B2B Revenue Vitals

In this unique episode, Chris shares the unfiltered audio from a consulting call with an entrepreneur. Chris offers advice from his personal experience building multiple businesses to 7 and 8 figures in revenue.Here’s what you’ll learn in this episode:Why raising VC money might be a sign that your business model needs rethinkingThe advantages of bootstrapping a SaaS company to $5-10M ARRHow a SaaS + services model creates better financial outcomes and product developmentWhy "slow is fast" in building sustainable businessesThe dangers of rapid scaling and how it often leads to revenue regressionHow to structure equity and compensation in early-stage companiesThe math behind exit outcomes and why 100% ownership of a smaller company often beats partial ownership of a larger oneBuilding customer success into your model rather than outsourcing itWhy the feedback loop from direct customer service dramatically improves product developmentReal numbers from Chris's journey growing his agency from $11M to $22M and back to $12M–Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

Today’s episode is a live fireside chat recorded at Warmly’s office, where Chris covers why smaller software companies can move faster than larger ones, what customers actually want versus what they say they need, and practical ways to measure what matters in marketing. Here’s what you’ll learn in this episode: Why smaller companies have distinct advantages over $100M+ companies today  The critical importance of making customers successful with your product (not just selling it)  How AI is accelerating product development and changing business operations  Why competitive differentiation now requires more than just features and messaging  The shift from "giving away customer success" to charging for services that drive results Rethinking traditional department structures like marketing, sales, and RevOps  Why attribution models are fundamentally flawed and how to approach measurement differently The problem with sales compensation models that don't align with today's buying journey Creating defensibility through customer proximity, delivering results, and leveraging proprietary data  How to consider pricing models based on deliverables instead of traditional subscriptions–Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visitwww.hatch.fm to learn more.

When Chris Walker looked at his bank account in 2019, he had $3,000 and student loan debt. In this week’s GTM Live episode, he shares an overview of the choices that led to building successful multi-million dollar companies over the next 6 years, and the personal cost of those decisions. He then spends the majority of the episode examining why B2B companies struggle to measure marketing results effectively, and details the surprising pattern he has seen while helping over 50 companies solve this exact problem.Here’s what you’ll learn in this episode: Some uncomfortable truths about building a business The real reason most CMOs can't fix marketing measurement, even when they want to (hint: it's not about their skills or dedication) How marketing leaders can be empowered to focus on their core strengths rather than ROI spreadsheets Finding the right balance between over-complicating and over-simplifying marketing measurement approaches (and what to actually track) How companies waste millions on marketing programs while scrutinizing much smaller expenses Why most RevOps teams end up grading performance instead of guiding strategy (and how to fix this) A straightforward way to look at marketing data that everyone in the company can understand and trust How companies can avoid spending 18 months building the wrong solution to their marketing measurement problems–Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

In this episode, Chris joinsFP&A Tomorrow host Paul Barnhurst (a.k.a.The FP&A Guy) to talk about the intersection of finance and GTM. Chris shares his perspective on why most B2B companies get GTM investments wrong, the inefficiencies in traditional marketing measurement, and how CFO's and finance teams can play an incredibly strategic role in driving revenue efficiency.Key topics from this episode:The disconnect between finance and GTM teams—and how to fix itWhy most companies mis-allocate GTM investmentsThe problem with measuring marketing ROI through attribution modelsHow finance can take ownership of GTM efficiencyThe four key stages of a revenue factory and why companies need to rethink pipeline creationThe impact of content strategy on brand awareness, demand generation, and revenue growthWhy finance leaders should actively participate in GTM strategy rather than just measuring its outcomesHow Chris is building Passetto and Refine Labs to solve the GTM efficiency problem–Thanks to our friends at Hatch for producingRevenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

How can CEOs, CMOs, and revenue leaders truly create a high-performance GTM engine?  This episode is a live event that Chris Walker did with Sangram Vajre (co-founder & CEO at GTM Partners) where they answer exactly that. Key topics from this episode: Who should really own GTM? Moving beyond “marketing vs. sales” The 4 pillars of pipeline creation Why marketing needs more of a business mindset The importance of retention vs. acquisition How to fix broken revenue metrics Why “slow is fast” in GTM How to build an agile GTM team What the future of marketing leadership looks like – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

Why do so many companies struggle to generate pipeline efficiently? In this episode, Chris shares exactly why (and new and more effective GTM strategies).  Whether you're a CMO, CRO, CEO, or CFO, this episode will challenge your thinking and help you build a smarter GTM strategy with marketing investments that are actually delivering returns. Key topics from this episode: The Fundamental Flaws in Pipeline Creation  The 3 Phases of Pipeline Creation Why "Marketing vs. SDRs" is a Broken Debate How to Fix Attribution & Measurement  Rethinking RevOps & Sales Productivity  The Hidden Costs of Inefficiency  How CMOs, CROs, and CFOs Can Align on GTM Efficiency  – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

Chris joined Brad Zomick’s show (LinkedIn Famous), where he shared insights on personal growth as a founder, his learnings from executing on LinkedIn for 5 years, and the new playbook founders can use to build and grow their companies.  Key topics from this episode: The right way to approach LinkedIn (hint: vanity metrics don’t matter) Personal growth and intuition as a founder Learnings and mistakes from scaling Refine Labs & Passetto Live events as a compounding asset Why founders should re-think the VC-funded model The future of social media in B2B Why the most important thing as a founder is to take action – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

This is the first GTM Live episode of 2025, and Chris shares his most recent GTM strategies to help you win. These lessons are especially crucial for companies who want to scale past $10 million ARR. Key topics from this episode: The 3 Pillars of GTM Success: GTM Strategy, GTM Optimization, and GTM Operations. Cost of Growth: Reframing GTM efficiency as "cost of growth" to measure true ROI and organizational health. AI and Copycat Products: How AI is accelerating product cloning and forcing companies to change how they differentiate. Challenges of PLG Integration: The pitfalls of mixing product-led and sales-led growth motions together in established companies. Smaller, Agile Teams: The shift towards AI-enabled, lean marketing and sales teams for efficiency and flexibility. Flawed Metrics: Why reliance on outdated KPIs like MQLs and traditional attribution models is a mistake. Siloed Departments: The need to remove organizational silos to create a Unified Revenue Factory. Future-Proofing Sales and Marketing: Strategies to align compensation, integrate data, and streamline processes for sustainable pipeline creation. – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

This is a must-listen episode where Chris Walker joined Dave Gerhardt (Founder & CEO of Exit Five) on the B2B Marketing with Dave Gerhardt podcast.  Key topics from this episode: Why being “early” in seeing how marketing is changing is often misunderstood as being wrong How to manage negativity on social media while staying focused on your goals Using podcasts, live events, and social media to gather actionable customer insights in real time Breaking down marketing into Strategy vs. Pipeline Creation for clarity and efficiency Why AI is an accelerant for creativity and execution, not a replacement for strategic thinking How smaller and more agile marketing teams are outperforming larger ones Calculating true marketing ROI by accounting for headcount, tools, and overall efficiency How senior marketing leaders can improve outcomes by staying hands-on and closer to the execution process – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

In this episode, Chris Walker talks with hosts Mikkel Kiærulf Plæhn and Toni Hohlbein about the GTM challenges B2B companies face. He shares common mistakes companies are making, how to better use data for decision-making, and predictions for what the future of GTM looks like. Key topics from this episode: Why unit economics at the top of the funnel are the root of most GTM inefficiencies The CEO’s pivotal role in aligning the entire GTM function Why current data structures fail executives and how to fix them Predictions for 2025: Centralized decision-making, smaller teams, and AI-native organizations The pitfalls of relying on outdated KPIs like MQLs and demo requests Why traditional attribution models hinder strategic decision-making How AI will reshape GTM strategies and why data architecture is critical The shift from RevOps to a more streamlined approach to operations Chris’s vision for post-sale functions: Aligning customer success with measurable outcomes Strategies for improving per-rep productivity and scaling efficiently – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

In this episode, Chris Walker joins a live event by Finn Thormeier to share his current approach to content, and what it takes to create a B2B content strategy in 2025 that actually works.  Topics covered in this episode: Chris’s current content approach and strategy while building Passetto The problem with sharing your IP too freely in your content Lead gen vs. audience building Invite-only events as a secret weapon When to focus on niche vs. broad content How to develop your content POV’s The most effective way to source weekly content topics Who should be the face of your content brand Why distribution won’t save bad strategy How to measure results from content The future of content creation roles – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

In this episode, Chris Walker shares how GTM teams can achieve better results. He breaks down the steps revenue and marketing leaders can take to understand their spending, measure their impact, and drive more effective outcomes. Key topics include: Transitioning from growth-at-all-costs to efficiency-first strategies The critical role of financial data in optimizing GTM investments How to build a closed-loop feedback system for greater pipeline efficiency The problem with blanket cost-cutting and why it doesn’t solve GTM inefficiencies Rethinking the marketing leader’s role: From tactician to strategic revenue driver The concept of marketing as a portfolio of investments and how to optimize it Why marketing and sales alignment is critical but often misunderstood – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

In this episode, Chris Walker shares why many companies have GTM efforts that fail to deliver the expected results, which can often result in missing out on hundreds of millions of dollars of shareholder value.  He breaks down the root causes—disconnected teams, poor data, and misaligned goals—and provides actionable steps to address them. Key topics include: Why the CEO—not the CFO—should be responsible for fixing GTM efficiency. The inefficiency of traditional KPI systems and how they hinder strategic decision-making. How to align GTM strategies across finance, marketing, sales, and RevOps. How flawed data architecture leads to misaligned budgets and reduced pipeline efficiency. The importance of early-warning metrics like pipeline efficiency to avoid costly performance degradation. Practical ways to integrate financial data with CRM insights for better executive-level decisions. Why AI, SDRs, and marketing teams must unite under a shared accountability framework. Transforming the prospecting engine: A case for marketing-led SDR management. – Thanks to our friends at Hatch for producing Revenue Vitals and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

In this episode, Chris Walker talks with host Nick Flamini about practical ways to improve go-to-market strategies, strengthen the connection between finance and marketing, and make small teams more effective with AI. Key topics include: Why CFOs should lead the go-to-market planning model that drives how marketing operates. The inefficiencies in traditional SDR roles and how to rethink sales processes with AI and full-cycle AEs. Why companies must adopt a portfolio approach to marketing investments to maximize ROI. The fallacy of blanket advice and how businesses can find the right strategies for their unique circumstances. Why bootstrapping to $10M ARR is the new benchmark for success. How to transform event participation into a high-ROI strategy without costly trade show booths. The shift to AI-powered small teams and why they’re outperforming large, traditional teams. Rethinking inbound marketing and why it no longer serves as the best practice for B2B companies. Listen to the full episode to learn actionable strategies for building a more efficient and effective revenue engine. – Thanks to our friends at Hatch for producing Revenue Vitals, and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

In today's episode, Chris shares how AI will completely redefine GTM strategies over the next 18 months, including its impact on RevOps, marketing efficiency, and SaaS companies overall. Key topics include: How AI is transforming low-level marketing, design, and ops roles. The shift towards smaller, AI-enabled teams with higher efficiency. Why "free advice" from platforms like LinkedIn can be costly for businesses. The future of intellectual property and thought leadership in a world driven by AI. The critical need for CFOs to lead go-to-market efficiency and strategy. Restructuring RevOps for transformational growth. How smaller, agile companies can outpace legacy SaaS giants. Predictions for 2025 and beyond: The convergence of AI, SaaS, and results-oriented pricing. Chris also discusses his evolving philosophy on entrepreneurship, leadership, and content creation. Listen to today's episode to learn how you can prepare for the future of GTM, and win. – Thanks to our friends at Hatch for producing Revenue Vitals, and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

Today’s episode is possibly the most unique episode ever published on Revenue Vitals.  It's the audio from a private coffee meeting I had with an entrepreneur who is looking to start an agency.  Note - You will only be able to hear my audio, but I think you’ll get a lot of value from it. I shared my recent learnings around topics like: Lessons learned from building multiple businesses Getting to $20k / month as a solo-consultant vs. scaling an agency How to optimize pricing Differences in business needs at various growth stages (e.g., early-stage startups vs. mature organizations) Using financial models and unit economics to drive strategic decisions Structuring equity and compensation to incentivize long-term employee retention The challenges with stock options and equity in startup and growth-stage businesses The power of creating content on LinkedIn + podcasts as a Founder Listen to this full episode, and let me know if you’d like me to create more content around these topics for Founders and CEO’s. – Thanks to our friends at Hatch for producing Revenue Vitals, and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

In today’s episode, I’m sharing my interview on The Long Game podcast where we covered a variety of great topics like: Being Misunderstood on LinkedIn Attribution is a Tool (Not the Answer) Reimagining the Role of the CMO Demand Creation vs. Brand Awareness Bootstrapping vs. Venture Capital Why SaaS + Services is a Great Model LinkedIn's B2B Potential And more… – Thanks to our friends at Hatch for producing Revenue Vitals, and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

Welcome to Revenue Vitals, a weekly show where Chris Walker challenges the traditional status quo of B2B go-to-market strategies, covering areas like Digital Demand, RevOps, Sales Development, and GTM Strategy. In this episode (GTM Live #38), Chris talks about: Why attribution models are more of the problem than the solution The limitations of traditional KPI systems in marketing and sales Breaking away from the inbound vs. outbound debate How a factory-like GTM structure can streamline pipeline creation The challenges of working with partners and the pitfalls of PLG models The critical role of RevOps in strategic GTM alignment Redefining SDR roles and the value of integrated data And more… Listen to this full episode to learn how you can reshape your company's go-to-market approach for greater efficiency and growth. – GTM Live is a weekly live event every Tuesday at 12pm CST. Register here to have Chris answer your specific questions. – Thanks to our friends at Hatch for producing Revenue Vitals, and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.

Chris Walker joins Erik Jacobson (CEO at Hatch.fm) to talk through Chris's recent update to his strategic narrative, POVs, and messaging at Passetto, which has resulted in generating more pipeline and revenue in the month of October alone than all of 2024 combined up to that point. Listen to this episode to hear Chris’s framework on how to turn what you say (your message) into 10x growth. —- Thanks to our friends at Hatch for producing Revenue Vitals, and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more

Welcome to Revenue Vitals, a weekly show where Chris Walker challenges the traditional status quo of B2B go-to-market strategies, including Digital Demand, RevOps, Sales Development, and GTM Strategy.  In this episode (from GTM Live #37), Chris talks about: Who should own the GTM strategy (hint: it’s not the CMO) Why GTM should function like a factory Post-sale reporting lines Attribution vs. business-level KPI’s CMO & CEO alignment LTV:CAC vs. GTM Efficiency Larger vs. smaller team dynamics And more… Listen to this full episode to hear how these frameworks can transform your company’s GTM approach. *** If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you’re working through, make sure to attend this weekly event every Tuesday at 12 central. Register here. Can’t make the event but have a question for Chris? Submit it here. *** Thanks to our friends at Hatch for producing Revenue Vitals, and all of Chris’s short-form video and YouTube content. Hatch is a video-first content agency that creates short-form video content, video podcasts, original video series, and YouTube videos for B2B companies. Visit www.hatch.fm to learn more.