Revenue Problem Solvers

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.

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Roderick Jefferson built a remarkable career in sales and leadership.
Then everything changed in an instant.

He suffered a stroke.
His heart stopped.
He died.
And he came back.

This episode is Roderick’s honest account of what happened, what he saw, and what the experience taught him about ambition, burnout, health, and what success really means when your life is on the edge.

It is one of the clearest reminders that achievement does not protect anyone from reality, and that the pressure high performers live under often goes unquestioned until it is almost too late.

Roderick is sharing his story with us through his latest book #StrokeOfSuccess. https://www.roderickjefferson.com/stroke-of-success.

If you are a founder, executive, revenue leader, or someone constantly pushing yourself forward, this conversation will hit deeply.

Thank you to Virtual Causeway for sponsoring this episode! Learn more about them at https://virtualcauseway.com/.

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Most companies talk about building one GTM team.
Very few do it.

Jeroen Hendriks explains why alignment fails and what leaders must change if they want sales, marketing, and CS to truly work as one.

Jeroen has led teams across Europe and has seen the same pattern everywhere: culture drives alignment, not playbooks. And if leaders stay in their comfort zone, nothing changes.

We get into the truth behind misaligned metrics like MQLs, why transparency prevents unexpected fires, and how real GTM leadership means surfacing problems before they become problems.

If you're a founder, CRO, VP, RevOps leader, or manager trying to create one GTM motion, this episode will challenge how you think about alignment.

This episode is sponsored by the great people at Virtual Causeway. Learn more about them at www.virtualcauseway.com.

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Comedy and sales are more connected than anyone wants to admit.

In this episode of the Revenue Problem Solvers Podcast, comedian and sales pro Kevin Hubschmann breaks down why cold calling and standup comedy run on the same principles. Testing. Timing. Openers. Awareness. Bombing. And the uncomfortable truth that your first line determines everything.

Kevin shares how comics build rapport with a room full of strangers, why self-awareness is a sales superpower, and how performing on stage shaped the way he communicates with prospects. If you’ve ever struggled to sound natural on a call, this conversation will feel like someone finally explained why.

In this episode:
• Why cold calling is basically standup with quotas
• How openers shape the entire outcome of a sales call
• The role of timing, tone, and self-deprecation in winning attention
• What comics understand about audiences that reps miss
• Why bombing more often is the fastest path to confidence
• The mindset shift that separates scripted reps from great ones

If you’re in sales, leading a team, or trying to sharpen the way you communicate, this episode will make you better the moment you finish it.

Thank you to Virtual Causeway for sponsoring this episode. Find out more about them at www.virtualcauseway.com

Connect with Kevin -   / kevin-hubschmann  Laugh Events - https://www.laugh.events/

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What happens when a homemade recipe in a garage turns into one of the fastest-moving CPG products in the country?

In this episode of the Revenue Problem Solvers Podcast, Kris Phippen, the founder of Phlippens, shares the wild, honest, and sometimes ridiculous journey behind building a brand with nothing but grit, instincts, and a product people couldn’t stop eating.

From cottage weekends where jars disappeared in hours, to selling out in stores with zero marketing, to the blizzard-night delivery that landed him a call from The Keg’s culinary director.

This is the real story of how momentum starts, how founders survive the messy early days, and why the smallest “yes” can flip your entire path.

If you’re building a CPG brand, launching a product, or grinding through the early-stage chaos — this episode is pure fuel.

You’ll hear:

• How https://phlippens.com/ started in a garage

• The moment Kris knew he had something special

• Turning one SKU into 35 retailers in month one

• How a random cottage weekend changed everything

• The blizzard story that opened major doors

• Real, unfiltered advice for CPG founders

Hit play — this episode might be the push you didn’t know you needed.

Thank you to Virtual Causeway for sponsoring this episode! Learn more about how to increase your team's efficiency and revenue by visiting them at https://virtualcauseway.com/.#Entrepreneurship #SmallBusiness #CPG #Growth #ProductLaunch #RevenueProblemSolversPodcast

Ever watched a company announce a big new market launch at their sales kickoff… only to see everything fall apart six months later?

Yeah, we’ve all been there.

In this episode, we talk about what not to do when you’re trying to enter a new market — and what actually works instead.
Hint: it’s not about spiffs, incentives, or hype. It’s about experimentation.

We dig into:

• Why early announcements can totally derail your team

• How to find your internal innovators; the ones who love to test and build

• What it looks like to apply the scientific method to sales

• How to know when it’s time to double down… or move on

This one’s for founders, sales leaders, and anyone thinking about expanding into new territory without losing focus on what’s already working.

It’s not about chasing shiny objects — it’s about building smarter systems.

Thank you you Virtual Causeway for sponsoring this episode! Learn more about them at www.virtualcauseway.com.

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