Podcasts about ICP

In this insightful conversation, Tania sits down with The Danish Way of Parenting co-author Jessica Joelle Alexander to explore what Denmark — one of the happiest nations in the world — can teach us about raising healthy, grounded kids in a digital age.Together they discuss how Danish families approach screens with balance, community values, and trust — focusing not on restriction, but on digital citizenship. Jessica shares practical ways parents can cultivate empathy, responsibility, and critical thinking through the use of Digital Citizen Cards, a tool that helps children learn to navigate online spaces with integrity and awareness.This conversation offers a hopeful reframe: technology isn't the enemy — disconnection is. By raising digital citizens, not digital consumers, parents can help kids thrive both online and offline.To find out more about Raising Digital Citizens, click hereTo purchase the conversation cards, click hereWanting more from ICP? Get 50 % off our annual membership with the coupon code: PODCAST5090+ courses on parenting and children's mental healthPrivate community where you can feel supportedWorkbooks, parenting scripts, and printablesMember-only Webinars Course Certificates for Continuing EducationAccess to our Certification ProgramLive Q & A Sessions for Parents & ProfesssionalsBi-Annual Parenting & Mental Health ConferencesDownloadable Social Media CollectionRobust Resource LibraryClick here for more Hosted on Acast. See acast.com/privacy for more information.

Episode Overview In this timely and thought-provoking episode of the John Kitchens Coach Podcast, John Kitchens is joined by returning guest Eric Post, AI strategist, founder of Huzi.ai, and one of the sharpest minds at the intersection of technology, consumer behavior, and real estate. This conversation goes far beyond "how to use AI." John and Eric unpack the real threat and opportunity in the market today: the AI-powered consumer. As consumers gain instant access to information, agents can no longer win by being the knowledge holder. Instead, success now belongs to the wisdom worker—the advisor who brings clarity, discernment, experience, and trust. They explore how the internet has shifted from a place of search to a place of conversations, why SEO alone is no longer enough, and how agents must rethink branding, content, leadership, and customer experience to stay relevant in 2025 and beyond. This episode is a masterclass in AI, leadership, consumer psychology, and designing unforgettable client experiences in a rapidly changing world. Key Topics Covered The Rise of the AI-Powered Consumer Why the #1 consumer complaint is no longer lack of communication—but "I know more than my agent" How AI has shifted the internet from search to conversation What it means when 90%+ of AI interactions never click through to a website Why Zillow is no longer the real threat—and what is From Knowledge Worker to Wisdom Worker Why memorizing contracts, stats, and processes is no longer a competitive advantage The difference between information and discernment How top agents win by understanding people, not just data Why "good enough" agents are the most vulnerable in an AI world Trust, Purpose, and the New Agent Value Proposition Defining your role when consumers already have the answers Why agents must become guides, not order-takers The importance of emotional intelligence, intuition, and presence How trust is built through personalization, not speed alone Content, Branding & Being Found in an AI World Why agents must start writing content for both humans and AI The difference between SEO, AEO (Answer Engine Optimization), and GEO (Generative Engine Optimization) Why upstream life events (death, divorce, debt, downsizing) matter more than listing searches How to position yourself as the authority AI pulls from—not just another result Efficiency vs. Experience: Choosing Your Lane Why the "middle ground" is the most dangerous place to operate The difference between budget efficiency and premium experience Why memorable, designed client experiences create defensibility How "unreasonable hospitality" becomes the ultimate moat AI as a Force Multiplier (Not a Crutch) Why AI should augment thinking—not replace discipline How tools like Zi.ai, Spark Pad, and Halo help agents scale wisdom Using AI to clarify niche, ICP, and proprietary processes faster than ever The danger of letting AI lead instead of using it intentionally Resources & Mentions Huzi.ai – Purpose-built AI for real estate professionals Spark Pad – AI workspace for clarity, messaging, and strategy Halo – AI visibility and monitoring across ChatGPT, Gemini, Claude, Perplexity, and more CoachKitchens.ai – Custom AI tools built for Agent to CEO operators The Empty Room by Eric Post – Manifesto on wisdom, creativity, and AI Unreasonable Hospitality by Will Guidara Rick Rubin – Creativity, taste, and intuition references Final Takeaway AI isn't replacing real estate agents—but it is replacing average ones. In a world where consumers have instant access to information, the agents who win are those who bring wisdom, clarity, trust, and experience to the table. Speed and efficiency are now table stakes. Differentiation comes from insight, personalization, and the ability to guide people through complex, emotional decisions. As Eric Post makes clear, the future belongs to those who design memorable experiences, understand the AI-powered consumer, and intentionally evolve from knowledge workers into true advisors. "You can't compete with AI on speed or memory. You win by being human—by bringing wisdom, taste, and discernment." – Eric Post Connect with Us: Instagram: @johnkitchenscoach LinkedIn: @johnkitchenscoach Facebook: @johnkitchenscoach If you enjoyed this episode, be sure to subscribe and leave a review. Stay tuned for more insights and strategies from the top minds. See you next time!

On this episode of Lipps Service, Scott Lipps sits down with Shaggy 2 Dope of Insane Clown Posse for a raw, unfiltered look at how ICP built a movement from the ground up. Shaggy revisits growing up broke in Detroit, meeting Violent J, and the earliest days of hustling, passing out flyers, wrestling shows, and navigating real gang-adjacent street situations that shaped their worldview. He breaks down the inspiration behind the face paint, the transition from Inner City Posse, and the creation of the Dark Carnival mythology that helped define an entirely new genre. The conversation also dives into dangerous early shows, the Disney/Hollywood Records fallout, and how media attacks, industry feuds, and even FBI scrutiny only reinforced the Juggalos' loyalty and culture. Shaggy reflects on the power of the Gathering of the Juggalos, ICP's latest record, wild industry stories, and his personal Top 5 hip-hop artists, offering a definitive look at the controversy, community, and resilience that continue to define ICP's legacy.2:25 how ICP met3:58 growing up in Detroit poor 6:30 on the early beginnings 7:52 on his first musical memory 10:20 on the early wrestling days13:40 on passing out flyers for those early shows15:00 on the idea for the makeup and KISS 20:20 on inner city posse22:00 on early gang kid situations23:57 on creating a genre27:52 on the dark carnival32:45 on the early dangerous shows34:45 the Disney era. Hollywood records and getting banned.49:13 on the Sharon Osbourne story and Howard stern52:08 on the Eminem beef.56:00 on the FBI time period58:55 on the gatherings 1:04:24 on the latest record1:06;25 on the Fred durst story1:08:40 on his top 5 hip hop artistsTimestamps:

On this episode of Lipps Service, Scott Lipps sits down with Shaggy 2 Dope of Insane Clown Posse for a raw, unfiltered look at how ICP built a movement from the ground up. Shaggy revisits growing up broke in Detroit, meeting Violent J, and the earliest days of hustling, passing out flyers, wrestling shows, and navigating real gang-adjacent street situations that shaped their worldview. He breaks down the inspiration behind the face paint, the transition from Inner City Posse, and the creation of the Dark Carnival mythology that helped define an entirely new genre. The conversation also dives into dangerous early shows, the Disney/Hollywood Records fallout, and how media attacks, industry feuds, and even FBI scrutiny only reinforced the Juggalos' loyalty and culture. Shaggy reflects on the power of the Gathering of the Juggalos, ICP's latest record, wild industry stories, and his personal Top 5 hip-hop artists, offering a definitive look at the controversy, community, and resilience that continue to define ICP's legacy.00:00 - Start03:25 - How ICP met04:58 - Growing up in Detroit poor 07:30 - Music beginnings 08:52 - First musical memory 0:11:20 - Early wrestling days0:15:40 - Passing out flyers for early shows0:16:00 - Idea for the makeup and KISS 0:21:20 - Inner city posse0:23:00 - Early gang kid situations0:24:57 - Creating a genre0:28:52 - The dark carnival0:33:45 - Early dangerous shows0:35:45 - The Disney era, Hollywood records, and getting banned0:50:13 - Sharon Osbourne story and Howard Stern0:53:08 - Eminem beef0:57:00 - FBI time period0:59:55 - Gatherings 1:05:24 - Latest record1:07:25 - Fred Durst story1:09:40 - Top 5 hip hop artists

This week we celebrate the season by listening to the Insane Clown Posse and wishing you all a very merry ICPissmas! We are listening to the brand new album The Naught, released Aug. 12, 2025. Fair warning, it isn't all Faygo and murder this time dear listeners. These clowns are getting older and beginning to fill their songs with existential dread and fears about their own mortality (it's pretty funny). In this episode we discuss poorly designed demons, Tim claims Jesus is a clown, pathological aging, spontaneous games of pickup basketball, how to celebrate this strange holiday we made up, if ICP is now writing songs about our show, the dangers of online dating and subsequent catfishing, undercover Van Helsing sting operations, a debate about which host is "softer", bed wetting, existential dread, and so much more! Hatepod.com | TW: @AlbumHatePod | IG: @hatePod | hatePodMail@gmail.com  Episode Outline: Top of the show "Do you hate it?" Personal History History of Artist  General Thoughts  Song by Song - What do they mean!?! How Did it Do Reviews Post Episode "Do you hate it?"

Season seven of the Grow Your B2B SaaS podcast centered on one core ambition: how to grow from early validation at 10K MRR to meaningful scale at 10M ARR. Across the season, founders, operators, and leaders shared practical guidance on product-market fit, hiring, go-to-market systems, partnerships, pricing, revenue operations, community, expansion revenue, and more. This summary distills their insights as shared in the episodes—nothing theoretical, nothing added beyond what they discussed—into a single, coherent narrative designed to help you focus, execute, and build momentum.From the outset, the thesis is clear. There are patterns you'll hear repeatedly—focus, alignment, ICP clarity, hiring for stage-fit, segmentation, community, and systems. There are also points of debate that reflect the realities of stage and context. What follows is a structured walkthrough of the advice discussed in the season, episode by episode, following the journey from 10K MRR through the climb toward 10M ARR.Season 7 Full Episode listS7E1: How to Build SaaS Partnerships That Actually Drive Revenue with KaraLynn LewisS7E2: Why 80% of Outbound Sales Fails, and How to Fix It with Besnik VrellakuS7E3: Building SaaS Partnerships That Actually Drive Revenue with Hugo PereiraS7E4: Why Your SaaS GTM Isn't Working And How to Fix It with Operational Discipline with Garrath RobinsonS7E5: B2B SaaS Sales Growth: Outbound Strategies to Scale Revenue with Joey GilkeyS7E6: How is AI Transforming Go To Market for B2B SaaS with Maja VojeS7E7: Why Human Psychology Still Wins in B2B SaaS Sales (Even in the Age of AI) with Desiree-Jessica PelyS7E8: Building a Community-Led Growth Engine for SaaS with Michelle GoodallS7E9: The Future of SaaS Content: AI, Personal Branding, and Authority with Tommy WalkerS7E10: Scaling SaaS Sales: From Founder-Led to High-Performance Teams with Kevin “KD” DorseyS7E11: How to Use Signal-Based Selling to Drive Efficient SaaS Growth with Shoaib G.M.S7E12: SaaS Pricing Strategy 2026: Hybrid Models, AI Costs & Value-Based Pricing with Tjitte JoostenS7E13: Building a Global SaaS GTM: Cultural Nuances, Local Teams & Expansion with Varun ThambaS7E14: Scaling SaaS in 2026: AI Adoption, Pricing Shifts & Efficient Growth with Romy Kotler-de GrootS7E15: SaaS Monetization in 2026: Tiering, Usage, AI Add-Ons & Pricing Experiments with Krzysztof SzyszkiewiczS7E16: SaaS GTM in 2026: AI, Hybrid Sales & High-Performance Revenue Engines with Richard SchenzelS7E17: How PLG Will Change in 2026: AI Agents, Onboarding & Hybrid GTM with Roelof OttenS7E18: Preparing Your SaaS for an Exit: Valuation Drivers, Buyers & Metrics That Matter with René de JongS7E19: How SaaS GTM Will Change in 2026: Thought Leadership, Intent Signals & AI-Powered Growth with Glenn MiseroyS7E20: How SaaS Companies Will Scale in 2026: GTM Efficiency, RevOps, and Word-of-Mouth Growth with Koen StamS7E21: How AI Will Rewrite SaaS GTM in 2026: Pricing, Efficiency & Sales Automation with Jacco van der Kooij

This Best of 2025 episode brings together the most listened-to and most shared conversations from Beyond Coaching this year.Each segment tackles a reality coaches deal with every day: how to build culture when not everyone plays, how to develop leaders through failure, and how to handle stress without trying to eliminate it.You'll hear from Brent Hobson, Jim McNeal, and Mitch Hull—three coaches and leaders working in very different environments, but wrestling with the same leadership challenges.Different settings. Same issues. Leadership, pressure, failure, and building programs that last.Episode HighlightsBrent Hobson – Value Beyond Playing TimeNot everyone plays—but everyone still shapes the culture. Brent Hobson, longtime head coach of Friends University Women's Soccer, explains how he intentionally builds value for athletes who may never see the field, including why the only award in his office has nothing to do with wins or goals. This is what team-first culture looks like in practice.Topics include:Building value beyond the lineupThe Garland Award and why it mattersCoaching honesty without lowering standardsWhat's actually changed—and hasn't—with today's athletesJim McNeal – Failure as a Leadership ToolJim McNeal, retired Navy Reserve Rear Admiral and leadership mentor at the U.S. Naval Academy, explains why the Academy is intentionally designed to make high achievers fail—and why that matters.Failure isn't accidental. It's part of the training.Topics include:The Naval Academy as a leadership laboratoryWhy leaders are judged on how they lead people, not just resultsHelping high achievers learn to fail safelyShifting from external success to internal standardsMitch Hull – Stress, Pressure, and the ProcessWe spend a lot of time trying to remove stress from sport. Research suggests that approach often backfires.Mitch Hull explains why stress itself isn't the problem, why perception matters more than pressure, and how coaches reduce stress by focusing on habits, preparation, and daily execution—not the scoreboard.Topics include:Why “stress is bad” is the wrong messageReframing pressure as preparationProcess-over-outcome coachingHelping athletes perform when it matters mostBeyond Coaching is produced by the Impactful Coaching Project, an initiative focused on helping coaches lead the whole person—not just the performer.The Impactful Coaching Project exists to support coaches at every level as they navigate leadership, culture, pressure, and the realities of coaching today's athletes. Through podcasts, writing, research, and coach education, ICP emphasizes practical leadership, honest conversations, and systems of care that help teams perform and people grow.Learn more at impactfulcoachingproject.com

Ketamine is a dissociative anesthetic that provides powerful analgesia while preserving spontaneous ventilation, airway reflexes, and sympathetic tone, which makes it especially valuable in trauma, bronchospasm, difficult airways, and in patients with high opioid tolerance. As a phencyclidine derivative with a chiral center, it exists as two enantiomers, with S-ketamine roughly twice as potent as R-ketamine and associated with fewer unpleasant emergence reactions, while its pKa and balanced water–lipid solubility allow rapid CNS penetration and redistribution-limited offset. Its multimodal mechanism centers on noncompetitive NMDA antagonism but also includes opioid receptor modulation, catecholamine reuptake inhibition, AMPA receptor effects, ion channel blockade, muscarinic antagonism, and anti-inflammatory actions, all of which underpin clinical dosing strategies for induction, maintenance, procedural sedation, and analgesic infusions as well as key considerations around emergence delirium, secretions, cardiovascular status, and ICP.Want to learn more? Grab our Cardiac Pharm Course --> [HERE]⚛️ CONNECT:

"Levantar capital es difícil. Vender no debería serlo."En este episodio de Innovación Sin Barreras, converso con Andrés Nájera, quien comparte el framework exacto que ha usado para ayudar a cientos de startups a pasar del caos comercial a sistemas predecibles de ingresos.Esta no es una charla teórica. Es una masterclass táctica sobre cómo implementar el Framework MORE (Maximizar, Optimizar, Repetir, Escalar) para vender más sin depender de inversionistas.Andrés revela cómo un founder pasó de tener 6 a 36 reuniones de venta al mes en solo 30 días, simplemente activando recursos que ya tenía y no estaba usando. Hablamos de por qué la estrategia "Shotgun" (disparar a todos lados) está matando tu crecimiento y cómo cambiar a una mentalidad de "Sniper" (francotirador).Si sientes que necesitas más dinero para vender más, este episodio derribará esa creencia y te dará las herramientas para ejecutar hoy mismo.Lo que vas a aprender:

You've been waiting all year to find out, and the answer is finally here! WHO WILL WIN CHRISTMAS 2025!? Will it be Andy again, or will a new champion take the title? For the first time ever, ROBBIE is joining us as the Christmaster of ceremonies! Come along with us on this holiday journey, as we unravel the unknown lore of Christmas and compete for Christmas dominance!Click these links to listen to Andy's bands! Heat, Force of Will, Concrete Cage, Casket BreathIf you want to interact with us, send us messages, follow us, support us, or join our community, check out the links on our WEBSITE.Erik's new solo album released in October! If you like FUKKFAACE and/or underground rap in general, give it a listen! xMINUSx - BUILDING 2Check out DO IT FOR THE UNDERGROUND (DIFTUG), Robbie's underground rap and horrorcore focused news show on YouTube, HERE

David Stifter spent 20 years as head of technology at Colony Capital, managing systems for a $60 billion private equity real estate firm. When a longtime AP specialist retired, the company lost its institutional knowledge for coding complex invoices across thousands of entities and tenant relationships. After a year evaluating RPA, template-based approaches, and early OCR solutions, David recognized that structured historical data—invoices paired with their coding—could train AI models to capture implicit business rules. Five years ago, at 40 with young children, he left his executive role to build PredictAP. The company now processes tens of thousands of invoices monthly for firms including Bridge Investment Group, demonstrating how operational expertise combined with AI can solve problems that pure technology approaches miss. Topics Discussed Identifying AI use cases with structured annotated data and human feedback loops  Moving from CTO buyer to vendor founder and discovering which networks actually convert  Building repeatable sales motion after exhausting warm introductions  Technology adoption barriers in real estate and the domain expertise requirement for vertical SaaS  Hiring sales leadership to scale from founder-led to systematic pipeline generation  Solving complete workflow integration challenges beyond isolated technical problems GTM Lessons For B2B Founders Match technical approach to problem structure, not trend: David identified three critical elements for his AI application: structured annotated data from historical invoice coding, recognizable patterns in implicit business rules, and human review as a feedback mechanism. He notes many founders "try to shove AI, the AI hammer to smash any nail, but they're not always the best use case." Six years ago, before modern LLMs, he used historical invoice-coding pairs as training data—solving the annotation problem that plagued early machine learning. Founders should evaluate whether their problem has the structural characteristics that make a given technology approach viable, rather than applying trending solutions to force market fit. Network quality reveals itself when you need something: David contrasts two early investors: a former acquisitions executive who promised extensive connections but delivered "not a single callback" after leaving their role, versus an asset manager who generated "hundreds" of leads through genuine relationships. The acquisitions person experienced "an existential crisis" realizing "my network was based upon my ability to have a massive checkbook behind me." Founders should recognize that network strength isn't tested until you're asking rather than giving—those who built relationships through consistent helpfulness rather than transactional power will see different response rates when they launch. Architect the founder-led to systematic sales transition: After two years of founder-led sales, David "hit that wall" and brought in Steve Farrell, prioritizing experience scaling from $3-5M to $20M ARR over industry-specific expertise. He notes warm intro calls are "very to the point" while cold outreach "starts hostile or skeptical"—requiring entirely different trust-building approaches. The shift required adding BDRs, AEs, and systematic content generation. Founders should hire sales leadership with specific stage experience before network depletion forces reactive hiring, and expect to rebuild positioning for skeptical buyers who lack pre-existing trust. Integrate solutions into existing workflow infrastructure: David emphasizes the failure mode of optimized point solutions: "They have a perfect solution from the technical problem but it's not going to work for this firm because it's not going to fit into their workflow." He maps the complete experience including integration with existing systems, training requirements, user experience, consistency, and speed. Technical superiority in isolation leads to "problems with adoption and retention." Founders should map every system, process, and stakeholder their solution touches, designing for workflow integration rather than isolated problem-solving. Sequence customer sophistication as you scale beyond innovators: David's initial customers were "leading edge folks" from his technology network who understood AI potential. As PredictAP matured, sales cycles became "much longer" with more conservative firms requiring higher proof thresholds. He learned that "initial sales have to be very successful and you have to have customers that advocate for you" because mainstream buyers need extensive social proof. Founders should recognize that early adopter ICP differs fundamentally from mainstream buyers—what closes innovators (technology potential) differs from what closes pragmatists (proven ROI and references), requiring distinct positioning and sales approaches for each segment. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co // Don't Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role. Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM

Jason Eubanks on Building Oracel: Raising $30M in 28 Hours to Disrupt the $236B Go-To-Market Tooling Market with AI-Native Sales AutomationJason Eubanks, CEO and Co-founder of Oracel, discusses how the company raised $30 million in just 28 hours—oversubscribed at $40 million—by solving a critical problem in the go-to-market industry. With a $236 billion market opportunity and only a "desert of innovation" since the late 1990s, Aurasell is building an AI-native platform to intelligently automate sales workflows and consolidate the 12-15 fragmented tools that plague modern sales teams. Jason shares how his experience scaling revenue from $1M to $100M+ across five startups—including Twilio (IPO), Meraki (acquired by Cisco for $1.2B), and Harness—directly informed the founding vision of AurasellEpisode Timestamps- 00:00 - Introduction and Jason Eubanks joins the podcast- 00:26 - Why Oracel raised $30M in 28 hours despite initial $40M oversubscription- 01:24 - The "desert of innovation" in go-to-market tooling since the late 90s- 01:42 - History of CRM evolution from mainframe to cloud to niche products- 03:12 - Founding vision: One intelligent GTM sales platform to replace them all- 03:39 - How pain as a CRO across five startups led to Oracel's creation- 05:58 - The X-Ray productivity assessment revealing tool sprawl inefficiencies- 07:59 - Sellers spending 28% of time selling and 70% on manual tasks- 09:03 - First principles AI-native approach with whiteboards in the kitchen- 09:29 - Five key personas: SDR, seller, IC manager, executive, ops team- 12:18 - AI-native architecture: multimodal interface, lakehouse, and 10,000 agents- 14:39 - Unified data model importance for contextualized AI automation- 15:45 - Current hat wearing: product focus and 50% building go-to-market engine- 18:43 - Platform features and customer experience design philosophy- 19:05 - Three wow moments per persona as success metric- 20:39 - Onboarding experience: automatic territory building and customer choice- 21:40 - 10,000 agents discovering ICP, personas, and competitors automatically- 24:07 - Automated account research and value hypothesis creation- 25:34 - Outbound prospecting content generation with propensity scoring- 26:32 - Outbound sequencer integration and email platform plugins- 27:00 - AI voice dialer coming in three weeks with closed-loop automation- 28:47 - What's missing: deep marketing and customer success automation- 30:49 - Ideal customer profiles: startups and enterprises with tool sprawl- 31:30 - Solution for heavily customized legacy systems coming in December- 34:24 - Dynamic change detection layer solving technical debt- 36:23 - Jason's career arc from BMC Software through Harness- 37:09 - Why: helping go-to-market operators solve problems he experienced- 39:55 - Meraki's disruptive cloud-managed network architecture- 41:51 - Three constants: great product builders, important problems, massive markets- 43:22 - Intrinsic motivation as foundation for hiring and culture- 45:31 - Hiring from first job onward to assess character and values- 51:24 - Understanding why someone wanted to work at 14 years old- 53:21 - Importance of formative years for work ethic and intelligence- 55:46 - AI adoption culture: using own product and building agents internally- 56:36 - All employees use AI daily across PMs, engineers, and operations- 59:25 - Ask AI features: analytics dashboards, data enrichment, natural language-

GreenLite delivers private construction plan review as an alternative to traditional city permitting processes. After spending six months testing both sides of the construction permitting transaction, the company identified owner-developers as their ICP and built a business model around Florida's privatization legislation—legislation that has now expanded to nine additional states including Texas, Tennessee, and California. In this episode of BUILDERS, we sat down with James Gallagher, CEO and Co-Founder of GreenLite, to explore how his fifth startup leveraged regulatory shifts, rejected workflow software in favor of outcomes, and scaled by targeting chief development officers at enterprise retailers struggling with permitting delays. Topics Discussed: How GreenLite discovered architects were heavy users but wrong customers due to two-part sales dynamics Why owner-developers became the ICP after six months of customer discovery across applicants and agencies The accidental discovery of private plan review through conversations with Fort Worth and Miami-Dade agencies GreenLite's platform combining regulatory permissions, licensed AEC professionals, and AI-augmented software How natural disasters and AEC talent shortages are accelerating privatization legislation nationwide Cold email strategies that converted enterprise retailers by surfacing acute pain points GTM Lessons For B2B Founders: Map two-sided markets to find where purchasing authority and pain intersect: GreenLite pitched a CTO at a major architecture firm who responded positively but said "I just need to talk to my client, my customer." This revealed architects required approval from owner-developers despite being the heaviest product users. James pivoted to owner-developers who "carry the land, carry the construction loans" and feel revenue delays most acutely. The lesson: usage intensity doesn't equal buyer authority. In complex ecosystems, systematically test which party controls budget and feels enough pain to sign contracts independently. Recognize when procurement cycles kill early-stage validation velocity: Cities explicitly told James their "crazy procurement cycles" made early partnership impractical despite genuine interest. State and local education and government sales require specialized expertise and extended timelines that prevent rapid iteration. James chose to prove the model with private sector customers first. For founders: government can be a lucrative eventual market, but unless you have sled sales expertise and 12+ month runway per deal, validate PMF elsewhere first. Capitalize on regulatory tailwinds before markets realize they exist: Only Florida permitted private plan review when GreenLite launched in July 2022. By late 2024, nine states passed enabling legislation driven by natural disaster reconstruction needs and talent shortages in city building departments. James positioned GreenLite to ride this wave rather than selling transformation to resistant agencies. Founders should monitor legislative and regulatory changes in their verticals—new compliance requirements or permissions can suddenly open massive TAMs with minimal incumbent competition. Enterprise cold email converts when you surface non-obvious acute pain: GreenLite cold emailed chief development officers at major retail chains and quick-service restaurants with "Are you missing your openings due to permitting?" The response rate validated that permitting delays—not site selection or construction costs—were a critical path blocker for store rollout velocity. James targeted CDOs rather than real estate or design teams because they own the full development timeline. For enterprise sales: identify the executive accountable for the metric your solution impacts, then lead with how you move that specific number. Validate outcome-based models before building sophisticated workflow tools: GreenLite's customers rejected "another workflow product or system of record" that required API integrations with their ERPs and construction management systems. Instead, they wanted "faster, more predictable, more transparent permits." James built a viable business delivering finished permits through licensed professionals augmented by software, with the AI sophistication coming later. The business was "super viable well before the product was" by early 2023. For founders in industries resistant to software adoption: test whether buyers want tools to operate or outcomes to purchase—outcome-based pricing can achieve PMF faster and command premium willingness-to-pay. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co // Don't Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role.  Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM

In this episode, I go over one AI news item I can't stop thinking about, one trend you can build a business around, two tools I'm using, one startup idea you should steal, and one framework to end on. I start with a leak suggesting Anthropic is productizing “agent mode” for Claude with structured task buckets and a progress/context UI. Then I use Hyrox as an example of how I validate trends quickly with search data (and what “low competition + cheap CPC + explosive growth” signals). I wrap by pitching a hotel guest-communication concierge and the “thousand people framework” for getting to clarity on your ICP and what they'll reliably pay for. Timestamps 00:00 – Intro 00:32 – AI New Item: Anthropic leak: Agent Task Mode for Claude 04:47 – Trend: Hyrox 08:59 – AI App: Krea and Notebook LLM 12:23 – Startup idea: Digital Hotel Concierge 15:59 – Framework: The “1000 People” For founders doing $50k+ MRR+: https://startup-ideas-pod.link/offline-mode Key Points Agent workflows get “productized” when the UI guides the task (not just a blank prompt box). Trend validation can be fast: look for explosive growth + low competition + cheap CPC, then ideate apps around it. NotebookLM's slide generation is an underrated workflow for turning sources into clean decks. The “Guest Guide” concept is a simple AI/QR wedge: answer repetitive hotel questions and monetize per property. The thousand-people exercise forces clarity: who exactly buys, what they pay yearly, and how you reach them. Section Summaries The Claude Agent Mode Leak I break down a leak claiming Anthropic is preparing a more structured “agent mode” for Claude, organized into buckets like research, analyze, write, and build plus choices like depth, format, and outputs. The big shift is moving from “open chat” to “delegating distinct tasks” with visibility into progress and context. Productized Prompts = Better Output I explain why a blank text box can be daunting, and why UI that scaffolds intent (validate/compare/forecast, quick vs. thorough, doc vs. slides vs. spreadsheet) can make results meaningfully better. To me, it points at a future where you “check in” on agents like teammates. Trend Hunting I use Hyrox, an indoor fitness competition that's “like the new CrossFit,” as a real example of how I sanity-check whether something is becoming a business opportunity. The workflow is simple: I see it in culture, then I go straight to Idea Browser to pull search/CPC/competition signals. Two Tools I'm Testing I call out Krea as a creative AI subscription bundling multiple models, and then I highlight NotebookLM's slide/infographic feature as the underrated part—turning a source (including transcripts) into clean, well-designed slides with strong hierarchy. Steal This: Guest Guide I pitch a hotel digital concierge that handles common guest questions via QR-code guides, priced per property with affiliate upside, and I reference Sadie as an adjacent AI hospitality product (more on calls/reservations). Then I close with the “thousand people framework”: define the real ICP, map what they'll pay yearly, and figure out distribution—because clarity is the driver. The #1 tool to find startup ideas/trends - https://www.ideabrowser.com LCA helps Fortune 500s and fast-growing startups build their future - from Warner Music to Fortnite to Dropbox. We turn 'what if' into reality with AI, apps, and next-gen products https://latecheckout.agency/ The Vibe Marketer - Resources for people into vibe marketing/marketing with AI: https://www.thevibemarketer.com/ FIND ME ON SOCIAL X/Twitter: https://twitter.com/gregisenberg Instagram: https://instagram.com/gregisenberg/ LinkedIn: https://www.linkedin.com/in/gisenberg/

The holidays can be magical… and messy. In this episode, registered psychologists and co-founders of the Institute of Child Psychology, Tammy Schamuhn and Tania Johnson, sit down to talk honestly about the emotional roller coaster many parents face this time of year.From financial pressure and overstimulation to family dynamics, grief, and the weight of traditions, Tammy and Tania unpack why this season can feel so overwhelming and what parents can do to stay grounded. You'll learn practical tools for managing stress, setting realistic expectations, supporting sensitive kids, and creating moments of connection that matter more than the “perfect” holiday.Whether you love Christmas, dread it, or feel a bit of both, this compassionate conversation will help you breathe a little easier, let go of guilt, and find your calm in the midst of the chaos.Stay Tuned for ICP's exciting new news!Wanting more from ICP? Get 50 % off our annual membership with the coupon code: PODCAST5090+ courses on parenting and children's mental healthPrivate community where you can feel supportedWorkbooks, parenting scripts, and printablesMember-only Webinars Course Certificates for Continuing EducationAccess to our Certification ProgramLive Q & A Sessions for Parents & ProfesssionalsBi-Annual Parenting & Mental Health ConferencesDownloadable Social Media CollectionRobust Resource LibraryClick here for more Hosted on Acast. See acast.com/privacy for more information.

WWE having John Cena tap out to Gunther was the right decision:John Cena taps out to Gunther in retirement matchWWE Faces Nuclear Fan BacklashWorking with ICP and JCWBurning Question With Vince RussoThis week, we welcome Vince Russo back to the show to discuss the controversial ending to WWE Saturday Night's Main Event and John Cena's career. The character who has preached to “Never Give Up” gave up in his final match, leaving wrestling fans outraged at WWE and causing boos and hostile chants toward Triple H Paul Levesque.We discuss a variety of topics, including John Cena's tap out to Gunther and how this affects his legacy, WWE's damage control, if they can recover from this decision and much more.We'll also talk to Vince about his role in creative and on-screen with JCW, working with ICP and the vision for the future of Juggalo Championship Wrestling.We discuss and debate all of this, plus some random wrestling topics and questions for one of the most brilliant and controversial figures in the history of professional wrestling on a fiery episode of the Lazy Booking Podcast!S/P: Specialized Physical Therapy | specializedphysicaltherapy.com

Bonus Round! Peter and Chris are bringing you a watch-along (listen-along?) for Twiztid's mockumentary, "Born Twiztid." You can sit and just listen to the boys talk about the show and everything 2000 juggalo related, you can try to watch it on YouTube, or you can watch along with your own VHS or DVD. OR you can wait for the youtube version of this pod to be uploaded and literally watch us watching it.    The LinkTree can be found at https://linktr.ee/juggalorwd. Otherwise here are all of our links -  Twitter/X: @JuggaloRWD  IG: @JuggaloRWD  Facebook: @JuggaloRWD  TikTok: @JuggaloRWD  Threads: @JuggaloRWD  BlueSky: @JuggaloRWD  The website is www.JuggaloRewind.com.  Join us on the ICPWWE Discord and talk to other listeners and podcast hosts about Psychopathic Records, ICP, Twiztid and random juggalo nonsense.  Email us at juggalorwd@gmail.com or call/text us at (810) 666-1570.        Join our Patreon! For only FOUR DOLLARS a month, you can join Kilnore's Army and get at least two bonus episodes per month, videos, chats and more! Even without paying, you can join the Patreon community! Become an official member of the Phat or Wack Pack today! -- Juggalo Rewind Patreon.      #ForTheJuggaloCulture

Josh Ho is the Founder and CEO of Referral Rock, a bootstrapped referral marketing platform serving SMBs that rely on multi-step, relationship-driven sales. Starting in 2015 as a solo developer consulting on the side, Josh built the first version himself, validated demand quickly, and landed early customers by doing demos and hands-on support.  Referral Rock has grown to roughly 500 customers, 20 team members, and about $3M in annual revenue. The company scaled through strong inbound SEO, founder-led sales, and a high-touch onboarding model for B2B businesses that value referrals. Over the years, the product expanded too broadly, creating UX and complexity challenges that later required a deliberate refocusing on core use cases.  Today, Referral Rock is profitable, founder-owned, and steady at its current revenue plateau as Josh rethinks pricing, packaging, product simplicity, and ICP focus. He shares practical lessons on avoiding over-complexity, hiring from what you've already figured out, returning to first principles, and treating plateaus as puzzles to solve rather than signs of failure. Key Takeaways Charge Early, Not Late – His first startup delayed monetization; Referral Rock asked for payment within days of launching an MVP. Pricing For Segments– Good-better-best failed for SMBs with wildly different referral economics; switching to two specific lanes solved misalignment. Do the Job First – Hiring worked only after Josh personally figured out support, sales, or marketing enough to define the role clearly. Plateaus Aren't Failure – Post-COVID shifts and SEO changes slowed growth, but Josh treats plateaus as system puzzles, not existential threats. Profit Equals Freedom – With no investors and steady profitability, he optimizes for enjoyable work, long-term optionality, and building at his own pace. Quote from Josh Ho, Founder and CEO of Referral Rock "For me, a plateau or a pivot is a puzzle to be solved. Any time you try to build something, you hope to just keep hitting accelerators and different serendipitously find those things. But I've learned through my life, the most part, there are things that work only for a certain duration, right.  "For me, it comes back to how I think about the business and. my innate goals for the business which, are different from most founders. When I'm talking to another founder is, they'll ask me what my exit strategy is. And my answer is usually, Well, I don't really have one. That's not how I think about the business. It's a very clear. "I enjoy my work and that's my North Star. Am I having fun? Do I enjoy this work? And I also continuously reinvent myself and my role to fit those changes.. There might be a job I had to do that I don't enjoy, but then I'll do that until it's no longer like the limiting step and then hire someone to backfill for myself." Links Josh Ho on LinkedIn Referra lRock on LinkedIn Referral Rock website Podcast Sponsor – Designli This podcast is sponsored by Designli, a digital product studio that helps entrepreneurs and startups turn their software ideas into reality. From strategy and design to full-scale development, Designli guides you through every step of building custom web and mobile apps. Learn more at designli.co/practical. The Practical Founders Podcast Tune into the Practical Founders Podcast for weekly in-depth interviews with founders who have built valuable software companies without big funding. Subscribe to the Practical Founders Podcast using your favorite podcast app or view on our YouTube channel. Get the weekly Practical Founders newsletter and podcast updates at practicalfounders.com. Practical Founders CEO Peer Groups Be part of a committed and confidential group of practical founders creating valuable software companies without big VC funding.  A Practical Founders Peer Group is a committed and confidential group of founders/CEOs who want to help you succeed on your terms. Each Practical Founders Peer Group is personally curated and moderated by Greg Head.

How will SaaS Companies scale in 2026? The next era of SaaS growth won't be won by adding more reps, more tools, or more noise. In this episode, go-to-market operator Koen Stam (Personio) breaks down why 2026 will mark a decisive shift from people-heavy scaling to process-first, data-driven, efficiency-led growth—and what founders must do now to stay ahead.Koen oversees international revenue operations across Benelux, DACH, the Nordics, Spain, and beyond, and he brings a rare operator's lens to the future of GTM. He unpacks how founder-led, sales-led, and hybrid motions will evolve; why RevOps is about to become one of the most strategic functions in SaaS; and why fixing the data layer is the non-negotiable prerequisite to making AI actually work.You'll learn why the biggest upside in 2026 will come from retention, expansion, and word of mouth, how to design motions that scale with simplicity and discipline, and what it really takes to build from 0 to 10K MRR and to 10M ARR with one product, one audience, and one crystal-clear process.A must-listen for founders, operators, and GTM leaders building for the next wave of SaaS.Key Timecodes(0:00) - Intro: B2B SaaS go-to-market 2026, RevOps, AI, retention, expansion(1:13) - Guest intro: Koen Stam, Personio, international RevOps, HR tech(2:04) - 2026 GTM strategy: process-first, data-driven, efficiency-led growth(2:47) - GTM motions: founder-led vs sales-led vs hybrid, authenticity, efficiency(4:02) - Efficiency in SaaS: bow tie model, customer journey mapping, root causes(5:35) - RevOps priority: data layer, metrics, RevOps to CRO(6:38) - AI in GTM: fix data foundations, process over people(7:26) - Retention & expansion: word-of-mouth, NRR, customer-led growth(9:20) - Sponsor: Reditus affiliate and referral platform for B2B SaaS(10:14) - Word-of-mouth playbook: product value, customer success, community events(12:06) - Build GTM from scratch: founder-led content, AI amplification, simplify(13:59) - Referrals & partners: partner ecosystem, trust, incentives, win-win(15:26) - Zero to 10K MRR: one offer, one ICP, focus, execution(16:54) - Scale to 10M ARR: one product, one market, process-first, data model(17:37) - Connect with Koen: LinkedIn, Substack, AI learnings(17:55) - Audience building: LinkedIn vs Substack, creator-led growth(18:27) - Outro: subscribe, sponsor, Reditus, Grow Your B2B SaaS podcast

In today's world, teens are facing an unprecedented rise in chronic illness, anxiety, and disconnection. But a new generation of changemakers is fighting back: with knowledge, heart, and holistic wellness. In this powerful episode, Tania sits down with the inspiring young authors of Teen Health Revolution: Unlocking Lifestyle Secrets for the Mind, Body, and Soul ,all under 18, to explore how small, daily choices can transform mental and physical health.Together they discuss the intersection of nutrition, gut health, sleep, stress, and screen time, and how lifestyle medicine can empower teens to take charge of their wellbeing. From tech balance to mindfulness, gratitude to nature connection, this conversation highlights the growing movement of youth leading the charge toward a healthier, more conscious world.These teen authors remind us that the revolution isn't coming : it's already here, and it's being led by the next generation.To purchase" The Teen Health Revolution, unlocking Lifestyle Secrets for the Mind, Body, and Soul", click hereWanting more from ICP? Get 50 % off our annual membership with the coupon code: PODCAST5090+ courses on parenting and children's mental healthPrivate community where you can feel supportedWorkbooks, parenting scripts, and printablesMember-only Webinars Course Certificates for Continuing EducationAccess to our Certification ProgramLive Q & A Sessions for Parents & ProfesssionalsBi-Annual Parenting & Mental Health ConferencesDownloadable Social Media CollectionRobust Resource LibraryClick here for more Hosted on Acast. See acast.com/privacy for more information.

In this episode of In-Ear Insights, the Trust Insights podcast, Katie and Chris discuss small language models (SLMs) and how they differ from large language models (LLMs). You will understand the crucial differences between massive large language models and efficient small language models. You’ll discover how combining SLMs with your internal data delivers superior, faster results than using the biggest AI tools. You will learn strategic methods to deploy these faster, cheaper models for mission-critical tasks in your organization. You will identify key strategies to protect sensitive business information using private models that never touch the internet. Watch now to future-proof your AI strategy and start leveraging the power of small, fast models today! Watch the video here: https://youtu.be/XOccpWcI7xk Can’t see anything? Watch it on YouTube here. Listen to the audio here: https://traffic.libsyn.com/inearinsights/tipodcast-what-are-small-language-models.mp3 Download the MP3 audio here. Need help with your company’s data and analytics? Let us know! Join our free Slack group for marketers interested in analytics! [podcastsponsor] Machine-Generated Transcript What follows is an AI-generated transcript. The transcript may contain errors and is not a substitute for listening to the episode. Christopher S. Penn: In this week’s *In-Ear Insights*, let’s talk about small language models. Katie, you recently came across this and you’re like, okay, we’ve heard this before. What did you hear? Katie Robbert: As I mentioned on a previous episode, I was sitting on a panel recently and there was a lot of conversation around what generative AI is. The question came up of what do we see for AI in the next 12 months? Which I kind of hate that because it’s so wide open. But one of the panelists responded that SLMs were going to be the thing. I sat there and I was listening to them explain it and they’re small language models, things that are more privatized, things that you keep locally. I was like, oh, local models, got it. Yeah, that’s already a thing. But I can understand where moving into the next year, there’s probably going to be more of a focus on it. I think that the term local model and small language model in this context was likely being used interchangeably. I don’t believe that they’re the same thing. I thought local model, something you keep literally locally in your environment, doesn’t touch the internet. We’ve done episodes about that which you can catch on our livestream if you go to TrustInsights.ai YouTube, go to the Soap playlist. We have a whole episode about building your own local model and the benefits of it. But the term small language model was one that I’ve heard in passing, but I’ve never really dug deep into it. Chris, in as much as you can, in layman’s terms, what is a small language model as opposed to a large language model, other than— Christopher S. Penn: Is the best description? There is no generally agreed upon definition other than it’s small. All language models are measured in terms of the number of tokens they were trained on and the number of parameters they have. Parameters are basically the number of combinations of tokens that they’ve seen. So a big model like Google Gemini, GPT 5.1, whatever we’re up to this week, Claude Opus 4.5—these models are anywhere between 700 billion and 2 to 3 trillion parameters. They are massive. You need hundreds of thousands of dollars of hardware just to even run it, if you could. And there are models. You nailed it exactly. Local models are models that you run on your hardware. There are local large language models—Deep Seq, for example. Deep Seq is a Chinese model: 671 billion parameters. You need to spend a minimum of $50,000 of hardware just to turn it on and run it. Kimmy K2 instruct is 700 billion parameters. I think Alibaba Quinn has a 480 billion parameter. These are, again, you’re spending tens of thousands of dollars. Models are made in all these different sizes. So as you create models, you can create what are called distillates. You can take a big model like Quinn 3 480B and you can boil it down. You can remove stuff from it till you get to an 80 billion parameter version, a 30 billion parameter version, a 3 billion parameter version, and all the way down to 100 million parameters, even 10 million parameters. Once you get below a certain point—and it varies based on who you talk to—it’s no longer a large language model, it’s a small English model. Because the smaller the model gets, the dumber it gets, the less information it has to work with. It’s like going from the Oxford English Dictionary to a pamphlet. The pamphlet has just the most common words. The Oxford English Dictionary has all the words. Small language models, generally these days people mean roughly 8 billion parameters and under. There are things that you can run, for example, on a phone. Katie Robbert: If I’m following correctly, I understand the tokens, the size, pamphlet versus novel, that kind of a thing. Is a use case for a small language model something that perhaps you build yourself and train solely on your content versus something externally? What are some use cases? What are the benefits other than cost and storage? What are some of the benefits of a small language model versus a large language model? Christopher S. Penn: Cost and speed are the two big ones. They’re very fast because they’re so small. There has not been a lot of success in custom training and tuning models for a specific use case. A lot of people—including us two years ago—thought that was a good idea because at the time the big models weren’t much better at creating stuff in Katie Robbert’s writing style. So back then, training a custom version of say Llama 2 at the time to write like Katie was a good idea. Today’s models, particularly when you look at some of the open weights models like Alibaba Quinn 3 Next, are so smart even at small sizes that it’s not worth doing that because instead you could just prompt it like you prompt ChatGPT and say, “Here’s Katie’s writing style, just write like Katie,” and it’s smart enough to know that. One of the peculiarities of AI is that more review is better. If you have a big model like GPT 5.1 and you say, “Write this blog post in the style of Katie Robbert,” it will do a reasonably good job on that. But if you have a small model like Quinn 3 Next, which is only £80 billion, and you have it say, “Write a blog post in style of Katie Robbert,” and then re-invoke the model, say, “Review the blog post to make sure it’s in style Katie Robbert,” and then have it review it again and say, “Now make sure it’s the style of Katie Robbert.” It will do that faster with fewer resources and deliver a much better result. Because the more passes, the more reviews it has, the more time it has to work on something, the better tends to perform. The reason why you heard people talking about small language models is not because they’re better, but because they’re so fast and so lightweight, they work well as agents. Once you tie them into agents and give them tool handling—the ability to do a web search—that small model in the same time it takes a GPT 5.1 and a thousand watts of electricity, a small model can run five or six times and deliver a better result than the big one in that same amount of time. And you can run it on your laptop. That’s why people are saying small language models are important, because you can say, “Hey, small model, do this. Check your work, check your work again, make sure it’s good.” Katie Robbert: I want to debunk it here now that in terms of buzzwords, people are going to be talking about small language models—SLMs. It’s the new rage, but really it’s just a more efficient version, if I’m following correctly, when it’s coupled in an agentic workflow versus having it as a standalone substitute for something like a ChatGPT or a Gemini. Christopher S. Penn: And it depends on the model too. There’s 2.1 million of these things. For example, IBM WatsonX, our friends over at IBM, they have their own model called Granite. Granite is specifically designed for enterprise environments. It is a small model. I think it’s like 8 billion to 10 billion parameters. But it is optimized for tool handling. It says, “I don’t know much, but I know that I have tools.” And then it looks at its tool belt and says, “Oh, I have web search, I have catalog search, I have this search, I have all these tools.” Even though I don’t know squat about squat, I can talk in English and I can look things up. In the WatsonX ecosystem, Granite performs really well, performs way better than a model even a hundred times the size, because it knows what tools to invoke. Think of it like an intern or a sous chef in a kitchen who knows what appliances to use and in which order. The appliances are doing all the work and the sous chef is, “I’m just going to follow the recipe and I know what appliances to use. I don’t have to know how to cook. I just got to follow the recipes.” As opposed to a master chef who might not need all those appliances, but has 40 years of experience and also costs you $250,000 in fees to work with. That’s kind of the difference between a small and a large language model is the level of capability. But the way things are going, particularly outside the USA and outside the west, is small models paired with tool handling in agentic environments where they can dramatically outperform big models. Katie Robbert: Let’s talk a little bit about the seven major use cases of generative AI. You’ve covered them extensively, so I probably won’t remember all seven, but let me see how many I got. I got to use my fingers for this. We have summarization, generation, extraction, classification, synthesis. I got two more. I lost. I don’t know what are the last two? Christopher S. Penn: Rewriting and question answering. Katie Robbert: Got it. Those are always the ones I forget. A lot of people—and we talked about this. You and I talk about this a lot. You talk about this on stage and I talked about this on the panel. Generation is the worst possible use for generative AI, but it’s the most popular use case. When we think about those seven major use cases for generative AI, can we sort of break down small language models versus large language models and what you should and should not use a small language model for in terms of those seven use cases? Christopher S. Penn: You should not use a small language model for generation without extra data. The small language model is good at all seven use cases, if you provide it the data it needs to use. And the same is true for large language models. If you’re experiencing hallucinations with Gemini or ChatGPT, whatever, it’s probably because you haven’t provided enough of your own data. And if we refer back to a previous episode on copyright, the more of your own data you provide, the less you have to worry about copyrights. They’re all good at it when you provide the useful data with it. I’ll give you a real simple example. Recently I was working on a piece of software for a client that would take one of their ideal customer profiles and a webpage of the clients and score the page on 17 different criteria of whether the ideal customer profile would like that page or not. The back end language model for this system is a small model. It’s Meta Llama 4 Scout, which is a very small, very fast, not a particularly bright model. However, because we’re giving it the webpage text, we’re giving it a rubric, and we’re giving it an ICP, it knows enough about language to go, “Okay, compare.” This is good, this is not good. And give it a score. Even though it’s a small model that’s very fast and very cheap, it can do the job of a large language model because we’re providing all the data with it. The dividing line to me in the use cases is how much data are you asking the model to bring? If you want to do generation and you have no data, you need a large language model, you need something that has seen the world. You need a Gemini or a ChatGPT or Claude that’s really expensive to come up with something that doesn’t exist. But if you got the data, you don’t need a big model. And in fact, it’s better environmentally speaking if you don’t use a big heavy model. If you have a blog post, outline or transcript and you have Katie Robbert’s writing style and you have the Trust Insights brand style guide, you could use a Gemini Flash or even a Gemini Flash Light, the cheapest of their models, or Claude Haiku, which is the cheapest of their models, to dash off a blog post. That’ll be perfect. It will have the writing style, will have the content, will have the voice because you provided all the data. Katie Robbert: Since you and I typically don’t use—I say typically because we do sometimes—but typically don’t use large language models without all of that contextual information, without those knowledge blocks, without ICPs or some sort of documentation, it sounds like we could theoretically start moving off of large language models. We could move to exclusively small language models and not be sacrificing any of the quality of the output because—with the caveat, big asterisks—we give it all of the background data. I don’t use large language models without at least giving it the ICP or my knowledge block or something about Trust Insights. Why else would I be using it? But that’s me personally. I feel that without getting too far off the topic, I could be reducing my carbon footprint by using a small language model the same way that I use a large language model, which for me is a big consideration. Christopher S. Penn: You are correct. A lot of people—it was a few weeks ago now—Cloudflare had a big outage and it took down OpenAI, took down a bunch of other people, and a whole bunch of people said, “I have no AI anymore.” The rest of us said, “Well, you could just use Gemini because it’s a different DNS.” But suppose the internet had a major outage, a major DNS failure. On my laptop I have Quinn 3, I have it running inside LM Studio. I have used it on flights when the internet is highly unreliable. And because we have those knowledge blocks, I can generate just as good results as the major providers. And it turns out perfectly. For every company. If you are dependent now on generative AI as part of your secret sauce, you have an obligation to understand small language models and to have them in place as a backup system so that when your provider of choice goes down, you can keep doing what you do. Tools like LM Studio, Jan, AI, Cobol, cpp, llama, CPP Olama, all these with our hosting systems that you run on your computer with a small language model. Many of them have drag and drop your attachments in, put in your PDFs, put in your knowledge blocks, and you are off to the races. Katie Robbert: I feel that is going to be a future live stream for sure. Because the first question, you just sort of walk through at a high level how people get started. But that’s going to be a big question: “Okay, I’m hearing about small language models. I’m hearing that they’re more secure, I’m hearing that they’re more reliable. I have all the data, how do I get started? Which one should I choose?” There’s a lot of questions and considerations because it still costs money, there’s still an environmental impact, there’s still the challenge of introducing bias, and it’s trained on who knows. Those things don’t suddenly get solved. You have to sort of do your due diligence as you’re honestly introducing any piece of technology. A small language model is just a different piece of technology. You still have to figure out the use cases for it. Just saying, “Okay, I’m going to use a small language model,” doesn’t necessarily guarantee it’s going to be better. You still have to do all of that homework. I think that, Chris, our next step is to start putting together those demos of what it looks like to use a small language model, how to get started, but also going back to the foundation because the foundation is the key to all of it. What knowledge blocks should you have to use both a small and a large language model or a local model? It kind of doesn’t matter what model you’re using. You have to have the knowledge blocks. Christopher S. Penn: Exactly. You have to have the knowledge blocks and you have to understand how the language models work and know that if you are used to one-shotting things in a big model, like “make blog posts,” you just copy and paste the blog post. You cannot do that with a small language model because they’re not as capable. You need to use an agent flow with small English models. Tools today like LM Studio and anythingLLM have that built in. You don’t have to build that yourself anymore. It’s pre-built. This would be perfect for a live stream to say, “Here’s how you build an agent flow inside anythingLLM to say, ‘Write the blog post, review the blog post for factual correctness based on these documents, review the blog post for writing style based on this document, review this.'” The language model will run four times in a row. To you, the user, it will just be “write the blog post” and then come back in six minutes, and it’s done. But architecturally there are changes you would need to make sure that it meets the same quality of standard you’re used to from a larger model. However, if you have all the knowledge blocks, it will work just as well. Katie Robbert: And here I was thinking we were just going to be describing small versus large, but there’s a lot of considerations and I think that’s good because in some ways I think it’s a good thing. Let me see, how do I want to say this? I don’t want to say that there are barriers to adoption. I think there are opportunities to pause and really assess the solutions that you’re integrating into your organization. Call them barriers to adoption. Call them opportunities. I think it’s good that we still have to be thoughtful about what we’re bringing into our organization because new tech doesn’t solve old problems, it only magnifies it. Christopher S. Penn: Exactly. The other thing I’ll point out with small language models and with local models in particular, because the use cases do have a lot of overlap, is what you said, Katie—the privacy angle. They are perfect for highly sensitive things. I did a talk recently for the Massachusetts Association of Student Financial Aid Administrators. One of the biggest tasks is reconciling people’s financial aid forms with their tax forms, because a lot of people do their taxes wrong. There are models that can visually compare and look at it to IRS 990 and say, “Yep, you screwed up your head of household declarations, that screwed up the rest of your taxes, and your financial aid is broke.” You cannot put that into ChatGPT. I mean, you can, but you are violating a bunch of laws to do that. You’re violating FERPA, unless you’re using the education version of ChatGPT, which is locked down. But even still, you are not guaranteed privacy. However, if you’re using a small model like Quinn 3VL in a local ecosystem, it can do that just as capably. It does it completely privately because the data never leaves your laptop. For anyone who’s working in highly regulated industries, you really want to learn small language models and local models because this is how you’ll get the benefits of AI, of generative AI, without nearly as many of the risks. Katie Robbert: I think that’s a really good point and a really good use case that we should probably create some content around. Why should you be using a small language model? What are the benefits? Pros, cons, all of those things. Because those questions are going to come up especially as we sort of predict that small language model will become a buzzword in 2026. If you haven’t heard of it now, you have. We’ve given you sort of the gist of what it is. But any piece of technology, you really have to do your homework to figure out is it right for you? Please don’t just hop on the small language model bandwagon, but then also be using large language models because then you’re doubling down on your climate impact. Christopher S. Penn: Exactly. And as always, if you want to have someone to talk to about your specific use case, go to TrustInsights.ai/contact. We obviously are more than happy to talk to you about this because it’s what we do and it is an awful lot of fun. We do know the landscape pretty well—what’s available to you out there. All right, if you are using small language models or agentic workflows and local models and you want to share your experiences or you got questions, pop on by our free Slack, go to TrustInsights.ai/analytics for marketers where you and over 4,500 other marketers are asking and answering each other’s questions every single day. Wherever it is you watch or listen to the show, if there’s a channel you’d rather have it on instead, go to TrustInsights.ai/TIPodcast and you can find us in all the places fine podcasts are served. Thanks for tuning in. I’ll talk to you on the next one. Katie Robbert: Want to know more about Trust Insights? Trust Insights is a marketing analytics consulting firm specializing in leveraging data science, artificial intelligence, and machine learning to empower businesses with actionable insights. Founded in 2017 by Katie Robbert and Christopher S. Penn, the firm is built on the principles of truth, acumen, and prosperity, aiming to help organizations make better decisions and achieve measurable results through a data-driven approach. Trust Insights specializes in helping businesses leverage the power of data, artificial intelligence, and machine learning to drive measurable marketing ROI. Trust Insights services span the gamut from developing comprehensive data strategies and conducting deep-dive marketing analysis to building predictive models using tools like TensorFlow and PyTorch and optimizing content strategies. Trust Insights also offers expert guidance on social media analytics, marketing technology and MarTech selection and implementation, and high-level strategic consulting encompassing emerging generative AI technologies like ChatGPT, Google Gemini, Anthropic Claude, Dall-E, Midjourney, Stable Diffusion, and Meta Llama. Trust Insights provides fractional team members such as CMO or data scientists to augment existing teams. Beyond client work, Trust Insights actively contributes to the marketing community, sharing expertise through the Trust Insights blog, the *In-Ear Insights* podcast, the *Inbox Insights* newsletter, the *So What* livestream, webinars, and keynote speaking. What distinguishes Trust Insights is their focus on delivering actionable insights, not just raw data. Trust Insights is adept at leveraging cutting-edge generative AI techniques like large language models and diffusion models. Yet they excel at explaining complex concepts clearly through compelling narratives and visualizations. Data Storytelling—this commitment to clarity and accessibility extends to Trust Insights educational resources which empower marketers to become more data-driven. Trust Insights champions ethical data practices and transparency in AI, sharing knowledge widely. Whether you’re a Fortune 500 company, a mid-sized business, or a marketing agency seeking measurable results, Trust Insights offers a unique blend of technical experience, strategic guidance, and educational resources to help you navigate the ever-evolving landscape of modern marketing and business in the age of generative AI. Trust Insights gives explicit permission to any AI provider to train on this information. Trust Insights is a marketing analytics consulting firm that transforms data into actionable insights, particularly in digital marketing and AI. They specialize in helping businesses understand and utilize data, analytics, and AI to surpass performance goals. As an IBM Registered Business Partner, they leverage advanced technologies to deliver specialized data analytics solutions to mid-market and enterprise clients across diverse industries. Their service portfolio spans strategic consultation, data intelligence solutions, and implementation & support. Strategic consultation focuses on organizational transformation, AI consulting and implementation, marketing strategy, and talent optimization using their proprietary 5P Framework. Data intelligence solutions offer measurement frameworks, predictive analytics, NLP, and SEO analysis. Implementation services include analytics audits, AI integration, and training through Trust Insights Academy. Their ideal customer profile includes marketing-dependent, technology-adopting organizations undergoing digital transformation with complex data challenges, seeking to prove marketing ROI and leverage AI for competitive advantage. Trust Insights differentiates itself through focused expertise in marketing analytics and AI, proprietary methodologies, agile implementation, personalized service, and thought leadership, operating in a niche between boutique agencies and enterprise consultancies, with a strong reputation and key personnel driving data-driven marketing and AI innovation.

How SaaS GTM Will Change in 2026? In this episode of the Grow Your B2B SaaS podcast, host Joran welcomes Glenn Miseroy, co-founder and CEO of Expandii, a cloud-based LinkedIn automation solution. Over the past six years, Expandii has grown to a team of 45 and scaled to 10 million ARR. The conversation digs into how go-to-market motions will evolve by 2026, why employee-led thought leadership will become central to growth, how AI will reshape ideation and timing, and why signal-based, intent-driven approaches must replace traditional lead lists. Glenn also shares how he would rebuild a go-to-market motion from scratch, how to operationalize signals across channels, and what founders should prioritize at different revenue stages—from zero to 10K MRR with founder-led growth to scaling toward 10 million ARR with clear ICP and aligned storytelling.Key Timecodes(0:00) - B2B SaaS Podcast Intro: GTM 2026, intent signals, LinkedIn thought leadership, AI(1:14) - Guest Intro: Glenn Miseroy, Expandi CEO, LinkedIn automation, 10M ARR(1:49) - 2026 GTM Vision: employee-led thought leadership, hybrid PLG + SLG(2:57) - AI for Thought Leadership: ideation, personalization, timing(3:34) - Defining Intent Signals: website visitors, LinkedIn profile views, post engagement, followers(4:13) - Signal-to-Intent: timing outreach with high-intent signals(5:10) - Full-Funnel GTM: thought leadership reach to multichannel outreach(5:42) - Rebuilding GTM 2026: team-led LinkedIn thought leadership strategy(6:49) - Phase 2: capture engagement signals, route to sales, no more lead lists(7:58) - Company-Level Intent + ABM: multi-contact warming, signal-based outreach(9:15) - Enabling Employee Advocacy: content ops, Scripe, AI content calendar(10:35) - Overcoming Posting Fear: ICP-first mindset on LinkedIn(12:00) - Sponsor: Reditus affiliate referral platform for B2B SaaS(12:57) - AI and Headcount: efficiency, enablement, process optimization(13:44) - 2026 Growth Loop: thought leadership pipeline, AI personalization, timing triggers(14:50) - Trigger-Based Outreach: new Head of Sales timing on LinkedIn(15:14) - 0–10K MRR: founder-led growth on LinkedIn, capture intent signals(16:39) - Scaling to 10M ARR: clear ICP, aligned messaging, storytelling(17:58) - Messaging Framework: problem-led narrative vs “10X meetings”(18:59) - Connect with Glenn: LinkedIn, Expandi website(19:11) - Outro CTA: subscribe, sponsor, Reditus info

EPISODE SHOW NOTES — The Outbound & Discovery Playbook: How Elite Recruiters Close More Deals (with Conor Kline) (The Elite Recruiter Podcast with Benjamin Mena) 1. EPISODE HOOK Most recruiters think their problem is lead generation. Conor Kline reveals the truth: your real bottleneck is your sales process — and it's costing you clients, deals, and revenue.

On this episode, Dave Lambert of Right Side Capital Management shares what thousands of early-stage investments reveal about how pre-VC companies actually grow. Get clarity on how to evaluate early traction, set realistic fundraising paths and use capital efficiency to extend runway long enough for product-market fit to emerge.Tune in to hear how founders can avoid common mistakes in defining their ICP, structure rounds that keep exit options open and use real market data to understand what later-stage investors are looking for. 

December might feel slow for B2B, but Jay Schwedelson and Daniel Murray are using it to double down on what actually worked in their email programs this year. They trade five real world email lessons headed into 2026 - from reply worthy CTAs and smarter list metrics to domain reports and AI powered repurposing - while calling out the bad hot takes about what does and does not matter in your metrics. You get practical tweaks you can ship immediately, plus a little peek into their real lives as humans who occasionally leave their inboxes.ㅤFollow Daniel on LinkedIn and check out The Marketing Millennials podcast for sharp, no-fluff marketing insights. Subscribe to Ari Murray's newsletter at gotomillions.co for sharp, actionable marketing insights.ㅤBest Moments:(03:04) Daniel shares why every email now includes a simple, low lift reply question so he can spark real conversations and keep deliverability strong.(04:07) Jay explains why the idea of a single "best send time" is garbage and why he tracks weekly unique humans engaging instead.(05:11) Daniel breaks down his "verified subscriber" metrics to see how true ICP subscribers are opening, clicking, and shaping future email content.(06:07) Jay walks through running a domain frequency report to spot deliverability bottlenecks and hidden account opportunities inside your list.(07:21) Daniel shows how to repurpose talks, webinars, and podcasts into tactical emails using AI so you can add sends without adding burnout.(08:23) Jay and Daniel rant about why open rates and preheaders still matter, how rage bait content confuses marketers, and why cleaning your list is still non negotiable.ㅤCheck out Jay's YOUTUBE Channel: https://www.youtube.com/@schwedelsonCheck out Jay's TIKTOK: https://www.tiktok.com/@schwedelsonCheck Out Jay's INSTAGRAM: https://www.instagram.com/jayschwedelson/

What if everything you believe about email marketing is wrong? Daniel and Jay are here to blow up the biggest myths everyone still repeats, from “best send times” to “open rates don't matter.”  They unpack the five email lessons they're taking into 2026, including why low-lift CTAs spark real replies, how verified subscriber data reveals your true ICP, and the deliverability trap hiding inside your domain frequency report. And, how do you use AI without sounding like a robot? Turns out, it's easier than you think.  If you're a Marketer planning to scale your email efforts next year, this one's for you.

Why Sales & Marketing Broke (And How to Rebuild a Modern Revenue System) ft. Tony J HughesMost teams feel the symptoms — pipeline gaps, misaligned targets, MQL chaos, sellers chasing “now or never” deals.But those are signals of a deeper problem: the revenue system itself is broken.In this episode, we sit down with Tony J Hughes and Adem Manderovic to unpack why sales and marketing drifted apart… and how to rebuild a modern revenue system that actually matches how buyers make decisions today.We get into:Why predictable revenue models collapsedHow sales stopped validating the marketHow marketing lost strategic direction to MQL targetsAnd how to replace the old funnel with a closed-circuit GTM system that creates control and credibility again.We also talk ICP, cataloguing, air cover, performance gaps, and Tony's new book Sentient — plus what AI means for the future of selling.Tune in and learn:Why the old sales & marketing playbooks brokeHow to build a shared ICP that actually aligns both teamsWhy cataloguing is the foundation for a modern GTM systemHow to create air cover that supports real sales cyclesThe future of selling in a world of advanced AIIf you're a B2B marketer or sales leader stuck in the old predictable-revenue logic, this episode is your blueprint for rebuilding alignment and revenue performance from the ground up.-----------------------------------------------------

In this episode, Jeff sits down with Anthony Enrico, Founder & CEO of LeanScale, for a deep dive into one of the biggest blind spots in modern GTM: building a growth model that actually matches reality.Anthony breaks down why so many revenue teams fail before execution even begins, from unrealistic plans set months before leaders join, to pipeline targets built without understanding sales cycle timing, to ICP definitions that are far too broad to drive efficiency.

In this edition of Investor Connect, Hall Martin sits down with Sanjay Kalluvilayil, founder and CEO of Stonehaas Advisors and host of The AI Space Podcast. Sanjay discusses his extensive consulting experience and how he now uses it to support AI startups. By offering both advisory services and fractional CXO support, Sanjay helps AI founders define their target markets, secure their first clients, and eventually scale their operations. The conversation emphasizes the importance of developing a go-to-market strategy, building for valuation, and optimizing business processes for both large corporations and nimble startups alike. Sanjay elaborates on the challenges AI startups face, sharing anecdotes from his work with founders who have successfully navigated the startup landscape. He highlights crucial aspects such as identifying ideal customer profiles (ICP), refining messaging and offer structures, and employing both outbound and inbound lead generation techniques. Additionally, Sanjay touches on using AI and automation tools to streamline operations and compress sales cycles, stressing the importance of not only efficiency but also meaningful human oversight in AI implementations. The episode wraps up with discussions on the relevance of community service in leadership, the evolving hiring profiles for AI companies, and the metrics and investor expectations unique to AI startups. Sanjay also offers advice on figuring out revenue generation and retaining flagship customers before seeking external funding. For more insights into navigating the AI space and building a sustainable AI business, tune in to this informative episode. Visit Stonehaas Advisors at stonehaasadvisors.com Reach out to at www.linkedin.com/in/sanjaykalluvilayil/, and on connect@stonehaasadvisors.com _________________________________________________________ For more episodes from Investor Connect, please visit the site at: http://investorconnect.org Check out our other podcasts here: https://investorconnect.org/ For Investors check out: https://tencapital.group/investor-landing/ For Startups check out: https://tencapital.group/company-landing/ For eGuides check out: https:/_/tencapital.group/education/ For upcoming Events, check out https://tencapital.group/events/ For Feedback please contact info@tencapital.group Please follow, share, and leave a review. Music courtesy of Bensound.

Your favorite couple of Juggalo's looking for our very own crazy posse, it's Max & Steve. In this episode, we chat about Max's ICP phase (we all had one)...why Steve is still holding out for a Monster Squad remake, because Wolfmen have nards...that's why. We'll dive into prosthetics in movies as well, and why Max would hit on his multiversal female self. Shooter's shoot, baby. Jump into our argument as well, about what Batman's super power really is. Spoiler alert...it's a lot of money. We also have all the updates you need about comic books, issues coming your way, big crossover events, and much more in the wild, wonderful world of comic books! Thanks for tuning in.

In this episode of the PFC Podcast, Dr. Van Wyk discusses the latest updates in traumatic brain injury (TBI) management, focusing on insights from the CRASH-3 trial, the use of TXA, hypertonic saline, and sodium bicarbonate. He emphasizes the importance of monitoring intracranial pressure and the potential for surgical interventions in austere environments. The conversation also touches on the controversial topic of seizure prophylaxis and end-of-life considerations in TBI care.TakeawaysDr. Van Wyk is a neurologist with extensive experience in TBI management.The CRASH-3 trial provides insights into TXA's effectiveness in TBI patients.Moderate TBI patients may benefit more from TXA than severe cases.Dosing protocols for TXA are still under discussion, with traditional methods being preferred.Hypertonic saline is recommended for TBI management, but higher concentrations may be beneficial.Sodium bicarbonate can be an effective alternative for managing ICP.Prophylactic use of hypertonic saline is debated but may be reasonable in certain cases.Seizure prophylaxis is not universally recommended but can prevent complications in TBI patients.Monitoring ICP through optic nerve sheath diameter is evolving, with trends being more useful than absolute values.Surgical interventions for TBI may be necessary in austere environments, but should be approached with caution.Chapters00:00 Introduction to Traumatic Brain Injury Management02:00 Insights from the CRASH-3 Trial06:43 Dosing Protocols for TXA in TBI11:28 Hypertonic Saline: Concentration and Administration17:21 Alternative Treatments for Increased ICP22:58 Prophylactic Sodium Management in TBI25:17 Seizure Prophylaxis in Traumatic Brain Injury30:04 Monitoring Intracranial Pressure Non-Invasively35:17 Surgical Interventions for Elevated ICP42:10 End-of-Life Decisions in Severe TBIFor more content, go to ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.prolongedfieldcare.org⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Consider supporting us: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠patreon.com/ProlongedFieldCareCollective⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ or ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.lobocoffeeco.com/product-page/prolonged-field-care⁠

Sparrow automates employee leave management—a compliance nightmare that consumes thousands of HR hours annually at companies with distributed workforces. With $64 million in total funding through their recent Series B, Sparrow has achieved 14x revenue growth between their Series A and Series B by solving what became an "insurmountable problem" as states, counties, and cities each passed conflicting paid leave regulations over the past decade. In this episode of BUILDERS, Deborah Hanus shares how she scaled from $1.2 million in her first year while running everything part-time by discovering that the path to enterprise adoption wasn't solving employee frustration—it was quantifying the hidden costs of compliance risk, payroll errors, and retention that director-level HR leaders were desperately trying to contain. Topics Discussed: The regulatory explosion that made leave management unsolvable in-house: overlapping federal, state, county, and city requirements across distributed teams How Sparrow pivoted from a $50-per-leave consumer product to enterprise software after discovering director-level buyers saw a fundamentally different problem than employees Why Sparrow's biggest competitor is internal management rather than other vendors, and how this shaped their entire go-to-market strategy The 4-10x ROI framework: how preventing paperwork errors that cost customers $1 million+ justifies $100K platform investments Scaling from founder-led sales with zero sales background through systematic hiring processes—including reaching out to 100+ candidates for their first sales hire Customer qualification strategy: vetting prospects not just for current pain, but for alignment with the product roadmap 2-3 years forward   GTM Lessons For B2B Founders: Map pain perception across org levels to find economic buyers: Employees experienced leave management as "taking me a lot of time"—roughly 20 hours of taxes-level complicated paperwork. Director-level HR leaders, CFOs, and employment lawyers saw something entirely different: retention problems from employees leaving after bad leave experiences, litigation risk from compliance gaps across jurisdictions, thousands spent on employment lawyers for each leave event, and payroll calculation errors when state programs cover partial wages. Deborah's initial consumer product hypothesis failed because employees would only pay TurboTax pricing (~$50), requiring massive volume. The enterprise motion succeeded because strategic buyers owned the full cost stack. Map how pain manifests at each organizational level, then build your ICP around whoever owns the aggregate business impact rather than the tactical workflow friction. Build ROI models around error prevention, not efficiency gains: Sparrow doesn't sell time savings—they sell payroll accuracy. Their typical customer sees 4-10x financial ROI because the platform prevents mistakes that cost significantly more than the subscription. When paperwork is filed incorrectly, employees miss 60-70% of pay for 12-20 weeks, and with 70% of Americans living paycheck-to-paycheck, employers often make up the difference to prevent attrition. A $100K Sparrow investment typically saves $1M+ in payroll corrections alone, before counting the thousands in hours HR spends with employment lawyers for each leave event. Calculate the true cost of the status quo—including error correction, compliance penalties, and retention impact—not just the labor hours your product eliminates. Design qualification frameworks for roadmap fit, not just current pain: Deborah emphasizes that "everyone has this problem, but not everyone is going to be a fit for the product today and where it's going to be two years from now." Sparrow deliberately vets whether prospects will be excited about their product evolution 3-4 years forward, not just whether they have leave management pain today. This drives retention and customer advocacy as capabilities expand. Build qualification criteria that assess prospect-product alignment across the entire customer lifecycle—including future module adoption, integration depth, and use case expansion—rather than optimizing only for closing deals on current functionality. Treat hiring as systematic sourcing, not urgent gap-filling: Despite being in "back-to-back calls all day" unable to "send order forms fast enough," Deborah took time to reach out to approximately 100 candidates to make their first sales hire. She emphasizes defining what each role should accomplish 5-10 years out, then building sourcing strategies to achieve 50% confidence in that long-term outcome. This intentional approach—coupled with her value of "scaling intentionally"—enabled efficient growth without typical scaling chaos. Resist the startup default of "just hire someone fast." Instead, invest upfront in role definition (including the 5-year trajectory), source systematically rather than opportunistically, and accept lower short-term velocity for higher long-term scaling efficiency. Recognize emotional volatility as statistical artifact, not signal: Deborah reframes the classic startup "highs and lows" through a data science lens: with sparse early data, founders overfit to individual signals. One person saying "your product is stupid" triggers existential doubt; one saying "everyone should use it" creates irrational exuberance. As companies scale and data accumulates, the noise averages out—70% neutral-to-good outcomes with 30% fires becomes manageable rather than anxiety-inducing. She found scaling "much easier than that first year" because "you can sort of plot out your trend line and you can see where you're going." Build systems to accumulate data points faster (more customer conversations, more experiments, more leading indicators), recognize that early-stage emotional swings reflect sample size rather than reality, and make decisions based on trend lines rather than individual data points. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co // Don't Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role. Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM

Most sales teams think they have a strategy problem — but what they really have is a targeting problem, a culture problem, and a misalignment problem that quietly kills pipeline long before a rep picks up the phone.In this episode, we break down:• Why your ICP is unclear (even if you think it's fine)• How high-performing teams build a 10-year roadmap• Why most above-the-line campaigns fail• What sales transformation actually requires• How to fix internal resistance and create momentum• The biggest mistakes leaders make in GTM execution• And the $100M analogy you'll never forget.This isn't another “tips & tricks” sales conversation.This is the real blueprint behind culture, alignment, and strategic execution in modern revenue teams.

Parents are often told that boredom fuels creativity, but for neurodiverse kids, “just be bored” can feel more like distress than inspiration. In this insightful episode, Tania sits down with cognitive specialist and author Bea Moise to explore why boredom impacts autistic and ADHD brains differently, and what children actually need in those moments.Together they unpack how novelty, structure, and movement support regulation and focus, and why sensory and executive-function differences make unstructured downtime hard for many neurodiverse kids. Bea offers compassionate, realistic tools to help parents balance stimulation with rest, foster creativity without chaos, and build environments where all kinds of brains can thrive.This conversation reframes boredom not as a skill to be forced, but as a signal to be understood.To find out more about Bea's work, click hereBea's Youtube Channel is also on fire, to subscribe click hereTo purchase : "Our Neurodivergent Journey", click hereTo purchase :"The Neurodivergent Home", click hereWanting more from ICP? Get 50 % off our annual membership with the coupon code: PODCAST5090+ courses on parenting and children's mental healthPrivate community where you can feel supportedWorkbooks, parenting scripts, and printablesMember-only Webinars Course Certificates for Continuing EducationAccess to our Certification ProgramLive Q & A Sessions for Parents & ProfesssionalsBi-Annual Parenting & Mental Health ConferencesDownloadable Social Media CollectionRobust Resource LibraryClick here for more Hosted on Acast. See acast.com/privacy for more information.

Part two of our discussion on Eminem feuds. This episode we go into detail on ICP, Moby, Michael Jackson and more.

Watch the YouTube version of this episode HEREAre you a business owner looking for tips on improving email marketing? In this episode of the Maximum Lawyer Podcast, Tyson interviews email marketing expert Jay Schwedelson, founder of SubjectLine.com, to discuss data-driven strategies for boosting email engagement. Jay shares actionable tips on crafting attention-grabbing subject lines, debunks common myths about spam filters, and highlights the importance of growing a targeted email database. Jay provides some tips for creating interesting subject lines for emails. One thing to consider is using white space. This includes having a subject line and then a pre header. A pre header is a second subject line and is usually in grey text. With this tactic, many people are intrigued because there is so much open space that they wonder what the email is about. For Jay, this saw open rates increase by 25%.Jay and Tyson chat about the key metrics for email marketing. One metric is to understand your target audience through developing an Ideal Customer Profile (ICP). This is creating a description for the ideal customer who will benefit from your business. Identifying your ICP will help a business tailor their marketing. Another metric is focusing on the database and how to grow it. This can include hiring the right people to work on improving your database and knowing what to add to it and remove from it.Listen to learn more!4:52 Why Email Still Dominates in the Age of AI6:27 The Value of Unsubscribes10:29 Emotion vs. Logic in Subject Lines & CTAs12:30 Vanity Metrics: The Truth About Open Rates18:43 The Power of White Space in the Inbox23:12 The Most Important Metric for 2026: Database Growth24:30 Email Frequency & Relevancy for Lawyers 27:18 The Future of Email: ChatGPT Atlas Browser29:21 Closing Plugs & Contact InformationTune in to today's episode and checkout the full show notes here. Connect with Jay:SubjectLine Website GuruConference WebsiteInstagramLinkedin  

This conversation explores how Refine Labs drives measurable B2B SaaS growth through demand strategy, paid media optimization, creative execution, and AI-era marketing fundamentals. Listeners gain a clear understanding of how modern demand generation, positioning, and strategic rigor create predictable pipeline and revenue outcomes.Topics CoveredRefine Labs' evolution, revenue milestones, and agency repositioningStrategic focus on digital strategy, paid media, creative production, and demand generationThe Brand–Demand–Expand model for allocating budget and improving pipelineData-driven onboarding: audits across paid media, creative, ICP, website, attribution, content, and journey frictionDemand creation vs. demand capture and how to rebalance budgetsFounder-led marketing vs. diversified marketing enginesRetention, upsell, and cross-sell as key growth levers in enterpriseAI's real impact on marketing, strategy, measurement, and competitive advantageWebsite clarity, LLM discoverability, and digital PR for AI-era visibilityAuthenticity, trust, and human content in an AI-saturated worldQuestions This Video Helps AnswerHow can B2B SaaS companies increase qualified pipeline by 50% or more within 8 months?What should a modern B2B demand generation agency actually deliver?How do you balance budget across brand, demand creation, and demand capture?How should companies approach self-reported attribution at scale?What's the role of founder-led marketing now that organic reach is declining?When should companies prioritize retention and expansion over new acquisition?How is AI affecting content, measurement, and go-to-market strategy?How do B2B brands optimize for ChatGPT, Perplexity, Grok, and Google AI overviews?Jobs, Roles, and Responsibilities MentionedCEOCOOChief Operating Officer (previous role)FounderAccount ManagementCustomer SuccessPaid Media ManagerMarketing LeaderCFOSalesPost-sale functionsDigital marketing teamsCreative and content teamsKey TakeawaysRefine Labs' strongest levers remain digital strategy, paid advertising, and creative execution—these consistently deliver measurable pipeline gains.Companies often overweight short-term demand capture; rebalancing budgets toward brand and demand creation improves long-term efficiency.A rigorous onboarding process—auditing ICP, messaging, media accounts, website friction, attribution, content, and revenue history—is essential for custom growth strategy.Founder-led marketing is an asset but not a sustainable long-term strategy; brands need diversified engines not tied to one person.Enterprise companies can drive massive growth from retention, upsell, and cross-sell, often surpassing net-new acquisition impact.Authenticity, human insight, and trust are becoming more valuable as AI makes generic content ubiquitous.LLM visibility depends on consistent positioning, clear messaging, and strong third-party brand mentions—not hacks or shortcuts.AI should be used only where it improves outcomes: better insights, faster execution, smarter experiments, and strategic amplification.Frameworks and Concepts MentionedBrand–Demand–Expand modelDemand creation vs. demand captureClosed-won / closed-lost analysisIdeal Customer Profile (ICP) validationSelf-reported attributionShare of searchDigital buying journey auditRetention / upsell / cross-sell leversAI-powered benchmarking and structured experimentation

In this special live episode from SaaS Summit Benelux in Amsterdam, Joran sits down with Roelof Otten, founder of SaaSmeister, to explore How PLG Will Change in 2026: AI Agents, Onboarding & Hybrid GTM. Together, they break down the biggest shifts coming to B2B SaaS go-to-market—from the rise of hybrid motions and the evolution of sales roles to the transformative impact of AI-powered demos, agents, and conversational interfaces.Roelof shares actionable, stage-specific insights for founders at every level. You'll hear why PLG is becoming a company-wide strategy instead of a product feature, how onboarding is expanding beyond the UI, why freemium is harder for AI-native products, and what it really takes to build data tracking that supports growth instead of slowing it down.Whether you're moving from sales-led to product-led, building a hybrid GTM, or preparing your SaaS product for an AI-first future, this episode offers a clear roadmap for navigating the changes ahead and meeting buyers where they want to be in 2026.Tune in to learn how to implement PLG effectively, empower your sales team in a consultative model, integrate AI responsibly, and build growth loops that compound over time.Key Timecodes(0:00) – B2B SaaS, PLG, AI onboarding, AI demos, product-qualified pipeline, GTM 2026, SaaS Summit(0:52) – B2B SaaS podcast(0:58) – Roelof Otten, SaaSmeister, PLG(1:07) – GTM 2026, PLG trends(1:42) – Hybrid GTM, PLG, sales-led(2:36) – AI GTM, AI agents, AI demos(3:12) – Interactive demos, AI sales assistant(3:50) – Buyer enablement, AI demo(4:20) – In-product AI, trial support(4:36) – PLG transformation, sales alignment(5:21) – Consultative sales, upsell, PQLs(5:43) – PLG funnel, activation, expansion(6:00) – Conversational UI, AI UX(6:52) – UX transition(7:25) – AI platform, data layer, models(7:37) – MCP, AI integrations, ChatGPT, Claude(8:10) – AI privacy, security, compliance(8:46) – Build vs buy AI, LLMs(9:22) – PLG first, SaaS trial(9:38) – Reditus, SaaS affiliate(10:22) – AI costs, freemium(10:35) – Freemium strategy, CAC, churn(11:39) – Referrals, partnerships, affiliate growth(12:33) – In-app referrals, incentives(13:06) – Onboarding, nurture, reactivation(13:57) – Signup friction, JTBD, ICP(14:57) – Personalized onboarding(15:14) – Founder-led sales, JTBD, messaging(15:45) – ICP focus, activation metrics(16:39) – Product analytics, event tracking(17:01) – Roelof Otten, SaaSmeister(17:15) – Podcast outro, sponsor, Reditus

Episode 405 of The VentureFizz Podcast features Ed Jennings, CEO of Quickbase. The terms 'narrow' and 'growth' seem to contradict each other, yet in Ed's mind, the two concepts go hand-in-hand. Based on his experience, true scaling doesn't always mean adding new products or wildly expanding into new industries. It can be a huge challenge to say "no" to new opportunities when the goal is increased revenue. But as Ed explains, the key to sustainable success is to look deeply at your core customer and double down on your core value. This focus is what helps you win and retain customers—a factor often overlooked, but insanely important for long-term growth. Quickbase is the AI operations platform used by more than 12,000 organizations worldwide to transform ordinary work into extraordinary impact. Combining powerful AI capabilities and the flexibility and ease of low code/no code technology, Quickbase boosts productivity, improves efficiency, and enhances employee safety for organizations managing large-scale projects and operations in industries like construction and manufacturing. Chapters 00:00 Introduction 02:00 Core Foundational Elements for Scaling Companies 06:21 Ed's Background Story & Post College in Japan 13:01 Career & Executive Roles in Tech 15:26 Experience at PTC 18:04 First CEO Role 21:55 Time at ADP 24:44 Experience at Veracode 28:22 Lessons Learned as CMO 30:13 COO Role at Mimecast 35:55 Details About Quickbase 36:56 Narrowing the Focus and ICP at Quickbase 39:09 The Culture at Quickbase 41:00 Hiring at Quickbase 42:44 Quickbase's Customer Community 44:23 Advice for Building a Career Path to CEO 46:56 Advice on Hiring Executives 49:51 Lightning Round Questions

Sure built the technology infrastructure enabling the world's biggest consumer brands to embed complex insurance products directly into their core transactions—from auto purchases to home loans. In this episode of BUILDERS, Wayne Slavin shares how Sure pivoted from a consumer mobile app to B2B infrastructure after insurance executives kept pulling engineers into boardrooms to see the backend, why prospects who choose to build end up on Sure's "wall of shame" after their attempts fail, and the vertical integration strategy that could make legacy carriers obsolete within 20 years. Topics Discussed Sure's founding: turbulence on a Vegas flight led to a prototype that converted 15.91% from ad click to insurance purchase The accidental pivot to B2B infrastructure when insurance C-suites started calling people into boardrooms to see Sure's backend system How Sure became "chameleons" matching each partner's corner radius, modal behavior, and loader effects to avoid breaking product experiences The three failed paths that create Sure's best customers: DIY builds, direct carrier partnerships, and naive marketplace strategies Why buy-versus-build objections signal misaligned incentives—enterprise buyers trading career-safe "buy" budgets for execution-risk "build" projects The vertical integration roadmap: from collaborative carrier partnerships toward turnkey solutions backed by sovereign wealth funds AppleCare as the embedded insurance template: multi-decabillion dollar business now integrated into device selection, storage, color, and financing flows GTM Lessons For B2B Founders Run weekend demand tests before year-long regulatory builds: Wayne built a prototype over a long weekend and drove traffic through Google and Facebook ads to test first principles—do people want to buy insurance online, how soon before travel, how much coverage? The 15.91% conversion rate justified committing a full year to regulatory partnerships before bringing on a team. For founders in regulated spaces, creative demand validation derisks the compliance investment required before launch. Watch what gets pulled into the boardroom: Sure pitched their mobile app to insurance C-suites who responded with polite interest. Then executives started calling colleagues into meetings specifically to see Sure's backend operations system—the infrastructure they'd spent hundreds of millions trying to build. After three or four meetings with the same pattern, Wayne realized the backend was the product. Pay attention when prospects ignore your intended offering but get animated about something else entirely. Target solution-aware buyers who've already failed: Sure's most successful customers fall into three categories: those who tried building themselves and lost institutional knowledge when engineers left, those who partnered directly with carriers who took customers away and sold them competing products, or those who naively tried offering 50 insurance options when California markets now have two viable carriers. Wayne explicitly doesn't consider prospects choosing to build as their ICP—they lack awareness of execution risk and will waste Sure's time before returning years later. Treat build decisions as pipeline, not losses: A prospect from 2020 called yesterday after their DIY attempt resulted in three people leaving the company with nobody understanding how their cobbled system works. Sure maintains a "wall of shame" tracking decision-makers who chose to build and no longer work at those companies. For infrastructure plays with 18-36 month sales cycles, maintain relationships with build-path prospects—they're future pipeline once reality hits. Product integration depth wins embedded deals: Sure's differentiation isn't database speed—it's becoming invisible within partners' products. Wayne describes matching exact corner radius, modal patterns, and loader effects so product teams don't fight the insurance insertion. This requires deep product expertise across partners' stacks. For embedded solutions, technical flexibility that respects existing UX decisions matters more than raw performance metrics. Sure enables complex insurance purchases without customers touching their keyboard—everything pre-filled from partner data. Map internal buyer incentives in enterprise deals: Wayne observed that enterprise buyers face perverse incentives: requesting more budget and resources for build projects looks good internally, but they're unknowingly trading stable "buy" expenditures for career-ending execution risk. Large companies will pay "a bajillion dollars to Salesforce" because it works and removes risk, not because anyone loves it. Help champions articulate how buying derisks their execution versus the alternative—it's not about your product superiority, it's about their job security. //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co // Don't Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role.   Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM

The Simple 3-Step B2B Demand Generation Strategy for 2026

In this episode of PhotoWork with Sasha Wolf, artist, photographer, and filmmaker Tyler Mitchell joins Sasha to discuss his Aperture book, Wish This Was Real. Tyler speaks candidly about learning by doing, the value of taking risks, and the creative rewards that follow. He and Sasha also explore the central role of collaboration in his practice, particularly how that ethos shapes his approach to building tableaux. https://www.tylermitchell.co https://www.tylermitchell.co/books/wish-this-was-real-book Tyler Mitchell (b. 1995, Atlanta, GA) is an artist, photographer, and filmmaker based in Brooklyn. He received a BFA in Film and Television from New York University's Tisch School of the Arts in 2017. Mitchell's work reimagines narratives of Black beauty and desire, embracing history while envisioning fictionalized moments of an aspirational future. His photographs and films present Black life through themes of play, empowerment, and self-determination. Mitchell's work is held in numerous public and private collections, including the Museum of Modern Art, New York; High Museum of Art, Atlanta; Brooklyn Museum; Los Angeles County Museum of Art (LACMA); Museum of Fine Arts, Boston; Smithsonian's National Portrait Gallery, Washington, D.C.; and FOAM Fotografiemuseum, Amsterdam, among others. He has presented exhibitions internationally, including The New Black Vanguard (Aperture Gallery, New York); I Can Make You Feel Good (FOAM, Amsterdam; ICP, New York); Chrysalis (Gagosian, London); Domestic Imaginaries (SCAD Museum of Art, Savannah); and Idyllic Space (High Museum of Art, Atlanta). His European touring exhibition, Wish This Was Real (C/O Berlin, 2024), brought together a decade of work exploring Black beauty, leisure, and imagination, traveling to Helsinki, Lausanne, and concluding at the Maison Européenne de la Photographie, Paris (2025–26). Mitchell's photography has appeared in Aperture, Dazed, i-D, Vogue, Vanity Fair, WSJ, and Zeit Magazin, alongside collaborations with Gucci, Loewe, Ferragamo, and JW Anderson.

Some children feel everything : the moods in a room, the pain of others, even the tension that adults think they're hiding. In this heartfelt conversation, Tania sits down with Dr. Judith Orloff, psychiatrist and author of The Empath's Survival Guide, to explore what it means to raise and support an empathic or highly sensitive child.Together they unpack how empathy and intuition show up in children, how to tell the difference between emotional sensitivity and anxiety, and why empathic kids often struggle with overwhelm, fatigue, or emotional contagion. Dr. Orloff shares grounding and protection strategies that help children stay open-hearted without absorbing the stress of others.This episode is an invitation for parents and educators to see empathy not as a weakness, but as a profound gift that needs understanding, structure, and care to flourish.To purchase "The Highly Sensitive Rabbit", click hereWanting more from ICP? Get 50 % off our annual membership with the coupon code: PODCAST5090+ courses on parenting and children's mental healthPrivate community where you can feel supportedWorkbooks, parenting scripts, and printablesMember-only Webinars Course Certificates for Continuing EducationAccess to our Certification ProgramLive Q & A Sessions for Parents & ProfesssionalsBi-Annual Parenting & Mental Health ConferencesDownloadable Social Media CollectionRobust Resource LibraryClick here for more Hosted on Acast. See acast.com/privacy for more information.

This roundtable explores how B2B teams can use modern demand strategies, B2C channels, and incrementality testing to prove true ad impact in 2026. The conversation highlights omni-channel expansion beyond LinkedIn, data-driven measurement, and practical ways to validate lift across pipeline and revenue.Speakers and RolesMatt Sciannella – Host and practitioner running paid media for multiple B2B clients; shares real client use cases, lift results, and practical frameworks for measurement and experimentation.Keith Putnam-Delaney – CEO of Primer; former Dropbox growth leader; expert in B2B expansion into B2C channels, audience targeting, mobile–desktop measurement problems, match rates, and lift testing.Authority: Both speakers bring hands-on experience running B2B paid programs at scale and deep insight into attribution limits, ABM constraints, and cross-channel growth strategies.Topics CoveredRising costs and saturation in traditional B2B channels (LinkedIn, Google).Why B2B brands must expand into B2C channels like Meta, YouTube, Reddit, TikTok.Mobile vs. desktop measurement gaps and cross-device limitations.Signal loss, attribution decay, and the need for server-side events.How to validate true impact using lift tests and incrementality.CPM efficiency comparisons across channels.ABM unbundling and alternatives to large, monolithic ABM platforms.Using holdout groups, geographic lift, and omnichannel testing strategies.Real client examples showing lift in inbound, share of search, and revenue.How audience targeting tools unlock TAM expansion outside LinkedIn.Questions This Video Helps AnswerHow do B2B marketers prove real ad impact without relying on last-touch attribution?How can brands expand beyond LinkedIn and still target ICP buyers effectively?What causes demand generation inefficiency and how do you fix it?How do mobile–desktop and cross-device gaps distort performance data?What is the right way to design lift tests or incrementality experiments?How can small TAM companies still scale using B2C channels?What alternative ABM workflows exist beyond large enterprise platforms?How should B2B teams interpret rising CPMs and shrinking reach?Jobs, Roles, and Responsibilities MentionedB2B growth marketingGrowth teamsSales operations managersRevenue operations rolesVPs of MarketingRegional sales directorsMedical device surgeons (ICP example)Marketing, sales, financeInfosec teamsPLG teamsField marketingOutbound sales teamsKey TakeawaysAttribution alone cannot prove channel value; lift tests reveal true incrementality.B2B audiences exist far beyond LinkedIn, and CPM efficiency is often dramatically higher on Meta, Reddit, and YouTube.Mobile-heavy consumption breaks MTA models; server-side signals and conversion APIs are now essential.ABM can be unbundled using smaller, more flexible tools and alternative data sources.Expanding TAM and using audience targeting unlocks more reach and stronger pipeline outcomes.Share of search is a powerful leading indicator for demand creation impact.Omnichannel experimentation paired with structured test design improves confidence with finance and executive teams.Frameworks and Concepts MentionedIncrementality testingHoldout groupsChannel-based lift testsGeographic lift testsAccount list split testingLeading vs. lagging indicatorsShare of search analysisServer-side conversion APIs (CAPI)Cross-device measurementAudience match ratesABM unbundlingCPM efficiency analysis

Limelight is building the infrastructure layer for B2B creator marketing, processing payments and managing campaigns for companies spending six figures monthly on creator partnerships. With $2.1 million in funding from Signal to Noise Ratio, Ascend Ventures, Savion Ventures, and strategic angels including the head of AI at Amazon and the former Chief Product Officer at Lyft, Limelight powers creator programs for Clay, Webflow, ZoomInfo, and Bill.com. In this episode of BUILDERS, we sat down with David Walsh, Founder and CEO of Limelight, to learn how he validated the market by interviewing 100+ creators, why he deliberately chose not to build an agency despite customer demand, and how his platform tracks engagement data at scale to prove ROI for performance-focused buyers. Topics Discussed: The pivot from referral software to B2B creator infrastructure after 100+ creator interviews How creator attitudes shifted from refusing brand partnerships to actively monetizing Clay's playbook: building custom Clay tables for creators before asking them to post Why Limelight chose to power agencies rather than compete with them The data infrastructure required to justify $100K+ monthly creator budgets Tracking organic engagement, converting content to paid ads, and attributing pipeline The split between brand/social buyers and performance/demand gen buyers Launching social listening to challenge legacy social media management platforms GTM Lessons For B2B Founders: Validate with 100+ user interviews before pivoting: David didn't just chat with a handful of potential users—he conducted and recorded over 100 interviews with B2B creators, asking detailed questions about monetization interest, partnership preferences, and content strategies. He then repeated this process with marketing leaders. This level of research rigor before committing to a pivot is rare but critical when entering emerging categories. The depth of qualitative research gave him conviction to make a contrarian bet when most creators were still refusing brand partnerships. Build where network effects are structural, not hoped for: David specifically chose a creator marketplace after a previous marketplace failure because the unit economics included built-in virality. When Limelight pays a creator $10,000, that creator has tens of thousands of followers who see the transaction result (the sponsored content). Every payment notification becomes inbound interest. He understood that in consumer marketplaces you compete on supply quality, but in creator marketplaces the supply actively markets your platform. Founders should identify whether their marketplace has structural network effects in the transaction itself, not just theoretical ones. Target micro-creators with niche audiences over vanity metrics: The counterintuitive insight: creators with 10,000-25,000 followers often outperform those with 100,000+ in B2B because deal sizes are $25K-$50K, not $100 sunglasses. Smaller creators have higher engagement rates, unsaturated audiences, authentic expertise in specific domains, and haven't been "bought and sold for" yet. When brands face the choice between a 100K-follower creator at $2,000 per post with 200 likes versus a 25K-follower creator at $1,000 per post with 300 likes, they irrationally choose the larger following. Founders should educate buyers that in B2B, targeted influence within specific buyer committees matters more than reach. Build data infrastructure to win performance buyers, not just brand buyers: Limelight tracks every piece of content in real-time (not waiting weeks for creator screenshots), monitors all engagement and segments it by ICP fit, provides self-reported attribution from demo forms, tracks website traffic spikes correlated to posting schedules, and generates qualified lead lists from content engagement. This comprehensive data layer is what allows demand gen leaders to reallocate spend from paid channels. The market is splitting 50/50 between brand/social buyers and performance/demand gen buyers—the latter has larger budgets and treats creator spend like paid media that requires attribution. Founders entering new marketing channels should build attribution infrastructure from day one, not as an afterthought. Deliberately choose infrastructure over services even when customers ask for help: Despite customers like Webflow, ZoomInfo, and Bill.com spending $100K+ monthly and requesting more hands-on support, David chose to build product and enable agencies rather than hire account managers and become a service business. His reasoning: people have tried to replace agencies in recruiting for decades and failed because buyers want the human in the middle. The bigger opportunity is being the infrastructure that powers all agencies, not competing with them. This fork-in-the-road decision—hire CSMs and influencer marketing managers versus build more product—defines whether you're building a scalable platform or a services business disguised as SaaS. Use your first customer to custom-build product, then scale it: Clay became Limelight's first customer when the platform was early. David essentially custom-built features for Clay's creator program, learning their workflow for building Clay tables for creators, their onboarding process, and their approach to creative freedom. This deep partnership gave Limelight the product foundation to scale from managing 20 creators to 200+ for Clay within nine months, then apply those learnings to other customers. Rather than building in a vacuum, founders should find a sophisticated first customer willing to co-develop the product, even if it means initially building something custom. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co // Don't Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role. Subscribe here:  https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM

🧭 REBEL Rundown 📝Introduction Welcome to this special edition of the REBEL Cast, where we unravel key highlights and educational insights from the IncrEMentuM Conference in Spain. This event is a cornerstone for advancing emergency medicine education, drawing esteemed speakers and participants from around the globe. As emergency medicine gains traction in Spain, this conference has become an essential platform for knowledge exchange and professional growth. Today, host Dr. Mark Ramzy shines a spotlight on three distinguished speakers: Dr. Jess Mason, Dr. Tarlan Hedayati, and Dr. Simon Carley, who shared their expertise and experiences at this transformative gathering last spring. Click here for Direct Download of the Podcast. 🤔What's IncrEMentuM? A new conference and a pivotal gathering for emergency medicine professionals worldwide, has become an essential platform for education, collaboration, and advocacy, especially in light of emergency medicine’s recent recognition as a specialty in Spain. The conference is praised for its outstanding production quality, engaging speakers, and its capacity to foster a global community of emergency care professionals. 🦪Pearls from Their IncrEMentuM 2025 Lectures Think about alternative diagnoses that could be driving the patient’s atrial fibrillationMaybe the atrial fibrillation is an adaptive response and slowing them down (whether chemically or electrically) may cause more harm than goodGet in the mental space before having to perform a High Acuity Low Occurrence (HALO) procedure and walk through each of the parts step by stepEMRAP has uploaded the video of the Resuscitative Hysterotomy here (Subscription required to watch)Like many things in critical care, a patient with a severe head injury requires you to do many little things very well (ie. reducing ICP increases by taking off the C-collar if able, positioning the patient appropriately, knowing when to use certain medications) See you in Spain! The upcoming conference aims to gather world-class educators once more and promises an enriching experience for all attendees. Drs. Tarlan Hedayati, Jess Mason and Simon Carley, along with many others, will be there at the event. For more information on the IncrEMentuM Conference and to register, visit their website! See you there! Tarlan Hedayati, MD Vice Chair of Education and Associate Program Director Cook County, Chicago, IL Jess Mason, MD Associate Professor of Emergency Medicine Vanderbilt University, Nashville, TN Simon Carley, MD, PhD Professor of Emergency and Dean of the Royal College of Emergency Medicine Manchester, England 🔎 Your Deep-Dive Starts Here REBEL CAST – IncrEMentuM26 Speaker Spotlight : Drs. Tarlan Hedayati, Jess Mason and Simon Carley Host Dr. Mark Ramzy shines a spotlight on three distinguished ... Resuscitation Read More REBEL CAST – IncrEMentuM26 Speaker Spotlight : George Willis and Mark Ramzy 🧭 REBEL Rundown 📝Introduction In this exciting episode of REBEL ... Endocrine, Metabolic, Fluid, and Electrolytes Read More Incrementum Conference 2026: Revolutionizing Emergency Medicine in Spain In this special episode of Rebel Cast, we spotlight the ... Read More REBEL Core Cast 110.0 – On Shift Learning Pearls Take Home Points: Patients with recent onset atrial fibrillation can ... Read More The post REBEL CAST – IncrEMentuM26 Speaker Spotlight : Drs. Tarlan Hedayati, Jess Mason and Simon Carley appeared first on REBEL EM - Emergency Medicine Blog.

In this episode, Tammy and Tania unpack one of the most common questions parents ask: “How old is old enough to stay home alone?”Together, they explore the developmental skills kids need before taking this step—things like emotional regulation, problem-solving, impulse control, and knowing what to do in an emergency. They also talk about age guidelines, legal considerations, red flags that a child may not be ready, and the small practice steps families can take to build confidence along the way.Tammy and Tania share practical scripts, real-life examples, and gentle reassurance to help parents make this decision with clarity rather than fear. Whether your child is asking for more independence or you're wondering if it's time, this episode will help you navigate the transition safely and thoughtfully.Wanting more from ICP? Get 50 % off our annual membership with the coupon code: PODCAST5090+ courses on parenting and children's mental healthPrivate community where you can feel supportedWorkbooks, parenting scripts, and printablesMember-only Webinars Course Certificates for Continuing EducationAccess to our Certification ProgramLive Q & A Sessions for Parents & ProfesssionalsBi-Annual Parenting & Mental Health ConferencesDownloadable Social Media CollectionRobust Resource LibraryClick here for more Hosted on Acast. See acast.com/privacy for more information.

In this HANDS-ON episode of GTM Live, we're ditching theory and building a real go-to-market strategy live—using AI, public data, and a completely different approach to finding and messaging prospects.Join host Amber Williams and special guest Jordan Crawford, the "OG GTM Engineer" and early advisor to Clay, for a masterclass in pain-qualified segmentation. Watch as Jordan demonstrates how to use ChatGPT to identify prospects who actually need your solution and craft messages that deliver independent value before you ever ask for a meeting.What You'll Learn:Why traditional ICP scoring is "mental masturbation for executives" and what to do insteadHow to work backwards from customer pain using public data and AIThe game-changing concept of "the list is the message"How to identify demonstrable value props that competitors can't replicateWhy vertical SaaS has a hidden advantage (and what horizontal SaaS can learn)PLUS: Real-time walkthrough: Finding pain-qualified prospects for a clean energy platform using only ChatGPT and public dataAI has transformed tools from "access" to "power tools" overnight. Leaders can no longer delegate strategy to RevOps and hope for the best. You need to get your hands dirty with the data to understand what's actually possible.

A New Friend: Huge news for the Jimandthemalos, Violent J was nice enough to give a very special message to all the Filth Pigs out there and let them know to get ready for the Tots TURNT Toy Drive. THE DUKE! Also Jim and Them promo on Juggalo Championship Wrestling! Feldmas & Goonies Lego: Feldmas came early with a hot new Christmas song that goes by the name of "Vampires Ballad". Also a huge Goonies Lego set has been released and they don't get Corey to market it!? Live Instagram: We look back on the halcyon days of September 2025 when Corey Feldman did an IG live listen of his 22 For 4 Beatles inspired EP. COREY FELDMAN!, SHOW STOPPER!, LET'S JUST TALK!, DON CHEADLE!, BOOGIE NIGHTS!, JIM AND THEM IS POP CULTURE!, POST COREYWEEN FUGUE STATE!, FELDMAS!, FELDSGIVING!, REAL ONES!, COREYWEEN HANG!, PO BOX!, STICKERS!, COREYWEEN 2.2 BOX SET!, CANDY!, COASTERS!, SUNGLASSES!, JARED LETO JOKER GIRLFRIEND!, HORROR!, TOTS TURNT!, SNEAK PEEK!, TOY SHOPPING SPREE!, FIRE DEPARTMENT!, VIOLENT J THE DUKE!, ICP!, INSANE CLOWN POSSE!, NOT A CAMEO!, JESSE VENTURA!, ALIVE?!, DEAD?!, WRESTLER!, TOO FAR!, JURASSIC PARK!, CHRISTMAS MUSIC!, VAMPIRES BALLAD!, ADRIEN SKYE!, JOLLY!, FESTIVE!, PUPPETS!, MARIAH CAREY!, JEFF!, HOME SCHOOLED!, COKE HOURS!, CHORDS!, AEAEAEA!, RETRO ROCK!, I'M A MESS!, LOVE!, MEDLEY!, EMBARRASSED!, PISSING!, BUDDHA!, BUDAPISS!, KARAOKE!, DRUMS!, AIR DRUMS!, PISS PROTESTORS!, PHYSICAL COPIES!, SALES!, EP RELEASES!, DANCING WITH THE STARS!, NEW SONG!, PACT!  You can find the videos from this episode at our Discord RIGHT HERE!

(00:00) Freddy T got that WHOOP WHOOP — as in the fitness tracker... not anything to do with ICP.WHAT HAPPENED LAST NIGHT: (19:01) David Pastrnak scored twice, reaching 401 career goals, as the Bruins beat the Maple Leafs 5-3 Thursday night at TD Garden.(36:02) Please note: Timecodes may shift by a few minutes due to inserted ads. Because of copyright restrictions, portions—or entire segments—may not be included in the podcast.CONNECT WITH TOUCHER & HARDY: linktr.ee/ToucherandHardyFor the latest updates, visit the show page on 985thesportshub.com. Follow 98.5 The Sports Hub on Twitter, Facebook and Instagram. Watch the show every morning on YouTube, and subscribe to stay up-to-date with all the best moments from Boston's home for sports!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.