Jack Altman
@jaltma
Partner @Benchmark. Previously founded Alt Cap and Lattice.
Joined November 2011
631 Following 284.6K Followers
Something Sam learned with Parker Conrad is the importance of creating a demand-rich GTM environment.
When you don't have enough leads, every deal is too precious, so targets can be easily be missed and more importantly reps might try to close bad-fit deals.
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I sat down with @samdblond, founder of Monaco, to talk about to talk about the future of sales and GTM in the AI era.
He's an incredible GTM leader and founder and I get new ideas every time I talk to him. Hope you enjoy.
Timestamps:
(0:00) Intro
(1:26) Sam's sales journey
(3:11) EchoSign learnings
(5:28) Building Zenefits GTM
(7:02) Parker's 0 to $10M thought exercise
(9:51) Creating a demand-rich environment
(14:20) People, brand, and revenue ops
(21:19) Why Sam went to Founders Fund
(28:00) Starting Monaco
(29:40) Salesforce’s innovator's dilemma
(31:40) Going straight for the system of record
(34:30) Disrupting labor
(41:10) Pricing in an AI-native environment
(44:28) The Monaco GTM playbook
(50:06) The $60,000 plane experiment
(54:21) Creative campaigns vs. paid advertising
(1:00:06) Monaco’s product approach
(1:03:13) Advice for founders just starting to sell
(1:07:58) Abundant pipeline and the right to say no
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