We already have many of the climate solutions we need. But scaling them is hard. The Green Blueprint is a show about the people who are architecting the clean economy. Every other week, host Lara Pierpoint profiles the founders, investors, and organizational leaders who are solving complex challenges in the quest to build climate technologies fast.
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Content provided by GTMnow. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by GTMnow or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
Similar to The GTMnow Podcast
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GTM 162: From PLG to Enterprise: How to Layer Sales Without Breaking What Works | Ghazi Masood
Manage episode 505354627 series 2794536
Content provided by GTMnow. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by GTMnow or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
Ghazi Masood is the Chief Revenue Officer at Retool, where he leads the go-to-market engine for the low-code developer platform. Previously he served as SVP & GM, Americas at Auth0 after leadership roles at Microsoft, Oracle, Polycom, and Nintex K2, and he advises several high-growth startups on GTM. A field-first operator, Ghazi specializes in layering sales onto product-led motions and building enterprise upgrade paths without breaking self-serve growth.
Discussed in this episode
- The moment inbound stops being enough—and how to size the outbound gap
- Why to bifurcate SDRs (inbound vs. outbound) and how to define lead sources
- Profiling inbound (more technical, SE-adjacent) vs. outbound (AE-track) talent
- Structuring self-serve as a permanent home vs. a stepping stone to enterprise
- “Ungate to upgrade”: using sustained overage/feature use as a right-sizing trigger
- Pricing & packaging that pulls larger accounts to annual, committed plans
- The “GTM engineer” model for AI-native, high-velocity companies
- Hiring pace, capacity planning, and the leadership principles that scale
Episode highlights
00:00 — Inbound eventually caps out; annual planning exposes the pipeline gap that outbound must fill.
00:45 — What it really takes to add sales to a product-led motion—without breaking PLG.
03:23 — First move: bifurcate SDR into dedicated inbound and outbound to drive focus and outcomes.
04:18 — Nail definitions with Marketing: what counts as inbound vs. outbound (e.g., events ≠ inbound).
06:37 — Decide the role of self-serve: permanent home for some segments vs. stepping stone to enterprise.
09:41 — Ungated features as signals: after ~3 months of sustained overage/premium use, “right-size” the plan.
12:09 — Why frictionless adoption beats hard gates—and how clear web docs make the convo non-adversarial.
15:10 — When to move from pay-as-you-go to annual: sophistication and committed usage, not arbitrary timing.
18:51 — Enter the “GTM engineer”: one person spans SDR → SE → AE → AM to capture massive inbound demand.
25:36 — Frameworks that still work: MEDD(P)ICC and Solution Selling 2.0 for complex, multi-product deals.
Sponsor – Pursuit
The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.
If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.
Guest links
- LinkedIn: https://www.linkedin.com/in/ghazi-masood-09195a2
- Company: https://retool.com
Host links
- LinkedIn: https://www.linkedin.com/in/sophiebuonassisi
- X (Twitter): https://x.com/sophiebuona
- Newsletter: https://thegtmnewsletter.substack.com
The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
Chapters
1. Inbound vs Outbound: When to Supplement (00:00:00)
2. Bifurcating SDR Teams for Focus (00:03:23)
3. Self-Service Strategy and Customer Journeys (00:06:37)
4. Ungating Features as a Sales Trigger (00:11:20)
5. PLG Mistakes and Go-to-Market Engineers (00:16:00)
6. Leadership Principles and Recommended Resources (00:22:40)
592 episodes
Share
Manage episode 505354627 series 2794536
Content provided by GTMnow. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by GTMnow or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
Ghazi Masood is the Chief Revenue Officer at Retool, where he leads the go-to-market engine for the low-code developer platform. Previously he served as SVP & GM, Americas at Auth0 after leadership roles at Microsoft, Oracle, Polycom, and Nintex K2, and he advises several high-growth startups on GTM. A field-first operator, Ghazi specializes in layering sales onto product-led motions and building enterprise upgrade paths without breaking self-serve growth.
Discussed in this episode
- The moment inbound stops being enough—and how to size the outbound gap
- Why to bifurcate SDRs (inbound vs. outbound) and how to define lead sources
- Profiling inbound (more technical, SE-adjacent) vs. outbound (AE-track) talent
- Structuring self-serve as a permanent home vs. a stepping stone to enterprise
- “Ungate to upgrade”: using sustained overage/feature use as a right-sizing trigger
- Pricing & packaging that pulls larger accounts to annual, committed plans
- The “GTM engineer” model for AI-native, high-velocity companies
- Hiring pace, capacity planning, and the leadership principles that scale
Episode highlights
00:00 — Inbound eventually caps out; annual planning exposes the pipeline gap that outbound must fill.
00:45 — What it really takes to add sales to a product-led motion—without breaking PLG.
03:23 — First move: bifurcate SDR into dedicated inbound and outbound to drive focus and outcomes.
04:18 — Nail definitions with Marketing: what counts as inbound vs. outbound (e.g., events ≠ inbound).
06:37 — Decide the role of self-serve: permanent home for some segments vs. stepping stone to enterprise.
09:41 — Ungated features as signals: after ~3 months of sustained overage/premium use, “right-size” the plan.
12:09 — Why frictionless adoption beats hard gates—and how clear web docs make the convo non-adversarial.
15:10 — When to move from pay-as-you-go to annual: sophistication and committed usage, not arbitrary timing.
18:51 — Enter the “GTM engineer”: one person spans SDR → SE → AE → AM to capture massive inbound demand.
25:36 — Frameworks that still work: MEDD(P)ICC and Solution Selling 2.0 for complex, multi-product deals.
Sponsor – Pursuit
The best talent isn’t actively job hunting. Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. As a key GTMfund partner, they equip sales and marketing teams with top performers.
If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member.
Guest links
- LinkedIn: https://www.linkedin.com/in/ghazi-masood-09195a2
- Company: https://retool.com
Host links
- LinkedIn: https://www.linkedin.com/in/sophiebuonassisi
- X (Twitter): https://x.com/sophiebuona
- Newsletter: https://thegtmnewsletter.substack.com
The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.
Chapters
1. Inbound vs Outbound: When to Supplement (00:00:00)
2. Bifurcating SDR Teams for Focus (00:03:23)
3. Self-Service Strategy and Customer Journeys (00:06:37)
4. Ungating Features as a Sales Trigger (00:11:20)
5. PLG Mistakes and Go-to-Market Engineers (00:16:00)
6. Leadership Principles and Recommended Resources (00:22:40)
592 episodes
All episodes
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Similar to The GTMnow Podcast
We already have many of the climate solutions we need. But scaling them is hard. The Green Blueprint is a show about the people who are architecting the clean economy. Every other week, host Lara Pierpoint profiles the founders, investors, and organizational leaders who are solving complex challenges in the quest to build climate technologies fast.
…
continue reading
Thanks for visiting The Cell Phone Junkie! I will be taking the time each week to discuss my favorite topic, cell phones. Any feedback is appreciated and welcome. You can email me at: questions (AT) thecellphonejunkie (DOT) com or call: 206-203-3734 Thanks and welcome!
…
continue reading
The power of Data is undeniable. And unharnessed - it’s nothing but chaos. Making data your ally. Using it to lead with confidence and clarity. Host Jess Carter is solving problems in real-time to reveal what’s possible. Helping communities and people thrive. This is Data Driven Leadership, a show brought to you by Resultant.
…
continue reading
Show notes are at https://stevelitchfield.com/sshow/chat.html
…
continue reading
Investor Shayle Kann is asking big questions about how to decarbonize the planet: How cheap can clean energy get? Will artificial intelligence speed up climate solutions? Where is the smart money going into climate technologies? Every week on Catalyst, Shayle explains the world of climate tech with prominent experts, investors, researchers, and executives. Produced by Latitude Media.
…
continue reading
The official podcast of Rampver Financials. Delivering the best talks, advice, and recommendations about personal finance, investing, entrepreneurship, and success. Subscribe and never miss an episode!
…
continue reading
Decoder is a show from The Verge about big ideas — and other problems. Verge editor-in-chief Nilay Patel talks to a diverse cast of innovators and policymakers at the frontiers of business and technology to reveal how they’re navigating an ever-changing landscape, what keeps them up at night, and what it all means for our shared future.
…
continue reading
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…
continue reading
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…
continue reading
A weekly talk show taking a pragmatic look at the art and business of Software Development and the world of technology.
…
continue reading
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Go offline with the Player FM app!
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