MUST LISTEN: The 9 Biggest GTM Dysfunctions in B2B SaaS

GTM Live

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9d ago 53:09

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This week on GTM Live, Carolyn and Trevor unpack the 9 go-to-market dysfunctions quietly derailing growth at even the most ambitious B2B companies.

They dig into why so many teams, despite big budgets, headcount, and tools, are still struggling to drive efficient growth.

Spoiler: it’s not the people. It’s the system.

You’ll hear why fragmented data, financial secrecy, and siloed ownership are causing misalignment across marketing, sales, finance, and CS. And what it takes to rebuild GTM as a unified, accountable system.

Trevor breaks down the real role of RevOps (and why it’s failing in most orgs), while Carolyn makes the case for ditching vanity metrics and rethinking how you measure and invest in growth.

If you’re questioning whether your CAC is sustainable or your GTM truly aligned, this one’s for you.

Key topics in this episode:

The 9 biggest GTM dysfunctions hurting growth
Why RevOps struggles to drive real impact
How to align GTM and finance on a shared data model
The danger of over-investing in top-of-funnel
Why teams fix symptoms, not systems
What it actually takes to build a full-funnel growth engine

This episode is powered by Passetto.
We help high-growth companies build the GTM system they should’ve had all along: measurable, connected, and built for real growth. We integrate your CRM, financials, and GTM data to uncover what’s working, what’s not, and what to do next.
Part platform, part advisory. All about clarity.
Learn more at passetto.com.

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