YouSaid · the spoken record

Jeanne DeWitt Grosser

lines on the record: 88
first: 2025-11-30
most recent: 2025-11-30
sittings or episodes: 1
sources: podcast

Every line below is reproduced as it was said and linked to the record it came from. Nothing here is summarised or generated. Directory · Search · Corrections

“Which is, you know, hey, you're this far into the sales process and you haven't talked to an economic buyer, you should think about that. Or, hey, you just got off that call, an economic buyer. Didn't sound like it went that well. You know, here's some things to consider and how you might follow up. Last thing before I pause, the other thing that's really interesting and how we're using this too is, you know, we are in this moment, right? We're like, I have never seen an iteration velocity like exists now in my career, my 20 plus year has all been in tech. And so for go-to-market teams, that's really hard. If you are launching something every other day, the ability to be enabled.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Things I love about selling this product, but we got to codify that for the go to market team. So that was incredibly interesting. And now we run it against all of our lost opportunities and actually do a much better job of categorizing why it was we really, really lost and then either feeding that back into the engineering team or back into marketing, sales leadership on, hey, where are we falling short in the sales process? And so that was awesome. But then we're like, well, it's not very fun to lose. So why don't we pull that forward? And so we went from lost bot to deal bot. And now the deal bot is running in real time. And we basically feed insights into Slack. Versal is incredibly heavy users of Slack. So we have a channel for every single customer, either opportunity or existing one. And so now we're feeding insights into that Slack channel.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“So we had just finished Q2. We had a list of our top losses for the quarter sorted by deal size. And we ran it against that. And it was incredibly interesting. So the biggest loss that quarter, according to the account executive, was lost on price. And when you ran the agent over every Slack interaction, every email, every gong call, it said actually you lost because you never really got in touch with economic buyer. And when you talked to somebody about ROI and total cost of ownership, it was clear from their reaction that they didn't really buy your math. And so really the reason we lost was an inability to demonstrate value, which upon reflection, I've got work to do to build out how we quantify the value of Bercel, which actually is very easily quantifiable.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Well, so I mean, I have an interesting answer to this. So I'll give you one, and it's not state of the art per se, although I don't mean that disparagingly. It's just that it's been around for a while now and a lot of folks use it. But I think gong has gotten just meaningfully more interesting in the last year. And then second half of my question, I will get into, I think the calculus on build versus buy is changing. So, all right, gong. Gong is incredible because you can run agents against it now. So we take all over Gong transcripts and we dump them into an agent called the Dolbot. And that deal bot then can do a bunch of things. So the first thing we had to do was lost opportunity review.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah. I mean, we're having a lot of fun with it at Roselle in particular. We basically get to be customer zero. So everything that we're building with agents, we're building on Roselle's AI Cloud. So, you know, these agents are now have multiple steps that they go through. So we're using Versailles' workflow, SDK, and workflow offering. We use the AI gateway to call the different models that we use to do deep research or other enrichment that we do. So for us, it's great because we basically sort of bang on everything the engineering team is building and get to go be a discerning customer before we actually get it out the door to real customers.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Agent sends and realized, oh, I wouldn't have sent that. And that's because I have 20 years of sales experience and we model the lead agent off our best person, but our best person who has two years of sales experience. So it actually is important to understand the art and the science of sales and how you bring best practice to bear. So either you've done it and so you know some best practice or you're going to geek out on sales, read a bunch of books, learn a thing or two and try to incorporate some of those into your agent development.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“What we have found works really well is somebody who does have go to market experience. So at Verslie Go-ToMarket engineers were actually sales engineers. So Versailles hires very technical sales engineers, all of them were front-end developers before they decided they wanted to get into sales. And so we just said, hey, three of you, congrats, you're now founding members of our GTMENG team. And the thing that works well there is you do understand aspects of what is good GTM, what does a process look like. It's been really interesting actually. So the gentleman who runs GTMENG for me, we were going through this lead agent and QAing it and so I'm going and I'm looking at some of the responses that we've ultimately had.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Then you're probably ready to hand over the reins. And then what founders have to remember is to actually hand over the reins. So, you know, you got to enable the person who comes in, what is it that you're doing effectively? What's your content? What are the discovery questions?”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, I think that seems about right. I do think as a founder, you want to stay deeply connected to customers and get it to a scale and get it to a point where you use the word, there's some repeatability there. I think that's one of the things that not all founders get right is founders are incredible salespeople, right? They convinced a VC angel investors to fork over a bunch of money. So clearly they're going to inspire people to buy. But if you're getting to a million in ARR and the set of customers you have look nothing like one another, you still have very much like an evangelist sale, very much founder-led sale versus if you can say, hey, I now have an ICP here or I ideal customer profile, e.g. something you can write down. You know, we are good. Our product fits with startups with less than 100 employees who are typically building SaaS applications, right? Something like that.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“AE GTM engineer who figures out what their best practice is and then tries to turn that into an agent that's riding alongside them and making them more effective as well. So I don't know that I have a point of view yet on what's the optimal size and scale, but I forever have given founders the advice that you often want to bring in revenue operations, which is basically the analytical arm of sales earlier than you think because having data, having process is actually what gives you insights as a founder into what is and isn't working. And so I would argue just like it's a good idea to have that sooner than later increasingly, it'll probably be a good idea to have GTM engine and be looking to bring agents to bear on your process at the outset.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Where are you at enough value such that somebody ultimately wants to hand over some money? So often, you know, startups will get, particularly ones with strong product market fit, to pretty significant scale without really having a replicable process. And you can't really apply go-to-market engineering unless you actually have a point of view on what best practice should look like. And so I think basically this is going to force folks to have more of a playbook out of the gates, what's working, what's not. Can I document it? Do I have content for the different parts of the sales process? And then, you know, once you do that, which, you know, maybe 10 people is a good size and scale for that, ostensibly, you know, a GTM engineer can come in and turn that into an agent. You could also argue that if you're a founder who wants to bring in a general athlete profile and that person is technically minded, that you could have a hybrid.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“What's interesting about this is it will force companies to be more rigorous about their sales process early. So often startups, when they go from founder-led sales to say, I'm going to have my first salesperson, whether that's an actual accounting executive who has prior sales experience or your general athlete, Wick and Smart, who's going to go figure it out. Often founders will just say, okay, sales is showing up and talking to people. Isn't that what I just did for the last couple years? But actually, sales is more than that. It's a skill just like writing code as a skill or building a financial model is a skill. It's about discovery. So asking all the right questions that help you identify challenges and pain, willingness to pay, you know, et cetera. And then going through a process to handle those objections and showcase.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Procurement and you have committees, and 10 people have to weigh in. And, you know, you've got to help them figure out how to de-risk the fact that they're probably migrating from something. So much more complicated coordination effort to sell.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Pipeline generation. Account executives are closers. So it's their job to take somebody from, okay, hey, I'm interested in learning about your solution. I have a legitimate problem. I potentially could make a decision to, I now believe that your product is the best in the market for me. And I'm willing to pay for it. And then account executives, depending on the segments that your company sells into, e.g. small business, mid-market, enterprise, et cetera, they may work their way up the food chain from selling to a smaller company like an S&B or a startup. Those tend to be a little bit more of a transactional sale. You often have a single decision maker to then going into a mid-market or a commercial role where now maybe you have an economic buyer like somebody in finance and a technical buyer like somebody in engineering to getting into enterprise where you have”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Sure. So SDR is typically in charge of generating pipeline. So they're meant to talk to prospective customers and get them to a point where it is worth investing time to run them through a sales process. So you typically have two types of an SDR. You have an inbound one. So this is where people come to your website. They fill out contact sales. They'll be the first call to make sure that it's actually worth a more expensive account executive to go and run a sales process or you then have outbound. So this is where when you want to grow faster than your inbound demand, they will go out and at this point you probably have a point of view on where you think you have product market fit. And so they will target that part of the market and try to drum up interest from folks who weren't otherwise raising their hand saying, I'd like to talk to you. So that's sales development.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“I think on prospecting, it can replace a fair amount because the average SDR wasn't doing overly sophisticated research in the first place. So where I think the last part to go, as I mentioned, will be in deep enterprise prospecting where you can be at multiple layers in an org chart. You've got to pick between business lines. You got to triangulate those. And so basically, what we're just doing is shifting folks into something that uses more of their full capacity right out of the gates rather than sort of the forcing function of working your way up the totem”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Agent is as good as our humans were, but it's actually condensed the number of touches it takes to convert because it's so much quicker at responding relative to leads inevitably sitting in the queue or coming in at nighttime and no one can get to it, that type of deal. So that's sort of, you know, when we knew it was ready to pull nine people off and shift them into outbound.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Yes Yeah. And we, so before we did that move, I mean, the other thing that's just incredible about this is the person who built the lead agent was single GTM engineer. He spent maybe 25, 30% of his time of his time on this. It was six weeks before we felt confident going from 10 to 1. So it wasn't like this was a multi-quarter process. It actually moved super quickly. And then again, now we just sort of keep that agent manager sort of working with the agent to get it to a point where we say, hey, we're ready to roll. And actually throughout the process, we also tracked all of the KPIs that you typically would hold an SDR accountable to. So we were looking at our lead to opportunity conversion rate. We're looking at the number of touches it takes, the time to convert. And basically what we were able to do is hold that lead to opportunity conversion rate flat.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Pulls in a bunch of information from our databases and crafts a response, but we have a human review all of those and actually hit send. Now for us, we had 10 SDRs doing this inbound workflow. And now we just have one that is effectively QA the agent. The other nine we deployed on outbound. So we got to move them up the value chain. At some point, I think we'll get to a place where we feel like, hey, the human reviewer is saying yes, enough of the time that we feel confident that these will be on brand, targeted, et cetera. But right now, we're still trying to train the agent and it, you know, it incorporates feedback on what we choose to reject, edit, et cetera.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Processes all always have human in the loop. And so basically where we'll start is we take it, go to market engineer and we have them shadow the highest performing individual in that function. And so you can go and you shadow an SDR and you can see, oh wow, they've got seven tabs open. They're looking up the person on LinkedIn. They're reading about the company. They're doing ChatGPT on this. They're looking in this database to get these sets of attributes. And so that's how you sort of inform the initial workflow. And then what we do is we let the agent make a call. So in the specific example with inbound, right, you have to determine whether or not you think the lead is likely to be qualified and then you have to determine what to say to it. And so we'll let the agent make those two calls. It ultimately then does some deep research.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“For the 20 years I've been in sales, it's always been somewhere around 30 to 40 percent. So the minority of time is actually talking to other humans. And I think we're getting to a point where with layering in agents, ideally, we finally get salespeople to a point where they're actually spending 70% of their time interacting with humans. And we can get the research, the follow-up, the things that are a little bit more wrote and don't use the entirety of your human capacity done by an agent and then sort of unleash you to go deeper with your customers.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Market where you tend to have slightly less customization because there's a single decision maker at the company. But I think it will take a while before we're able to really do that in a very large enterprise. There we might use an agent for research, but maybe not all the way to actually send a message. And that's just within the prospecting function. So other places that we're looking at this would be for install-based sales. So again, there it's a little bit more deterministic because you've got awesome internal data on what a customer is and isn't using, what's the next best action, what's the thing they should get most value from. So that's where we're starting to map, hey, what is that ideal workflow look like? But basically, you want to get to a state where as long as I've been in sales, they release these annual reports that help us all benchmark ourselves relative to one another. And one of the stats is what percent of time do your sellers actually spend in front of customers?”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“That's one version. So it's broader than that, really. Basically, the full remit of GTMENG will be to go through each of the different functions within GoToMarket and break down all the different workflows that they do and then turn those into agents where AI is better placed than the human to do that task. So right now we started with actually inbound and are now moving to outbound because that workflow is most legible. And by legible, I mean you can basically write it down. It's relatively replicable, mostly deterministic. So it's more likely that AI will do it well. And we actually built the agent and then we keep a human in the loop. But from there, we're starting to look at Outbound. And with an outbound, we're starting more at the lower end of the market.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, well, the thing that's amazing about that, just to geek out on a second, so I was working on that with a bunch of folks at Stripe on my team, obviously, at a gentleman named Ben Salzman, who went on to go to Zoom info and then actually recently just founded a go-to-market startup that is basically sort of productizing that concept of a company universe and then layering AI on it on top of it. ultimately his view is actually AI will get to the point that you won't have to do outbound prospecting because it will just sort of company and product match so it's it's fun to sort of see back in 2017 some of the folks doing that now work at open ai they work at anthropic they also are doing gtmen you've got him starting you know a totally ai native gtm company and then you know here i am at a river trying to do the same”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Actual code that's both deterministic and less so. We're an agent's going out and trying to replicate what a human might have done to produce that fill in the blank MATLIPS.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Not that. And we were trying to do this in 2017. And it was very hard and didn't actually totally work. Our ability to like the false positive rate and we worked deeply with data science, it just never really got there. And now that we're literally redoing here at Vercel as we speak and it actually works. And that's because you can bring AI to bear on it. And so what's different is we now, I have a data scientist just like I did back in 2017, but I have a go-to-market engineer, whereas before I just had someone in systems that was helping me configure outreach or sales loft. And my go-to-market engineer is helping me build an agent where we're coming up with, okay, well, what's the human workflow that you would have done? And then how do you encode that using Bracelle workflows as an example?”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Every row was a different company on the planet, and every column was an attribute about that company that would help you sell to them in a more targeted fashion. So at Stripe, an example would be like knowing that their business model was a marketplace was super helpful because that would mean you wanted to sell Stripe Connect versus Vanilla payments. And so the goal was basically, hey, can we create a MadLibs, you know, where I will come up with sort of a predefined email template, but 80% of it will be fill in the blank based on the different attributes of that customer, right? So if they're this industry or this business model, then pull this customer reference, this value prop, you know, send it to this.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“So I think maybe like an interesting story to tell when I was at Stripe, we went along and outbound SDR function, so outbound prospecting. And Stripe always ran lean at that time had an operating principle, which was efficiency as leverage. And so if you looked at the sales organization, I was running most companies out there probably would have had 30 SDRs. And I was going to get four. So, you know, there's no way I was going to do the typical SDR, you know, approach and be successful. And so we thought to ourselves, okay, what can we do? We'll be super data driven. And so we went and we started building Project Rosalind. Rosalind is the scientist who originally mapped DNA. And what this was was effectively a company universe. So you can think of this as like a massive database.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“On the sales process is another big one. And so you've seen the rise in probably the last 18 to 24 months of the go-to-market engineer, which different folks define slightly differently, but it's kind of bringing one technical prowess to bear on go to market in general. So you can have a lot better tooling, data use, et cetera. And then two, increasingly bringing AI to bear as well to rearch your workflows and also make it so that it's easier to have a personalized experience with customers but do so at scale.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“As if they were a consultant. And so one of the things you see more of right now is for deployed engineering, which on some level is kind of a rebrand of professional services, but kind of not. And a big part of that is, hey, how do I actually get into your environment ride alongside you, better understand what you're trying to do, and then help you actually bring the technology to life and learn a lot along the way. Often you're not only making that customer successful, but you're then taking all of that back to your product and engineering organization to figure out, okay, what was generalizable that we ought to build into our offering versus what is something that ultimately is going to be more of a professional service in the fullness of time. So I think that has been a biggie is actually just like really getting embedded with your customer. And then unsurprisingly, I think bringing AI to bear.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Are a number of things. So when consumption based business models started, I think you saw go-to-market shift into being meaningfully more consultative because often that first land was the very beginning of the journey and represented a very small percent of what you were ultimately going to do with that customer. And so you had to go from being transactional to a lot more relationship based, you had to more deeply understand what that customer was trying to do so you could align that ultimately to your product. I think that has played out that much more within AI because right now everyone knows they need to change, but they don't necessarily know exactly what they need to change to. Whether that's their customer facing product or their internal productivity and workflows. And so I think you're seeing a lot more of go-to-market orgs leaning into the art of the possible best practices, helping you actually think things through.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Yeah, that's probably where most start, you know, is getting sales, or frankly, just because a lot of companies also start PLG, you might actually start with marketing and then you're layering in sales when it's time to do the sales assistant and ultimately sales-led portions. So I think it can, depending on your product and your initial target market, it can either mean marketing or sales or a combination of those two.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“A slightly different segmentation frameworks, et cetera. And so one of the things I think you're going to want to see more in this particular moment is that that become a really integrated life cycle. In particular, because I think we're going to see a lot of the functions of go-to-market get redefined. So we've gone through a period of like hyper specialization in Go-to-market, you know, depending on how you count them. There are, you know, I think somebody quoted like 17 different roles within GoToMarket these days. And I hypothesize that a lot of those are going to start to collapse. And so if you think of go to market more holistically, I think you can kind of go back to what are the jobs to be done from making a customer prospect aware of your product all the way through to high LTV five years on the platform, fully wall to wall.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“I think there are two answers to this. Often, what people think of as sort of the tip of the spear of what drives revenue, which is marketing and sales. For me, I think of it as any function that is going to touch a customer or make a dollar. And actually, my remit at Vercel is that. So that includes marketing, sales, all of your technical sales roles like sales engineers or post-sales platform architects is what we call them at Brussels. It's customer success. It support, it's partnerships. And the reason I say that is my experience throughout my career has been that those functions often have this Venn diagram strategy where marketing's pursuing one thing. It overlaps with what sales is pursuing, but not perfectly, which also overlaps with what support is pursuing, but not perfectly examples of this would be slightly different.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“Litmus test I have always given my sales team is if you are an account executive in my org and I put you in front of 10 engineers at our company, it should take them 10 minutes to figure out you aren't a product manager.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“We buy a lot of things because of how we feel about them. The experience that you have of being sold to will increasingly actually differentiate a company and drive buying decisions if products are only different at the merger. And so then you really want to create a customer buying journey that feels like very unique experiences.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“80% of customers buy to avoid pain or reduce risk as opposed to increase upside, which is a good thing for startup founders to understand. We all love to talk about the art of the possible, everything we're going to enable in the future, but that's often really a sale that's going to resonate with another founder or everybody else, particularly enterprises. You're avoiding the risk of not making your revenue target next quarter.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source
“AI, it's just intensified because you have 10 players pursuing the same market opportunity. And so your ability to actually bring the product to market to differentiate yourself from the competition has become more strategically important than it was previously.”
2025-11-30 · Lenny's Podcast · What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) · IDENTIFIED FROM THE TRANSCRIPT · source