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Explore "How to Truly Understand Your North Star" - LodeStar S1 E16 - Gianna Scorsone with 3,302 views, 195 likes, and 0 comments. Experience the impact of this video content that has captured audience attention.

Most go-to-market teams aren’t misaligned because people aren’t working hard—they’re misaligned because they’re measured differently. In this episode, Cliff sits down with Gianna Scorsone to unpack how customer revenue orchestration changes the way teams think about growth, and why most GTM motions still break down after the deal is closed. They get into what actually happens inside revenue teams—where SDRs, AEs, and post-sale functions are all doing their jobs, but the customer experience still ends up fragmented. Gianna shares how shifting incentives even slightly—closer to when customers realize value—can change how teams operate, collaborate, and prioritize. The conversation also explores how companies rely too heavily on managing “accounts” instead of building real relationships, and how identifying internal champions can drive retention, expansion, and product feedback in a more intentional way. Gianna breaks down the idea of a connected customer journey—one that stretches and adapts instead of snapping between teams—and what it takes to actually build that in practice. They also cover leadership and execution at different stages, including the shift from running large teams to going back to early-stage building, and what changes when you’re closer to the work again. On the personal side, they get into burnout, expectations around work intensity, and the difference between choosing to work hard and being told you have to. Gianna shares how she manages energy, sets boundaries, and still stays open to the kind of unplanned conversations that often lead to the best opportunities. About Gianna: Gianna Scorsone is the co-founder of Champion, a platform focused on customer revenue orchestration and helping companies identify and activate key stakeholders across their customer base. She previously helped scale Mondo from zero to $100M in revenue and served as GM of North America at Aircall, where she grew the region from $13M to $45M and contributed to the company’s path to unicorn status. Her work today sits at the intersection of GTM strategy, customer relationships, and building systems that actually support long-term growth. About Cliff: With nearly two decades of experience building revenue engines across Fortune 20 companies and high-growth startups, Cliff specializes in GTM strategy and fractional leadership for SaaS companies navigating rapid scale. HubSpot recognized him as a 2024 Modern Sales Leader, and Pavilion named him a Top 50 CRO to Watch. Cliff is currently the CEO of Polaris, an AI-focused RevOps firm, as well as an advisor, investor (GTM Fund), and fractional executive for several high-growth startups. He works closely with teams on aligning strategy, systems, and data to build scalable, high-performing revenue organizations. About Polaris: Polaris Ops is an AI-native RevOps consultancy helping growth-stage companies align GTM strategy, data infrastructure, and systems to drive predictable revenue. The team focuses on building scalable, AI-powered go-to-market architectures that turn fragmented operations into more efficient, connected systems. About Lodestar: The Lodestar Podcast by Polaris Ops explores the human side of modern growth—real conversations with GTM leaders, RevOps operators, and founders navigating AI, scaling revenue teams, and building what actually works in today’s market.

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