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 hosts, guests, and other listeners and subscribe to Topline Newsletter.

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.

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 Topline Slack channel to engage with hosts, guests, and other listeners and subscribe to Topline Newsletter.

In this week’s episode, our Topline hosts discuss the recent CrowdStrike update that caused massive disruptions, the complexities of building and maintaining effective executive teams, and the evolving landscape of entrepreneurship.

Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and subscribe to Topline Newsletter.

Secure your ticket to GTM2024 in Austin, TX (October 14 - 16). 

The IPO market is heating up again, and AJ, Asad and Sam talk about lessons from Klaviyo, Instacart and Arm’s S-1s, why so many companies are shifting from a growth posture to a profitability posture, and why early stage founders and execs should be studying the public markets.

This week on Topline the hosts talk about the importance of a unified approach to go-to-market, dig deeper into the specific challenges CMOs are facing post-pandemic, and explore why so many companies are doubling down on their investments in events this year. They also touch on the growing number of people suffering from anxiety and explore the impact that has on the workplace and the role that companies have in helping people cope with it.

This week, Doug Camplejohn, CEO of Airspeed joins the hosts to discuss the difference between building products and building culture, the true definition of workplace culture, and PQL (people query language). The group also touches on the lessons from Microsoft’s acquisition of LinkedIn, the rise of Slack, and how AI will integrate into our daily apps.

This week, the hosts discuss how productivity and performance are impacted by remote work, whether companies should require their teams to return to the office, and how generational differences in attitudes towards work impact productivity and working patterns. They also check in on the state of the market, and Sam questions whether all of the fundamentals underpinning SaaS growth strategies are actually wrong. 

While there’s a lot of buzz around the economy improving, Sam, AJ and Sad talk about the behind the scenes conversations they’re having with other founders, why all signs point to another 9+ months of challenges, how they’re coping with the ups and downs, and how the VC world has been impacted. 

On this week's Topline, the hosts talk about a recent article HubSpot founder Brian Halligan shared about 20 lessons he learned as CEO and debate whether being a CEO is overrated, why feedback is a gift, what culture really is, and more. There's also a lively discussion around what causes burnout, and observations about upcoming IPOs and what they mean for the broader tech landscape.

With inflation down and the probability of a soft landing increasing, the hosts talk about what this means for B2B tech, share their perspectives on Threads versus Twitter, and discuss the value of taking a pause and evaluating whether your life is truly in balance.

Sendoso CEO Kris Rudeegraap has lead the company through a growth journey from $0 to over $100 Million and in this episode, he shares lessons learned along the way. From using AI to summarize public company 10Q filings for the sales team, to offshoring to freelancers as a method of improving productivity and how he built a robust advisor community, Kris has leveraged a variety of strategies to stay scrappy and "do less, better" while powering the company's growth.

As we wrap up Q2, Sam, AJ and Asad talk through lessons learned from a tough quarter, share their outlooks on what Q3 has in store, and dive into the contentious waters of US politics, including recent Supreme Court decisions on affirmative action and student loans, the war in Ukraine, and more.

This week on Topline, Sam, AJ and Asad are joined by guest Mark Roberge. Mark as the original head of sales at HubSpot, and has gone on to teach at Harvard Business School and found Stage 2 Capital. Together, they discuss the implications of AI for go-to-market teams, inflated VC valuations, and how investors think about AI investments.

In this week’s mini-episode, the conversation revolves around a question from a new SVP of Sales and Account Management who is tasked with shifting the company's marketing strategy from 90% inbound to a 50-50 inbound-outbound split. Is it possible to make a pivot like this in just one year?

Enjoy the mini-episode? Join the Topline Slack channel to engage with hosts, guests, and other listeners and subscribe to Topline Newsletter.

Insight Partners released new research this week on publicly traded PLG companies showing that sales led companies have higher valuations. The team digs into why and talks about Softbank’s recent announcement that it has funds to invest and is ready for a “counter offensive,” why Asad is sad the tech recession might end soon, and the biggest lessons they’ve learned from operating in a tight economy.

This week, the team talks about the state of the market and what it means for tech companies, how to drive engagement amongst employees in a tough economy, and whether burnout is really a problem and how to combat it.

In this week's episode, Sam, Asad and AJ reflect on Jeff Bezos' leadership style, how it has impacted Amazon's growth, and the lessons it holds for startup founders looking to foster a culture of innovation. They also check in on the state of the economy and debate whether companies should be looking to expand market share outside of tech.

The guys talk about level setting the way we assess business performance in the current economy, why multiples for AI companies are way up, how AI is fueling new categories of careers, and the pros and cons of hiring execs that have side hustles.

This week, Sam, AJ and Asad reflect on recent congressional testimony about whether and to what degree AI should be regulated, and share insights around how they're working to get their teams aligned, improve communication, and make better decisions using data.

Sam, Asad and AJ catch up on what's happening with the economy and the hiring market and talk through what the ideal profile of a seller is, what the right level of churn is, how to structure board meetings, and more.

In this episode of Topline, Sam, Asad and AJ speak with special guest, Jamie Barnett, who currently serves as the Interim CEO for Writer. Jamie shares some insightful information about generative AI and how GTM (Go-To-Market) leaders can begin incorporating AI into their strategies.

Jamie emphasizes the significance of generative AI in various aspects of business writing, including research and analysis, as well as repurposing and transforming content, and explains that utilizing AI can result in a remarkable 30% increase in productivity. Overall, this episode provides valuable insights into the role of AI in business writing, the benefits it brings to productivity, and how GTM leaders can start incorporating AI into their strategies while ensuring the right talent is in place.

Sam, AJ and Asad talk about the challenges that growth stage companies face when it comes to fundraising and company building. The conversation also touches on bridge rounds and the impact on common stockholders and options holders, as well as the current trends in tech, including AI and selling to non-tech sectors. The episode also covers the importance of finding a balance between being hard-driving and creating a healthy company culture, the pressure for CEOs to always be "on," and how experience changes when transitioning from a CRO to CEO. 

Sam, AJ and Asad are joined by Teampay CRO Andrea Kayal for a discussion about her career and the transition from CMO to CRO, the lessons she learned driving 70% QoQ growth at Electric while reducing sales and marketing costs by 90%, the impact that AI will have on revenue organizations, and the future of SDRs in an AI-powered world.

Is tech the canary in the Cole mine of the economy? And is this a good thing in the sense that we’ll recover first? Sam, AJ and Asad cover this, along with what the rate of change in AI means for how we work and what jobs will still be around in the future, the importance of staying focused as a CEO, opening new brick and mortar offices, what constitutes a great board meeting, and being deliberate about how you structure your day.

This week, our hosts are joined by Kareem Amin and Varun Anand, co-founders of Clay. They discuss their recent $46 million Series B funding round. Kareem and Varun also share insights on their growth journey, the impact of AI on sales and marketing, and how Kareem's experience at a silent retreat influenced his leadership style.

Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and subscribe to Topline Newsletter.

Secure your ticket to GTM2024 in Austin (October 14 - 16).

Are we really headed for a recession? How should tech entrepreneurs and GTM leaders be thinking about sales quotas, compensation, and valuations? Have the events of the last few years impacted your mental health - and if so, how are you dealing with it? On the first episode of Topline, Sam Jacobs, AJ Bruno and Asad Zaman tackle these questions and more. 

In this week’s mini-episode, Sam, AJ, and Asad tackle a question about effectively communicating pipeline health during board meetings. What details are essential to include? What do you typically hold back? Listen to this week’s Topline Hotline to see what our hosts think.

Enjoy the mini-episode?
Read the recaps and join our Slack channel to engage with other listeners here.

In this episode of Topline, the hosts welcome Dan Gottlieb, Vice President at Gartner, to discuss the evolving landscape of sales technology. The conversation delves into the competitive dynamics among sales tech companies such as Gong, Outreach, and Salesloft, exploring how these companies navigate growth and innovation challenges. Dan also shares insights on the importance of AI and data interoperability in shaping the future of sales tech, the potential for large enterprises to adopt these technologies, and more.

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

Secure your ticket to GTM2024 in Austin (October 14 - 16). 

Join hosts AJ Bruno and Asad Zaman on this episode of Topline Hotline as they tackle a pressing question from the go-to-market community: how to balance getting a great deal for your company while choosing the right product. They discuss the importance of being a savvy buyer, the dynamics of commoditized versus non-commoditized products, and the role of leverage in negotiations.

Enjoy the mini-episode?
Read the recaps and join our Slack channel to engage with other listeners here.

In this episode of Topline, AJ Bruno, Asad Zaman, and Carta’s Head of Insights Peter Walker are joined by Bob Moore, CEO of Crossbeam, to discuss his company’s recent merger with Reveal. Bob shares the strategy behind the merger, along with the challenges and opportunities that the merger brings to Crossbeam. The episode also touches on broader market trends, including the state of M&A activity and the evolving landscape of startup valuations.

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

Secure your ticket to GTM2024 in Austin (October 14 - 16).

Lastly, check out The Data Minute with Peter Walker from Carta.

In this week’s mini-episode, our Topline hosts explore a real-life scenario faced by a female CEO of a software company. Despite overcoming challenges and showing positive results, the company faces a cash crunch. The CEO needs more capital from investors, knowing it will dilute her equity. Simultaneously, she wants to negotiate a raise to protect her stake. How can she advocate for herself effectively, balancing the need for funds with preserving her equity without appearing greedy?

Enjoy the mini-episode?
Read the recaps and join our Slack channel to engage with other listeners here.

This week on Topline, Sam, AJ, and Asad discuss their lessons from Q2, the Crossbeam and Reveal merger and the why behind QuotaPath’s recent product update.

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

Also, make sure to secure a ticket for:

GTM EMEA, which will be held in London from 9 - 11 July

GTM2024, which will be held in Austin from October 14 - 16

Another Thursday, another mini-episode! This time, Sam, AJ, and Asad tackle a question from the GTM community about creative ways to incentivize account executives to outbound, as this group of AEs generates most of its opportunities and new business through inbound.

Enjoy the mini-episode?
Read the recaps and join our Slack channel to engage with other listeners here.

In episode 72 of Topline, hosts Sam, AJ, and Asad dive into the tricky balance between growing a business and staying profitable, with Uber and DoorDash as prime examples. The conversation also touches on the role of venture capital, the importance of having a motivated, driven team, and the nuances of different business models.

Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and subscribe to Topline Newsletter.

Secure your ticket to GTM2024 in Austin, TX (October 14 - 16).

Kathleen Booth, SVP of Marketing and Growth at Pavilion, joins Topline to discuss the evolving landscape of brand and demand generation. The conversation starts off by delving into a recent report by TrustRadius and Pavilion, highlighting shifts in buyer behavior and the importance of brand-led growth. They also explore the need for a balanced approach between brand investment and demand generation, sharing insights on how brands can influence both short-term and long-term business outcomes.

Check out the TrustRadius x Pavilion Brand report.

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

Also, make sure to secure a ticket for:

Pavilion Palooza, which will be held virtually from June 25 - 27

GTM EMEA, which will be held in London from 9 - 11 July

GTM2024, which will be held in Austin from October 14 - 16

This week’s mini-episode, we tackle a question from a high-performing sales rep at a Series C startup. The rep, concerned about their lack of strategy and operations experience, asks whether pursuing an MBA or consulting position would better prepare them for a future CRO role.

We discuss the value of an MBA in the high-growth tech world, suggesting that practical experience and community-based learning, such as through Pavilion, may be more beneficial.

Want to join the world’s largest community for go-to-market leaders?
Book a meeting with Pavilion.

Enjoy the mini-episode?
Read the recaps and join our Slack channel to engage with other listeners here.

Liz Christo (Partner, Stage 2 Capital) joins the show to share her unique perspectives on diagnosing retention issues, experimenting with pricing models, and improving board dynamics in B2B tech. We also dive into the innovative pod structure at Stage 2 Capital, where partners from various backgrounds work together on deals.

Listen to this episode to get valuable strategies for improving retention, driving upsell opportunities, and optimizing board interactions.

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

Upcoming Pavilion Events

• Pavilion Palooza (Virtual): June 25th - 27th, 9:00 AM - 5:00 PM each day
• GTM EMEA: July 9th - 11th [London, UK]
• GTM2024: Oct 14th - 16th [Austin, TX]
• CEO Summit 2025: Jan 23rd [New Orleans, LA]
• CMO Summit 2025: April 17th [Atlanta, GA]
• CRO Summit 2025: May 15th [Denver, CO]

This week’s mini-episode revolves around managing executive exits in organizations, including the challenges, best practices, and considerations involved. Our hosts also delve into the importance of empathy and fairness in the process, touching on the evolving nature of employment in the tech industry and the importance of negotiation and fairness in executive exits.

Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listeners here.

In this episode of Topline Hotline, the conversation centers around the importance of references in the hiring process, including back channels and traditional references. Sam, AJ, and Asad delve into the significance of transparency in the candidate evaluation process and the challenges of obtaining accurate references.

Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listeners here.

In this week’s episode, our hosts discuss the recent turbulence in the public markets, focusing on Salesforce's first revenue miss since 2006 and its implications for the SaaS industry. The conversation also delves into the challenges of IPOs, fundraising, and business operations, particularly in the context of M&A as a soft landing option, the importance of maintaining a healthy mindset amidst market fluctuations, and much more.

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

Also, make sure to secure a ticket for GTM EMEA, which will be held in London from 9 July to 11 July, and GTM2024, which will be held in Austin from October 14 to 16.

In this episode of Topline, Sam, AJ, and Asad explore the impact of cloud technology on business viability, David Kellogg’s Playing to Win vs. Playing to Make Plan, and the impact of remote work on loneliness.

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

Also, make sure to secure a ticket for CRO Summit 2024 on June 6th in Boston. Get 20% off your ticket with the code TOPLINE.

On Topline Hotline 35, our hosts tackle a two-part question seeking advice on sales leadership. The first issue involves an AE who schedules meetings with other AEs to voice complaints. The second issue surrounds the lack of trust between this AE and management, which needs to be addressed and built.

Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listeners here.

This week, our hosts discuss the impact of net revenue retention (NRR) and churn on SaaS companies, the challenges/opportunities of transitioning from seat-based to usage-based pricing models, the significance of effective product releases, and more.

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

Also, make sure to secure a ticket for CRO Summit 2024 on June 6th in Boston. Get 20% off your ticket with the code TOPLINE.

Following the conversation from episode 57 around work-life balance, a member of the Topline Slack channel wants to learn more about how to avoid burnout as an executive, as they’ve found it difficult to mentally turn off work, separate their personal identity from work, etc. 

Watch Episode 57 here.

Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listeners here.

In this week’s episode, Sam, AJ, and Asad first explore whether ARR should be reported before or after applying discounts, a common dilemma for companies offering discounted first-year pricing on annual plans. They also tackle best practices for setting up revenue schedules in Salesforce, specifically whether to align them with the invoicing cycle or distribute revenue evenly across the year.

Enjoy the mini-episode? Join the Topline Slack channel to engage with hosts, guests, and other listeners and subscribe to Topline Newsletter.

In this episode of Topline, Sam, AJ, and Asad discuss the current state of the market, employment trends, and the challenges tech companies face. The trio provides insights into the Q1 2024 funding landscape, efficient capital allocation for business success, the challenges faced by job seekers, and the shifting expectations for executive roles.

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

Also, make sure to secure a ticket for CRO Summit 2024 on June 6th in Boston. Get 20% off your ticket with the code TOPLINE.

Following the episode with Mark Roberge, your Topline hosts discuss the role of venture in a world where companies can achieve product-market fit and profitable growth at reduced startup costs. They also explore the use of AI and emerging technologies in building and selling products with smaller teams, as well as its impact on venture funding and the need for follow-up rounds.

Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listeners here.

Also listen to E55 with Mark Roberge.

In this week’s episode, Sam, AJ, and Asad explore the concept of product-market fit and its importance in building a successful business. They also touch on the challenges of finding and maintaining product-market fit, viewing product-market fit as an ongoing process, the impact of business challenges on personal health, the disillusionment and disengagement of young professionals, and more.

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

Also, make sure to secure a ticket for CRO Summit 2024 on June 6th in Boston. Get 20% off your ticket with the code TOPLINE.

Ryan Walsh, Founder and CEO of RepVue, joins hosts Sam Jacobs, AJ Bruno, and Asad Zaman to discuss the intricacies of sales organizations and the impact of efficiency shifts on sales teams. This episode also explores broader topics, such as the challenges of hiring and training in sales, the evolution of sales roles with AI advancements, and the importance of transparency in company operations.

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

Also, make sure to secure a ticket for CRO Summit 2024 on June 6th in Boston. Get 20% off your ticket with the code TOPLINE.

Mark Roberge is the Co-Founder of Stage 2 Capital and author of The Sales Acceleration Formula. Mark joins the show to discuss the challenges and opportunities for businesses embracing AI.

The group dives into the key GTM applications for AI, challenges larger companies have with adopting this technology, and how future regulation may impact development in the field moving forward.

Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners. Don't forget to read the recaps from previous episodes.

Are you a sales executive? Get 20% off your CRO Summit ticket with the code TOPLINE. It's happening June 6, 2024 in Boston. Save your spot.