Aligning Go-to-Market, Sales Enablement, and Data-Driven Growth | DisrupTV Ep. 65
In Episode 65 of DisrupTV, hosts R “Ray” Wang (Principal Analyst & Founder, Constellation Research) and Vala Afshar (Chief Digital Evangelist, Salesforce) are joined by three industry leaders who bring distinct perspectives on go-to-market execution, sales enablement, and marketing transformation:
- Joanne Moretti – SVP & Chief Marketing Officer at Jabil & General Manager of Radius Design
- Henry Schuck – Co-Founder & CEO of DiscoverOrg (now ZoomInfo)
- Scott Santucci – Founder of the Sales Enablement Society & Director at The Alexander Group
Together, they discuss how organizations can better align marketing and sales, why data and intelligence are the lifeblood of modern GTM strategies, and what it takes to build trust with customers in a noisy digital environment.
Key Takeaways
Go-to-Market Is a Cross-Functional Discipline
Joanne Moretti emphasized that GTM isn’t just a marketing responsibility—it requires collaboration between product, sales, marketing, and customer success. Successful GTM is built on clarity of customer segments, messaging consistency, and measurable outcomes.
Sales Enablement Must Be a Strategic Function
Scott Santucci stressed that sales enablement is more than training or content—it’s about orchestrating resources so sales teams can deliver meaningful, value-based conversations with customers. He pointed out that too many companies treat enablement as a “support activity” rather than a growth driver.
Data Accuracy Drives Revenue Predictability
Henry Schuck highlighted that companies waste enormous resources chasing bad leads. With accurate, verified data, organizations can dramatically improve outreach efficiency, pipeline quality, and forecasting. DiscoverOrg’s mission, he explained, is to eliminate guesswork from go-to-market planning.
Alignment Builds Brand Trust
All three guests agreed that the handoffs between marketing, sales, and customer experience shape brand perception. A brilliant campaign falls flat if sales can’t continue the conversation, and revenue teams need to measure success by customer outcomes, not just internal KPIs.
Customer Centricity Requires Simplicity
Moretti reminded leaders that GTM models should be simple and transparent for customers—making it easy for them to engage, buy, and succeed. Complexity inside the organization should never be passed onto the customer.
Final Thoughts & Implications
Episode 65 makes it clear that the future of growth hinges on how well companies can align data, enablement, and GTM execution. Marketing leaders need to build frameworks that clarify customer value; sales enablement leaders must equip sellers to deliver that value; and CEOs must invest in clean, accurate data to ensure every move is grounded in reality.
For organizations looking to accelerate growth, the lesson is straightforward: break down silos, fix your data, and put customer conversations at the center of your strategy.
Related Episodes
For readers interested in similar themes—sales & marketing alignment, GTM strategy, innovation in customer acquisition—these episodes may be especially relevant:
- Episode 66: Mark Fidelman, Jon Ferrara & Holger Mueller — Digital trust, CRM, marketing technology stacks, and customer experience.
- Episode 67: Mike Kail, Jim Rutt & Tim Eades — Trust, cybersecurity, risk, and protection in innovation.
- Episode 68: Paige Francis, Kelly Walsh & Melissa Woo — How institutions (like higher ed) are transforming digital experiences, operational resilience, and student/customer centricity.
Browse all DisrupTV Episodes for more insights on GTM, sales enablement, leadership, and marketing transformation.
