Craig manages the Scale GTM Platform which leverages data and community to deliver the expertise SaaS companies require in their move from founder-led growth to becoming a repeatable high-growth GTM machine.

We’ll cover the who, what, where, when, why and most importantly how you get… The Transaction.The Transaction is a passion project podcast with my buddy Matt Amundson. We are veterans of b2b GTM. We have fun talking about the b2b GTM game. One day someone said: "Your should record these conversations" and that's what we decided to do.The game has changed and we try to bring guests who bring new ideas to the table. Honestly, it's really fun and I hope you find it fun too.

As a Distinguished VP Analyst, I developed research and advised heads of sales/revenue on strategy, people, process, technology, and tactics across their end-to-end (e2e) revenue process.

Acquired by Gartner in 2020. TOPO is a research and advisory firm that helps companies grow faster. We do this by shopping, benchmarking, and improving the experiences that sales and marketing organizations deliver to buyers. It’s this data that helps our clients (some of the world’s fastest growing companies) drive more traffic, more leads, higher conversion rates, larger average deal sizes, shorter sales cycles, and lower churn rates. The result? Our clients grow 2X faster than the competition.

Editor of the popular sales and marketing blog, www.funnelholic.com.

We help companies design, build, and optimize their "Revenue Chain". The supply chain of the business has repeatable, metrics driven processes that deliver/over-deliver products. We want to help organizations build their Revenue Chain to predictably deliver/over-deliver revenue. More specifically, clients turn to us for strategy, process and execution consulting in the following areas along the Revenue Chain:-Overall revenue chain design-Marketing-Sales-Demand Generation-Lead Management-Content Marketing including content creation such as whitepapers or webinars-Social Media -Lead qualification (there are numerous names for this process such as Sales Development, Lead Development, Account Development, Lead Qualification)-Inside Sales-Social Selling

Acquired by ZIff-Davis. In September of 2011, we pivoted Focus into a SaaS-based content marketing platform. We leveraged the network of over 1 million contributors to help our customers easily create, publish, and distribute crowd-sourced content at scale.Customers bought a portfolio of content including whitepapers, ebooks, infographics, webinars, blog posts, and q/a.I built and led the sales and marketing team as well as co-led content strategy where I contributed, edited, and built content calendars on behalf of our clients.

Focus.com was founded on the premise that business and industry expertise should be open, free and available to everyone. While this type of in-depth expertise traditionally has been reserved for the Fortune 500, Focus.com believed in the democratization of industry data, information and advice by reinventing how expertise is created and consumed by business professionals. Directed the team who built and fostered the Focus expert community to over 5,000 expert contributors and a million members. Community building is one of the more difficult endeavors on the internet particularly in b2b and our team was able to build vibrant communities in sales, marketing, human resources, CRM, technology, and others. I am very proud of our success and experience in the following areas:-Community building -- We built a b2b community and got grey hair as a result. I should write a book on our experiences-Social media - Focus.com was one of the few b2b-focused social media sites on the internet.-Research - The research group conducted research studies on a number of b2b topics,-Content - The content team produced 10-15 content pieces per month (research and whitepapers).-Online events - The community managers produced 4-5 events per week across all of our supported verticals. We were especially adept managing events featuring 3-4 experts in a particular field.

At Tippit, we designed and built a marketing organization that delivered on a variety of marketing campaigns on behalf of our clients. I led an organization with teams dedicated to delivering on campaigns including SEO and SEM , email marketing, online events including webinars and virtual trade shows, consulting, outsource lead nurturing, media-buying, online advertising, and market research. As well, we were known for our 20+ person highly optimized inside sales team.We had experience working with 100's of clients not only successfully delivering on their programs but advising on conversion, lead follow-up, and sales process. In other words, my life as a consultant and adviser continued on during Tippit.Tippit was eventually sold to Ziff-Davis.

Consultant helping venture-backed Silicon Valley startups and public companies build their demand generation and inside sales programs. Under the tutelage of one of the best in the business, Stu Silverman -- I helped these companies design, implement, and optimize their demand generation, inside sales, and sales processes. Over the course of 4.5 years, I was the lead consultant for over 23 organizations in a wide variety of technology verticals ranging from storage, networking, business applications, security, infrastructure, networking, voice, supply chain, open source, and more. Our specialty was working with tier-1 venture backed startups but worked with larger, publicly traded companies as well. This position was an on-the-job, "feet to the fire" advanced degree in what works and doesn't work in b2b sales and marketing. I successfully executed projects in the following areas:-Inside Sales-Demand Generation-Lead qualification (there are numerous names for this process such as Sales Development, Lead Development, Account Development, Lead Qualification)-Salesforce.com design-Messaging Research and Strategic Recommendations-Win/Loss Research and Strategic Recommendations