Fixing Internal Drag with Socure CCO Matt Thompson

Your GTM team is working harder than ever, but is that effort actually driving revenue? In this episode of The GTM Blindspot, Lumopath CRO Mikey Renan sits down with Matt Thompson, President & Chief Commercial Officer at Socure. Matt breaks down the exact operational blindspot he faced when scaling his commercial organization to 200 people: a complete lack of visibility into where his team's time was actually going. They discuss the danger of "redlining" your top-performing employees, the pain of manually pulling calendar data to justify million-dollar contract renewals, and how establishing true "Revenue Alignment" allows executives to redistribute workload efficiently without relying on gut feelings. 🔗 Read the full ungated field guide, "Hard Work, Wrong Things," right here: https://alignment.lumopath.ai/manifesto 🔗 Map your team's alignment gaps manually, and let our free 5-minute assessment do the math for you: https://alignment.lumopath.ai/ Chapters (Timestamps): 00:00 - Introduction & Matt’s leadership background 04:35 - The Blindspot: Scaling a GTM org without capacity visibility 06:40 - The Million-Dollar Renewal: Defending value without effort data 08:20 - Data Visibility and Customer Engagement 11:35 - Balancing Efficiency and Customer Value 14:43 - How to identify "internal drag" and redistribute workload 15:30 - The danger of "redlining" your most valuable players 17:35 - Lessons learned for GTM Leaders 20:45 - The fear of falling behind and how to properly roll out new frameworks Connect with Matt Thompson on LinkedIn:   / mattthompson01   Connect with Mikey Renan on LinkedIn:   / mikey-renan-40202b58