Topline

Rick Smolen, the Chief Revenue Officer of ShipHero, shares insights from his diverse career in finance and software sales. He discusses the challenges of stepping into the CRO role, managing the entire customer lifecycle, and leading teams in unfamiliar areas. Curiosity emerged as his strongest leadership tool, helping him navigate early mistakes. Rick emphasizes the importance of building a collaborative leadership team, embracing failure for growth, and prioritizing meaningful over urgent tasks in today’s fast-paced environment.

Gaurav Agarwal, COO of ClickUp, has propelled the company to over 10 million users while optimizing customer acquisition costs. He discusses the power of a hybrid growth strategy combining Product-Led Growth and Sales-Led Growth. Gaurav shares insights on reducing CAC through smart spending, the balancing act between brand marketing and measurable results, and the importance of self-awareness in leadership. The need for strong teams and the productivity benefits of a clean workspace also make for engaging highlights from this insightful conversation.

In this discussion, Russ Mikowski, CEO of SurePeople and a seasoned revenue leader, shares insights from his journey to leadership. He addresses the complexities of managing technical debt while focusing on a clear market strategy. Russ emphasizes the importance of saying 'no' to legacy customers to build a robust product. He also highlights innovative psychometric assessments to boost company culture and performance. Dive into his thoughts on transparent communication and the essential traits of leadership in tech environments.

In this discussion, Eric Wolford, a venture partner at Accel specializing in enterprise IT, explores the landscape of AI-first companies. He delves into the importance of genuine AI integration versus superficial adoption and how this impacts product development. Eric also addresses the effects of macroeconomic conditions on investment strategies and startup valuations. He shares insights on raising capital, the challenge of aligning founder goals with investor expectations, and highlights the necessity of authenticity in entrepreneurship.

Marcos Rivera, Founder and CEO of Pricing I/O offers an inside look into how he transformed his solo consultancy into a thriving team of SaaS pricing experts. He shares practical insights on pricing strategy, including why companies should revisit pricing regularly, how underpricing affects customer perception, and why adding more features isn't always the solution to retention problems. You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Subscribe to the Topline Newsletter to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday. Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. Kyle dives deep into the strategies and tactics that drive success for revenue leaders like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks. Key Moments: (01:50) - Interview with Marcos Rivera: Pricing Expertise (04:44) - Common Misconceptions About Pricing (14:10) - Solving Business Problems: Talent Acquisition (23:05) - Reflections and Recommendations (25:48) - Closing Remarks and Call to Action

The hosts dissect Attio's AI-native CRM disrupting traditional customer management and examine the surprisingly resilient seed/Series B funding landscape despite economic headwinds. Learn how AI is fundamentally changing go-to-market playbooks, enabling tech companies to scale faster than ever before, and which AI sales tools have genuine staying power. Thanks for tuning in! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Subscribe to the Topline Newsletter to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday. Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. Kyle dives deep into the strategies and tactics that drive success for revenue leaders like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks. Key Moments: [02:07] AJ's Boating Adventure [04:05] Sam on Pavilion's CMO Summit and Personal Updates [06:56] Marketing and Revenue Insights [10:36] AI in Business [13:34] Economic Sentiment and Business Strategy [33:02] Hiring in Volatile Times [37:04] Compensation Strategies for Sales Teams [40:55] AI in Sales: A Conversation with an AI SDR Founder [48:06] The Future of AI in Sales and Marketing [01:00:15] Novel Uses of AI [01:08:54] Closing Remarks and Shoutouts

Pete Thompson, CEO and Co-founder of LucidLink, reveals how his company revolutionizes cloud storage into a high-performance solution. He shares the challenges of achieving product-market fit and the pivotal strategies that fueled their growth, especially during the pandemic. Pete discusses navigating adversity and the emotional rollercoaster of entrepreneurship. He emphasizes the importance of company culture and values in fostering resilience. Personal insights on leadership and the future outlook provide an inspiring glimpse into transformative growth.

Discover how to navigate economic turbulence with insights on market volatility and the impact of tariffs. The hosts discuss the ever-changing nature of customer psychology and the keyword of the year: 'delay.' Learn strategies to balance defensive moves with offensive plays, and the significance of data-driven decisions. Uncover how geopolitical shifts affect American brands and the importance of leadership during challenging times. Plus, a glimpse at live data reveals companies adjusting their forecasts amid uncertainty.

In this discussion, Mike Dzik, Operating Partner at Radian Capital, shares his expertise in B2B software investments. He dives into why SaaS companies often stumble, emphasizing that rapid growth can be perilous. Mike offers insights on recognizing growth stall points, the necessity for product adaptability, and the value of customer discovery. He also discusses effective pricing strategies and how continuous innovation is crucial for success. Plus, he shares some intriguing book recommendations for those seeking inspiration.

Ben Kus, CTO at Box and a visionary in enterprise technology, discusses the rapid rise of AI in businesses. He emphasizes how AI adoption is outpacing previous tech shifts and explores the integration of AI agents that enhance collaboration. The conversation touches on balancing innovation with trust in data security, navigating legacy systems, and the pivotal role of open platforms. Kus also shares insights on the future of software engineering and offers book recommendations that inspire forward-thinking.