Why Understanding Your ICP Is Key to B2B SAAS Growth With Nick Naso
Release Date: 06/06/2025
Building a Revenue Culture Rooted in Transparency and Alignment With Angela Earl
Revenue Engine Podcast
Angela Earl is the Head of Marketing at Darrow AI, a B2B SaaS company specializing in leveraging artificial intelligence to deliver actionable insights and drive revenue growth for technology organizations. With over 20 years of experience in the tech sector, Angela is a seasoned go-to-market leader who has built high-performing teams and contributed to the success of multiple high-growth software companies. As an author and advisor, she focuses on culture, transparency, and revenue performance, and often emphasizes the importance of communication and trust in achieving organizational goals....
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Harnessing Trust, Personal Branding, and AI To Accelerate Growth
Revenue Engine Podcast
Alex Gluz is the Founder and CEO of Digital Marketing at T.A. Monroe Digital, an agency that specializes in helping B2B and SaaS companies perfect every step of their sales funnel. With years of experience in the industry, Alex creates systems and frameworks for scalable, profit-driving B2B digital marketing strategies, frameworks, and executions to drive ROI. Alex is also the host of the Revenue Engine Podcast, a show highlighting the top leaders in technology and marketing. In this episode… Businesses today face the challenge of balancing rapid growth with the increasing demands of...
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Revolutionizing Real-Time Customer Feedback and Operational Transformation With Steven Peltzman
Revenue Engine Podcast
Steven Peltzman is the CEO of FeedbackNow, a company that provides real-time customer experience monitoring solutions using physical sensors and digital platforms for spaces like airports, hospitals, and retail locations. Under Steven’s leadership, FeedbackNow has deployed its technology in major US airports and leading healthcare facilities, helping organizations move from traditional surveys to actionable, real-time feedback, with proven impact on both customer satisfaction and operational efficiency. Steven's diverse career spans roles as an Air Force officer in stealth technology, CTO at...
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Transforming Marketing Attribution and Accountability in the Digital Age With Brandon Rhoten
Revenue Engine Podcast
Brandon Rhoten is the Chief Marketing Officer at GroundTruth, an advertising platform that uses real-world location and purchase data to show how media drives store visits and revenue. As the former CMO at Wendy’s, Papa John’s, and Potbelly, Brandon was instrumental in building Wendy’s groundbreaking digital and social marketing programs, contributing to 40 consecutive quarters of growth for the brand. In addition to his executive experience, he is a tech investor, advisor, and recognized trailblazer in blending art and science to drive marketing ROI. In this episode… Marketing was...
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Unlocking the Real Impact of Product Marketing in B2B SaaS With Jona Youdeem
Revenue Engine Podcast
Jona Youdeem is a Senior Product Marketer at Xero, a global platform that helps small businesses manage their finances more efficiently. He focuses on helping entrepreneurs leverage AI to reduce inefficiencies and eliminate what he calls the “coordination tax.” With over a decade of experience in product marketing, Jona has specialized in positioning, messaging, and go-to-market strategy across SaaS and AI-driven products. Jona blends customer insight, data, and creativity to build products that solve real-world business challenges. In this episode… Product marketing often sits at the...
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Uniting Sales and Marketing to Supercharge B2B Revenue With Alex Tinsley
Revenue Engine Podcast
Alex Tinsley is the Director of North America Field Marketing at SUSE, a global leader in open-source enterprise software solutions. Under his marketing leadership, SUSE has driven significant revenue growth and deepened collaboration between sales and marketing teams, bolstering their position in the enterprise software market. Alex’s career spans roles in both software vendors and resellers, and he is known for championing innovative segmentation strategies and uniting cross-functional teams to accelerate business outcomes. In this episode… Bridging the divide between sales and marketing...
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Turning Marketing From a Cost Center Into a Growth Engine With Jeff Baker
Revenue Engine Podcast
Jeff Baker is the Senior Director of Global Marketing at smartShift, a company that helps enterprises accelerate and automate SAP custom-code transformation. With more than 20 years of experience in enterprise software, he leads global efforts in strategy and branding. Jeff plays a key role in driving awareness and demand for smartShift’s AI-powered solutions. In this episode… Marketing is often seen as a creative function or a cost center, but what if it could be reframed as the engine that drives growth? In a world where buyers control their own journeys and retention is the new...
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How Community-Led Marketing Drives Sustainable B2B SaaS Growth With Derek Weeks
Revenue Engine Podcast
Derek Weeks is the Chief Marketing Officer at Katalon, a company that provides an AI-augmented software quality management platform for automating testing and improving software development workflows. He brings over 30 years of marketing experience, including leadership roles at Sonatype and the Linux Foundation. Derek co-founded All Day DevOps and has pioneered efforts in open-source software supply chain security. He is also the author of Unfair Mindshare: A CMO’s Guide to Community-Led Marketing in a Product-Led World. In this episode… Building a loyal audience is harder than ever...
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How CMOs Can Align Budgets, Metrics, and Customer Value With Christine Royston
Revenue Engine Podcast
Christine Royston is the Chief Marketing Officer at Wrike, an intelligent work management platform that helps teams build, connect, automate, and scale workflows. She joined in June 2024 after more than 20 years in B2B enterprise marketing. Before Wrike, Christine was VP and Global Head of Marketing at Udemy, where she helped grow annual recurring revenue from $100M to over $450M and led initiatives including an IPO and rebrand. She also held leadership roles at Bitly, Dropbox, Imperva, and Salesforce. In this episode… In today’s marketing landscape, every dollar spent is under a...
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Fixing Broken B2B Sales Workflows With AI-Powered Strategies With Usman Sheikh
Revenue Engine Podcast
Usman Sheikh is the Founder and CEO of Agentive, a next-generation AI platform that helps B2B companies generate pipeline, identify quality leads, and accelerate sales outcomes. A serial entrepreneur based in Silicon Valley, he specializes in building businesses at the intersection of AI and enterprise sales and marketing. Agentive envisions AI agents seamlessly collaborating to support revenue teams with a measurable, results-focused impact. This is Usman’s fourth startup, reflecting his deep experience in creating and scaling innovative technology ventures. In this episode… Too many...
info_outlineNick Naso is the Chief Revenue Officer at Recurly, a leading subscription management and billing platform that helps businesses automate and optimize recurring revenue operations. With over 15 years of experience in the software and technology industry, he has built high-performing teams and led strategic initiatives to drive significant growth. Before joining Recurly, Nick served as Chief Revenue Officer at Cayuse, where he led the global sales organization and helped the company achieve record revenue growth through new customer sales and geographic expansion.
In this episode…
Understanding your ideal customer profile can make or break your B2B SaaS growth strategy. Without clarity around who you're selling to, it's easy to waste time, miss revenue targets, and stall your momentum. So how often should companies revisit and refine their ICP to keep pace with a fast-changing market?
According to Nick Naso, a seasoned revenue leader with deep experience in scaling SaaS companies, companies should formally reevaluate their ICP at least once or twice a year. He highlights the importance of ongoing data analysis to inform micro-adjustments before larger shifts are needed. This kind of consistent review ensures sales teams focus on high-fit prospects and avoid spending resources on poor matches. The result is tighter alignment, faster sales cycles, and stronger pipeline efficiency. He also emphasizes that fit is everything: the right customer at the right time drives not only sales, but long-term success.
In this episode of the Revenue Engine Podcast, host Alex Gluz is joined by Nick Naso, Chief Revenue Officer at Recurly, to discuss why a sharp ICP is central to B2B SaaS growth. They explore how to identify ICP signals from pipeline data, when to make structural changes in your team to match your market, and why sales success starts with strategic focus. Nick also shares insights on leading cross-functional teams and building a culture of revenue ownership.