Channel
Interviewed Person
Jeanne Grosser
"The goal here is actually just to move us all up Maslow's hierarchy of needs to be more self-actualized."
"Most of us do a lot of work every day that we didn't actually want to do and potentially you aren't going to have to do it anymore."
"Every single account executive, sales engineer, sales development rep in my org is using v0 on a daily basis."
"The GTM stack is this Venn diagram where you've got to buy ten things, each of them provides ten things, four of which overlap with the ten things the next thing provides."
"You do it actually because it will produce better AI results."
Yeses are great, nos are great, may will kill you. Yeah. Um, and so I think sales people earlier in their career, founders sometimes [music] don't want to get to that clarity because you are afraid you will get a no. >> Yeah, there [laughter] we go. >> Yeah, I love it. >> Gene Dit Grosser is the chief operating officer [music] at Verscell. She leads go to market as the company builds the foundation for the next billion developers. >> Go to market should be treated as a product. Yep. When you are building a product, you are extremely thoughtful about the experience that you were
trying to create for the person using that. You know, you prototype five, 10 different variants of the same screen and I didn't feel that many companies did that from sales perspective. I've heard you express some really interesting views in terms of how a sales role should actually [music] be and what does that look like as we move forward agentically. I think that the best sales reps [music] part of that job is not changing at all and if anything becomes more important which is best sales reps build relationships that are
high trust and they navigate organizations. I've always felt that go to market it didn't have actually the technology it needed. Now you get to this age and basically the marginal cost of producing software is going close [music] to zero. So I >> [music] >> Jean, welcome to GTM Now. Thank you for
having me. >> Absolutely. It's a pleasure to be here. Great to be in the new office. Congratulations on the space. It's it's fantastic. You're so excited. Before we dive into the details, love to just take a bit of a zoomed out view because you've now run go to market at some incredible companies like Google and Dalpad and you've scaled Stripe for nearly a decade and now a Versell. If you could give operators and founders listing just one piece of go to market advice, what would it be? >> Uh always tough to narrow it down to
one. I I will use one that I literally said uh about an hour ago um which is uh yeses are great, nos are great, may will kill you. Um I think uh sales people earlier in their career, founders sometimes uh don't want to get to that clarity because you are afraid you will get a no. But the no no is actually like the best thing you can possibly get because either it will enable you to not waste your time anymore or figure out
how you would go concretely overcome that. Um so I always encourage people to try to get to that level of clarity >> efficiency sounds like a data >> that will be a uh in talking to me. >> Yeah. Exactly. And something I've heard you you know say is go to market should be treated as a product. >> Yep. And in this age of AI, that's incredibly important, but it's also changing. Curious, what does that mean? What does treating go to market like a product mean in the age of AI?
So, I started saying this at uh at Stripe and but I think it is that much more important during the age of AI. And the the point of it really is that when you are building a product, you are extremely thoughtful about the experience that you are trying to create for the person using that. Um, you know, you prototype five 10 different variants of the same screen. You think about whether it should have 10 additional pixels here or not.
um you know you uh wireframe all of the different ways in which uh folks are going to work their way through that product and uh I didn't feel that many companies did that from a a sales perspective but I would argue just like you're trying to create an experience and utilizing your product you're trying to create an experience and being sold to you just have it with humans who you know for better or for worse are slightly uh harder to control than software. Yeah. Um, so, so the idea was,
