AI isn’t just changing tools. It’s changing leadership.

In this episode of Revenue Problem Solvers, I sit down with fractional CRO and GTM advisor Neil Weitzman to unpack what change management really looks like in today’s AI-driven world.

After 25+ years building revenue engines at Rogers Media, Nielsen, and Deloitte, Neil has seen every kind of transformation. But AI may be the ultimate leadership test.

This conversation covers:

02:10 – Why change management feels harder than ever
05:30 – The two types of people inside every organization
09:45 – Why AI is different (and why it’s not)
13:40 – “Will” vs. “Skill”, the real career divider
18:25 – The power of direct, honest leadership conversations
23:10 – A story every leader needs to hear
28:50 – How individual contributors should show up
33:20 – Why some professionals won’t survive the AI shift
38:10 – The one action you should take this week
41:45 – Where to connect with Neil

If you’re a founder, CRO, sales leader, or revenue operator trying to navigate constant change, this episode will challenge how you think about growth, mindset, and leadership.

Because AI isn’t replacing leaders.

But it is exposing them.

Neil is a fractional CRO and GTM advisor who partners with founder-led B2B SaaS and technology companies to deliver speed, clarity, and zero drama. He is also a long-time Pavilion ambassador and works closely with consultants and fractional executives through the CAF community.

Connect with Neil:LinkedIn - https://www.linkedin.com/in/neilweitzman/
Linktree - https://linktr.ee/neilweitzman

This episode is sponsored by Virtual Causeway.

Traditional demand generation is breaking. Virtual Causeway helps revenue teams shift from demand generation to demand positioning, engineering where and how your brand appears when buyers research through AI tools and peer networks.

Learn more at virtualcauseway.com. Mention the show for a special rate.

Pricing and packaging is the single most important growth lever in your business, and the one most leaders are afraid to touch.

In this episode of Revenue Problem Solvers, I sit down with Roee Hartuv, Senior Pricing Advisor at WillingnessToPay.com, who has spent two decades seeing how growth breaks when pricing doesn't reflect the value companies actually deliver.

The conversation covers everything:

- Why no one owns pricing until it's too late

- How to move from seat-based to usage-based models without disrupting your business

- The right way to validate a price increase with your most important customers

- Why packaging is more important than the number itself.

If you know you're leaving money on the table but don't know how to fix it; this episode is your starting point.

KEY INSIGHTS:

- Pricing touches every team: Product, Finance, Sales, CS, Ops. That's why it's so hard

- Most companies revisit pricing every 3–5 years. It should be every product cycle.

- Price the customer, not the product. The willingness to pay varies by segment

- Packaging is more important than the price point

- The validation process: internal → trusted customers → field test → roll out

- OpenAI changed their pricing 10 times in 12 months. If they're iterating, you should be too.

Guest: Roee Hartuv | LinkedIn: linkedin.com/in/roeehartuv | willingnesstopay.com

Sponsor: Virtual Causeway. Creating demand positioning for B2B revenue teams. virtualcauseway.com

#SaaS #PricingStrategy #B2BRevenue #RevenueProblemSolversPodcast #GoToMarket

Most companies define their Total Addressable Market incorrectly.

And it quietly limits their growth.

In this episode of the Revenue Problem Solvers Podcast, Dan Wardle, VP of Sales at Spellbook (AI legal tech serving eBay, Dropbox, and enterprise legal teams), breaks down why TAM is not a math exercise. It's a leadership decision that shapes retention, revenue, and long-term company value.

If you're selling to customers who won't retain, you're not growing. You're resetting the clock.

We talk about:

* The brutal truth about TAM vs ICP that most GTM leaders ignore

* Why retention matters more than short-term revenue

* When to narrow your market and when to expand it

* Product-market fit signals that actually matter

* The "two-person test" for smart market expansion

* How to hire sales teams without burning cash

* How they built a team where 100% hit quota

Dan shares real strategies from scaling legal tech in one of the fastest-moving AI markets.

Perfect for founders, CROs, VPs of Sales, and go-to-market leaders who want to scale intelligently and sustainably.

—

This episode is brought to you by Virtual Causeway. As traditional demand generation gets noisier, Virtual Causeway helps B2B companies shift to demand positioning by engineering where and how your brand appears when buyers research. Visit VirtualCauseway.com and mention Revenue Problem Solvers for a special rate.

Connect with Dan: linkedin.com/in/wardledan

Most revenue leaders are obsessed with new leads. Meanwhile, they're sitting on hidden revenue in their existing customer base.

In this episode, Stephanie Valenti (SVP at BILL) shares how she built a post-sales motion that outperformed new business, all without hiring a single new rep.

You'll learn:

- Why your existing customers are your fastest path to growth

- The lions vs zebras framework for structuring revenue teams

- The childhood question that reveals if someone's in the wrong role

- How to build a post-sales motion in a transactional business

- The exact moment Stephanie realized post-sales could outperform new business

KEY TIMESTAMPS:

02:45 - Why CROs default to net new

07:30 - Lion vs Zebra sales teams

14:10 - The churn blind spot (months 3–9)

22:40 - The ONE post-sales metric that matters

31:15 - How to redesign quotas for net growth

41:00 - What new revenue leaders should do first

52:30 - Monday morning action steps

CONNECT WITH STEPHANIE:

LinkedIn: https://www.linkedin.com/in/stephanievalenti/

Thank you to the great team at Virtual Causeway for sponsoring this episode. To learn more, visit www.virtualcauseway.com and mention the show for a special rate.

Follow Revenue Problem Solvers to get weekly insights from revenue leaders solving real growth challenges.

You hit your quarterly revenue target. Your team is underwater. Your capacity planning is broken. Sound familiar?

Simon Drexler, President of Samuel Automation, explains why booking cadence is the growth constraint nobody talks about. Getting $9M in bookings during the final month of a quarter looks identical to $3M per month on paper. Operationally, they're completely different businesses.

One creates predictability and sustainable growth. The other creates chaos, firefighting, and burned-out teams.

Simon brings a rare perspective: engineer turned revenue executive who has scaled industrial automation across automotive, medical devices, and consumer products for over a decade. He treats revenue operations like an engineering problem, which means he actually measures what works.

In this episode:

• Why inconsistent bookings kill your business heartbeat, even when you hit the number
• How lumpy revenue cascades into hiring mistakes, broken capacity plans, and lost focus on growth
• The validated learning loop that separates guessing from scaling
• When you actually have product-market fit (it's not what you think)
• Why turning off what doesn't work matters more than finding the next new thing
• What relentless customer behavior analysis looks like in practice

This episode is for you if:

• You're a revenue leader tired of hitting targets but feeling behind

• You're a founder trying to build predictable growth, not just chase bookings
• You're a CRO, VP of Sales, or RevOps professional questioning why growth feels harder than it should
• You're scaling a business and need frameworks that actually work in complex sales environments

About Simon Drexler:President at Samuel Automation. Former General Manager at ATS Automation Products Division. Former Product Line Lead at Clearpath Robotics (self-driving vehicles). Started as a project engineer and rose through program management to executive leadership. P.Eng., MBA. He has built automation systems on four continents and applies that systems thinking to revenue growth.

Sponsored by Virtual CausewayTraditional demand gen is breaking. Virtual Causeway helps revenue teams shift from demand creation to demand positioning. Instead of chasing form fills, they engineer where and how your brand appears when buyers are actively researching.

The result: fewer cold outreach motions, more high-intent conversations, and revenue teams spending time with people who actually want to buy. Learn more at virtualcauseway.com and mention the show for a special rate.

Subscribe to Revenue Problem SolversWeekly conversations with revenue leaders solving the problems most teams overlook. New episodes every week. Available on Spotify, Apple Podcasts, YouTube, and everywhere you listen.

Hosted by Karl Ortmanns

When should a company actually scale?

Most founders give the same answer:
“When we have product-market fit.”

In this episode of Revenue Problem Solvers, I sit down with Mark Roberge, co-founder of Stage 2 Capital, and author of the new book The Science of Scaling, to break down why that answer is necessary, but not sufficient.

Mark breaks down a mistake he sees repeatedly as companies grow: confusing product-market fit with go-to-market fit, and trying to scale before the foundation is ready.

We cover:

• What product-market fit really means and why it’s a leading indicator of retention

• Why usage and behavior are better early signals than revenue

• The difference between product-market fit and go-to-market fit

• Why going after too broad of a TAM early can crush a startup

• How focus, sequencing, and discipline drive sustainable growth

• When it actually makes sense to hire sales and commit to revenue targets

This episode is for founders, operators, and revenue leaders who want to scale intentionally, not accidentally.

If you’re navigating the transition from early traction to real growth, this conversation will help you understand what needs to come first and why.

To pre-order the Science of Scaling book, with 100% of proceeds will be donated to McLean Hospital to support mental health, please visit www.scienceofscaling.io to purchase your copy.

Follow Mark at - https://www.linkedin.com/in/markroberge/

Thank you to the great team at Virtual Causeway for sponsoring this episode! Learn more about them at www.virtualcauseway.com and don't forget to mention the show for a special rate.

Follow Revenue Problem Solvers for honest, operator-level conversations about diagnosing and solving revenue challenges.

How do you build a durable SaaS business when your market is crowded, noisy, and full of lookalike competitors?

In this episode of Revenue Problem Solvers, I sit down with Emeric Ernoult, co-founder and CEO of Agorapulse, to unpack what it takes to grow in one of the most competitive SaaS categories: social media management.

Instead of chasing trends or shortcuts, Emeric and his team focused on clarity, discipline, and customer understanding. This allowed him to build a profitable, long-lasting business as a result.

We cover:

• Why most companies struggle in crowded markets

• How positioning and focus matter more than features

• The tradeoffs founders face when scaling

• Common GTM and revenue mistakes that slow growth

• How to identify revenue problems early, before they become hard to fix

This conversation is for founders, operators, and revenue leaders who want to see the real problems clearly, so the right solutions become obvious.

Thank you to the great team at Virtual Causeway for sponsoring this episode! Learn more about them at www.virtualcauseway.com and mention the show for a special rate.

🎧 Follow #RevenueProblemSolversPodcast for honest, operator-level conversations about diagnosing and solving revenue challenges.

Most B2B go-to-market strategies are built around how sellers want to sell and not how buyers actually buy.

In this episode of Revenue Problem Solvers, I sit down with Dave Boyce, Executive Chairman at Winning by Design, to break down how modern B2B buying has changed, and why so many revenue teams are struggling to keep up.

We cover:

• Why most B2B purchases now happen without talking to sales

• How PLG, self-serve, and enterprise are different motions; not just one funnel

• Why averages hide revenue problems instead of solving them

• How Millennials and Gen Z are reshaping buyer expectations

• How AI and LLMs are changing discovery and buying behavior

• What revenue leaders must rethink to design GTM motions that actually work

If your revenue motion feels harder than it should, this conversation will help you see where the real problem is — so the solution becomes obvious.

Thank you to our sponsor, Virtual Causeway, for sponsoring this episode! To learn more about them, visit www.virtualcauseway.com and mention the show for a special rate

Sales and Marketing alignment is one of the most talked-about topics in B2B, and one of the most misunderstood.

In this episode of the Revenue Problem Solvers Podcast, Catarina Hoch breaks down why SDR and Marketing misalignment quietly kills pipeline, creates friction between teams, and leads to the belief that “marketing leads are low quality.”

We talk about:

• Why inbound isn’t easier than outbound — it’s just different

• How SDR skillsets can determine whether inbound succeeds or fails

• Why marketing leads are signals of intent, not ready-to-close deals

• How Sales and Marketing can align around the right accounts and motions

This conversation is for sales leaders, SDR leaders, marketers, and revenue operators who want better results without finger-pointing between teams.

If your teams feel busy but pipeline still isn’t moving, this episode will feel uncomfortably familiar.

Thank you to the great team at Virtual Causeway for sponsoring this episode! Learn more about them at www.virtualcauseway.com and mention the show for a special rate.

🎧 Follow the Revenue Problem Solvers Podcast for more real conversations about fixing revenue problems that most teams ignore.

Christina Brady helped close a real gap in the business.

The team moved fast.
They delivered value quickly.
Customers were happy.

Then they realized something uncomfortable.

They forgot to monetize it.

In this episode, Christina breaks down how teams can become so focused on solving the right problem that they miss the part that actually keeps the business alive. We talk about speed, execution, leadership judgment, and the moments where good intentions collide with business reality.

This conversation is for founders, revenue leaders, and operators navigating growth and scale. If you have ever shipped something fast, celebrated the win, and only later stopped to ask how it makes money, this episode will feel very familiar.

Special thanks to our sponsor, Virtual Causeway. Learn more at www.virtualcauseway.com and mention the show for a special rate.

Connect with Christina Brady on LinkedIn - https://www.linkedin.com/in/christinapbrady/

Learn more about Luster at www.luster.ai.

#RevenueProblemSolversPodcast