Topline

Special purpose vehicles are the biggest underworld in startups. They’re creating more opportunity to invest in some of the biggest companies in the world. That doesn’t mean they don’t come with risk. Peter Walker from Carta gives us a full breakdown. 00:00 Too Good to Be True?  01:05 Deep Dive into SPVs  04:03 The Growth and Impact of SPVs  06:04 Understanding SPVs in Venture Capital  23:31 The AI Bubble and Its Implications  32:43 Will Startups Shut Down? 33:52 Hiring and Firing in Startups 39:09 Private Equity vs. Venture Capital 44:28 AI’s Role in Business Strategy 55:03 Navigating Uncertainty and Capital Management 58:23 Concluding Thoughts and Advice for Entrepreneurs   Thanks for tuning in! Catch new episodes every Wednesday.  Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!

We went DEEP studying Palantir so you don't have to. We uncover how its stock keeps growing, how the company handles sales and marketing, and to understand why it’s such a cultural phenomenon. Thanks for tuning in! Catch new episodes every Sunday Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Use code TOPLINE for 10% off your GA ticket. Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Introduction and Palantir's Enigmatic CEO 00:53 Welcome to Top Line 03:39 Diving into Palantir’s Business 09:52 Palantir’s Government and Commercial Ventures 22:41 The Role of Sales in Palantir’s Success 32:33 Sales Culture and Treatment 34:00 The Role of Salespeople in Product-Led Companies 35:01 Challenges and Opportunities in Sales 38:12 Palantir’s Go-To-Market Strategy 45:06 Salesforce vs. Palantir: Market Cap Battle 46:33 HubSpot’s Potential and Challenges 55:29 AI Predictions and Impact on Business 59:17 AI in Personal and Professional Life 01:03:58 Conclusion and Final Thoughts  

AJ Bruno, the CEO of $21M SaaS startup Quota Path, explains his company-wide experiment to make all of his employees vibe code. The results were shocking.   Thanks for tuning in! Catch new episodes every Sunday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Use code TOPLINE for 10% off your GA ticket. Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   Chapters: 00:00 The Future of AI in Startups  00:52 Introduction to Top Line  05:08 Vibe Coding Fridays Explained  13:32 The Impact of AI on Company Culture  29:57 The Role of Managers in Modern Companies 33:36 Challenging Traditional Management Practices 34:13 The Role of Senior Managers and Getting Hands Dirty 35:38 The Value of Middle Management 45:54 The Impact of AI on Management Roles 52:20 The Bubble of AI Revenue Reporting 1:00:58 Predictions for the Future of Labor  

Jesse Zhang is the CEO of Decagon, the $1.5B startup creating AI agents to transform customer service. Jesse talks to us about the future of AI agents, the limits of automation, and the AI startup landscape.  Thanks for tuning in! Catch new episodes every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Use code TOPLINE for 10% off your GA ticket. Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! 0:00 Meet Jesse 4:19 Are We in a Bubble? 10:50 AI Implementation Challenges and Use Cases 16:07 Selling AI to Enterprise 27:02 Model Capabilities and Business Logic 37:11 Business Model and Pricing Strategy  48:09 Competition and Company Culture  56:56 Building and Scaling the Company  

In this episode of Topline, hosts Sam Jacobs, Asad Zaman, and AJ Bruno dive into the question of whether we’re currently in an AI bubble. We talk through key data points on valuations, venture capital’s dry powder, and $3 trillion in projected data center investments. Is AI unsustainable hype, true long-term growth, or both at the same time? Thanks for tuning in! Catch new episodes every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Use code TOPLINE for 10% off your GA ticket. Subscribe to Topline Newsletter. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! 00:00 The AI Bubble + Banter 04:56 Deep Dive into AI Investments 08:18 Defining and Understanding Market Bubbles 21:16 The Role of CEOs and Operators in AI 25:16 Future of AI and Market Predictions 38:31 AI Has a Marketing Problem 38:56 The Bubble and Big Tech 42:41 Valuation Trends in Startups 48:45 Bridge Rounds and Investor Strategies 53:22 AI Performance Metrics 01:04:04 Concluding Thoughts and Random Questions

We ran the biggest public study on YC company’s successes and failures in history. This is what we learned about the most prolific startup incubator in history.    Thanks for tuning in! Catch new episodes every Sunday and Thursday.   Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Use code TOPLINE for 10% off your GA ticket.   Subscribe to Topline Newsletter.   Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech.   Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!   (00:00) - The Biggest Study on YC (00:40) - Personal Updates and Banter (03:47) - What Is Y Combinator? (04:24) - Our Research's Findings (06:26) - Advantages of Joining YC (10:40) - Challenges and Criticisms of YC (14:34) - Personal Experiences and Insights (29:47) - YC's Branding and Marketing Power (30:31) - YC's Expansion and Its Impact (31:16) - The Value of YC's Brand (34:04) - Dilution and Founders' Naivety (36:04) - Branding Lessons from YC (37:44) - Challenges and Opportunities for YC (46:17) - Chat GPT-5: Initial Impressions (50:31) - AI Companies and Market Dynamics (56:23) - Concluding Thoughts and Wins  

3 multi-millionaire founders give their practical insights on how to prepare for the rise of AGI and super intelligence. Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.  Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.  Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. 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! This episode is sponsored by UserEvidence. Want to know what actually moves the needle on trust? Download The Evidence Gap, a data-backed report on the customer proof that drives real results. Get it now at userevidence.com/evidence. Key chapters: (00:00) - Introduction (00:38) - Podcast Welcome and Host Introductions (00:48) - Episode Overview and Topics (01:39) - Personal Updates and Anecdotes (05:57) - AGI and Super Intelligence Are (maybe) Here (10:58) - AI's Impact on Business and Employment (14:17) - Is It Overhyped? (26:23) - Future of Middle Management (31:09) - Where Will AI Fit In? (38:14) - We're Robbing Young People (39:02) - The Grind Score: Measuring Work-Life Balance (42:36) - The Future of Work and AI's Impact (50:21) - Go-To-Market Tech Landscape and Consolidations (01:02:12) - Listener Question: Moving to Philadelphia

Bryan Murphy, CEO of Smartling, confronts a $40 billion industry stuck in the slow lane, the world of translation. Most companies still handle translations like it’s 1999: manual, expensive, and painfully slow. Bryan saw AI as the game changer that could rewrite the rules, but integrating it wasn’t a walk in the park. He shares how Smartling harnessed AI to not just cut costs and speed up translation but to finally boost quality close to human-level precision without losing control over brand voice or nuance. Yet, making this leap meant upheaval: reorganizing teams, hiring AI experts, and establishing ruthless R&D discipline to separate winning ideas from distractions. Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. 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! Key chapters: (00:00) - Introduction to Bryan Murphy and Defining the Translation Challenge (02:30) - The Hidden $40B Translation Market and Its Untapped Potential (04:00) - The Evolution of Translation Services: From Manual to AI-Driven Automation (06:00) - Early AI in Translation: Faster and Cheaper, But Not Yet Better (08:00) - Defining Quality: The MQM Standard and Bridging AI-Human Gaps (09:20) - Human-in-the-Loop AI: Boosting Translator Productivity Tenfold (10:30) - Full AI Translation Approaching Human Grade: The Game Changer (11:45) - The Future Mix: Human Expertise vs. Automated Scale in AI Translation (13:00) - Unlocking Market Expansion Through Improved SEO and Digital Footprint (15:00) - The Moment of Truth: Recognizing GPT’s Impact and Rolling Out Rapid Innovation (16:30) - Founder’s Speed: Breaking Plans and Aligning Teams for Urgent AI Adoption (18:00) - Overcoming Organizational Challenges: From Excitement to Structured Execution (20:00) - R&D Reimagined: Timeboxing Experiments With Clear Metrics to Avoid Spinning Wheels (22:00) - The Discipline of “Customer-First” in AI Development and Roadmapping (24:00) - Leadership Lessons: Listening Without Losing Vision Amidst Painful Change (26:00) - Winning Customer Trust: Betting On Proofs of Concept Against Skeptics (28:00) - Personal Insights: Favorite Leadership Books and the Role of Intellectual Curiosity (29:30) - Staying Sharp: Daily Reading and Customer Conversations as Strategic Tools (31:00) - Managing Stress and Longevity: The Art of Mental Compartmentalization for Founders (32:30) - Final Thoughts: The Unseen Power of Humility in Leadership and Continual Learning (33:00) - Wrap-up and Invitation to Follow Smartling’s AI-Empowered Evolution

Sam Jacobs, Asad Zaman, and AJ Bruno and CEOs who are fundamentally changing how they are hiring and firing because of AI. These are the jobs that will and won’t exist in the next 12 months, and our real-world insights on what CEOs are looking for out of their talent base.    Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.   Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.   Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.   Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.   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!   This episode is sponsored by UserEvidence. Want to know what actually moves the needle on trust? Download The Evidence Gap, a data-backed report on the customer proof that drives real results. Get it now at userevidence.com/evidence.   Key chapters: (00:00) - Winners and Losers in AI (00:38) - The White Collar Bloodbath (03:30) - These 3 Jobs Won't Exist (25:10) - These 3 Jobs WILL Exist (& bets we're making) (42:50) - Jobs & People We're Hiring Right Now (59:05) - What is Surprising About Your Life Today?

Nobody told startup founders building credibility felt this messy. Evan Huck, CEO and co-founder at UserEvidence (ex-SurveyMonkey, TechValidate), pulls back the curtain on what it really takes to turn verified customer proof into actual demand. Forget the fairytales: from wrestling with cold starts in outbound sales to playing the long game with brand, Evan’s war stories are pure fuel for GTM teams tired of overnight success myths. Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. 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! Key chapters: (00:00) - Kicking Off with Evan Huck’s Unfiltered Startup Journey (02:00) - From Jackson Hole to the Boardroom—Finding Balance at Altitude (03:25) - Scaling Amid the Chaos: Inside User Evidence’s Wild Year (04:31) - Ground Up: Sales Chops from SDR to CEO (05:30) - When to Cash Big Checks: The Secret Life of Enterprise AEs (06:54) - Startup Beginnings During Lockdown: Why Evan Built in 2020 (07:54) - Betting It All on Brand: Lessons from the Sweat Equity of Positioning (09:31) - Eight Quarters of Crickets: What Brand Investments Really Look Like (10:38) - Beyond Quick Hits: Convincing Investors Brand Pays (11:13) - Narrow the Bullseye: How ICP Discipline Elevated Growth (12:30) - Cracking the Enterprise: Creative Tactics That Actually Work (13:51) - CEO Hustle: Late Night DMs That Drove Real Results (14:59) - Slack Communities: Where Startup Deals and Credibility Are Born (16:00) - Talent Magnetism: Building Teams That Actually Like Each Other (18:00) - Smart Hires, Right Sequence: Why Product Marketing Came First (19:14) - Customers as Growth Catalysts: The Power of Advocacy (20:39) - Leadership Style: Why “Chill, Humble” Beats High Drama (22:07) - Book Rec for Founders: Patagonia’s Blueprint for Sustainable Culture (22:43) - Wrapping Up: Truths, Tactics, and Takeaways for GTM Leaders

What if AI made switching platforms effortless—and what would that mean for SaaS? This week on Topline, Sam Jacobs, Asad Zaman, and AJ Bruno unpack the latest headlines around Databricks, Snowflake, and Ramp to explore whether AI is truly shifting the foundations of enterprise software. They debate the reality behind “vibe coding,” question whether AI is actually boosting productivity (or just slowing us down), and discuss why so much of today’s AGI conversation feels overhyped. Plus: the rise of nano agents, the illusion of developer efficiency, and what jobs might look like in 2030.   Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.   Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.   Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.   Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.   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!   This episode is sponsored by UserEvidence. Want to know what actually moves the needle on trust? Download The Evidence Gap, a data-backed report on the customer proof that drives real results. Get it now at userevidence.com/evidence.   Key Chapters: (00:00) - Welcome and Introductions  (02:00) - The Retreat Recap and Business Decisions  (04:30) - The Vanishing Switching Costs in SaaS and Cloud  (07:00) - Skepticism Around Kubernetes and Cloud Portability  (09:00) - Middle Market and SMB: Where AI-Enabled Switching Gains Traction  (12:00) - The Paradox of Switching Costs and Enterprise Inertia  (15:00) - The Ramp Phenomenon: Outpacing Incumbents with AI-Driven Finance  (18:00) - Future of Finance Teams: Human + AI Agents Collaboration  (22:00) - The Challenge of AI Hallucinations and Model Reliability  (26:00) - The Reality Check: AI Tools Slowing Developers Down  (29:30) - The Evolving Role of QA: More Fun or More Tedious?  (34:30) - Vibe Coding: Promise, Reality, and Use Case Limitations  (38:30) - Centralized AI Agents vs. Specialized Nano Agents  (42:30) - Envisioning 2030 Businesses: AI’s True Impact Unfolds  (45:30) - Defining General and Super Intelligence: Myth vs. Reality  (50:30) - The AI Singularity and Moral Frameworks: Can Machines Learn Ethics?  (54:30) - The Grains of Sand, Rubik’s Cube Permutations, and AI Complexity  (57:30) - Lighthearted Hot Takes: WNBA Enjoyment & Infinity Skepticism  (59:00) - Shoutouts to Masterminds, Meals, and Podcasts  (01:02:30) - Parting Thoughts on AI Adoption and CTAs for Listeners

Dive into a conversation with Kyle Norton, CRO of Owner.com, as he reveals the journey of addressing churn in a fast-growing SMB-focused business. Kyle discusses the challenges of identifying the true causes of churn and the strategic decisions required to improve retention. This episode offers valuable insights for leaders managing high-growth companies looking to refine their customer success strategies and enhance product value perception. Revenue Blindspots is brought to you by Otter.ai. To learn more, visit https://get.otter.ai/samjacobs/

Public SaaS companies are growing faster—but private equity–backed SaaS companies are doing it more profitably. In this episode, AJ and Asad dig into new data from David Spitz comparing ARR growth and EBITDA margins across both groups, and debate what’s really driving the difference: lower R&D spend, selection bias, or superior go-to-market execution. They also unpack the implications of long CAC paybacks, PE-style operational rigor, and whether most founders truly understand the capital partners they’re signing up with. Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. 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! This episode is sponsored by UserEvidence. Want to know what actually moves the needle on trust? Download The Evidence Gap, a data-backed report on the customer proof that drives real results. Get it now at userevidence.com/evidence.  Key Chapters: (00:00) - Introduction to Topline Podcast and Episode Overview (02:42) - Exploring SaaS Growth Metrics and Margins (05:29) - The Role of R&D in SaaS Companies (08:32) - Understanding CAC and Payback Periods (11:22) - Cohort Analysis and Its Importance (14:34) - Navigating Board Dynamics and CEO Challenges (17:26) - The Importance of Understanding Investors (20:39) - Lessons from Previous Funding Rounds (23:34) - Market Dynamics and Founder Challenges (26:25) - The Impact of Market Conditions on Founders (29:39) - Acquisition Strategies and Long-Term Vision (32:34) - The Future of LinkedIn and Social Networks (35:42) - Conclusion and Key Takeaways (36:10) - The Evolution of LinkedIn and Market Dynamics (38:30) - Challenges in Product Market Fit and Email Cadences (40:45) - The Challenger Sale: Relevance and Misconceptions (46:40) - AI's Impact on Sales Methodologies and Market Dynamics (53:38) - Defining Intelligence in AI and Its Implications (01:02:00) - Best Practices for Using AI Effectively  

Asad Zaman, CEO of Sales Talent Agency, joins Sam Jacobs to challenge conventional wisdom around key person risk. Asad's unique perspective on building a business deeply intertwined with personal brand and long-term vision offers a fresh take on driving growth without the traditional focus on enterprise value. This episode is perfect for leaders questioning the status quo and seeking to build enduring businesses with a personal touch. Revenue Blindspots is brought to you by Otter.ai. To learn more, visit https://get.otter.ai/samjacobs/

Windsurf grew fast, hit $82M in ARR, and was nearly acquired by OpenAI for $3 billion—until the deal collapsed. Google stepped in with a $2.4 billion offer, but only for 40 engineers.  In this episode, Sam, Asad, and AJ are joined by Peter Walker, Head of Insights at Carta, to break down what really happened and what this deal signals for the future of startup M&A. They explore how acqui-hires are evolving into talent-first extractions, what founders owe their teams in billion-dollar outcomes, and why equity might not mean what employees think it does. The crew also debates whether enterprise revenue is still reliable in AI startups, how employees can protect themselves in a shifting market, and whether we’re already deep in another bubble. Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. 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! This episode is sponsored by UserEvidence. Want to know what actually moves the needle on trust? Download The Evidence Gap, a data-backed report on the customer proof that drives real results. Get it now at userevidence.com/evidence. Key chapters: (00:00) - Introduction to Topline Podcast (00:47) - The Windsurf Acquisition and Its Implications (12:39) - The State of Startups and Market Dynamics (23:55) - Employee Impact and Corporate Responsibility (36:08) - The Future of Startup Employment and Negotiation (46:04) - Venture Capital Trends and Market Outlook  

Sam Jacobs welcomes AJ Bruno, Founder and CEO of Quotapath, who reveals how a single meeting changed everything he knew about business growth. From nearly tanking his company's retention to creating a legendary "war room" strategy, he'll share the brutal lessons that transformed his approach to customer success. Learn how chasing new logos can be a dangerous game, why AI isn't always the silver bullet, and how one founder turned potential disaster into a $200 million success story. Warning: Contains raw entrepreneurial wisdom, unexpected candy bar history, and plenty of startup battle scars! Revenue Blindspots is brought to you by Otter.ai. To learn more, visit https://get.otter.ai/samjacobs/

This week on Topline, Sam Jacobs, Asad Zaman, and AJ Bruno dive into how AI-native companies are reorganizing go-to-market teams—with more investment in RevOps and post-sales, fewer traditional marketers, and agent-led outbound replacing SDRs. They break down new data from Iconiq, unpack Figma’s S-1 through the lens of revenue quality, and explore what makes these orgs structurally different. Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. 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! This episode is sponsored by UserEvidence. Want to know what actually moves the needle on trust? Download The Evidence Gap, a data-backed report on the customer proof that drives real results. Get it now at userevidence.com/evidence. Key chapters: (00:00) - Introduction to Topline Podcast (01:44) - Social Media Attacks and Community Dynamics (10:08) - AI Native Companies vs Non-Native Companies (12:58) - Insights from Iconic Data on Go-To-Market Strategies (37:16) - Figma's S1 and Revenue Retention Metrics (53:02) - The Talent War: Meta vs OpenAI  

Buckle up for a marketing revolution! 🚀 Elaine Zelby, Tofu's co-founder and CRO, drops bombshell hot takes on Revenue Blind Spots, revealing: Why marketing teams should get variable pay How AI can personalize marketing for 1000 accounts instantly  The counterintuitive truth about data and attribution From VC to startup founder, Elaine unpacks the secrets of revenue leadership that will transform how you think about go-to-market strategies. Prepare for insights that challenge everything you know about marketing and sales! Revenue Blindspots is brought to you by Otter.ai. To learn more, visit https://get.otter.ai/samjacobs/

Sam Jacobs, AJ Bruno, and Asad Zaman unpack what it means to lead through uncertainty in a time of rapid change. They reflect on Q2 wins, the emotional cost of ambition, and why founders are feeling more anxious than ever. From letting go of the SaaS playbook to adapting in real time, they explore how AI is reshaping leadership, team culture, and what “good” revenue looks like. Plus: the decline of CS, the rise of forward-deployed engineers, and how to build when nothing feels stable. Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. 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! This episode is sponsored by UserEvidence. Want to know what actually moves the needle on trust? Download The Evidence Gap, a data-backed report on the customer proof that drives real results. Get it now at userevidence.com/evidence. Key chapters: (00:00) - Welcome and Pulse Check (01:14) - Celebrating Q2 Successes (02:57) - Navigating Business Transitions (03:59) - Hitting Numbers and Investing for Growth (04:47) - The Stress of Numbers and Daily Anxiety (05:47) - Balancing Ambition with Gratitude (07:00) - The Power of Pattern Interrupts and Support (07:38) - Is Ambition Always Dissatisfaction? (09:00) - Finding Fulfillment in the Journey (13:12) - The Beauty of Risk and Uncertainty (15:00) - The Astrologer and Fate vs. Free Will (23:00) - Charting the Uncertain Second Half (34:00) - Culture Change and Organizational Agility (43:28) - The Rise of Forward Deployed Engineers & Services Revenue (54:00) - The Future of Customer Success and Bearishness on Job Markets  

AI-native startups are outpacing legacy SaaS companies across every metric—growth, product velocity, and market attention. In this episode, Sam, Asad, and AJ unpack why the GTM landscape is shifting fast. They dive into the resurgence of IPOs, the rise of rollups, and the cultural edge AI-first teams have when it comes to speed, experimentation, and brand building.   Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.   Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.   Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.   Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.   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!   Key chapters: (00:00) - Introduction (01:43) - Market Overview and Current Trends (05:52) - The Impact of AI on Business Dynamics (11:37) - Navigating the Challenges of SaaS vs AI Companies (17:25) - M&A Activity and IPO Market Insights (23:25) - Cultural Shifts in Tech Companies (29:23) - The Role of Social Media in Modern Marketing (35:33) - The Future of Go-to-Market Strategies (41:19) - Final Thoughts and Reflections