Topline

This week, our hosts are joined by Kareem Amin and Varun Anand, co-founders of Clay. They discuss their recent $46 million Series B funding round. Kareem and Varun also share insights on their growth journey, the impact of AI on sales and marketing, and how Kareem's experience at a silent retreat influenced his leadership style.

Want more Topline? Join the Topline Slack channel to engage with hosts, guests...

In this episode of Topline, the hosts welcome Dan Gottlieb, Vice President at Gartner, to discuss the evolving landscape of sales technology. The conversation delves into the competitive dynamics among sales tech companies such as Gong, Outreach, and Salesloft, exploring how these companies navigate growth and innovation challenges. Dan also shares insights on the importance of AI and data interoperability in shaping t...

Join hosts AJ Bruno and Asad Zaman on this episode of Topline Hotline as they tackle a pressing question from the go-to-market community: how to balance getting a great deal for your company while choosing the right product. They discuss the importance of being a savvy buyer, the dynamics of commoditized versus non-commoditized products, and the role of leverage in negotiations.

Enjoy the mini-episode?
Rea...

In this episode of Topline, AJ Bruno, Asad Zaman, and Carta’s Head of Insights Peter Walker are joined by Bob Moore, CEO of Crossbeam, to discuss his company’s recent merger with Reveal. Bob shares the strategy behind the merger, along with the challenges and opportunities that the merger brings to Crossbeam. The episode also touches on broader market trends, including the state of M&A activity and the evolving landsca...

In this week’s mini-episode, our Topline hosts explore a real-life scenario faced by a female CEO of a software company. Despite overcoming challenges and showing positive results, the company faces a cash crunch. The CEO needs more capital from investors, knowing it will dilute her equity. Simultaneously, she wants to negotiate a raise to protect her stake. How can she advocate for herself effectively, balancing the n...

This week on Topline, Sam, AJ, and Asad discuss their lessons from Q2, the Crossbeam and Reveal merger and the why behind QuotaPath’s recent product update.

Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and read episode recaps.

Also, make sure to secure a ticket for:

GTM EMEA, which will be held in London from 9 - 11 July

Kathleen Booth, SVP of Marketing and Growth at Pavilion, joins Topline to discuss the evolving landscape of brand and demand generation. The conversation starts off by delving into a recent report by TrustRadius and Pavilion, highlighting shifts in buyer behavior and the importance of brand-led growth. They also explore the need for a balanced approach between brand investment and demand generation, sharing insights on...

This week’s mini-episode, we tackle a question from a high-performing sales rep at a Series C startup. The rep, concerned about their lack of strategy and operations experience, asks whether pursuing an MBA or consulting position would better prepare them for a future CRO role.

We discuss the value of an MBA in the high-growth tech world, suggesting that practical experience and community-based learning, s...

Liz Christo (Partner, Stage 2 Capital) joins the show to share her unique perspectives on diagnosing retention issues, experimenting with pricing models, and improving board dynamics in B2B tech. We also dive into the innovative pod structure at Stage 2 Capital, where partners from various backgrounds work together on deals.

Listen to this episode to get valuable strategies for improving retention, driving...

This week’s mini-episode revolves around managing executive exits in organizations, including the challenges, best practices, and considerations involved. Our hosts also delve into the importance of empathy and fairness in the process, touching on the evolving nature of employment in the tech industry and the importance of negotiation and fairness in executive exits.

Enjoy the mini-episode? Read the recaps...

In this episode of Topline Hotline, the conversation centers around the importance of references in the hiring process, including back channels and traditional references. Sam, AJ, and Asad delve into the significance of transparency in the candidate evaluation process and the challenges of obtaining accurate references.

Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listeners he...

In this week’s episode, our hosts discuss the recent turbulence in the public markets, focusing on Salesforce's first revenue miss since 2006 and its implications for the SaaS industry. The conversation also delves into the challenges of IPOs, fundraising, and business operations, particularly in the context of M&A as a soft landing option, the importance of maintaining a healthy mindset amidst market fluctuations, and...

In this episode of Topline, Sam, AJ, and Asad explore the impact of cloud technology on business viability, David Kellogg’s Playing to Win vs. Playing to Make Plan, and the impact of remote work on loneliness.

Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and read episode recaps.

Also, make sure to secure a ticket for CRO Summit 2024 on Ju...

On Topline Hotline 35, our hosts tackle a two-part question seeking advice on sales leadership. The first issue involves an AE who schedules meetings with other AEs to voice complaints. The second issue surrounds the lack of trust between this AE and management, which needs to be addressed and built.

Enjoy the mini-episode? Read the reca...

This week, our hosts discuss the impact of net revenue retention (NRR) and churn on SaaS companies, the challenges/opportunities of transitioning from seat-based to usage-based pricing models, the significance of effective product releases, and more.

Want more Topline? Join the Topline Slack channel to engage with hosts, guests, and other listeners and read episode recaps.

Also, make sure to s...

Following the conversation from episode 57 around work-life balance, a member of the Topline Slack channel wants to learn more about how to avoid burnout as an executive, as they’ve found it difficult to mentally turn off work, separate their personal identity from work, etc. 

Watch Episode 57 here.

Enjoy the mini-episode? Read the recaps or join our Slack channel to engage with other listener...

In this episode of Topline, Sam, AJ, and Asad discuss the current state of the market, employment trends, and the challenges tech companies face. The trio provides insights into the Q1 2024 funding landscape, efficient capital allocation for business success, the challenges faced by job seekers, and the shifting expectations for executive roles.

Want more Topline? Join the Topline Slack channel to engage w...