Jason Wolf, President of FullStory and former CRO at Ping Identity and SAP Ariba, joins Kyle Norton to share how companies unlock step-change growth by entering new markets, building new capabilities, and aligning cross-functional teams. Jason has led revenue growth from $200 million to $1.6 billion and brings hard-won lessons from scaling globally.

He explains how to time multi-product and multi-region moves, validate new growth bets, and build strategies driven by customer pull rather than competitor pressure. Jason also covers the role of go-to-market in product innovation, how to focus teams around renewals, and what it takes to scale with speed and precision.

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Key chapters:

(00:00) - Jason Wolf's Impressive Journey

(02:00) - Defining New Growth Horizons

(03:25) - Building Character Through Change

(04:10) - Mental Map for Growth Opportunities

(05:00) - What Growth Truly Means

(06:30) - Finding and Serving New Buyers

(07:53) - Stated vs. Observed Truths

(10:00) - Deciding Where to Grow Next

(14:38) - Lessons from Expanding Globally

(18:30) - Staging Product and Geographic Expansion

(25:23) - The Pioneer's Mindset in New Markets

(35:52) - Go-to-Market's Role in Product Innovation

(44:50) - The Rise of the Specialist

(57:57) - The New Revenue Algorithm

(1:12:00) - Driving World-Class Alignment

E37: Jason Wolf on Uncovering Hidden Growth Opportunities in Go-To-Market

The Revenue Leadership Podcast with Kyle Norton

E37: Jason Wolf on Uncovering Hidden Growth Opportunities in Go-To-Market