Topline

Buckle up for a marketing revolution! 🚀 Elaine Zelby, Tofu's co-founder and CRO, drops bombshell hot takes on Revenue Blind Spots, revealing:

• Why marketing teams should get variable pay
• How AI can personalize marketing for 1000 accounts instantly
• The counterintuitive truth about data and attribution

From VC to startup founder, Elaine unpacks the secrets of revenue leadership that will transform how you think about go-to-market strategies. Prepare for insights that challenge everything you know about marketing and sales!

Revenue Blindspots is brought to you by Otter.ai. To learn more, visit https://get.otter.ai/samjacobs/

Sam Jacobs, AJ Bruno, and Asad Zaman unpack what it means to lead through uncertainty in a time of rapid change. They reflect on Q2 wins, the emotional cost of ambition, and why founders are feeling more anxious than ever.

From letting go of the SaaS playbook to adapting in real time, they explore how AI is reshaping leadership, team culture, and what "good" revenue looks like. Plus: the decline of CS, the rise of forward-deployed engineers, and how to build when nothing feels stable.

Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

This episode is sponsored by UserEvidence. Want to know what actually moves the needle on trust? Download The Evidence Gap, a data-backed report on the customer proof that drives real results. Get it now at userevidence.com/evidence.

Key chapters:

(00:00) - Welcome and Pulse Check

(01:14) - Celebrating Q2 Successes

(02:57) - Navigating Business Transitions

(03:59) - Hitting Numbers and Investing for Growth

(04:47) - The Stress of Numbers and Daily Anxiety

(05:47) - Balancing Ambition with Gratitude

(07:00) - The Power of Pattern Interrupts and Support

(07:38) - Is Ambition Always Dissatisfaction?

(09:00) - Finding Fulfillment in the Journey

(13:12) - The Beauty of Risk and Uncertainty

(15:00) - The Astrologer and Fate vs. Free Will

(23:00) - Charting the Uncertain Second Half

(34:00) - Culture Change and Organizational Agility

(43:28) - The Rise of Forward Deployed Engineers & Services Revenue

(54:00) - The Future of Customer Success and Bearishness on Job Markets

AI-native startups are outpacing legacy SaaS companies across every metric—growth, product velocity, and market attention. In this episode, Sam, Asad, and AJ unpack why the GTM landscape is shifting fast. They dive into the resurgence of IPOs, the rise of rollups, and the cultural edge AI-first teams have when it comes to speed, experimentation, and brand building.

Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction (01:43) - Market Overview and Current Trends (05:52) - The Impact of AI on Business Dynamics (11:37) - Navigating the Challenges of SaaS vs AI Companies (17:25) - M&A Activity and IPO Market Insights (23:25) - Cultural Shifts in Tech Companies (29:23) - The Role of Social Media in Modern Marketing (35:33) - The Future of Go-to-Market Strategies (41:19) - Final Thoughts and Reflections

Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction

(01:15) - The Evolution of Handraise and Its Technology

(08:46) - Challenges in Building Handraise

(11:56) - Targeting Enterprise Accounts

(15:17) - AI's Impact on Product Development

(19:02) - Navigating Market Dynamics

(22:43) - Building a Sustainable Business Model

(26:00) - Inspirations and Recommendations

Apollo co-founder and CEO Tim Zheng reveals the pivot that rescued his company from a 2:1 CAC payback ratio. This episode breaks down how Apollo transformed from a struggling $10K ACV sales-led model to $150M+ ARR by reducing prices to $99/mo and going all in on PLG.

Tim dives into why over 50% of Apollo's code is now written by AI, the challenge of finding executives who can scale across multiple growth stages, and how Apollo plans to break through the billion-dollar barrier that has proven elusive for many go-to-market tech companies.

Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction to Topline Podcast and Guest Tim Zheng

(04:06) - Market Dynamics and Sales Funnel Insights

(09:47) - Transitioning from Sales-Led to Product-Led Growth

(12:34) - Re-architecting Business Models for Efficiency

(15:20) - Integrating Sales-Led and Product-Led Strategies

(17:14) - Challenges in Scaling Go-to-Market Tech

(20:08) - Data as a Competitive Advantage

(23:48) - Organizational Design and Cultural Shifts

(27:31) - Implementing AI in Product Development

(35:01) - Leveraging AI for Go-to-Market Efficiency

(40:16) - Understanding User Needs and Empathy in Product Development

What happens when a seasoned GTM leader becomes CEO for the first time and steps into a founder-led company with a global team? In this episode, Eric Anderson, CEO of Walnut, shares what it's really like to take over a business built by someone else. He talks with AJ Bruno about building trust across time zones, rebuilding the go-to-market motion, and making bold decisions while honoring legacy culture. From listening tours to tough calls on pricing and segmentation, Eric opens up about the challenges and wins of his first six months in the role.

Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction to Topline and Eric Anderson

(02:30) - Eric's Journey to CEO at Walnut

(06:49) - Navigating Cultural Differences in Leadership

(09:11) - Understanding Board Dynamics as a CEO

(11:36) - Making Bold Decisions as a First-Time CEO

(15:00) - Strategic Focus and Market Positioning

(16:52) - Looking Ahead: Future Plans for Walnut

We explore how ChatGPT's new integration capabilities are poised to turn CRMs like Salesforce and HubSpot into "just another database." This episode breaks down what it means when the interaction and analysis layers move outside the system of record—and what that means for GTM teams. The conversation also touches on the hallucination problem in LLMs, how leaders are using AI in real workflows, and why a growing number of founders are embracing an intense, seven-day-a-week work culture.

Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

AI is changing how companies build teams and entry-level roles may not survive the shift. In this episode, Sam Jacobs, AJ Bruno, and Asad Zaman dig into how automation is reshaping the job market, what it means for new grads, and why hiring managers need to rethink what "junior talent" looks like. From the rise of AI-native workers to the disappearance of traditional training grounds, this conversation explores the real impact of AI on the future of work.

Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.

Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key Moments:

(00:00) Introduction

(02:55) The Impact of AI on Employment

(06:05) AI's Role in Go-to-Market Strategies

(09:00) The Future of Entry-Level Jobs

(11:56) Navigating the AI Landscape

(14:57) The Evolution of Job Roles in the Age of AI

(18:11) The Balance of Experience and AI

(20:56) The Human Element in AI Integration

(23:54) Conclusion and Reflections on AI's Future

(30:12) The Impact of AI on Employment

(32:08) Historical Perspectives on Technology and Abundance

(34:41) The Need for Integrated Philosophies

(36:23) Health and Well-being in a Changing World

(38:46) Inequality and Economic Displacement

(41:33) The Future of Sales Roles in a Tech-Driven Market

(45:31) Adapting to AI: Challenges and Opportunities

(51:36) Compensation Trends in a Changing Landscape

(56:16) Navigating New Job Opportunities in Tech

Eric Simons spent seven years building toward a vision that almost never saw the light of day. After countless iterations, near-misses, and growing pressure from his board to shut the company down, he and his cofounder made one final bet—and that bet became Bolt. In just four months, Bolt skyrocketed to $40 million in ARR, becoming one of the fastest-growing SaaS products in recent memory.

In this episode, Eric joins the Topline team to share the full story. He explains how years of quiet technical innovation finally met a market ready for transformation, how training for an Ironman helped him build the resilience to survive the lows, and why a disciplined, capital-efficient mindset became his secret weapon through both drought and breakout.

Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.

Join the revenue leaders redefining growth at Pavilion's CRO Summit 2025, which will be held on June 3rd at the Denver Art Museum. Register today.

Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.

Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.

You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Key chapters:

(00:00) - Introduction

(01:12) - Eric Simons and the Rise of Bolt

(05:42) - The Importance of Pivots in Startups

(09:25) - Navigating Product Market Fit and Competition

(18:25) - Maintaining Mental Resilience as an Entrepreneur

(24:31) - Team Management Through Uncertainty

(28:50) - The Challenges of Rapid Growth and Scaling

(35:42) - Rapid Growth in the AI Era

(38:01) - Bootstrapping and Calculated Bets

(41:44) - Navigating Investor Pressure

(44:55) - Market Signals and Product-Market Fit

(49:32) - The Role of Social Media in Growth

(54:41) - Sustainable Growth and Retention Strategies

(01:00:12) - Learning from Competition

(01:02:39) - Future Vision and Market Positioning

In this episode, Yext CEO Michael Walrath joins Sam, Asad, and AJ to talk about what comes after Google. With over two decades of experience leading and investing in internet businesses—including Right Media and Moat—Michael unpacks how AI is reshaping the way we search, discover, and interact with information online.

He explains why the old rules of SEO no longer apply, how structured data and digital presence are becoming mission-critical, and what brands need to do now to stay visible in an AI-first world. Michael also shares candid insights on running a public company through market whiplash, how he thinks about signal vs. noise when allocating capital, and why he's choosing profitability over prediction.

Thanks for tuning in!

Join the revenue leaders redefining growth at Pavilion's CRO Summit 2025, which will be held on June 3rd at the Denver Art Museum. Register today.

Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!

Subscribe to the Topline Newsletter to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday.

Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. Kyle dives deep into the strategies and tactics that drive success for revenue leaders like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks.