Avoiding dev tool GTM traps: Marcus Holm

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The Pocus Unlocking Revenue Podcast

Pocus

58 episodes

5 days ago

Unlocking Revenue is a podcast from the team at Pocus that dives into the modern go-to-market strategies of your favorite software businesses. Each episode features experts sharing their best practices, frameworks, and advice on how to build a modern go-to-market engine. This podcast covers everything from building out the sales function, to using community as a growth channel, to launching effective onboarding strategies all with a product-led lens. Hear real world stories from experts at companies like Webflow, Retool, and Clearbit.

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Avoiding dev tool GTM traps: Marcus Holm

The Pocus Unlocking Revenue Podcast

28 minutes 33 seconds

3 months ago

Avoiding dev tool GTM traps: Marcus Holm

Need direction on how a PLG motion and cold outbound prospecting can work in harmony?

Looking for tips on how to avoid the “dev tool trap?”

Marcus Holm, CRO of LaunchDarkly, is a dev tool veteran who helped transition LaunchDarkly to an outbound-oriented, value sales-centric GTM organization.

Prior to joining LaunchDarkly, he built the sales org zero to one at Forter, led Global Account Sales at VMWare, and held various sales leadership roles at Heptio and Cloudera.

Marcus will be diving into LaunchDarkly's successful transition from purely PLG to a strong SLG motion where product-led and cold outbound prospecting live together in harmony.

We covered:

Avoiding the “dev tool trap” when transitioning from PLG to SLG motion
Building personal brands in B2B (his take might surprise you!)
AI hacks that are transforming both professional and personal workflows
The future of unified intent signals in predictable pipeline generation

About Marcus

Marcus built his career through roles in tech sales and go-to-market leadership. Following positions at Cisco and Cloudera, he built all GTM functions from scratch at GPU database startup Kinetica. Marcus then joined Heptio to develop their global sales team, contributing to its acquisition by VMware. As CRO at security startup Forter, he led all GTM functions and implemented a value sales approach that drove significant revenue growth and valuation increases. Currently, Marcus serves as CRO at DevOps tooling company LaunchDarkly, where he's been for 18 months, transitioning the organization to an outbound-oriented, value sales-centric GTM strategy.