Most Recent Episode
CRO Stories: The GTM Systems Behind Docebo's $230M Revenue Engine with Mark Kosoglow Mark Kosoglow has built revenue organizations at every stage; from a 100% commission territory seller to first employee at Outreach to CRO at Catalyst to founding Operator. Now eight months into running revenue at Docebo, a publicly traded LMS company d
Time: 54:16
Mark Kosoglow has built revenue organizations at every stage; from a 100% commission territory seller to first employee at Outreach to CRO at Catalyst to founding Operator. Now eight months into running revenue at Docebo, a publicly traded LMS company doing $230M ARR, he's applying everything he's learned across both sides of the bow tie.
In this episode of CRO Stories, Rachael Bueckert sits down with Mark for a conversation on the forecasting system that eliminated the "haircut of the haircut" problem, the enablement nine-box matrix that caps rep training at 20 points per quarter, how signal-based outbound took reply rates from 2% to 16%, why he inspects his own managers twice a year, and the post-sales framework he says most CROs completely ignore.
Resources Mentioned in This Episode:
Mark Kosoglow's Rep Assessment Matrix (30 Minutes to President's Club)
USC Frameworks
01:51 - What changed and what stayed the same across every CRO role
05:41 - From 100% commission seller to first employee at Outreach
11:37 - First 90 days at Docebo: observe first, then build
13:04 - 3% forecast accuracy and the system behind it
14:30 - The haircut problem and why most forecasts are fiction
18:33 - Inspecting the inspectors: coaching managers on deal reviews
19:27 - The enablement nine-box matrix
26:03 - Signal-based outbound: 2% to 16% reply rates
32:41 - Three reasons most outbound fails
35:22 - Multi-threading and why champions are a false sense of security
46:01 - The two frameworks behind every revenue org he builds
48:11 - Moments of Impact: proactive value creation in post-sales
50:36 - Why most CROs have no clue about post-sales
_______________________________________________________________
GTM STRATEGY & AI ENGINEERING FOR B2B TECH
● Website
● LinkedIn
● TikTok
GUID: cc00931e-11ec-4b00-8784-3831142cf611
Release Date: 15/05/2026, 15:30:00
