Investor and AI power user Tomasz Tunguz joins the show to break down his bold predictions for 2025. From startups with 30 employees hitting $100M ARR to the explosive productivity gains driven by AI, Tomasz explains how automation is reshaping the tech landscape. Tomasz, Sam, AJ, and Asad dive into his personal AI-driven workflows, the future of SaaS, why big enterprises might benefit from AI before startups disrupt them, and more. Topline by Pavilion is also proud to debut The Revenue Leadersh...
Jan 12, 2025•1 hr 9 min•Season 1Ep. 149
Topline is excited to introduce our newest segment – Topline Spotlight. In this series, our hosts sit down with top B2B tech leaders to explore the biggest challenges they've faced and how they conquered them. For the debut episode, Sam and Asad interview AJ Bruno, CEO of QuotaPath and co-host of Topline, to reflect on his experience navigating significant headcount cuts nearly two years ago. AJ opens up about the emotional and strategic challenges of reducing his workforce by 30%, the effect on...
Jan 09, 2025•16 min•Season 1Ep. 148
In our first episode of 2025, Sam, AJ, and Asad continue the conversation on how AI is reshaping innovation and product development. They explore how the real game-changer isn't just about coding anymore—it's about sparking original ideas and unleashing creativity in this tech-driven era. Asad brings an interesting perspective on management, suggesting that trimming down on traditional managers might just be the secret sauce for boosting efficiency. The trio also gets personal, sharing their own...
Jan 05, 2025•1 hr 13 min•Season 1Ep. 147
In this episode of the Topline, hosts Sam, AJ, and Asad look back at the defining moments of 2024, sharing personal reflections and key lessons on growth. They dive into the transformative role AI is playing across industries, from its impact on SaaS applications to the enduring value of human expertise in an automated world. Looking ahead to 2025, Asad makes a bold prediction about HubSpot's trajectory, while the group tackles some of the biggest challenges companies face today, like distributi...
Dec 22, 2024•1 hr 13 min•Season 1Ep. 146
In this episode of the Topline podcast, hosts Sam, AJ, and Asad sits down with Janet Gehrmann, co-founder of Scoop Analytics, to dive into the ever-evolving world of tech startups. Janet shares the story behind Scoop Analytics and its mission to make data access and presentation effortless for business users. Together, they discuss the challenges of pivoting in response to market changes, finding the right balance between a founder's conviction and the need to stay flexible, and the exciting rev...
Dec 15, 2024•1 hr 9 min•Season 1Ep. 145
Roxanne Bras Petraeus, CEO of Ethena, joins Sam, AJ, and Asad on Topline this week. Roxanne peels back the curtain on Ethena's early success in securing major clients like Figma and Netflix, highlighting the company's strategic approach to client acquisition and effective use of press coverage. The conversation also explores the evolving employer-employee relationship, focusing on Diversity, Equity, and Inclusion (DEI) initiatives and the importance of fair, systematic processes to address uncon...
Dec 08, 2024•1 hr 7 min•Season 1Ep. 144
This week on Topline, Sam, AJ, and Asad sit down with Nick Mehta, CEO of Gainsight, to discuss the evolution of customer success (CS) and its growing impact on business strategy. Nick explains why sustained investment in CS is crucial, how customer success managers can thrive by combining technical and commercial skills, and the role AI plays in transforming customer interactions. The episode also delves into how pricing models shape CS strategy and what the future holds for AI-driven customer e...
Dec 01, 2024•1 hr 2 min•Season 1Ep. 143
In Episode 85 of Topline, Sam Jacobs and Asad Zaman welcome Peter Walker, Head of Insights at Carta, for a deep dive into the shifting landscape of venture capital and market trends. The discussion spans the resurgence of IPOs, the state of M&A activity, and how startups are adapting in a post-2021 economy. They explore the role of AI in reshaping growth strategies, the rising importance of capital efficiency, and the nuanced dynamics of late-stage funding. Topline by Pavilion is also proud ...
Nov 24, 2024•1 hr 1 min•Season 1Ep. 142
In this Sunday's episode, Sam, AJ, and Asad explore today's market dynamics looking at recent economic shifts, from Federal Reserve rate cuts to the crypto surge, and the challenges of business predictability. They also explore how sales compensation is evolving, especially with the rise of usage-based pricing models. Topline by Pavilion is also proud to debut The Revenue Leadership Podcast with Kyle Norton. Listen now. Attention CEOs and Founders! Join Pavilion at the CEO Summit on January 23rd...
Nov 17, 2024•1 hr 1 min•Season 1Ep. 141
In this week's episode, hosts Sam, AJ, and Asad dissect the election results and what it means for business leaders and workplaces. They tackle the tricky balance of handling political conversations in the office, highlighting the importance of keeping organizational goals in sight while respecting diverse employee viewpoints. They also look at how media is changing, pointing out the growing appeal of long-form content and authenticity in both politics and business. Topline by Pavilion is also p...
Nov 10, 2024•59 min•Season 1Ep. 140
We welcome back David Obrand, CEO of Salesloft, for a lively discussion on navigating the shifting world of enterprise sales. David dives into his company's strategic move toward enterprise growth, highlighting why focusing on profitability and staying adaptable is crucial in today's unpredictable economy. They also explore how AI is shaping sales, the hurdles of staying competitive, and how go-to-market strategies are evolving to meet the moment. Topline by Pavilion is also proud to debut The R...
Nov 03, 2024•1 hr 14 min•Season 1Ep. 139
In this episode of the Revenue Leadership Podcast, host Kyle dives into the complexities of hiring top-tier sales talent with Asad Zaman, CEO of Sales Talent Agency and co-host of Topline. Together, they explore the unique challenges of recruiting in the tech industry, where demand for skilled salespeople often outpaces supply. Asad shares why a structured hiring process is crucial—from a well-thought-out launch phase to a detailed scorecard for assessing candidates. The conversation also covers...
Oct 30, 2024•1 hr 2 min•Season 1Ep. 138
In this episode of the Topline podcast, hosts Sam, AJ, and Asad sit down with Alon Alroy, Co-Founder and CMO of Bizzabo, to explore the ever-changing world of event technology. Alon opens up about Bizzabo's journey, from navigating the challenges of COVID-19 and the boom in virtual events to the exciting return of in-person experiences. They also dive into how AI is shaping personalized event experiences and the growing importance of standing out in an increasingly competitive market. Topline by...
Oct 27, 2024•1 hr 12 min•Season 1Ep. 137
In this episode of The Revenue Leadership Podcast, Mark Niemek, Chief Revenue Officer at Salesloft, opens up about his journey from Salesforce to Salesloft. He talks about the company's shift from being product-driven to a platform-focused organization and shares his thoughts on the critical role of operational discipline, transforming talent, and preserving company culture during times of change. Mark also highlights the power of a unified sales strategy, stressing how a consistent framework ca...
Oct 23, 2024•57 min•Season 1Ep. 136
In episode 80 of Topline, host Sam, AJ, and Asad sit down with David Spitz, a former investment banker turned entrepreneur, to tackle the topic of GTM efficiency. Together, they dive into the growing challenges SaaS companies face as GTM efficiency metrics continue to decline. David introduces a new metric that compares sales and marketing spend to net changes in ARR, highlighting a troubling trend of inefficiency across public SaaS companies. They unpack the implications of this shift, examine ...
Oct 21, 2024•1 hr 7 min•Season 1Ep. 135
If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday. Want more content from the Topline media family? Listen to Topline Podcast with Sam Jacobs, AJ Bruno, and Asad Zaman. Join the Topline Slack channel to engage with hosts, guests, and other listeners. Subscribe to Topline Newsletter written by Asad Zaman....
Oct 16, 2024•59 min•Season 1Ep. 134
In episode 79 of Topline, Sam and Asad sit down with Benedict Evans to discuss the rapid evolution of AI. Together, they explore AI's growing impact on businesses and the economy, with Benedict offering expert insights on the scalability of AI models and the challenges companies face in staying competitive. The conversation also delves into AI's implications for the job market and its role in shaping the future of enterprise software. Topline by Pavilion is also proud to debut The Revenue Leader...
Oct 13, 2024•1 hr 2 min•Season 1Ep. 133
On this episode of the Revenue Leadership podcast, host Kyle Norton chats with Dini Mehta, former CRO of Lattice, to uncover the art of scaling through a multi-product strategy. Dini shares her journey of transforming Lattice from a single-product company into a thriving multi-product powerhouse. Together, they explore the nuances of launching new products, structuring teams for success, and driving engagement with thoughtful incentives and enablement. This episode is packed with insights for re...
Oct 09, 2024•1 hr 17 min•Season 1Ep. 132
In this episode of Topline, Sam and Asad welcome Kyle Norton, CRO of Owner.com and new host of the Revenue Leadership Podcast. The discussion kicks off with insights from a recent episode featuring Jason Lemkin, where they explore the dynamics between boards and CROs, emphasizing the importance of trust and the challenges of fear in leadership roles. The conversation also delves into the evolving role of RevOps as a critical support function, highlighting its impact on organizational efficiency ...
Oct 06, 2024•1 hr 11 min•Season 1Ep. 131
Pavilion is thrilled to introduce The Revenue Leadership Podcast with Kyle Norton, now part of the Topline media network. In the second episode, Kyle sits down with Kevin "KD" Dorsey, CRO of finally. KD opens his mind to us, sharing insights from his extensive experience building successful startup sales teams. He highlights the critical role of developing comprehensive playbooks, focusing on five key pillars: people, prospects, problem, process, and product. Kevin also offers practical advice f...
Oct 02, 2024•1 hr 9 min•Season 1Ep. 130
In episode 77, our hosts dive deep into the biggest go-to-market trends emerging from two major tech conferences, INBOUND and Dreamforce. They explore how Salesforce and HubSpot are pushing the boundaries with AI, especially around AI agents, and what this means for B2B SaaS sales and customer experience. They also debate about whether the go-to-market approach is fundamentally broken or simply challenging, emphasizing the importance of product quality and adaptability in a rapidly changing mark...
Sep 29, 2024•1 hr 6 min•Season 1Ep. 129
Pavilion is thrilled to introduce The Revenue Leadership Podcast with Kyle Norton, now part of the Topline media network. In the debut episode, Kyle sits down with Jason Lemkin, Founder & CEO of SaaStr and VC. Jason and Kyle delve into the complexities of board dynamics and offer advice on how revenue leaders can build trust with their board, take direct feedback in stride, and embrace bad news. The duo also discusses the complex relationship between CEOs and revenue leaders, highlighting th...
Sep 25, 2024•1 hr 10 min•Season 1Ep. 128
In this episode of Topline, Sam, AJ, and Asad delve into the concept of GTM Efficiency , a metric introduced by David Spitz that measures the cost of generating NRR. They discuss the implications of this metric for tech companies, including its potential as a leading indicator of future performance. The discussion also touches on whether there's a need for a "Chief Go-To-Market Officer, " debating if another executive role dedicated to GTM strategy is necessary. Want more Topline? Join the Topli...
Sep 22, 2024•1 hr 9 min•Season 1Ep. 127
In today's mini-episode, Sam, AJ, and Asad discuss their thoughts on planning for 2025 and setting growth targets. They dive into the macroeconomic outlook for 2025 and the importance of being on the front foot with growth. Crossbeam x Pavilion: The Future of Revenue (Part II). Contribute to the research . Secure your ticket to GTM2024 in Austin, TX (October 14 - 16), and don't forget to use the code TOPLINE for 15% of your ticket. Enjoy the mini-episode? Join the Topline Slack channel to engage...
Sep 19, 2024•16 min•Season 1Ep. 126
In this Sunday's episode, our hosts discuss the two ways to win in a competitive market: product velocity and go-to-market excellence. They break down the challenges and trade-offs of each approach, highlighting the importance of building a sustainable competitive edge. The conversation also explores how RevOps plays a pivotal role in crafting effective go-to-market strategies and the power of leveraging social media to fuel business growth. Want more Topline? Join the Topline Slack channel to e...
Sep 15, 2024•1 hr 7 min•Season 1Ep. 125
In this week's mini-episode, the group answers a question brought to AJ around a board member that isn't as engaged as they should be and is continually asking questions that pull focus. The trio shares their advice on how to navigate this situation, emphasizing the importance of prioritizing and providing context. Crossbeam x Pavilion: The Future of Revenue (Part II). Contribute to the research . Secure your ticket to GTM2024 in Austin, TX (October 14 - 16), and don't forget to use the code TOP...
Sep 12, 2024•10 min•Season 1Ep. 124
Mark Kosoglow joins Topline this week to introduce us to Operator AI ahead of it's official announcement. Operator AI is a solution to improve sales efficiency by providing high-quality, unique data for free and leveraging AI to generate actionable insights ( get early access ). Marks shares insights on the current state of outbound sales and the challenges posed by over-automation, how Operator AI differs from Clay, and his "beef" with Adam Robinson. The episode also touches on Paul Graham's "F...
Sep 08, 2024•1 hr 21 min•Season 1Ep. 123
Join hosts AJ Bruno, Asif Zaman, and Sam Jacobs on Topline Hotline, where they tackle questions from the go-to-market community. In this episode, the team debates the effectiveness of using gifting platforms to boost top-of-the-funnel meeting show rates and win rates. Secure your ticket to GTM2024 in Austin, TX (October 14 - 16), and don't forget to use the code TOPLINE for 15% of your ticket. Enjoy the mini-episode? Join the Topline Slack channel to engage with hosts, guests, and other listener...
Sep 05, 2024•11 min•Season 1Ep. 122
In this episode of Topline, hosts Sam, AJ, and Asad dive into the intricacies of growth versus free cash flow margin, especially the evolving premium on growth, the concept of profitable, efficient growth, and the importance of understanding unit economics. The conversation also touches on Q3 market updates from PitchBook and the challenges of transitioning leadership in high-profile companies, using Snowflake as a case study. Want more Topline? Join the Topline Slack channel to engage with host...
Sep 01, 2024•1 hr 14 min•Season 1Ep. 121
This week, Sam, AJ, and Asad dive into a question from Pavilion's Slack community: When planning for the fiscal year ahead at the CRO level, should you proactively create a comprehensive plan or deck outlining key actions and deliverables? Tune in as our Topline hosts discuss different approaches to planning and explore best practices. Make sure to secure your ticket to GTM2024 in Austin, TX (October 14 - 16) and use the code TOPLINE for 15% off your ticket. Enjoy the mini-episode? Join the Topl...
Aug 29, 2024•11 min•Season 1Ep. 120
