Randi Sue Deckard is a GTM leader and customer experience strategist with a passion for driving revenue growth and transformation. As a GTM leader, she helps businesses align strategy, messaging, and execution to accelerate engagement and retention. With deep expertise in sales, marketing, and AI-driven innovation, she thrives on solving complex challenges and empowering teams to succeed. A recognized thought leader, she shares insights on leadership, growth mindset, and customer-centric innovation. Randi is committed to helping others unlock their potential, embrace experimentation, and refine their approach to success, one iteration at a time.
Recently, in an exclusive interview with CXO Outlook Magazine, Randi shared her professional trajectory, insights on the importance of diversity and inclusion in GTM, the secret mantra behind her success, future plans, pearls of wisdom, and much more. The following excerpts are taken from the interview.
Hi Randi. What drives your passion for GTM and revenue growth, and how do you stay motivated and inspired?
My passion for GTM and revenue growth comes from my love for solving problems and creating impact. There’s something incredibly rewarding about taking a business challenge, breaking it down, and figuring out how to connect the right product or service to the right customers in a way that drives real value. I stay motivated because GTM isn’t just about sales; it’s about helping businesses grow, helping customers find solutions, and building something that lasts. I also thrive on learning, and this field is constantly evolving. Whether it’s a new buyer trend, a shift in technology, or a fresh approach to messaging, there’s always an opportunity to get better and refine strategies.
What do you love the most about your current role?
What I love most about my current role is the ability to make a real difference. Whether it’s helping a sales team close deals more effectively, aligning marketing with customer needs, or using data to drive smarter decisions, I enjoy being at the center of growth. I also love working with people: mentoring, coaching, and collaborating with teams to create strategies that don’t just work on paper but actually move the needle in the real world.
What do you believe are the most significant challenges facing GTM and revenue growth professionals today, and how can they be addressed?
There is no magic bullet! One of the biggest challenges in GTM and revenue growth today is the increasing complexity of buying decisions. Customers have more information than ever, but they’re also more overwhelmed, which makes it harder to cut through the noise. Many companies struggle with aligning their teams (marketing, sales, customer success) so that they are telling the same story and driving a seamless customer experience. To address this, companies need to invest in clear messaging, deep customer insights, and strong internal collaboration. Another challenge is balancing efficiency with customer relationships. With AI and automation playing a bigger role, it’s crucial to make sure technology enhances the customer experience rather than replacing the human connection.
Can you share your thoughts on the importance of diversity, equity, and inclusion in GTM and revenue growth, and how companies can prioritize these values?
Diversity, equity, and inclusion are critical in GTM and revenue growth because they shape how companies build teams, develop strategies, and engage with customers. A diverse team brings different perspectives, which leads to more creative problem-solving and a better understanding of different customer needs. Companies can prioritize these values by making DEI a business priority, not just an HR initiative. That means setting real goals around diverse hiring, ensuring leadership reflects a range of experiences, and creating an environment where people feel valued and heard. In revenue growth, the best strategies come from teams that think differently, challenge assumptions, and bring fresh ideas to the table.
How do you balance short-term goals with long-term strategic vision, and what strategies do you use to stay focused on sustainable growth?
Balancing short-term goals with long-term vision is one of the hardest parts of leadership. The key is to stay clear on the big picture while making sure you hit the milestones that get you there. I focus on setting a North Star, what success looks like long-term, and then breaking it down into smaller, achievable steps. Regular check-ins and data reviews help keep everything on track. It’s easy to get caught up in quarterly numbers, but if you only focus on immediate wins, you miss the opportunity to build something sustainable. I always ask: Will this decision help us not just this month, but in a year or two?
What role do you believe technology and AI will play in the future of GTM and revenue growth, and how can companies prepare?
Technology and AI will completely transform GTM and revenue growth, but companies need to be smart about how they use it. AI can analyze data faster, personalize customer interactions, and automate repetitive tasks, but it can’t replace strategy, storytelling, or relationships. The companies that will win are the ones that use AI to enhance decision-making while keeping human connection at the core. Businesses should start preparing by investing in AI tools that provide meaningful insights, training teams to use data effectively, and staying adaptable to change.
You were recently recognized as one of the 25 Women in GTM to follow in 2025. Our readers would love to know the secret mantra behind your success.
Being named one of the 25 Women in GTM to follow in 2025 is an incredible honor. If there’s a mantra behind my success, it’s this: Stay curious, stay consistent, and don’t be afraid to fail. I’ve learned that success isn’t about getting everything right the first time; it’s about constantly learning, iterating, and showing up even when things don’t go as planned. I also believe in bringing others along for the journey. Success isn’t just about personal wins; it’s about helping others grow, sharing knowledge, and creating impact beyond yourself.
Is there a particular person you are grateful for who helped get you to where you are?
I am incredibly grateful to many people who have helped me along the way, but if I had to pick one, it would be my mentor, Jessica Landestrait, who taught me the power of clarity and conviction in leadership. She helped me understand that great leaders don’t just have great ideas; they know how to communicate them, rally people around a vision, and execute with purpose. Her guidance shaped how I approach strategy, leadership, and decision-making.
What do you hope to achieve in the next 5-10 years, and how do you plan to get there?
In the next 5-10 years, I hope to continue pushing the boundaries of what’s possible in GTM and revenue growth. I want to build and scale businesses in a way that not only drives revenue but creates lasting customer impact. I also plan to share more of what I’ve learned through writing, speaking, or mentoring. Getting to this next stage will mean continuing to experiment, learn, and surround myself with people who challenge me to grow.
What advice would you give to aspiring GTM and revenue growth professionals, and what skills or qualities do you believe are essential for success in this field?
For aspiring GTM and revenue growth professionals, my biggest piece of advice is to get obsessed with understanding customers (internal and external). The best GTM strategies start with deep customer insights, in conjunction with internal goals. Learn how to listen, ask good questions, and connect dots others don’t see. Be adaptable; this field changes fast, and those who can pivot and learn quickly will always have an edge. Finally, build strong relationships. Whether it’s with customers, colleagues, or mentors, success in this field isn’t just about what you know; it’s about who you collaborate with and how well you bring people along on the journey.