E76: GTM Efficiency and the need for a “Chief Go-To-Market Officer”
In this episode of Topline, Sam, AJ, and Asad delve into the concept of GTM Efficiency, a metric introduced by David Spitz that measures the cost of generating NRR. They discuss the implications of t...
22 Sep 20241h 9min
TOPLINE HOTLINE: As I think about 2025 planning, how do I set the right growth target?
In today’s mini-episode, Sam, AJ, and Asad discuss their thoughts on planning for 2025 and setting growth targets. They dive into the macroeconomic outlook for 2025 and the importance of being on the ...
19 Sep 202416min
E75: Two ways to win… Product Velocity OR GTM Excellence
In this Sunday’s episode, our hosts discuss the two ways to win in a competitive market: product velocity and go-to-market excellence. They break down the challenges and trade-offs of each approach, h...
15 Sep 20241h 6min
TOPLINE HOTLINE: What do I do? I have a board member that isn’t as engaged as they should be.
In this week’s mini-episode, the group answers a question brought to AJ around a board member that isn’t as engaged as they should be and is continually asking questions that pull focus. The trio shar...
12 Sep 202410min
E74: Mark Kosoglow Introduces Operator.ai and The Founder Mode Debate
Mark Kosoglow joins Topline this week to introduce us to Operator AI ahead of it’s official announcement. Operator AI is a solution to improve sales efficiency by providing high-quality, unique data f...
8 Sep 20241h 20min
TOPLINE HOTLINE: Is gifting the most effective way to incentivize customer engagement?
Join hosts AJ Bruno, Asif Zaman, and Sam Jacobs on Topline Hotline, where they tackle questions from the go-to-market community. In this episode, the team debates the effectiveness of using gifting pl...
5 Sep 202410min
E73: Balancing Growth and Free Cash Flow in Today's Market
In this episode of Topline, hosts Sam, AJ, and Asad dive into the intricacies of growth versus free cash flow margin, especially the evolving premium on growth, the concept of profitable, efficient gr...
1 Sep 20241h 13min
TOPLINE HOTLINE: As a CRO, how should I approach annual planning?
This week, Sam, AJ, and Asad dive into a question from Pavilion's Slack community: When planning for the fiscal year ahead at the CRO level, should you proactively create a comprehensive plan or deck ...
29 Aug 202410min
