Topline – Details, episodes & analysis

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Topline

Topline

Pavilion

Technology
Business
News

Frequency: 1 episode/46d. Total Eps: 175

Casted
The #1 podcast for founders, operators, and investors in B2B tech. Tune in every week to hear Sam Jacobs, AJ Bruno and Asad Zaman discuss and debate the trends, news, and developments impacting the B2B tech world. Enjoy the hot takes, strong opinions, and dry humor.
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Score global : 69%


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E104: Tariffs, Turbulence, and Tough Calls: Operating in an Era of Economic Whiplash

Episode 104

dimanche 13 avril 2025Duration 01:10:14

What should founders and operators prioritize when the market swings 6% in a day? In this episode, Sam, Asad and AJ break down the fallout from historic tariff whiplash, trillion-dollar market swings, and the signals that separate resilient companies from risky bets. They debate:

  • Defensive moves vs. offensive plays: When to cut costs, when to lean into growth, and why “profitable efficiency” is the new mantra.
  • Customer psychology in chaos: Why “delay” is the word of the year—and how to combat it.
  • The global ripple effect: How geopolitical instability impacts hiring, pricing, and even brand perception for U.S. companies abroad.
  • AI, offshoring, and variable costs: Tactics to future-proof your team and margins.


Plus, live data from Pavilion’s pulse survey reveals how 56% of companies are already adjusting 2025 forecasts—and why the CEOs argue volatility isn’t going away. Whether you’re debating layoffs, M&A, or just how to sleep at night, this episode is your survival guide."


Thanks for tuning in! Want more content from Pavilion? 


You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!


Subscribe to the Topline Newsletter to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday.


Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. Kyle dives deep into the strategies and tactics that drive success for revenue leaders like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks.


Key Moments:

[01:19] – Market Volatility & Whiplash

[07:07] – Defensive Strategies for Volatile Times

[31:36] – Customer Psychology: Fighting "Delay" Mindset

[47:01] – People Strategy: Building a Resilient Team

[57:52] – Offensive Plays: When to Attack

[01:05:41] – Wins & Fails

SPOTLIGHT: Optimizing Growth in B2B Tech with Mike Dzik

Episode 104

jeudi 10 avril 2025Duration 24:14

Most SaaS companies don’t fail because they grow too slowly—they fail because they grow too fast and ignore the warning signs.


In this episode of Topline Spotlight, the team engages with Michael Dzik, an operating partner at Radian Capital. Mike shares insights from his extensive experience in the B2B technology sector, discussing the challenges and strategies for companies at different stages of their growth. Key topics include identifying growth stall points, the importance of product flexibility, the role of customer discovery, and best practices in pricing and packaging. Mike emphasizes the need for continuous innovation and reveals how Radian Capital supports companies through various investment approaches. Additionally, Mike recommends notable books he is currently reading, such as 'Blood Meridian' and 'The Mosquito'.


Key Moments:

00:00 — Introduction to Top Line Podcast

00:45 — Spotlight on Michael Dzik

02:21 — Radian Capital's Investment Strategy

06:05 — Challenges and Solutions in Vertical SaaS

19:36 — Insights on Pricing and Packaging

21:59 — Book Recommendations and Closing Remarks


You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!


Subscribe to the Topline Newsletter to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday.


Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. Kyle dives deep into the strategies and tactics that drive success for revenue leaders like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks.


E98: Ryan Burke on Zilla Security’s $175M Aquisition and the Realities of M&A

Season 1 · Episode 163

dimanche 2 mars 2025Duration 01:09:42

In this episode of Topline, we sit down with Ryan Burke, VP of Sales at CyberArk (former VP of Sales at Zilla Security), to dive deep into the $175 million acquisition of Zilla. Ryan shares what it’s really like to navigate an exit in today’s market—from the unexpected nature of M&A deals to the grueling due diligence process and the tough decisions that founders and executives face. We also explore the evolving cybersecurity landscape, why big platforms are scooping up smaller companies earlier, and how AI is both a threat and an opportunity in the industry. Plus, we discuss the power of trusted networks in sales, whether the "Rolodex hire" is making a comeback, and how partnerships are shaping go-to-market strategies.

 

Thanks for tuning in! Want more content from Pavilion? 

 

New episodes of Topline drop every Sunday with new Topline Spotlight mini-episodes every Thursday. Subscribe to never miss an episode.

 

Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for GTM insights from Asad Zaman every Thursday.

 

Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. He dives deep into the strategies and tactics that drive success as a revenue leader, featuring real operators like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks.

 

Your’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

 

Key Chapters:

(00:00) - The Exciting Exit of Zilla Security

(07:40) - Navigating the Acquisition Process

(16:19) - The Impact of Market Conditions on Startups

(25:04) - Sales Team Dynamics During Transitions

(32:32) - Trends in Cybersecurity and AI's Role

(35:20) - Navigating Cybersecurity Challenges

(38:38) - Mergers and Acquisitions in Cybersecurity

(40:32) - The Impact of AI on Cybersecurity

(43:14) - The Role of Trusted Networks in Sales

(49:06) - Innovative Partnerships and Their Importance

(01:00:01) - Effective Communication in Professional Settings

 

E53: Understanding software engineering as a non-technical founder

Season 1 · Episode 53

dimanche 21 avril 2024Duration 58:33

In this week's episode, join Sam, AJ, and Asad as they delve into Gong's State of Revenue Leadership Report, explore the challenges startups encounter in a market that prefers comprehensive solutions, help non-technical founders understand the work of engineers, and more.

Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and read episode recaps.

E52: David Obrand of Salesloft on Successfully Navigating the Everchanging GTM Landscape

Season 1 · Episode 52

dimanche 14 avril 2024Duration 01:04:58

This episode officially marks one year of Topline! We are excited to kick off Season 2 with a very special guest: David Obrand, renowned SaaS leader and the current CEO of Salesloft.

In this episode, David breaks down Salesloft’s 3 pillars for successfully navigating the enterprise market. He also delves into the need for a revenue orchestration platform and recounts his transition to CEO at Salesloft following the founder's leadership, including more invaluable go-to-market and leadership insights.

Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners or read the episode recaps.

TOPLINE HOTLINE: Does gift giving build psychological captial?

Season 1 · Episode 52

jeudi 21 décembre 2023Duration 10:55

On this week’s Topline Hotline, a listener wonders if gift giving is still a thing. Does it build psychological capital? And does it differ between employees vs customers? Listen to hear what Sam, AJ, and Asad have to say.

 

E51: How Adam Robinson Bootstrapped Retention.com to $22M ARR

Season 1 · Episode 51

dimanche 7 avril 2024Duration 01:08:39

Adam Robinson is among the most renowned founders in SaaS today. He has amassed nearly 75,000 followers on LinkedIn through building Retention.com "in public" to $22M ARR over the last 4 years. He joins Topline to share his story as a bootstrapped entrepreneur and influencer, along with some tips on how other technology leaders can grow their LinkedIn presence.

Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and read episode recaps.

E50: Improving Your CAC-to-LTV Ratio with Help Scout CRO Andrea Kayal

Season 1 · Episode 50

dimanche 31 mars 2024Duration 59:58

Andrea Kaya from Help Scout joins Topline to discuss the shift from growth at any cost to profitable efficient growth (PEG) and shares tips on how to tackle churn and improve your CAC-to-LTV ratio. The group also discusses the latest revenue attainment data from  Pavilion’s March Pulse Report.

Want more Topline? Read episode recaps or join our Slack channel to engage with other listeners.

Andrea Kaya from Help Scout joins Topline to discuss the shift from growth at any cost to profitable efficient growth (PEG)

E49: A sneak peek into Pavilion’s 2024 B2B Compensation Benchmarks

Season 1 · Episode 49

dimanche 24 mars 2024Duration 47:33

Be the first to hear insights from Pavilion’s 2024 B2B Compensation Benchmarks. before its April 1 release to the general public. Pavilion members have early access in the member hub.

Our hosts also discuss layoffs, hirings, and how the negotiation scale is tipping back towards companies vs candidates and dive into Carta’s State of Compensation H2 2023 report.

Want more Topline? Read episode recaps or join our Slack channel to engage with other listeners here.

TOLINE HOTLINE: I want to transition my top AE to Team Lead. But is it worth the risk?

Season 1 · Episode 48

jeudi 7 décembre 2023Duration 09:52

Not every good salesperson makes a good sales leader. In this week’s mini-episode, our hosts discuss the challenges of having a Team Lead and offer insights to guide the decision.

 


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