E22: Designing a GTM Strategy for Multi-Product Companies with Jeff Perry, CRO of Carta

This Revenue Leadership Podcast episode interviews Jeff Perry, Carta's CRO, about Carta's multi-product strategy and organizational design. The conversation covers Carta's three distinct business lines (corporations, venture capital, and private equity), their revenue splits, and the evolution of their go-to-market strategies for each. Perry details how Carta adapted its organizational structure, initially with a business unit model and later incorporating functionalization, to address the unique needs of each market segment. He emphasizes the importance of data-driven decision-making, experimentation, and building a strong sales ops function to manage the complexities of a multi-product business. Listeners gain insights into scaling a SaaS business with multiple product offerings and adapting organizational structure to meet evolving market demands.