Scale with Strive Podcast – Details, episodes & analysis

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀

I am your host, Adam Richardson and on today’s episode, I am excited to welcome Dave Joshua, Founder at Scale Gen AI, a Consultancy which helps Generative AI startups and creators move beyond founder-led growth with lean, AI-powered Go-To-Market (GTM) strategies.

Dave has spent 20+ years leading GTM, marketing, sales, and revenue strategy for AI companies, including Stability AI and other generative AI pioneers. His expertise covers, amongst other things:

✅ AI-Native GTM – Integrating AI-driven sales, marketing, and customer success

✅ Enterprise Monetization – API, platform, and direct sales strategies

✅ D2C/B2C Growth – Scaling acquisition, prosumer/consumer segmentation, and retention

✅ Strategic Hiring – Building lean, high-impact GTM teams that leverage AI

✅ Exit Strategy – Positioning for IPO, acquisition, or sustainable growth

Today, we focus in on all things Gen AI and some of my key takeaways from our conversation were:
 
💡The growth of the Gen AI space in the last three years and where investment has concentrated. 
 
💡 GTM Strategies for Gen AI start-ups - including Proof of Concept, identifying ICP, product simplification and Customer Acquisition Costs.

💡 The future of the Gen AI space. 

 
Let’s Dive in!
 
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Watch the episode on YouTube 🎥 – https://youtu.be/lUpb-mpt-EU

Connect with Dave here - https://www.linkedin.com/in/davejoshua/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/

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Chapters

00:00     Introduction to Generative AI and Dave's Background

02:58      The Current State of Generative AI

06:03      Investment Trends and Market Dynamics in Gen.AI

09:12       The Role of Investors and the Impact of OpenAI

11:59        Challenges in Go-to-Market Strategies for Gen.AI

15:02       Navigating the Gen.AI Landscape: Opportunities and Risks

23:15        Navigating Market Pivots

26:49       Understanding Revenue Models and Growth Challenges

30:22       The Importance of Product Management

34:49       Identifying Ideal Customer Profiles

38:27        Pricing Strategies and Revenue Predictions

43:25       Future Trends in the Generative AI Market

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 

 I am your host, Adam Richardson and on today’s episode, I am excited to welcome Laura Garvey, who was most recently VP of Solutions Consulting at Sprinklr!

Beginning her role as an IC, she worked at Sprinklr for over 8 years, with some of her Key Achievements being:

• Scaling the EMEA solutions team while improving win rates.
• Leading organisational restructure driving 53% YoY growth in product revenue.
• Developing globally adopted sales methodologies and training programs

Some of my key takeaways from our conversation were: 
 
💡 The what, why and how of Forecasting - and its importance for identifying sales opportunities that might otherwise have been missed.
 
💡 How to use Solutions Consultants effectively as your 'ARR weapons' by linking their technical expertise to business outcomes effectively. 

💡 How to structure your SC team as the business grows to ensure optimal ratios - and how to onboard and train these team members efficiently and effectively. 

 
Let’s Dive in! 
 
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Connect with Laura here - https://www.linkedin.com/in/lauraannegarvey/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/

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4:20                 Transforming Solutions Teams into Revenue Engines

8:26                The Importance of Forecasting

21:42                Linking Technical Expertise to Business Outcomes 

33:51              Organizational Change and Growth

Welcome to the Scale with Strive Podcast, the place whereyou come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀

I am your host, Adam Richardson and today I’m really pleasedto welcome Andrew Ermogenous, who is Head of North America at Atlan, a Series B Data Catalogue company, which is backed by the likes of Sequoia Capital, Insight Partners and Salesforce Ventures (just to name a few!).

Today was a really invaluable conversation, with some of mykey takeaways were:

💡 Why Atlan are so well positioned for success in the Data Catalogue Market.

💡 The importance of documentation in a remote-first global organisation.

💡 How enablement is important for setting your team up for success.

Let’s Dive In!

Watch the episode on YouTube 🎥 – https://youtu.be/v0EzSUq3yVY

Connect with Andrew here - https://www.linkedin.com/in/aermogenous/

Connect with Adam here -https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here -https://scalewithstrive.com/solutions/

Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀

I am your host, Adam Richardson and today I’m really pleased to welcome Eva-Maria Elya, who is VP Channel and MSSP at Lookout, a Cyber Security company. 

Starting as only their third employee in EMEA, Eva has a lot of significant experience to share about building out a GTM Strategy and some of my key takeaways were:

💡How to build out a scalable channel led GTM strategy.

💡How to continually evolve your model to monopolise the market you operate in.

💡How to get your CV to the top of a HM’s pile in a tough hiring market.

Let’s Dive In!

Watch the episode on YouTube 🎥 –  https://youtu.be/-Mzjblc8WGA

Connect with Eva-Maria here - https://www.linkedin.com/in/eva-maria-elya-30632263/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/solutions/

Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the world's most influential leaders of the SaaS industry. 🚀

I am your host, Adam Richardson and on today’s podcast, I’m really pleased to introduce President and Advisor, Chris Finan.

Unlike most, Chris actually started his career as a Pilot and Intelligence Officer in the US Air Force! He has now spent over 10 years in the Cyber Security Industry, with two acquisitions under his belt - and he has also been involved in companies such as Shape Security and ActZero.

Today we focused our conversation around Chris’ philosophies on building a data driven sales process with some of my key takeaways being:

💡 How his career in the Air Force set him up for a successful SaaS career.

💡 The cultural transformation required to move to a data driven sales approach.

💡 How to adapt your approach in times of economic uncertainty.

 Let’s Dive In!

 Watch the episode on YouTube 🎥 –  https://youtu.be/QtsC437FRxo

Connect with Chris here - https://www.linkedin.com/in/cfinan/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/solutions/

Welcome to the Scale with Strive podcast - the place where you come to listen to some of the worlds most influential leaders of the SaaS industry. 🚀

I am your host, Adam Richardson and on today’s podcast, I’m excited to speak with Jannis Fett, Investment Manager at HV Capital.  

For those who don’t know, HV Capital is one of the oldest VC companies in Europe – with one of the biggest funds also. They are best known for investing in the likes of StoryBlok, Hadrian, and Sennder - to name but a few. 

Using Jannis’ 5 years' experience in the investment world, I pick his brains on: 

💡 The changes he has seen in the current market re funding.

💡 What sectors are still booming and attracting funding. 

💡 How you can scale through the key funding milestones. 

💡 How to best write a business plan and pitch for funding. 

If you are a Founder looking to better understand the investment world, this is a great listen for actionable advice and tips! 

Let's Dive In!

Watch the episode on YouTube 🎥

Connect with Jannis here

Connect with Adam here

Learn more about Strive here

Welcome to the Scale with Strive Podcast,  the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀

I am your host, Adam Richardson and today I’m really pleased to welcome John Weisensee, who shares his 20+ years’ experience of commercial Pre & Post Sales experience with us. 

An incredibly humble guy, John has had a hugely successful career having worked for household names, including IBM.

But today I wanted to focus in today on his journey with Collibra – whom he joined when they were at Series B and took them on a journey through many funding rounds and stages of growth. 

Some key takeaways for me were: 

💡 How he built and scaled a Pre-Sales function from the ground-up – taking the team from 4 to 75.  

💡 When he believes Pre-Sales should get involved in the sales process – and the value they bring to the customer 

💡 How to target set for a Pre-Sales function and where he thinks the sweet spot is in terms of base and OTE split.  

A really insightful conversation - we hope you enjoy it!

Let's Dive In!

Watch the episode on YouTube here

Connect with John here

Connect with Adam here

Learn more about Strive here

Welcome to the Scale with Strive Podcast,  the place where you come to listen to some of the worlds most influential leaders of the SaaS industry. 

I am your host, Adam Richardson  and on today’s episode, we are joined by Alexandre Pierrin-Neron, who is the RVP of  South EMEA for Lacework.  

With an impressive 30-year career, as you can imagine, we packed a lot in today’s podcast! 

With experience working for companies such as Cybereason, Splunk and Leapwork, he has supported some of the worlds leading vendors scale towards success, and has hired, developed and led some of the best sales reps in the software industry. 

In today’s episode, at Alex’s request, we focus on Emotional Intelligence and the importance of certain traits to look for when hiring for your GTM SaaS team. 

Some key things I think you will take from the episode today are: 

💡 Turning underperforming reps in to star players 

💡 The different types of Emotional Intelligence and how they present themselves in Sales Reps and Leaders 

💡 Alex’s thoughts around the importance of ‘Learn, Earn and have fun 

I personally really enjoyed recording this episode and sharing ideas with Alex – we hope you take a lot from it! 

Let's Dive In!

Connect with Alex here

Connect with Adam here

Learn more about Strive here

Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the worlds most influential leaders of the SaaS industry. 

I am your host, Adam Richardson  and on today’s podcast, I’m really pleased to introduce Ashraf Mohamed, VP of Europe for Obsidian Security.  

After completing a degree in aero-nautical engineering, Ash moved into the world of SaaS Sales and has had a hugely successful career spanning 18 years, working for companies such as Fuze, Confluent and Lacework.  

He has significant experience in building out GTM teams from scratch into global leaders following the MEDDIC playbook 

Some of the key takeaways from today:

💡 How he gets customer buy in by drawing on his technical ability 

💡 How he operates as a Sales Leader and his top tips for success 

💡 His experience of working for prolific sales leaders and being hired by the likes of John McMahon 

We hope you enjoy listening, as much as we enjoyed recording! 

Let's Dive In! 

Connect with Ashraf ⁠⁠here⁠⁠

Connect with Adam ⁠⁠here⁠⁠

Learn more about Strive ⁠⁠here⁠⁠

Welcome to the Scale with Strive Podcast,  the place where you come to listen to some of the worlds most influential leaders of the SaaS industry!I am your host, Adam Richardson and on today's episode, we are joined by Philippe Humeau, a trained engineer who ventured into the world of entrepreneurship from the young age of 23.  Having sold his previous company around 7 years ago, he then co-founded Crowdsec, a Series A Cyber Security company that leverages the power of community to drive value for its customers. He has worn many hats over his career, including CEO, CTO, CSO and CMO roles. It is clear that he is a true all-rounder and that really shows in our conversation today.  Philippe has a way of taking a complicated subject such as cyber security and making it sound simple – and we think you will love some of his analogies too! 

Some of my key takeaways that I think will resonate with you as listener were: 

💡 How he became to be an entrepreneur and some of his key lessons learnt.

💡 Lessons learned from global expansion

💡 His thoughts on Product Led Growth versus Sales Led Growth. 

💡 The when, how and who of C-Suite hiring.  

I really enjoyed this conversation and hope you do too! Let's Dive In!