Jolly Nanda - Transforming Patient Care: Bridging the Gap in Healthcare Data

Is your SaaS team aligned—or just busy? In this episode of SaaS Fuel, Jeff Mains sits down with Jolly Nanda, GTM advisor and sales strategy expert, to discuss how SaaS founders can build scalable growth by aligning product, marketing, and sales from day one. Jolly shares insights from scaling teams at SAP, Adobe, and Atlassian, and breaks down what early-stage SaaS leaders can do today to build healthy sales pipelines, improve forecasting accuracy, and foster a culture of truth-telling inside the funnel. In this episode, you’ll learn:How to fix the misalignment between sales, product, and marketingWhat most founders get wrong about pipeline hygieneWhy culture—not comp plans—drives real sales performanceHow to use product-led growth alongside sales, not against itThe mindset shift every founder must make to scale If you're tired of hero sales and pipeline guesswork, this episode gives you a clear framework to build process-driven, revenue-responsible teams.Key Takeaways 00:00 – The sales number isn't the whole story 04:10 – Early-stage GTM red flags 05:30 – Product, marketing, and sales: 1 team, not 3 06:42 – Sales culture vs sales process 08:18 – Why incentives don’t fix a broken system 10:01 – How to build a truth culture in sales 11:47 – Why PLG doesn’t mean anti-sales 13:40 – Building alignment between product and revenue teams 15:19 – The right kind of friction in sales and onboarding 17:02 – Discovery before demo (and why that order matters) 19:14 – “Hero sales” vs. scalable sales 21:00 – Why most pipeline data is not accurate 22:48 – Trust is a byproduct of process 24:12 – 4 elements of good pipeline hygiene 26:00 – Sales managers: stop being scorekeepers 28:09 – Real forecasting starts with sales call truth 29:20 – The connection between missed targets and broken process 30:32 – How to change sales culture without killing morale 32:00 – Leading indicators vs lagging indicators in GTM 34:29 – Product-led + sales-led = better customer journey 36:14 – Why you need revenue roles inside product 38:06 – Pricing is part of GTM, not just finance 40:00 – Aligning marketing messaging with sales narratives 41:27 – The next evolution of GTM rolesTweetable Quotes "Pipeline hygiene isn’t a Salesforce task—it’s a culture of truth." – Jolly Nanda "If sales, marketing, and product aren’t on the same page, your customer feels it first." – Jolly Nanda "Don’t fix sales with comp plans. Fix it with better process and culture." – Jolly Nanda "Product-led growth isn’t the enemy of sales—it’s fuel for it." – Jolly Nanda "The goal isn’t activity—it’s alignment." – Jeff MainsSaaS Leadership LessonsPipeline hygiene is a culture issue. It’s not just about clean CRM—it’s about truth in the funnel.Sales, product, and marketing must operate as one team. Siloed GTM leads to chaos and churn.Product-led growth doesn’t eliminate sales—it elevates it. The handoff must feel seamless to the customer.Scalable sales = process + mindset. Don’t build your GTM around a hero rep.Truthful forecasting starts with sales conversations. If reps are sandbagging or guessing, fix the culture first.Curiosity beats control. The best leaders build cultures where feedback flows freely across GTM. Guest Resources Website - <a href="https://www.altheia.com/cgi-sys/suspendedpage.cgi" rel="noopener noreferrer"...