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:

E80: David Spitz on the Evolution of SaaS Metrics and GTM Efficiency Oct 21, 2024

Show notes

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 how economic factors are shaping the landscape, and discuss how SaaS business models are evolving in response. Topline by Pavilion is also proud to debut The Revenue Leadership Podcast with Kyle Norton. Listen to the first two episodes now. Want more? Join the Topline Slack channel to engage with hosts, guests, and other listeners and subscribe to Topline Newsletter.

Mark Roberge on Redefining Sales Leadership in the AI Era Oct 16, 2024

Show notes

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.

E79: Understanding AI's Place in Tech with Benedict Evans Oct 13, 2024

Show notes

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 Leadership Podcast with Kyle Norton. Listen to the first two episodes now. Want more? Join the Topline Slack channel to engage with hosts, guests, and other listeners and subscribe to Topline Newsletter.

Dini Mehta on Mastering Multi-Product Strategy & Building High-performance Teams Oct 09, 2024

Show notes

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 revenue leaders looking to tackle growth through innovation.

Dive deeper into Dini's insights on revenue leadership and team building on her LinkedIn and Twitter pages. If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday. 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. Want more content? Join the Topline Slack channel to engage with hosts, guests, and other listeners. Subscribe to Topline Newsletter written by Asad Zaman.

E78: CRO Kyle Norton on Executive Fear, Boards, and the CRO Journey Oct 06, 2024

Show notes

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 and productivity.

Topline by Pavilion is also proud to debut The Revenue Leadership Podcast with Kyle Norton. Listen to the first two episodes now.

Want more? 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.

CRO Kevin "KD" Dorsey on creating, developing, and deploying playbooks Oct 02, 2024

Show notes

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 for sales leaders on tackling high-impact challenges and nurturing a culture centered on continuous learning and growth.

You can get all of these concepts and more via Sales Leadership Accelerator and on KD's LinkedIn page.

If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday. Join the Topline hosts and 800+ B2B executives in Austin for GTM2024. Use the code TOPLINE for 15% of your ticket. Want more content? Join the Topline Slack channel to engage with hosts, guests, and other listeners. Subscribe to Topline Newsletter written by Asad Zaman, Co-Host of the Topline podcast.

E77: Is Go-To-Market Broken? Sep 29, 2024

Show notes

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 market.

Want more Topline?

Topline by Pavilion is also proud to debut The Revenue Leadership Podcast with Kyle Norton. Listen now.

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. Check out The Order of Time by Carlo Rovelli.

SaaStr Founder Jason Lemkin on Why Revenue Leaders Must Run Towards Bad News Sep 25, 2024

Show notes

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 the challenges of managing performance anxiety and the importance of reassurance from the top. If you like what you heard from Kyle today, make sure to follow The Revenue Leadership Podcast for new episodes every Wednesday. 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. Want more content? Join the Topline Slack channel to engage with hosts, guests, and other listeners. Subscribe to Topline Newsletter written by Asad Zaman.

E76: GTM Efficiency and the need for a "Chief Go-To-Market Officer" Sep 22, 2024

Show notes

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

Join us October 14 - 16 in Austin, TX for GTM2024 - the #1 conference for go-to-market executives. Use the code TOPLINE for 15% of your ticket.

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