What You’ll Learn:
00:00 Introduction
02:13 Why Marketing Owns Zero Board KPIs
08:54 There Is No Killer Marketing Campaign
15:41 Why Your First 10 Customers Matter More
24:16 The Biggest GTM Mistake Founders Make
33:48 How AI Is Changing Customer Discovery
43:11 Demand Generation Beats Chasing Leads
53:02 Why Value Wins Over Price
1:02:47 The New Rules of B2B Go-to-Market
1:11:26 Rapid Fire with Alon Waks
Rethink your B2B SaaS GTM strategy from pipeline to persona SpotDraft’s CMO Alon Waks shares the framework behind $100M raised and 450+ customers.
Ask a B2B founder about their killer marketing campaign and most will have an answer ready. Alon Waks will tell you that answer is wrong. There is no killer campaign. There is no one channel. And most of what founders think of as marketing is stuck in one-to-many land when it should be one-to-few.
That is where this conversation starts, and it does not slow down.
Alon is the CMO at SpotDraft, the AI-powered contract lifecycle management platform backed by Vertex, Qualcomm, Prosus, and P&G Invest, now serving customers across the US, UK, and APAC. In this episode with Prime Venture Partners, he opens up the playbook he actually runs day to day:
- How he defines persona versus segment (and why founders keep starting with the wrong one)
- What changes as a company moves from 0 to 1 to 10 to 100
- Why he thinks paid marketing has become a race to the bottom that most founders are still throwing money at.
He also opens up his playbook for B2B influencer marketing, an angle most CMOs will not talk about publicly. He explains why validation has quietly shifted away from Gartner and toward peer-to-peer conversations on Reddit, LinkedIn, and community forums. And for the Indian founders trying to crack the US, he lays out exactly which cities matter, what not to do on outbound, and when to make your first local hire.
Toward the end, Alon gets uncomfortably honest about what marketing actually owns on the board KPI list (spoiler: almost nothing) and why that changes everything about how you should measure your team.
If you are a founder, a marketer, or a CMO building a B2B SaaS GTM strategy from scratch, this is the one to bookmark.
Connect:
Alon Waks on LinkedIn:https://www.linkedin.com/in/alonwaks/
Spotdraft:https://www.spotdraft.com/
Prime Venture Partners: https://www.primevp.in/
Jerome Manuel on LinkedIn:https://www.linkedin.com/in/jeromermanuel/
About Prime Venture Partners:
Prime Venture Partners is an early-stage venture capital firm partnering with exceptional founders building category-defining companies from India.
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