, illuminated the efficiency of trigger-based prospecting. Her leadership and commitment to diversity and inclusion in GTM are truly inspiring.

  • Watch Sriya Maram's Presentation

• Yun Huang: Yun Huang, known for her formidable track record in B2B GTM strategy at LinkedIn, shared her expertise in top-down and bottom-up GTM approaches, emphasizing impactful initiatives and cross-functional collaboration.

  • Watch Yun Huang's Presentation

• Shubham Nigam: As the Co-founder of Quest Labs, Shubham Nigam delved into the role of gamification in personalizing buyer journeys, reshaping growth paradigms for both B2B and B2C companies.

  • Watch Shubham Nigam's Presentation

• Dmitry Stavisky: Dmitry Stavisky, an advisor with rich experience in startup environments, shared valuable lessons on global expansion and strategic growth, offering actionable advice for startups aiming to reach new heights.

  • Watch Dmitry Stavisky's Presentation

Dive Deeper into GTM Strategies:

Each speaker brought unique perspectives that deepened our understanding of modern GTM practices. To get the most out of their insights, we encourage you to watch their presentations.

Stay tuned for more insights and strategies in the world of go-to-market. Your journey to becoming an industry leader in GTM starts here!

Best Wishes,

The GTM Nights Team

The recently concluded GTM Nights Vol. IV was nothing short of a revelation for go-to-market professionals. Among the evening's many enlightening moments, the spotlight shone brightest on the concept of trigger-based prospecting, a groundbreaking strategy championed by Persana.AI.

The event transcended the bounds of a typical networking gathering, evolving into a vibrant hub of innovative ideas and cutting-edge strategies. Alongside the insightful presentation from Persana.ai’s founder and CEO, Sriya Maram, Quest Labs’ Co-founder Shubham Nigam, GTM Strategy & Operations Specialist at LinkedIn Yun Huang, and International Startup Scaling Expert Dmitry Stavisky, captivated the audience with their diverse and thought-provoking perspectives on GTM strategies.

The narrative of GTM Nights Vol. IV was significantly shaped by the exploration of evolving prospecting methodologies. The session led by Persana.ai stood out, marking a stark departure from traditional, volume-focused prospecting to a more refined, data-driven approach. This new method, named "trigger-based prospecting," leverages the power of AI and a vast array of data points to target potential customers more strategically, emphasizing efficiency and effectiveness.

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The discussion was not just theoretical but a practical guide to revolutionizing a company's go-to-market strategy. It highlighted how using various signals, such as job changes, engagement with marketing materials, and other high-intent indicators, can refine and enhance sales strategies.

However, GTM Nights Vol. IV was more than a seminar on prospecting. The other speakers delivered presentations that were equally compelling, covering a wide range of pertinent topics. These discussions gave attendees a comprehensive understanding of the contemporary challenges and opportunities in the go-to-market arena.

And here's the great news for those who couldn't attend or wish to revisit these invaluable insights: We will soon be uploading all the talks from GTM Nights Vol. IV to our website. This is your chance to immerse yourself in the wisdom and expertise shared during this remarkable event. Keep an eye on our website for these uploads, which promise to be a treasure trove of knowledge for anyone looking to enhance their go-to-market strategies.

Get Involved with GTM Nights

Do you have a compelling GTM story or insight to share? Are you ready to launch your AI startup? We invite you to be a part of this game-changing event series. Reach out to us and make your voice heard.

Apply to present

If you're interested in sponsoring an upcoming GTM Nights event, we would love to hear from you. Sponsoring our event is a fantastic opportunity to showcase your brand, connect with industry leaders, and contribute to the development of cutting-edge GTM practices.

Contact us today

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