Guy Rubin is the Founder + CEO of Ebsta , a revenue intelligence platform that guides sales teams to more effective sales processes, pipeline reviews and forecast calls with Revenue Insights. Episode Topics: Overview of Ebsta’s 2025 GTM Benchmarks Report . Produced in partnership with Pavilion, the report covers $48 billion of pipeline across 655,000 opportunities, analysis of 240,000 minutes of seller discovery calls, and a survey of 2,000+ CROs + Sales Leaders. Guy’s perspective on the 11x vel...
Apr 01, 2025•46 min•Ep. 19
Our Guest: Ben Pippenger is the Co-Founder and Chief Strategy Officer of Zylo , a SaaS management platform that helps businesses gain full visibility into their software usage, optimize licensing, and streamline renewals. Episode Topics: Overview of Zylo’s SaaS Management Index annual report, which covers $40 billion of SaaS spend The AI adoption surge in software spend - 75 percent increase in spending. The Rising of SaaS Costs - increased by 9.3 percent year over year. The shift from tradition...
Feb 04, 2025•47 min•Ep. 18
Our Guest: Sally Duby is the Chief Sales Officer at The Bridge Group Inc. , a sales strategy consulting firm for B2B companies looking for more from sales development, sales, and customer success. Episode Topics: Marketing contribution to the pipeline rose from 33% in 2022 to 40% in 2024. Characterization of the account manager and customer success manager. Who is responsible for renewal, upsell, and cross-sell? Average years of experience required at hire by Annual Contract Value (ACV). The inc...
Apr 30, 2024•1 hr 17 min•Ep. 17
Our Guest: Guy Rubin is the Founder and CEO of Ebsta , a Revenue Intelligence Platform that provides insights into what drives over 500 B2B companies' success. Episode Topics: What is Ebsta’s 2024 B2B Sales Benchmark report? Reliance on top sales representatives - 17% of reps generate 81% of revenue. Difference in deal progression between average and top performers - average performers tend to lose deals during negotiation, whereas top performers experience more losses during the qualification a...
Mar 26, 2024•33 min•Ep. 16
Our Guest: Matt Slotnick is the Co-Founder and CEO of Poggio Labs , an AI Sales Workspace purpose-built for Account Executives. Poggio is backed by Accel and Spark Capital. Episode Topics: Understanding end-user workflows in GenAI applications. How understanding customer workflows influences team construction? How Poggio Labs handles the new challenge of managing user expectations for AI. Insights and lessons from early adopters of Poggio Labs software. Potential competitive tensions arising fro...
Mar 19, 2024•55 min•Ep. 15
Our Guest: Scott Brinker , VP of Platform Ecosystem at HubSpot , shapes Hubspot's platform strategy and leads business programs for its global technology partner ecosystem. He is also an editor at chiefmartec.com , with over 50,000 readers, analyzing topics at the intersection of marketing, technology, and management. Episode Topics: How much does Scott Brinker see AI impacting marketing headcount? Scott on the need to adapt and rethink categorizations in light of the evolving MarTech landscape....
Jan 17, 2024•35 min•Ep. 14
Our Guest: Scott Leese is a six-time Sales Leader and a two-time best-selling Amazon author in the category of sales. He maintains active communities like GTM United and is also focusing on helping companies build revenue-driving motions across the organization. Episode Topics: Scott's view on shifting away from traditional VP career paths and expectations. What are the qualities to look for in someone who is a first-time VP of Sales? Scott’s advice for someone who is considering transitioning i...
Oct 18, 2023•39 min•Ep. 13
Our Guest: Ashley Acosta , Founder and CEO of Maca . Previously, Ashley was the VP of Revenue at Pipe, on the founding team at Brex, and a Mentor at First Round Capital. Now, she's pioneering the first operating system for value-based pricing through Maca, empowering growing companies to achieve greater revenue efficiency through AI-driven data insights. Episode Topics: How much potential revenue are companies losing by not optimizing their pricing strategies? Maca’s methods of sourcing data + u...
Oct 11, 2023•38 min•Ep. 12
Our Guest: Eldar Tuvey , CEO and Founder of Vertice , an automated SaaS purchasing platform that simplifies buying, renewals, and management of software applications, helping businesses streamline their procurement and save on SaaS spend. They recently launched a Cloud Cost Optimization platform , a new product built for finance leaders to optimize their AWS spend. Episode Topics: Eldar’s earlier experiences as an operator buying + renewing software that led to the launch of Vertice. Profile of ...
Oct 04, 2023•48 min•Ep. 11
Our Guest: Andy Willson , Co-Founder and former CEO of Logikcull , a cloud-based eDiscovery solution trusted by hundreds of legal teams to automate discovery and legal holds for disputes, subpoenas, investigations, record requests, and more. After 19 years of building, Logikcull was acquired by Reveal in late August 2023. Episode Topics: How Andy is feeling post-exit. How Logikcull created an inbound GTM motion with product-led growth dynamics. Andy's insights into managing customer expectations...
Sep 20, 2023•47 min•Ep. 10
Our Guest: Ben Schaechter is the Co-founder & CEO of Vantage , a cloud cost optimization platform for AWS, Azure, GCP, Kubernetes, Datadog, Snowflake, Databricks, Fastly, and more. Episode Topics: The current maturity level of the Cloud Cost Optimization cycle. The dollar threshold of cloud spending at which organizations should consider pursuing cloud optimization services Understanding how Vantage facilitates the process of cloud optimization. Ben's view on the hyperscaler cloud service pr...
Aug 29, 2023•34 min•Ep. 9
Our Guest: Elena Hutchison , formerly an Executive Vice President and Chief Strategy Officer at Medallia , is now the Founder of Up/Right Analyst Relations . The firm offers coaching, consulting, and fractional analyst relations services, specifically designed to enhance companies' engagement with Gartner, Forrester, and other industry leaders. Episode Topics: Understanding the analyst relations function beyond quadrants + how analyst firms serve their own customers Elena’s insights on the accur...
Aug 17, 2023•37 min•Ep. 8
Our Guest: Claire Suellentrop recently published “ Forget The Funnel ”, a book outlining the Customer-Led Growth framework she and her partner Georgiana Laudi use in their consulting work with SaaS companies. Prior to founding Forget The Funnel, Claire was the Director of Marketing at Calendly. Episode Topics - “Forget The Funnel” Excerpts We Dive Into: “Many marketing teams operate in a haphazard way, endlessly experimenting until something sticks. This is no way to generate long-term growth. I...
Jun 28, 2023•33 min•Ep. 7
Our Guest: CJ Gustafson is the Chief Financial Officer of PartsTech , an automotive-focused vertical SaaS platform which recently raised a Series C led by OpenView Ventures. He is also the author of Mostly Metrics , a metrics-centric SaaS newsletter. Episode Topics: The dichotomy between investor metrics and operator metrics. Metrics that investors can overemphasize. What metrics CJ prioritizes when running a business? CJ's insights on raising a Series C in a challenging equity market in 2023. H...
Jun 07, 2023•28 min•Ep. 6
Our Guest: Nick Franklin is the Founder and CEO of ChartMogul , a subscription analytics SaaS suite with over 2,500 SaaS customers. ChartMogul recently launched a new CRM designed for B2B SaaS companies, which combines lead, trial, opportunity, and subscription data in a single platform. Episode Topics: The decision-making process for going multi-product and launching a CRM at ChartMogul Nick's insights on over-reliance on expansion - 30%+ from expansion in ChartMogul’s 2023 Retention Report - a...
May 23, 2023•28 min•Ep. 5
Our Guests: Pablo Dominguez and Matthew E. May of Insight Partners , a leading global asset management firm with over $90 billion in assets under management and an extensive portfolio of software investments. Their recent book, " What a Unicorn Knows ", draws on their extensive experience working with successful startups and provides a guide for achieving rapid but lasting growth. Episode Topics: Streamlining experimentation with existing processes. How shortening “quote to cash” is a common lea...
May 02, 2023•13 min•Ep. 4
Our Guest: Ryan Walsh is the Founder and CEO of RepVue . Sometimes called “a Glassdoor for sales,” RepVue is the largest platform for crowdsourced ratings (140,000 and growing) of sales organizations globally. Episode Topics: The concept of RepVue and how it aims to solve the problem of information asymmetry in the sales rep hiring process. Ryan’s views on market conditions, including declining quota attainment and inbound lead flow. Why is quota attainment - currently in the 40% range across so...
Apr 25, 2023•35 min•Ep. 3
Our Guest: Cory Wheeler , Co-Founder + Chief Customer Officer of Zylo , a leading SaaS Management and Optimization platform with over $30 billion in SaaS spending under management. Zylo’s investor base includes Bessemer Venture Partners, GGV, and Menlo Ventures. Episode Topics: Zylo’s “2023 SaaS Management Index” report Cory’s view on a more challenging SaaS market environment - the 1st year with a decline in their platform-wide SaaS spend The drivers of SaaS spending declines, like reductions i...
Apr 20, 2023•38 min•Ep. 2
Our Guest: Scott Stouffer , Founder + CEO of ScaleMatters , a Go-To-Market (GTM) Optimization Software Platform. Episode Topics: What to do if you inherit bad RevOps data + systems His take on the SaaS industry's declining sales quota attainment levels The dangers of focusing too much on late-stage pipeline Areas of waste at the top-of-the-funnel The ROI of investing in RevOps to eliminate GTM waste How tech stacks are often the root cause of GTM waste Why everyone invests in RevOps too late Rei...
Apr 03, 2023•45 min•Ep. 1
