Technology

Topline

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.

Latest Episodes:

E104: Tariffs, Turbulence, and Tough Calls: Operating in an Era of Economic Whiplash Apr 13, 2025

Show notes

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 Apr 10, 2025

Show notes

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.

E103: AI Agents and the Future of Enterprise Tech with Box CTO Ben Kus Apr 06, 2025

Show notes

In this episode, Sam, Asad, and AJ sit down with Ben Kus, Chief Technology Officer at Box, to unpack how AI is reshaping enterprise tech—from the seismic shift to cloud-native infrastructure to the rise of AI agents that collaborate across platforms. We dive into the realities of leading through volatility, why AI adoption is moving faster than past platform shifts, and how enterprises can navigate the "FOMO" of generative AI without sacrificing trust. Plus, Ben's take on the future of software engineering, the myth of "non-technical founders," and the books that keep him thinking ahead.

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.

Key Moments:

[01:14] – Meet Ben Kus: Box's AI Visionary

[05:26] – Leading Through Volatility: COVID, ZIRP, and AI's Sudden Rise

[11:57] – Why AI Adoption Is Moving Faster Than Cloud or Mobile

[17:05] – Data Security in the Age of AI: Box's Guardrails

[24:17] – AI Agents: The Next Frontier (or Hype)?

[31:41] – Open vs. Walled Gardens: The Future of Enterprise Platforms

[38:45] – Is Software Engineering Still a Valuable Skill?

[46:33] – Stagnation, Patience, and the Long Game

SPOTLIGHT: How to Master Multi-Threading in Complex Sales Apr 03, 2025

Show notes

Centralize's Co-Founders Rachit Kataria and William Wang tackle one of the most common sales challenges: deals stall when teams fail to connect with the right stakeholders.

Their solution? Visualizing relationship networks to identify gaps, leverage extended connections, and ensure engagement with decision-makers. Listen to this week's episode to learn how to turn relationship intelligence into a competitive advantage in high-stakes sales.

(03:10) - Why deals are won at the individual level, not account level

(05:30) - Common multi-threading challenges in complex sales

(07:15) - Visualizing relationship networks to identify gaps

(09:40) - Leveraging extended connections to reach decision-makers

(12:05) - Balancing feature richness with user adoption

(14:30) - Key takeaways for sales leaders

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.

E102: Why Sales Hiring Fails and How to Fix It Mar 30, 2025

Show notes

Why do so many sales hires fail? In this episode, Ben Tagoe, CEO of Objective Management Group, breaks down the three critical components when assessing sales hires: fundamental selling skills, sales-specific beliefs, and mindset. Discover how bringing science to the art of sales talent development can dramatically reduce costly hiring mistakes.

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.

SPOTLIGHT: Instilling Operational Rigor in a Growing Business with Anna Talerico, CEO of CFI Mar 27, 2025

Show notes

Many companies hit a growth ceiling—not because of a lack of ideas, talent, or market opportunity, but because they lack operational rigor. In this episode, we sit down with Anna Talerico, CEO of Corporate Finance Institute (CFI), to unpack how she tackled this challenge head-on.

Anna shares her journey of stepping into a successful yet "execution-challenged" organization and the hard lessons she learned in implementing structure, accountability, and speed. She reveals why traditional operating systems weren't enough, how she introduced company-wide sprints to drive alignment, and the key frameworks that finally got her team rowing in the same direction.

Join Chargebee at Beelieve in San Francisco on April 8th & 9th and London on May 8th. Use the code PAVILION for a free ticket.

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 expert 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) - Introduction to CFI and Anna Talerico

(02:58) - Anna's Journey: From Bootstrapper to CEO

(05:52) - Operational Rigor: The Need for Structure

(09:02) - Establishing an Operating System

(11:56) - The Pillars of an Effective Operating System

(14:59) - Implementing Sprints for Alignment and Focus

(18:05) - Maintaining Momentum and Accountability

(20:53) - Final Thoughts and Recommendations

SPOTLIGHT: How CEO Kevin Smith Turned Snipd's Monetization Struggles Into a Sustainable Business Mar 26, 2025

Show notes

Snipd CEO Kevin Smith shares how his team navigated the challenge of monetizing their app after realizing they couldn't rely on investor funding and were headed toward bankruptcy. In this episode of Topline Spotlight, Kevin shares the emotional highs and lows of launching Snipd's monetization strategy, handling user backlash, and questioning whether they made the right move. He also reveals the unexpected moment that reassured him they were on the right path and how Snipd turned a tough challenge into a sustainable business.

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 expert insights from Asad Zaman every Thursday.

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) - Introduction to Snip and Its Features

(02:47) - Facing Financial Challenges as a Startup

(06:12) - Transitioning to a Freemium Model

(08:57) - User Reactions to Monetization

(11:52) - Finding Validation Through User Feedback

(15:05) - Lessons Learned and Future Outlook

(17:49) - Final Thoughts and Recommendations

E101: Why Rippling and Deel Are a Warning to Every Tech Company Mar 25, 2025

Show notes

When does healthy competition cross the line into corporate espionage? In this episode, we dive into the explosive saga unfolding between HR tech giants Rippling and Deel. What started as a high-growth race has spiraled into lawsuits, spy allegations, and one of the most bizarre B2B scandals in recent memory — complete with honeypots, toilet phones, and Slack search histories. But beyond the drama, this story reveals deeper truths about culture, leadership, and the risks of growing at all costs. We unpack what really happened, why it matters, and how every tech company should take note.

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.

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) - Introduction to Topline Podcast

(01:30) - Birds and Neighbors: A Lighthearted Start

(04:12) - Corporate Espionage: The Rippling and Deal Saga

(11:08) - The Dark Side of Competition

(17:38) - Personal Experiences with Corporate Espionage

(24:04) - The Impact of Reputation on Employment

(30:06) - Crisis Communication Strategies

(34:17) - Navigating Modern PR Strategies

(37:12) - The Talent Wars: Headhunting and Recruitment Dynamics

(39:42) - The Impact of M&A on Employee Wealth

(41:44) - The Wiz Acquisition: A Case Study in Market Dynamics

(46:47) - LinkedIn's Scraping Controversy and Its Implications

(52:19) - The Future of LinkedIn and Creator Dynamics

E100: Driving Business Growth When Uncertainty is the Only Constant Mar 20, 2025

Show notes

In this milestone episode, Sam, Asad, and AJ reflect on how they've grown as leaders, how their perspectives have evolved, and what lessons they've learned along the way. We discuss the increasing difficulty of leadership in volatile times and why mental resilience is more critical than ever. From the exhaustion of constant adaptation to the importance of maintaining optimism, we explore the realities of leading through uncertainty and why community—rather than isolation—is the key to enduring these challenges. Thank you for being a listener.

Thank you to everyone who has supported Topline on the way to our 100th.

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.

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) - Celebrating 100 Episodes

(03:00) - Reflections on Longevity and Health

(05:46) - Navigating Economic Volatility

(09:03) - Mental Health and Leadership

(11:49) - Lessons from the Past Episodes

(15:07) - The Impact of External Factors on Business

(18:00) - The Role of Community in Times of Change

(20:47) - Communication Strategies in Uncertain Times

(23:49) - Embracing Individuality in Business

(27:06) - Forecasting in a Volatile Environment

(35:16) - Navigating Personal Health Amid Market Volatility

(38:08) - The Outlook for 2025 and 2026

(41:52) - Investment Opportunities in Times of Crisis

(44:34) - The Importance of Community and Connection

(50:25) - Personal Growth and Leadership Evolution

(01:01:59) - Memorable Conversations and Reflections

SPOTLIGHT: Shifting ICPs Without Breaking CS with Demetra Anagnostopoulos of SurePeople Mar 13, 2025

Show notes

In this Topline Spotlight episode, Demetra Anagnostopoulos, CCO at SurePeople, shares insights on navigating a critical shift in SurePeople's Ideal Customer Profile (ICP) from serving large enterprises to targeting startups. Demetra dives into the challenges of aligning customer success processes, redefining customer journeys, and ensuring her team has the skills to manage diverse expectations. Demetra emphasizes the importance of avoiding organizational silos, fostering cross-team collaboration, and leveraging data-driven approaches.

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 expert insights from Asad Zaman every Thursday.

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) - Introduction

(04:59) - Navigating Innovation and Market Changes

(10:55) - Customer Success and New ICP Challenges

(15:35) - Leveraging Data for Team Dynamics

(18:39) - Inspirational Resources and Closing Thoughts