Noah Marks is SVP of Customer Success & Operations at ECI Software Solutions and co-founder of GTM Council, a private community of roughly 150 senior go-to-market operators. He spent the previous decade building go-to-market engines at Salesforce, Okta, WalkMe, Udemy and Diligent, having moved into operations from seven years in sales after a start in investment banking. He co-hosts the Stacked GTM podcast with Andy Mowat. His argument is that the technology moat is gone and the next one is expertise a customer can learn from — he does not want to buy products any more.
“If you want to seem like a god, become the pipeline czar at your company.”
“I don't want to buy another tool. I want to buy that expertise.”
“That's the moat that's going to separate the new class of AI companies out there from all the rest.”
“I'm frustrated that it still has to come to me to push a vendor. I want the vendor to come and blow my mind.”
“Somebody that's coming in with a slice of my mind share, you should be better than me.”
“I think there was too many vendors over the past decade where the CEOs were really good CEOs, but they weren't operators and that was a big challenge.”
“So by trying to make a more profitable business that was detrimental to my world.”
“I'm looking at thought leaders first and then the technology and capability second.”