Tracy’s Tidbits
Tracy SWriting about my journey going from CMO to CRO and my very strong opinions on everything GTM given my 2 previous exits. I'm Tracy, a 4x CMO, 1x CRO and a many-time RevOps leader.
| Platform |  | Pricing | Freemium | Publishes | Weekly |
|---|---|---|---|---|---|
| Issues | 111 | Founded | 2 years ago | Last Issue | 7 days ago |
| Active | |||||
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cmo2cro.substack.comLatest Issues
You Don’t Have a Pipeline Problem. You Have an ICP Problem.
More pipeline won’t fix bad customers. Use this ICP Efficiency Score.
Most B2B SaaS companies think they need more demand. When what they actually need are better customers. Bad customers don’t just churn. They break your entire GTM.
If Your Pricing Requires a Calculator, You’ve Already Lost the Deal
Most SaaS pricing isn’t confusing because it’s complex, but more so because it’s presented poorly. If the buyer has to calculate the totals or guess what’s included, then you’ve already introduced friction into your buying process.
Researc...
Stop Sending Pricing Over Email. You’re Killing Your Deal.
There’s a moment in every SaaS deal where things feel like they’re moving fast.
There’s a moment in every SaaS deal where things feel like they’re moving fast.
CMO Tenure by the Numbers
We talk about CMO tenure as if it is a talent problem. When in actuality, it’s more of an expectations problem.
The average CMO tenure at Fortune 500 companies sits around 4.1–4.3 years as of 2024–2025 which is shorter than most C-suite pe...
Customer Success is Not Sales (and pretending it is will cost you revenue)
Full disclosure: I started my career in Customer Success. I’ve carried accounts and managed renewals. I’ve owned “the relationship.” I’ve also sold SaaS, and have been a CRO.
And yet, I’ve seen this scene play out in every SaaS company I’...
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The writers behind this newsletter.
I'm a creative GTM leader with an analytical mindset. FWIW, I'm also 4x CMO, 1x CRO, 1x VP of Growth, 5x OPs leader w/2 exits. Spent most of my time in B2B SaaS and about a decade in B2C, from seed to public companies. Also an Advisor for B2b SaaS.
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