{"id":367,"date":"2024-10-01T15:46:13","date_gmt":"2024-10-01T15:46:13","guid":{"rendered":"http:\/\/www.ngssgolf.com\/?p=367"},"modified":"2025-07-24T10:04:24","modified_gmt":"2025-07-24T10:04:24","slug":"gtm-115-lessons-from-cs-to-cro-and-how-customer-stories-are-your-most-powerful-growth-lever-with-allison-metcalfe","status":"publish","type":"post","link":"http:\/\/www.ngssgolf.com\/index.php\/2024\/10\/01\/gtm-115-lessons-from-cs-to-cro-and-how-customer-stories-are-your-most-powerful-growth-lever-with-allison-metcalfe\/","title":{"rendered":"GTM 115: Lessons from CS to CRO and How Customer Stories are Your Most Powerful Growth Lever with Allison Metcalfe"},"content":{"rendered":"<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n<p>A transformational leader who specializes in data driven GTM,&nbsp;<a href=\"https:\/\/www.linkedin.com\/in\/allisonmetcalfe\/\" target=\"_blank\" rel=\"noreferrer noopener\">Allison Metcalfe<\/a>&nbsp;has had a non-traditional path to the C Suite &#8211; starting in Account Management, and being a leader in the evolution of Customer Success, Allison has held a variety of leadership roles across sales and operations in some of Silicon Valley\u2019s most successful companies including Jigsaw (acquired by Salesforce), Demandbase, Quotient (NYSE: QUOT) and Liveramp (NYSE: RAMP), which went from $30M to $500M in revenue and IPO under her tenure.<\/p>\n<h3 class=\"wp-block-heading\" id=\"h-discussed-in-this-episode\">Discussed in this Episode:<\/h3>\n<ul class=\"wp-block-list\">\n<li>Allison&#8217;s non-traditional journey from customer success to CRO.<\/li>\n<li>The importance of building a strong post-sales function early on.<\/li>\n<li>Balancing product-led growth with an enterprise sales motion.<\/li>\n<li>The qualities that make an effective modern CRO.<\/li>\n<li>Leveraging customer stories as a powerful growth lever.<\/li>\n<li>Lessons learned from LiveRamp&#8217;s explosive growth and acquisition by Acxiom.<\/li>\n<\/ul>\n<h3 class=\"wp-block-heading\" id=\"h-highlights\">Highlights:<\/h3>\n<p>(2:13) Choosing companies based on people and gut instinct.<br \/>(7:40) The transition from purely product-led growth to supporting an enterprise sales motion.<br \/>(11:52) The risk of neglecting your core customers during growth.<br \/>(16:31) Operationalizing the transition from self-service to enterprise.<br \/>(23:55) Lessons learned from LiveRamp&#8217;s acquisition by Acxiom.<br \/>(28:14) Overcoming the desire to be liked as a leader.<br \/>(35:25) Beyonc\u00e9&#8217;s &#8220;Sasha Fierce&#8221; persona as a leadership tool.<br \/>(39:16) The role and skills required of a modern CRO.<br \/>(45:18) The importance of separating new logo sales from account management.<br \/>(48:29) The power of word-of-mouth and focusing on customer outcomes.<\/p>\n<p><strong>Guest Speaker Links (Allison Metcalfe):<br \/><\/strong>LinkedIn:&nbsp;<a href=\"https:\/\/www.linkedin.com\/in\/allisonmetcalfe\/\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/www.linkedin.com\/in\/allisonmetcalfe\/<\/a><\/p>\n<p><strong>Host Speaker Links (Scott Barker):<br \/><\/strong>LinkedIn:&nbsp;<a href=\"https:\/\/www.linkedin.com\/in\/ssbarker\/\" target=\"_blank\" rel=\"noreferrer noopener\">www.linkedin.com\/in\/ssbarker\/<\/a><br \/>Newsletter:&nbsp;<a href=\"https:\/\/thegtmnewsletter.substack.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">thegtmnewsletter.substack.com\/<\/a><\/p>\n<p><strong>Sponsors:<\/strong><\/p>\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/explore.hginsights.com\/account-scoring-guide?utm_source=gtmfund&amp;utm_campaign=account-scoring-guide&amp;utm_medium=organic_social&amp;utm_term=ug%20\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>HG Insights<\/strong><\/a><strong>.\u00a0<\/strong>Feeling that AI FOMO? You\u2019re not alone. That\u2019s why HG Insights created The Next Generation of Sales AI report \u2014 to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They\u2019ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start?\u00a0<a href=\"https:\/\/explore.hginsights.com\/account-scoring-guide?utm_source=gtmfund&amp;utm_campaign=account-scoring-guide&amp;utm_medium=organic_social&amp;utm_term=ug%20\" target=\"_blank\" rel=\"noreferrer noopener\">This free and ungated report has you covered<\/a>.\u00a0<\/li>\n<\/ul>\n<p><strong>The GTM Podcast<\/strong><br \/>Features conversations with the top 1% of tech executives, VCs, and founders &#8211; the experts who have \u2018been there, done that\u2019 to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories &#8211; revealing what worked, what didn\u2019t, and how things actually went down.<\/p>\n<p>The post <a href=\"https:\/\/gtmnow.com\/gtm-115-lessons-from-cs-to-cro-customer-stories-growth-lever-allison-metcalfe\/\">GTM 115: Lessons from CS to CRO and How Customer Stories are Your Most Powerful Growth Lever with Allison Metcalfe<\/a> appeared first on <a href=\"https:\/\/gtmnow.com\">GTMnow<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>A transformational leader who specializes in data driven GTM,&nbsp;Allison Metcalfe&nbsp;has had a non-traditional path to the C Suite &#8211; starting in Account Management, and being a leader in the evolution of Customer Success, Allison has held a variety of leadership roles across sales and operations in some of Silicon Valley\u2019s most successful companies including Jigsaw (acquired by Salesforce), Demandbase, Quotient (NYSE: QUOT) and Liveramp (NYSE: RAMP), which went from $30M to $500M in revenue and IPO under her tenure. Discussed in this Episode: Allison&#8217;s non-traditional journey from customer success to CRO. The importance of building a strong post-sales function early on. Balancing product-led growth with an enterprise sales motion. The qualities that make an effective modern CRO. Leveraging customer stories as a powerful growth lever. Lessons learned from LiveRamp&#8217;s explosive growth and acquisition by Acxiom. Highlights: (2:13) Choosing companies based on people and gut instinct.(7:40) The transition from purely product-led growth to supporting an enterprise sales motion.(11:52) The risk of neglecting your core customers during growth.(16:31) Operationalizing the transition from self-service to enterprise.(23:55) Lessons learned from LiveRamp&#8217;s acquisition by Acxiom.(28:14) Overcoming the desire to be liked as a leader.(35:25) Beyonc\u00e9&#8217;s &#8220;Sasha Fierce&#8221; persona as a leadership tool.(39:16) The role and skills required of a modern CRO.(45:18) The importance of separating new logo sales from account management.(48:29) The power of word-of-mouth and focusing on customer outcomes. Guest Speaker Links (Allison Metcalfe):LinkedIn:&nbsp;https:\/\/www.linkedin.com\/in\/allisonmetcalfe\/ Host Speaker Links (Scott Barker):LinkedIn:&nbsp;www.linkedin.com\/in\/ssbarker\/Newsletter:&nbsp;thegtmnewsletter.substack.com\/ Sponsors: HG Insights.\u00a0Feeling that AI FOMO? You\u2019re not alone. That\u2019s why HG Insights created The Next Generation of Sales AI report \u2014 to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Why HG Insights? Simple. They\u2019ve been writing market reports for years as the pioneer of tech adoption and market insights. Trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency. Thinking about AI for your sales team but unsure where to start?\u00a0This free and ungated report has you covered.\u00a0 The GTM PodcastFeatures conversations with the top 1% of tech executives, VCs, and founders &#8211; the experts who have \u2018been there, done that\u2019 to build some of the fastest-growing software companies. Every week, a guest joins Scott Barker to dissect their stories &#8211; revealing what worked, what didn\u2019t, and how things actually went down. The post GTM 115: Lessons from CS to CRO and How Customer Stories are Your Most Powerful Growth Lever with Allison Metcalfe appeared first on GTMnow.<\/p>\n","protected":false},"author":1,"featured_media":353,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[13],"tags":[],"class_list":["post-367","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"_links":{"self":[{"href":"http:\/\/www.ngssgolf.com\/index.php\/wp-json\/wp\/v2\/posts\/367","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/www.ngssgolf.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.ngssgolf.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.ngssgolf.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"http:\/\/www.ngssgolf.com\/index.php\/wp-json\/wp\/v2\/comments?post=367"}],"version-history":[{"count":1,"href":"http:\/\/www.ngssgolf.com\/index.php\/wp-json\/wp\/v2\/posts\/367\/revisions"}],"predecessor-version":[{"id":368,"href":"http:\/\/www.ngssgolf.com\/index.php\/wp-json\/wp\/v2\/posts\/367\/revisions\/368"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.ngssgolf.com\/index.php\/wp-json\/wp\/v2\/media\/353"}],"wp:attachment":[{"href":"http:\/\/www.ngssgolf.com\/index.php\/wp-json\/wp\/v2\/media?parent=367"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.ngssgolf.com\/index.php\/wp-json\/wp\/v2\/categories?post=367"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.ngssgolf.com\/index.php\/wp-json\/wp\/v2\/tags?post=367"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}