The Pocus Unlocking Revenue Podcast

Need strategies for staying competitive when AI capabilities become commoditized across your market?Looking to learn from someone who's navigated the evolution of sales from cold calling to AI-powered prospecting?Ayub Mohammed from RingCentral shares his playbook for building differentiated sales strategies in an AI-first world.With over a decade in sales, Ayub has witnessed the transformation from spray-and-pray tactics to intent-driven, AI-powered sales motions.We dove into Ayub's frameworks for AI adoption, his insights on what's getting commoditized, and his strategies for scaling faster than the competition.We covered:- The evolution of sales methodology - What's changed from the cold calling era and what fundamentals remain constant- AI adoption strategies that work - Bottom-up experimentation vs. top-down standardization and finding the right balance- Staying ahead when AI gets commoditized - How to differentiate when everyone has access to similar tools- Keeping pace with rapid AI innovation - Practical approaches for evaluating and staying current with developmentsAbout AyubAyub Mohammed, VP of Small Business and Mid-Market Sales at RingCentral, has cracked the code on staying competitive in the AI sales era. After over a decade leading revenue teams—including game-changing stops at Nextiva and Bitly—Ayub returned to RingCentral with proven frameworks for building differentiated sales motions when AI capabilities become commoditized across markets.

Bill Dwoinen, CRO of Mural, dives into his transition from enterprise giant to agile CRO, exploring the wins, surprises, and hard-learned lessons that every sales leader needs to hear.Bill has led revenue teams at some of the biggest names in tech, including Slack and Salesforce. Now, as CRO at Mural, he's applying those lessons to build scalable processes and high-performing teams in a completely different context.The world of GTM has changed more in last 3 years than in the previous 30, Bill dives into how things have shifted from tech stack choices, team enablement, and hiring. What we covered:- The reality of big company vs. startup GTM - What surprised Bill most about transitioning from Slack/Salesforce to Mural CRO- Building high-performing teams that scale - The core values and leadership habits Bill prioritizes when growing revenue organizations- Partnership-driven growth strategies - Real results from Bill's approach to tool selection and team enablement (including his partnership with Pocus)- The future of work in an AI world - How Bill is thinking about differentiation and team building as AI transforms salesAbout Bill DwoinenBill Dwoinen is Chief Revenue Officer at Mural with over 20 years of experience scaling revenue teams. His career includes leadership roles at Slack and Salesforce, where he built high-performing global teams and crafted winning go-to-market strategies. Bill is passionate about operational excellence and mentoring the next generation of sales leaders.

Need direction on how to evolve RevOps from an order-taking function to a strategic growth partner?Looking to master the art of capacity modeling and avoid the costly mistakes of over-hiring or under-hiring?Avtar is a RevOps veteran who has built RevOps from scratch at four different companies. Currently at Benchling, he's transformed RevOps from a reporting function into a strategic partnership with sales leadership that drives real business impact.Avtar has mastered the delicate balance of being data-driven while enabling quick decision-making in dynamic GTM environments.Here's what we covered:✅ From Order-Taker to Strategic Partner: How to transform your relationship with CROs and become a data-backed strategic leader rather than just pulling reports✅ The Three-Layer Analysis Framework: Avtar's proven approach to turn raw data into strategic recommendations without falling into analysis paralysis✅ The Future of RevOps: How AI is transforming the function and what it means for RevOps professionals in the next era of GTMAbout Avtar VarmaAvtar brings extensive revenue operations expertise to his role as VP of Global Revenue Operations at Benchling, where he leads strategic growth initiatives across the entire revenue organization. His background includes building and scaling RevOps functions at high-growth SaaS companies like Sonar and People.ai. A Duke University graduate with AWS certifications, Avtar specializes in transforming RevOps from tactical reporting to strategic revenue leadership through data-driven capacity modeling and executive partnership development.

The era of "growth at all costs" is dead. Revenue leaders are scrambling to do more with less. Most are still running outdated playbooks designed for when capital was free.Peter Borkovich, VP of Revenue at Vidyard, shares his blueprint for running ultra-efficient revenue organizations that thrive in today's challenging environment.With over two decades at high-growth companies like Salesforce, InVision, and Yotpo, Peter has pioneered frameworks that achieve sustainable growth while maximizing efficiency. In this conversation, we dove into Peter's philosophy of "growth through efficiency" and explored how the most effective revenue leaders are using AI to drive this efficiency. What we covered:- Master the "Do More with Less" Framework - how to serve your customers with half the resources by focusing on optimization not volume.- Build Anti-Fragile Revenue Systems - Develop operating rhythms that let you run lean teams efficiently with frameworks for making smart decisions during market uncertainty - Deploy Purpose-Built AI That Actually Works - Learn Peter's methodology for implementing AI tools that move the needle while avoiding million-dollar ROI traps.- Navigating market uncertainty with conservative growth - Why over-hiring is worse than under-hiring and how to make smart decisions in unpredictable timesAbout Peter BorkovichPeter brings over 20 years of revenue operations expertise to his role as VP of Revenue at Vidyard, where he leads the entire revenue organization including business development, renewals, and customer success. His background includes senior leadership positions at Salesforce, InVision, and Yotpo, where he specialized in building scalable revenue systems and optimizing conversion rates

Tired of marketing teams that chase vanity metrics instead of moving the needle?Ready to challenge the "data-driven everything" orthodoxy that's paralyzing your team's execution?Stef Miller, Global Campaigns leader at Udemy, is sharing her contrarian playbook for building marketing teams that actually drive business growth.Stef brings a unique perspective from scaling marketing operations across high-growth SaaS companies and working with brands like Facebook and US Bank. She's passionate about cutting through marketing BS and sharing frameworks that create real impact, which is why she's joining us for this no-holds-barred conversation.We're diving deep into Stef's most controversial takes—like why "data-driven" decision making can kill momentum and why alignment culture often becomes an excuse for inaction.What You'll Learn:✅ Why "data-driven" marketing isn't always smarter — When intuition and speed trump endless analysis (this will challenge everything you think you know)✅ The alignment trap — Why too much consensus kills momentum and what accountability-first culture looks like in practice✅ Scaling secrets — How to build marketing teams from 2 to 50 people without losing effectiveness or diluting impactAbout StefStef Miller leads Global Campaigns at Udemy, blending brand, demand, and go-to-market strategy to drive business growth. With a background spanning high-growth SaaS companies and working for brands like Facebook and US Bank, she brings deep B2B expertise, executive clarity, and a collaborative leadership style that inspires teams and connects with audiences around the world.

Need guidance on how to consistently exceed sales targets and leverage AI in your sales workflow?Looking to learn from someone who has crushed targets and mastered modern sales techniques that actually work?Brian LaManna, Enterprise Account Executive at Gong, is passionate about sharing his hard-won sales insights with his fellow sellers, which is why he founded 'ClosedWon' a sales training company. He also posts regularly on LinkedIn and has amassed a massive 90K+ community on the platform.We walked through all of Brian’s favorite frameworks and strategies like signal-based prospecting. We also dove into how he’s thinking about what AI use cases actually work in sales.We covered:Signal-based prospecting best practices How to research accounts like a proHow to do killer disco every time The best ways sellers can use AI today‍About BrianBrian LaManna is joining us from Gong. He has gone on to win President’s Club 6 times by the age of 28 and is currently an Enterprise AE. He prides himself on his preparation, organization, and creating systems to make him successful. Outside of Gong, he is the founder of ClosedWon, a sales training company that provides daily content on LinkedIn, a free, weekly newsletter, and sales playbooks online. Outside of work altogether, he lives in Chicago and loves all things sports, going to new restaurants in the city, and spending time with friends and family.

Need direction on how a PLG motion and cold outbound prospecting can work in harmony?Looking for tips on how to avoid the “dev tool trap?”Marcus Holm, CRO of LaunchDarkly, is a dev tool veteran who helped transition LaunchDarkly to an outbound-oriented, value sales-centric GTM organization.Prior to joining LaunchDarkly, he built the sales org zero to one at Forter, led Global Account Sales at VMWare, and held various sales leadership roles at Heptio and Cloudera.Marcus will be diving into LaunchDarkly's successful transition from purely PLG to a strong SLG motion where product-led and cold outbound prospecting live together in harmony. We covered:Avoiding the “dev tool trap” when transitioning from PLG to SLG motionBuilding personal brands in B2B (his take might surprise you!)AI hacks that are transforming both professional and personal workflows The future of unified intent signals in predictable pipeline generation About MarcusMarcus built his career through roles in tech sales and go-to-market leadership. Following positions at Cisco and Cloudera, he built all GTM functions from scratch at GPU database startup Kinetica. Marcus then joined Heptio to develop their global sales team, contributing to its acquisition by VMware. As CRO at security startup Forter, he led all GTM functions and implemented a value sales approach that drove significant revenue growth and valuation increases. Currently, Marcus serves as CRO at DevOps tooling company LaunchDarkly, where he's been for 18 months, transitioning the organization to an outbound-oriented, value sales-centric GTM strategy.

Today's B2B marketers face a widening divide. While AI and personalization tools evolve at breakneck speed, most teams still rely on outdated playbooks that fail to capitalize on these innovations. The result? Missed opportunities, wasted budgets, and declining engagement across channels.Guy Yalif, Chief Evangelist at Webflow and former Co-founder of Intellimize unpacked the marketing trends every B2B marketer needs to know in 2025. In this session, we explored:The evolution of AI and personalization in B2BThe new playbook for modern marketing teamsHow GTM roles are shifting (Will we need fewer SDRs? Will marketing run more automation?)His bold predictions for marketing trends in 2025About GuyGuy Yalif is a seasoned B2B SaaS executive with over 20 years of experience helping marketers drive revenue on websites and across digital advertising using machine learning. Currently Webflow's Chief Evangelist, Guy has been a marketing leader at Twitter, BrightRoll, Yahoo, and Intellimize. He has been a part of four successful exits and was cofounder and CEO of Intellimize which was recognized multiple times as a Best Place to Work and INC5000 company. Guy received a Bachelor's degree in Mechanical and Aerospace Engineering from Princeton and an MBA from Stanford.

Planning to revamp your RevTech stack in 2025? Thinking about implementing AI tools for sales? …Feeling lost? Mollie Bodensteiner is the VP of Revenue Operations at Engine (the modern travel platform) and she's here to help. Mollie’s built RevOps teams at Corteva, Syncari, and Deel before Engine. She's spent millions on GTM software and knows what actually works (and what’s not worth the $$$)We covered:How to assess where AI fits in your RevTech stack Evaluating AI tools (ROI)Her framework to ensure reps actually adopt tools (especially AI)‍About Mollie Mollie Bodensteiner is VP of Revenue Operations and Enablement at Engine, the modern travel platform for booking and managing work trips. Mollie is one of the most forward thinking leaders in GTM, with experience leading revenue operations at Corteva Agriscience, Syncari, Deel, and Sound. Having spent millions procuring software to power GTM over her career, she’s translating that expertise into The RevTech Review, a newsletter focused on unbiased reviews of emerging revenue technology. 

Is your sales teams drowning in unqualified leads? What if you could transform every prospecting effort into a precision-driven revenue engine? In 2025, you can’t afford to keep running GTM like it's 2015.Most B2B sales teams are stuck in a cycle of inefficient pipe generation and unpredictable revenue growth. If you’re struggling to scale, time to take a hard look at your GTM playbooks.Kyle Norton, Chief Revenue Officer at Owner.com, shared the data-driven sales strategy that helped take Owner from $3M to $21M ARR in just 22 months. With 14+ years of B2B SaaS sales expertise, Kyle has cracked the code in building high-performance go-to-market engines.In this AMA, we dove into:His journey scaling Owner and lessons learned on everything from inbound optimization to standing up outbound How to use data to improve BDR efficiencyHow Kyle developed his cold calling playbook and why cold calling is better than emailWhether you're a sales leader battling inconsistent growth, a RevOps professional looking to optimize GTM, or a startup founder building your first sales flywheels—this webinar is your roadmap to predictable, exponential revenue growth.‍About Kyle‍Kyle Norton brings 14 years of revenue leadership experience to the forefront of sales innovation. As Chief Revenue Officer at Owner.com, he specializes in scaling go-to-market strategies for B2B SaaS companies. Norton has consistently helped organizations achieve remarkable growth by combining data-driven approaches with strategic insights, serving as a Limited Partner, Advisor, and Investor in the SaaS ecosystem.

Ready to unlock enterprise-scale growth? Many B2B companies struggle to evolve their sales motion from PLG success to strategic enterprise deals.How do you build an upmarket motion that complements your PLG flywheel? How do you build the internal muscle to do outbound? As the Director of Sales for North America at Monday.com, Jason Miller helped transform Monday's sales organization from its product-led roots to a sophisticated enterprise sales engine. His data-driven approach to sales leadership has helped Monday.com successfully navigate the complexities of selling a horizontal platform to enterprise buyers while maintaining hyper growth.In this AMA, we dove into:Mastering the art of value-mapping for horizontal products, learning Monday.com's battle-tested frameworks for translating platform flexibility into clear business value.How to build an effective outbound program and scaling your existing customer base into enterprise accounts.Why nailing sales and CS collaboration is a winning strategy for Monday.com.Whether you're a sales leader looking to move upmarket or a revenue operator working to optimize your enterprise motion, Jason's insights will help you navigate the transition from product-led growth to enterprise sales with greater confidence and predictability.About Jason‍With over six years at Monday.com, Jason Miller serves as Director of Sales for North America, where he drives sales process improvements and team performance across the region. As an early member of Monday.com's sales team, he has played a pivotal role in evolving the company's go-to-market strategy from product-led growth to enterprise sales, with a particular focus on data-driven sales practices, strategic customer success partnerships, and scalable coaching methodologies.

Is your sales team still pitching to developers like they're enterprise VPs? What if you could transform your technical sales motion from friction-filled demos to authentic product conversations? In 2025, you can't afford to run developer GTM like it's just another B2B playbook.Travis Patterson, Chief Revenue Officer at Merge, shares the developer-first sales strategy that drove SignalFx to a $1B+ acquisition and continues to power Merge's explosive growth. In this AMA, we discussed how to:Evolve your sales methodologies like MEDPIC for a developer GTM motionSuccessfully build the GTM engine for scale (series B - D)Build high-performing sales teams Whether you're a sales leader struggling to connect with technical buyers, a RevOps professional optimizing developer-focused GTM, or a startup founder building your first technical sales team—this session is your blueprint for predictable growth in the developer tools space.About TravisTravis Patterson is the Chief Revenue Officer at Merge. A proven sales leader in enterprise software, Travis specializes in scaling revenue organizations that sell to technical and developer audiences. Previously, he served as CRO at Imply and led sales at SignalFx through its $1B+ acquisition by Splunk.

Ready to build next-level pipeline? Most sales teams are struggling to adapt their traditional prospecting methods to today's market. The old playbook isn't delivering results, and revenue targets feel out of reach.As the CEO and Founder of AMP Creative, Morgan J. Ingram has developed prospecting and outbounding frameworks that blend time-tested sales principles with content strategies. His unique approach has helped countless B2B enterprises transform their pipeline generation from a constant grind into a scalable, systematic process.In this exclusive session, we covered actionable strategies that are generating real results in 2025:Master the science and art of modern prospecting through Morgan's proven frameworks for LinkedIn engagement, cold calling, and email outreach - including specific scripts and templates that consistently drive responsesTransform your content strategy into a powerful pipeline generator, learning how top performers are leveraging thought leadership and strategic content to attract and engage high-value prospectsGet social selling strategies that actually work, moving beyond surface-level engagement to build meaningful relationships that convert into revenue opportunitiesWhether you're an SDR looking to exceed quota or a sales leader aiming to transform team performance, Morgan's insights will help you navigate the complexities of modern B2B sales with greater confidence and effectiveness.About MorganWith a decade-long career in sales, Morgan J. Ingram founded AMP Creative, a growth partner agency that leverages industry experts and influencers to drive content creation and pipeline generation for B2B enterprises. As the CEO and Founder of AMP Creative, he imparts valuable insights and innovative ideas through engaging videos and in-depth content, focusing on topics such as AI integration for sales acceleration, enhanced content strategies, and customer experience optimization.

The best GTM leaders don't always come from traditional backgrounds - and Stevie Case is the perfect example. Stevie Case, CRO of Vanta, brings a truly unique perspective to modern revenue leadership. She started her career as the world's first female pro gamer and is now known for building high-performance revenue teams in tech.We covered:Stevie's career journey from gamer to tech leaderHow she thinks about building high-performance revenue teamsHer predictions for sales trends to be aware of in 2025About StevieStevie Case serves as the Chief Revenue Officer at Vanta. She brings over two decades of tech expertise to her role driving growth for the security and compliance solutions provider. A trailblazer in gaming, Stevie made history as "KillCreek," the world's first female professional gamer, before expanding her career into tech. Beyond her work at Vanta, she serves as a founding partner at 20SALES, a consultancy helping SaaS companies optimize their revenue operations, and as a founding operator at the Coalition Network, connecting operators with venture capital opportunities. Her leadership philosophy centers on building high-performance teams and developing customer-centric products that create meaningful impact.

BizOps teams have become a standard part of GTM teams, but it can look different at every company, with different responsibilities and team structures. So, WTF is BizOps? And how do you ensure it drives real business impact?Stuart Wilson, VP of Business Operations at Drata, brings a unique perspective from his journey through investment banking, private equity, and operational leadership at high-growth companies like SurveyMonkey and Hotel Engine. Stuart breaks down the evolution of modern ops teams and shares practical frameworks for building functions that scale.Here's what we explored:The Ops Evolution: How business operations has transformed from a back-office function into a strategic driver of growth, and what this means for companies at different growth stagesBehind the Scenes: A detailed look at how modern ops teams function, including real examples from Stuart's experienceCareer Pathways: Practical guidance for both founders considering their first ops hire and professionals looking to transition into ops leadership rolesThe Future of Ops: Stuart's thoughts on how emerging technologies are reshaping operations and the essential skills ops leaders need to developAbout StuartStuart Wilson is a seasoned Biz Ops leader currently serving as VP of Business Operations at Drata. Before joining Drata, Stuart held leadership roles at Hotel Engine and SurveyMonkey, where he shaped operational strategy and drove business growth. Before transitioning to operational leadership, Wilson honed his financial acumen in private equity and investment banking.

Are your reps struggling in a tough market? AI promises massive efficiency gains, but most teams are drowning in tools without seeing real results. Kyle Asay, VP of Global Growth Sales at LaunchDarkly, increased his team's outbound pipeline by 142% while navigating the shifting GTM landscape. From his journey as an SDR at Qualtrics to scaling multiple high-performing teams, Kyle is sharing his insights on what actually works in modern sales.As a 5x President's Club qualifier and the founder of SalesIntroverts.com, Kyle knows firsthand how to coach both struggling and successful reps to reach their full potential. He shared candid insights about his own challenging start in sales and how those experiences shaped his approach to building unstoppable teams.Here's what we discussed:Kyle's framework for identifying and developing 10x sellers in technical sales environmentsThe truth about AI in sales - where it's transforming results, where it's falling short, and how to prepare your team for the next 18 months of changeReal-world tactics for discovery, building compelling POVs, and running outbound campaigns that break through the noiseAbout KyleKyle Asay began his career in sales as an SDR at Qualtrics, where he qualified for five consecutive President’s Clubs as an AE, front-line leader, and second-line leader. After an incredible 8.5 years at Qualtrics, he was recruited to MongoDB, where he served as the RVP of North America Acquisition. After nearly two years of rebuilding and scaling the organization, Kyle joined LaunchDarkly as the VP of Global Growth Sales, where he increased outbound pipeline won by 67%. Kyle also founded and runs SalesIntroverts.com, where he coaches other sellers on frameworks for success.

Is your GTM strategy built for $2M or $45M ARR? Most companies get stuck in the middle because they can't evolve their marketing engine fast enough.We're talking with Amrita Mathur, VP of Marketing at Zapier, who brings a rare combination of PLG and sales-led marketing expertise. Known for driving explosive growth, Amrita scaled Superside from $2M to $45M ARR in just four years. She specializes in building systematic "marketing machines" that create sustainable growth engines for B2B companies at every stage.Whether you're building your first demand gen motion or optimizing your current marketing strategy, you'll walk away with actionable frameworks tested at some of tech's fastest-growing companies.Here's what we unpacked:How Amrita built the growth engine that propelled Superside from $2M to $45MAmrita’s framework for identifying the most impactful growth levers What marketing leaders should look for when hiring and building winning teamsAbout AmritaAmrita Mathur serves as VP of Marketing at Zapier, bringing her extensive expertise in both product-led growth and sales-led marketing strategies. As a leader, Amrita is known for driving rapid growth. She previously led marketing at Superside, where she helped scale the company from $2M to $45M in annual recurring revenue over four years. She specializes in building and connecting systematic "marketing machines" that drive sustainable growth, with particular strength in demand generation, positioning, and community building. Drawing from her experience across various B2B segments, Amrita specializes in helping companies establish PLG motions and expand upmarket through strategic demand generation, focusing on exceptional execution is the ultimate differentiator.

GTM tech has never been better at driving results for users, but with so many new tools for building and closing pipeline, it's easy for tech stacks to become bloated.How do you avoid the toys and focus on the best tools? Here's what we discussed:Andy's career path across multiple unicorn startups and ops rolesHow he approaches building a GTM tech stack, including where AI fits inHis thoughts on AI autopilots vs copilotsThe role of intent tools in GTM- Ops teams won't want to miss this tactical conversation!About AndyAndy Mowat is the VP of Go-To-Market Ops at Carta. Prior to joining Carta, Andy ran Operations at several companies including Box and Upwork, and was the co-founder and CEO of Gated. Andy’s experiences at multiple startup unicorns has made him an expert in accelerating growth, driving efficiency, and using data to power GTM motions.

+120% annual quota for a business travel platform… during the pandemic. Mark Goldberger did it. If there’s someone who can teach all of us a thing or two about sales, it’s definitely Mark, so we had to get him on our podcast! One of Mark's biggest passions is coaching his team to be 10x sellers. And we’re asking him to share all of his tips and tricks with us. In this episode, we covered: Mark’s career path into sales, including his time at Navan where he helped to bring in over $100m ARR How Mark identifies tool opportunities for his team to help them 10x their skills How sales is changing as an industry, and what you can do to stay ahead of the curve About Mark Mark Goldberger is Head of Enterprise Sales at Ramp, the fastest-growing corporate card and bill payment software in America, and recently named Most Innovative Company in North America by Fast Company. Prior to joining Ramp, Mark was the first enterprise rep at TripActions (now Navan), where he helped bring in more than $100m of ARR as an IC and sales leader. Before TripActions, Mark worked at Highfive, a video conferencing company since acquired by Dialpad.

Where is sales heading in 2025? Find out in our deep dive with First Round Partner Meka Asonye. We covered what's actually working in today's shifting landscape and what's coming next. From his experience scaling a 100+ person revenue team at Mixpanel to funding seed-stage startups at First Round, Meka brings a refreshingly practical perspective to separating game-changing AI innovations from the shiny distractions. In this episode we covered: Meka’s framework for separating tools from toys when evaluating sales tech companies The three make-or-break priorities sales teams should focus on heading into 2025 What will change - and what won’t - in the GTM world as AI becomes more advanced. About Meka Meka Asonye is a Partner at First Round Capital, a seed-stage technology venture fund. Previously, he served as the VP of Sales & Services at Mixpanel, where he ran the more than 100-person global revenue team and owned the customer lifecycle from first website visit to renewal. Before Mixpanel, Meka spent four years at Stripe as it scaled from 250 to 2000 people and matured its sales org. When he first joined in 2016, Meka served as one of the payments company’s early account executives, leading their first attempts to go upmarket and land enterprise logos. For the next three years, he headed up Stripe’s Startup/SMB business, including launching outbound sales, optimizing self-serve, and building a customer success function.