A Go-To-Market Perspective

7 Episodes

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AI Can’t Build Relationships: Rethinking Analyst Relations Amid Market Disruption

2026-03-2352:44

Analyst Relations has always been a relationship business; it’s not all about dot placement. In this episode, Rob sits down with Alyssa Stone to unpack what actually makes AR effective in 2026: earning analyst trust, building real executive relationships, and knowing which individual analysts truly influence buyers and sales cycles.They explore how AI is reshaping AR workflows (from research to briefing prep), where automation genuinely helps, and why AI can’t replace experience, intuition, or human connection. Alyssa also shares a candid look at the disruption hitting the analyst ecosystem itself, including declining market values and layoffs at firms like Gartner and Forrester, alongside the rising relevance of independent and second-tier analyst firms.If you lead AR, comms, product marketing, or GTM strategy, this conversation offers a grounded, real-world playbook for navigating both AI transformation and analyst market upheaval.

Product Marketing: So much responsibility, so little authority

2026-03-0845:03

Product marketing touches so much, from positioning and product launches to sales enablement, competitive intelligence, and analyst relations. Yet, many product marketers often feel they have little direct ownership of execution and results.In this episode of A Go-To-Market Perspective, Rob Karel sits down with Beth Barach, VP of Product Marketing at Brinqa, to explore how to build and scale a product marketing team empowered to drive meaningful results.They cover where product marketing fits in modern GTM orgs, the most common cross-functional challenges they face, what skills matter most at different company stages, and how leaders should think about building (or evolving) the function. Beth also shares how AI is reshaping her day-to-day work and what that means for product marketing teams in 2026 and beyond.

Introducing Marketing’s Newest Role: the AI GTM Leader

2026-03-0443:43

What happens when marketing stops waiting for tools and starts building them instead?In this episode, Rob sits down with Amanda Wilson, VP & Head of Marketing and AI GTM at Tellius, to unpack how she’s redefining modern marketing leadership by operationalizing AI across the entire go-to-market engine.Amanda shares how her team is leapfrogging traditional workflows by turning projects that once took months into hours, and rolling out internal AI capabilities without chasing elusive headcount. You’ll hear how she’s creating space for innovation, why “AI GTM Leader” is becoming a real role inside forward-thinking companies, and what it looks like to build marketing systems that scale faster than your org chart.

The Product Marketer’s Path to CMO

2026-02-2143:38

There is no straight-line path from product marketing to CMO. Each winding and twisting journey is wildly different. Join Rob as he sits down with Thomas Brence, Chief Marketing Officer at Collibra, to describe the steps he took as his role evolved from head of portfolio marketing. With a product-first mindset, he approached org design differently with the goal of tight GTM alignment and transparency. We'll unpack how that transition reshaped the team around customer retention while balancing demand generation with long-term brand building. The conversation explores what changes when a CMO deeply understands the customer, the product, the personas, and the buying journey - and how clear priorities, ownership, and operating models can turn marketing into a balanced growth engine. A must-listen for product marketers, marketing leaders, and anyone designing modern B2B marketing organizations.

How to land that senior-level marketing role in 2026

2026-02-2045:32

The market for senior-level marketing roles is changing fast. In this episode, Rob sits down with executive marketing recruiter Michael King to unpack what it really takes to land a senior marketing role in 2026. They dive into today’s buyer’s market realities, a growing bias prioritizing AI skills over marketing experience, and how founder, board, and investor expectations to do more with less are reshaping marketing leadership roles. If you’re navigating a senior marketing search (or building your next leadership bench), this episode offers an honest look at what’s changing, what’s not, and how to adapt.

Customer engagement levers that drive cross-sell and retention

2026-02-1737:52

Customer engagement is not simply a support function. It’s increasingly a primary driver of cross-sell, retention, and long-term account growth in B2B go-to-market strategies.In this episode, Rob speaks with Ashley Swift, Director of Customer Marketing and Advocacy at Druva, to explore how she is intentionally designing engagement across the customer lifecycle, aligning community, events, advocacy, product alignment, and loyalty programs to support expansion and sustained value.Whether you’re looking to reduce churn, increase net retention, or strengthen internal champions, this conversation offers practical perspectives on turning customer engagement into a repeatable, revenue-impacting growth lever.

The Disruption of Pricing and Packaging in the Age of AI

2026-02-1450:42

Pricing and packaging have always sat at the intersection of product, go-to-market, and finance, but AI is fundamentally reshaping how B2B SaaS companies think about value, monetization, and growth.In this episode, Rob chats with Ismail Madni, Sr Director of Product Pricing Strategy & Business Operations at Mimecast, to unpack how AI is disrupting both what we charge for and how we get there. This isn’t just a strategy conversation; it’s a practical look at the real-world processes companies are using to price AI-driven products, redesign packaging, and adapt to new buying behaviors.Whether you’re launching AI-powered features, rethinking your monetization model, or trying to modernize a legacy pricing approach, this episode delivers practical frameworks, cautionary lessons, and clear guidance for navigating pricing and packaging in the age of AI.

#box-pro-ellipsis-177459691806376{-webkit-line-clamp:2;}A Go-To-Market Perspective