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What it costs when your GTM teams aren't talking
The stat most founders don't measure. Plus: Sales Toronto is next Wednesday.
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The most expensive problem nobody's measuring
The most expensive misalignment in your company right now isn't between you and your investors. It's between your sales team and everyone else.
The moment you have two revenue functions operating on different numbers, different timelines, or different definitions of "qualified," you're losing deals you don't even know you're losing. The founders who solve this early don't just close more. They build companies that don't break under their own weight.
That's the conversation on the table next Wednesday.
The cost of GTM misalignment, in one number
Companies with aligned revenue teams grow 19% faster and are 15% more profitable than those without. Aligned orgs also close at a 38% higher win rate (Demand Revenue, 2025).
Most founders know their sales and marketing teams aren't fully in sync. Fewer know how to measure what that gap is actually costing them. That's the question on stage at Sales Toronto on April 22.
In February 2026, Steve Dinner stood on the Sales Toronto stage and said something that stuck: “My team, the BDR team was celebrating that we were hitting our SQO targets and nothing was coming out the other side.”
The talk was about the friction that shows up when sales and RevOps are both working hard but not actually aligned around outcomes. Steve was speaking from his work at Owner.com, where he was helping build revenue operations in a way that reduced disconnect across the revenue org instead of adding to it.
That’s the same conversation happening on April 22, except this time the whole revenue org is on stage.
Sales Toronto, April 22 → the whole revenue org on one stage
Sales Toronto has been one of the most consistent community in this city for years. Founders, sales leaders, CS heads, the operators actually moving pipeline across the line. The people who show up once tend to come back.
This edition is the most ambitious one we've run.
Every previous Sales Toronto put sales leaders on stage. This time the entire revenue team is in the conversation. A CRO, a CMO, a Sales Leader, and a CS Lead. Five minutes each. Four functions, four vantage points on the same question: what does it take to build a GTM org where every function is moving in the same direction, and what does it quietly cost when one of them isn't?
The presenting partner is Vasco, the revenue architecture platform built for GTM teams that want a single source of truth across sales, marketing, and CS. Vasco's whole thesis is that revenue is a team sport and most companies are still scoring it like an individual one. That thesis shaped this edition from the format up.
On stage:
Justin Hudon - Head of Sales & CS, Vasco. Progressed from SDR to Director of GTM at Lightspeed Commerce before joining Vasco. He's lived the CRM chaos, the forecasting gaps, the misaligned handoffs from the inside, and now helps GTM teams replace all of it with a single system.
Miru Gunarajah - Head of Revenue Acceleration & Operations, Glia. Roles spanning Qualtrics and Microsoft over the last 15 years, including Global Head of GTM Operations, Strategy, and Deal Desk at Qualtrics. He built the forecasting frameworks and pipeline systems that turn ambitious revenue targets into outcomes you can predict. The systems thinker at the table.
Bobby Green - Head of GTM & Strategy, Astrus. Has built 0-to-1 go-to-market motions across multiple verticals, from fintech to ecommerce to deep tech. Now running GTM at Astrus, the Khosla-backed AI startup automating semiconductor chip design ($8M seed round, September 2025). His take: what GTM looks like when there's no playbook yet.
Candy Lee - 3X Tech CMO, who's spent her career helping founders build and scale early marketing functions. She's done it across three companies, picked up Webby Awards, Cannes Lions, Clios, and a FastCompany "Brands that Matter" nod along the way. Before tech, she spent nearly a decade at Anheuser-Busch InBev running brand health and Super Bowl campaigns for Budweiser. Her thesis: brand is one of the most underused growth levers in tech. That's the perspective most sales-focused rooms never hear.
A first for TechTO: we're opening the doors of the brand-new Northeastern University Toronto Campus.
This is our first event with Northeastern as a partner. The campus was built for this kind of an evening: operators, builders, and the next wave of GTM talent in the same room. 375 Queen St W. Sharp space, central location, and a venue you'll see us come back to.
Toronto-made, women-owned, zero sugar - prebiotic sparkling water with 5g of plant fibre per can, bubbled right here in the city. Check their flavours!
Doors at 6pm. Program at 7pm.
When your GTM functions broke down, what broke first - sales, marketing, or CS? Hit reply with one word.
Scale & Secure → last call, April 23
Seven days from now, the conversation most senior technology and finance leaders are having in private is happening at a table.
A private dinner for CIOs, CTOs, and CFOs at high-growth companies in fintech, professional services, legal, life sciences, and private healthcare. One question anchors the evening: how do you scale a business without scaling your risk?
Bob Kish will be at the table. vCIO and senior advisor at Thrive, he works with growth companies and PE-backed portfolios on exactly this problem. Not as a vendor. As a practitioner.
Made possible by Thrive - global managed IT and cybersecurity partner for the mid-market, with Canadian data residency, SOC 2 Type II certified infrastructure, and a 24/7 global SOC.
Thursday, April 23 · 6PM · Approval required. Location shared with confirmed guests.
Not ours, but worth your time!
👩💻 Woven Conference 2026 · Friday, May 8 · Arcadian Court, 401 Bay St
Canada's largest independent conference for women in data and AI. 300+ senior practitioners. Technical, business, and executive streams. Speakers from RBC, CIFAR, and Mistplay. Since 2018, Woven has guided 6,000+ women through the evolving data and AI industry. TechTO members get 10% off with code 4CGVOS.
⚡ EvenUp x OpenClaw Hackathon · Saturday, May 9 · Toronto
50 spots. 10 teams. Six hours to ship a real solution.
Built for early-career engineers: new grads, bootcamp graduates, and self-taught developers with strong project work. Teams of 5 announced one week out. Prompt drops two days before.
Commerce Toronto: Tuesday, April 21 @ 5:30pm - GET TICKETS
Sales Toronto: Wednesday, April 22 @ 6:00pm - GET TICKETS
Scale & Secure: Thursday, April 23 @ 6:00pm - APPLY NOW
Together Toronto: Monday, May 4 @ 6:00pm - EARLY BIRD TICKETS
Pre-Event: Session for Y Combinator S26 Applicants @ 5:00pm - REQUIRE APPROVAL
YC Canada Spring Social: Wednesday, May 6 @ 6:00PM - REQUEST TO JOIN
TechTO x Althra Hackathon: Vancouver: Sunday, May 10 @ 9:00am PT - SUPER EARLY BIRD TICKETS
Vancouver Rocketships & Web Summit Social : Monday, May 11 @ 4:00pm PT - REQUEST TO JOIN
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