In this episode, Michael Argast, co-founder and CEO of Kobalt.io, shares his journey from tech enthusiast to leader in cybersecurity for small and mid-sized businesses. With a career spanning over two decades, Michael has developed a clear vision: to make robust security accessible for smaller companies that often lack the resources to secure their operations as effectively as larger corporations. Michael explains the initial challenges he faced in establishing Kobalt.io, which grew rapidly due to an underserved market and his deep connections in the cybersecurity industry. Today, Kobalt has expanded globally with clients across Canada, APAC, and Europe, and aims to address the growing security needs of businesses worldwide.

Michael discusses the essential phases of scaling a business, starting with an intense focus on all areas, from sales to customer service. As the company grew, so did its need for strategic hires and partnerships that could facilitate sustainable expansion. He emphasizes the importance of prioritizing customer needs over short-term gains, ensuring that their service quality remains high. Michael also dives into his company’s unique approach to client relationships, highlighting how Kobalt aligns its services to support customer growth while maintaining security standards necessary for compliance. Partnerships with companies like RBC and Vanta have proven crucial, helping Kobalt scale quickly and effectively within a highly competitive market.

In terms of growth strategy, Michael elaborates on Cobalt's decision to focus narrowly on the cybersecurity needs of B2B SaaS and health tech startups, particularly those aiming for SOC 2 and ISO certifications. This specialization has allowed Kobalt to refine its services, building valuable trust and creating a repeatable process tailored to these industries. He also shares insights on balancing outbound marketing efforts with strategic partnerships that provide warm introductions—critical in an industry where trust is essential.

The conversation shifts to Michael’s long-term vision, where he explains how Kobalt aims to deliver end-to-end security solutions for small to mid-sized businesses, addressing the majority of their cybersecurity challenges. This expansive goal involves not only geographical expansion but also refining and expanding their service portfolio. Reflecting on the values that drive Kobalt, Michael shares his philosophy on creating a lasting impact in the cybersecurity space, focusing on building a brand grounded in trust, long-term value, and customer success.

For anyone interested in building impactful partnerships, scaling a company, or understanding the cybersecurity landscape for small businesses, this conversation offers essential lessons and valuable insights.

Connect with Michael Argast at [email protected] or via LinkedIn at www.linkedin.com/in/michaelargast/. For more information about our services, visit nextgengrowth.com.

In this episode, Amanda Puzin, Head of Sales for Fathom, dives into her journey from her early days in sales to leading a team at an AI-driven startup. Amanda shares her unique path, starting with her introduction to sales at Yelp and her time at UserVoice, where she built a strong foundation in customer-facing roles. This early experience prepared her to take on her role at Fathom, where she was instrumental in helping shape the product, user onboarding, and eventually the go-to-market strategy as the company scaled.

Amanda discusses the practical steps she took to ensure Fathom’s product evolved based on real user feedback, starting with a small group of beta testers. Her approach included creating effective feedback loops that ensured the product met customer needs and avoided common challenges that SaaS companies face when they bring new products to market. She emphasizes the importance of listening closely to users, which enables Fathom to quickly identify pain points and rapidly improve features and user experience. For instance, her team integrated features like AI-generated meeting recaps that reduce post-meeting tasks for users, enhancing the tool’s value and usability.

Throughout the conversation, Amanda shares insights on how Fathom built and leveraged “virality loops” to encourage user-driven growth. She explains that by encouraging users to refer others and share their experiences on social platforms like LinkedIn, Fathom was able to build a powerful form of social selling. Amanda also talks about their rewards program, which incentivizes users to refer others, adding a fun, gamified element that supports Fathom’s organic growth and helps create strong word-of-mouth recommendations.

Looking to the future, Amanda outlines her goals for Fathom as AI capabilities expand. Her team aims to continually improve how the product supports collaborative work, making it an essential tool across entire organizations. Additionally, she touches on the challenge of scaling a lean team while keeping up with growing demand. Amanda also offers advice for professionals in sales and SaaS, including the value of reaching out to industry mentors and using tools like ChatGPT to gain perspective on solving business challenges.

Anyone wanting to connect with Amanda can reach her on LinkedIn at www.linkedin.com/in/amandapuzin/. To learn more about marketing and AI-driven solutions, visit nextgengrowth.com.

In this episode, we sit down with Kareem Azees, a B2B SaaS marketing expert with nearly a decade of experience in growth and strategy. Currently the head of marketing at ResQ, Kareem shares his journey from working with large companies to finding his niche in B2B SaaS, where he thrives on optimizing marketing efforts to drive impactful results. This conversation covers Kareem’s strategic approach to developing content, building strong distribution channels, and leveraging customer insights to create a foundation for scalable marketing systems.

Kareem breaks down his methods for establishing ResQ as a thought leader in the repair and maintenance space, especially within the restaurant industry. He explains his focus on crafting valuable educational content that informs potential customers, enabling them to recognize their needs before they engage. From a bi-weekly newsletter and in-person events to active LinkedIn strategies, Kareem discusses his multi-channel distribution approach. He emphasizes the importance of showcasing customer voices in their storytelling, particularly through events where ResQ’s clients share their experiences on stage to help strengthen industry credibility and trust.

The discussion also delves into the organic referrals that come from happy clients in the restaurant sector, who advocate for ResQ to their peers. Kareem shares insights into incentivizing these referrals while observing that many clients refer others out of genuine satisfaction rather than for compensation. For outbound strategies, he outlines ResQ’s business development team’s efforts in initiating connections and integrating contacts into nurturing campaigns to drive further engagement.

In discussing ResQ’s growth milestones, Kareem explains their current target of doubling revenue annually—a standard trajectory for early-stage SaaS companies. He dives into how his prior experiences allow him to implement tried-and-tested B2B SaaS marketing playbooks while customizing content for the specific industry needs at ResQ. Kareem also explains his approach to managing resources, balancing between short-term contractors and full-time hires based on the scalability and budget alignment of each project.

Kareem’s openness to AI tools like GPT and Claude has led to significant time savings and efficiency gains, particularly in data analysis tasks like win-loss analyses. He emphasizes the importance of curiosity in exploring new tools, pointing out how his adaptability has empowered him to achieve better outcomes for the team while conserving resources for higher-impact initiatives.

Finally, Kareem offers advice for those new to B2B SaaS marketing: stay curious, experiment with solutions, and make data-driven decisions that align with company goals. This episode offers valuable insights for anyone looking to grow in the field of SaaS marketing.

Connect with Kareem on LinkedIn at https://www.linkedin.com/in/kareemazees or email him at [email protected]. For more on our services, visit https://nextgengrowth.com.

In this insightful episode, Barada Sahu joins us to share his unique approach to scaling e-commerce businesses through trust-building and strategic personalization. With over 20 years of experience in technology and e-commerce, Barada has worked with both enterprise clients and small to medium-sized businesses, bringing a dual perspective on the challenges and opportunities that each type of business faces. As the CEO and co-founder of Mason, an AI-driven platform for e-commerce personalization, Barada’s journey has spanned from creating enterprise software solutions to developing accessible, AI-powered tools that empower smaller brands to compete at a high level.

The discussion kicks off with Barada explaining his transition from large-scale enterprise tech to founding Mason, with insights into how he leveraged his background to design a product that meets the needs of e-commerce brands of all sizes. He explains the challenges small brands face in connecting with customers and how personalization is essential for conversions in today’s market. Barada delves into the importance of understanding customer journeys in e-commerce and describes how brands can use tailored recommendations, strategic offers, and a personalized shopping experience to increase engagement and loyalty.

Barada also breaks down the critical differences between small businesses and enterprise clients when it comes to sales and marketing strategies. He explains that while smaller businesses often need a simplified, direct approach and lean on partnerships, enterprise clients require a multi-layered process due to complex decision-making structures. Building trust and aligning goals across large teams is essential to success, and Barada shares practical advice on how to do this effectively.

Content and media strategy is another focal point of the conversation. Barada believes every brand in e-commerce must operate as a media company, producing authentic content to build trust and reach new audiences. He shares how Mason uses educational content to help brands understand their customers and improve their marketing strategies, even before they implement software solutions. This approach has helped Mason build a strong reputation and a community of loyal users who benefit from the brand’s ecosystem of tools and knowledge-sharing.

Looking forward, Barada is excited about how AI is enabling smaller brands to operate at scale, leveling the playing field with larger enterprises. He discusses how this technology is empowering small teams to accomplish big goals, and his vision for AI’s role in e-commerce over the coming years.

Finally, Barada shares his advice for entrepreneurs: embrace the journey, lean into the highs and lows, and take advantage of the support available within the ecosystem.

To connect with Barada or learn more about Mason, reach out to him on LinkedIn https://www.linkedin.com/in/baradas/, or visit getmason.io. For more information on NextGen Growth’s services, visit NextGenGrowth.com.

In this episode, we sit down with Yash Dixit, the general manager of AI and data science, who brings 18 years of experience from the worlds of consulting, finance, and tech startups. Yash shares his insights on the intersection of data science and AI, explaining how both fields are transforming decision-making for industries ranging from finance to social justice. Yash's expertise in large-scale implementations and AI-powered strategies has positioned him at the forefront of guiding clients through complex technology shifts while focusing on speed and high impact.

Yash’s approach prioritizes a hands-on framework for AI, which he calls "value-first AI." This unique model is designed to show clients immediate, practical results by focusing on a single use case over a 12-week period. By building and testing solutions rapidly, Yash's team delivers proof of concept before large-scale investments, helping clients make informed, effective decisions. His work philosophy emphasizes solving tangible problems rather than lengthy assessments or presentations. Yash believes in tackling real issues that businesses face, developing solutions that are meaningful rather than theoretical.

One highlight of the episode is Yash’s discussion on the personalized approach his team takes to connect directly with clients’ needs. This approach, he notes, differentiates them from traditional consulting firms by focusing specifically on high-impact problem-solving and practical AI applications. Through his detailed stories, Yash offers a refreshing look at how consulting can be both efficient and transformative. The conversation also explores how his team at Discovery Partners has driven business growth primarily through referrals and word-of-mouth, which reflects their commitment to customer satisfaction and actionable results.

For Yash, AI isn’t just about technology—it’s about leveraging data to address industry-specific challenges, whether in finance, media, or nonprofit sectors. Yash elaborates on how Discovery Partners collaborates with clients on impactful projects, including education and social justice initiatives, aiming to use AI for broader societal benefits. In the latter part of the episode, Yash opens up about the challenges and opportunities he sees for AI in the future. He emphasizes the importance of staying focused on client outcomes and encourages other entrepreneurs to prioritize doing over talking, underscoring his belief that real results and reputation come from dedicated action and customer success.

To connect with Yash, you can email him at [email protected] or reach out via LinkedIn www.linkedin.com/in/yashdixit85/. For more information on NextGen Growth’s services, visit NextGenGrowth.com.

In this episode, Julie Calli, a seasoned expert with over 20 years in recruitment marketing, shares insights on the latest shifts and innovations in the world of talent acquisition. Julie explains how her journey into analytics sparked her passion for marketing, leading her to an impactful career in recruitment technology. With a background managing over a billion dollars in recruitment media, she unpacks the evolution of hiring, touching on the shift from traditional methods to advanced AI-powered systems that streamline candidate matching.

Julie and Devon discuss the transformation from job boards to AI-driven applicant tracking, focusing on how technology has both solved and created new hiring challenges. Julie highlights how modern systems have made applying for jobs easier but emphasizes the need to eliminate redundancy and refine user experience across digital platforms. She also provides an inside look at Lensa's approach to making job-matching tools accessible to all, enabling candidates to check resume-job fit before applying. This equal access to hiring technology, she notes, helps candidates better tailor their applications and allows recruiters to receive higher-quality applicants.

The conversation then shifts to a major trend: skills-based hiring versus credential-based hiring. Julie advocates for a shift away from traditional credential requirements, emphasizing the importance of demonstrated skills and real-world experience. As companies move towards hiring based on capability rather than degrees, she suggests that applicants focus on building skills through hands-on experience, certifications, and volunteer work. For recruiters, Julie encourages clarity in job postings and assessments, enabling applicants to better understand role requirements and self-select based on fit.

Julie addresses the challenges that AI can bring, particularly around biases, stressing the responsibility of tech oversight in hiring to maintain fairness and inclusivity. She suggests a balanced approach to AI and emphasizes the importance of ethical programming to avoid biases in resume screening. As the conversation wraps up, Julie shares practical advice for companies to treat candidates as brand ambassadors and provide an exceptional experience throughout the recruitment process.

Connect with Julie on LinkedIn at https://www.linkedin.com/in/juliecalli/. To learn more about Devon's work at NextGen Growth visit nextgengrowth.com.

In this episode, we welcome Sam Benedict, Director of Sales at DQLabs with a background spanning corporate and startup environments, whose insights into data quality and customer-focused sales offer valuable lessons for anyone looking to grow their business. Sam discusses his journey, including early career changes and key transitions that informed his approach to customer success and sales adaptability. Sam’s openness about his professional challenges—such as building client pipelines and aligning customer needs with business goals—sheds light on the resilience and practical thinking essential for achieving lasting success.

Sam reflects on his philosophy of outworking the competition, a lesson learned from his father, and how this drive has kept him moving forward in high-stakes roles. He explains how observing customer needs and focusing on problem-solving became crucial in sales, highlighting the shift in his approach from quantity to quality. Sam’s anecdotes of early mistakes and experiments, including unconventional marketing efforts, underscore the need to try new approaches while maintaining a clear focus on outcomes that genuinely serve customers.

As a seasoned leader, Sam explains why prioritizing customer experience is the foundation of his sales philosophy. He describes his shift from transactional sales to a relationship-driven process and the strategic impact this had on subscription models. For Sam, success stems from adaptable processes balanced with empathy—a balance he advocates in every customer interaction, from discovery to post-sale support. This adaptive approach has helped him guide customers through complex decisions, ensuring they gain the most value from their investments.

Listeners also gain insights into Sam’s current goals, especially his focus on scaling operations and building sustainable processes at his new company. He shares his strategies for managing rapid growth and planning for future success while emphasizing the importance of remaining grounded and adaptable in a changing market. Sam offers practical advice for aspiring entrepreneurs, such as creating actionable to-do lists and staying focused on achievable goals. The conversation rounds out with a glimpse of the values and mindset that sustain Sam in both his professional and personal life, providing an inspiring and pragmatic outlook for listeners at any career stage.

For further engagement, reach out to Sam at www.linkedin.com/in/sam-benedict . Mention this podcast in the subject line for priority attention. For more information on NextGen Growth’s services, visit NextGenGrowth.com.

In this episode, we sit down with Peter Townsend, Director of Business Development at Infilect, to explore how AI is shaping the retail landscape and helping brands make smarter decisions. Peter shares insights into the emerging field of AI-powered retail analytics, particularly for consumer packaged goods (CPG) and fast-moving consumer goods (FMCG) sectors, where his focus on visual intelligence technologies allows brands to optimize retail execution. His perspective on how brands can more accurately track inventory placement, compliance, and the shopper experience offers a roadmap for businesses looking to elevate their in-store presence.

Peter explains the concept of "ground truth" in retail analytics, emphasizing the importance of accurate shelf data to determine a brand's share of shelf, SKU availability, and competitor positioning. With the advancement of AI image recognition, brands can now access thousands of real-time data points about product placements, transforming how they measure and respond to in-store conditions. He shares how Infilect’s solutions give brands like Procter & Gamble and Kraft Heinz visibility into essential data like shelf positioning, competitor adjacency, and eye-level placement—essential factors for driving sales in high-traffic stores.

The conversation also highlights the operational challenges and opportunities for CPG companies navigating today’s complex retail environments. With consumer decision-making constantly evolving, Peter describes how AI allows brands to shift from an outdated, one-size-fits-all approach to planograms to a more tailored, store-specific model. This shift to dynamic planogramming has helped major brands monitor and adapt product placement for maximum effectiveness, addressing issues like inventory distortion and placement consistency. As Peter shares, these data-driven insights enable brands to refine merchandising strategies, ensuring that customers can find products exactly where and how they expect.

Toward the end of the discussion, Peter dives into the art of client development in this niche market, emphasizing the power of use cases and ROI-driven examples. He also shares the strategies that work best for connecting with brands interested in these technologies, including partnering with retailers and utilizing syndicated services to reduce barriers to entry for clients. Lastly, Peter reflects on his experience in the industry, offering advice on maintaining focus, building trust, and scaling successful projects. This episode is packed with valuable takeaways for anyone interested in AI applications in retail and practical strategies for improving retail execution.

Contact Peter Townsend via email at [email protected] or www.linkedin.com/in/peter-townsend-the416/. To reach Devon and his team, visit nextgengrowth.com.

In this episode of the NextGen Case Study series, Devon Jones sits down with Jen Miller, the Chief Sales Officer at Bamboo Solutions, to discuss building sales strategies that prioritize long-term value and customer-centricity. Jen brings over 20 years of experience across digital marketing, sales, and corporate leadership, making her insights a powerful resource for any leader focused on driving growth through authentic connection and technology. Throughout their conversation, Devon and Jen dive into the journey that led Jen from a career in computer programming to her role as CSO, including the importance of creativity, problem-solving, and a solutions-driven approach to organizational challenges.

One of the key topics Jen highlights is the shift from traditional problem-solving sales tactics toward an educational-based strategy that offers valuable insights to potential clients. She explains how this approach nurtures relationships with a more targeted audience by consistently providing resources and thought leadership that resonate with people even before they know they need it. Jen discusses how her team at Bamboo Solutions leverages digital tools and AI to streamline messaging and build personalized solutions that drive efficiency and simplify processes. Jen also emphasizes the importance of consistency across content channels, whether through blog posts or targeted LinkedIn campaigns, to create a cohesive brand identity that builds familiarity and trust over time.

The conversation explores the intricacies of adapting sales strategies in a hybrid work environment, where the balance between efficiency and relationship-building has become more challenging yet essential. Jen shares Bamboo Solutions’ approach to refining in-person and virtual client interactions, from rethinking traditional onsite meetings to enhancing online engagement. Jen advocates for embedding customer-first thinking throughout an organization, inspiring employees at every level to contribute to community-building and knowledge-sharing.

Looking to the future, Jen and Devon discuss the role of AI and automation, with Jen noting that while these tools bring immense potential for efficiency, they cannot replace the uniquely human touch needed to nurture strong relationships. She advises companies to carefully integrate AI, focusing on ways it can complement creative thinking rather than replace it. Jen’s forward-thinking perspective serves as a guide for professionals seeking to navigate an evolving sales landscape with adaptability and a commitment to authentic connection.

To reach Jen, connect with her on LinkedIn www.linkedin.com/in/jenmiller1/. For more information on NextGen Growth’s services, visit NextGenGrowth.com.

In this episode, we sit down with Shihan Fernando, Senior Vice President of Global Sales, who brings nearly two decades of experience in sales leadership and strategy across diverse industries, including tech, financial services, and government. Shihan shares his insights on implementing AI in sales and operations, aiming to help businesses leverage cutting-edge tools to enhance productivity and reduce manual tasks. With an infectious enthusiasm for transformative tech, Shihan explores how AI can act as both a personal assistant and a coach, adapting to users' needs while helping them improve their own skills over time.

Shihan delves into the journey of developing Copilot for DevOps, a project he leads in partnership with Microsoft, designed to streamline Azure DevOps with AI-driven, non-prompt-based interactions. This approach removes common barriers to AI adoption, such as the steep learning curve of prompt engineering, which typically hinders productivity. Instead, the tool is accessible to anyone regardless of technical expertise, democratizing the power of AI across diverse user levels. Shihan also discusses the core strategy of "generated and human-edited" AI solutions, which combines AI's efficiency with human expertise to create robust, accurate outcomes for DevOps teams.

Throughout the conversation, Shihan reflects on the importance of aligning with products that inspire and motivate, particularly in sales roles where passion can make all the difference. He provides a look into the development roadmap, where the team has released four major updates this year alone, constantly iterating to keep up with client needs and AI advancements. Shihan touches on the tool’s impact within the public sector, a major adopter due to its budget constraints and need for efficient solutions. By embedding AI solutions like Copilot for DevOps, these organizations can significantly boost productivity without increasing costs, allowing them to achieve more with fewer resources.

As the discussion unfolds, Shihan shares his broader vision: using AI to eliminate tedious tasks, empower team members, and drive innovation. His personal story also reveals his dedication to continuous improvement, both in his career and in mentoring others. He emphasizes the value of curiosity, persistence, and openness to new ideas as essential qualities for success.

For those interested in learning more about Shihan’s work or connecting with him, you can reach him on LinkedIn at https://www.linkedin.com/in/shihan-fernando/ or by email at [email protected]. For more information on NextGen Growth’s services, visit NextGenGrowth.com.