Beyond Revenue – Narratives of Revenue Leaders [with Michael Jäger]

AI is everywhere in revenue teams right now. But is it actually moving the needle or just automating the mess that was already there?

Oisin Connell, sales leader with 15+ years of B2B tech experience across SaaS and enterprise, joins Michael Jäger to get specific about what AI in revenue teams actually looks like when it works and when it doesn't.

In this episode:

✌️ Win #1 — The AI health score: how Oisin's team replaced backward-looking MBR post-mortems with a daily weighted KPI feed that surfaces coaching opportunities in real time.

✌️ Win #2 — The crystal ball: an account and persona research agent that delivers intent signals, email structures, and call scripts from a single URL input, cutting hours of manual prep per rep.

🌱 Fail — AI without guardrails: what happened when reps built their own AI messaging without structure: brand drift, inconsistent output, and a full reset...

The through-line: AI scales process, not intuition. If your GTM fundamentals aren't solid, you're not gaining efficiency, you're accelerating a mess.

Connect with Oisin:

🔗 LinkedIn: https://www.linkedin.com/in/oisinconnell1/

🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday.

⏱️ Episode timestamps

00:00 — Intro & Oisin's background

04:09 — The biggest AI myth in revenue teams

05:42 — What AI kills forever in sales ops

07:37 — Win #1: The AI health score

11:22 — Win #2: The crystal ball research agent

14:19 — Quality over quantity — why training still matters

14:41 — The fail: AI rollout without guardrails

19:49 — Key takeaways & the human element

21:17 — Where to find Oisin

Most partnership programmes sign agreements and call it a day. The ones that actually move revenue are built on activation, trust, and a ruthlessly structured network.

George Alifragis is SVP and Head of Operating Network & Ecosystem at Metropolitan Partners Group, a Forbes Business Council member, and a 20-year revenue leader with a track record of building partnership ecosystems that drive compounding growth. He joins Michael Jäger to make the case that partnerships aren't a support function: they're a core pillar of modern revenue architecture.

In this episode:

✌️ Win #1 — Network as a proprietary deal flow channel: how George reframed the operating network from a post-close resource into a front-end sourcing engine using structured swim lanes, a Unique Partner Proposition, and an Ideal Partner Profile

✌️ Win #2 — Segmentation and scoring: how building a rigorous model across engagement level, relationship quality, and activation history revealed that the highest-value contacts were the least activated and how fixing that changed the entire partnership motion.

🌱 Fail — Over-indexing on the referral agreement: why a creative, well-structured referral agreement still produced almost nothing and the hard lesson about the gap between signing and activating.

Whether you lead partnerships, build GTM strategy, or are trying to turn your network into a revenue channel: this episode gives you a practical framework for making partnerships perform.

Connect with George:

🔗 LinkedIn: https://www.linkedin.com/in/galifragis/

🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday.

⏱️ Episode timestamps

00:00 — Intro & George's background

03:37 — What shaped George's thinking on partnerships as a revenue lever

06:06 — The biggest misconception leaders have about partnerships

08:10 — Where partnerships go most wrong

09:09 — Win #1: Network as a proprietary deal flow channel

12:14 — How to know it's working (270% growth)

14:34 — Win #2: Segmentation and scoring your network

18:10 — The fail: over-indexing on the referral agreement

21:03 — How the fail led to building an AI triage agent

24:39 — Key takeaways

25:50 — Where to find George

Most SaaS companies get pricing wrong: not because they charge the wrong number, but because they're asking the wrong question entirely.

Roee Hartuv, Senior Pricing Advisor and Head of GTM Expertise at Willingness2Pay, joins Michael Jäger to make the case that pricing isn't a finance decision: it's a GTM decision. And how you charge matters far more than how much you charge.

In this episode:

✌️ Win #1 — Package around value, not features: why structuring your pricing around the customer's job to be done (instead of good-better-best feature tiers) accelerates sales velocity, simplifies renewals, and makes your value proposition impossible to ignore.

✌️ Win #2 — GTM as a system: how applying systems thinking to your go-to-market motion (from demand gen to customer success) removes silos, improves efficiency, and aligns every team around one shared output: revenue.

🌱 Fail — Price increases in isolation: why raising prices without adding value almost always backfires, and what to do instead to make pricing changes stick.Whether you're a founder, a revenue leader, or running GTM at a SaaS scale-up, this episode gives you a practical framework for turning pricing into a growth lever, not just a number on a page.

Connect with Roee:

🔗 LinkedIn: https://www.linkedin.com/in/roeehartuv/

🔗 Willingness2Pay: https://willingness2pay.com/

🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday.

⏱️ Episode timestamps

00:00 — Intro & Roee's background

01:22 — The biggest pricing mistake companies make

01:49 — What your pricing signals to the market without you knowing

02:38 — The biggest shift happening in SaaS pricing right now

04:12 — Win #1: Package around value, not features

08:07 — Win #2: GTM as a system — input, process, output

10:57 — The fail: price increases that backfire

13:00 — Key takeaways

14:56 — Where to find Roee

Cold outreach is broken. Inbound alone won't scale you upstream. So what actually works in B2B sales right now?

Sara Storm, Sales Director EMEA at N.Rich, founder of Break the Box and GTM strategist with 20+ years in B2B SaaS joins Michael Jäger to break down the MIXBOUND motion: how to blend account-based marketing and account-based sales into a single, signal-led system that builds trust before it asks for a meeting.

In this episode:

✌️ Win #1 — ABM + ABS in tandem: how Sara's team uses first- and third-party intent signals to trigger coordinated outreach across BDR and AE .

✌️ Win #2 — The 20-minute account analysis: a low-effort, high-impact tactic that increased meeting booking rates by 29% by delivering value before making any ask.

🌱 Fail — The online community that didn't land: why a well-intentioned sales council fell flat.

Whether you're leading sales or scaling a GTM motion, this episode gives you a concrete playbook for moving from spray-and-pray outbound to a focused, trust-first MIXBOUND approach.

Connect with Sara:

🔗 LinkedIn: https://www.linkedin.com/in/saralstorm/

🔗 Nrich: https://nrich.io/

📩 Newsletter (SaaS & Revenue): https://stormysarascorner.beehiiv.com/🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday.

⏱️ Episode's timestamps

00:00 — Intro & Sara's background

04:20 — What "moving upstream" really means

05:38 — GTM challenges: Nordics vs UKI

08:07 — The GTM assumption that AI broke

09:15 — Clear signals your inbound/outbound are misaligned

15:49 — Win #1: ABM + ABS in tandem (+ the Stockholm dinner)

21:14 — Win #2: The 20-minute account analysis (+29% meeting rate)

23:33 — The fail: online community that didn't land

27:43 — Key takeaways

29:07 — Where to find Sara

Many companies have bold growth strategies.

Few manage to operationalize them.

In this episode of Beyond Revenue – Narratives of Revenue Leaders, Michael Jäger sits down with Kim Aberfeld (CRO at Scalara) to explore how go-to-market strategies become scalable execution engines.

Together, they unpack:

✔ How to translate top-down strategy into bottom-up ownership

✔ Why governance frameworks are essential for predictable growth

✔ How to align marketing, sales, and customer success

✔ Why enablement is a core growth lever

✔ The balance between structure and agility in scaling organizations

✔ The human side of operational excellence

Kim shares lessons from scaling revenue teams across seven international markets and building structured revenue systems in both enterprise and startup environments.

💡 Key insight: Processes and data enable scale. But people create momentum.

If you’re building or restructuring your GTM engine, this conversation will help you rethink how strategy turns into execution.

👉 Subscribe for more conversations with revenue leaders.

Growth doesn’t fail because of ambition.
It fails because of structure.

In this episode, Michael Jäger speaks with commercial operations leader Nadja Ristig about what truly enables scalable B2B growth: operational excellence.

With experience spanning enterprise, SaaS, IoT, and post-merger integrations, Nadja shares how commercial architecture determines whether sales organizations thrive or stall.

In this conversation, you’ll learn:

• The 3 structural levers of strong commercial operations

• Why customer journey clarity is the foundation of scale

• How governance can guide without slowing down sales

• What goes wrong in CRM integrations after M&A

• Why playbooks are living systems

• Why enablement is the most underestimated growth lever

• Why culture matters more than tools

If you’re building, restructuring, or scaling a B2B revenue organization, this episode offers practical insights into the architecture behind sustainable growth.

Because growth is not accidental.
It’s engineered.

Marketing creativity is important but without measurement, it’s just guesswork.

In this episode of Beyond Revenue, Michael Jäger speaks with Stephanie Pilon, CMO at Singular, about how modern marketing leaders turn data into real growth strategy.

Stephanie shares how marketing can evolve from a lead-generation function to a true revenue engine by connecting campaigns, pipeline, and business outcomes. Drawing on her experience across SaaS, adtech, and digital transformation, she explains why measurable marketing requires more than performance metrics: it requires understanding the entire growth system.

They explore how marketing teams can combine analytics, creativity, and cross-functional alignment to drive pipeline, retention, and ARR.

You’ll learn:

• Why measurable marketing goes beyond performance marketing

• How to connect marketing activities to real revenue outcomes

• The importance of shared goals across marketing, sales, and customer success

• How CMOs can build data-driven growth infrastructures

• Why creativity will become even more important in the AI era

Stephanie also shares how marketers can build systems that measure every touchpoint while still leaving space for experimentation and creative storytelling.

🎧 If you care about marketing that actually drives revenue, this episode is for you.

What is the difference between a VP of Sales and a modern CCO?

In this conversation, Wolfgang Richter (CCO at Solvares Group) explains why today’s revenue leaders must trade their spreadsheets for blueprints.

We dive into the "Trinity of Growth"—customer behavior, product structures, and data—and discuss how to lead a high-performance team in a Private Equity environment.

Key takeaways from this episode:

• The Revenue Architect: Why holistic planning and "SOPs" are the new secret weapons of commercial leaders.

• The "One Team, One Dream" Mindset: Breaking down silos between Sales, Marketing, and Customer Success to ensure a seamless customer journey.

• Leading with Clarity: Why hiring specialists better than yourself is the only way to scale a "kingdom" effectively.

• The Quadrature of the Circle: Balancing short-term quarterly delivery with long-term strategic investments.

Listen now to learn how to transition from a "striker" role to a strategic "game maker."

In this episode, Michael Jäger sits down with Christin Wehrstedt, a seasoned leader in sales and strategic partnerships, to explore how DeviceNow is revolutionizing the workplace in over 190 countries.

Moving beyond traditional "leasing" models, Christin explains how a true subscription-based Device-as-a-Service (DaaS) model helps enterprise companies shift from CapEx to OpEx while maintaining a seamless global footprint.

Key topics covered in this episode:

• The 4 Pillars of Partnership: How to align manufacturers, distributors, sales-enablement partners, and thought leaders.

• Global vs. Local Strategy: Navigating cultural differences and market-specific regulations when scaling outside of Europe.

• Trust Through Data: Why DeviceNow invested in a "Total Economic Impact" study to provide evidence-based value to prospects.

• Specialization over Generalization: Why the future of the tech ecosystem relies on specialized partners working together rather than one company trying to do "everything."

Perfect for: Revenue leaders, partnership managers, and tech entrepreneurs looking to scale international operations and transition to service-based business models.

How do you actually prove that brand drives revenue, without overcomplicating attribution or falling back on “it’s long term, trust us”?

In this episode of Beyond Revenue – Narratives of Revenue Leaders, Michael Jäger sits down with Guta Tolmasquim, Founder & CEO of Purple Metrics, a machine learning platform that connects brand, media, and organic signals directly to revenue outcomes.

In this conversation, we talk about:

• Why brand is so notoriously hard to connect to revenue

• The most common mistakes companies make when trying to “measure brand”

• How Purple Metrics uses machine learning to connect podcasts, billboards, TV, YouTube, performance marketing and more into one simple view

• Real examples of how shifting spend and timing transformed results

• Why RevOps should treat brand as a core part of their toolkit

• The shift from an engineering mindset (“we know the machine”) to a scientific mindset (“we test, learn, and adapt”) in marketing

• What the future of marketing measurement looks like in a world of AI, fragmented media, and audience-of-one experiences

If you’re a RevOps, marketing, or revenue leader trying to bridge the gap between brand and pipeline, this episode will give you a more practical, measurable way to think about brand’s role in revenue.

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