What’s changing in how B2B buyers evaluate and purchase software?

How can interactive demos create a frictionless, buyer-first experience?

What role does AI play in the future of go-to-market strategies?

Those are the three big topics we’re covering in this episode of GTM News Desk. Natalie Marcotullio, Head of Growth of Navattic, joins us to discuss how buying behaviors have shifted, why self-service and peer-driven evaluations are reshaping the market, and how companies can leverage interactive demos to meet buyers where they are.

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:42) Why pipeline influence is the key marketing metric

(03:52) AI-powered attribution and predicting revenue impact

(06:40) Millennial and Gen Z buyers are reshaping B2B decision-making

(07:39) The rise of digital self-service for million-dollar transactions

(10:09) How interactive demos create a buyer-first experience

(13:57) Signal-based marketing and leveraging intent data

(19:21) The power of product-led growth and show-don’t-tell strategies

(24:52) The future of B2B buying and AI-driven sales transformation

(24:03) Exclusive content preview and closing thoughts

To hear Natalie’s insights on pipeline influence, AI-powered attribution, and the future of B2B buying, check out the extended conversation on TACK Insider: https://tackinsider.com/

Connect with Natalie Marcotullio: https://www.linkedin.com/in/natalie-marcotullio/
Connect with Daniel Curtis: https://www.linkedin.com/in/danielemc3/

Our sources from today’s headlines:
Headline 1: https://www.searchenginejournal.com/linkedin-report-reveals-5-key-trends-reshaping-b2b-marketing/539237/
Headline 2: https://www.digitalcommerce360.com/2025/01/22/3-ways-millennial-gen-z-buyers-will-change-b2b-buying/

Produced in partnership with: https://shareyourgenius.com/

How are B2B SaaS companies adapting to a market where traditional growth channels are failing?

What does the shift from a channel mindset to a network-based strategy mean for go-to-market teams?

How can companies leverage experiential events to drive deeper engagement and real business impact?

Those are the three big topics we’re covering in this episode of GTM News Desk. Josh King and Daniel Curtis from emc3 join us to break down the power of events, the pitfalls companies face in planning them, and how to create meaningful brand experiences that drive results.

Jump into the action:

(00:00) Welcome to GTM News Desk

(01:48) The challenges facing B2B SaaS and venture-backed companies

(04:22) Why companies need to move from channels to networks

(06:57) AI hype, DeepSeek, and security concerns

(09:10) The future of AI-first companies and go-to-market strategies

(12:26) The power of experiential events in B2B marketing

(15:14) How companies get events wrong and how to fix it

(18:09) The debate: Large flagship events vs. smaller targeted gatherings

(21:24) KPIs for experiential event marketing

(24:03) Exclusive content preview and closing thoughts

To hear Josh and Daniel’s insights on event strategy, sales and marketing alignment, and the future of experiential marketing, check out the extended conversation on TACK Insider: https://tackinsider.com/

Connect with Josh King: https://www.linkedin.com/in/joshkingemc3/
Connect with Daniel Curtis: https://www.linkedin.com/in/danielemc3/

Our sources from today’s headlines:

Segment 1: https://techcrunch.com/2025/01/26/2025-will-likely-be-another-brutal-year-of-failed-startups-data-suggests/

Segment 2: https://www.bloomberg.com/opinion/articles/2025-01-27/china-s-ai-deepseek-shows-silicon-valley-s-huge-blindspot

Produced in partnership with: https://shareyourgenius.com/

How is go-to-market strategy evolving in a world of shifting buyer expectations?

What role does AI play in reshaping sales, solutions engineering, and customer success?

Why are traditional sales playbooks breaking down, and what comes next?

Those are the three big topics we’re covering in this episode of GTM News Desk. We’re joined by James Kaikis, CRXO at TestBox, who shares insights on the convergence of trends reshaping B2B sales, the rise of solutions engineering, and how companies can move beyond transactional selling to become true strategic partners.

Jump into the action:
(00:00) Welcome to GTM News Desk
(02:44) Why traditional sales playbooks are breaking down
(06:31) Becoming a strategic partner instead of just a vendor
(09:42) The role of AI and shifting buyer expectations
(12:28) Aligning sales, solutions, and customer success teams
(15:47) The impact of accountability on software adoption
(18:56) Overcoming barriers to unifying go-to-market teams
(22:21) Building a business with customer intent in mind

To hear James Kaikis’ insights on redefining sales engagement, building customer trust, and the future of solutions teams, check out the extended conversation on TACK Insider: https://tackinsider.com/

Connect with James Kaikis: https://www.linkedin.com/in/jameskaikis/

Our sources from today’s headlines:
Google won't add fact checks despite new EU law: https://www.axios.com/2025/01/16/google-fact-check-eu
Key shifts redefining the future of go-to-market strategy: https://martech.org/2025-gtm-forecast-key-shifts-redefining-the-future-of-go-to-market-strategy/

Produced in partnership with: https://shareyourgenius.com/