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:

E54: Why are more CMOs becoming CROs? Apr 28, 2024

Show notes

Kathleen Booth, SVP of Marketing and Growth at Pavilion, joins the podcast to discuss the increasingly popular transition from CMO to CRO. Kathleen and the hosts discuss the importance of marketing sales alignment, the recent cease and desist letter from 6sense to Adam Robinson of Retention.com, and last week's FTC rule that bans noncompetes nationwide.

Read Adam Robinson's LinkedIn post that led to the cease and desist letter from 6sense, and Adam's follow-up post.

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

TOPLINE HOTLINE: How do I build a pipeline of VCs as I try to start my business? Apr 25, 2024

Show notes

In this episode of Topline Hotline, the hosts discuss the challenges faced by non-technical founders looking to raise a seed round for their startup. They provide advice on building a pipeline of VCs and positioning the business.

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

E53: Understanding software engineering as a non-technical founder Apr 21, 2024

Show notes

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.

TOPLINE HOTLINE: How do you address the pricing gap between early adopters vs new customers? Apr 18, 2024

Show notes

In this week's mini-episode, our Topline hosts and David Obrand of Salesloft discuss addressing the gap in pricing between early customers and new customers for SaaS companies. The hosts discuss the challenges and strategies for handling this issue, including the psychological aspect, setting expectations upfront, and emphasizing the value provided to early customers.

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

E52: David Obrand of Salesloft on Successfully Navigating the Everchanging GTM Landscape Apr 14, 2024

Show notes

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.

E51: How Adam Robinson Bootstrapped Retention.com to $22M ARR Apr 07, 2024

Show notes

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.

TOPLINE HOTLINE: What creative initiatives can I implement to secure a better Q2? Apr 04, 2024

Show notes

In today's Topline Hotline, Sam, AJ, and Andrea Kayal of Help Scout discuss a question from a new CRO who is concerned about missing Q1 revenue after being in the role for 7 days. They explore the reasons for the concern and the impact of a Q1 miss in recurring revenue businesses, as well as strategies to pull revenue forward.

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

Also, attend Topline Hotline Live on April 11th at 2:30 PM ET.

E50: Improving Your CAC-to-LTV Ratio with Help Scout CRO Andrea Kayal Mar 31, 2024

Show notes

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)

TOPLINE HOTLINE: What are the deadly sins of win-loss analysis? Mar 28, 2024

Show notes

Description: In this Thursday's mini-episode, Sam, AJ, and Asad discuss the deadly sins of win-loss analysis. They explore topics such as trusting CRM data, engaging third-party consultants, and improving CRM data quality.

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

E49: A sneak peek into Pavilion's 2024 B2B Compensation Benchmarks Mar 24, 2024

Show notes

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.

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