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:

TOPLINE HOTLINE: What's the optimal way to structure my comp plan? Mar 21, 2024

Show notes

In this week's mini-episode, AJ Bruno, Asad Zaman, and Kevin Knieriem of Clari discuss the challenges of building a compensation plan for sales leaders. They explore whether the plan should be based on quota capacity or the expected delivered quota as well as the tension that can arise between go-to-market teams and executives when redefining compensation plans.

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

E48: Kevin Knieriem, President of Clari on expanding their serviceable addressable market and building a unified platform Mar 17, 2024

Show notes

Learn how revenue platforms like Clari, Gong, and Outreach have evolved over the years and how Clari's President, Kevin Knieriem, is expanding their SAM into verticals like medical devices, manufacturing, and financial services. The group also discusses Clari's approach to becoming a unified revenue platform.

Want more Topline? Read the recaps and join the Topline Slack channel to engage with the hosts and other listeners.

Steal the new model for the anti-bloated, recession-proof sales team Mar 14, 2024

Show notes

Instead of the usual Topline Hotline episode, we are excited to share Sam's guest appearance on the 30 Minutes to President's Club Tactic Teardown podcast.

Discover a market shift observed by revenue experts Sam Jacobs, Mark Kosoglow, and Armand Farrokh. Learn how to leverage it for an efficient sales team that consistently meets revenue goals.

If you liked what you saw here, join 50,000+ sellers and leaders on the 30 Minutes to President's Club newsletter right here.

E47: Does the practice of co-CEOs actually work? Mar 10, 2024

Show notes

In last week's episode featuring Edward Chiu, it was revealed that he will serve as co-CEO alongside the CEO of Totango as the two companies merge. But how does this really work? This week, our hosts delve into the effectiveness and long-term sustainability of the co-CEO model, drawing insights from their leadership backgrounds and the achievements of companies embracing this shared role. They also review the data on Pavilion's February 2024 Pulse Results and the Ebsta + Pavilion 2024 B2B Sales Benchmark Report.

Want more Topline? Read the recaps.

TOPLINE HOTLINE: How can I establish a new operating cadence? Mar 07, 2024

Show notes

Our hosts answer a question from Pavilion's CRO Slack channel about driving organizational change, specifically focusing on enhancing operational rhythm after joining a new company. They discuss how to approach changing your organization's operating cadence and the role that understanding your customer plays in transforming a business's operational rhythm.

Enjoy the mini-episode? Check out our full-length episodes.

Source: The Cadence: How to Operate a SaaS Startup

E46: A New Era in CS - Catalyst CEO Edward Chiu on their Merger with Totango Mar 03, 2024

Show notes

Edward Chiu, CEO of Catalyst, breaks the news of their merger with Totango, another leading Customer Success platform. Edward sheds light on what led to this decision and the broader implications this merger will have on the CS landscape. Get an in-depth look at Catalyst's approach to nurturing innovation and driving customer value.

TOPLINE HOTLINE: How do I pick the right lead qualification methodology? Feb 29, 2024

Show notes

In this mini-episode, Sam, AJ, and Asad discuss selecting the right lead qualification methodology and explore the challenges in using the BANT methodology for qualifying SMBs.

Enjoy the mini-episode? Check out Topline.

E45: Crossbeam CEO Bob Moore on Leveraging Partnerships to Grow Your Business Feb 25, 2024

Show notes

Explore the world of partnerships and ecosystem-led growth with Bob Moore, CEO and Co-Founder of Crossbeam. Bob delves into his journey of building symbiotic partnerships, the pivotal role of ecosystems in scaling ventures, and how his approach to collaborative growth has shaped his successful entrepreneurial career.

Want more Topline? Read the recaps.

TOPLINE HOTLINE: Should I stay or should I go? Feb 22, 2024

Show notes

In this week's Topline Hotline, our hosts discuss a question from the Pavilion Slack surrounding whether a CRO at a Series A company should stay or go, given the challenges and uncertainties they are facing.

Enjoying the mini-episode? Check out Topline.

E44: The 2024 M&A Landscape and How to Attract Acquisition Interest Feb 18, 2024

Show notes

Our hosts delve into the M&A landscape of 2024, dissecting how economic trends such as stagnant interest rates are hindering IPOs and how the ripple effects of the US election can create market volatility. They also provide actionable tips on attracting acquisition interest. The episode concludes with a discussion on macro-news and how to streamline SaaS metrics.

Our TOPPODCAST Picks

Follow Us

Stay Connected

Topline

Related Podcasts

Links

Stay Connected