“I would like to see FP&A drive the planning process for go- to-market just because I think they will have a better natural understanding of what it means to actually build a plan.”

Scott Stouffer, a former engineer, is a serial entrepreneur and founder. Currently, he is CEO and Founder at scaleMatters, the world’s first Go-to-Market Optimization Platform. Previously, he executed the sale of Salsa Labs, a nonprofit CRM to PE firm Accel-KKR at a period of $12MM annual revenue and 70 employees. In this wide-ranging interview, he reveals the real impact he believes CEOs, such as himself, are looking for in choosing CFOs and building a finance team. He also argues for a bigger role for FP&A – including leadership of a company’s go-to-market strategy incorporating how an organization can engage with customers to convince them to buy their product or service.

This interview covers

• Scott’s roadmap for growth leading fast-scaling companies

• Why many CFOs are “glorified controllers” (and why that is a problem)

• How FP&A can prevent sales and marketing teams “from winging it” by bringing the “analytical brain power” to the

• The power of a good plan in a fast-scaling business

• Should Rev Ops and Data be owned by the CFO

• How FP&A should be the first port of call in building a companies Go-to-Market strategy

• How finance teams can work better with sales teams and better modeling sales capacity

• Why in 60% of cases companies have too many sales people by failing to do proper modeling

• Why you need to hone self-confidence as a skillset

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