GTM Vault
By Rick Koleta
Categories: Technology, Business
Revenue architecture for AI-native GTM, from the operators who ran it. Three shows in one feed, hosted by Rick Koleta. The GTM Vault Podcast, every two weeks: founders and revenue leaders on why pipeline stops compounding and what they rebuilt. Show Me Your Stack, every two weeks: the GTM engineering show, where one GTM engineer or operator screen-shares the revenue system they built and names every tool in it. Coffee Walk, once a month: unscripted walks with Europe’s most experienced founders, one city at a time. Every episode is written up with its full transcript in the Library at pro.gtmvault.co/library, free, no sign-in, and every tool named is on The Stack Index at pro.gtmvault.co/stack. www.gtmvault.co
56 episodes indexed on PodSearch.
Recent episodes
- GTM 54 | Salesforce Orgs Do Not Break, They Accumulate
(0:00) The Agent Nobody Is Funding(3:30) Orgs Do Not Break, They Accumulate(5:01) The Backlog At A 200 Person Company(7:02) The Seven Figure ARR Correction And No Outside Capital(8:22) One Change Request From Slack To Production(10:27) Four Guardrails On An AI That Touches Setup(14:57) Why…
- SMYS 10 | The Expensive Campaign Is the One You Never Ran
Hi, it's Rick Koleta. Welcome to GTM Vault, a breakdown of how high-growth companies design, test, and scale revenue architecture. Read inside OpenAI, Anthropic, Meta, and Google, and by 27,000+ operators across 150+ countries building GTM systems that compound.Primer fixes the match rate that…
- GTM 53 | Stacked Signals Generate 19x the Pipeline
GTM Vault is a breakdown of how high-growth companies design, test, and scale revenue architecture.This episode in the Library: the written playbook, the stack and the full transcript, free and open. Open it at pro.gtmvault.co.Every vendor in your inbox is selling a signal, and most teams respond…
- Coffee Walk 1 | We Left Billions on the Table by Staying in One Country
GTM Vault is a breakdown of how high-growth companies design, test, and scale revenue architecture.This episode in the Library: the written playbook, the stack and the full transcript, free and open. Open it at pro.gtmvault.co.Most founders never see a hundred-million exit. Barbaros Ozbugutu…
- SMYS 9 | The First Thing a Signal Agent Does Is Throw Signal Away
GTM Vault is a breakdown of how high-growth companies design, test, and scale revenue architecture.This episode in the Library: the written playbook, the stack and the full transcript, free and open. Open it at pro.gtmvault.co.This episode is now a free Claude skill: PQL scoring and routing agent…
- GTM 52 | You Have No Relationship With the AI
GTM Vault is a breakdown of how high-growth companies design, test, and scale revenue architecture. 27,000+ operators read it. Join them.This episode in the Library: the written playbook, the stack and the full transcript, free and open. Open it at pro.gtmvault.co.Every vendor in revenue AI is…
- GTM 51 | LinkedIn Is Your Audience, Not Your Network
GTM Vault is a breakdown of how high-growth companies design, test, and scale revenue architecture. 27,000+ operators read it. Join them.This episode in the Library: the written playbook, the stack and the full transcript, free and open. Open it at pro.gtmvault.co.Your CRM knows the deal, the…
- GTM 50 | The Next Buyer of Your Data Is Not a Person
Hi, it’s Rick Koleta. Welcome to GTM Vault, a breakdown of how high-growth companies design, test, and scale revenue architecture. Read inside OpenAI, Anthropic, Meta, and Google, and by 27,000+ operators across 150+ countries building GTM systems that compound.This episode in the Library: the…
- GTM 49 | Your Website Converts at 1 Percent Because It Was Built for Reading, Not Buying
Hi, it’s Rick Koleta. Welcome to GTM Vault, a breakdown of how high-growth companies design, test, and scale revenue architecture. Read inside OpenAI, Anthropic, Meta, and Google, and by 27,000+ operators across 150+ countries building GTM systems that compound.Ad click-through rates are going up…
- GTM 48 | The Transcript Is the Commodity, the Context Is the Asset
Hi, it’s Rick Koleta. Welcome to GTM Vault, a breakdown of how high-growth companies design, test, and scale revenue architecture. Read inside OpenAI, Anthropic, Meta, and Google, and by 27,000+ operators across 150+ countries building GTM systems that compound.In 2023 the industry standard for…
- GTM 47 | Authentication Was Never the Hard Part
👋 Hi, it’s Rick Koleta. Welcome to GTM Vault - a breakdown of how high-growth companies design, test, and scale revenue architecture. Join 27,000+ operators building GTM systems that compound.This episode in the Library: the written playbook, the stack and the full transcript, free and open. Open…
- GTM 46 | Context Is GTM Infrastructure, Not a Tool Connector
👋 Hi, it’s Rick Koleta. Welcome to GTM Vault - a breakdown of how high-growth companies design, test, and scale revenue architecture. Join 27,000+ operators building GTM systems that compound.This episode in the Library: the written playbook, the stack and the full transcript, free and open. Open…
- GTM 45 | The Feedback Loop Is the Missing Layer in Performance Marketing
👋 Hi, it’s Rick Koleta. Welcome to GTM Vault - a breakdown of how high-growth companies design, test, and scale revenue architecture. Join 27,000+ operators building GTM systems that compound.This episode in the Library: the written playbook, the stack and the full transcript, free and open. Open…
- GTM 44 | The Demo Layer Is Becoming Core GTM Infrastructure
👋 Hi, it’s Rick Koleta. Welcome to GTM Vault - a breakdown of how high-growth companies design, test, and scale revenue architecture. Join 27,000+ operators building GTM systems that compound.This episode in the Library: the written playbook, the stack and the full transcript, free and open. Open…
- GTM 43 | The Semantic Layer Is the Missing Architecture
👋 Hi, it’s Rick Koleta. Welcome to GTM Vault - a breakdown of how high-growth companies design, test, and scale revenue architecture. Join 27,000+ operators building GTM systems that compound.This episode in the Library: the written playbook, the stack and the full transcript, free and open. Open…
- GTM 42 | When Dashboards Divorce the P&L
Marketing reported MQLs trending up. Sales reported meetings booked ahead of target. RevOps reported all dashboard metrics trending positively. The CEO reported revenue was flat.Four functions. Four green dashboards. One missed quarter. Not because anyone stopped executing. Because the metrics…
- GTM 41 | Revenue Activation Is Architecture
This episode in the Library: the written playbook, the stack and the full transcript, free and open. Open it at pro.gtmvault.co.Two mergers. Four months. Highspot and Seismic. Showpad and Bigtincan.Press releases called it innovation. Sreedhar Peddineni called it something else. A category hitting…
- GTM 40 | Agentic Marketing Rewrites GTM
Most go-to-market teams are still organized for a world where coordination was the bottleneck and execution required layers of handoffs, approvals, and role-based ownership to move work forward.That world no longer exists.In GTM 40, I sit down with Annette Sung, CEO and Co-Founder of Amdahl, to…
- GTM 39 | Debt Is a GTM Lever, Not a Last Resort
The core question behind this episode is uncomfortable and increasingly relevant.Why do founders only think about debt when something is already breaking?Runway shrinks. Burn accelerates. Optionality disappears. Capital conversations start under pressure, not by design.By the time debt enters the…
- GTM 38 | When Revenue Models Outgrow the Systems Running Them
The core question behind this episode is uncomfortable and increasingly common.Why does revenue break after growth, not before?Deals close, ARR climbs, and headcount scales. Then margins slip, exceptions pile up, and finance starts asking questions no one can answer cleanly. Nothing looks…
- GTM 37 | Pricing Is the GTM System, Not a Finance Line Item
The core question behind this episode is simple and uncomfortable. Why do so many GTM changes fail even when teams execute harder?Pipelines look healthy. Activity is up. New tools are deployed.And yet revenue quietly stops compounding.Welcome to GTM Vault, trusted by 27,000+ founders and operators…
- GTM 36 | Enterprise Revenue Scales on Systems, Not Charisma
Welcome to GTM Vault, trusted by 27,000+ founders and operators building the future of revenue.This week’s guest is Rik Schrader, Chief Revenue Officer at GreyOrange.Rik has spent three decades designing and rebuilding enterprise GTM systems across IBM, NCR, Honeywell, and Korber. He has led SaaS…
- GTM 35 | Identity as Infrastructure: Scaling Expertise via AI Clones
Welcome to GTM Vault, trusted by 27,000+ founders and operators building the future of revenue.This week’s guest is Vignesh Ravichandran, founder of MyClone, a platform that lets knowledge professionals build voice and text agents trained on their thinking, content, and judgment.Before MyClone…
- GTM 34 | From SEO to GEO: When AI Search Becomes Distribution
Welcome to GTM Vault - trusted by 27,000+ founders and operators building the future of revenue.This week’s guest is Jason Patel, CEO and founder of Open Forge AI, one of the first platforms built to give companies visibility inside generative engines and AI assistants. Jason sits at the front…
- GTM 33 | Predictable Revenue Is a Design Problem
Welcome to GTM Vault - trusted by 27,000+ GTM leaders building the future of revenue.This week’s guest is Amber Brooner, Chief Revenue Officer at XTEL and one of the most accomplished enterprise GTM leaders of the last two decades. Amber has led global revenue organizations at SAP, Salesforce…
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