Episode 41 - Christmas Cognoscenti Interview: Isa Sher Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Simon hits day sixty in his new role at Accenture Song which he marks with a LinkedIn post about the topic clients most want to talk about, go-to-market measurement. Meanw...

Episode 40 - Christmas Cognoscenti Interview with Mark Stouse Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. The Christmas Cognoscenti mini-series to close-out the year continues. Last week Louis and Simon spoke to Mark Sherwood Edwards from Clearview Legal who let us know afterwards ...

Episode 39- Christmas Cognoscenti Interview: Mark Sherwood-Edwards Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Back in the summer, Louis and Simon spoke to the Summer Cognoscenti and they’re closing out the year chatting with another set of leading thinkers spanning go-to-market wi...

Episode 38 - Setting-up for FY26 Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis and Simon tee-up this week’s conversation by reflecting on their experience of companies’ fiscal years starts. Most run January to December, according to Simon’s research, although there are notable ...

Episode 37- Andy Champion & Wayne Starritt Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis and Simon give a shout out to friend of the show Helen Sutton who is publishing a “5 Best (and 5 Toughest) Things About…” LinkedIn post series, which just arrived at Revenue Operations....

Episode 36- ART of Winning Beyond the 5% Welcome to What's Broken in GTM and How to Fix It with Simon Danielsand guest co-host Ian Truscott. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis is on the road to Porto so Simon is joined by B2B tech go-to-market advisory consultancy, Velocity B’s Ian Truscott as guest co-host on this week’s episode! Ian explains that he and...

Episode 35- Closing Out 2025 Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis announces the new website for his consultancy business Magnitude 10 Associates and invites feedback on his web coding handywork! In addition to outlining his offerings GTM advisory, strategy, sales enabl...

Episode 34 - Sales Methodologies pt7 - Dinner Party Discussion Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week we bring our sales methodologies series to a close with a fantastic dinner party discussion when we're joined by Ambre Jeanneau, Ian Truscott and Helen Sutton. Here’...

Episode 33 - Sales Methodologies pt6 (SPICED) Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Simon shares exciting news about his new role, bringing a revenue operations capability to account based marketing consultancy MomentumABM. Louis and Simon agree that ensuring ABM has solid op...

Episode 32 - Summer Cognoscenti Interview: Sarah Rhodes (repeat) Welcome to episode 32of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week Louis is unable to join us for personal reasons, and so we're taking the opportunity to hear again the fabulous Summer Cognoscenti conversation we had...

Episode 31 - Sales Methodologies pt5 - MEDDPICC with Pim Roelofsen Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week we continue the sales methodology series as we move on to MEDDPICC, which focuses on deal qualification, and we're joined by Pim Roelofsen, Chief Revenue Officer...

Episode 30 - Sales Methodologies pt4 - The JOLT Effect with Ted McKenna Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. While putting together a presentation on his favourite topic of buying groups Simon discovered a word apparently missing from American English compared to British Eng...

Episode 29 - Live at CRO Connected Autumn Summit - The Human Element in the Age of AI. Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week’s episode was recorded live in front of the audience at the recent CRO Connected Autumn Summit where we undertook a group exercise to examine...

Episode 28 - Sales Methodologies pt3 - Challenger Sale. Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis and Simon reflect on last week’s CRO Connected Autumn Summit and discuss their favourite sessions, especially the Scared So What framework overview with Dr Grant Van Ulbrich, A...

Episode 27: Sales Methodologies pt2 – SPIN Selling. Welcome What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week we are looking at the first model in our new topic arc focusing on sales methodologies, starting with SPIN Selling. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’...

Episode 26: Sales Methodologies pt1 - Overview. Welcome What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis went viral on LinkedIn when he wrote about his son Max heading off on his gap-year travels, invoking a discussion as to what LinkedIn is for these days. (A topic covered in considerably m...

Episode 25: Summer Cognoscenti Interview Series Wrap-up. Welcome What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis and Simon agree how much they enjoyed the recent ON_Discourse Supper Club dinner in London to which Simon’s brother Toby invited them. As well as a lively evening with a bunch of...

Episode 24: Nicky Briggs – Portfolio marketing. Welcome What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis and Simon reflect on how quiet is around these parts right now and whether the summer lull will come to an end sooner…or later! Decisions have to start being made at some point, they agre...

Episode 23: Gerry Hill - Outbound Sales, Trust and Cold-Calling Mastery. Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. This week our Summer Cognoscenti Series guest is Gerry Hill ex-VP EMEA at ConnectAndSell. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have ...

Episode 22: David Meyer, Clarify B2B - real-world insight from navigating the frontline tensions between sales and marketing. Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues. Louis is in Cornwall, where his son is attending a ski chalet hosting course. While there, word has reached him ...