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.

Big Tech Will Lay Off 1M People In 2026. Are You One of Them? 11/16/2025

99% of AI Leaders STILL Don’t Know How to Keep Us Safe 11/09/2025

The Inevitable Rise of 72-Hour Work Weeks, Explained 11/02/2025

AI Cults? The Most Popular ChatGPT Uses Are Not What You Think. 10/26/2025

The Most Surprising Companies Private Equity is Buying 10/19/2025

The Fastest Way to Make $1M in 2025 is Not What You Think 10/12/2025

If You Want $100M FAST, Copy These Startups 10/05/2025

This Controversial Industry is Secretly Creating Billionaires 09/28/2025

We Obsessed Over Palantir's $370B Strategy (Nobody Talks About THIS) 09/21/2025

‘Every Person On My Team Codes Now’ - Inside $250M Founder’s AI Coding Experiment 09/14/2025

Meet The 27-Year-Old Building $1.5B AI Employees (Decagon CEO) 09/07/2025

The AI Bubble Is Going to Burst In… 08/31/2025

We Analyzed EVERY Y Combinator Company (1,000+) 08/24/2025

How To Spend Your 20s in The Super Intelligence Economy 08/17/2025

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

We Run $1m+ Businesses. These Are The Jobs We’re Giving to AI 08/10/2025

SPOTLIGHT: Surviving the Inbox Apocalypse with Evan Huck of UserEvidence 08/07/2025

SPOTLIGHT: Surviving the Inbox Apocalypse with Evan Huck of UserEvidence Nobody told startup founders building credibility felt this messy. Evan Huck, CEO and co-founder at UserEvidence (ex-SurveyMonkey, TechValidate), pulls back the curtain on what it really takes to turn verified customer proof into actual demand. Forget the fairytales: from wrestling with cold starts in outbound sales to playing the long game with brand, Evan’s war stories are pure fuel for GTM teams tired of overnight success myths. 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) - Kicking Off with Evan Huck’s Unfiltered Startup Journey (02:00) - From Jackson Hole to the Boardroom—Finding Balance at Altitude (03:25) - Scaling Amid the Chaos: Inside User Evidence’s Wild Year (04:31) - Ground Up: Sales Chops from SDR to CEO (05:30) - When to Cash Big Checks: The Secret Life of Enterprise AEs (06:54) - Startup Beginnings During Lockdown: Why Evan Built in 2020 (07:54) - Betting It All on Brand: Lessons from the Sweat Equity of Positioning (09:31) - Eight Quarters of Crickets: What Brand Investments Really Look Like (10:38) - Beyond Quick Hits: Convincing Investors Brand Pays (11:13) - Narrow the Bullseye: How ICP Discipline Elevated Growth (12:30) - Cracking the Enterprise: Creative Tactics That Actually Work (13:51) - CEO Hustle: Late Night DMs That Drove Real Results (14:59) - Slack Communities: Where Startup Deals and Credibility Are Born (16:00) - Talent Magnetism: Building Teams That Actually Like Each Other (18:00) - Smart Hires, Right Sequence: Why Product Marketing Came First (19:14) - Customers as Growth Catalysts: The Power of Advocacy (20:39) - Leadership Style: Why “Chill, Humble” Beats High Drama (22:07) - Book Rec for Founders: Patagonia’s Blueprint for Sustainable Culture (22:43) - Wrapping Up: Truths, Tactics, and Takeaways for GTM Leaders /episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/37710960

What does the future of tech look like when it costs $0 to switch software? 08/03/2025

What does the future of tech look like when it costs $0 to switch software? What if AI made switching platforms effortless—and what would that mean for SaaS? This week on Topline, Sam Jacobs, Asad Zaman, and AJ Bruno unpack the latest headlines around Databricks, Snowflake, and Ramp to explore whether AI is truly shifting the foundations of enterprise software. They debate the reality behind “vibe coding,” question whether AI is actually boosting productivity (or just slowing us down), and discuss why so much of today’s AGI conversation feels overhyped. Plus: the rise of nano agents, the illusion of developer efficiency, and what jobs might look like in 2030. 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) - Welcome and Introductions (02:00) - The Retreat Recap and Business Decisions (04:30) - The Vanishing Switching Costs in SaaS and Cloud (07:00) - Skepticism Around Kubernetes and Cloud Portability (09:00) - Middle Market and SMB: Where AI-Enabled Switching Gains Traction (12:00) - The Paradox of Switching Costs and Enterprise Inertia (15:00) - The Ramp Phenomenon: Outpacing Incumbents with AI-Driven Finance (18:00) - Future of Finance Teams: Human + AI Agents Collaboration (22:00) - The Challenge of AI Hallucinations and Model Reliability (26:00) - The Reality Check: AI Tools Slowing Developers Down (29:30) - The Evolving Role of QA: More Fun or More Tedious? (34:30) - Vibe Coding: Promise, Reality, and Use Case Limitations (38:30) - Centralized AI Agents vs. Specialized Nano Agents (42:30) - Envisioning 2030 Businesses: AI’s True Impact Unfolds (45:30) - Defining General and Super Intelligence: Myth vs. Reality (50:30) - The AI Singularity and Moral Frameworks: Can Machines Learn Ethics? (54:30) - The Grains of Sand, Rubik’s Cube Permutations, and AI Complexity (57:30) - Lighthearted Hot Takes: WNBA Enjoyment & Infinity Skepticism (59:00) - Shoutouts to Masterminds, Meals, and Podcasts (01:02:30) - Parting Thoughts on AI Adoption and CTAs for Listeners /episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/37648530

Kyle Norton on Decoding Churn: Enhancing Retention in High-Growth Businesses 07/31/2025

E119: What Public SaaS Can Learn from Private Equity 07/27/2025

E119: What Public SaaS Can Learn from Private Equity Public SaaS companies are growing faster—but private equity–backed SaaS companies are doing it more profitably. In this episode, AJ and Asad dig into comparing ARR growth and EBITDA margins across both groups, and debate what’s really driving the difference: lower R&D spend, selection bias, or superior go-to-market execution. They also unpack the implications of long CAC paybacks, PE-style operational rigor, and whether most founders truly understand the capital partners they’re signing up with. 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 to Topline Podcast and Episode Overview (02:42) - Exploring SaaS Growth Metrics and Margins (05:29) - The Role of R&D in SaaS Companies (08:32) - Understanding CAC and Payback Periods (11:22) - Cohort Analysis and Its Importance (14:34) - Navigating Board Dynamics and CEO Challenges (17:26) - The Importance of Understanding Investors (20:39) - Lessons from Previous Funding Rounds (23:34) - Market Dynamics and Founder Challenges (26:25) - The Impact of Market Conditions on Founders (29:39) - Acquisition Strategies and Long-Term Vision (32:34) - The Future of LinkedIn and Social Networks (35:42) - Conclusion and Key Takeaways (36:10) - The Evolution of LinkedIn and Market Dynamics (38:30) - Challenges in Product Market Fit and Email Cadences (40:45) - The Challenger Sale: Relevance and Misconceptions (46:40) - AI's Impact on Sales Methodologies and Market Dynamics (53:38) - Defining Intelligence in AI and Its Implications (01:02:00) - Best Practices for Using AI Effectively /episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/37563425

Asad Zaman's Take: Rethinking Key Person Risk and Business Growth 07/24/2025

E118: Did Windsurf Screw 200+ Employees for $2.4B ft. Carta's Peter Walker 07/20/2025

E118: Did Windsurf Screw 200+ Employees for $2.4B ft. Carta's Peter Walker Windsurf grew fast, hit $82M in ARR, and was nearly acquired by OpenAI for $3 billion—until the deal collapsed. Google stepped in with a $2.4 billion offer, but only for 40 engineers. In this episode, Sam, Asad, and AJ are joined by Peter Walker, Head of Insights at Carta, to break down what really happened and what this deal signals for the future of startup M&A. They explore how acqui-hires are evolving into talent-first extractions, what founders owe their teams in billion-dollar outcomes, and why equity might not mean what employees think it does. The crew also debates whether enterprise revenue is still reliable in AI startups, how employees can protect themselves in a shifting market, and whether we’re already deep in another bubble. 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 to Topline Podcast (00:47) - The Windsurf Acquisition and Its Implications (12:39) - The State of Startups and Market Dynamics (23:55) - Employee Impact and Corporate Responsibility (36:08) - The Future of Startup Employment and Negotiation (46:04) - Venture Capital Trends and Market Outlook /episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/37454535

AJ Bruno's Journey: Balancing Growth with Sustainable Revenue 07/17/2025

E117: How AI Native Orgs Are Reshaping RevOps and Post Sales 07/13/2025

Elaine Zelby on AI and Marketing: Lessons in Operational Scaling 07/10/2025

E116: Why Adaptation Is the Only Strategy That Works in AI 07/06/2025

E116: Why Adaptation Is the Only Strategy That Works in AI 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. 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) - 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 /episode/index/show/ed89b0ae-e358-414a-9719-bac1c505b717/id/37277755

E115: The Cultural Divide Between AI Startups and SaaS 06/29/2025

SPOTLIGHT: Skipping the SMB Trap and Building for Big Brands with CEO Matt Allison 06/26/2025

E114: How Apollo Plans to Grow From $150M to $1B+ in ARR 06/22/2025

SPOTLIGHT: What It Takes to Step into the CEO Role with Eric Anderson of Walnut 06/19/2025

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