---
title: The Go-to-Market Operating Model Built for Scale
description: Sahil Patel, founder of Spiralyze and host of CRO Crimes, makes the case that brand and conversion aren't opposites; they're flip sides of the same coin. He walks through the most common, most fixable mistakes B2B marketers make on their websites.
image: https://www.tackgtm.com/hubfs/GTMND-YT%20Thumbnail-Greg%20Leach-1.png
---
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What happens when your GTM team grows fast but your operating model doesn't keep up? Who owns the funnel when marketing, sales, product, and CS are all pulling in different directions? And why does expansion revenue keep getting treated like an afterthought?
[Greg Leach](https://www.linkedin.com/in/greg-leach-87234128/), GM & Product-Led SaaS Operator at [7shifts](https://www.7shifts.com/), has built a cross-functional pod structure that puts a single-threaded owner over every stage of the funnel. He breaks down exactly how it works, from new business to expansion, and why org design and operational rigor might be the most underrated competitive advantages at the scale-up stage.
Greg also shares how PLG drives the majority of 7shifts' expansion revenue, why the first 30 days with a customer should never involve a sales pitch, and how to think about fit, intent, and revenue potential as a framework for knowing when to sell and when to nurture.
**Jump into the action:**
(00:00) How 7shifts structures GTM accountability across the entire funnel
(02:15) Why only 15–20% of people use AI daily
(05:08) Comparing AI to the Industrial Revolution misses the point
(09:42) Why most things being called "agents" are really just workflows
(13:11) How Greg Leach went from growth PM to owning expansion revenue at 7shifts
(15:31) Why expansion revenue gets neglected and who should actually own it
(17:39) How single-threaded pod ownership eliminates GTM finger-pointing
(22:00) Why optimizing for lead quality beats optimizing for lead volume
(25:20) How 7shifts divides its GTM motion across three distinct pods
(27:22) The first 30 days post-conversion should focus on activation, not selling
(29:00) How 7shifts uses fit, intent, and revenue potential to prioritize expansion accounts
(36:46) How feature paywalls and plan trials power self-serve expansion
(46:14) The reason why org design and operational rigor matter more as you scale
Connect with Greg Leach:[https://www.linkedin.com/in/greg-leach-87234128/](https://www.linkedin.com/in/greg-leach-87234128/)
Learn more about 7shifts:[https://www.linkedin.com/company/7shifts/](https://www.linkedin.com/company/7shifts/)
Read the full article, *Am I An Agent?*: [https://adventuresinclaude.ai/posts/am-i-an-agent/](https://adventuresinclaude.ai/posts/am-i-an-agent/)
Watch *The most rational take on AI you’ll hear this year* with Lenny Rachitsky: [https://www.youtube.com/watch?v=BD3vLtWhT5A](https://www.youtube.com/watch?v=BD3vLtWhT5A)
Produced in partnership with Share Your Genius:[https://shareyourgenius.com/](https://shareyourgenius.com/)
### [ Mark Kilens](https://www.tackgtm.com/blog/author/mark-kilens)
[](https://www.linkedin.com/in/markkilens/)
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### [Why Doing Less With AI Gets You Further in B2B GTM](https://tackgtm.com/why-doing-less-with-ai-gets-you-further-in-b2b-gtm)
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