Outdoor enthusiast | build software go-to-market teams | tech investor | British-Maltese-American Immigrant 🇬🇧 🇲🇹 🇺🇸
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Joined November 2008
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Wayne Morris retweeted
@mintlify launched Autopilot, an agent that opens pull requests to keep docs current as code changes.
On our scoring, Mintlify's go-to-market foundation is one of the best. What decides its next stage of growth is leaders who can run go-to-market better than the founders. The Head of Sales it's hiring now is the next test.
If I were the founder, I'd hire a sales lead who has turned self-serve usage into enterprise contracts, not one who has only sold cold.
If I were an investor, I'd ask how the win rate on new deals moves two quarters after that hire.
GTMindex scores Mintlify at 84.7, rank 99/1611. Top 20% of Series B companies.
Scored from public sources. GTMindex can make mistakes, so check the data before acting on it.
Wayne Morris retweeted
95% of sales rep that have only done inbound won't start doing outbound, even if they are missing quota
95% of sales reps that will do outbound, will stop once they have enough inbound leads to hit their comp goals
Most B2B sellers want to just work warm, qualified, in-bound leads and renewals
The full stack AE does exist, but in SaaS, it remains a rarity
If you want your sales team to do more, you have to hire exactly that
Wayne Morris retweeted
@supabase raised $150M led by GIC, four months after its $500M Series F, and is buying Turso.
On our scoring, Supabase's go-to-market is among our strongest because the usage is real: over 1M new users and 4M new databases every month.
Agents now make 70% of those databases. Supabase is growing with the way software gets built now, not the way it used to.
GTMindex scores Supabase at 93.0, rank 8/1217.
Scored from public sources. GTMindex can make mistakes, so check the data before acting on it.
Wayne Morris retweeted
@MetaviewAI raised a $60M Series C led by @insightpartners and plans to grow from 80 to 250 people by end of next year.
On our scoring, the open question for Metaview's growth is unit economics: whether growth pays for itself or gets bought. Tripling the team makes it urgent.
If I were the founder, I'd hire in waves, opening the next only once the last pays for itself.
If I were an investor, I'd ask how many of the 170 new hires have a sales target before signing off.
GTMindex scores Metaview at 81.5, rank 143/1217. Previously top 30% of Series B companies, now top 60% of Series C companies.
Scored from public sources. GTMindex can make mistakes, so check the data before acting on it.
Wayne Morris retweeted
Pearson agreed to acquire Workera, an AI skills verification platform led by @kiankatan. Congrats!
On our scoring, Workera's go-to-market was strong on both sides, with customers proven and the engine to scale well developed. Our one open question was whether its pricing grows with the value customers get.
'Proving value' and 'pricing to capture it' are two separate jobs. Workera scored full marks on the first and half marks on the second. For most companies, pricing is the harder job.
GTMindex scores Workera at 78.1, rank 229/1217. Top 50% of Series B companies.
Scored from public sources. GTMindex can make mistakes, so check the data before acting on it.
Wayne Morris retweeted
@Replit acquired @attaapp, an AI business analysis workspace. Both co-founders join.
On our scoring, what Replit's go-to-market maturity shows is rare: customers genuinely using the product and pointing to measurable value. Atta fits into this strong foundation, letting users read the data their own apps produce.
GTMindex scores Replit at 94.2, rank 5/1217.
Scored from public sources. GTMindex can make mistakes, so check the data before acting on it.
Wayne Morris retweeted
@MHEducation acquired @TeachFX, an AI coaching app for teachers.
On our scoring, TeachFX had the shape of a company that gets bought: usage and value proven definitively at 100, but little that scales the go-to-market on its own.
McGraw Hill is buying the proof and supplying the engine. If your company's map looks the same, you are building an acquisition whether you meant to or not. Worth deciding before the call comes.
GTMindex scores TeachFX at 62.8, rank 596/1217. Top 70% of Series A companies.
Scored from public sources. GTMindex can make mistakes, so check the data before acting on it.
Wayne Morris retweeted
@numeral raised a $100M Series C led by @insightpartners to expand its AI tax compliance platform.
On our scoring, Numeral's go-to-market foundation is one of the best; what decides its next stage is opening a new line of business without starving the core.
If I were the founder, I'd give the new line its own team and targets from day one, with nobody on loan from the core.
If I were an investor, I'd ask to see that team and those targets before signing off the hiring plan.
GTMindex scores Numeral at 84.9, rank 74/1213. Previously top 20% of Series B companies, now top 40% of Series C companies.
Scored from public sources. GTMindex can make mistakes, so check the data before acting on it.
Wayne Morris retweeted
Venn acquires @a16z-backed Zuma for $50M, adding its leasing AI to a platform nearing 1M homes.
On our scoring, the weak link in Zuma's go-to-market was activation: getting customers to use the product, not just buy it. Whether Venn fixes that before scaling is the whole question.
GTMindex scores Zuma at 61.8, rank 507/1001. Top 70% of Series A companies.
Scored from public sources. GTMindex can make mistakes, so check the data before acting on it.
If you think giving reps access to Claude closes the 'deal-intelligence' loop, think again.
If you want to maximize selling time (hint: you should) then giving reps access to Claude likely does the opposite.
LLMs are perhaps the single biggest rabbit hole out there.
I'm not against reps having access to Claude, I am against expecting them to be experts at writing prompts and creating loops that enable them to efficiently and routinely target prospects in their territory with accurate insights.
At RVNU, we have recently sifted gear to augment our consulting to provisioning proprietary (software) tooling that maximizes selling time.
We are combining engineering and AI to deliver (niche) industry specific databases, mapped to ICP with deep insights from 1000's of sources.
It's early days but the value exchange feedback is resounding:
- reps have clear line of sight of their best chance of building pipe to hit goal
- reps have timely (close to real-time), accurate and deep insights into prospects
- they can map their target org with precision
- reps are spending much less time doing admin/research
- reps are spending more time selling
- reps feel better supported
We're in a tight closed beta right now with a few clients.
If you want in, drop me a DM, let's chat.
#sales #startups #ai
In 5 years we've generated $3M in consulting revenue at RVNU. All inbound.
Today I'm exposing 4 pieces of the puzzle for the first time:
1. How we map the vast universe of opportunity
2. How we make an objective assessment of those opportunities
3. The framework we use to pitch & scope engagements
4. The scoring system we use to measure RVNU's impact on a startup
We're calling it the "GTM Index".
We'd love for you to use it, test it and provide feedback to help us iterate.
If you love it, great, tell us why. If you hate it, roast us! We will improve it fast!
If you're a founder, investor, analyst, revenue consultant, recruiter or candidate - this is for you.
Details in today's newsletter: rvnu.substack.com
Travis just described almost 100% of my working life. When that equilibrium exists, and it might only be for a short period of time, that’s when the magic happens.
Travis Kalanick says a leader's job is to find the line between order and chaos:
"On one side is order. You have lots of rules, lots of structure, lots of process, and eventually lots of bureaucracy."
"If you go to the other side of the line, which is chaos, lack of rules, lack of process, lack of structure... you also get to a place where you're going slow and people are bummed."
"That line between order and chaos is innovation at speed and at scale, and the job of every leader is to find that line. And it's not in two dimensions. It's like in eighty dimensions."
"Go back to launch at Uber... There's a bunch of 23-year-olds launching cities... Nothing would actually launch until it got to a pricing call... It could be eight, ten hours of pricing calls before we launched London."
"I never solved the same problem twice. Once we solved it, it became part of the playbook, and eventually we get to city 20 and that pricing call takes five minutes. I stopped going to them."
"So now I've got one rule, which is that pricing call. The fewest number of rules while staying out of chaos. If you didn't have that one rule, you now have 23-year-olds running around doing crazy shit."
@travisk w/ @davidsenra
I love receiving the August admin updates from our Tahoe ski resorts in prep for the new season.
Anyone that is going to be at Sugar Bowl or Boreal this winter, don't be a stranger!
Sugar Bowl is my main base 3 days a week most of the winter!
If you're an early stage B2B founder looking to get free GTM guidance, the chairlift is where it's at...
Perhaps the most damaging thing of spending the first 18 years of my life ‘in the military’ and in the UK was this notion that failing or being wrong was bad. It leads to lack of confidence in trying new things and being fearful of being wrong. On the contrary trying new things and being wrong is critical to growth.
In California it’s literally the opposite. You are implored to try new things and to grow from the learnings of being wrong. And you’ll get almost unlimited chances.
I moved here aged 40 with 2 super young kids who will benefit from this incredible and optimal work and life culture. I wish I’d had the courage to find a way of moving here in my 20s.
Alas. It just means I’ll be in my 50s or 60s when I’m primed for take off. Better late than never, as they say.
Love California, love the US 🇺🇸
This took me far too long to recognize. Like 20 years too long. It’s spot on.
I love how @JensenHuang follows less than 60 people, and @DennysDiner is right at the top 💪🏼
There are very few occasions one can blame a coach for losing a game of football. But this is definitely one. Congrats Argentina, our coach handed it to you on a plate. Vamos Espana!
Wayne Morris retweeted
Inconsistent pipeline. Tribal handoffs. Dirty CRM data.
3 signs, 1 root cause: GTM misalignment.
Full breakdown: na2.hubs.ly/H06vwlM0
Wayne Morris retweeted
AI amplifies whatever "good or bad" GTM system already exists.
Strong foundation? Serious leverage.
Broken foundation? You just get to the wrong answer, faster.
Do you have a strong or broken foundation? na2.hubs.ly/H06n9JV0