GTM Science · 2026-06-30 · 46 min
Betsy Matthies took over a 150-person team at AWS whose entire job was to help customers save money on their cloud spend. A cost center by every definition. Sales hated them because every optimization call meant less revenue on the books. But Betsy saw something nobody else did: those same customer conversations were surfacing stalled opportunities that could be unblocked with the dollars being saved. She flipped the team's motion from pure optimization to reinvestment, and it became a demand generation engine with 60% average growth and a full return in five and a half months. And that's just one of the three stories on hidden revenue that Betsy shares with us in this episode. In this episode, Rachael Bueckert sits down with Betsy Matthies , VP of Global Revenue Operations and Enablement at GitHub, for three stories about finding revenue hiding inside go-to-market operations.
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