Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're talking about ecosystem-led growth and how to transform partnerships into your company's fastest-growing revenue engine. I'm joined by Juhi Saha, the CEO of Partner 1, a passionate, curious engineer who fell into partnerships and has now helped hundreds of companies, from high-growth startups to global giants like Mi...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're talking to a true serial entrepreneur who was fired by his father, started an agency in the middle of a recession, and grew it into a three-time Inc. 500 company. I'm joined by Jon Tsourakis, President and Chief Revenue Officer at Ayova, to get his unconventional playbook for the agency world. Jon is a seaso...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're cutting through the noise on brand trust in the AI era and getting straight to why human creativity is more critical than ever. I'm joined by Shawn Perritt, the VP of Brand Strategy and Creative at Acquia, to break it down. With over 20 years of experience building brands for giants like Microsoft, IBM, and Coca-Cola...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we are joined by Lindsay Tjepkema, founder of Human Brands Win and former VC-backed founder and CEO of Casted, the first B2B podcasting platform. After raising $30 million and scaling Casted to a 50-plus person team, Lindsay had a powerful realization: the industry's obsession with growth hacks and playbooks is a trap.&nb...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and especially in and around the SaaS growth models. Today we continue our Revenue Architecture series and are joined by Kerry Curran, Chief Revenue Officer and founder of RBMA (Revenue-Based Marketing Advisors). With over 20 years of experience in the digital marketing and agency world, Kerry has made it her mission to transform agencies ...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're joined by Bruce Scheer, co-founder of ValuePros.io, a firm dedicated to helping revenue teams nail their story, prove their impact, and deliver buyer experiences that buyers love. With a mission to "inspire others to inspire others," Bruce brings a wealth of experience from working with some of the biggest names in ...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we are joined by James Hornick, former Chief Growth Officer at HireWell, quantitative options trader, sci-fi author, podcast host, and self-proclaimed number three ranked sarcastic commenter on LinkedIn. James brings a refreshingly honest and unconventional perspective to professional development. With a 20+ ye...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're joined by Dinuka Wijesinghe, the GTM Doctor and founder of Serendum Strategies. With a PhD in astrophysics and six years of experience mastering go-to-market at scale at Google, Dinuka brings a unique blend of academic rigor and practical, in-the-trenches experience. He shares his core thesis: when it comes t...

Send us a text In this episode of the Force & Friction podcast, we're joined by Lorenzo Serva, Senior Manager of Customer Success at Dynatrace and recognised as the APAC CSM of the Year. With over a decade of experience leading CS teams across Australia, New Zealand, ASEAN, and India, Lorenzo shares his expert insights on one of the most critical and often broken processes in SaaS: the handoff from sales to customer success. We explore why this handoff is so prone to failure, the unique c...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're diving deep into community-led growth and movement building with Jared Robin, the co-founder and CEO of RevGenius. Jared has built something truly remarkable, growing RevGenius from zero to nearly 60,000 members over the past four and a half years, creating the largest and most influential GTM community in the world. ...

Send us a text Welcome to another episode in our Revenue Architecture series on the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're diving deep into the SPICED model and how marketing ops can master this framework with David Howard, Head of Marketing at Agentic Partner Group. David brings over 15 years of B2B SaaS marketing and demand generation expertise to our conversation, but what makes hi...

Send us a text Welcome back to our Revenue Architecture series on the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we have an exceptionally special guest for a deep dive into the Mathematical Model and revenue architecture as a whole with Derek Sather. What makes Derek's story compelling is his transformation from watching brilliant companies fail because revenue was treated like magic, not scien...

Send us a text Welcome to Season 6 of the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're exploring international market expansion and building revenue teams across continents with Andrea Maurieres. Her origin story begins with an incredible opportunity: convincing US tech companies to open offices in France while stationed in New York during the city's transformation into a tech hub. This di...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're exploring the death of traditional sales training and the rise of AI-native sales performance with Laura Keith. What makes Laura's story compelling isn't just the courage to disrupt a successful business, but the customer insight that sparked the transformation. When a trusted customer told her to "stop selling me training...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're diving deep into the rise of GTM engineering and how AI is transforming revenue ops with Michael Saruggia. Michael is one of the world's leading GTM engineer advisors, author of "The GTM Engineer," and architect of a movement that's fundamentally changing how companies scale revenue. What makes Michael's approach revolutio...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, partnerships, leadership, and specifically SaaS growth. Today, we're exploring how to scale human connection in a tech-driven world and redefine leadership on your own terms with Paige McPheely. We explore how she's built Base around the fascinating paradox of using technology to scale human connection rather than replace it, why the Executive Assistant (EA) leader relationsh...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, sales, RevOps, AI, and partnerships. Today, we're diving into the art of storytelling in sales and what it takes to survive 25 years of constantly resetting targets with Brad Parker. We explore how his acting background shaped his approach to storytelling in sales, why discovery is the foundation of every great story, and his controversial take on whether great salespeople are ...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and especially SaaS growth. Today, we're diving into how to build demand gen that actually drives revenue with Irina Jordan. Irina is Head of Demand Gen at Chowly, a leading restaurant growth platform trusted by over 17,000 restaurants nationwide. But what makes Irina fascinating isn't just her role, it's her revolutionary approach to demand gen that h...

Send us a text Today, we're tackling "The Discounting Challenge" with Krzysztof Szyszkiewicz, founder of Valueships and one of the world's leading SaaS pricing consultants. This is Part 3 of our comprehensive series, and if you haven't watched Part 1: The Value Challenge or Part 2: The Price Setting Challenge We highly recommend starting with htese earlier episodes as this series builds momentum across all three episodes. This final installment focuses on the shocking reality ...

Send us a text Today, we're tackling "The Price Setting Challenge" with Krzysztof Szyszkiewicz, founder of Valueships and one of the world's leading SaaS pricing consultants. If you haven't watched Part 1: The Value Challenge, we recommend starting there as this series builds momentum across all three episodes. This second installment focuses on why you're probably selling yourself short, a bold claim backed by shocking data from Krzysztof's consulting practice. What makes this episo...