What happens when your GTM team grows fast but your operating model doesn't keep up? Who owns the funnel when marketing, sales, product, and CS are all pulling in different directions? And why does expansion revenue keep getting treated like an afterthought?
Greg Leach, GM & Product-Led SaaS Operator at
7shifts, has built a cross-functional pod structure that puts a single-threaded owner over every stage of the funnel. He breaks down exactly how it works, from new business to expansion, and why org design and operational rigor might be the most underrated competitive advantages at the scale-up stage.
Greg also shares how PLG drives the majority of 7shifts' expansion revenue, why the first 30 days with a customer should never involve a sales pitch, and how to think about fit, intent, and revenue potential as a framework for knowing when to sell and when to nurture.
Jump into the action:
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00:00) How 7shifts structures GTM accountability across the entire funnel
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02:15) Why only 15–20% of people use AI daily
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05:08) Comparing AI to the Industrial Revolution misses the point
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09:42) Why most things being called "agents" are really just workflows
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13:11) How Greg Leach went from growth PM to owning expansion revenue at 7shifts
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15:31) Why expansion revenue gets neglected and who should actually own it
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17:39) How single-threaded pod ownership eliminates GTM finger-pointing
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22:00) Why optimizing for lead quality beats optimizing for lead volume
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25:20) How 7shifts divides its GTM motion across three distinct pods
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27:22) The first 30 days post-conversion should focus on activation, not selling
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29:00) How 7shifts uses fit, intent, and revenue potential to prioritize expansion accounts
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36:46) How feature paywalls and plan trials power self-serve expansion
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46:14) The reason why org design and operational rigor matter more as you scale
What is GTM News Desk?
No BS news about B2B Go-To-Market.
This is GTM News Desk - the show that keeps you ahead with marketing and sales strategies that win and clarity on the experience buyers want.
Mark Kilens and Natalie Marcotullio give it to you straight - what you’re doing wrong, what you’re doing right, and how to level up your GTM game. They dish out the latest trends, buyer behaviours, and proven plays you can put into action now. From aligning sales, marketing, and RevOps to closing deals at a clip you didn’t think possible, this podcast gives you B2B’s greatest playbooks and lays out the ‘tactics’ to avoid like the plague.
Mark and Natalie take their decades of collective experience working with top B2B brands like HubSpot and Drift and combine them with the GTM expert insights you need to create an impactful GTM strategy for your business.
Produced in partnership with Share Your Genius - we handle full-service media production: managing the process, people, and growth. Find our more at www.shareyourgenius.com