This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

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 Skillibrium, 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.