I'm very excited to share this recording with you guys, which happened at our conference,

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for what speakers share on stage. So you're going to enjoy this episode where we dive deep into

revenue graphs, real tactics, and real growth metrics.

You are listening to conversations with Nathan Latka, where I sit down and interview the top SaaS founders, like Eric Wan from Zoom.

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Thanks everybody for coming. This is the $10 million playbook for getting sales and marketing in harmony. Thank you for coming to this talk instead of watching March Madness. If any of you are watching on your phone, it's fine.

Michigan stage has beat USC. Xavier is about to get upset by Kennesaw State, so your bracket's probably busted.

Thank you also for coming to this conference during National Couch Day.

I'm pretty much out of words at this point, so I'm going to keep this light.

All right, over the next 20 minutes, we're going to talk about why SDRs and marketers

don't get along, when to invest in those channels, when to reinvest in those channels, and also a new way to look at a lot of these things. I think, you know, there's a lot of talk and there's a lot of content about what is good demand gen marketing, what is good SDR work, what is good sales development. What I want to propose is a few of my contrarian takes that I've built up through my career in both of these roles.

I started my career at Andresen Horowitz on their market development team helping their go-to-market for their portfolio companies.

I was an intern and while I sat in the intern room, I learned a lot from the finance MBAs that were there as well,

and I also learned a lot from the portfolio companies.

And what I had found, and well, during that experience, I moved around a ton of logos, so I'm now having a version to PowerPoint.

So this slide is, these slides are going to be pretty brief.

But what I saw is that a lot of companies have a lot of

different go-to-markets. And I asked for advice, what should I do with my career? I was asking some

the Andreessen partners. And one of them, Frank Chen, told me, you can either in Silicon Valley,

and I knew I wanted to work in tech, you can either sell or you can

...