Natalie Riso

The 5 Mistakes That Kill Ecosystem-Led GTM

Mercury Bank

LTSE (Long-Term Stock Exchange)

Head of Startups and Strategic Partnerships @ Rho

Stop wasting time on prestigious logos. Learn which VC, accelerator, and founder relationships convert to pipeline.

Identify which ecosystem partners actually drive revenue

Get the 30-day activation playbook that turns signed agreements into partners who actively promote and refer you.

Activate partnerships that sit dormant after signing

Build a measurement framework that shows execs exactly how much pipeline and revenue flows through ecosystem channel.

Prove ecosystem ROI even without perfect attribution

Most leaders think their team is aligned. What if they aren’t? MtL reveals hidden gaps and builds habits to get clear and act as one.

CEO, Board Advisor, and Creator of MtL

Unison

Oracle

Compusult Limited

SAIC

Peter DiGiammarino

Professional CEO, Executive Director, and Creator of Manage to Lead (MtL).

MtL Course Designer and Co-Instructor

Stanford University

Genentech

UC San Francisco

Kaiser Permanente

Joyce Reynolds Ph.D.

Cohort 16

Cohort 17

<a target="_blank" rel="noopener noreferrer nofollow" href="https://youtu.be/Jv3Ed6JxnLk">MtL is a learn-by-doing Executive Alignment System. </a>Your organization is the case. In ten weeks your leadership team builds a simple cadence of collaborative habits. Get clear on what you aim to achieve by when. Assess where you are now and why change is required. Choose the few initiatives that matter most, then launch, guide, and govern them to your next state. The result: a team that plans, operates, and governs as one.How it WorksDo short prep on your own. Then you and your team join weekly two-hour live working sessions with other teams, including instruction, practice cases, role plays, and guided application to your case. You get real-time feedback from teammates, cohort peers, and instructors, supported by the <a target="_blank" rel="noopener noreferrer nofollow" href="https://youtu.be/EIJ9opgLaUI">AI-powered IntelliVen Operations Advisor (IVOA) workspace</a>. What You GetShared clarity your whole team owns. A small set of initiatives ready to run with owners and checkpoints. <a target="_blank" rel="noopener noreferrer nofollow" href="https://youtu.be/8CXAiqiIDho">A Plan-Do-Review rhythm</a> that sustains performance and growth, grounded in seven simple truths leaders often overlook. Get Clear. Align. Grow.

Learn the MtL Executive Alignment System. Plan, Operate, and Govern as One.

Nail your Mandate and build your Enterprise Change Framework

Most teams think they're aligned. They aren't. Find and fix disconnects.

Map, manage, and mature your core processes

Know What to Watch and How to Measure It

Conceive, Launch, and Guide Strategic Initiatives

An organization.
Its leader.
The leader’s team.

To maximize your experience, bring:

Clarify or define an important initiative. 
Accelerate growth and improve performance. 
Engage openly and actively for meaningful impact

Come prepared to:

Professionally financed management teams driving to complete value creation initiatives.

Organization, unit, and function leaders driving change initiatives to grow faster and perform better.

Owner-Operators who are ready to transition but whose organizations are not transition ready.

A request lands in your inbox: “Can you research these leads and reach out with a personalized email?” GTM work often starts like this. Hours or days of data pulls, manual research, and copy-paste personalization. The creative spark is there, the capacity is not. Even when an experiment works, it waits for someone to wire it together so the team can actually scale it. This course turns that bottleneck into your edge. By the end, you will think and build like a GTM engineer. You will take a fuzzy ask and shape it into a small, testable workflow, connect the right signals, automate the last mile without losing the human touch, and prove impact with clean metrics. Two days later, the pilot is live, the team is looking at results, and you know what to scale next. Stakeholders see a repeatable way to measure ROI, the team ships ideas without waiting on a backlog, and you leave with artifacts that speak the language of decision makers. What you will be able to do &gt; Connect real buyer signals to concrete actions across your stack&gt; Personalize at scale while staying credible and empathetic&gt; Translate vague requests into scoped workflows with clear success criteria&gt; Stitch data and tools into a single path from trigger to touch&gt; Design fast experiments with guardrails, quantify lift, then decide what to keep or kill&gt; Package results into demos and narratives that unlock adoption and budget&gt; Build reusable workflows that teams adopt, not ignore&gt; Assemble a portfolio of shipped automations and clear ROI stories How you will learn &gt; Live workshops from GTM experts teaching key concepts and demoing workflows &gt; Ship something real every week to apply what we learn through carefully designed exercises. &gt; Leverage templates and office hours to adapt lessons to your own workflows.&nbsp;&gt; Demo projects, iterate through feedback, and document outcomes so value is obvious to teammates and leaders.&gt; Interviews with hiring managers and GTM leaders. What projects will cover &gt; Turning signals into context: capture the right inputs from sources like forms, events, and product usage, then enrich only what moves outcomes&gt; Research at scale, then human review: use software to gather last-mile details, keep humans focused on judgment, not copying and pasting&gt; Credible personalization: generate message variants that reference real context so outreach feels specific, not templated&gt; Outbound and follow-up flows: move from prospect discovery to sequencing in one chain, then iterate based on measured liftInbound triage and routing: qualify as data arrives, score using simple rules, trigger the next best action automatically&gt; Data hygiene and refresh: close CRM gaps, prevent duplicates, and update high-value records on the cadence your business needs The result You leave with a working system, not just notes. You have a repeatable method for rapid experimentation, artifacts you can demo, and a clear story of business impact. Most important, you become the person who shortens the path from idea to impact, with proof you can show and systems your team will keep using.

From manual GTM to AI-accelerated systems

Course syllabus

You've used general purpose AI chatbots like ChatGPT and Claude

Basic AI tooling familiarity

You've started (or completed) the Clay 101 module on Clay University

Basic Clay exposure (optional)

RevOps, sales &amp; customer experience, or growth hackers looking to create, experiment or scale high-touch workflows

Operators passively or actively seeking a GTM engineer (or adjacent) role internally or externally&nbsp;

Growth leaders &amp; hiring managers looking to build a culture and team of ROI-driven experiments empowered by AI tooling

Who is this course is built for

What you'll become

You investigate every lead &amp; solve the mystery of what drives revenue. No touchpoint goes untracked. You know what really converts, how to trace every customer path, and quantify experiments through ROI calculations.

The Revenue Detective

You experiment relentlessly and find unconventional paths to scale. Status quo is your enemy. You're an experiment machine always testing something new, with a ruthless emphasis on speed to ship fast and learns faster

The Growth Hacker

You transform raw data into golden insights. Where others see spreadsheets, you see stories waiting to be told. You're the pattern whisperer who spots trends others miss, a SQL sorcerer whose queries work like magic, &amp; the insight generator who turns numbers into narratives

The Data Alchemist

You build systems that run themselves. Manual processes fear you, and efficiency is your middle name. You create self-running workflows, eliminate inefficiencies at scale, and literally give hours back to your teams by making growth sustainable.

 The Automation Architect

You optimize and connect every tool with surgical precision. You're an integration expert who connects any tools seamlessly, a stack optimizer who eliminates redundancies, and an efficiency engineer who makes everything run better.

The Stack Surgeon

Scale GTM with AI-assisted sales enablement, growth experimentation & workflow automation 

Clay

Yash Tekriwal

First GTM engineer and Clay professor

Thinkful

On Deck

Maven

Atrium Academy

Uniswap Foundation

Bhaumik Patel

10+ years building vocational training

Cohort 1

Cohort 2

The system to diagnose and (re)build B2B packages—so your strategic work finally shows up in pipeline, not just presentations.

15+ years selling B2B SW & Consulting

Webflow

Atlassian

Grammarly

Android

Jose M Bermejo

Founder, Offer Design | Packaged (and closed) +200 B2B products & services

Cohort 10

Cohort 11

If you are a product or GTM executive you've mastered positioning. You know JTBD. You can build a GTM strategy in your sleep.But when deals stall, sales blames leads. Leadership blames "execution."And you're stuck defending strategy docs instead of pointing to pipeline.The consequence: Most GTM and product leaders top out because they can't tie their work to revenue.The problem isn't the thinking. It's that your work stops before the moment of truth: the package that goes in front of the buyer.Packaging is where positioning, product and pricing convert into revenue, or die. It's the execution layer nobody teaches.And it's the skill that separates "strategic thinker" from "the person who moves the number."This program gives you a system to diagnose broken packages, architect offers that reduce buyer risk, and design the "safe yes" that accelerates sales and product adoption.You'll tear down real offers, rebuild your own live, and pressure-test it 1:1 with me.I've packaged 200+ B2B software and consulting offers from $1K to $500K. This is the system built for operators who want to have the revenue impact their strategy deserves.

The final GTM skill: where positioning, product and pricing converge into sales

From Positioning to Package: Find the One Pain Point That Gets You In the Door

Why Buyers Really Say No—And How to Engineer the "Safer Yes"

Build a Low-Risk Entry Offer That Lands—Then Expand to Full ACV

The Packaging Diagnosis Method: Find Exactly Where Any Offer Leaks Deals

Pricing That Converts AND Protects Margin—No More Guesswork

1:1 Offering Lab: A Market-Ready Package

GTM leaders who need strategy to land. You've got the GTM frameworks. You need the execution layer—the offer that makes them work.

Product marketers who own packaging. You've read the positioning books. Now, you want to own the skill that actually moves revenue.

Consultants &amp; founders. You have a skill, capability, or technology. You need to package it into something buyers can say yes to.

Your continued career growth depends on changing how you work from what brought you success early in your career. 

January 2026 Cohort

Executive Coach, former Google leader

Google

Bain & Company

Instacart

Rubrik

Snowflake

Eric Nehrlich 

ex-Google Chief of Staff, Executive Coach, Author of You Have A Choice

January 2025 Cohort

April 2026 Cohort

Early in your career:-- You are rewarded for working harder and independently solving problems.-- You earn more credibility by knowing more and demonstrating domain expertise.-- You get more scope (and promoted!) by taking on more with a “can-do” attitude. But your career will plateau unless you learn to:-- Build and lead teams and systems to solve problems rather than do the work yourself.-- Collaborate with other leaders to manage trade-offs across different domains.-- Deliver results through others by mobilizing and coordinating people across different functions and perspectives.This course is for you if you feel stuck in your job or career. Perhaps you are a senior individual contributor or a front-line manager who keeps getting passed over for the next promotion with feedback about being more strategic, or having more presence or influence. Or perhaps you have earned more scope but are drowning under the work, seeing no way to get it all done.

The next level of your career requires embracing new mindsets and skills.

Scale your leadership to create greater team and company impact

Increase your confidence and executive presence.

Greater influence across the leadership team. 

How to deliver on complex projects without control

Handle difficult conversations and political situations

A path for continued career growth without working unsustainable hours.

This course is for those who have grown through their early career, and want to grow their impact beyond what they can do as an individual.

10+ years of career experience

You're a senior IC or front-line manager wondering what you have to do differently to get to the executive level.

Your performance feedback no longer celebrates your expertise and effort, and instead focuses more on strategy, influence, and presence.

You are working harder and longer but falling further behind. Doing more isn't sustainable so you need to find a new way to get things done.