RV238 - How To Outcompete $100M Giants (Live Fireside Chat)

GTM Live

Today’s episode is a live fireside chat recorded at Warmly’s office, where Chris covers why smaller software companies can move faster than larger ones, what customers actually want versus what they say they need, and practical ways to measure what matters in marketing.

Here’s what you’ll learn in this episode:

• Why smaller companies have distinct advantages over $100M+ companies today

• The critical importance of making customers successful with your product (not just selling it)

• How AI is accelerating product development and changing business operations

• Why competitive differentiation now requires more than just features and messaging

• The shift from "giving away customer success" to charging for services that drive results

• Rethinking traditional department structures like marketing, sales, and RevOps

• Why attribution models are fundamentally flawed and how to approach measurement differently

• The problem with sales compensation models that don't align with today's buying journey

• Creating defensibility through customer proximity, delivering results, and leveraging proprietary data

• How to consider pricing models based on deliverables instead of traditional subscriptions