The ability to leverage data and prioritize sales and marketing efforts is essential to the success of enterprises with broad addressable markets.

Recognizing the struggles enterprises face in managing vast amounts of data, this week’s SaaS Backwards podcast guest Elio Narciso, saw an opportunity to improve how sales reps identify targets and prioritize their efforts.

Elio is the Co-founder and CEO of Scalestack, an all-in-one data enrichment, prioritization, and activation platform that allows go-to-market teams to easily map GTM data from many different sources to their ideal customer profile and their sales engine.

In this episode, Elio gives us a look into Scalestack’s origins. He recounts his background in advising startups at AWS and how it led him to uncover pockets of inefficiency in their go-to-market motions, such as a productivity gap for sales reps and a general dissatisfaction that companies have with their data.

Throughout this episode, Elio reflects on lessons from his past ventures, addresses common sales and marketing challenges, and highlights Scalestack’s mission and capabilities.

Key takeaways from this episode:

How hiring well is essential for scaling startups and managing that scale
Why focusing on enterprise clients can be advantageous for a startup
Strategy for building partnerships to reach more potential customers

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.

The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.

And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting

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Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.

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Ep. 138 - Prioritizing and Enriching Data for SaaS Enterprise GTM Success - with Elio Narciso, Co-Founder & CEO at Scalestack

SaaS Backwards - Reverse Engineering SaaS Success

Ep. 138 - Prioritizing and Enriching Data for SaaS Enterprise GTM Success - with Elio Narciso, Co-Founder & CEO at Scalestack