GTM: The End of GTM Sprawl: How HockeyStack is Rebuilding Go-to-Market Around AI, with Co-Founder Emir Atli

Today marks Aviv Canaani’s 5-year anniversary at Datarails! When he first joined Datarails five years ago, the company was 90% outbound, with analysts emailing inbound leads to SDRs once a week. Today it’s 90% inbound, 30x bigger, $70M Series C, and The Information named it the #1 startup of the year. Transcript: Full interview transcripts can be found by episode at https://gtmnow.com/tag/podcast/ What you’ll learn: - How Datarails flipped from 90% outbound to 90% inbound, and w...

George was a professional poker player, then CEO of a company that sold to Logitech for around $100M, and now he’s the CEO of Monk, an AI company automating accounts receivable. Monk is an API company solving the other side of the ledger from Ramp: getting B2B invoices paid. George gets candid about the go-to-market mistakes he made (“50 more than I expected”), why vertical companies win on in-person workshops, the proprietary “harness” that he argues is the real moat in applied AI, the ext...

Legora went from $3.5M to over $100M in revenue in about a year, the fastest any company has ever scaled a direct-sales motion from zero to $100M. Then, they doubled revenue in less than 6 months and hit $200M ARR. Patrick spent seven years at Braze, from the early days through IPO, before joining Legora (a vertical legal-AI company founded by Max, backed by Benchmark and Redpoint) at $3.5M in revenue. He shares the scaling journey. He also gets tactical on the three things he looks for befo...

The CMO of Samsara joins GTMnow to walk through exactly how she ran an AI transformation inside a public company, from a 2.5 week boot camp to 113 agents in production, all while keeping headcount flat and pushing pipeline and revenue up. Meagan has led teams through platform shifts before (PLG, social, Covid) at MongoDB, DocuSign, Nieman, and now Samsara, and she argues AI is categorically different: not a new channel, but a production shift that changes how the work itself gets done. She g...

Information has never been more abundant, and trust has never been harder to earn. That's the tension at the heart of LinkedIn's new research, "The Trust Advantage," and Catherine, who leads marketing for LinkedIn's Sales Solutions business (Sales Navigator), joins Sophie Buonassisi on GTMnow to unpack it. The headline gap: 86% of B2B buyers say expertise is what builds trust, but only 45% describe the sellers they meet as trustworthy. Catherine has spent 25+ years in marketing, including 13...