Tired of chasing the latest GTM fads only to get nowhere fast? You’re not alone—and you’re not wrong. In this episode, Bart Fanelli (CEO & co-founder of Scalibrium, and a veteran of hyperscale journeys at Splunk and OutSystems) joins us to make a compelling case for ditching the hype and doubling down on the basics.

Bart shares how operational discipline and a focus on fundamentals took Splunk from $60M to $1.5B, and OutSystems from $100M to $300M—no magic bullets, just repeatable processes, honest capacity planning, and teams aligned around clear, shared goals. He explains why so many companies avoid the basics (spoiler: fear and executive impatience), and why true transformation takes courage at every level.

We dig into:

• What happens when you align sales, customer success, and technical teams under one roof (hint: magic)

• Why enablement is more than a buzzword—and how to make it everyone’s job

• The real reason most companies lose sight of the customer (and how to fix it)

• How to use AI as a force multiplier for proven processes, not as a shiny distraction

• Why professional selling and cross-functional collaboration are making a comeback

If you’re ready to trade chaos for clarity and build a GTM engine that actually scales, this episode is your playbook. Get back to basics, put the customer at the center, and watch the results compound.

Key Takeaways

• Operational discipline and fundamentals drive sustainable growth—not the latest trends.

• Aligned teams and incentives across sales, customer success, and technical roles create seamless customer experiences.

• Enablement works best when it’s peer-driven and leader-supported, not just a training function.

• Customer-centricity is non-negotiable: real relationships and value delivery matter more than quick wins.

• AI is a tool, not a strategy—use it to enhance proven processes, not replace them.

• Strong leadership and a culture of accountability are essential for lasting change and scale.

Tune in for practical wisdom, candid war stories, and a reminder that in GTM, fundamentals never go out of style.