Hosts Eddie Reynolds and Rachael Bueckert discuss a metric that most CROs overlook until it's too late: the Go-to-Market Efficiency Ratio. Why do revenue leaders who crush their numbers still get replaced? The answer lies in understanding what it actually costs to grow, not just whether you're growing.
In this episode, Eddie breaks down the GTM Efficiency Ratio pioneered by David Spitz, exploring why traditional metrics like CAC Payback and LTV:CAC fall short of telling the full story. From analyzing the real cost per dollar of new revenue to understanding when manual hustle stops scaling, this conversation reveals the systems-thinking approach that separates $10M CROs from $100M ones. If you're a revenue leader wondering how to build a truly scalable engine (or why efficiency matters more than ever in 2026) this episode is essential listening.
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[00:00] Why CROs get fired despite hitting targets
[01:13] Introduction to GTM efficiency benchmarking
[02:17] David Spitz and the GTM Efficiency Ratio
[03:08] What's missing from CAC Payback and LTV:CAC
[06:58] Understanding the GTM Efficiency Ratio formula
[11:42] New business efficiency vs. total business efficiency
[15:28] Benchmarking data across revenue stages
[22:04] How to calculate your own GTM efficiency
[26:37] What good efficiency looks like by company stage
[31:15] Identifying where money is being wasted
[36:44] The difference between growth and profitable growth
[40:18] Building repeatable, scalable systems
[46:46] When manual effort stops working at scale
[48:50] Understanding your numbers as a capital steward
[49:36] Getting help to reach the next level
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