Podcasts about Go to market

What does it take to go from advising founders to becoming one?On this week's special Reverse Grit episode, we flip the script and put our Grit podcast host Joubin Mirzadegan in the guest seat.Joubin recently founded Roadrunner, where he is now co-founder & CEO. Roadrunner is building an AI‑native CPQ to modernize the quote‑to‑cash stack, drawing on years of conversations he's had with enterprise revenue leaders.Stepping into the host role, Mamoon Hamid joins Joubin to talk about his transition from sales leader to founder, how Roadrunner came together, and why it became our first incubation since Glean.Roadrunner is hiring! Check them out: https://www.roadrunner.ai/Guest: Joubin Mirzadegan, Partner, Kleiner Perkins​Connect with MamoonXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.com​Learn more about Kleiner Perkins

Every traditional financial institution faces the same dilemma: evolve or fall behind, build or buy. But when safety, predictability, and trust is paramount, how do traditional finance companies innovate? How do they place their innovation bets, and decide what to explore and not to explore? Fidelity Chairman and CEO Abigail P. Johnson shares an inside look into Fidelity's decade of crypto experimentation -- from early Bitcoin mining to building foundational custody infrastructure to stablecoins and much more. Johnson shares how Fidelity explored dozens of crypto use cases; why only one initially mattered, and how a single foothold shaped a long-term institutional strategy. This episode is for anyone interested in exploring how innovation happens inside companies, how startups can partner with big institutions, how TradFi is approaching crypto in this "Year of Institutional Adoption"... and what the next decade of financial infrastructure might look like.We originally recorded it at our Founders Summit event in October 2025, in conversation with a16z crypto COO Anthony Albanese, who was the Chief Regulatory Officer of the New York Stock Exchange before joining a16z; and was previously acting superintendent of the New York State Department of Financial Services (DFS), where he signed and issued New York's first-ever BitLicense.As a reminder, none of the following is investment, business, or tax advice; please see a16z.com/disclosures for more information.  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Fifteen years in, it can still feel like “we're just getting started.”Michelle Zatlyn, co-founder of Cloudflare, returns to Grit with Joubin Mirzadegan to share how Cloudflare secures the internet for millions, with a vision built to last generations.She also shares why staying close to reality and to customers becomes harder as success compounds, and how Cloudflare is helping content creators regain control in an AI driven internet.Guest: Michelle Zatlyn, co-founder and President of CloudflareConnect with Michelle ZatlynXLinkedIn​Connect with JoubinXLinkedInEmail: grit@kleinerperkins.com​Learn more about Kleiner Perkins

On this episode of Embracing Erosion, Devon sits down with Molly Chapman, Senior Associate of Product Marketing at Apax Partners. Molly's career spans both agency and in-house roles across industries like travel, and financial services — from shaping campaigns at STA Travel, to leading product marketing and GTM strategy at Moorepay, and now advising a diverse portfolio of companies within one of the world's leading private equity firms.In their conversation, they discuss how she guides portfolio teams without owning their strategy, what product marketing looks like in a PE context, and how the discipline itself is evolving — both inside traditional tech companies and beyond. Enjoy the conversation!

Welcome back to the show. I appreciate you being here. As we head into Thanksgiving, I want to talk about something that can transform your motivation, your mindset, and your go to market strategy. That thing is gratitude.Gratitude is more than a feeling. It is energy. It is fuel. It is a tool you can use to execute at a higher level. When you apply gratitude with intention, you unlock clarity, momentum, and positive action.Today, I want to share how gratitude can help you stay motivated, how it can help you get unstuck, and how it can improve the way you serve your customers. Let's get started.⸻Gratitude as FuelGratitude shifts your focus. When you feel grateful, you stop thinking about what you lack. You start noticing everything you already have. That shift builds momentum. It creates internal power that drives your next move.When you feel tired or stuck, pause for a moment and ask yourself a few questions:What am I thankful for right now?Who in my life gives me strength?What opportunities do I have that I might be overlooking?Every time you return to these questions, your mindset resets. You move from limitation to possibility. You stop spiraling and start executing.⸻Gratitude Creates MotivationGratitude protects you from burnout. It keeps your energy focused on progress. When you look for what is working, your brain becomes more solution oriented. You begin to believe again. You remember that the next call matters. The next conversation matters. The next customer matters.When gratitude becomes a habit, your motivation becomes more consistent. You show up stronger. You think more clearly. And your team feels that energy too. People want to work with someone who radiates belief and positivity.⸻Gratitude and Customer ObsessionGratitude makes you care deeply about the people you serve. When you build from gratitude, you do not see your customers as numbers. You see them as partners who trust you.This mindset creates a powerful advantage in your go to market strategy.A grateful business becomes a customer obsessed business.You start asking new questions:What pain are they experiencing?What friction can I remove for them?What outcome can I help them achieve faster?How can I make their day easier right now?Gratitude turns selling into serving. And serving always wins.⸻Using Gratitude to Break Through StagnationEveryone experiences moments where they feel stuck. That is normal. But here is the truth. You cannot feel stuck and grateful at the same time. These two states cannot exist together.So the next time you feel stuck, do something simple. Write down ten things you are grateful for. Include people. Include lessons. Include challenges. Include anything that has shaped you.You will feel your energy shift. You will feel clarity return. Gratitude opens the door. Action takes you through it. And momentum carries you forward.⸻Thanksgiving MessageBefore we close, I want to say thank you. Thank you for listening. Thank you for your support. Thank you for following along on this journey over the years.I am truly grateful for you. Your time. Your trust. Your belief. Your commitment.None of this happens without you.I hope you and your loved ones have a great Thanksgiving filled with joy, connection, and rest. Remember what you are grateful for. Let that gratitude guide your decisions and your actions in the weeks ahead.Thank you again for being here. Keep going. Keep serving. Keep selling. Keep believing.Happy Thanksgiving.

SaaStr 831: How We Use 20+ AI Agents for Marketing & Go-to-Market with SaaStr's Chief AI Officer and CEO & Founder Join us for part two of our series on leveraging AI tools for Go-To-Market in B2B/SaaS. In this episode, SaaStr's CEO and Founder Jason Lemkin, and SaaStr's Chief AI Officer, Amelia Lerutte discuss the importance and current state of AI in marketing, highlighting their key tech stack and tools.   They share their experiences and insights in utilizing these tools for creating personalized marketing collateral, automating content repurposing, and optimizing email campaigns with AI. Learn about the convergence of sales and marketing tools, the future of AI in go-to-market strategies, and how specialized AI agents can dramatically improve your outreach, lead generation, and content creation processes.   --------------------- This episode is Sponsored in part by Salesforce: Connect data, automate busywork and empower teams like nobody's business with the one platform that grows with you, every step of the way. Learn how Salesforce works for Startups at salesforce.com/smb.  --------------------- This episode is Sponsored in part by HappyFox: Imagine having AI agents for every support task — one that triages tickets, another that catches duplicates, one that spots churn risks. That'd be pretty amazing, right? HappyFox just made it real with Autopilot. These pre-built AI agents deploy in about 60 seconds and run for as low as 2 cents per successful action. All of it sits inside the HappyFox omnichannel, AI-first support stack — Chatbot, Copilot, and Autopilot working as one. Check them out at happyfox.com/saastr ---------------------   Hey everybody, the biggest B2B + AI event of the year will be back - SaaStr AI in the SF Bay Area, aka the SaaStr Annual, will be back in May 2026.  With 68% VP-level and above, 36% CEOs and founders and a growing 25% AI-first professional, this is the very best of the best S-tier attendees and decision makers that come to SaaStr each year.   But here's the reality, folks: the longer you wait, the higher ticket prices can get. Early bird tickets are available now, but once they're gone, you'll pay hundreds more so don't wait.  Lock in your spot today by going to podcast.saastrannual.com to get my exclusive discount SaaStr AI SF 2026. We'll see you there.

Screens have pulled families apart. Brynn Putnam set out to bring them back together with Board, the world's ‘first face-to-face game console.'On Grit, she tells Joubin Mirzadegan how every venture she's built, including Mirror, started as a personal need, and how her true edge is the ability to strip an idea down to what actually matters.Guest: Brynn Putnam, founder and CEO of BoardConnect with Brynn PutnamXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.com​Learn more about Kleiner Perkins

Today, we're continuing our Strategy That Moves Your Business series with our 3rd episode: Go-To-Market Strategy That Wins Business. Specifically, how to bring new or existing products or services into existing or new markets and position yourself to win. We see many businesses underestimate the time and effort it takes to successfully execute these go-to-market efforts. Today you'll learn what's included in a comprehensive go-to-market strategy - and how to turn it into results for your business. For more about ForthRight Business by ForthRight People or for 1:1 consultation, check us out at ForthRight-Business.com And as always, if you need Strategic Counsel, don't hesitate to reach out to us at: ForthRight-People.com FACEBOOK https://www.facebook.com/forthrightpeople.marketingagency INSTAGRAM https://www.instagram.com/forthrightpeople/ LINKEDIN https://www.linkedin.com/company/forthright-people/ RESOURCES https://www.forthright-people.com/resources VIRTUAL CONSULTANCY https://www.forthright-people.com/shop

In this episode of Game Changers for Government Contractors, Michael LeJeune speaks with Alexa Tsui about the industry shift from traditional business development and capture toward disciplined go-to-market (GTM) strategies. Alexa explains why top tech entrants (Palantir, OpenAI, etc.) hire “go-to-market” leaders, not old-school BD roles, and why GovCon companies must stop piling up tools and start building a repeatable story, capability portfolio, and process. Learn the essentials: define what you sell, clarify your “why,” craft case-study-driven stories, use LinkedIn strategically, and prioritize painkillers over vitamins. If you want a focused pipeline, clearer decisions, and faster scale, this episode shows where to start. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Guest: Brian Gustason, Operating Partner at Craig Group Host: Alex Rawlings, Founder of Raw Selection

How do companies like Salesforce and Dell scale intelligence across every cloud?Aidan Gomez, co-founder and CEO of Cohere, explains how they're building AI that works across all enterprise systems and deploys anywhere, giving companies true flexibility and security.He joins Joubin Mirzadegan for a wide-ranging conversation on why synthetic data went from dismissed to indispensable, and how the race among AI labs is really unfolding.Guest: Aidan Gomez, co-founder and CEO of CohereConnect with Aidan: XLinkedInConnect with Joubin: XLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins

Este episódio do Product Guru's com Bianca Maia é praticamente uma aula avançada de Product Marketing. A conversa começa com os sinais reais de maturidade de times de Product Marketing em empresas B2B e SaaS, passa pelo que diferencia um Go To Market estratégico de um simples checklist de push e e-mail, e entra fundo em temas como sales enablement, relacionamento entre PMM, produto e vendas, uso de dados e o impacto da IA no futuro da área. Bianca traz o olhar de quem veio de vendas, vive pressão por meta e hoje lidera marketing de produto com foco em receita, narrativa e posicionamento. Ela explica como estruturar uma área de PMM em negócios mais maduros, como sair do operacional para se tornar PMM estratégico de negócio, quais métricas importam de verdade para a diretoria e por que PMM precisa ser medido por dinheiro na mesa e não só por materiais bonitos. O episódio também discute o cenário do mercado de PMM no Brasil, o aumento de vagas em setores como automotivo, o risco de medir PMM como marketing tradicional e o princípio central de GTM que realmente funciona: o básico bem feito, com clareza absoluta sobre o que se vende, para quem, por que e como isso gera resultado./// Convidada: Perfil do LinkedIn: https://www.linkedin.com/in/ataldabiancamaia/Perfil do Instagram: https://www.instagram.com/ataldabiancamaia/Linktree: https://linktr.ee/ataldabiancamaia

Join hosts Ken Roden and Erin Mills as they reflect on an incredible Season 2 of the FutureCraft GTM podcast. From pilot purgatory to agent swarms, they unpack how AI in go-to-market evolved throughout the year, share their biggest lessons learned, and make bold predictions for 2026. Key Topics Covered Season 2 Reflections [00:01:00] The slow start vs. strong finish of AI adoption Pilot purgatory and why 95% of AI rollouts struggled The accordion effect of AI tools throughout the year Guest Predictions Review - "They Called It" [00:04:00] Rachel Tru Air on AI SDRs: Still a work in progress Chase Hannigan on no-code agentic systems: Ahead of the curve Liza Adams on EQ being the edge: Called it perfectly Major Themes That Emerged [00:08:00] Adoption over tools as the key to success AI as teammate vs. AI as output generator The "sandwich model" - humans at both ends, AI in the middle Curiosity and EQ as critical differentiators What Failed This Year [00:10:00] AI vendor spray-and-pray marketing Custom GPT overload (600 GPTs at one company!) Rolling out LLMs without proper change management Business Impact Wins [00:17:00] Speed to market improvements Analytics accessibility for non-technical users 600% more time on site from AI-driven traffic Time auditing as a measurement strategy Personal Lightning Round [00:32:00] Most overhyped buzzword: AIEO Underrated tool: N8N Biggest personal unlock: Self-regulation with AI use Best use case: Digital twins and content workflows 2026 Predictions [00:24:00] Agent swarms and workforces (Erin's pick) Digital twins as the hero (Ken's pick) Closed company-specific LLMs Fractional AI experts with their own agent teams New organizational structures emerging Notable Quotes "AI is like an intern with a PhD who doesn't have any business experience" - Ken "Digital twins are great, but I think it's gonna be swarms" - Erin "It's 90% focus on the people and 10% on the execution now, not the other way around" - Erin "Get your hands dirty. Because this is new to everybody, there's a real need to understand what your team is going through" - Erin Guests Mentioned This Episode Liza Adams Rachel Truair (Simpro) Chase Hannegan Sheena Miles Rebecca Shaddix Chris Penn Key Takeaways Change management is critical - 80% focus on people, 20% on execution Start with boring problems - Don't chase the sexiest AI use cases Define acceptable mistakes - Know when to call a pilot a failure Agent swarms are the future - Moving beyond single-purpose tools Communities matter - AI has opened unprecedented knowledge sharing Speed to market - Months-long processes now taking days or hours Resources Mentioned N8N workflow automation platform Relevance AI Lindy ElevenLabs (voice) Planet Money AI recruiting segment Chris Penn's analytics community Coming in Season 3 (March 2026) Human agentic workflows with verification stopgaps Agent swarm implementations New modalities: voice and video applications More on the Iron Man suit approach to fractional AI work Share what you want to see in Season 3 & Connect with the Hosts: Ken Roden Erin Mills   About FutureCraft Stay tuned for more insightful episodes from the FutureCraft podcast, where we continue to explore the evolving intersection of AI and GTM. Take advantage of the full episode for in-depth discussions and much more. To listen to the full episode and stay updated on future episodes, visit our website, https://www.futurecraftai.media/ Disclaimer: This podcast is for informational and entertainment purposes only and should not be considered advice. The views and opinions expressed in this podcast are our own and do not represent those of any company or business we currently work for/with or have worked for/with in the past. Music: Far Away - MK2

Diese Episode bietet einen komprimierten, inspirierenden Blick auf den AI Advantage Summit von Tony Robbins und Dean Graziosi (6.–8. November 2025), ein globales Ereignis, das Führung neu definiert:Zwischen Menschlichkeit und künstlicher Intelligenz. Zwischen Bewusstsein und Technologie. Zwischen Herz und System. In dieser Folge erfährst du, wie Führung in Zukunft aussehen wird, jenseits von Hype, Angst oder Kontrollverlust:▶️ Wie wir KI nicht fürchten, sondern als Verstärkung nutzen.▶️ Wie Agentic Leadership entsteht: die bewusste Orchestrierung von Menschen und KI-Agenten.▶️ Wie Glück, Sinn und Performance zu einer neuen Dimension von Leadership verschmelzen.Diese Episode ist dein Deep Dive in das, was Leadership 2025+ ausmachen wird: Eine Einladung, deine Rolle als Leader:in neu zu denken – bewusster, agiler, menschlicher.

Informed buyers believe they don't need sellers - and in many cases, they're right. In this episode, Sarah Branfman, Global VP of ISV Sales & GTM at Databricks, explains how buying behavior has fundamentally shifted, why traditional selling fails in complex B2B sales, and what elite sellers must do to create value buyers can't get on their own. Explore more insights: www.globalperformancegroup.com Timestamps: 00:00 – “We don't need a rep anymore.” The hard truth 02:45 – From ballerina to VP: Sarah's nonlinear career path 06:18 – The rise of the informed buyer in complex B2B sales 09:40 – How modern buyers want to buy (and why sellers resist it) 12:52 – Comfort-zone selling and losing deals you could have won 18:10 – Value-based selling, decision-making psychology, and the cost of inaction 20:55 – Ruthless qualification vs. the hope-based pipeline 26:30 – Discovery never ends: re-qualifying through the buying journey 29:02 – Provocative questioning and generating unconsidered needs 33:40 – The 3 traits of elite sellers: drive, curiosity, coachability Modern selling isn't about pressure — it's about enabling informed decision-making through sharper sales discovery, stronger sales enablement, and real business insight. In this episode, Harry Kendlbacher sits down with Sarah, to explore the mindsets and behaviors top sellers use to stay relevant and win in today's complex B2B landscape. You'll learn: – Why buyers feel they don't need sellers – How to win them back with insight-driven conversations – How elite sellers qualify and re-qualify throughout the buying journey – How decision-making psychology and cost of inaction shape urgency Key Takeaways: • Buyers aren't distrustful — they're independent. Sellers must add value beyond what buyers can research or ask AI. • In complex B2B sales, discovery and qualification never end — every new stakeholder resets the process. • The cost of inaction is often a stronger driver of urgency than ROI. • Value-based selling works only when sellers provoke new insights buyers haven't considered. • Elite sellers share three traits: relentless drive, deep curiosity, and coachability. About Guest: Sarah Branfman is the Global VP of ISV Sales & Go-To-Market at Databricks, where she leads strategic partnerships with the world's leading software and data companies. With deep experience in hyper-growth environments like MongoDB and Databricks, Sarah brings a modern, practical perspective on selling to the informed buyer in complex B2B environments. Connect with Sarah on LinkedIn: https://www.linkedin.com/in/sarahbranfman/ If this episode sparked new thinking, share it with your team. Subscribe for weekly insights on modern selling, leadership, and performance. Explore more at www.globalperformancegroup.com

The hardest company to build is the one you start after you've already succeeded.After scaling Yext into a platform powering millions of businesses, Howard Lerman chose to start over with Roam, the “Office of the Future,” where humans and AI work side by side from anywhere.On Grit, he joins Joubin Mirzadegan to talk about the solitude of leadership and what happens when you stop building for Wall Street.Guest: Howard Lerman, co-founder and former CEO of Yext, and founder and CEO of Roam​Connect with Howard LermanXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.com​Learn more about Kleiner Perkins

 Success in the US requires more than ambition. In this Belly2Belly episode, Bill Kenney talks with Dan Griffith from Greater Gain Group about the sequencing and structure companies need to enter the US market with confidence.If you are preparing to expand into the US, this conversation will help you navigate both opportunity and risk.Dan Griffith, Greater Gain Group, https://growwithdan.com/...Feel free to contact us with any questionsBill Kenney, bill@meetroi.comMEET, https://meetroi.com/ 

✨ Alex Powell, Senior Manager of Go-To-Market Strategy at Target☁️ How Alex pivoted from hospitality into a career in brand marketing☁️ The unexpected job that launched her marketing career☁️ What startup marketing really looks like behind the scenes☁️ How to advocate for yourself when you don't have all the answers☁️ Advice for breaking into marketing without a traditional pathJoin the Sky Society Women in Marketing private LinkedIn group.Follow Sky Society on Instagram @skysociety.co and TikTok @skysociety.co

The hardest part of transformation is knowing what to let go of.Dan O'Connell, now leading Front as CEO and formerly on the board at Dialpad, joins Joubin Mirzadegan to explore the delicate balance between legacy and innovation as he leads a decade old company through the AI revolution.He also reflects on why courage and control can coexist in leadership, and what it means to “make decisions that give you energy.”Guest: Dan O'Connell, CEO of Front​Connect with Dan O'ConnellXLinkedIn​Connect with JoubinXLinkedInEmail: grit@kleinerperkins.com​Learn more about Kleiner Perkins

AI has completely changed the rules of marketing, and finance can't afford to play catch-up. Workiva's VP of Revenue Marketing, Joel Capperella, joins Steve Soter to unpack how AI is reshaping data, trust, and decision-making across the business. As progression analysis evolves and web traffic declines, traditional forecasting and investment models are losing their edge. This episode breaks down what modern finance and marketing leaders must do to keep pace. You'll learn: Why the old CFO-CMO disconnect is no longer sustainable How AI's data disruption is forcing a new model of collaboration Why credibility and transparency are now the most valuable data currencies What separates a caretaker CFO from a truly transformative one Watch the full episode for practical insights on data trust, financial transformation, and redefining success in the age of AI.
00:00 Introduction 01:14 Rewriting the Marketing Playbook with AI 02:42 The Changing Role of CFOs in the AI Era 06:25 The Future of Marketing and Finance Collaboration 10:14 Closing Thoughts 

In this OnBase episode, host Chris Moody reconnects with marketing visionary Jon Miller for a deep dive into the evolution of B2B marketing and the transformative role of artificial intelligence in shaping the future of go-to-market strategy.Jon shares his remarkable journey, from studying physics to co-founding Marketo and Engagio, joining Demandbase, and now launching his next venture at the cutting edge of AI. He reflects on the lessons learned from past technology revolutions, drawing parallels between the early internet era and today's AI boom.Listeners gain an inside look at how AI is fundamentally changing both software innovation and buyer behavior, why marketers must shift from quantity to quality-driven personalization, and what it takes to build organizations that thrive in an AI-first world.This episode is packed with insights for anyone navigating marketing's AI transformation, from creative storytellers to data-driven tacticians.Key TakeawaysThe Biggest Shift Since the Internet AI isn't just another tech trend, it's as transformative as the rise of the internet. We're entering a new era where software can do things we never imagined, enabling businesses that couldn't exist before.The “Jagged Frontier” of AI AI excels at some tasks and fails at others. The key is daily experimentation, understanding where AI amplifies your strengths and where human oversight is indispensable.From Quantity to Quality The goal isn't to send more emails, it's to deliver more relevant experiences. AI's true power lies in helping marketers achieve genuine one-to-one personalization through smarter orchestration, not mass automation.The Human – AI Partnership Future success lies in collaboration: humans provide creativity and empathy; AI handles data, optimization, and orchestration. Together, they create outcomes neither could achieve alone.Culture Determines AI Success Technology adoption starts with leadership. Organizations must build AI fluency into their culture, encouraging training, experimentation, and open sharing of prompts and insights.Emotion Drives Storytelling Even in B2B, emotion matters. Great storytelling taps into curiosity, excitement, and drama, whether through stealth launches, community intrigue, or relatable human experiences.Marketing Measurement Is Broken B2B marketers are still judged on MQLs and short-term results, despite the nonlinear reality of buying behavior. We need new ways to measure marketing that reflect its true long-term impact.Quotes“Don't use AI like a faster typewriter. Use it as a new form of intelligence that helps you think better.”Tech recommendationsDescript – For seamless AI-powered video and podcast editing.Crosby.ai – An AI-enabled law firm combining automation with human legal review.Resource recommendationsBooksThe Advantage by Patrick Lencioni – A guide to building healthy, high-performing organizations.Setting the Table by Danny Meyer – Lessons on culture and leadership from the hospitality world.Turn the Ship Around by L. David Marquet – Empowerment and leadership through intentional communication.NewsletterAlmost Timely Newsletter by Chris Penn.Kieran Flanahan Newsletter on Medium.Shout-outsChris Penn – AI strategist and co-founder of Trust Insights.Kieran Flanagan – SVP, Marketing, AI & GTM (SVP) and B2B growth expert and AI prompt innovator.Kathleen Schwab – Author of Marketing in the Great Big Messy World.About the GuestJon Miller is a marketing technology pioneer and serial founder. He co-founded Marketo, Engagio, and later served as CMO of Demandbase, helping redefine how B2B companies go to market. Now building his next AI-focused startup, Jon also advises tech companies on strategy and growth. A frequent keynote speaker and author of The Definitive Guides to ABM and Marketing Automation, he's been recognized as one of the world's top B2B marketers.Connect with Jon.

Dots Oyebolu talks with Steffen Hedebrandt, CMO and Co-Founder of Dreamdata. Steffen shares his insights on building a revenue-driven marketing culture and how B2B teams can use data to align marketing activities with business outcomes. He discusses why attribution should focus on impact, the balance between experimentation and scaling, and how lean go-to-market teams can operate efficiently while maintaining creativity.Key Takeaways:00:00 Introduction.04:17 When using a lot of channels, ensure their revenue is being measured.09:02 Ongoing experimentation complements proven tactics to sustain consistent growth.10:55 Conventional analytics tools often miss complex, multi-stakeholder B2B journeys.15:20 Setting clear capacity limits helps go-to-market teams maintain operational quality.18:41 Lean and resourceful marketing practices encourage creativity and improve efficiency.20:12 Every marketing initiative is assessed by its cost and potential to generate positive ROI.26:33 Measuring contribution to revenue is more effective than over-focusing on attribution.Resources Mentioned:Steffen Hedebrandthttps://www.linkedin.com/in/steffenhedebrandt/Dreamdata | LinkedInhttps://www.linkedin.com/company/dreamdata-io/Dreamdata | Websitehttps://dreamdata.io/Insightful Links:https://blog.titan-one.co/revenue-team-alignment-go-to-market-strategyhttps://www.93x.agency/blog/why-marketing-should-own-their-revenue-targetshttps://www.xactlycorp.com/blog/correctly-setup-revenue-attribution-highly-compensated-employeesThanks for listening to the “Marketing Leadership” podcast, brought to you by Listen Network. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation. We appreciate the enthusiasm and support from our community. Currently, we are not accepting new guest interview requests as we focus on our existing lineup. We will announce when we reopen for new submissions. In the meantime, feel free to explore our past episodes and stay tuned for updates on future opportunities.#PodcastMarketing #PerformanceMarketing #BrandMarketing #MarketingStrategy #MarketingIntelligence #GTM #B2BMarketing #D2CMarketing #PodcastAds

Join Daniel Saks, CEO & Co-Founder of Landbase, in conversation with Gary Fowler, as they explore how Agentic AI is revolutionizing the way companies generate demand, build relationships, and drive growth. Discover how the next evolution of AI — systems that act intelligently on our behalf — is reshaping go-to-market strategy and redefining the future of work.

Tim and Tyler talk to Brent Smith, CEO of New Leaf Symbiotics, about their "behind the scenes" go-to-market strategy and his take on the fragmentation and M&A landscape in biologicals. — This episode is presented by Corteva R&D. — Links New Leaf Symbiotics - https://newleafsym.com New Leaf on AgList - https://aglist.com/partner/newleaf-symbiotics

Ian Bergman sits down with entrepreneur and author Alistair Croll, Founder of Fwd50 a to unpack ideas from his new book Just Evil Enough: The Subversive Marketing Handbook. They explore why product-market fit is no longer enough, how product-market-medium fit wins today, and why legitimacy—not features—decides who gets chosen in crowded markets.Croll shares a builder-friendly approach to go-to-market: crafting “zero-day” marketing moves, spotting weak signals, and exploiting asymmetries competitors can't or won't match. From Dropbox's built-in virality to IKEA's customer-assembled value chain and Taylor Swift's “Taylor's Version” legitimacy hack, Ian and Alistair map the playbook for standing out when anyone can “vibe-code” a product.You'll hear a timely framework for the era of a million tiny horses (niche winners), the shift from an attention economy to an outcome economy, and a clear ethical line—Don't Actually Be Evil—for running bold, subversive campaigns without crossing into fraud or harm.TakeawaysThink in mediums: Aim for product-market-medium fit; platforms have norms, mechanics, and governance you must design for.Compete on legitimacy: Make your offer incomparable so you're chosen, not just compared.Hunt weak signals: Look for early indicators that, if true, unlock outsized advantage.Exploit asymmetry: Build plays rivals can't respond to without breaking their own model.Disrupt the value chain: Merge, split, reorder, or reassign steps (à la IKEA, Talk) to create a new reason to choose you.Ship zero-day GTM: Treat distribution like product—engineer referral, incentives, and narrative into the build.Stay ethical: Subversive ≠ sinister. Set rules like “don't assume consent” and “don't commit fraud.”If this conversation sparks ideas, check out Just Evil Enough, and explore more resources at justevilenough.com. Subscribe and share with the innovation agitators on your team.For full show notes and resources visit: https://www.alchemistaccelerator.com/podcasts

Before AI became a buzzword, a few true believers were already building.Since early 2022, Mati Staniszewski and his team at ElevenLabs have been among them, working to create voices that “actually represent emotions.”He shares with Joubin Mirzadegan how voice AI is transforming diverse fields, from delivering personalized healthcare for different age groups to amplifying creativity in filmmaking.Guest: Mati Staniszewski, co-founder and CEO of ElevenLabsConnect with Mati StaniszewskiXLinkedIn​Connect with JoubinXLinkedInEmail: grit@kleinerperkins.com​​Learn more about Kleiner Perkins

What happens when early-stage founders realise their go-to-market strategy just isn't working? Do they double down on outdated advice or take a fresh look at how modern buyers actually engage?  In this episode of Tech Talks Daily, I sit down with Richard Lowry, founder of Springboard IQ, to unpack how he's helping startups rebuild broken GTM strategies in just seven days through a crowdsourced, operator-led model that challenges everything we think we know about growth. Richard explains how Springboard IQ brings together six active operators to co-create a go-to-market blueprint that's fast, focused, and grounded in the realities of today's market. This approach delivers practical strategy and design rather than execution, giving founders clarity on where to focus their time and energy. As Richard puts it, founders should save their passion for the demo because that's where it really matters. The conversation explores why technical founders often mis-hire sales talent, why relying on outdated accelerator advice can derail growth, and why many teams hit a “GTM wall” long before real scale begins. We also discuss why the future of GTM might look very different from the digital-first strategies of the past. As inboxes flood with automated outreach and AI-generated content, Richard believes human-led activation through curated events, community experiences, and even spontaneous moments of connection will define the next era of startup growth. It's a conversation that blends practical lessons, honest stories (including one involving a soup kitchen in Lisbon), and a call to bring the human element back to how we sell, connect, and grow. So, could a crowdsourcing strategy from active operators be the smarter way for startups to go to market? And in an era of AI-saturated noise, will the next big differentiator simply be showing up in person? I'd love to hear your thoughts after you listen.

هل النجاح بيتحقق يوم الإطلاق؟ولا بعدين لما تعرف تحافظ على الزخم وتتعامل مع أول عملاءك؟في الحلقة الخامسة من سلسلة Go-To-Market من بودكاست ابتكار المنتجات الجديدة،هناخد جولة ورا كواليس يوم الإطلاق — اليوم اللي كل تعبك بيتجمع فيه في لحظة واحدة.لكن زي ما هتعرف في الحلقة، النجاح الحقيقي مش في “الشرارة”...النجاح في اللهب اللي بتعرف تحافظ عليه

TrulySignificant.com welcomes back tech futurist Shane Tepper of Revelation. Shane provides the inside story on the gaps within companies including go to market intelligence systems. Hear about solutions that Revelation solves and how to drive visability, broader pipeline of leads all in an accurate forecasting methodology. How do you plan to optimize AI and human creativity? Listen carefully to Shane Tepper and redefine what it means to be a creative. Become a supporter of this podcast: https://www.spreaker.com/podcast/success-made-to-last-legends--4302039/support.

What's product-market fit like when you give people the power to do what they never thought was possible?On this rerun of Grit from April 2024, Victor Riparbelli, co-founder and CEO of Synthesia, shares how his platform gave billions a new way to create video without cameras, and explores a future where video and audio replace text as the primary way to share knowledge and content.Guests: Victor Riparbelli, CEO and co-founder of Synthesia and Josh Coyne, Partner at Kleiner PerkinsConnect with Victor RiparbelliX: https://x.com/vriparbelliLinkedIn: https://www.linkedin.com/in/victorriparbelli/​Connect with Josh CoyneX: https://x.com/josh_coyneLinkedIn: https://www.linkedin.com/in/joshuacoyne/​Connect with JoubinX: https://x.com/JoubinmirLinkedIn: https://www.linkedin.com/in/joubin-mirzadegan-66186854/Email: grit@kleinerperkins.com​Learn more about Kleiner Perkins:https://www.kleinerperkins.com/

Welcome back to our new miniseries Vertical SaaS: Fintech Disruption by a Thousand Cuts, sponsored by our friends at Pipe. In episode 5, hosts Alex Johnson and Luke Voiles (CEO of Pipe) sit down with Lacey Ford, CMO at ABC Fitness, to unpack how vertical SaaS companies go to market (through the lens of fitness tech, of course). ABC Fitness is a vSaaS platform focused on serving businesses in the fitness and health industry, from massive, multi-location gyms to independent personal trainers, studios, and boutiques. Given the breadth of different businesses that ABC Fitness serves, across multiple countries, it's easy to see just how important a strong go-to-market strategy is for the company.  (Not to mention, gyms are becoming a third place community – one where Gen Z is driving growth, and wearables, biometrics, and AI are all raising expectations). This is a true B2B2C motion where owners are hands on and tiny moments at the front desk (or a declined payment) are greater than the sum of their parts.  Here's how Lacey maps it across segments: enterprises move through consultative cycles, studios want speed with clear time to value, and coaches live in a PLG flow inside ABC Trainerize.  Big picture, Lacey brings it home to the operating cadence: put the customer at the center, get the right people in early around a shared narrative and shared metrics, and close the loop.  Do that, and go to market and retention become the same muscle (pun intended). And remember to subscribe to catch our LAST episode! Thanks for listening!  This episode was brought to you by Pipe. Pipe helps vertical SaaS platforms unlock fast, flexible capital, right inside their product. Learn more at pipe.com/fintechtakes. Sign up for Alex's Fintech Takes newsletter for the latest insightful analysis on fintech trends, along with a heaping pile of pop culture references and copious footnotes. Every Monday and Thursday: https://workweek.com/brand/fintech-takes/ And for more exclusive insider content, don't forget to check out my YouTube page. Follow Alex:  YouTube: https://www.youtube.com/channel/UCJgfH47QEwbQmkQlz1V9rQA/videos LinkedIn: https://www.linkedin.com/in/alexhjohnson Twitter: https://www.twitter.com/AlexH_Johnson Follow Luke: https://www.linkedin.com/in/luke-voiles/ Follow Lacey: https://www.linkedin.com/in/laceyaford/ Learn more about Pipe here.

On this episode, Dots Oyebolu speaks with Erik Huberman, Founder and CEO of Hawk Media. Erik has built and scaled one of the most recognized marketing consultancies, helping over 4,700 brands generate nearly $3 billion in revenue. Named in Forbes' “30 Under 30” and Inc.'s “Top 25 Marketing Influencers,” Erik shares how marketers can apply the “Hawk Method” — awareness, nurturing and trust — to drive measurable growth in today's crowded landscape.Key Takeaways:00:00 Introduction.03:12 Gen Z values individualism and customization above broad generalizations.06:36 Social media fuels unrealistic expectations and comparison culture.09:21 Influencer marketing thrives because people seek third-party validation.12:40 Word of mouth remains the most powerful marketing driver.16:09 The Hawk Method: awareness, nurturing and trust build brands.20:34 Data-driven decisions: “stop using yourself as a case study”.24:02 ROAS metric fails without factoring in purchase cycle length.27:30 AI marketing tools reveal low-hanging fruit and fix problems.30:39 Building lasting business relationships matters more than quick results.Resources Mentioned:Erik Hubermanhttps://www.linkedin.com/in/erikhuberman/Hawk Media | LinkedInhttps://www.linkedin.com/company/hawkemedia/Hawke Media | Websitehttps://www.hawkemedia.com"Forbes' “30 Under 30”https://www.forbes.com/profile/erik-huberman/Inc.'s “Top 25 Marketing Influencers”https://www.inc.com/dave-kerpen/25-marketing-influencers-who-will-help-you-dominate-2016.htmlInsightful Links:https://www.shopify.com/ca/blog/go-to-market-strategyhttps://shopoteque.com/b/5-key-components-of-a-successful-go-to-market-strategy-for-e-commerce-tipshttps://coschedule.com/marketing-strategy/marketing-strategy-examples/red-bull-marketing-strategy Thanks for listening to the “Marketing Leadership” podcast, brought to you by Listen Network. If you enjoyed this episode, leave a review to help get the word out about the show. And be sure to subscribe so you never miss another insightful conversation. We appreciate the enthusiasm and support from our community. Currently, we are not accepting new guest interview requests as we focus on our existing lineup. We will announce when we reopen for new submissions. In the meantime, feel free to explore our past episodes and stay tuned for updates on future opportunities.#PodcastMarketing #PerformanceMarketing #BrandMarketing #MarketingStrategy #MarketingIntelligence #GTM #B2BMarketing #D2CMarketing #PodcastAds

Make your product irresistible, and everything else will follow.That's the philosophy of Grant Lee, co-founder and CEO of Gamma, an AI design platform with an 'anti-PowerPoint approach', used by over 50M people.This week on Grit, he also shares why enduring businesses aren't one person shows, and how their deliberate hiring process shapes and strengthens company culture.Connect with Grant LeeXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins

In today's crowded SaaS market, having a great product simply isn't enough. understanding why human psychology still wins in B2B SaaS sales is very crucial. Many companies generate significant interest, such as leads, web traffic, or downloads, but still struggle to convert that attention into reliable revenue. The real issue isn't a lack of data; it's a misunderstanding of how B2B buyers actually make decisions.In this episode of Grow Your B2B SaaS, Joran Hofman hosts Jessica Pely, co-founder of Loyee.ai and former fintech CTO, to discuss why great products alone do not win in SaaS. Jessica emphasizes the need to align go-to-market strategies with real buyer behavior. Her approach combines behavioral science, data, and AI and delivers a clear takeaway: sustainable growth comes from better targeting based on behavioral signals and executing with focus.Key Timecodes(0:00) – Cold Open: Signals vs. Noise in Go-To-Market, Sales Overconfidence in B2B SaaS(0:49) – Guest Intro: Jessica Pely – LOI AI, Behavioral Economics Meets SaaS(1:30) – Origin Prompt: Behavioral Targeting in SaaS Sales(1:43) – PhD to CTO: Rational Biases & Enterprise Sales Strategy(2:58) – Founding LOI AI: Identifying Pain-Driven Accounts & Buyers(3:13) – Conversion Struggles: Interest ≠ Paying Customers in SaaS(3:38) – Targeting Models: Spray-and-Pray vs. Signal-Based Go-To-Market(4:56) – Chasing Logos: How Social Bias Derails SaaS Sales Focus(5:05) – Psychology in B2B Sales: Biases from Both Sides of the Table(5:21) – Buyer Biases: Status Quo, Risk Aversion, Loss Aversion(6:50) – Adoption Dynamics: Early Adopters vs. Most-in-Pain Accounts(8:23) – Sales Overconfidence: Deal Cycles, Forecasting & Coaching(8:30) – Sponsor Break: SaaStock Dublin – Founders, VCs, Meetings(9:39) – AI in Sales: Misconceptions & The Human Element(9:58) – 3 AI Use Cases: Automation, Insights, Autonomous Decisioning(11:17) – AI as R&D: Hire AI Like a Junior, Align with GTM(12:54) – Garbage In, Garbage Out: Build Your Sales Knowledge Base(13:43) – ICP vs. TAM: Best-Fit Profiles & Signal-Based Markets(15:15) – Customer First: Twin Companies & Lookalike Targeting(16:02) – Competitor Displacement: Migration Targeting via Pain Points(16:47) – Too-Broad Signals: Salesforce ≠ Clear Jobs-To-Be-Done(17:37) – JTBD + Job Ads: Scraping for AE Needs & Verification Pain(19:27) – Early-Stage Focus: Iterate, Learn, Focus on Fit(21:00) – AI for ICP Scoring: Cut Through Noise with Fit + Pain(22:38) – Qualitative Signals: Culture, Pricing, Sales Motions & ML(23:48) – Operating Rhythm: Reassess ICP Quarterly(24:29) – More Data Isn't Better: Limit GTM Signals to 10–15(25:45) – Human vs. AI Outbound: 2x2 Matrix for Outreach Strategy(28:33) – Growth Principle: Focus Over More – Execute Deeply(29:01) – Future of SaaS Sales: Automation + Human Differentiation(30:02) – Stage-Based GTM: Scaling from 0 → $10M ARR(31:24) – Document Everything: Train AI, Onboard Faster

Scaling a business globally comes down to leaders who align teams and drive them forward together.Snowflake serves over 12,000 customers, and early executives Chris Degnan and Denise Persson share how they scaled the company while keeping the unlikely pairing of sales and marketing perfectly aligned through hypergrowth.They join Joubin Mirzadegan to share insights from their new book, Make It Snow, revealing how they built Snowflake's ‘go-to-market engine' and fostered a customer-first culture across every function.Guests: Chris Degnan, former CRO and advisor to the CEO at Snowflake, and Denise Persson, CMO at Snowflake.Connect with Chris Degnan LinkedIn​Connect with Denise PerssonLinkedIn​Connect with JoubinXLinkedInEmail: grit@kleinerperkins.com​Learn more about Kleiner Perkins:https://www.kleinerperkins.com/

Are you hiring your first go-to-market team, or looking to scale your B2B SaaS sales organization? In this episode of SaaS Fuel, Jeff Mains sits down with William Spengler, founder of Frederick Fox, to discuss the realities—and pitfalls—of building a high-performing sales team for SaaS startups.Will reveals why most early sales hires fail, how the staffing industry is undergoing disruption, and his blueprint for assembling a scrappy, effective team in a marketplace crowded with resumes and inflated claims. The conversation ranges from the challenges of hiring senior versus raw talent, the tactical necessity of reference checks, the evolving role of AI in recruiting, how to avoid cash crunches even when revenues are up, and why clarity in your hiring process is the foundation of success. If you're ready for a brutally honest, actionable guide to hiring and scaling (without the fluff), this episode is for you.Key Takeaways00:00 Effective Sales Strategy & Hiring04:56 Real Estate-Style Recruiter Model08:51 "Reality Check: Starting a Firm"11:47 Competitor Research for Business Growth15:04 Defining Critical Hiring Needs20:49 Experience Over Elbow Grease22:14 Streamlining Interview Processes28:25 Incentivizing Sales with High Commissions29:57 "Finding High-Performing Sales Talent"36:37 AI Tools in Recruiting: Limitations40:02 The Limits of AI Interviews42:33 Building an Effective GovTech Sales Team45:24 Verifying Sales Candidate References50:14 "AI Systems & Sales Strategies"Tweetable QuotesQuote: "I would say start to target their top salespeople. That's really what recruiters do. We do the research, we cold call, we email them and we sell your value proposition." — William Spengler How to Attract Top Talent: “A player is going to pick up on that confidence and is going to want to join you. If you're going to go, if you're going to talk to Lebron James and you're not confident, they're not going to take you seriously." — William Spengler Viral Topic: The Traits of Top Sales Talent: "I always think that's a red flag when a really good salesperson is paycheck to paycheck, that it's sort of a red flag." — William Spengler "It's not just about hiring someone with a shiny resume or a smooth pitch because they all seem to have that." — Jeff MainsThe Secret to Unstoppable Leadership: "It's not strategy, not charisma. It's not even luck. It's relationships. — Jeff MainsSaaS Leadership LessonsBuild for Clarity, Not Convenience:Ensure all stakeholders align on what the business truly needs from a hire before you start searching for "unicorns."Check the Hype at the Door:Don't just trust claims and shiny resumes. Take the time to verify past performance, especially for sales roles.Know Your Numbers—And Theirs:Ask candidates detailed questions about past targets and results, and verify them. Top performers are always eager to share real numbers.Prioritize Process Discipline:A clear, concise hiring process beats endless rounds every time. Do more work upfront—it pays off with better hires.Scale Operations Before Sales Explode:Investing in back office, accounting, and compliance early prevents massive headaches and cash crunches when you scale rapidly.Bet on Talent That Bets on Themselves:Seek out salespeople willing to trade high base salaries for high upside. These are often the true A-players.Guest...

What does it take to reinvent entire industries, over and over again?This week on Grit, Sebastian Thrun, the “godfather” of self-driving cars and massive open online courses, reflects on a career pushing the boundaries of technology across mobility, education, and AI.With Joubin Mirzadegan, he shares why he believes autonomous driving could become the biggest lifesaving technology in history, and how a wake-up call led him to found Udacity to truly democratize higher education.Guest: Sebastian Thrun, CEO of Stealth Startup, founder of Google X and UdacityConnect with Sebastian ThrunXLinkedIn​Connect with JoubinXLinkedInEmail: grit@kleinerperkins.com​Learn more about Kleiner Perkins

What does it take to master B2B marketing with empathy and precision?This special Hard Corps Marketing Show takeover episode features an episode from the Connect To Market podcast, hosted by Casey Cheshire. In this conversation, Casey sits down with Cole Field, VP of Marketing at Beryllium InfoSec. Cole offers a thoughtful and tactical breakdown of how marketers can move beyond isolated tactics and create more unified, human-centered B2B strategies.He shares why attributing success to individual efforts can create unnecessary tension, and how aligning sales and marketing unlocks better outcomes. Cole also explains the power of empathy in mapping the customer journey, the role of automation in streamlining efforts, and how Account-Based Marketing (ABM) is simply good, focused marketing when done right.Throughout the conversation, Cole highlights actionable strategies for improving team alignment, defining an Ideal Customer Profile (ICP), and approaching B2B marketing with clarity and intention.In this episode, we cover:Why attribution battles can derail marketing effortsThe importance of empathy in understanding customer journeysRedefining ABM as aligned, effective marketingAligning sales and marketing for shared success

The B2B SaaS market is experiencing a significant slowdown with growth rates dropping, while traditional marketing channels deliver diminishing returns in an increasingly saturated landscape.• Marketing benchmarks show companies growing faster than 20% spend 10-15% of revenue on marketing, while slower-growing firms spend only 7-9%• Digital channels like SEO (search engine optimization), PPC (pay per click), and email are seeing declining performance metrics despite increased spending• Today's B2B buyer completes 80% of their journey independently, yet companies still allocate 70% of go-to-market resources to sales• "What's old is new again" – smaller, intimate events and personalized interactions are outperforming scalable digital tactics• Successful companies balance brand marketing (awareness) and demand generation (conversion) equally• Effective positioning requires elevating problems to the executive level by articulating significant business impact• AI isn't changing what we should measure but enables better personalization at scale across industries and personas• The brand versus demand debate represents a false dichotomy – both work synergistically to drive growthThe rules of B2B marketing are being rewritten before our eyes. In this revealing conversation with marketing benchmark expert Omar Akhtar and go-to-market guru AJ Gandhi, we unpack the surprising reality that most B2B SaaS companies are facing: we're effectively in a recession. Growth rates have plummeted from over 30% to just 11-20%, while traditional digital channels deliver diminishing returns despite increased spending.What's behind this troubling trend? Market saturation, poor tool integration, rapid commoditization, and fundamental shifts in buyer behavior all play a role.The most compelling insight? Companies growing faster than 20% annually are investing 10-15% of revenue in marketing, with a balanced approach between brand awareness and demand generation.Whether you're managing a marketing team, leading sales, or driving overall growth strategy, this episode offers critical benchmarks and tactical approaches for navigating today's challenging landscape. AJ Gandhi: https://www.linkedin.com/in/anjaigandhi/AJ Gandhi is a distinguished Go-To-Market (GTM) leader and executive community builder. He currently serves as a Board Member for Plum Acquisition Corp.  Additionally, he is a Limited Partner at Stage 2 Capital and GTMfund.  AJ is also a co-founder of the GTM Leader Society.  Just recently, AJ served as Chief Growth Officer for Marlin Equity Partners and held significant roles at Salesforce, Ring Central, Bain & and McKinsey.  AJ is an alumnus of UC Berkeley and Harvard Business School.Omar Akhtar: https://www.linkedin.com/in/omarbilalakhtar/Omar Akhtar is the Founder and Principal Analyst at Benchmarker, leading research on marketing excellence for B2B tech. Previously, he was Head of Research at Altimeter, a Prophet Company, where he advised Fortune 500 companies, including Microsoft, Salesforce, Adobe, and Netflix, on marketing, data, and content strategies. Omar got his undergraduate degree in economics from Ohio Wesleyan, and then got a Masters in Journalism from Columbia.Website: https://www.position2.com/podcast/Rajiv Parikh: https://www.linkedin.com/in/rajivparikh/Sandeep Parikh: https://www.instagram.com/sandeepparikh/Email us with any feedback for the show: sparkofages.podcast@position2.com

In today's rapidly evolving business landscape, scaling enterprise sales teams presents unique challenges and opportunities. As the Chief Revenue Officer of Motive, Adam Block brings a wealth of experience in building high-performance sales organizations. In this episode, we explore effective strategies for scaling enterprise sales teams in the AI era.                   Scaling Enterprise Sales: Key Insights ·         Building a robust playbook for enterprise sales success ·         Implementing effective hiring and onboarding processes ·         Leveraging AI and technology to enhance sales efficiency ·         Developing a strong sales culture and team dynamics The Power of People in Scaling Sales One of the core themes Adam emphasizes is the importance of hiring and developing top talent. He outlines: A comprehensive interview process, including panel interviews Assessing candidates' resilience, accountability, and discipline Creating a "farm system" for developing sales talent internally Develop Clear Playbooks Adam outlined three crucial elements of effective sales playbooks: Product knowledge - Understanding what you sell and how it impacts customers Clear expectations - Outlining exactly what's expected in each role Unified approach - A consistent philosophy for engaging prospects Boosting Seller Efficiency and Pipeline Growth Adam provides practical strategies for improving sales performance, including:                          ·         Focusing on pre-hello activities to secure initial conversations ·         Utilizing AI for account research, territory planning, and meeting assessments ·         Balancing technology with human touch in the sales process The Role of AI in Modern Sales While AI is transforming many aspects of sales, Adam cautions against over-reliance: ·         AI tools for enhancing productivity and insights ·         The continued importance of human connection in sales ·         Balancing AI automation with personalized outreach This episode offers a comprehensive look at scaling enterprise sales teams, blending time-tested strategies with cutting-edge AI applications. Whether you're a sales leader looking to grow your team or a sales professional aiming to enhance your skills, you'll find actionable insights to elevate your sales game. Key Moments 00:00:00 - Effective Sales Strategies for Market Contact 00:00:42 - Introduction to Adam Block and Motive 00:04:32 - Adam Block's Guilty Pleasure: 80s Music 00:07:19 - Scaling Enterprise Sales Organizations 00:15:36 - Finding and Assessing Top Sales Talent 00:20:58 - Panel Interview Process for Sales Candidates 00:32:46 - Boosting Seller Efficiency and AI Integration 00:47:50 - Closing Thoughts and Career Opportunities at Motive About Adam Block Adam oversees Motive's global Revenue and Go-To-Market functions, including sales, business development, strategy, operations, sales engineering, and partnerships. Prior to Motive, he served as Vice President over the Public Sector, Healthcare, Manufacturing, High Tech, and Life Sciences teams at Medallia, the leading enterprise experience platform. During his tenure, Medallia went public and was later acquired for $6.4B. Before Medallia, Adam was Vice President, Sales and Marketing for TenMast software (now MRI software) and previously served as Partner and Vice President of Sales at Zeta Marketing, an internet marketing startup. Adam earned his Bachelor of Business Administration (BBA) in Finance and Management from the University of Kentucky. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension  

What kind of founder builds a billion-dollar company around something anyone can use for free? Matt Mullenweg, co-founder of WordPress and CEO of Automattic, joins Joubin Mirzadegan to reflect on two decades of building the platform that now powers over 43% of all websites through cycles of doubt, decline, and reinvention.He also shares how Automattic aligns employees with its mission to democratize publishing and commerce through paid sabbaticals and remote work.Guest: Matt Mullenweg, co-founder of WordPress and founder and CEO of AutomatticConnect with Matt MullenwegXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.com​Learn more about Kleiner Perkins

The apps and websites we use every day depend on systems most of us never see.Jay Kreps joins Joubin Mirzadegan to share how Confluent became the ‘central nervous system' for companies like Expedia and eBay, letting them respond to business operations instantly.They also break down why the myth of AI-driven efficiency falls short, and why building truly transformative companies takes far longer than most people expect.​Guest: Jay Kreps, Co-Founder & CEO of ConfluentConnect with JayXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.com​Learn more about Kleiner Perkins

In this episode, we're joined by Offer Yehudai, CEO at Arya - a subscription platform helping couples around the world reignite passion and intimacy through curated products, educational videos, and expert guidance.With 15+ years of experience building marketplaces and keeping apps free, Offer co-founded Inneractive, scaled it to an acquisition, then led at Fyber and Digital Turbine before switching gears to tackle one of the most universal human needs: connection.Offer will share real-world insights on go-to-market strategy, paywall experiments, monetization tactics, retention strategies (like hitting 87% usage retention by month-12), and how to apply a product-driven mindset across both apps and subscription businesses.Whether you're an indie founder or a scaling studio, this session is packed with actionable strategies for launching, growing, and sustaining a successful product in today's competitive landscape.You will discover:✅ How to design paywall experiments that actually move the needle✅ Go-to-market strategies for launching and scaling apps✅ Web vs App: when and how to go beyond the stores✅ Retention strategies to turn early users into long-term customersLearn More:Arya is hiring marketers and product managers - check out https://www.arya.fyi/ if you're looking to join a mission-driven team!You can also watch this video here ⁠https://youtube.com/live/xHB1N14DBIMWant expert guidance to grow your app? Book a quick call with App Masters:https://appmasters.com/contact-us/Indie App Santa: https://www.indieappsanta.comGet training, coaching, and community: ⁠https://appmastersacademy.com/*********************************************SPONSORSArcads is the fastest and best indie-friendly platform to create authentic, AI-powered UGC-style video ads — all from just text input.- Emotionally resonant, human-like videos- Perfect for app demos, testimonials, and paid social creatives- Built for speed, built to convertWhether you're launching or scaling, Arcads makes it easy to test and iterate video ads.Try it now: https://www.arcads.ai/?comet_custom=appmasters*********************************************Everyone's talking about web2app funnels - the breakthrough strategy maximizing mobile revenue. But building them in-house takes months of development. web2wave eliminates the complexity with their innovative all-in-one platform✅ AI funnel generator✅ powerful drag-and-drop quiz builder✅ streamlined payments✅ comprehensive analytics✅ smart A/B testing✅ and moreLaunch high-performing web2app funnels in days, not months.Visit https://web2wave.com/ to create your web2app funnel for free.*********************************************Follow us:YouTube: ⁠AppMasters.com/YouTube⁠Instagram: ⁠@App MastersTwitter: ⁠@App MastersTikTok: ⁠@stevepyoung⁠Facebook: ⁠App Masters⁠*********************************************

In today's rapidly evolving sales landscape, the integration of product-led growth (PLG) and sales-led growth (SLG) strategies has become a crucial differentiator for successful companies. As the Chief Revenue Officer of Webflow, Adrian Rosenkranz shares invaluable insights on effectively blending these two approaches to create a unified go-to-market engine. This episode explores how Webflow has successfully combined PLG and SLG motions, leveraging artificial intelligence (AI) to enhance customer experiences, streamline sales processes, and drive revenue growth. Adrian provides a unique perspective on the challenges and opportunities presented by this hybrid approach, offering practical strategies for sales and marketing professionals looking to optimize their go-to-market strategies.                              Key Takeaways Understanding the distinctions between product-led and sales-led growth motions Leveraging AI to enhance relevancy and personalization in customer interactions Implementing AI-driven content refreshes to improve discoverability and SEO performance Utilizing AI for sales enablement, including personalized onboarding and coaching Adapting metrics and KPIs to evaluate the effectiveness of blended PLG and SLG strategies As we navigate this AI-driven sales landscape, it's clear that the companies who can effectively blend PLG and SLG strategies while leveraging AI will have a significant competitive advantage. It's an exciting time to be in sales, and I'm eager to see how these strategies evolve. Innovative AI Applications in Sales and Marketing Creating AI-generated onboarding podcasts for new hires Developing custom GPTs for sales reps to streamline prospecting and communication Implementing AI-powered customer support to resolve cases faster in PLG motions Utilizing AI for content optimization and real-time conversion rate improvements The Future of AI in Sales As AI continues to reshape the sales landscape, Adrian emphasizes the importance of maintaining authenticity and personalization. He introduces the concept of a "Go-to-Market AI Engineer" role, dedicated to reimagining sales workflows and processes through AI integration. This episode provides a wealth of actionable insights for sales leaders, marketers, and revenue operations professionals looking to harness the power of AI and create a more effective, blended approach to growth. Don't miss this opportunity to stay ahead of the curve and drive your organization's success in the AI-powered sales era. Key Moments 00:00:00 - Blending Product-Led and Sales-Led Growth Webflow successfully combines product-led and sales-led growth strategies. Few companies effectively blend these approaches into a single go-to-market engine. The key is solving for customer experience rather than separate teams, using AI to meet customers' needs faster and provide more relevant interactions across both motions.                                                       00:04:31 - AI's Impact on Marketing and Sales AI is automating relevancy in marketing and sales. Webflow uses AI to refresh content, optimize landing pages, and personalize outreach. They've built custom GPT models to assist SDRs and automate processes. AI enables faster, more personalized customer interactions across product-led and sales-led motions. 00:23:22 - Implementing AI in Go-to-Market Strategy Webflow hired a Go-to-Market AI Engineer to reimagine workflows. They use AI for sales enablement, coaching, and onboarding. The CRO created an AI-generated podcast to onboard the new CMO. AI helps scale knowledge sharing and provides faster feedback loops for sales reps.                                                                    00:39:15 - AI Impact on Metrics and Customer Experience                       Webflows CRO identifies the type of metrics they measure the sales team by and how they use AI to drive a better set of KPis that drive a better customer experience.            About Adrian Rosenkranz Adrian Rosenkranz is Chief Revenue Officer at Webflow, where he leads Sales, Marketing, Customer Success, Partnerships and Revenue Operations. He is helping grow Webflow into the leading AI-powered visual development platform for ambitious brands. Before Webflow, Adrian was Chief Operating Officer of Tableau Americas at Salesforce, where he scaled a multi-billion dollar enterprise business. A firm believer in innovation with purpose, Adrian is helping Webflow harness AI to drive smarter growth and better customer experiences, from go-to-market systems that learn and adapt to tools that amplify what creative teams can build. His focus is on unlocking leverage, not just automation. Adrian also serves on the board of the Multiple Myeloma Research Foundation and previously advised Harvard Business School's Kraft Precision Medicine Accelerator. He earned his bachelor's degree from Stanford University, where he was a Division I football player. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension    

Can a no-code giant reinvent itself in the AI-native era?This week on Grit, Airtable CEO Howie Liu shares what it means to “refound” a company, how speed comes from tearing up old playbooks, and why conversational AI is reshaping his product—and his company.Guest: Howie Liu, Co-Founder & CEO of AirtableChapters:00:00 Intro01:04 First startup & YC04:06 Salesforce acqui-hire07:31 Life-changing exit at 2211:07 Scaling too fast, layoffs14:04 Sparks vs. coasting growth19:33 Two years to launch24:04 Could AI Build It Faster?27:06 Vibe coding & AI startups36:47 Everyone can build software41:08 Refounding Airtable with AI51:04 Sprint vs. marathon58:15 Cap tables & control01:03:29 Always be hiring01:05:00 What grit meansLinks:Connect with HowieXLinkedInConnect with AirtableWebsite: airtable.comXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins

For Bill McDermott, work has never been just a job.On this Labor Day rerun of Grit, first published Jan 9, 2023, the ServiceNow CEO reflects on what he learned from his earliest jobs and how he carried those lessons from a deli counter in Long Island to the boardroom of an $80B software company.We cover:Why Bill bought a deli when he was in high school — and how he competed against 7-Eleven (04:00)Interviewing at Xerox and wanting it more than anyone else (08:17)Unwavering optimism and being a source of strength for others (12:34)How a love of work has shaped Bill as a person (16:44)Facing challenges and keeping a promise to his father (22:00)Enjoying the present and keeping an eye on the future (30:01)Leaving Xerox for Gartner and learning from a tough experience (33:29)Sloan Kettering and Father Michael Judge (39:22)Following the “original dream” vs. building something new at ServiceNow (44:59)Losing an eye and getting a pep talk from two Medal of Honor winners (51:15)Why Bill started and ended his book with quotes from two Kennedys (01:01:21)Connect with BillXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner Perkins

What if the key to unlocking peak performance is not pushing harder but mastering the art of mental focus and well-being? I traveled to LA to be at Mastery Labs to unlock the secrets of high performance with Michael Gervais, a renowned expert in mindfulness and psychology. This is our annual Holiday episode of Ultimate Guide to Partnering and my gift to you, our amazing listeners, followers, and community. Michael shares how mental training can revolutionize personal and professional approaches to challenges, from his roots in elite sports to shaping corporate cultures. He explores the pivotal moments that sparked his passion, revealing how psychological skills like confidence and focus can be trained to thrive in any environment. This episode highlights actionable strategies for balancing well-being with ambition, applying insights from sports to business, and using mindfulness to direct focus effectively. With stories ranging from surfing competitions to Microsoft's cultural transformation under Satya Nadella, Michael offers a holistic perspective on performance psychology and sustainable success. Thank you for supporting Ultimate Partner and the Ultimate Guide to Partnering Podcast. Please tell your friends, subscribe, and leave us up to a 5-star Review, as it helps us get more amazing guests.

How do you win when your competitors are the biggest companies in the world?This week on Grit, Dropbox co-founder and CEO Drew Houston retraces the path from a bus-stop prototype to competing head-on with Google, Apple, and Microsoft.He explains why grit is “learning to run toward discomfort,” and the moments he realized founders keep going “for the love of the game.”Guest: Drew Houston, Co-Founder & CEO of DropboxChapters:00:00 Trailer00:52 Introduction01:35 Towards full autonomy16:20 Coming back to school21:45 Golden ticket to California25:23 No one's born a CEO28:15 Y Combinator and a co-founder37:53 The craft of being a great CEO53:41 Metabolizing the stress1:10:14 Tactical advices and frameworks1:27:48 Who Dropbox is hiring1:29:35 What “grit” means to Drew1:32:10 OutroLinks:Connect with DrewXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins