Revenue Builders

The hosts reflect on the highlights of 2025, including standout guests and AI-driven sales insights. They discuss the varied styles of their guests while emphasizing memorable episodes about big deals and resilience. Listener feedback plays a crucial role in shaping content, showcasing the show's interactive nature. Exciting changes are on the horizon for 2026, with a fresh format and high-profile guests. The duo shares their motivations for continuing the podcast, focusing on mentorship and the positive impact on listeners' careers.

In this short segment of the Revenue Builders Podcast, HubSpot co-founder Brian Halligan pulls back the curtain on the uncomfortable truth of scaling: there is no magic inflection point—only relentless progress, painful setbacks, and self-inflicted potholes. Brian shares how HubSpot embraced a “Pothole Report” mindset to identify unforced errors before they became existential threats, why most scaling failures are internal, and how long-term thinking—not quick exits—shaped HubSpot into a generational company. It’s a masterclass in founder mindset, operational discipline, and playing the long game in hypergrowth.KEY TAKEAWAYS[00:00:25] There is no magical hire, partnership, or customer that suddenly fixes everything—success is a grind, even in the best moments[00:01:13] The road to scale is filled with setbacks, many of which are self-inflicted rather than caused by competition[00:01:58] The “Pothole Report” helped HubSpot systematically identify mistakes, root causes, and missing metrics before small issues became big failures[00:02:32] Promoting too fast without protecting core functions can quietly break critical systems like customer support[00:03:27] In hypergrowth, people, systems, processes, and products don’t scale naturally—everything eventually breaks[00:04:28] No system, process, or role lasts more than three years without needing to be rebuilt or replaced[00:05:12] Contrary to startup mythology, acquisition opportunities are rare—even for successful, fast-growing companies[00:06:20] Founders often optimize for “local maxima” instead of anchoring their ambition against truly global category leaders[00:07:17] Aligning founder expectations early—especially around time horizon and exit scenarios—enables long-term conviction and focusQUOTES[00:00:25] “Every happy moment’s been a grind.”[00:01:13] “So many setbacks along the way. So many unforced errors.”[00:01:58] “Here’s all the potholes we have—and almost all of them we caused ourselves.”[00:03:27] “In hypergrowth mode, nothing scales. Everything breaks.”[00:04:44] “No person lasts longer than three years. No system, no process, no nothing.”[00:06:42] “We wanted to build a company our grandkids would be proud of.”[00:07:36] “We’d already made some money—so we decided to swing hard.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/innovating-and-iterating-for-growth-with-hubspot-co-founder-brian-halliganEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Jose Fernandez, former Head of Global Sales Development at Google and now CEO of EasyCom, dives into the evolution of compensation for consumption-based models. He reveals how many companies mistakenly replicate SaaS comp structures instead of leveraging unique advantages like lower entry barriers and value-aligned spending. Insights on aligning GTM roles and the necessity for predictive forecasting shine a light on refining sales strategies. Plus, discover how the right customer fit can lead to extraordinary results and how seller responsibilities shift in this new landscape.

In this enlightening discussion, Susan Lucia Annunzio, CEO of the Center for High Performance and author, shares insights from her pioneering study on what drives sustainable, profitable growth. She emphasizes that treating employees well is the key differentiator for success. The concept of 'Return on Brainpower' highlights how organizations can boost performance when they empower smart individuals to think independently. Annunzio also explores how shifting from transactional management to transformational leadership fosters innovation and unlocks potential in the workforce.

Dean Otto shares his incredible journey from a near-fatal cycling accident to running a half-marathon against overwhelming odds. His story emphasizes the power of forgiveness, as he had already forgiven the driver before they met. The unexpected bond formed with the driver and the neurosurgeon led to a commitment to train together. Dean's viral story highlights the importance of community in overcoming adversity. This segment is a powerful reminder that resilience and success are built through connection, not isolation.

The hosts express heartfelt gratitude to their growing audience and celebrate the spirit of Thanksgiving. They discuss the importance of listener reviews in shaping future content and share light anecdotes to keep things entertaining. As the year draws to a close, they encourage listeners to finish strong, regardless of any challenges faced. A dash of humor about boating adds a personal touch to their reflections. Tune in for a blend of community spirit and motivation!

Doug Holladay, founder of PathNorth and author of Rethinking Success, discusses his unconventional career and the importance of authentic leadership. He emphasizes the need for vulnerability and gratitude, exploring how personal narratives shape our paths. Doug offers practical exercises to uncover purpose, advocates for balancing financial success with meaningful relationships, and underscores how challenges can help us find clarity. He also shares insights on fostering empathy and maintaining humility as pivotal traits in leadership.

Marcy Stoudt, CEO and co-founder of Revel Coach, guides leaders to dodge burnout while maintaining success. She emphasizes that leadership roles are particularly susceptible to burnout when perspective is lost. Marcy introduces the concept of living 'above the line' to create a positive mindset and encourages clearing calendar clutter. Through actionable prioritization and honest reflection, she helps listeners identify daily triggers that lead to burnout, transforming their approach to leadership and personal well-being.

Dean Otto, an endurance athlete and author, shares his remarkable journey of survival after a cycling accident that left him with a 2% chance of walking again. He discusses the power of resilience, the importance of forgiveness, and how he formed a bond with the driver who hit him. Dean highlights the need for community support during recovery and the significance of focusing on small victories. He also explains his leadership principles, emphasizing courage and commitment, while inspiring others to overcome their challenges.

Dan Fougere, former head of global sales at Medallia and chief revenue officer at Datadog, dives into Product-Led Growth (PLG) and its impact on sales strategies. He argues that traditional playbooks often fail in a PLG environment and stresses the importance of understanding user behavior through usage signals like downloads. Dan also shares insights on adapting sales outreach to meet users wherever they are in their journey, using Datadog's dual sales approach as an example. Additionally, he highlights the significance of supporting veterans in his charity work.