Mark Kosoglow

Chief Revenue Officer (CRO)

Are your customers your growth engine? They should be.

As a teenager, watching 14 videos in the back storeroom on a 7" black and white TV to learn how to sell shoes at the mall was a great foundation. Running a small business with 200+ employees showed me how to be organized. Creating a highly profitable sales territory from one dead for a decade was hard work. Managing 12 salespeople across 9 states cemented my sales philosophy. Getting one of the fastest growing SaaS companies in history to $250M+ in revenue taught me how to balance scaling and delivering a world class customer experience.

Working with a customer-centric team with, by far, the best, smartest, hardest working people I've ever worked with....well, that's an honor and privilege I get to enjoy everyday.

CFO - Chief Fun Officer

Doing dad stuff, exploring interesting and fun opportunities...cookin' up something SPICY!

We are hiring a Services Sales Manager at Docebo. 
This is a critical position that we need to fill quickly.
If you are interested, please DM me!

If you clicked "See More", what you should know:

🤩 You will be leading a team of 3 awesome professionals

🤝🏼 You will work closely with our amazing AEs and AMs

🫶🏼 You have a host of dedicated partners

😍 You will report into amazing PS and CX leadership

💵 Competitive pay and great benefits

🌴 This role has potential to go to President's Club

🧠 Our GTM org is smart, hungry, and building cool stuff

🤖 We have an AI assembly line so you'll get to learn and flex those skills

🎁 An amazing product that just got better with recent acquisition

⚡ Have some fun in a great culture that knows how to have fun

Everyone has AI. Humans are the differentiators.

My newest demo technique is what I call bursts.

3-5 sections that are 3-5 minutes long.

Instead of putting on a 30-minute show.

Prepare 3-5 TikTok clips.



Our brains are rewiring.

People think movies are too long.

But those same folks will watch a whole movie if it comes in a series of 3-5 min TikToks.

Data backs this up. Consensus 2026 Buyer Behavior Report says most buyers only watch 5 mins of 15 min long demo videos.

The feeling of progress is real.

Watching a TikTok and moving to the next feels like progress.

You can fight it.

Or, you can use it.



Here’s an example with Docebo.

We just acquired 365Talents.

Our demo could easily go from 30 to 60 mins.

Uh oh.

We would be out of TikTok AND even TV episode range into feature films.

Engagement could wane and so would results.

So what if we did 4 clips like this (each less than 5 mins)?

1️⃣ How our AI creates a complete taxonomy of skills by role using job descriptions, best practices, and internal documents and data.

*Pause, converse, and assess*

 2️⃣ How we use multiple sources (including humans) to assess the skills of an employee.

*Pause, converse, and assess*

 3️⃣ How we use skill gaps to serve up individualized learning served up in the way the leaner likes to receive information the most.

*Pause, converse, and assess*

 4️⃣ How we evaluate skill mastery by using systems of record to provide data of the outcomes the skill should result in.

*Pause, converse, and assess*



That can be a 30 minute “marathon.”

Or it can be 4 “bursts” each 5 mins long.

And you ask questions between bursts to make sure the buyers are following you and converting the information into ways to apply your product to their problems.

That works.

Better yet.

Demo platforms like Consensus help you:
- create these bursts
- use them in autonomous demos
- get data on the demand of each burst
- see where you are being confusing
- do amazing followup

We are in a faster world.

One where attention is so bombarded with gratification that 4 minutes of boredom causes us to throw out 26 minutes of greatness.

Reduce that risk.

Make your demo pop with some bursts!

P.S. I got this idea organizing my 2 sons' Lego collection over the last few months. Each burst is a brick that you can add to an awesome build!

AI GTM tech is in T-R-O-U-B-L-E. 99% is just a prompt built on top of an LLM I can use for ~1% of the cost with a prompt I wrote that is ~80% as good.

10 yrs ago, would you sell Google search queries templates to get better Google search results?

No, even though few people use?
- Exclude Words: Use “-” before a word to exclude it from the search results
- Site-Specific Search: Use “site: {{URL}}” to restrict results to that specific source
- Related Websites: Use “related: {{URL}}” to find sites similar to it

Nobody paid for or even created a tool that injected those parameters into your search bar despite their making Google work better.

Yet, most AI GTM tech is a version of this.

They are a middleware that relies on a prompt to add value to a workflow that usually can be created using your current systems.

What' gonna happen in 1 year?

I think AI-natives who saw insane growth in less than 12 month will see insane churn.

Crippling churn.

Example: Jasper (based on my research)
- from 2020-2023, got to $120M in ARR
- left 2024, at $55M in ARR
- almost 100 employees today


Now, I’m a failed AI GTM tech founder so take this as you will.

Winning AI GTM tech builds SLMs - Small Language Models.

They own them. They iterate on them. They master them.

They use a HUGE set of data about a NARROW topic to train an SLM.


Examples:

👂🏼 Conversation Intelligence → what if WINN.AI takes all that valuable conversation data and build a specific SLM just for sales conversations? 

📨 Sales Engagement → what if Outreach takes all the email content data and builds a specific SLM for prospecting emails?

🗣️ Marketing Automation → what if HubSpot takes all their inbound content data and builds a specific SLM for nurture?

🌐 Visitor Deanonymization → what if RB2B takes all their website visitor data and builds a specific SLM for better identification and conversion?

👤 Contact Data → what if ZoomInfo takes all their contact data and builds a specific SLM for understanding buyer committees?


The current landscape can’t continue. 

If you are a AI GTM tech company, I’d be investigating how to turn my data set into an SLM that nobody can copy, use, steal, or compete with.

I work with early-stage B2B tech founders who feel like growth has gotten harder than it should be — even though everyone is working their tails off.Most of the time, the issue isn’t effort. It’s the lack of a real go-to-market system.You feel it before the metrics expose it:&gt; Sales becomes unpredictable&gt; Marketing’s signal gets fuzzy&gt; Customer Success reacts instead of expands&gt; Product ships, but not always what revenue needs nextGrowth just feels harder now.Everyone knows something’s off — no one can quite name why.That’s where I come in.I work primarily with Seed–to–Series B B2B SaaS and AI founders to develop a modern Go-to-Market Operating System so they can step out of playing sales hero without diminishing results. As a Fractional CRO, I help founders build a GTM operating system lens that keeps all key functional areas of the business aligned so growth becomes predictable, scalable, and capital-efficient — plus, the company is now built the way investors expect it to be for the next stage.I bring 30+ years of revenue leadership, including serving as Founder, Co-Founder, and CRO 4x. I’ve taken companies from $0M → $10M+, doubled Sales Velocity in very difficult conditions. rebuilt GTM engines mid-flight multiple times, and scaled my areas revenue from $10M → $50M+ inside a $500M → $1.5B+ growth journey.I’ve seen the patterns.I know the stall points.And I know how to install the systems that prevent them.As a Fractional CRO and GTM O.S. Certified Partner, I help founders and executive teams to:* Diagnose the real causes behind stalled growth* Install the 8-pillar GTM Operating System* Create clarity, alignment, and trust across all GTM functions* Systematically improve Focus, Demand, Sales Velocity, Time-to-Value, Expansion, RevOps, and Leadership* Layer practical AI into GTM workflows to improve execution quality* Build the discipline and predictability required to improve confidence in growthMost companies hit the $3M–$10M ARR stall.Working harder won’t move you through it.Building the system will.If you’re ready to replace “we’re doing everything we can” with “we finally know what to do next,” let’s connect.

Scott Travis

One of the most expensive mistakes I see in Seed to Series A companies isn’t bad selling.

It’s selling to the wrong customers.

Not obviously wrong.
Just outside the sweet spot.

A deal here. A logo there.
A “one-off” enterprise deal that makes the quarter and year.

Over time, those exceptions quietly shape your product, messaging, and GTM motion.

That’s ICP drift.

And it rarely hurts immediately — it hurts through complexity and lost focus later.

I unpack this in Part 4 of my GTM series on sales heroics creating fragile growth.

If you’re building from Seed to Series B and trying to scale repeatably, this might resonate.

Artice below, check it out...and DM me if your growth needs help...

Fractional CRO | GTM O.S. Certified | Helping Seed–Series B founders replace founder-led sales with real GTM systems

Sales Heroics (Part 4 of 6): How saying yes to the wrong customers quietly breaks your GTM In the early days of a B2B startup, almost all revenue feel

Open article: The Quiet Killer of Series A Growth: ICP Drift by Scott Travis • 5 min read

The Quiet Killer of Series A Growth: ICP Drift

One of the biggest mindset shifts for Fractional CRO/CMO leaders:

You don’t get paid more for doing more work.
You get paid more for designing better systems.

Most fractionals stall around $200K–$250K because they’re selling execution. 

Campaigns. Tools. Tactics.

But the real leverage lives in GTM architecture — aligning product, marketing, sales, and customer success around a repeatable revenue engine.

When the system works:

 • Pipeline becomes predictable
 • Execution gets easier
 • Teams move faster with less friction

🔥 That’s the shift from operator → architect.

Great to see the GTM O.S. community built by Sangram Vajre and Bryan Brown continue to prove this model works in the real world. Proud to be a small part of GTM Partners bringing the GTM O.S. to more early-stage B2B tech founders and companies so we can all "grow better together"!

Curious for other fractionals here:

❓ Are you being hired to execute marketing, or to design the revenue system behind it?

Built two $100M+ companies | WSJ Best Selling Author of MOVE on go-to-market | GTMonday Editor with 175K+ subscribers teaching the GTM Operating System

how do you make $500K consistently as a fractional CMO/CRO leader?

not once. not in a lucky year. but predictably.

it's a math problem, not a motivation problem.

here are the 3 models i see working:

→ model 1: 4 retainers at $10K/month = $480K

→ model 2: 3 retainers + 2 strategic projects at $50K each = $460K–$500K

→ model 3: 2 PE-backed clients at $20K/month = $480K

$500K is not about 12 clients. it's about 2–4 serious ones.

but here's what separates $250K fractionals from $500K fractionals:

$250K fractionals sell execution — content, ads, HubSpot management.

$500K fractionals sell architecture — revenue design, GTM resets, alignment across marketing + sales + product.

execution scales down. architecture scales up.

the other difference? specificity.

generic fractionals cap at $250K.

the ones crossing $500K have a wedge:

→ post-Series A pipeline resets
→ PE-backed revenue acceleration
→ ABM for $100M+ portfolios

and the hard truth?

$500K requires selling. confidently. at that level.

many people can do the work. few are willing to price it.

if you don't sell, they can't buy.

which model are you running right now?

love,
sangram
p.s. we now have 100 GTM OS Certified Partners doing this and just celebrated several folks crossing this milestone on our Monday Mastermind. if you want to join the MOVEment, just  dm me.

taplio

The Battle

Mark Kosoglow

Scott Travis

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Mark Kosoglow's LinkedIn Performance

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