Podcasts about Cros

Finding an analytical CRO that's truly invested in your success, not just processing samples, makes all the difference in CMC development. In this episode, host David Brühlmann talks with Daniel Galbraith, Chief Scientific Officer at Solvias, about the essential questions and mindset that lead to breakthrough CRO partnerships.With nearly three decades in analytical development, spanning monoclonal antibodies, biosimilars, and cell and gene therapies, Daniel reveals what separates CROs who become true partners from those who just run methods. His insights can save your program months of delays and costly missteps.Key Topics Discussed:Why cell and gene therapies face unique challenges compared to the progression seen with monoclonal antibodies (03:04)Daniel's career path: from entering biotech in 1996 to CSO at Solvias, and the rapid evolution of the industry (05:00)The analytical hurdles in characterizing cell-based products and how their inherent variability impacts development (09:46)Approaches to analytical method requirements for autologous cell therapies, and how data is gathered iteratively in these cases (13:02)The biggest obstacles to scaling up cell and gene therapies, and why innovative cell manipulation technologies are needed (16:06)Current trends in therapeutic modalities: why antibody-drug conjugates stand out, and whether mRNA therapies are losing momentum (18:37)Practical advice on choosing an analytical CRO as a strategic partner - what to look for, what questions to ask, and why enthusiasm and standardization matter (21:55)Wondering how to streamline your own analytical strategy, or navigate the parallel universe of cell and gene therapy development? Dig into this episode for Daniel's insider perspective. Then consider how the right analytical partnership could accelerate your path to clinic.Connect with Daniel Galbraith:LinkedIn: www.linkedin.com/in/daniel-galbraith-26a6138Solvias website: www.solvias.comEmail: daniel.galbraith@solvias.comNext step:Book a 20-minute call to help you get started on any questions you may have about bioprocessing analytics: https://bruehlmann-consulting.com/callPreparing for your IND? Grab our Startup Founder CMC Dashboard in Notion to help you track tasks, timelines, and risks in one place at https://stan.store/SmartBiotech/p/discovertoind-cmc-dashboard-for-startup-founders

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Joel White, Owner of Marketcap Consulting, joins another episode to discuss the evolving role of Clinical Research Organizations (CROs). He shares the characteristics of a great CRO, how technology and decentralization are shaping the industry, and the strategic balance between speed, quality, and cost in clinical trials. Whether you're a sponsor, CRO professional, or simply curious about the clinical trial landscape, this episode offers practical wisdom and forward-looking perspectives on drug development and innovation.  00:31 Joel White returns to explore CRO excellence and innovation  01:00 Joel's background and journey into the CRO industry  01:55 Origins of Joel's LinkedIn quarterly recaps and their impact  04:10 Defining CROs and their evolving role in clinical trials  05:48 What separates great CROs from average ones, such as customer service and repeat business  08:59 Technology's role in CRO operations and vendor management  11:29 Balancing speed, quality, and cost in fast-paced trials  12:45 The importance of culture and leadership in CRO success  13:57 Common misconceptions sponsors have about CROs  16:45 Decentralization in clinical trials, including adoption trends and cost tradeoffs  19:05 Evaluating therapeutic area expertise when selecting a CRO  20:46 The future of CROs, consisting of innovation, partnerships, and the potential impact of AI

In this episode of RevOps Champions, host Brendon Dennewill sits down with Hannah Ajikawo, founder and CEO of Revenue Funnel, HubSpot modern sales leader, and LinkedIn top voice in B2B sales. With 17 years of experience leading sales and go-to-market teams, Hannah shares her philosophy on making sales simple by stripping away the over-engineered complexity that holds revenue teams back.Hannah challenges conventional wisdom about sales methodologies, arguing that companies often lose sight of fundamentals by trying to turn salespeople into formula-following robots. She reveals how misalignment across revenue teams—from unclear ownership to missing expectations—costs companies millions and explains why being "data-informed" beats being "data-driven" every time. The conversation explores practical frameworks for building alignment, leveraging AI effectively, and finishing Q4 strong while setting up for success in 2026.This episode is essential listening for RevOps professionals, CROs, sales leaders, and founders who want to cut through the noise, realign their revenue engine around what actually works, and scale growth without adding unnecessary complexity or headcount.What You'll LearnWhy sales becomes unnecessarily complicatedThe true meaning of revenue alignmentThe 72.9% Ronaldo Principle for launching initiativesData-informed vs. data-driven strategyHow AI is reshaping buying and sellingSales velocity as the CRO's north star metricPractical Q4 advice for hitting targetsResources MentionedThe Go-Giver by Bob Berg Revenue Funnel Go-to-Market Health Check HubSpot Academy EOS (Entrepreneurial Operating System)Denamico Growth Readiness Score About Hannah AjikawoTitle: Founder & CEO Company: Revenue FunnelIs your business ready to scale? Take the Growth Readiness Score to find out. In 5 minutes, you'll see: Benchmark data showing how you stack up to other organizations A clear view of your operational maturity Whether your business is ready to scale (and what to do next if it's not) Let's Connect Subscribe to the RevOps Champions Newsletter LinkedIn YouTube Explore the show at revopschampions.com. Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!

Transformations are everywhere—from VC-backed scale-ups to Big Tech—and sales teams are feeling it. In this Sales Performance Podcast episode, Ariane Riddell, Chief Sales Officer at Personal Group (ex-LinkedIn, BBC, Feefo), shares a people-first playbook for leading through change: embedding values that stick, resetting the first 90 days, and rebuilding commercial muscle across sales and post-sales.We dig into: redefining proposition and narrative (benefits > product), putting real foundations in (process, people, product, leadership), using enablement tools (Salesloft, Walnut, Salesforce), and moving teams from inbound-reliant to outbound-confident. Ariane's “top-down & bottom-up” framework for expansion, plus the candid reality of “love them in or love them out,” make this a must-listen for CROs and CSOs in transition.You'll learnHow to set credible 30/60/90 priorities in a messy realityWhat values do for pace, passion & professionalismBuilding outbound habits that actually stick (and why phone still matters)Coaching CS to drive land–expand with data-led plays

As we near the end of 2025, the CDMO industry finds itself at a pivotal financial and strategic juncture — shaped by constrained funding, shifting demand, and renewed investor scrutiny.  In this episode of Off Script, we speak with Brian Scanlan, Advisor of Life Sciences at Edgewater Capital Partners, to examine how the year's market and investment trends align with his predictions from an earlier CPHI Annual Report. Brian shares his perspective on: How accurately his forecast of stability and growth for clinical CROs and CDMOs has held up amid tighter capital markets; The ongoing softness among early-stage pharma service providers and what it reveals about funding flows across the sector; and Where investor interest is gravitating — from ADCs and small molecules to biologics — and what this signals for the next phase of CDMO evolution.

Bon inici de temporada d'Ariadna Navarro (CA Parets) en cros i queda 8ena al Tast de la Mitja podcast recorded with enacast.com

Dennis and Brady break down week nine in the area, St Clair's playoff hopes arent as certain as we thought, another Marysville - Marine City matchup, Armada with a test against Frankenmuth, Cros-lex needs a win and more!

Jack, Wendy, and Danny Torrance stay at The Overlook Hotel, caring for the estate during its off-season period. Jack has been outlining a new writing project and believes that five months of peace is just what's needed, but all work and no play makes Jack a dull boy. Fortunately, Danny has been mentored by Dick Hallorann, who provides cautionary advice and special instructions such as, "Stay out of Room 237," guidance that helps Danny stay one step ahead of dangers that lie within The Overlook, helping Danny evade the horrors that his father Jack will unleash. Designer, brand strategist, and writer Chris Cureton talks about what makes Stanley Kubrick's The Shining a perfect horror movie, and why writing in and of itself can sometimes be a scary endeavor.-Designer, brand strategist, and writer Chris Cureton helps executive teams move from confusion to clarity. His forthcoming book, The Five Laws of Brand Design, is a field guide for aligning product, marketing, and sales around one powerful, unified strategy. With nearly 20 years of experience, he's assisted leadership teams by helping them cut through complexity, clarifying their unique value, and confidently going to market. He loves helping CEOs, CMOs, CROs, and COOs build one clear strategy, creating actionable steps for teams.https://chriscureton.com https://chriscureton.com/the-five-laws-of-brand-design-book https://www.instagram.com/chriscureton -The Shining (1980)https://www.imdb.com/title/tt0081505/ https://www.afi.com/news/afi-movie-club-the-shining/https://www.artofthetitle.com/title/the-shining/https://youtu.be/U8wxjIecmD4?si=mhwfxDBqNZuoXRy6&t=292 https://www.itsnicethat.com/articles/saul-bass-the-shining -Other movies and shows discussed, alphabetical listThe Book of Boba Fett (2021)Black Panther (2018)The Exorcist (1973)Get Out (2017)Hostel (2005)The Mandalorian (2019-)Poltergeist (1982)Room 237 (2012)John Carpenter's The Thing (1982)Tron (1982)US (2019)

La prova, amb una 70a de corredors de l'entitat, era puntuable per al Gran Premi Català de Cros.

Solvonis Therapeutics PLC (LSE:SVNS) CEO Anthony Tennyson talked with Proactive's Stephen Gunnion about the company's £1.25 million fundraise and its expanding focus on central nervous system (CNS) drug development. Tennyson said the new capital—raised from strategic and institutional investors—brings Solvonis's total fundraising since May to £4.25 million. These funds will support the acceleration of its CNS discovery programme, which he described as “the innovation engine that drives long-term value creation for Solvonis Therapeutics PLC.” The company is building a platform centred on addiction, psychiatry, and neurology, with a particular focus on high-burden, poorly treated diseases. Solvonis already has an advanced clinical programme for severe alcohol use disorder (SVN-001), targeting the UK and EU markets. A phase 2b trial is also planned for SVN-002, aimed at moderate to severe alcohol use disorder in the US. Looking ahead, Tennyson outlined a three-tiered value strategy, covering near-, medium-, and long-term milestones. He said the company follows a lean, capital-efficient model, working with CROs and academic groups to advance its assets to key inflection points for potential out-licensing to larger pharmaceutical partners. “Our business model is focused on progressing our assets to the appropriate inflection point and then seeking to end-license those,” Tennyson explained. Visit Proactive's YouTube channel for more interviews like this. Don't forget to like this video, subscribe, and enable notifications for future updates. #SolvonisTherapeutics #BiotechNews #CNSDisorders #AlcoholUseDisorder #SVN001 #SVN002 #Biopharma #DrugDiscovery #Neuroscience #MentalHealth #InvestorUpdates #PharmaceuticalDevelopment #CapitalRaise

Welcome to Culture Over Quota — a new segment within The E1B2 Collective Podcast hosted by Anthony “AJ” Vaughan. In this series, AJ merges two worlds that rarely speak the same language: HR and Revenue. Drawing from his journey as a founder, CHRO, CRO, and builder of multiple HR tech ventures, AJ unpacks what it truly means to scale businesses without burning out people, teams, or purpose.This isn't another “hit your number” sales show — it's a raw and forward-thinking exploration of how culture, leadership, and human psychology shape every quota you chase. AJ delves into the real tensions between founders and VCs, CHROs and CROs, sellers and buyers, and reveals how companies that prioritize people over profit actually win bigger, faster, and longer.Expect candid stories, lived lessons, and deep dives into the future of HR tech, sales culture, and organizational design — all anchored in one belief:If you build culture first, the quota takes care of itself.

CROs and Risk Managers in Financial Services: redefining risk leadership Once focused mainly on regulatory reporting and capital compliance, today's Chief Risk Officers are strategic leaders shaping culture, resilience, and long-term value. From geopolitical shocks to cyber threats and AI, the risk landscape is evolving fast-demanding new ways of thinking, leading, and adapting. At the Leaders in Finance Risk Event on 30 October, we bring together CROs, risk professionals, and financial leaders for a morning of fresh insights and bold conversations on the future of risk management. How is the role of the CRO transforming? What new skills and technologies will define tomorrow's leaders, and how can AI become an ally rather than an adversary? Join 100+ professionals from 50+ organisations to explore these questions with speakers from ING, ABN AMRO, ASN Bank, bunq, N26, Mollie, AFM, and many others.

Dennis and Brady recap week 7 including PHN dominating Mott, Tatti recaps PH's loss to Cousino, Almont clinches a third straight BWAC title as Joe helps recap that game, Cros-lex explodes in a win and more!

After more than 100 episodes, #Coach2Scale wraps with a powerful closing message from host Matt Benelli, one that goes far beyond sales tactics. In this final episode, Matt shares four hard-earned truths from hundreds of conversations with CROs, enablement leaders, and frontline managers. He challenges the myth of the “super rep turned manager,” breaks down the true ROI of coaching (7–8X when done right), and reminds us that one-on-ones aren't just a task, they're the operating system for growth.Matt also reflects on why performance loops aren't enough without practice loops, and how great teams aren't built on pressure, but on preparation. This episode connects the dots between personal development and business outcomes; it's a call for CROs and GTM leaders to stop managing through dashboards and start developing their people with purpose. If you're serious about building a high-performing team that lasts, this episode is your blueprint.Top Takeaways1. The human side of coaching is non-negotiable.Vulnerability-based trust isn't soft; it's the foundation for accountability, belief, and long-term performance.2. Properly equipped managers deliver 7–8X ROI.Coaching isn't a “nice to have”; consistent, structured 1:1s lead to higher engagement, lower attrition, and stronger pipeline performance.3. Stop promoting super reps into management without support.Selling and coaching are completely different skills; without systems and training, you set managers (and their teams) up to fail.4. Practice beats performance.Top teams don't just execute, they review, adapt, and improve with immediate, behavior-focused feedback that drives lasting change.5. Coaching isn't a tool; it's a behavior change engine.Technology alone doesn't drive growth; tying behavior improvement directly to outcomes is what makes a coaching culture truly effective.6. One-on-ones are not optional; they're the operating system.When coaching becomes the standard cadence, it shifts manager behavior from reactive firefighting to proactive development.7. Performance grows when reps feel developed, not just measured.The best leaders strike a balance between empathy and accountability, investing in long-term careers rather than just meeting short-term quotas.8. Coaching is how you scale without breaking your team.Growth doesn't come from dashboards or pressure; it comes from developing people who are confident, capable, and aligned.

In this episode of the SaaS Sales Performance Podcast, host Matt Milligan sits down with Tanvir Bhangoo and former college football player turned commercial leader, keynote speaker, and author of the bestselling book The Pro Business Mindset.Tanvir is the Founder of TBX Digital, where he helps organizations unlock elite performance under pressure by applying principles from sports to business.Together, they explore how sales and revenue leaders can build resilience, sharpen execution, and lead teams through market turbulence by focusing on process, mindset, and fundamentals, not just pipeline velocity.Expect a grounded, practical conversation on how to perform when conditions are tough and how to lead with grit, discipline, and clarity when your team needs it most.You'll learn:✅ Why "training camp" fundamentals matter more than ever in tough markets✅ How to reset your mindset and team habits during a downturn✅ What true leading indicators of enterprise performance look like✅ Why in-person connection is becoming a competitive advantage again✅ How EQ, consistency, and discipline outperform over-activity

In this episode of The Clinical Research Coach, host Leanne Woehlke sits down with Dr. Sarah Matt, MD, MBA, a surgeon, health technologist, and author who is redefining what it means to deliver care without borders.From the operating room to advising health tech startups, Dr. Matt brings a rare dual perspective, grounded in both clinical compassion and digital innovation. Together, Leanne and Sarah explore how technology can expand access, reduce friction, and humanize care across communities, from urban hospitals to rural nursing homes.Dr. Matt also shares insights from her upcoming book, The Borderless Healthcare Revolution: The Definitive Guide to Breaking Geographic Barriers Through Technology, launching December 11, 2025. The book offers real-world playbooks, “next-shift wins,” and frameworks for healthcare leaders, clinicians, and researchers to design systems that truly work for everyone.In this conversation, they discuss:Why technology must serve real people, not just innovation for its own sakeHow to align incentives across hospitals, CROs, and trial sponsors to improve access and retentionThe five pillars of healthcare access: geographic, digital, financial, cultural, and trustHow empathy, design thinking, and AI can restore the human side of medicineWhy solving burnout requires fixing systems, not just supporting individualsThe future of robotics, decentralized trials, and telemedicine as tools for equityThrough real stories and practical insights, Dr. Matt reminds us that the next wave of healthcare transformation will not be about new tools, but about how we use them to rebuild trust, equity, and connection.Tune in to discover how Dr. Sarah Matt is leading a movement where care travels at the speed of need and healthcare knows no borders.To learn more about Dr. Sarah Matt: https://www.drsarahmatt.com/To pre-order The Borderless Healthcare Revolution: https://www.drsarahmatt.com/book#OrderBook

Warren Zenna sits down with Michael Maimone, CRO at LucidLink, to unpack his journey from BDR to enterprise sales leader to CRO. Michael shares how his time at IBM, Marketo, Adobe, and ZoomInfo shaped a systems mindset, enabling him to translate big-company rigor into agile, early-stage execution without stifling momentum.They dive into the first 30-60-90 days in the seat: observe, diagnose, implement. Michael explains how he sequenced quick wins—enablement, RevOps guardrails, hiring profiles, interview kits—before rolling out robust territory, account, and opportunity planning. He emphasizes credibility through results and the art of modulation when change-managing seasoned teams.Michael details LucidLink's category-defining approach to distributed cloud file access for massive media and design workflows, and how that expands into broader enterprise use cases. He outlines direct and channel motions, global team structure, and the zero-knowledge security model that unlocks collaboration without compromising control.The conversation closes with pragmatic AI adoption across Gong, ZoomInfo, dialers, website conversion, and Gemini-driven planning. Michael shares early signal lifts, how to beat tool fatigue, why human analysts still matter, and advice to aspiring CROs: lead cross-functionally, stay humble, build lieutenants, and align every motion to predictable, scalable revenue.

What do you do when your CFO calls on Sunday night to say you're filing for bankruptcy in the morning? Tim Butchart reveals how he led through chaos, kept every customer, and turned crisis into growth. For most leaders, that call would trigger panic, client flight, and investor revolt. But for Tim Butchart, it became a masterclass in crisis leadership and customer trust. Against the odds, his team didn't lose a single key customer. In this raw conversation with Rebecca Jenkins and Callum Jenkins, Tim shares what it takes to lead through chaos, scale in high-pressure environments, and prove value when the stakes couldn't be higher. This isn't theory. It's scars-earned wisdom from SaaS, AI, fintech, and cybersecurity boardrooms, including PE-backed scale-ups where growth targets aren't suggestions, they're mandates. What you'll learn in this episode: How to keep customers from walking when your company's future is on the line. Why “everything is a service” changes how you lead teams and retain talent. How to survive PE-backed growth expectations without burning out your culture. The four anchors of modern leadership: Vision, Scalable Engine, People, Uncertainty. This is for: CEOs, Founders, CROs, and PE-backed leaders navigating high-stakes growth, global expansion, or customer retention challenges. ----more---- Connect with Tim: LinkedIn : Tim Butchart ----more---- If your revenue has plateaued or your accounts feel “at risk,” access your copy of The CEO Revenue Architecture Briefing, here Boardroom Briefing for Scalable Growth Trusted by CEOs. Backed by results. Built for today's market. ----more---- Connect with the hosts and say who'd you'd like to see as a Lead To Succeed guest. Rebecca Jenkins – LinkedIn | RJEN  Callum Jenkins – LinkedIn The CEO Revenue Architecture Briefing - access your copy here to avoid revenue growth plateaus  

durée : 00:25:06 - Pierre Boussaguet, contrebassiste et compositeur (3/5) - par : Christophe Dilys - Pierre Boussaguet, héritier de la grande tradition des contrebassistes de jazz se raconte au micro de Christophe Dilys. De Ray Brown à Guy Lafitte, ses rencontres, son swing et son art de l'accompagnement en ont fait l'une des voix majeures de la contrebasse européenne. - réalisé par : Adrien Roch Vous aimez ce podcast ? Pour écouter tous les autres épisodes sans limite, rendez-vous sur Radio France.

Send us a textWhat if up to 35% of the diagnostic color data on your pathology slides never reaches your eyes—just because of your monitor? In this episode, sponsored by Barco, I sit down with Dr. Monika Lamba Saini (ADC Therapeutics) and Tom Kimpe (Barco) to uncover why color calibration in digital pathology isn't optional anymore—it's critical for diagnosis, efficiency, and AI readiness.Highlights:[00:03:42] Monika's path from CROs to biopharma and why color consistency matters in clinical trials.[00:09:22] What “color science” means in pathology and why color is one-third of diagnosis.[00:12:40] When the same tissue looks different across labs and scanners—and how this causes diagnostic conflicts.[00:16:19] Why HER2 scoring and IHC rely on color intensity—and how poor color fidelity lowers diagnostic confidence.[00:18:34] Research showing up to 35% of H&E slide colors fall outside of the sRGB color space—meaning you never see them on a standard monitor.[00:22:23] Where the biggest sources of color variability occur across the imaging chain come from.[00:26:26] Calibrated displays and pathologist speed—why confidence = faster reads.[00:35:19] How monitors degrade over time and why calibration is essential.[00:41:27] Why choosing a monitor based on price is short-sighted—and the real ROI of medical-grade displays.[00:43:45] ICC profiles explained: the missing piece in end-to-end color consistency.[00:52:48] Training pathologists on color literacy and internal calibration strategies.[01:00:10] How color variability affects AI algorithm accuracy—up to a 30% drop if scanners differ.[01:14:57] The role of professional societies in building color literacy and regulatory guidance.[01:22:30] Final takeaways: if you're skeptical about calibration, here's why you should care.Resources from this EpisodeFDA Research by Cheng – H&E slide colors beyond sRGB Reproducible Color Gamut of Hematoxylin and Eosin Stained Images in Standard Color Space. Barco White Paper – The Importance of Color in Modern Pathology.Barco eBook – Digital Pathology: What Are The BenefitsBarco MDPC-8127 Monitor – Medical-grade display optimized for pathology.Digital Pathology 101 (by me, Dr. Aleksandra Zuraw) – Free PDF & Amazon print edition.Support the showGet the "Digital Pathology 101" FREE E-book and join us!

Episode web page: https://bit.ly/3K2NcZn ----------------------- Episode summary: In this episode of Insights Unlocked, Joe Chernov, a seasoned B2B marketing leader and Executive in Residence at Battery Ventures, joins host Johann Wrede to unpack the modern CMO's biggest trap—playing out of position. Joe shares the pivotal career moment that pulled him from traditional PR into the world of content marketing, and explores how today's marketing leaders can navigate the pressure to chase pipeline at the expense of long-term brand impact. From understanding your company's true expectations to balancing creativity with accountability, Joe offers hard-earned wisdom on what it really takes to succeed—and stay—in the CMO seat. He also dives into the role AI can play in strengthening personas, removing bias, and ultimately helping marketers become better strategic partners. If you're a marketing leader feeling the pressure to prove value through short-term metrics, this episode will help you rethink your role, and how to future-proof your impact. Memorable quote: “I did my best work when I wasn't afraid of getting fired.” – Joe Chernov What you'll learn in this episode: “Underpaid CROs”: Why many CMOs unknowingly mimic CROs, and how it's limiting their influence Pipeline vs. brand: The need to balance immediate performance metrics with long-term brand stewardship Maslow's hierarchy for marketers: Why predictable pipeline must come first—but can't be the end game AI's new role in marketing: How artificial intelligence can reshape persona development and uncover hidden customer insights The spirit of your role: Why aligning with the reason you were hired—not just your KPIs—matters for lasting impact The power of brand moments: A surprising sneaker story that connects influencer gifting to big revenue wins Resources & Links: Joe Chernov on LinkedIn (https://www.linkedin.com/in/jchernov/) Johann Wrede on LinkedIn (https://www.linkedin.com/in/johannwrede/) Battery Ventures (https://www.battery.com/) Nathan Isaacs on LinkedIn (https://www.linkedin.com/in/nathanisaacs/) Learn more about Insights Unlocked: https://www.usertesting.com/podcast

Should you hire BDRs or full cycle sales reps? Mark Niemiec, CRO of Salesloft thinks companies are shifting budgets away from BDR teams. At Salesloft, they already made the switch from sales engagement platform to what they call revenue orchestration.Mark's perspective: AE-generated pipeline converts 3-4x better than BDR pipeline. He predicts the BDR role that became popular around 2012 may not exist by 2026. The economics that created the BDR boom - cheap money and abundant VC funding - are gone.Mark runs revenue for a company that serves 5,000+ customers. Salesloft has captured 5-6 billion sales data points over time. When he talks about fundamental changes in B2B sales process, you listen.Mark answers the questions sales leaders are asking: Should you cut your BDR team? How does AI account planning actually work? What's the difference between sales engagement platforms and revenue orchestration? And why do most cold pitches to CROs fail?What Mark covers:

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into one of the most important and most overlooked drivers of organizational growth: the roles of first and second line managers. Joined by Scott Rudy, CRO at Zywave, the conversation unpacks why these leadership levels are vital to sales success, where companies often blur responsibilities, and how to build accountability into leadership structures. From recruiting to development plans, and from forecasting to coaching, this discussion provides practical insights for CROs, VPs, and leaders who want to strengthen their sales engine and avoid costly missteps.KEY TAKEAWAYS[00:00:22] First line managers are the backbone of seller success but face high pressure with new responsibilities like recruiting, training, and forecasting.[00:02:02] Second line leaders should not act as duplicate first line managers; their true role is coaching, simplifying, and plugging gaps for new managers.[00:02:58] Proper segregation of duties—development plans, recruiting involvement, and quality checks—prevents confusion and duplication.[00:03:56] A sales organization's growth is often constrained by ineffective execution at the first line manager level.[00:04:53] Accountability must extend to both first and second line managers, ensuring clarity in responsibilities.[00:06:13] CROs should hold second line managers accountable for development plans and rep performance, not just first line leaders.[00:07:27] Recruiting should be a joint process—first line managers drive it, second line managers coach and validate decisions.[00:08:12] Second line leaders focus on quality, spotting blind spots, and identifying trends in recruiting and management.QUOTES[00:00:49] “Seller success should be the number one objective and North Star for a first line leader.”[00:02:02] “A great second line leader plugs the holes of a new first line leader by coaching and simplifying the job.”[00:02:58] “Segregating responsibilities prevents first and second line leaders from duplicating efforts and confusing reps.”[00:03:56] “One of the biggest obstacles for success is the execution of a first line manager.”[00:06:31] “If I'm the CRO, I'm asking the second line manager first about a rep's performance and development plan.”[00:08:00] “The second line leader ought to focus on quality—spotting trends and blind spots the first line leader may miss.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/the-critical-role-of-sales-managers-in-driving-growth-with-scott-rudyEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

In this episode of Molecule to Market, you'll go inside the outsourcing space of the global drug development sector with Kaan-Fabian Kekec, Partner in Healthcare and Life Sciences at Simon-Kucher. Your host, Raman Sehgal, discusses the pharmaceutical and biotechnology supply chain with Kaan, covering: Being on the sunny side of consulting, and helping clients unlock growth. What makes a key strategic partnership both from a CDMO, and a sponsor perspective. The taboo subject of pricing and how it can be used to help unlock commercial positioning, and excellence. Common mistakes in BD teams, and the importance of value positioning. The hottest segments in the market right now, and some of the competitive drivers in today's market. Kaan leads the firm's Healthcare B2B and Pharma Services business globally, encompassing CDMOs, CROs, bioprocessing solutions, drug delivery, packaging, and more. He specializes in delivering end-to-end commercial strategies for CDMOs, advising on growth initiatives and supporting clients throughout the entire lead-to-deal process—from marketing and sales to proposal management and deal optimization. Molecule to Market is also sponsored by Bora Pharma (boracdmo.com) and Charles River (www.criver.com), and supported by ramarketing.  Please subscribe, tell your industry colleagues and join us in celebrating and promoting the value and importance of the global life science outsourcing space. We'd also appreciate a positive rating!

In this episode of CRO Spotlight, host Warren Zenna sits down with Andy Mowat, Founder of Whispered, to explore the challenges of landing the ideal Chief Revenue Officer role. Andy shares his journey from running revenue operations at multiple unicorns to building a platform that uncovers unposted executive opportunities. They discuss the ambiguities in CRO job descriptions and the importance of aligning personal strengths with company needs. Warren and Andy emphasize how aspiring and current CROs can evaluate roles by challenging perceptions and ensuring a strategic fit, drawing from real-world examples of successful transitions.Andy delves into the critical differences between CRO and CSO positions, highlighting how CEOs' understanding of these roles impacts hiring decisions. The conversation covers the value of pushing back during interviews to clarify responsibilities, such as owning marketing, sales, and customer success under one leader. They explore why CROs should avoid fragmented reporting structures and seek environments where they can drive unified revenue strategies. For CEOs building teams, the discussion offers insights on recognizing when a company is ready for a CRO, typically around significant operational complexity.The duo addresses common pitfalls, like accepting roles at mismatched company stages or overlooking red flags in CEO dynamics. Andy introduces practical tools, such as maintaining a personal user manual to foster better working relationships from day one. They stress the need for CROs to conduct thorough due diligence, including board conversations, to avoid short tenures that harm careers. This episode provides actionable advice for revenue leaders on positioning themselves effectively and building networks that open doors to high-potential opportunities.Finally, Warren and Andy highlight Whispered's role in empowering executives through insights, connections, and community support. They encourage CROs to gain clarity on their unique value propositions before pursuing roles, whether through shared databases or collaborative networks. For CEOs aiming to hire or support top revenue talent, the talk underscores the benefits of mature leadership that values alignment over quick fixes. Tune in for an enlightening dialogue that equips listeners with strategies to thrive in the evolving world of revenue leadership.

Biotech finance has encountered what can arguably be termed the worst perfect storm in its history, and private investment in biopharma is in the midst of the longest drought. In a new pharmaphorum podcast, web editor Nicole Raleigh speaks with former surgeon and investment banker Ali Pashazadeh, CEO of Treehill, a strategic and financial advisory firm for the life sciences sector, in a conversation focused on the current ‘perfect storm' in biotech and why the skies might not be quite as grey and foreboding as at first feared. Pashazadeh discusses how developers, CDMOs, CROs, and all other companies involved in therapeutic development might have to adjust to this new world. You can also listen to episode 203a of the pharmaphorum podcast in the player below, download the episode to your computer, or find it - and subscribe to the rest of the series – on Apple Podcasts, Spotify, Overcast, Pocket Casts, Podbean, and pretty much wherever else you download your other podcasts from.

What if your entire team's experience, every customer interaction, and the hard-won lessons you've gathered over the years could be turned into actionable, revenue-driving intelligence? In this episode of Predictable B2B Success, Vinay Koshy sits down with Mehdi Tehranchi, serial entrepreneur and CEO of KnowledgeNet AI, to explore the untapped power of AI in B2B sales and organizational knowledge. Mehdi shares candid stories from his entrepreneurial journey—including building tech companies from scratch and guiding them to successful exits—and reveals why most AI pilots fail to deliver real business value. Together, they uncover what it truly takes to leverage AI for meaningful relationship-building, sales productivity, and capturing knowledge that too often leaves with your top performers. You'll discover the unique advantage of organizational AI, why security matters more than ever, and how even startups can harness machine learning for smarter, faster sales without drowning in data complexity. If you're curious about how AI can transform the way your business sells, learns, and grows, this is an episode you won't want to miss. Some areas we explore in this episode include: Leveraging Corporate Relationships – How AI uncovers and utilizes previously untapped relationship networks within organizations.Challenges in B2B AI Adoption – Data limitations, integration issues, costs, and lack of AI talent.KnowledgeNet AI's Role – Positioning the platform as an enterprise “knowledge brain” integrating data across sources.Augmented Intelligence for Sales – Driving productivity and personalized engagement through actionable AI insights.Security & Privacy Concerns – The need for organization-specific, secure AI versus open tools like ChatGPT.Talent and Experience in Startups – Importance of learning from experienced hires at critical growth stages.Organizational Mindset Shifts – Encouraging leaders and teams to adopt and adapt to AI-driven change.Channel Partnerships & CRM Integrations – Go-to-market strategies emphasizing trusted ecosystem partners.Measuring AI Impact – Setting benchmarks, tracking improvement, and iteratively optimizing results.AI Skills for the Future – Emphasis on adaptability and practical AI application over technical prompt engineering.And much, much more...

#278 Content | In this episode, Dave brings together five B2B marketers who aren't just talking about AI, they're actually using it to change how their teams work. Each finalist from the Exit Five x Walnut AI Sessions takes the (virtual) stage to demo their workflow, share results, and answer questions from the judges.Here's what you'll hear:Jillian Hoefer's “content concierge” GPT trained on proprietary research to surface stats, quotes, and data for blogs, sales decks, and thought leadershipJake Heap's workflow using Meshy + VEO 3 to turn a simple mascot into animated 3D brand characters in minutesJessica Lytle's no-code ROI calculator built in Lovable that sales reps now run live on calls to build business casesUgi Djuric's high-volume content engine that scrapes industry news and sales call transcripts, then uses AI to summarize, generate content ideas, and even score leadsAnton Ruis' AI-powered buyer brief builder that pulls real-time economic data and tailors sales messaging to specific personasIt's part workshop, part competition, and packed with creative, tactical ways to put AI to work in B2B marketing today.Timestamps(00:00) - – Dave kicks off in a tux (02:44) - – Record-breaking registrations (03:22) - – Meet the judges: Benny & Jess (08:10) - – Jillian's “victim of repurposing” intro (08:50) - – Building a “content concierge” GPT from research data (10:14) - – Injecting stats + quotes into blogs and decks (14:10) - – How one report fueled 9+ months of content (19:10) - – Jake on bringing AI into marketing ops (20:33) - – Turning a mascot into a 3D character with Meshy (21:18) - – Animating it in VEO 3 (no designer needed) (24:33) - – Cutting animation time from weeks to minutes (30:32) - – Jessica builds a no-code ROI calculator in Lovable (33:41) - – AEs use it live on sales calls (34:25) - – Adding benchmarks + transparency to ROI math (41:43) - – Ugi's AI engine scrapes + summarizes industry news (44:00) - – Training custom GPTs on expert insights (50:40) - – Anton's real-time buyer briefs from economic data (53:15) - – Tailoring briefs for CROs, enablement, PMMs (56:59) - – Judges crown the winning use case + Dave's wrap-up Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***This episode of the Exit Five podcast is brought to you by Qualified.AI is the hottest topic in marketing right now. And one thing we hear a lot of you marketers talking about is how you can use AI Agents to help run your marketing machine.That's where Qualifed comes in with Piper, their AI SDR agent.Piper is the #1 AI SDR Agent on the market according to G2, and hundreds of companies like Box, Asana, and Brex, have hired Piper to autonomously grow inbound pipeline. How good does that sound?Qualified customers are seeing a massive business impact with Piper: a 3X increase in meetings booked and a 2X increase in pipeline.The Agentic Marketing era has arrived. And if you're a B2B marketing leader looking to scale pipeline generation, Piper the #1 AI SDR Agent is here to help.Hire Piper, the #1 AI SDR Agent, and grow your pipeline today.You can learn more at qualified.com/exit5

Is your team chasing growth or just chasing KPIs? In this episode of Revenue Boost: A Marketing Podcast, titled “From Mission to Metrics: How to Build a Scalable Growth Engine,” CEO Ollie James shares the unfiltered truth: without a clear mission, your GTM strategy is just noise. You'll hear how Ollie went from RevOps and CRO roles to leading Attribution and how he rebuilt the company's growth engine from the ground up by anchoring around mission, vision, and values. His approach replaces the leaky funnel with a sieve model, turns onboarding into a revenue driver, and reframes trial periods into proof-of-value commitments that align marketing, sales, product, and finance around outcomes, not activity. This episode is a must-listen for leaders who are tired of misalignment, scattered growth, and pipeline that looks good on paper but leaks trust at every stage. What You'll Learn: Why chasing KPIs without clarity sabotages scale How to turn onboarding into your most powerful growth lever The “sieve model” that exposes your GTM blind spots Ollie's POV framework that filters out bad-fit leads and converts faster How to get buy-in from skeptical CFOs and unify your GTM team Who It's For: CEOs, CROs, CMOs, and RevOps leaders who want to scale smarter—not louder. In just 31 minutes, you'll gain a new blueprint for building a mission-aligned, revenue-resilient business. Stay to the end, where Ollie shares his narrative structure for winning executive buy-in and designing onboarding that creates trust from day one. Want growth that lasts? Tap play. Let's scale smart. Flat or slowing revenue? Let's fix that—fast. Revenue Boost: A Marketing Podcast gives you proven plays, sharp insights, and “steal-this-today” tactics to power your revenue engine.

In this episode of CRO Spotlight, Warren Zenna welcomes back Dana Therrien, Vice President at Anaplan and a leading expert in sales compensation strategies. Dana shares his insights on designing simple yet effective comp plans that motivate sales teams while aligning with company goals and customer success. He emphasizes the importance of balancing short-term wins with long-term growth.Dana dives into the pitfalls of overly complex compensation plans, explaining how they demotivate sales teams and create inefficiencies. He highlights the need for clear, straightforward incentives that salespeople can easily understand and act on. Dana also discusses how CROs can navigate the challenges of managing comp plans while ensuring alignment across finance, product, and customer success teams.The conversation explores how compensation plans impact customer experience, with Dana sharing innovative strategies like tying payouts to customer adoption and retention. He explains how this approach not only drives better outcomes for customers but also fosters sustainable growth for the business.Dana wraps up with actionable advice for CROs, including the importance of creating a compensation governance council, leveraging AI for smarter decision-making, and piloting changes before rolling them out. This episode is packed with practical tips for CROs and revenue leaders looking to optimize their comp plans and drive success.

On this episode Gil Bashe welcomes Craig Martin—former acting CEO of Global Genes and founder/CEO of the Orphan Therapeutics Accelerator—about the urgent need to rescue clinically promising drugs for rare and ultra-rare diseases. Craig shares how his nonprofit model uses AI, CDMOs, CROs, and alternative funding to de-risk shelved therapies and transform them into treatments for patients with unmet needs. including context on systemic inequities and the human cost of stalled innovation. He describes a startling trend: when capital dries up or regulations shift, life-saving drug programs get shelved—not because of safety or efficacy issues, but due to dilution in business incentives. Among those left behind are rare disease candidates that patients and families know work, but simply become financially unviable. Martin joins us to unpack a pressing challenge in rare disease therapeutics: promising clinical‑stage drug programs that have been shelved—not for lack of science, but due to shifting capital and incentives. Through his nonprofit model at OTXL, he's pioneering an entirely new approach to rescue these assets and deliver real impact. To stream our Station live 24/7 visit www.HealthcareNOWRadio.com or ask your Smart Device to “….Play Healthcare NOW Radio”. Find all of our network podcasts on your favorite podcast platforms and be sure to subscribe and like us. Learn more at www.healthcarenowradio.com/listen

The guys are joined by longtime friend Mike Gallagher to talk everything he covers in the thumb! They talk Cros-lex, Marlette and Sandusky in 11 man, and Deckerville, Brown City, Peck and CPS in 8 man while sprinkling in the rest of the Big Thumb!

Jaime Ruhl, CRO at Emergn, joins Warren Zenna to explore how a sales leader becomes a strategic revenue architect in a product‑centric consulting firm. She explains stepping into a broader remit that covers sales, go‑to‑market and marketing alignment across global teams. Jaime describes being a player‑coach who builds repeatable sales motion and champions measurable customer outcomes after delivery.Jaime digs into practical moves she led: shifting from sporadic lead chasing to a disciplined target account approach, tightening qualification at the funnel entrance, and leveraging intent signals, account reports and smarter prospecting tools. She describes building persona‑led outreach, thought leadership assets, and repeatable playbooks that scale account expansion and shorten cycles. Jaime also tightened lead handoff timing and aligned content cadence with selling motions.This episode contrasts consulting revenue with pure SaaS by unpacking stakeholder mapping, surrounding the customer with delivery, product and commercial teams, and balancing client intimacy with scalable processes. Jaime explains clearer handoffs, joint KPIs, role clarity and incentive design to reduce internal friction and drive sustainable expansion and retention. She stresses mapping buying centers and creating accountable cross‑functional teams.Jaime closes with tactical advice for new CROs: surround yourself with people who raise your game, ask why to learn the rationale behind decisions, pilot changes and lead by example, and cultivate mentors. She urges CROs to balance staying in the trenches to learn with delegating, define a focused go‑to‑market, test AI capabilities before broad rollout, and communicate early wins to build momentum.

Too many frontline managers are promoted for hitting quota, then left to figure out leadership on their own. In this episode, Jeff Cummings, COO at LLC Attorney, shares a battle-tested coaching playbook built through 20+ years of leading high-growth teams. He challenges the “leadership lie” that there's no time for 1:1s and lays out a structured, repeatable framework that transforms one-on-ones from status updates into high-impact coaching sessions.Jeff walks through how to coach top performers without coddling them, how to use AI to scale personalized development, and why being a good manager has nothing to do with being in the deals. This episode is packed with practical guidance for CROs, RevOps, and enablement leaders looking to build durable revenue teams, starting with better coaching habits at the frontline.Key Takeaways1. The “Leadership Lie” is that there's no time for 1:1s.Jeff calls out the myth that leaders are too busy to coach; if you're too busy for your people, you're too busy to lead.2. One-on-ones should be structured, consistent, and focused on development, not deals.Effective 1:1s follow a repeatable process that goes beyond pipeline reviews to drive skill growth and accountability.3. Coaching should start with reflection by the rep.Asking “what went well?” first gives the rep ownership and builds a coaching culture grounded in self-awareness.4. Top performers need coaching, too, especially around behavior and professionalism.Being a high producer doesn't exempt someone from expectations; true leaders help reps round out their game.5. Managers must separate being in the action from building the team that drives the action.If you're still acting like a super rep, you're not creating leverage, and you're stunting team growth.6. Missed 1:1s should be rescheduled immediately, not skipped.Treat coaching like a customer meeting; canceling without rescheduling signals that people aren't the priority.7. AI can be used to scale coaching, not replace it.Jeff uses AI to track commitments, organize feedback, and personalize development, but the human connection stays central.8. Be fully present, no Slack, no inbox, no distractions.Undivided attention during coaching moments signals to reps that their development matters.9. Coaching isn't a task; it's a leadership mindset.Great leaders don't wait for permission to coach or train; they take ownership of their team's growth trajectory.10. Pay mentorship forward, build a legacy through people.Jeff credits his early mentors and reinforces that the best ROI in leadership comes from investing in others and teaching them to do the same.LinkedIn profile: https://www.linkedin.com/in/jeffcummings/

Only 1% of HubSpot's 6,500+ partners ever reach elite status. So what do the top 1% do differently?Brendan Walsh built his agency into that exclusive group, but the path had its challenges. He went 7 months without paying himself during a cash crunch and learned when to say no to clients - and crucially, when it's too early to start saying no.In this first-ever Belkins episode recorded LIVE, Michael and Brendan sit face to face to go through the hardest lessons, biggest mistakes, and key decisions that turned Mole Street into a successful consultancy.They dig into what it really takes to build lasting partnerships - both in business and with co-founders - and the expensive lessons most founders learn the hard way.What we cover:

The FDA Group's Nick Capman sits down with executive consultant Sean Gallimore to break down what makes medtech leaders and teams truly effective. Drawing from decades of experience across medical devices, diagnostics, CROs, and industrial technology, Sean shares his practical framework for leadership—the 4 Cs: Strategic Clarity, Capabilities, Compliance, and Connectedness—and how each one directly impacts growth, culture, and execution.Listeners will learn how to:Pressure-test whether your strategy is actually winnable.Match organizational capabilities to goals (and pivot when they don't).Use KPIs and OKRs to diagnose execution gaps.Build stronger trust and culture through connectedness, from “gemba” walks to multi-channel communication.Sean also shares real-world stories—from transforming an underperforming ultrasound launch to shifting a company's culture from “play not to lose” to “play to win.” Whether you're leading in medtech, life sciences, or beyond, this episode delivers actionable insights you can bring straight back to your team.About the Guest:Sean Gallimore, MBA is an executive consultant with 30 years of leadership across Fortune 500, mid-cap, and private equity–backed companies in medical devices, life sciences, and industrial technology. He has held senior roles at Medtronic, Smith & Nephew, Philips, Parexel, PDI Healthcare, and Dynisco, driving growth through strategy execution, turnarounds, innovation, and building high-performing teams. Today, he advises early-stage medtech companies on scaling operations, commercial strategy, and organizational development.About The FDA Group:The FDA Group helps life science organizations rapidly access the industry's best consultants, contractors, and candidates. Our resources assist in every stage of the product lifecycle, from clinical development to commercialization, with a focus on staff augmentation, auditing, remediation, QMS, and other specialized project work in Quality Assurance, Regulatory Affairs, and Clinical Operations: https://www.thefdagroup.com/

In this episode of Molecule to Market, you'll go inside the outsourcing space of the global drug development sector with Claire Riches, Vice President, Clinical Solutions at Citeline. Your host, Raman Sehgal, discusses the pharmaceutical and biotechnology supply chain with Claire, covering: Being involved in the clinical development and commercial launch of a little mega-blockbuster, called... Viagra. Her first exposure to outsourcing at a small biotech, and the importance of partnerships in progressing the pipeline. Ignoring the pharma industry snobbery, and opting to move into the fast and varied world of CROs. Timeless sponsor and provider partnership tips, including the importance of aligned intentions, especially with biotechs. How are the tailwinds for rare diseases, meeting unmet patient needs, AI/data, and personalised medicines driving demand at Citeline? With over 30 years' experience in the life science sector, Claire is a passionate advocate of bringing drug development to life. Having worked in large pharma, biotech and the CRO space, Claire uses her platform to raise awareness of the challenges the industry is facing, and how as a collective voice, we can solve big, challenging questions. She believes strongly in the need to ask questions of the industry to drive change, which in turn drives innovation and growth. Claire speaks regularly through various forums on the topics of Women in Science, Impacts of Politics and Economics on Drug Development and Drug Access, and Evolution and Efficiency of Drug Development pathways. She is currently focused on levelling the playing field for the Biotech industry via her podcast Small Biotech, Big Decisions | Citeline   Please subscribe, tell your industry colleagues and join us in celebrating and promoting the value and importance of the global life science outsourcing space. We'd also appreciate a positive rating!

Send us a textCRO veteran Dylan Ander (Founder, heatmap.com) joins Jordan to spill the never-before-shared story of how he landed heatmap.com by acquiring an entire C-Corp—and why the name matters for brand authority, SEO, and inbound. We break down why GA4 falls short for eCommerce, how definitions (sessions, idle windows, engagement) skew your numbers vs Shopify, and what to use when you need buyer-truth, not vanity metrics.Dylan unveils element-level revenue analytics—Revenue per Click (RPC) and Revenue per Session (RPS)—plus the coming Revenue per View (RPV), so you can prioritize changes that actually increase cash, not just clicks. We dig into pixel-level behavior tracking (no cookies, no PII), AI insights that call out underperforming elements (e.g., a specific FAQ item), and how to catch bugs and bot traffic before they burn revenue.We also get tactical on replacing Google Optimize, the realities of SaaS pricing (and why “McDonald's pricing” works), and the rise of social search (TikTok as a top search engine) shaping product discovery more than LLM/Chat. If you own a P&L for a DTC brand—or you're the CRO/performance lead—this episode will make you money.What you'll learn→ How Dylan cold-outreaches to acquire companies & premium domains (the “urgent, must speak to founder” play)→ Why GA4 under-/over-reports vs Shopify—and how definitions (idle windows, engagement) distort truth→ The RPC/RPS (and coming RPV) metrics that finally connect elements → revenue→ Pixel-level behavior tracking (no cookies/PII) + AI insights that tell you exactly what to change→ Social search optimization (TikTok search often beats LLM/Chat for product discovery)→ Replacing Google Optimize and building reliable A/B workflows in 2025→ The real cost drivers behind SaaS pricing—and how to price without burning trust→ Bot/junk filtering and defining a “session” that reflects buyers, not noiseWho this is for→ DTC/eCommerce founders & growth leaders→ CROs, performance marketers, and Shopify teams→ SaaS operators curious about pricing, PLG, and analytics positioningTimestamp:00:00 Intro & why this convo matters for DTC02:00 The C-Corp acquisition story behind heatmap.com06:30 Exact-match domains, SEO, and the inbound engine09:20 GA4 vs Shopify: definitions that change your numbers16:30 RIP Google Optimize: reliable A/B testing in 202518:50 Element-level revenue: RPC, RPS (and RPV coming)22:30 Pixel-level tracking & AI insights (no cookies/PII)26:15 Catching bugs + filtering bots/junk traffic28:40 Social search: TikTok as a top product discovery engine31:20 SaaS pricing & the “McDonald's” strategy36:40 Who should use revenue-based heatmaps (and why)44:30 Contrarian analytics takes you need to hear55:10 Personal: life, music, and loving the gameGuestDylan Ander — Founder, heatmap.com (revenue-based heatmaps, funnels, analytics for ecom). Mentions his upcoming book, Billion Dollar Websites.

In this episode of “Moving Medicine Forward,” SavannahDoliboa, Chief Commercial Officer at CTI, shares her career journey and what led her to CTI, a company that combines the strengths of both large and mid-sized CROs. She reflects on the rewards of working with rare disease sponsors, CTI's diverse client base, and its reputation for flexibility, expertise, and lasting partnerships. Savannah also highlights CTI's global growth and commitment to advancing clinical research through innovation and collaboration, while navigating regulatory challenges and embracing trends such as AI and patient-centricity.00:52 Savannah shares her career journey and what led her to join CTI, highlighting her experience at both large and mid-sized CROs and how CTI offered the best of both worlds.02:39 She discusses what makes working with rare disease sponsors so personally and professionally rewarding, particularly the close connection to patient communities.03:57 Savannah outlines who CTI's clients are, explaining that they range from biotech startups to large pharmaceutical companies, with a common thread of complexity and innovation.04:46 She explains why clients choose CTI, citing the company's niche expertise, flexibility, and ability to retain skilled team members throughout long and complex trials.05:48 Savannah talks about how CTI's agility helps meet client needs, especially when navigating regulatory challenges or changing trial strategies mid-study.06:33 She identifies current trends in the clinical research industry, such as AI and reducing patient burden, that are creating new opportunities for both CTI and its clients.07:51 Savannah shares how CTI's global growth strategy aligns with its mission to go where clients need them most, supported by a strong track record of repeat businessand comprehensive services.08:56 From a commercial lens, she explains where CTI is headed in the next 3–5 years, emphasizing innovation, quality partnerships, and staying at the forefront of clinical research.09:33 She sums up why clients choose to work with CTI: a trusted mid-sized partner that delivers global reach, personalized service, and an extensive commitment tobringing treatments to market.

In this episode of Coach to Scale, we sit down with Sriharsha "Sai" Guduguntla, co-founder of Hyperbound, to unpack one of the most pressing challenges in revenue leadership: the coaching crisis. Despite billions invested in enablement tools, most frontline managers still spend less than 5% of their time actually coaching, and it's costing teams deals, confidence, and retention. Sai shares how Hyperbound is redefining sales practice by enabling reps to roleplay high-stakes calls, objections, and negotiations using AI before they ever speak to a real prospect.Sai and host Matt Benelli explore why traditional training doesn't stick, how to coach the iPhone generation, and why AI-driven feedback is the key to scalable performance improvement. From building reps' confidence to reducing CAC, shortening ramp time, and even coaching managers themselves, this conversation delivers practical insight for CROs and GTM leaders committed to leveling up their teams. If you think having Gong means you're coaching, think again.Key Takeaways1. Coaching is broken, and leaders know it.Most frontline managers spend less than 5% of their time coaching, and even if they admit it's not enough, despite having tools like Gong or Chorus.2. Owning tools doesn't mean using them.Just because you've bought sales tech doesn't mean your team is getting value from it; usage and enablement are two different things.3. Reps are practicing on real prospects, and that's a problem.Without structured practice environments, reps learn in live selling situations, losing deals and confidence in the process.4. AI enables real, scalable practice.Hyperbound uses AI to let reps roleplay discovery, objections, and negotiations with instant feedback, so they improve before going live.5. Training decay is real 87% is forgotten in a month.Sai shares how Hyperbound clients are replacing costly SKOs and one-off trainings with ongoing practice that reinforces key skills year-round.6. Feedback should be immediate, not delayed.Instead of waiting weeks for one-on-one feedback, reps using AI tools can instantly iterate and refine their performance after each session.7. AI coaching is objective and data-backed.AI removes bias by evaluating reps consistently, benchmarking them against top performers, and identifying real improvement areas.8. Confidence is often the root blocker to performance.A lack of confidence, not skill, is what holds many reps back from picking up the phone; Hyperbound helps reps build that confidence safely.9. Managers need coaching too.Hyperbound doesn't just coach reps, it also trains managers by simulating coaching conversations and giving feedback on their effectiveness.10. Culture matters more than tools.Without leadership buy-in and a true coaching culture, even the best tools won't lead to behavior change; some orgs just aren't ready.

In this episode, host Etienne Nichols speaks with Greenlight Guru's Christine Wilbert, an expert in Electronic Data Capture (EDC) systems for Clinical Research Organizations (CROs). They discuss the critical factors CROs must consider when selecting an EDC solution. Christine highlights that the biggest mistake is a lack of due diligence and not planning for future needs beyond a single study. She emphasizes the importance of looking for a solution that can scale with a company's growth, from pilot studies to pivotal trials, and warns against hidden costs and inadequate post-sales support.The conversation delves into what truly matters in an EDC platform, such as intuitive design, speed of implementation, and the ability to handle repeatable processes. Christine shares that while some vendors may offer "bells and whistles," the core value lies in a lean, efficient system tailored to medical device trials. They also touch on the importance of involving all stakeholders, including site users like clinicians and healthcare professionals, to ensure system adoption and maintain data integrity.Finally, the discussion explores how an EDC system can help CROs win more business. Christine explains that having a scalable, pre-validated solution and a vendor that actively supports business development can be a significant advantage. They also cover the essential compliance features for global trials, such as FDA 21 CFR Part 11 and ISO 14155, and the growing role of hybrid and decentralized trials. Christine's final advice to CROs is to "do your due diligence" and select a solution that's a true partner for long-term success.Key Timestamps00:02:39 - Biggest mistakes CROs make when choosing an EDC.00:03:00 - The importance of future planning and scalability.00:04:40 - The value of post-sales support and avoiding hidden fees.00:05:31 - Essential features versus "vendor noise" and unnecessary bells and whistles.00:08:11 - The analogy of a "battleship" vs. a "ninja" in problem-solving.00:09:13 - Identifying key stakeholders for successful EDC implementation.00:11:17 - Challenges and strategies for engaging healthcare professionals.00:13:31 - When to start looking for an EDC solution and the typical timeline.00:15:44 - The onboarding process and what successful companies do in the first few months.00:18:39 - How CROs can use an EDC solution to win more business.00:20:52 - Global compliance considerations (FDA, EU MDR) for EDC platforms.00:23:36 - Features CROs think they need but don't (e.g., QMS integration).00:26:03 - Adapting to hybrid and decentralized trials.00:27:22 - The key takeaway: do your due diligence and seek a true partner.Quotes"I would say the biggest issue is lack of due diligence... they're not necessarily thinking down the line, 'how is this going to scale with this specific company that they're working with?'""The bitterness of poor quality remains long after the sweetness of low price is forgotten."TakeawaysPrioritize Scalability and Long-Term Planning: Don't choose an EDC solution just for a single pilot study. Evaluate whether the platform can handle the complexity and size of pivotal and post-market studies to avoid costly transitions in the future.Look for True Partnership, Not Just a Vendor: A successful relationship with an EDC provider goes beyond the initial sale. Seek a vendor with strong post-sales support and a willingness to collaborate on...

Feeling the pressure to grow—but struggling to get above the line of power in your deals? You're not alone. In a market saturated with noise, generic emails, and product-first selling, the biggest threat to your revenue isn't bad outreach—it's a lack of real executive relationships. In this episode of Revenue Boost: A Marketing Podcast titled “Beyond the Buyer: How Executive Engagement Drives More B2B Revenue,” host Kerry Curran is joined by Silicon Valley veteran Sarah Moody, tech entrepreneur and co-founder of SEEL (Society of Executive Engagement Leaders). Sarah has helped brands like Splunk, Palo Alto Networks, and other global enterprise players unlock growth through one powerful lever: multi-threaded executive engagement. And the cost of ignoring it? Expansion failure, revenue risk, and brand irrelevance.

In this episode of the Turnaround Management Association's (TMA) Chicago/Midwest podcast, Partner at Paladin Management Group Stefan Piotrowski sits down with host Paul Musser to discuss the importance of Chief Restructuring Officers (CROs) in distressed situations. Stefan delves into a CRO's need for effective communication with stakeholders during turnarounds to ensure success. He also compares the unique challenges that often arise in family-owned businesses versus sponsor-backed companies. Then, Stefan and Paul discuss the value of networking and proactive relationship-building through organizations like the TMA. For new professionals entering the restructuring field, Stefan notes that first and foremost, good work is paramount, along with maintaining contact with new connections.

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It's never been harder to be a CMO—and never more important to get it right. Budgets are shrinking, burnout is rising, and the pressure to deliver pipeline and prove impact hasn't let up. If you're still trying to lead through this alone, you're already behind.Hey there, I'm Kerry Curran, B2B Chief Revenue Officer, Industry Analyst, and host of Revenue Boost: A Marketing Podcast.In Scale Smarter Under Pressure: How CMOs Win with Peer Collaboration, I'm joined by Kathleen Booth, SVP of Marketing and Growth at Pavilion. We talk about how today's most effective CMOs are navigating change, pressure, and AI disruption—without losing their edge. Kathleen shares what she's seeing across Pavilion's global network of go-to-market leaders and why the ones still winning are focused on three essential pillars:Profitable, efficient growth AI for go-to-market Personal transformation Because resilience isn't a luxury anymore—it's a leadership requirement.We also dive into what makes GTM25, Pavilion's flagship event, different from any other conference out there—and why it's a must-attend for marketing and revenue leaders looking to scale smarter in 2026 and beyond.Be sure to stay tuned to the end, where Kathleen shares a powerful mindset shift that redefines what it means to be a modern CMO—and how to become the strategic growth architect your business needs now.If you get value from this episode, hit follow, drop a quick rating, and send it to someone in marketing, sales, or the C-suite who needs to hear it. Let's go.Kerry Curran, RBMA (00:01.417)Welcome, Kathleen. Please introduce yourself and share your background and expertise.Kathleen Booth | Pavilion (00:06.382)Hey Kerry, thanks for having me on the show. My name is Kathleen Booth. I am the SVP of Marketing and Growth at Pavilion, a global private membership community for go-to-market executives. Our mission is to help go-to-market leaders succeed in their careers at a time when tenures are notoriously short and the pressure is extremely high.Kerry Curran, RBMA (00:33.417)Excellent. Thank you so much for joining today, Kathleen. As we've discussed, I'm a bit obsessed with Pavilion right now. There are so many smart examples, learnings, coursework—just tons of content to up-level executives. But what I love is that it emphasizes that marketing, sales, and customer success must work together to drive revenue and business growth. I know you're talking to a lot of CMOs, CROs, and customer success executives. What are you really hearing today? What are the challenges or what does the marketplace look like for them?Kathleen Booth | Pavilion (01:19.086)The theme word of the year is “uncertainty.” We get a lot of feedback from our members and more broadly. We're living through a time of tremendous pressure on go-to-market leaders in general—and CMOs in particular. It wouldn't be a podcast if we didn't mention AI.Artificial intelligence is transforming everything so quickly, it's difficult to find solid ground. As soon as you think you understand something, it changes again. Data shows buying complexity is increasing. Leadership turnover is high. Legal, regulatory, and geopolitical instability make it hard to predict even six months out.Recent data from G2 shows vendor shortlists are shrinking—from four to seven options previously, to just one to three now. That makes it harder to even get considered. Marketers have to step up brand awareness and demand, but budgets are under pressure.According to Gartner, only 24% of CMOs say they have enough budget to execute their strategy. Marketing budgets as a percent of total revenue are down 11% from 2020. The challenges are growing, but our toolset is shrinking. Then there's AI. It brings promise—but also complexity.Salesforce found that marketers see AI as both the top opportunity and the top challenge. One person called it a “proble-tunity.” Around 75% of marketers have experimented with AI, and marketing is seen as the most advanced department when it comes to adoption. But only 32% say they're using it adequately.And the result of all of this? Burnout.Gartner's CMO Leadership Vision report shows that marketers facing high levels of change are twice as likely to experience burnout. We're all feeling it. To make it worse, only 14% of CMOs are viewed as effective at shaping markets—a skill that's crucial for hitting revenue targets.All of this suggests the modern CMO must be commercial, creative, and AI-powered. We're in a first-principles moment where we need to rethink what marketing organizations look like, how to build go-to-market motions, and what role AI should play.We can't just be storytellers or data crunchers. We need to be strategic growth architects.Kerry Curran, RBMA (06:10.941)Yeah, I wholeheartedly agree. To your point, where the CMO was once seen as the creative or visual lead, now marketing is more directly connected to revenue. McKinsey did a study a year and a half ago saying companies that put marketing at the core of their growth strategy outperform their peers.Then in June, they released another study saying the biggest challenge for CMOs now is getting closer to the CFO—earning respect at the leadership table. And you're right: it can't all be done by AI. It's not just branding and communications anymore. It's more complex—and CMOs have more demands, tighter budgets, and higher expectations.What frustrates me is that it still falls to the CMO to educate the rest of the executive team on the value of marketing. I know Pavilion does a great job helping upskill and educate executives—especially in marketing and sales. What's the solution? How are you solving this? And how should leaders outside of marketing be thinking about it?Kathleen Booth | Pavilion (07:49.068)At the start of the year, we identified three cross-cutting themes for the Pavilion community—not just for marketing. And they've held up, even with how much has changed.First is “profitable, efficient growth.” This speaks directly to marketers needing to understand the P&L and get closer to the CFO to make smarter bets.Second is “AI for go-to-market.” Unsurprisingly, we have to lean in. I love that marketers are seen as AI leaders within their organizations. If we can solidify that position, it's not just job security—it's a way to lead from the front. We should be saying, “I'm out ahead of this, and I'm bringing the company with me.”The third theme—maybe a little “woo-woo”—is “personal transformation and resiliency.” Because it is hard. The stress is real. You and I were talking before we started recording about unplugging for vacation. That's not just a luxury—it's essential. We can't teach people how to take care of themselves, but we can remind them that it matters just as much as staying on top of AI.Kerry Curran, RBMA (09:54.183)Yeah, definitely. I love those three pillars—and they truly are cross-cutting. Can you go deeper on how Pavilion is helping marketers in each area? I know you're doing a lot with AI onboarding, upskilling, and coursework. And yes, marketers are definitely carrying the torch there.Kathleen Booth | Pavilion (10:24.046)Sure! One way to encapsulate it is with our flagship event: GTM2025. It's happening September 23–25 in Washington, D.C. (you can learn more at attendgtm.com). It brings our members together to share perspectives and preview where our “product”—which is really an experience—is heading.For marketers specifically, we have a dedicated sub-community led by incredible members. They host regular roundtables because—let's be real—the landscape is changing too fast for blogs and newsletters to keep up. You need peers. You need the hive mind.Then, tied to profitable, efficient growth, we have our CMO School—teaching what it takes to be world-class. GTM2025 will feature sessions on P&L fluency, leadership, and more.AI and GTM is a huge theme. The entire conference focuses on “AI and the Future of GTM.” It's not just a buzzword—every speaker is talking about how it's transforming their work. We're also teaching specific courses on building an AI-augmented go-to-market team: tools, workflows, and real-world examples.For the personal transformation side, we're one of the only conferences with a wellness room—sound baths, guided meditations. We also include topics outside the typical ABM and ad campaign tracks. This year, our keynotes reflect that.One I'm super excited about is Will Guidara, author of “Unreasonable Hospitality.” He was GM of Eleven Madison Park—the world's first vegan Michelin-starred restaurant. The book is about how hospitality—not just great food—helped them become the best restaurant in the world. It's surprisingly a business book: process, customer orientation, service. He'll talk about hospitality as a driver of business excellence.Then we have Henry Schuck, CEO of ZoomInfo. They just changed their NASDAQ ticker to GTM—so they're clearly committed to go-to-market alignment. I'm excited to hear his perspective.We'll also feature Noelle Russell, author of “Scaling Responsible AI.” AI is still the Wild West, and we need to understand the guardrails. What are we accountable for as adopters?Finally—and this is a first—we're hosting a geopolitical keynote panel because the event is in D.C. We can't talk go-to-market strategy and ignore what's happening with the economy, regulation, supply chains, tariffs, and labor.Our panel features Josh Barro and Megan McArdle—both independent, balanced journalists—plus one more speaker TBD. They'll focus on facts, implications, and how leaders should incorporate them into strategic planning.And for those who prefer to skip political talk, don't worry—the bar opens early!Kerry Curran, RBMA (17:47.997)Yes! That is so relevant for what's on business leaders' minds—especially CMOs. I love that you're hitting every angle. From hospitality and customer-centricity to AI and global context—it's all interconnected. And I'm especially excited for the Women's Summit the day before.Kathleen Booth | Pavilion (19:00.758)Yes! Anne and Lindsay—leaders of our Women of Pavilion community—have built something special. They led our first Women's Summit last year, and it was incredible. This year's agenda is entirely member-driven, sourced from our networks, and centered around the real issues facing female leaders.Kerry Curran, RBMA (19:40.647)Lindsay was a guest on the podcast—she's brilliant. And Anne as well. Every event and session I've attended has been so thoughtful. Kathleen, this has been incredibly valuable. For listeners unfamiliar with Pavilion, can you share what resources and support it provides?Kathleen Booth | Pavilion (20:08.110)Of course. Pavilion is a private membership community for go-to-market executives and aspirants. We offer:- A private Slack community with functional groups- 50+ local chapters around the world- Pavilion University (with CMO School, GTM School, AI School, etc.)- Career services, job board, mentorship- Events: GTM, CMO Summit, local dinners, and moreIt's about creating a trusted peer network, providing operator-built education, and fostering connection. That's how we support leaders through this new GTM era.Kerry Curran, RBMA (21:34.439)Totally agree. I joined in March and wish I had joined sooner. The coursework has brought structure and rigor to initiatives I previously had to figure out on my own. The peer learning is incredible. And the dinners are next-level—I'm headed to one in Boston tomorrow. Last time we joked we should build a better CRM on a cocktail napkin.Kathleen Booth | Pavilion (22:45.709)I love that.Kerry Curran, RBMA (22:56.605)We're clearly biased, but for those thinking about how to grow and lead in today's GTM world, what should they be focusing on?Kathleen Booth | Pavilion (23:15.118)I'll close with some data and advice: 84% of leaders believe their company's identity will need to significantly change in the next five years. That's massive.CMOs are well-positioned to lead that change—if they step up:First, build cross-functional leadership muscles. Pavilion excels at this. It's not just about marketing—it's learning to partner with sales, CS, ops.Second, shape the market. Be the narrative builder and operationalize brand trust. With AI exploding, brand is having a renaissance. CMOs must lead here.Third, guide the customer experience. We've talked about hospitality, but post-sale is more important than ever. Marketing needs to drive loyalty, retention, and evangelism.With AI and product data, we can now create truly personalized journeys—at scale. That opens a world of opportunity.Kerry Curran, RBMA (27:01.095)So many valuable points. Thank you for joining us today, Kathleen! How can people learn more about GTM2025, Pavilion, or connect with you?Kathleen Booth | Pavilion (27:19.886)You can learn more at joinpavilion.com and attendgtm.com. And feel free to connect with me on LinkedIn—just mention you heard this podcast!Kerry Curran, RBMA (27:40.585)Thank you! Looking forward to seeing you in September.Kathleen Booth | Pavilion (27:45.623)I can't wait.Thanks for listening to Revenue Boost: A Marketing Podcast. If Kathleen's insights resonated with you and you're ready to stop leading in a vacuum, remember this: the best CMOs aren't doing more—they're doing it smarter, together. If you got value from this episode, do me a quick favor: hit follow, leave a rating, and share this with someone in marketing, sales, or the C-suite who needs to hear it.And don't miss the event of the year for go-to-market leaders: GTM2025, hosted by Pavilion. It's where marketing, sales, and customer success executives come together to connect, learn, and lead what's next. Register today at attendgtm.com.If you want more growth frameworks, peer strategies, and go-to-market insights, head to revenuebasedmarketing.com or connect with me, Kerry Curran, on LinkedIn. More powerhouse episodes are coming soon, so stay tuned and keep scaling smart. Flat or slowing revenue? Let's fix that—fast.Revenue Boost: A Marketing Podcast delivers the proven plays, sharp insights, and “steal-this-today” tactics that high-growth teams swear by.Follow / Subscribe on Apple, Spotify, and YouTubeTap ⭐⭐⭐⭐⭐ if the insights move your metrics—every rating fuels more game-changing episodes

Note aux auditrices et auditeurs : cet épisode a été diffusé une première fois le 10 juin."Des dauphins, des puffins, des mérous... C'est une bulle de nature et pourtant on est entre Saint-Tropez et Marseille. Les gens disent que c'est un miracle", s'enthousiasme Sophie-Dorothée Duron, directrice du parc national de Port-Cros. Ici, navigation, pêche et autres activités humaines sont soit interdites soit strictement réglementées. Un modèle que de nombreux experts, à l'occasion de la Conférence des Nations unies sur l'océan à Nice du 9 au 13 juin, aimeraient voir étendu à toutes les aires marines protégées (AMP), souvent fustigées comme étant seulement "de papier". Créée en 1963 au large de Hyères en Méditerranée, Port-Cros est la plus ancienne aire marine protégée d'Europe. D'abord centrée sur l'île éponyme, elle englobe depuis 2012 sa voisine Porquerolles et s'étend sur 1.700 hectares terrestres et 2.900 hectares marins.Sur le Fil part à sa découverte, avec sur le terrain Viken Kantarci, journaliste à l'AFPTVRéalisation : Michaëla Cancela-KiefferInvitée : Sandrine Ruitton, enseignante-chercheuse en océanologie à l'université d'Aix-Marseille et plongeuseSur la route des vacances, ou du travail, prenez cinq minutes pour remplir ce sondage. C'est très important pour nous !Sur le Fil est le podcast quotidien de l'AFP. Vous avez des commentaires ? Ecrivez-nous à podcast@afp.com. Vous pouvez aussi nous envoyer une note vocalepar Whatsapp au + 33 6 79 77 38 45. Si vous aimez, abonnez-vous, parlez de nous autour de vous et laissez-nous plein d'étoiles sur votre plateforme de podcasts préférée pour mieux faire connaître notre programme Hébergé par Acast. Visitez acast.com/privacy pour plus d'informations.

Brady is joined by Cros-Lex football coach Mike Holes to talk about their successful 2024 season, what they return and replace in 2025, what their expectations are for this upcoming season and a whole lot more!

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Shopify's CRO Bobby Morrison. We dive into the transformational "pod structure" they've adopted to align cross-functional teams more closely with customer outcomes. Drawing on lessons from his tenure at Microsoft, Morrison explains how Shopify's industry-specific pods streamline collaboration across sales, solution engineers, marketing, and customer success—leading to improved speed, accountability, and customer satisfaction. He also reveals how aligning incentives within these pods reduces internal friction and creates scalable, enterprise-grade execution. This episode is packed with strategic insight for CROs, sales leaders, and go-to-market operators aiming to drive operational efficiency and growth.KEY TAKEAWAYS[00:00:28] Shopify's shift to 16 industry-specific pods was designed to bring cross-functional teams closer to the customer.[00:01:00] Each pod includes sales, solution engineering, launch engineers, and partners all aligned around a single outcome.[00:02:00] At Microsoft, the team spent 70% of their time on internal orchestration, highlighting the inefficiency of siloed roles.[00:03:00] Shopify's pod structure includes defined primary and secondary roles with centralized responsibility and incentives.[00:03:49] All roles in a pod are measured against the same customer cohort, improving continuity and reducing disruption.[00:04:12] Morrison explains how aligning marketing with outcomes (not just MQLs) is helping Shopify eliminate interdepartmental friction.[00:05:00] Shopify is close to assigning at-risk compensation to marketing teams based on segment performance—creating real ownership.[00:05:49] The pod model drives faster decisions, stronger accountability, and less tug-of-war between siloed departments.QUOTES[00:01:00] "All aligned around a single outcome, which is helping our customers win."[00:02:39] "A sales rep could have as many as 87 different people they're working with internally to hit their objective."[00:03:49] "Now the pods are incentivized off of the same customer cohort."[00:04:59] "We're very close to assigning at-risk targets to our marketing team."[00:05:49] "Less tug-of-war that happens between siloed parts of the organization that have different KPIs."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/ai-driven-sales-innovation-with-bobby-morrisonEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

This week on GTM Live, Carolyn sits down with Dave Boyce, Executive Chair at Winning by Design and longtime SaaS builder, to explore why GTM systems are breaking, and what modern companies must do differently to build for predictable, customer-centered growth.They dive into what Dave calls “the layers of sediment” that have built up over time, e.g. commissions, org design, reporting structures, and outdated dashboards, and why those legacy systems are misaligned with today's buying behavior.They also talk about the real challenges CROs are facing right now: Deals are harder to win, old tactics aren't working, and most GTM teams are stuck optimizing for the wrong outcomes.You'll hear practical examples of what high-performing companies like Atlassian are doing differently, the importance of empathy in system design, and why the CEO—not just Sales or Marketing—needs to own this transformation.Together, they unpack why most GTM strategies break down. And it's not because of effort, but because they lack system design.Key topics in this episode:The broken layers of GTM measurement, and why that era is overWhy commissions often reinforce short-term, self-interested behaviorWhy visibility across the full funnel/bowtie is essential for accountability and improvementThe "Andon Cord" concept from Toyota and what GTM can learn from itWhy the CEO must own GTM system design (and why FP&A is the ideal quarterback)What Atlassian does differently to align around the customer