Topline
The #1 podcast for founders, operators, and investors in B2B tech. Tune in every week to hear Sam Jacobs, AJ Bruno and Asad Zaman discuss and debate the trends, news, and developments impacting the B2B tech world. Enjoy the hot takes, strong opinions, and dry humor.
info_outline
Citrini Needs to Chill (but SaaS DOES Need to Change)
03/01/2026
Citrini Needs to Chill (but SaaS DOES Need to Change)
Citrini Research claims AI agents will replace white-collar jobs by 2028, triggering a massive economic crash (and repricing of SaaS stocks). Sam Jacobs, AJ Bruno, and Asad Zaman analyze the validity of this thesis and the immediate impact on enterprise valuation multiples. The discussion moves to the practical realities of the innovator's dilemma, specifically how legacy software companies must cannibalize their own revenue to survive. They cover strategies for GTM transformation, the loss of pricing power in traditional SaaS, and why Gong's pivot to "Chief Revenue Architect" signals a deeper identity crisis in the market. Key Takeaways: * The hardest part of adapting to AI is destroying your current margins. Sam Jacobs argues that leaders get emotionally attached to ARR, noting that "the hardest part of the innovator's dilemma is price... the only way to get out of it is to... go towards a worse business" in the short term. * Pivoting sounds great on paper, but is far harder in practice. Asad Zaman highlights the operational difficulty of telling investors about the actual steps involved; e.g. "I'm going to do a reorg and I'm then going to change my strategy that's actually going to increase churn... That's a war at the board level." * Title changes don't fix structural issues. Asad Zaman and Sam Jacobs advise revenue leaders against accepting Gong's new "Chief Revenue Architect" title because "it's going to hurt your career moving forward... This sounds like you were demoted to rev ops to me." Your Hosts: Host: Host: Host: Topline is more than a Podcast! Subscribe to Topline Newsletter: https://www.joinpavilion.com/topline-newsletter Watch on the YouTube channel: https://www.youtube.com/@TOPLINE-Media Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast: https://www.joinpavilion.com/topline-slack Chapters: 00:00 Intro 02:04 The Citrini Report Examined 07:05 Startups vs. Innovator's Dilemma 12:35 SaaS Valuation Repricing 15:29 Losing Pricing Leverage to AI 21:29 Is White Collar Work Dead? 25:10 Margin Compression Strategy 31:17 Restructuring Engineering Teams 35:09 Microsoft's Product Pivot 39:54 How AI Improves CEO Workflow 44:50 Gong's Chief Revenue Architect 51:17 Why the CRO Title Matters 55:14 AI Predictions Looking Ahead
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/40267460
info_outline
SPOTLIGHT: Raising $55M When You’re Not “AI-Native” | Nick Turner, CEO @ Dreamdata
02/26/2026
SPOTLIGHT: Raising $55M When You’re Not “AI-Native” | Nick Turner, CEO @ Dreamdata
Nick Turner, CEO of Dreamdata, joins Sam in this special episode of Topline Spotlight. They unpack a challenge many B2B leaders are facing right now: how do you raise capital in a market obsessed with AI when you’re not an “AI-native” company? Nick shares his journey from CRO to CEO and what it was like stepping into the top job—only to immediately lead a $55M Series B raise in one of the toughest venture environments in recent history. After speaking with 73 investors in six weeks, he reflects on the realities of fundraising today, investor skepticism around revenue durability, and why profitable, efficient growth still wins. Nick brings nearly 20 years of commercial leadership experience scaling martech companies from Seed and Series A to $75M in revenue. Now leading Dreamdata—a Copenhagen-based B2B marketing attribution and activation platform—he’s helping marketers prove what’s working and take action on it.
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/40218805
info_outline
“SaaS is Dead!” - So What Do We Do Now?
02/22/2026
“SaaS is Dead!” - So What Do We Do Now?
Over the course of a few days, $300 billion in market cap was wiped out from public SaaS companies. Looking at the ten most notable US publicly traded SaaS companies over the last six months, they have lost upwards of $600 billion. The public markets are signaling that the classic VC-funded SaaS model is under massive pressure to show rapid AI integration and tangible revenue growth. This episode examines the fallout of the SaaS market correction and what it means for go-to-market operators. We discuss the shift away from legacy system of record platforms toward agile, AI-native solutions that eat labor budgets. The conversation covers how to adjust your GTM strategy if you are not growing at AI rates, why cash flow is now king over growth at all costs, and how to build a resilient enterprise pipeline generation engine. Finally, we share predictions on which SaaS stocks might bounce back from the dip. Key Takeaways Companies failing to match AI-driven growth expectations are facing severe valuation resets from public markets, as AJ Bruno explains that "The argument you're hearing is AI will replace SaaS... that's the lazy argument... What AI is doing is it's compressing the time value of money." Software businesses unable to achieve hypergrowth must pivot to strict operational efficiency, with Sam Jacobs noting, "If you're generating $50 million growing 25% and you're just breaking even, I need you to either grow faster or be more profitable." Go-to-market professionals at legacy software companies have a limited opportunity to pivot their careers toward emerging technology, as Asad Zaman advises, "Right now the window is open... That window will get smaller and smaller as time grows by. So if you are not confident in your company, this is the time to make a shift and enter the new world." Connect with the Hosts & Guests: Host: Host: Host: Topline is more than a YouTube Channel: to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Introduction to the SaaS Collapse 07:12 Billions Wiped From SaaS Market Caps 10:44 Compressing the Time Value of Money 14:27 Why Revenue Growth Trumps All 20:56 The Threat of AI Inference Costs 25:17 Shifting Careers to the AI World 28:21 Entering the Slow Growth Movement 35:27 Building Long Term Craft Businesses 38:29 Winning the Long Brand Game 42:03 Founder Burnout and Pivot Challenges 48:24 Managing Investor Board Expectations 52:02 Reengineering for a Platform Shift 60:57 Public SaaS Stock Rebound Picks
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/40187375
info_outline
The Business Case for Robot Overlords (Or At Least Robots That Unload Trucks) | CEO AJ Meyer
02/15/2026
The Business Case for Robot Overlords (Or At Least Robots That Unload Trucks) | CEO AJ Meyer
AJ Meyer, CEO of Pickle Robot, isn't betting on general-purpose humanoid robots. Instead, he’s a believer in robots and Physical AI which solve specific, high-volume problems. AJ joins Sam and Asad to reveal how he recently secured a nine-figure enterprise contract and why "boring" logistics tasks are the gateway to mass adoption of robots. But with mass adoption’s opportunities, so too are there new risks. AJ shares that while physical safety is an important consideration, the cybersecurity risk of a networked robot workforce is what needs the most attention right now. This and a ton more in this week’s episode of Topline with Sam Jacobs (CEO @ Pavilion) and Asad Zaman (CEO @ Sales Talent Agency). Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Teaser and Introduction to AJ Meyer 02:53 The Convergence of Physical and Digital AI 05:50 Safety Constraints and the "Acrobat" Robot Disaster 09:19 Mobile Manipulation vs. General Purpose Humanoids 12:47 Cybersecurity Risks in Connected Robot Networks 18:52 AI Surveillance and Authoritarian Risks 28:01 Debunking the Myth of Unskilled Labor 34:54 The Moving Goalposts of AGI 38:19 Solving the Open World Generalization Problem 42:09 Why Foundation Models Need Systems Engineering 48:23 Designing Business Models for Enterprise and Mid-Market 53:20 The Nine-Figure "ChatGPT Moment" for Robotics 58:14 Transferring SaaS Go-To-Market Skills to Hardware 01:03:45 Taste and Judgment as Career Differentiators 01:07:50 Hiring Needs and Closing Thoughts
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/40117805
info_outline
Mark Roberge (Ex-HubSpot CRO): "AI Startups Will See the Highest Failure Rate in History”
02/08/2026
Mark Roberge (Ex-HubSpot CRO): "AI Startups Will See the Highest Failure Rate in History”
Mark Roberge is calling it now: we are about to witness the highest failure rate for a single cohort of startups in the history of tech. As author of Science of Scaling, and co-founder of Stage 2 Capital, Mark joins the pod to dismantle the "growth at all costs" mindset that still plagues founders. He explains why the assembly-line sales model is dead and how AI will force a return to the full-cycle "rainmaker" rep. **Key moments:** The AI Bubble: Why the index fund of the last two years of AI investments is likely doomed. Fixing Your ICP: And how optimizing for CAC or inbound volume without ICP fundamentals in place is a recipe for disaster The 80% Rule: How AI moves reps from 25% selling time to 80%, and what that means for the future of SDR, AE, and CS functions LIR - What it is and Why It Matters: Why every board deck needs a a LIR slide to predict product-market fit before revenue numbers hit **Note:** Mark is donating 100% of the proceeds from his new book to mental health causes. Grab a copy of *The Science of Scaling* on Amazon! to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Introduction: Mark Roberge and The Science of Scaling 03:44 Founder Turnover and Loyalty in the AI Era 06:18 Navigating Founder Burnout and Strategic Pivots 16:30 Predicting High Failure Rates for AI-Native Startups 18:57 The Origin Story Behind The Science of Scaling 24:51 Why Most Companies Define Their ICP Wrong 28:34 The Leading Indicator of Retention (LIR) Framework 32:30 Real-World Example: Shifting ICP Based on Retention 37:22 Who Should Own Product-Market Fit? 43:23 Transitioning GTM Strategies from SaaS to AI 47:29 The End of Specialization: Collapsing GTM Roles 51:12 Solving GTM Inefficiency by Increasing Selling Time 56:50 How to Pilot the Consolidated "Ninja AE" Role 01:04:29 Designing Organizations for Rainmakers vs. Average Reps 01:08:01 Mental Health, Gratitude, and Closing Thoughts
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/40013410
info_outline
AI Talent Wars: OpenAI, Thinking Machines & Meta Fighting For Breakthroughs
02/01/2026
AI Talent Wars: OpenAI, Thinking Machines & Meta Fighting For Breakthroughs
The AI arms race is getting ugly. With top talent bouncing between Thinking Machines and OpenAI, the guys debate a critical question for every leader: Is loyalty dead, or has Silicon Valley just stopped pretending? Sam, Asad, and AJ discuss the ethics and dangers of the "secure the bag" mindset and what it means for building enduring companies. They also pivot to the tactical side of leadership, breaking down why most managers wait too long to fire and the hard truth that "what you allow, you encourage." Key topics: The Thinking Machines exodus: Performance issues or corporate sabotage? Do ethics actually matter when the prize is AGI? The one management mantra every GTM leader needs for a high performing team Quitting the content hamster wheel: The hosts’ priorities for the next chapter. Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Intro: Top Line, Pavilion Gold, and Today’s Agenda 02:28 The Thinking Machines Exodus and OpenAI’s Hiring Spree 08:08 Capital Incentives: Why Tech Talent Has Become Mercenary 14:03 The Core Debate: Do Values Matter in Modern Tech? 18:41 The "Get the Bag" Mentality vs. Building Forever Companies 23:00 The Risks of Accelerating into a Future Without Ethics 31:28 Impact on GTM: Shorter Tenures and Transactional Hiring 34:25 Why Swiftly Correcting Underperformance is an Act of Loyalty 45:00 Why Organizational Values Are Useless Without Defined Behaviors 01:00:38 Final Question: What Are You Under-Prioritizing for 2026?
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/39930280
info_outline
The Job Market Just Completely Flipped (Nobody's Talking About It)
01/25/2026
The Job Market Just Completely Flipped (Nobody's Talking About It)
AJ and Asad talk about one of the most insane job markets we’ve ever seen, the rise of AI agents, and the future of AI’s talent wars. Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Introduction and Hosts 00:32 The Golden Age of Sales 00:55 Sales Roles and AI 12:30 Branding vs. Performance Marketing 21:05 The Role of Brand in B2B Tech 30:18 The Notion Dilemma 40:40 The Importance of Letting Go 50:39 The Golden Era of Sales 59:59 Reading Tips and Longevity Investments
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/39864020
info_outline
These Charts Explain 2026
01/18/2026
These Charts Explain 2026
Sam, Asad, and AJ are back to debate the hard numbers shaping the GTM landscape in 2026. The consensus? The freeze is thawing, but the rules have changed. Sam predicts we’ve entered the "Year of the Deal." Investors are exhausted, founders are tired, and the market is finally ready to clear—even if that means restructuring cap tables to take the win and move on. Asad brings the sobering data on the "Great Concentration," revealing that almost half of venture capital went to a surprisingly small number of companies, while AJ argues that without a compelling AI narrative, traditional SaaS assets will face a brutal valuation ceiling. Chapters: 00:36 Welcome to 2026: Intro and Hosts 02:30 Quiz Pro Quo 08:56 Sam’s Prediction: The Year of the Deal 13:53 AI-Native vs. Traditional Investment Trends 16:42 Founder Exhaustion and the Acceptance of Lower Exits 19:40 The VC Perspective on Clearing "Vintage" Funds 24:00 Advice for Seed Founders: Shut Down or Sell? 28:22 Sam’s Bearish Take on OpenAI’s Financials 31:12 Testing the Stickiness of AI Models 38:03 Asad’s Prediction: The Era of Capital Concentration 43:21 Why 2026 Will See Increased Layoffs 46:37 The Confusion of a High-Churn Job Market 50:19 Shoutouts and Personal Reflections
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/39770065
info_outline
The 13 AI Agents Inside a $90 Billion Machine
01/11/2026
The 13 AI Agents Inside a $90 Billion Machine
MIT reports that 95% of AI initiatives are failing to show ROI. Pablo Dominguez, Operating Partner at Insight Partners, joins the show to explain how to escape that group, and be in the 5% of companies that succeed. Pablo opens the playbook on "Dylan," Insight’s internal system of 13 autonomous agents that cut their due diligence process from 35 hours down to 14. Other high points: How Insight used tools like Relevance AI and Gong to build an agent swarm that handles research, analysis, and data cleaning. Why Engineers aren't necessarily who you'd want to build these workflows (and who you need instead) How the CEO of a successful SaaS company is aiming for 5x developer productivity in 2026 Plus the “why” behind some spicy 2026 predictions like: the death of the traditional CRM, Sam Altman’s potential exit from OpenAI, and the coming consolidation of "vibe coding" platforms. Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Introduction: Pablo Dominguez and Insight Partners 04:57 Insight's Structure and Value Creation Engine 08:12 Why Most Companies Fail to Get AI ROI 11:05 Case Study: Automating Diligence with AI Agents 15:39 Resources Required to Build Autonomous Systems 21:23 Managing Hallucinations and Accuracy in AI 31:09 Scaling AI Literacy and Organizational Fluency 37:15 Measuring Engineering Productivity and Cloud Coding 43:14 Balancing AI Automation with Human Authenticity 52:23 Market Trends: Buyer Behavior and Churn Risks 57:18 The Spectrum: From Workflows to Agentic Systems 01:01:13 Why Retention Issues Are Always Product Problems 01:04:35 Bold Industry Predictions for 2026 01:05:43 The Potential Death of the Traditional CRM
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/39685915
info_outline
He Built a SaaS Monster with $1 Million (And Refused to Raise More)
01/04/2026
He Built a SaaS Monster with $1 Million (And Refused to Raise More)
Wade Foster (CEO) built Zapier into a profitable powerhouse without traditional VC funding—just $1M post-YC, then profitable ever since. On this episode, the co-founder and CEO shares how that capital discipline shaped their ability to pivot hard when AI hit. Wade also dishes on: The GPT-4 moment that shifted Zapier’s roadmap A tested formula for AI agents that actually work How to incentivize internal AI adoption Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Introduction: Wade Foster and the Age of Agents 02:38 Zapier’s Origin: Solving the SaaS Integration Problem 04:14 From Zaps to Agents: The Evolution of Automation 05:07 How GPT-4 Changed Zapier’s Internal Strategy 06:43 Unstructured Data and the Rise of Vibe Building 09:56 Why Long-Term Product Roadmaps Are Now Obsolete 13:00 Transitioning from PLG to Enterprise Amidst Competition 17:58 What Actually Works: Defining Successful Agentic Workflows 20:59 Building an AI-Literate Company Culture 26:18 Future Outlook: AI Bubbles vs. Product Reality 27:38 Navigating Board Expectations During Technology Shifts 30:23 Zapier’s Capital Efficiency and Fundraising History 33:58 Founder Advice: Prioritizing Long-Term Thinking
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/39602465
info_outline
$50k vs $500K vs $50M Sales People - How to WIN In Modern Sales
12/21/2025
$50k vs $500K vs $50M Sales People - How to WIN In Modern Sales
We are multi-million-dollar CEOs specializing in sales and go to market teams in tech. We’ve met more millionaire sales people than you can count. This is exactly how to explode your income in our favorite career path. We are multi-million-dollar CEOs specializing in sales and go to market teams in tech. We’ve met more millionaire sales people than you can count. This is exactly how to explode your income in our favorite career path. Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 01:46 Sales Market Trivia: Headcounts and Income Statistics 07:14 CRO Compensation Realities and OTE Attainment 11:36 Can You Make $100k in Your First Year? 15:53 Essential Personality Traits for Top Sales Performance 21:25 The Timeline to Earning $200k and $300k 30:23 Strategies for Earning $1 Million in Sales 33:10 Executive Equity and Valuation Multiples in AI 38:10 Debate: Is OpenAI Too Big to Fail? 44:06 Kyle Poyar Joins: The State of AI Growth 45:17 Why AI Implementations Are Missing Expectations 50:32 Product Market Fit and AI-Driven Disillusionment 01:05:10 The Decline of Seat-Based Pricing Models 01:09:44 Emerging Pricing Models: Credits and Pass-Through Costs 01:17:48 The $500 Billion OpenAI Investment Question
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/39486180
info_outline
How AI Killed the Ivy League Advantage
12/14/2025
How AI Killed the Ivy League Advantage
In this episode of Top Line, Sam Jacobs, Asad Zaman, and A.J. Bruno dive into the economic and mental health crises facing young professionals, analyzing data on why entry-level opportunities are shrinking in the age of AI. Shifting to business strategy, the group also examines the nuances of pricing power, warning companies against raising rates without delivering commensurate value to the customer. Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Introduction and Episode Overview 00:35 Quiz Pro: Testing Knowledge with Fun Questions 02:40 Discussion on Young Professionals' Challenges 13:44 Advice for Young Professionals Entering the Workforce 15:43 Mental Health and Employment Challenges 20:50 The Impact of Technology and Inequality 32:57 Navigating Career Choices for Young Professionals 33:22 The Importance of Cultural and Historical Awareness 34:57 Balancing STEM and Humanities in Education 35:21 Building Community and Identity 36:35 Practical Advice for Job Seekers 38:56 The Challenge of Pricing in Today's Market 45:16 The Impact of Private Equity on Industries 51:57 The Role of Strategy in Business Success 58:49 Personal Reflections and Inspirations
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/39397830
info_outline
The $7 Trillion AI Buildout Has a Problem
11/30/2025
The $7 Trillion AI Buildout Has a Problem
We did a comprehensive study on the state of data centers. Where is money going? Where should you be betting? Everything you need to know about data centers, all in one place. Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Intro and Cold Open 01:18 Quiz Pro Quo: AI Infrastructure Stats and Energy Costs 06:14 Market Volatility and the "AI Bubble" 09:42 Navigating a Brutal Executive Job Market 11:33 Why Private Market M&A Has Stalled 13:54 Is This a Crash or the Industrial Revolution? 26:30 Investing in OpenAI: Risk vs. Reward 30:23 Optimism Meter: Rating the Market Outlook 38:25 Debating AI SDRs and Outbound Efficacy 41:46 Diagnosing Failure: Product vs. Execution 47:46 Rethinking Valuations: EBITDA vs. Revenue 57:39 Hiring Trends: The "Step-Up" Candidate Advantage 01:02:35 Bold Predictions: Nuclear, Events, and Engagement Teams
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/39201860
info_outline
The Ranking Expert: How to DOMINATE AI Search in 2026 (ChatGPT, AI Overview)
11/23/2025
The Ranking Expert: How to DOMINATE AI Search in 2026 (ChatGPT, AI Overview)
The Topline team interview Ethan Smith, founder of Graphite, an San Fransico-based growth and SEO agency with clients like Notion, Webflow and Rippling. As well as Rahul Jain from Noble, a consultant who writes and speaks about AI. Thanks for tuning in! Catch new episodes every Wednesday. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Introduction and Host Introductions 00:41 How Well Do You Know AI Search? 08:14 SEO vs. AI: The Changing Landscape 13:42 The Role of PR in AI Search 14:46 Get Cited By THESE Websites 18:13 SEO Strategies in the AI Era 25:07 Is SEO Actually Dead? 33:16 HubSpot's Message to The Market 34:27 SEO Evolution and Traffic Trends 34:54 The Future of Search and LLMs 36:34 Signs You Have The Wrong Product 40:01 Scaling AI Search Content 46:38 The Role of PR and AI in Marketing 01:01:42 What Have You Learned?
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/39133045
info_outline
Big Tech Will Lay Off 1M People In 2026. Are You One of Them?
11/16/2025
Big Tech Will Lay Off 1M People In 2026. Are You One of Them?
We ran a comprehensive model to predict how many layoffs may happen in 2026. To see our math, and try to predict what’s next, tune into this full episode of Topline. Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:43 Show intro & what we’re covering today 01:31 Setting the stage: big layoffs & what’s coming 01:54 Quiz Pro Quo: the tech ecosystem trivia segment 05:37 Why layoffs are happening in a strong market 10:07 What “AI” actually means 11:28 The Twitter/X effect & middle-management reductions 14:31 AI vs. inefficiency cuts: spectrum check 20:13 Where AI is replacing jobs today 22:13 Executive hiring vs. junior hiring shifts 26:03 Big Tech’s speed, efficiency & fewer layers strategy 37:33 The new sales productivity curve 49:03 How to protect your career in an AI world
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/39048015
info_outline
99% of AI Leaders STILL Don’t Know How to Keep Us Safe
11/09/2025
99% of AI Leaders STILL Don’t Know How to Keep Us Safe
The biggest AI companies in the world have made some bold statements about their priorities, but their actions haven't always lined up. Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Welcome Back to Topline 00:52 How Well Do You Know The AI Bubble? 12:48 AI's Job Market Collapse? 15:19 Anthropic's Controversial Funding 30:25 Where is Funding Going? 47:38 How Should We Invest in AI? 59:39 Lessons and Reflections from 2025
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/38956960
info_outline
The Inevitable Rise of 72-Hour Work Weeks, Explained
11/02/2025
The Inevitable Rise of 72-Hour Work Weeks, Explained
Dave Kellogg, EIR at Balderton Capital, wrote an explosive piece on the reality of modern startups in 2025. Dave walks us through the winners and losers in the AI era. Read Dave’s Article Here: Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:47 Introduction & editorial setup 03:03 Defining winning: market share as goal 07:09 Marathon vs sprint; growth tradeoffs 12:02 Switching costs, returns, and herd dynamics 21:42 Disruption resets order; capital to #1 25:06 Easy-come growth vs durable ARR 28:18 Creative destruction and incentives 33:31 Winning by ownership type 36:39 Strategy over grind; #2 playbook 40:33 Labor leverage, RTO, and 9-9-6 culture 53:31 Stalled SaaS: valuations, NRR, and growth 1:01:00 Consolidation, moats, domain expertise 1:04:45 Outro & where to follow
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/38876580
info_outline
AI Cults? The Most Popular ChatGPT Uses Are Not What You Think.
10/26/2025
AI Cults? The Most Popular ChatGPT Uses Are Not What You Think.
The Topline crew, joined my Kyle Norton from the Revenue Leadership Podcast, look at the newest ChatGPT usage data. This is getting unhealthy Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast. Chapters: 00:00 AI’s Personal Health Impact 00:37 Intro & Today’s Three Topics 01:38 ChatGPT Usage Study Overview 02:34 Non-Work Usage Surges to 73% 05:05 Writing Beats Search for Work 06:00 Companionship & Personal Advice Use Cases 10:57 Switching Tools vs Staying Put 19:10 Centralizing AI Workflows & Infrastructure 21:01 Phone-First Sales Tech Stack 23:32 Reading Our Last 13 ChatGPT Chats 27:08 AI for Health: Power & Risks 32:17 Vibe Coding Traffic Slide 36:13 Vibe Coding’s Audience & Use Cases 40:21 Trust Gap & Product Focus 42:51 Leading Through Momentum Slowdowns 50:11 Europe’s Startup Problem 51:28 Firing Laws, Risk & Funding Gaps
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/38778465
info_outline
The Most Surprising Companies Private Equity is Buying
10/19/2025
The Most Surprising Companies Private Equity is Buying
We ran an analysis on some of the biggest Private Equity assets and acquisitions. Is the explosion of this space a bubble, or is there something deeper happening here? 3 CEOs debate! Chapters: 00:00 – Private Equity’s Reach 05:00 – The Broader Impact of Private Equity 10:00 – Toll Roads, Robert Moses, and Infrastructure Power 15:00 – What It’s Like to Work for Private Equity 23:50 – Inside Vista and the Private Equity Playbook 27:50 – Preparing for a Private Equity Acquisition 30:50 – Founder Perspectives on Being Acquired 38:10 – The Role of AI in Private Equity 40:00 – OpenAI’s Product Velocity & Sora 2 44:30 – Art, Compute, and Culture 48:00 – Technology, Purpose, and Human Play 51:20 – The Optimistic Lens 54:00 – OpenAI’s Velocity and Strategic Position 56:00 – Market Reactions & Acquisitions 58:30 – Microsoft’s Response 1:00:50 – Culture, Standards, and Leadership Lessons 1:04:50 – Closing Reflections Thanks for tuning in! Catch new episodes every Sunday to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/38631565
info_outline
The Fastest Way to Make $1M in 2025 is Not What You Think
10/12/2025
The Fastest Way to Make $1M in 2025 is Not What You Think
3 millionaires explain how they would make $1M with these business models, strategies, and systems. Thanks for tuning in! Catch new episodes every Wednesday. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Introduction and Agenda 03:17 Bootstrapping: Who It’s For and Why It Matters 09:00 Executive Search and the Craft Business Dilemma 10:06 The Venture Trap and Valuation Missteps 13:48 Smart vs. Dumb Money: Lessons Learned 15:32 NVIDIA’s $100B Bet on OpenAI 17:55 Bubble Economics and Market Cycles 22:00 The Shift from Public to Private Markets 27:31 The Public Company Dilemma 31:36 Employee Liquidity and Why Founders Stay Private 36:08 Brett Taylor and the Myth of “Faster Is Better” 39:19 Go-to-Market Quality vs. Hype 45:25 Playing the Game: Why Bubbles Build Infrastructure 49:40 Staying True to Your Business Model 51:04 Strengths and Weaknesses of Founders 53:48 Wrap-Up and Community Invite
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/38549075
info_outline
If You Want $100M FAST, Copy These Startups
10/05/2025
If You Want $100M FAST, Copy These Startups
The Topline crew breaks down the fastest growing startups of 2025. Chapters: 02:20 Welcome to Top Line 02:57 Discussion on AI Company Investments 08:47 Fastest to $10 Million in Revenue 09:53 Debate on AI Market Sustainability 15:58 AI’s Impact on Business Strategies 29:58 Fastest to $50 Million in Revenue 33:16 PLG vs. Sales-Led Growth 34:08 Choosing the Right Business Model 37:03 Fastest to $100 Million in Revenue 38:07 Revenue Milestones and AI Companies 42:00 Challenges with AI Accuracy 45:35 Fastest to $500 Million 50:29 Fastest to $1 Billion, $5 Billion, $10 Billion 56:37 Final Thoughts and Investment Picks Thanks for tuning in! Catch new episodes every Wednesday. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/38466970
info_outline
This Controversial Industry is Secretly Creating Billionaires
09/28/2025
This Controversial Industry is Secretly Creating Billionaires
Special purpose vehicles are the biggest underworld in startups. They’re creating more opportunity to invest in some of the biggest companies in the world. That doesn’t mean they don’t come with risk. Peter Walker from Carta gives us a full breakdown. 00:00 Too Good to Be True? 01:05 Deep Dive into SPVs 04:03 The Growth and Impact of SPVs 06:04 Understanding SPVs in Venture Capital 23:31 The AI Bubble and Its Implications 32:43 Will Startups Shut Down? 33:52 Hiring and Firing in Startups 39:09 Private Equity vs. Venture Capital 44:28 AI’s Role in Business Strategy 55:03 Navigating Uncertainty and Capital Management 58:23 Concluding Thoughts and Advice for Entrepreneurs Thanks for tuning in! Catch new episodes every Wednesday. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/38372795
info_outline
We Obsessed Over Palantir's $370B Strategy (Nobody Talks About THIS)
09/21/2025
We Obsessed Over Palantir's $370B Strategy (Nobody Talks About THIS)
We went DEEP studying Palantir so you don't have to. We uncover how its stock keeps growing, how the company handles sales and marketing, and to understand why it’s such a cultural phenomenon. Thanks for tuning in! Catch new episodes every Sunday Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 Introduction and Palantir's Enigmatic CEO 00:53 Welcome to Top Line 03:39 Diving into Palantir’s Business 09:52 Palantir’s Government and Commercial Ventures 22:41 The Role of Sales in Palantir’s Success 32:33 Sales Culture and Treatment 34:00 The Role of Salespeople in Product-Led Companies 35:01 Challenges and Opportunities in Sales 38:12 Palantir’s Go-To-Market Strategy 45:06 Salesforce vs. Palantir: Market Cap Battle 46:33 HubSpot’s Potential and Challenges 55:29 AI Predictions and Impact on Business 59:17 AI in Personal and Professional Life 01:03:58 Conclusion and Final Thoughts
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/38290400
info_outline
‘Every Person On My Team Codes Now’ - Inside $250M Founder’s AI Coding Experiment
09/14/2025
‘Every Person On My Team Codes Now’ - Inside $250M Founder’s AI Coding Experiment
AJ Bruno, the CEO of $21M SaaS startup Quota Path, explains his company-wide experiment to make all of his employees vibe code. The results were shocking. Thanks for tuning in! Catch new episodes every Sunday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! Chapters: 00:00 The Future of AI in Startups 00:52 Introduction to Top Line 05:08 Vibe Coding Fridays Explained 13:32 The Impact of AI on Company Culture 29:57 The Role of Managers in Modern Companies 33:36 Challenging Traditional Management Practices 34:13 The Role of Senior Managers and Getting Hands Dirty 35:38 The Value of Middle Management 45:54 The Impact of AI on Management Roles 52:20 The Bubble of AI Revenue Reporting 1:00:58 Predictions for the Future of Labor
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/38208015
info_outline
Meet The 27-Year-Old Building $1.5B AI Employees (Decagon CEO)
09/07/2025
Meet The 27-Year-Old Building $1.5B AI Employees (Decagon CEO)
Jesse Zhang is the CEO of Decagon, the $1.5B startup creating AI agents to transform customer service. Jesse talks to us about the future of AI agents, the limits of automation, and the AI startup landscape. Thanks for tuning in! Catch new episodes every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! 0:00 Meet Jesse 4:19 Are We in a Bubble? 10:50 AI Implementation Challenges and Use Cases 16:07 Selling AI to Enterprise 27:02 Model Capabilities and Business Logic 37:11 Business Model and Pricing Strategy 48:09 Competition and Company Culture 56:56 Building and Scaling the Company
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/38114985
info_outline
The AI Bubble Is Going to Burst In…
08/31/2025
The AI Bubble Is Going to Burst In…
In this episode of Topline, hosts Sam Jacobs, Asad Zaman, and AJ Bruno dive into the question of whether we’re currently in an AI bubble. We talk through key data points on valuations, venture capital’s dry powder, and $3 trillion in projected data center investments. Is AI unsustainable hype, true long-term growth, or both at the same time? Thanks for tuning in! Catch new episodes every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! 00:00 The AI Bubble + Banter 04:56 Deep Dive into AI Investments 08:18 Defining and Understanding Market Bubbles 21:16 The Role of CEOs and Operators in AI 25:16 Future of AI and Market Predictions 38:31 AI Has a Marketing Problem 38:56 The Bubble and Big Tech 42:41 Valuation Trends in Startups 48:45 Bridge Rounds and Investor Strategies 53:22 AI Performance Metrics 01:04:04 Concluding Thoughts and Random Questions
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/38032665
info_outline
We Analyzed EVERY Y Combinator Company (1,000+)
08/24/2025
We Analyzed EVERY Y Combinator Company (1,000+)
We ran the biggest public study on YC company’s successes and failures in history. This is what we learned about the most prolific startup incubator in history. Thanks for tuning in! Catch new episodes every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. to Topline Newsletter. , the #1 podcast for founders, operators, and investors in B2B tech. to connect with 600+ revenue leaders to keep the conversation going beyond the podcast! (00:00) - The Biggest Study on YC (00:40) - Personal Updates and Banter (03:47) - What Is Y Combinator? (04:24) - Our Research's Findings (06:26) - Advantages of Joining YC (10:40) - Challenges and Criticisms of YC (14:34) - Personal Experiences and Insights (29:47) - YC's Branding and Marketing Power (30:31) - YC's Expansion and Its Impact (31:16) - The Value of YC's Brand (34:04) - Dilution and Founders' Naivety (36:04) - Branding Lessons from YC (37:44) - Challenges and Opportunities for YC (46:17) - Chat GPT-5: Initial Impressions (50:31) - AI Companies and Market Dynamics (56:23) - Concluding Thoughts and Wins
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/37928070
info_outline
How To Spend Your 20s in The Super Intelligence Economy
08/17/2025
How To Spend Your 20s in The Super Intelligence Economy
3 multi-millionaire founders give their practical insights on how to prepare for the rise of AGI and super intelligence. 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. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. . 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! 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 . Key chapters: (00:00) - Introduction (00:38) - Podcast Welcome and Host Introductions (00:48) - Episode Overview and Topics (01:39) - Personal Updates and Anecdotes (05:57) - AGI and Super Intelligence Are (maybe) Here (10:58) - AI's Impact on Business and Employment (14:17) - Is It Overhyped? (26:23) - Future of Middle Management (31:09) - Where Will AI Fit In? (38:14) - We're Robbing Young People (39:02) - The Grind Score: Measuring Work-Life Balance (42:36) - The Future of Work and AI's Impact (50:21) - Go-To-Market Tech Landscape and Consolidations (01:02:12) - Listener Question: Moving to Philadelphia
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/37855940
info_outline
SPOTLIGHT: AI Isn’t Just Faster Translation, It’s a $40B Tug-of-War for Global Attention with Bryan Murphy of Smartling
08/14/2025
SPOTLIGHT: AI Isn’t Just Faster Translation, It’s a $40B Tug-of-War for Global Attention with Bryan Murphy of Smartling
Bryan Murphy, CEO of Smartling, confronts a $40 billion industry stuck in the slow lane, the world of translation. Most companies still handle translations like it’s 1999: manual, expensive, and painfully slow. Bryan saw AI as the game changer that could rewrite the rules, but integrating it wasn’t a walk in the park. He shares how Smartling harnessed AI to not just cut costs and speed up translation but to finally boost quality close to human-level precision without losing control over brand voice or nuance. Yet, making this leap meant upheaval: reorganizing teams, hiring AI experts, and establishing ruthless R&D discipline to separate winning ideas from distractions. 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. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. . 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! to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key chapters: (00:00) - Introduction to Bryan Murphy and Defining the Translation Challenge (02:30) - The Hidden $40B Translation Market and Its Untapped Potential (04:00) - The Evolution of Translation Services: From Manual to AI-Driven Automation (06:00) - Early AI in Translation: Faster and Cheaper, But Not Yet Better (08:00) - Defining Quality: The MQM Standard and Bridging AI-Human Gaps (09:20) - Human-in-the-Loop AI: Boosting Translator Productivity Tenfold (10:30) - Full AI Translation Approaching Human Grade: The Game Changer (11:45) - The Future Mix: Human Expertise vs. Automated Scale in AI Translation (13:00) - Unlocking Market Expansion Through Improved SEO and Digital Footprint (15:00) - The Moment of Truth: Recognizing GPT’s Impact and Rolling Out Rapid Innovation (16:30) - Founder’s Speed: Breaking Plans and Aligning Teams for Urgent AI Adoption (18:00) - Overcoming Organizational Challenges: From Excitement to Structured Execution (20:00) - R&D Reimagined: Timeboxing Experiments With Clear Metrics to Avoid Spinning Wheels (22:00) - The Discipline of “Customer-First” in AI Development and Roadmapping (24:00) - Leadership Lessons: Listening Without Losing Vision Amidst Painful Change (26:00) - Winning Customer Trust: Betting On Proofs of Concept Against Skeptics (28:00) - Personal Insights: Favorite Leadership Books and the Role of Intellectual Curiosity (29:30) - Staying Sharp: Daily Reading and Customer Conversations as Strategic Tools (31:00) - Managing Stress and Longevity: The Art of Mental Compartmentalization for Founders (32:30) - Final Thoughts: The Unseen Power of Humility in Leadership and Continual Learning (33:00) - Wrap-up and Invitation to Follow Smartling’s AI-Empowered Evolution
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/37813485
info_outline
We Run $1m+ Businesses. These Are The Jobs We’re Giving to AI
08/10/2025
We Run $1m+ Businesses. These Are The Jobs We’re Giving to AI
Sam Jacobs, Asad Zaman, and AJ Bruno and CEOs who are fundamentally changing how they are hiring and firing because of AI. These are the jobs that will and won’t exist in the next 12 months, and our real-world insights on what CEOs are looking for out of their talent base. 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. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. . 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! 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 . Key chapters: (00:00) - Winners and Losers in AI (00:38) - The White Collar Bloodbath (03:30) - These 3 Jobs Won't Exist (25:10) - These 3 Jobs WILL Exist (& bets we're making) (42:50) - Jobs & People We're Hiring Right Now (59:05) - What is Surprising About Your Life Today?
/episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/37722095