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:

E28: State of the Market, and Balancing Efficiency with Innovation Oct 23, 2023

Show notes

On this week's episode of Topline, the hosts review the state of the market and talk about how to balance the need for efficiency in business with taking risks and driving innovation. Over the past year, there's been a 4X increase in the number of touches it takes to create a new opportunity, and there's also a debate around what it takes to stand out in crowded inboxes.

TOPLINE HOTLINE: How should SaaS companies be thinking about price increases for 2024? Oct 19, 2023

Show notes

There are two schools of thought about price increases heading into 2024. While the data shows that the average ACV for B2B SaaS products has increased by 9% in the last year, industry pundits including Jason Lemkin have said that if you raise prices in the current economy, you should expect to lose customers. On this week's Topline Hotline, Sam, AJ and Asad share their advice on price increases.

E27: Recap from GTM2023 Oct 16, 2023

Show notes

With all three hosts in Nashville for GTM2023, this week's episode recaps key learnings from the event, including why alignment is so critical for growth and why we should all be leaning in to AI, and reflects on the events happening in Israel and Gaza.

TOPLINE HOTLINE: How Do You Forecast Churn? Oct 12, 2023

Show notes

On this episode of Topline Hotline, the hosts answer a question about how GTM leaders forecast churn, and whether they rely simply on historic data or include things like customer health scores, rep feedback, time to first value, etc.

E26: Kelly O'Halloran Shares Results from the QuotaPath Compensation Study Oct 09, 2023

Show notes

QuotaPath's Kelly O'Halloran shares findings from the company's recent compensation study, which found that it takes employees 3 to 6 months to understand their comp plan, and 39% of reps say that their comp plans don't meet key business objectives. The result - 90% aren't meeting quota. Hear more about the data, along with what it means for the broader tech industry, on this week's episode.

TOPLINE HOTLINE: What should sales teams be doing to increase inbound lead flow? Oct 05, 2023

Show notes

On this week's Topline Hotline, the hosts answer a community question about what to do when inbound lead flow slows and your sales team has excess capacity - and specifically, whether the team should have a specialized role focused on inbound only.

Submit your question by using #Topline on LinkedIn or in the #function_CRO channel in Pavilion, or by emailing topline@joinpavilion.com.

E25: Peter Walker on the Findings from Carta's State of Startup Compensation H1 2023 Oct 02, 2023

Show notes

Carta Head of Insights Peter Walker joins Topline to talk about key findings from the company's State of Startup Compensation Report for H1 2023, including what's happening with layoffs, why Q3 was the quarter with the largest number of startups dissolving or declaring bankruptcy, and how these trends are impacting employee attitudes around compensation, equity, and job mobility.

TOPLINE HOTLINE: How much experience does an SDR actually need? Sep 28, 2023

Show notes

This week, the hosts discuss how much experience an SDR needs to be successful in the role. Hint: Traits like ambition, curiosity, and persistence matter more to the Topline crew than previous SDR experience.

E24: 2024 planning, forecasting, and trends Sep 25, 2023

Show notes

This week, Sam, AJ, and Asad talk 2024 planning, positive signs in the market, their approach to forecasting, and employee attrition trends heading into next year.

TOPLINE HOTLINE: Which SaaS metrics should I present to the board? Sep 21, 2023

Show notes

This week, the hosts discuss how to present to the board when you're still navigating product-market fit and the need to expand into new markets.

Submit your question by using #Topline on LinkedIn or in the #function_CRO channel in Pavilion.

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