Thank you to everyone for their support and kind words following my announcement last week of promoting Megan Bowen to CEO of Refine Labs, and my move to the role of Executive Chairman of the company beginning January 8, 2024. I’m so excited for Refine Labs, our team, and our customers for Megan to be leading the Refine Labs team in this next phase of our journey. 

So, with this news, I’m ready to share what’s next for me:

1. Executive Chairman at Refine Labs.

I look forward to being a key strategic partner to Megan and the company during this next phase of growth, specifically focused on long-term strategy, financial planning, and business development. 

As the saying goes, “Focus on your strengths,” and my involvement at this level is where I can add tremendous value to the company. It helps that I genuinely enjoy this type of work, too. 

2. Investor in B2B GTM Services & Technology.

I’m building an ecosystem of complementary, highly specialized B2B GTM Technology & Services. 

A stepwise shift in B2B GTM requires an ecosystem of products & services aligned to how B2B buyers buy in 2024 and beyond. I look forward to partnering with Founders & CEOs that want to accelerate business growth and maximize financial returns while continuing to lead and operate their business. 

My first deal was signed earlier this month and I look forward to sharing the details on that in the coming weeks. 

3. CEO at Passetto.

Yes, I’m back at it. I’ve been working on a project in stealth mode for the past 9 months that I’m ready to share with the World. 

Passetto is a tech-enabled GTM Strategy Consultancy that helps B2B Executives identify and execute against their highest priority growth levers with confidence and clarity. The Consulting Services, Product, and Automation are powered by a proprietary data model that unifies Sales, Marketing, and SDR data into 1 unified GTM view. 

Here’s a highlight of the progress over the past 9 months:

• Delivered GTM Strategy, Investment Analytics, and Key Strategic Initiatives for 28 high-growth B2B companies, including 9 of the Forbes Cloud 100 software companies

• Formalized our proprietary Unified GTM Data Model that combines Sales, Marketing, and SDR performance and budget data into 1 unified GTM analytics view. More on this in the coming weeks. 

• Analyzed Marketing, Sales, and SDR performance data directly from the CRM. The biggest insight here was the extreme inconsistency in data structure from company-to-company - nobody does it the same - as well as the department siloed approach to GTM performance evaluation and investment analytics 

• Analyzed every budget line item for more than $218MM in annual investments in Marketing and SDRs. We learned that high performing GTM teams get 10X more new business revenue than low performers with the same budget.

• Built a proof of concept Salesforce integration and foundational software UI. 

• Generated $670k in revenue.

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If you are interested in learning more about what we’re up to at Passetto and how we could help you, please feel free to reach out on LinkedIn DM or the contact form. We have room for 2 more clients with kickoff dates in early February. 

I will continue to share updates on our progress and milestones. The aim for Passetto is to build in public, and I’ll be sharing content and details of operating and growing a startup to > $1MM ARR from scratch. 

I’ll continue to host the B2B Revenue Vitals podcast and share content on LinkedIn and other social media channels. And we’re actively working on a plan to ramp up the content quality and volume of output while going deeper into experimental channels including LinkedIn Thought Leadership Ads, Tik Tok, and YouTube Shorts. 

Thank you to everyone for your continued support, the notes of encouragement, and support of the mission to fundamentally change how B2B companies go-to-market.