GTM 117: From 0 to Acquisition in 3.5 Years Through Community-Led Growth with Cliff Simon

The GTM Podcast

Cliff Simon is the CRO of Carabiner Group, a part of SBI Growth, an advisor, and fractional executive for several high-growth start-ups, where he utilizes his expertise in all things GTM and RevOps. He is an active leader in multiple GTM communities. With almost two decades of broad technology experience, he has anchored GTM teams in SaaS & Service industries including consulting, network & communications, software, e-commerce, and supply chain. Having worked in both Fortune 20 and High-Growth Startups, Cliff prefers the fast pace and the ability to deliver significant impact that comes with working in the startup space. Cliff is a recipient of the 2024 Modern Sales Leader award from HubSpot and a 2024Top 50 CRO to Watch by Pavilion.

Discussed in this Episode:

• The power of community-led growth in driving customer acquisition and revenue.
• Lessons learned from growing and selling a bootstrapped services business.
• Navigating the challenges of rapid growth, including hiring and managing cash flow.
• The importance of RevOps and when to invest in a full-time RevOps hire.
• Predictions for the future of go-to-market, including the rise of micro-businesses and AI.

Highlights:
(15:43) Driving growth through community involvement and providing value.
(22:58) Hiring challenges during rapid growth.
(27:34) Identifying potential acquirers and navigating the acquisition process.
(33:00) Lessons learned from the acquisition and what Cliff would do differently.
(38:27) Predictions for the future of SaaS businesses and go-to-market.
(42:16) One thing revenue leaders believe to be true that Cliff thinks is bull$***.
(44:55) One thing that is working for Cliff in go-to-market right now.

Guest Speaker Links (Cliff Simon):
LinkedIn: https://www.linkedin.com/in/cliff-simon

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsors:

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The GTM Podcast
Features conversations with the top 1% of tech executives, VCs, and founders - the experts who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories - revealing what worked, what didn’t, and how things actually went down.
This podcast is produced by GTMnow, the media brand of VC firm GTMfund.
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