Revenue Engine Podcast
The Revenue Engine Podcast features top leaders in business, marketing, technology, and more and share their amazing stories.
info_outline
How B2B Brands Can Stand Out in a Crowded Market With Amanda Dyson
08/07/2026
How B2B Brands Can Stand Out in a Crowded Market With Amanda Dyson
Amanda Dyson is the Chief Marketing Officer at DemandTec, a Commercial Trade Intelligence platform connecting retailers and CPG partners through one shared system. With more than 20 years of B2B software marketing experience, she specializes in enterprise technology, supply chain, pipeline generation, and go-to-market strategy. She leads DemandTec’s marketing organization and shapes how the market understands its retail trade intelligence platform. Before joining DemandTec, Amanda held marketing leadership roles at FourKites, Blue Yonder, and e2open. In this episode… B2B buyers are surrounded by polished content and increasingly similar brand voices. As AI makes publishing easier, how can a brand remain recognizable and trustworthy? Amanda Dyson, an enterprise B2B SaaS marketing leader with deep experience in pipeline generation, says the answer is an authentic voice supported by a clear point of view. Instead of using AI to manufacture finished thought leadership, she recommends using it for ideation, then bringing people back in to add judgment, originality, and trust. Amanda encourages marketers to focus on the audiences they can serve best, take bolder positions, and connect creative work to measurable business outcomes. Together, these practices give buyers something specific to believe in rather than simply more content to consume. In this episode of the Revenue Engine Podcast, Alex Gluz talks with Amanda Dyson, Chief Marketing Officer at DemandTec, about how B2B brands can stand out in a crowded market. Amanda explains how to build a distinct point of view, use AI without losing originality, and connect marketing to pipeline. She also touches on event strategy, buying committees, and customer advocacy.
/episode/index/show/revenueengine/id/42344390
info_outline
How Domain Names Are Shaping Digital Identity and AI Trust With Matt Overman
07/17/2026
How Domain Names Are Shaping Digital Identity and AI Trust With Matt Overman
Matt Overman is the Chief Revenue Officer at Identity Digital, a global internet infrastructure company that operates and supports hundreds of top-level domains. He leads revenue strategy, commercial growth, and partnerships across the company’s wholesale domain network, working with registrars, website builders, AI platforms, and business services. With nearly two decades in the domain industry, Matt brings deep expertise in digital identity, domain distribution, emerging TLD trends, and the role of domains as trust anchors for people, brands, and AI agents. In this episode… Domain names are no longer limited to helping people find a website. They are becoming signals of identity, credibility, and ownership in a digital world shaped by new extensions and AI. What role will they play as online interactions become more automated? Matt Overman, a domain industry expert with nearly two decades of commercial experience, sees domains becoming a foundational identity layer for people, businesses, and AI agents. Choosing extensions that reflect purpose, owning a space outside third-party platforms, and embedding domain purchases into existing workflows can strengthen trust while reducing friction. Matt also emphasizes reliable infrastructure and mutually beneficial partnerships as essential to sustainable growth. Together, these ideas point toward a more durable, verifiable, and user-controlled digital ecosystem. In this episode of the Revenue Engine Podcast, Alex Gluz talks with Matt Overman, Chief Revenue Officer at Identity Digital, about the changing role of domain names in digital identity. Matt explains the rise of .ai, the shift toward meaningful extensions, and the use of domains as trust anchors for AI agents. He also discusses embedded partnerships, personal branding, and long-term value creation.
/episode/index/show/revenueengine/id/42126045
info_outline
Build vs. Buy in AI: What Enterprise Teams Are Getting Wrong With Eric Williamson
07/03/2026
Build vs. Buy in AI: What Enterprise Teams Are Getting Wrong With Eric Williamson
Eric Williamson is the Chief Marketing Officer at CallMiner, an AI-powered customer experience automation platform that analyzes customer interactions to uncover insights and improve service performance. In his role, he oversees global marketing across brand, demand generation, events, and growth strategy. Eric brings more than 20 years of experience across B2B technology, consumer marketing, agency leadership, and content strategy. In this episode… AI is changing the economics of customer service, but the real shift is not just replacing people with bots. Enterprise teams are being forced to rethink what they automate, what they build internally, and where outside platforms can still create value. When everyone can access powerful AI tools, how do companies decide what is worth building themselves? As a B2B technology marketing leader with expertise in AI, automation, brand strategy, and enterprise growth, Eric Williamson explains that the answer starts with intelligence. Companies need to understand which customer interactions are best suited for automation before they deploy AI agents at scale. Eric emphasizes that many teams underestimate the long-term cost of building AI tools in-house, especially when those tools need to match the depth, reliability, and insight of established platforms. The stronger approach is to start small, identify the right use cases, create a seamless handoff between AI and humans, and use customer interaction data to guide automation decisions. In this episode of the Revenue Engine Podcast, Alex Gluz talks with Eric Williamson, Chief Marketing Officer at CallMiner, about build-versus-buy decisions in AI and what enterprise teams often get wrong. Eric shares how AI agents are reshaping customer service, why SaaS pricing is moving toward consumption models, and what brand visibility means for B2B growth. He also touches on agency resourcing, LMO, and avoiding AI-generated content that lacks quality.
/episode/index/show/revenueengine/id/41952960
info_outline
Building Effective Marketing Engines for Technical Audiences With Matt Lyman
06/19/2026
Building Effective Marketing Engines for Technical Audiences With Matt Lyman
Matt Lyman is the Vice President of Marketing at Flosum, an enterprise Salesforce-native platform for DevOps, data protection, backup, security, and governance. With nearly 20 years of experience across demand generation, ABM, marketing operations, and B2B growth, he leads marketing strategy for technical audiences and helps translate complex products into clear, human-centered messaging. Matt previously held marketing leadership roles at Chef Software and LeanData and brings a people-first perspective shaped by his background in theater and community building. In this episode… Marketing to technical audiences exposes weak assumptions quickly. These buyers rarely respond to vague promises or generic campaigns. So how can marketers create marketing systems that earn trust, generate demand, and keep improving? Matt Lyman, a B2B marketing leader with expertise in demand generation, technical audiences, paid media, and community-led growth, explains that the answer starts with understanding the human behind every technical buying decision. Instead of treating messaging as a static brand exercise, teams should treat it like a hypothesis: test it, listen to feedback, and adjust based on what the market reveals. Matt emphasizes the importance of tailoring messages to executives and practitioners, choosing events based on audience fit, watching leading indicators before pipeline slips, and using AI to accelerate work without replacing human strategy. The result is a more focused marketing engine built around precision, context, and continuous learning. In this episode of the Revenue Engine Podcast, Alex Gluz talks with Matt Lyman, Vice President of Marketing at Flosum, about building effective marketing engines for technical audiences. Matt shares how technical buyers shape messaging, why event and paid media strategy require focus, and what leading indicators reveal about pipeline health. He also touches on AI, community building, and mentorship.
/episode/index/show/revenueengine/id/41700785
info_outline
Building a CMO+ Mindset for Modern Marketing With Catherine Solazzo
06/05/2026
Building a CMO+ Mindset for Modern Marketing With Catherine Solazzo
Catherine Solazzo is the Chief Marketing Officer at Appfire, a leading provider of software applications that help developers optimize their efficiency on platforms like Jira, Salesforce, and monday.com. With over 20 years of experience in marketing and digital transformation, Catherine has led high-performing teams at global tech giants and was recently recognized on the CRN Women of the Channel 2026 list. Under her marketing leadership, Appfire reaches over a million users every quarter through its technical documentation site. In this episode… Marketing today goes beyond just awareness, demand generation, or a polished campaign. It extends into the product experience, customer feedback, partner enablement, and every handoff that shapes revenue. So what does it really take to build a modern CMO mindset? According to Catherine Solazzo, a seasoned marketing leader with deep experience across developer ecosystems, the answer lies in thinking beyond the traditional marketing boundaries. She explains that elements like technical documentation, release notes, product pages, partner programs, and customer feedback are not secondary functions; they are critical touchpoints that help buyers understand, adopt, and expand with a product. Catherine emphasizes that by taking ownership of this entire journey, marketing teams can move faster, use data more effectively, and create a more cohesive go-to-market motion. In this episode of the Revenue Engine Podcast, Alex Gluz is joined by Catherine Solazzo, Chief Marketing Officer at Appfire, to discuss building a CMO mindset for modern marketing. Catherine explains the CMO+ model, how to align product and marketing, and why demand generation should go beyond lead volume. She also shares advice on partner enablement and creating repeatable operating models.
/episode/index/show/revenueengine/id/41545645
info_outline
Why Customers Churn (And Why Most Teams Miss It)
05/22/2026
Why Customers Churn (And Why Most Teams Miss It)
Alex Atkins is the VP of Growth and Operations at Sturdy.ai, an AI-powered customer intelligence platform that turns customer conversations across emails, chats, tickets, and calls into actionable insights for B2B teams. Drawing on a background in psychology, communications, marketing, business analytics, and growth, Alex helps teams better understand churn signals, retention risks, and expansion opportunities so they can act faster and more intelligently. In this episode… Customer churn is one of the most significant challenges in business, yet so many teams fail to pinpoint the exact reasons behind it. With all the data available, why do teams still miss the warning signs until it’s too late? With experience spanning growth, operations, analytics, and customer intelligence, Alex Atkins brings a data-driven perspective to why teams often miss churn signals. He says the key to understanding churn lies in connecting the dots between seemingly disconnected signals. Alex points out that while teams often focus on isolated factors, churn is rarely caused by one issue. Instead, it’s usually a combination of small, overlooked signals, like underutilization, executive changes, slow responses, or product confusion, that build over time. When teams miss those patterns, they end up reacting too late and lose retention opportunities that could have been saved with the right insights. In this episode of the Revenue Engine Podcast, Alex Gluz is joined by Alex Atkins, VP of Growth and Operations at Sturdy.ai, to discuss why customer churn is often misunderstood. Alex shares insights on why traditional health scores and NPS often miss the mark, how signal combinations can predict churn before it happens, and why dashboards are not enough without ownership and action. He also talks about how real-time customer intelligence can transform growth strategies, retention efforts, and expansion opportunities.
/episode/index/show/revenueengine/id/41391880
info_outline
AI-Led, Human-Perfected Marketing Strategies With Nidhi Alexander
05/08/2026
AI-Led, Human-Perfected Marketing Strategies With Nidhi Alexander
Nidhi Alexander is the Chief Marketing Officer and Executive Vice President at Hexaware Technologies, a global technology and business process services company. Nidhi brings a unique background in journalism, which shapes her approach to marketing as a blend of compelling storytelling and data-driven precision. At Hexaware, she focuses on positioning marketing as a direct driver of business growth, aligning brand strategy with measurable revenue outcomes. In this episode… Great marketing today isn’t just about being seen, it’s about being believed. But in a world flooded with AI-generated noise, how do you build trust while still moving at speed? For Nidhi Alexander, a seasoned marketing leader shaped by both storytelling and data, the answer is simple: Combine the emotional pull of narrative with the rigor of proof. Nidhi believes that marketing succeeds when it strips away fluff, focuses on real business outcomes, and backs every claim with measurable impact. It’s this blend — what she calls becoming a “data-driven storyteller” — that turns marketing from a support function into a revenue driver. In this episode of the Revenue Engine Podcast, host Alex Gluz is joined by Nidhi Alexander, Chief Marketing Officer and Executive Vice President at Hexaware Technologies, to discuss building AI-led, human-perfected marketing strategies. Nidhi talks about aligning marketing with pipeline outcomes, balancing brand and demand, and using AI to drive efficiency. She also shares advice on governance, personalization, and scaling marketing impact globally.
/episode/index/show/revenueengine/id/41213760
info_outline
AI, Data, and Human Touch in SaaS With Ben Chodor
04/24/2026
AI, Data, and Human Touch in SaaS With Ben Chodor
Ben Chodor is CEO of CallRevu, an automotive technology company delivering AI-driven call analytics and communication solutions to thousands of dealerships across North America. Under his leadership, the company processes nearly 300 million calls annually, turning conversations into actionable insights. A seasoned entrepreneur with over 25 years of experience, Ben has built and scaled multiple SaaS businesses across media, healthcare, and communications, with a strong focus on innovation, data, and the customer experience. In this episode… Every SaaS company is racing to adopt AI, automate workflows, and scale faster than ever. But as technology accelerates, one question keeps surfacing: What actually drives growth when everything becomes automated? For Ben Chodor, a seasoned SaaS operator and longtime builder of data-driven businesses, the answer is clear: Technology alone isn’t enough. He believes that while AI can enhance speed and insight, the real differentiator lies in combining data with human connection and service. Drawing from his experience processing hundreds of millions of customer interactions, Ben emphasizes that insights only matter if they lead to better conversations, decisions, and relationships. Ultimately, companies that balance automation with a human touch are the ones that sustain growth. In this episode of the Revenue Engine Podcast, Alex Gluz is joined by Ben Chodor, CEO of CallRevu, to discuss the evolving role of AI, data, and human connection in SaaS growth. Ben explains how AI is reshaping service and support, why data-driven marketing must go beyond vanity metrics, and how alignment across teams drives revenue. He also talks about adapting leadership as companies scale.
/episode/index/show/revenueengine/id/41000860
info_outline
Future-Proofing Revenue Engines Using AI With Parry Bedi
04/10/2026
Future-Proofing Revenue Engines Using AI With Parry Bedi
Parry Bedi is the Co-founder and CEO of Tingono, an AI-powered platform that helps SaaS companies improve retention and grow revenue by predicting churn and automating customer success workflows. Parry is a serial entrepreneur and former AI leader at Microsoft whose previous startup was acquired by Forrester. With deep experience in machine learning and enterprise software, he focuses on helping businesses turn data into actionable, scalable growth strategies. In this episode… AI didn’t suddenly appear; it’s been quietly reshaping how businesses think about growth for years. But now that it’s everywhere, the real question is: Are companies actually using it to build smarter revenue engines or just layering it onto old systems? According to Parry Bedi, a seasoned AI leader who has spent over a decade working on machine learning systems, the shift comes down to understanding that AI is fundamentally probabilistic, not deterministic. He explains that instead of rigid if-this-then-that logic, AI operates on predictions and confidence levels, which opens the door to entirely new ways of making decisions and designing workflows. Rather than forcing AI into legacy processes, businesses need to rethink how work gets done so humans focus on strategic moments while AI handles scale. The result is not just efficiency, but a complete transformation in how revenue engines operate. In this episode of the Revenue Engine Podcast, Alex Gluz is joined by Parry Bedi, Co-founder and CEO of Tingono, to discuss how AI is reshaping revenue engines. They explore probabilistic versus deterministic systems, using AI to predict churn and drive retention, and why traditional SaaS workflows need a complete overhaul. Parry also shares advice on when to build AI in-house instead of investing in specialized tools.
/episode/index/show/revenueengine/id/40798335
info_outline
Cybersecurity Marketing: Building Trust Instead of Fear
03/27/2026
Cybersecurity Marketing: Building Trust Instead of Fear
Dhiraj Kumar is the Chief Marketing Officer at Dashlane, a global cybersecurity firm specializing in credential security for businesses and consumers. Under his leadership, Dashlane protects 25,000 businesses worldwide and millions of individual users, boasting high customer retention and a reputation for product innovation. With a background in engineering and leadership roles at companies like Facebook and PayPal, Dhiraj focuses on translating complex technology into customer-centric outcomes and advocating for more sophisticated, business-oriented conversations in cybersecurity. In this episode… Fear has long been the default language of cybersecurity marketing, but it doesn’t always inspire action. When every message sounds like a warning, what actually moves buyers to do something about it? For Dhiraj Kumar, the answer is shifting from fear to control. Drawing on his experience leading marketing at high-growth tech companies, he explains that acknowledging risk isn’t enough — marketers must also show customers exactly what they can do about it. The real impact comes from pairing awareness with clear, actionable steps that restore a sense of agency. Dhiraj explains that when done correctly, cybersecurity stops feeling like a constant threat and starts becoming a proactive advantage. In this episode of the Revenue Engine Podcast, host Alex Gluz is joined by Dhiraj Kumar, Chief Marketing Officer at Dashlane, to discuss how cybersecurity brands can build trust instead of relying on fear. They explore balancing risk awareness with empowerment, translating complex tech into business outcomes, and focusing demand generation on the right audience. Dhiraj also shares advice on leveraging customer advocacy and first-party data.
/episode/index/show/revenueengine/id/40640445
info_outline
Scaling a Startup and Building a High-Velocity Revenue Engine With Matt Shephard
03/13/2026
Scaling a Startup and Building a High-Velocity Revenue Engine With Matt Shephard
Matt Shephard is the Chief Revenue Officer at BatchData, a property and homeowner intelligence company providing real estate data solutions. Since joining BatchData in 2023, Matt has helped propel the company from $50,000 in ARR to capturing 9% market share within two years, all with a lean team. Previously, he spent nearly a decade at ZoomInfo (formerly DiscoverOrg), where he led teams closing major enterprise deals and developed deep expertise in data-driven sales. In this episode… Most startups don’t fail because of a lack of ideas — they fail because their revenue engine never quite clicks. So what does it actually take to scale a company from near-zero revenue into a meaningful market player in just a couple of years? According to Matt Shephard, a seasoned revenue leader who has helped scale high-growth tech companies, the key lies in clarity and focus early on. He explains that the first priority is identifying the right customer, building a product that truly fits their needs, and making the buying experience simple enough that switching feels easy. In practice, that meant redefining the ICP, reshaping the product offering, and simplifying the sales conversation to focus on outcomes instead of features. The result is a revenue motion that moves faster because every part of the system is aligned around the same customer and value proposition. In this episode of the Revenue Engine Podcast, Alex Gluz is joined by Matt Shephard, Chief Revenue Officer at BatchData, to discuss how to scale a startup and build a high-velocity revenue engine. They explore identifying the right ICP, simplifying sales for practical buyers, and aligning marketing and sales around shared accounts. Matt also shares advice on signal-based go-to-market strategies and why timing is becoming the most important advantage in modern sales.
/episode/index/show/revenueengine/id/40423150
info_outline
Tech-Driven Payments and Customer Marketing With Jenn Reichenbacher
02/27/2026
Tech-Driven Payments and Customer Marketing With Jenn Reichenbacher
Jenn Reichenbacher is the Chief Marketing and Customer Experience Officer at Stax Payments, a company that provides all‑in‑one payment technology and solutions for businesses. She leads the marketing, customer support, and account management teams to drive growth and engagement. Jenn has more than 30 years of experience in payments and performance marketing, with senior roles at companies like Paysafe, iPayment, and Cayan. She holds a Bachelor of Science degree in Finance and is active in industry associations focused on payments and merchant services. In this episode… In a world where technology is reshaping nearly every industry, the payments space is undergoing a massive transformation. What happens when companies start blending cutting-edge technology with customer-focused marketing? How does that change the way they engage with their clients and drive growth? Jenn Reichenbacher, an expert in fintech marketing and the customer experience, believes that embracing tech-driven solutions is the key to unlocking a future-proof payment system. She points out that the shift from traditional systems to online and SaaS-based models not only offers businesses more options but also enhances the customer experience. According to her, the future of payments will be defined by the seamless integration of technology with human-centered marketing strategies, ensuring that businesses can scale effectively while keeping the needs of their customers front and center. In this episode of the Revenue Engine Podcast, Alex Gluz is joined by Jenn Reichenbacher, Chief Marketing and Customer Experience Officer at Stax Payments, to discuss how technology is revolutionizing the payments landscape. They explore the role of AI in shaping marketing strategies, how customer-centric approaches are driving business growth, and the importance of storytelling in marketing.
/episode/index/show/revenueengine/id/40251045
info_outline
Bridging the Gap Between B2C Creativity and B2B Effectiveness With Rodrigo Fontes
02/13/2026
Bridging the Gap Between B2C Creativity and B2B Effectiveness With Rodrigo Fontes
Rodrigo Fontes is the VP of Marketing at QuillBot, a company that develops AI-powered writing and productivity tools to help users create and communicate more effectively. With over 15 years of experience in marketing and consumer tech, Rodrigo has helped scale globally recognized brands and was instrumental in expanding Tinder’s presence across Latin America and leading its global marketing team. Originally from Brazil, Rodrigo’s career has spanned education, telecommunications, online dating, and now generative AI, giving him a unique perspective on both B2B and B2C marketing dynamics. In this episode… In today's crowded marketing landscape, many wonder if there’s a way to blend creativity with the effectiveness of business-to-business strategies. Can B2B marketing be as engaging and memorable as its B2C counterparts, or is the approach fundamentally different? What does it take to bridge the gap between these two worlds? According to Rodrigo Fontes, a seasoned marketing leader, the key is attention. Whether it’s B2B or B2C, the challenge remains the same: how do you capture and keep your target audience’s focus? In his view, the emotional connections that drive B2C success aren't exclusive to consumer products. Professionals, after all, are people too, and they consume media just as actively across platforms like TikTok, LinkedIn, and YouTube. If B2B brands can tap into this dynamic and blend fun with professionalism, they can set themselves apart in a competitive field. In this episode of the Revenue Engine Podcast, host Alex Gluz is joined by Rodrigo Fontes, VP of Marketing at QuillBot, to discuss the intersection of B2C creativity and B2B effectiveness. They explore the evolving role of AI in marketing, how to grab attention in a noisy market, and why B2B marketers need to experiment more. Rodrigo also shares insights on building brand awareness in the AI space and the importance of educational content.
/episode/index/show/revenueengine/id/40095725
info_outline
Building Revenue Engines in the Restaurant Technology Space With Tara Clever
01/30/2026
Building Revenue Engines in the Restaurant Technology Space With Tara Clever
Tara Clever is the Chief Revenue Officer at MarginEdge, a restaurant management and bill payment platform that leverages automation and AI to streamline restaurant operations. Under her leadership, MarginEdge has marked its 10-year anniversary by reaching major milestones, including onboarding its 10,000th restaurant customer and expanding its AI-powered product offerings. Tara brings a unique blend of sales, operations, and marketing experience, with a background in DTC and B2B growth, and focuses on customer-centric alignment and operational clarity to drive scalable go-to-market outcomes. In this episode… Restaurant tech is evolving fast, but building a real revenue engine in this space takes more than just clever software. It requires understanding the operators behind the businesses, the shifting market, and where growth can either leak or accelerate. So what actually separates companies that scale from those that stall? For Tara Clever, the key lies in treating marketing and sales as one unified system, not two separate worlds. Drawing from her DTC growth instincts, she explains that revenue only works when every part of the funnel stays aligned and accountable. Her perspective shows how obsessing over customer feedback, human connection, and pipeline fluency can turn restaurant technology into something that truly drives lasting business impact. In this episode of the Revenue Engine Podcast, host Alex Gluz is joined by Tara Clever, Chief Revenue Officer at MarginEdge, to discuss building revenue engines in the restaurant technology space. They explore aligning sales and marketing, applying DTC funnel discipline to B2B growth, and creating fast customer-driven feedback loops. Tara also shares why scalable human connection matters even more in an AI-powered world.
/episode/index/show/revenueengine/id/39932480
info_outline
Building a Revenue Culture Rooted in Transparency and Alignment With Angela Earl
01/16/2026
Building a Revenue Culture Rooted in Transparency and Alignment With Angela Earl
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. In this episode… Revenue issues rarely begin with the numbers themselves. They usually show up earlier as misalignment, cautious conversations, or teams operating from entirely different assumptions. Does predictable growth depend less on new tools or processes and more on a culture of trust and communication? According to Angela Earl, a seasoned go-to-market leader, the answer lies in transparency. She believes revenue performance improves when teams feel safe being honest about risks, gaps, and what’s actually happening in the pipeline, rather than presenting overly optimistic forecasts. When transparency becomes the norm, pressure turns productive, decisions get clearer, and revenue stops breaking down at handoffs. In this episode of the Revenue Engine Podcast, host Alex Gluz is joined by Angela Earl, Head of Marketing at Darrow AI, to discuss building a revenue culture rooted in transparency and alignment. They explore how culture directly impacts forecasting accuracy, why trust matters more than polish in pipeline reviews, and where revenue breakdowns really occur between teams. Angela also shares advice on using technology as an accelerator, not a fix, for culture and strategy gaps.
/episode/index/show/revenueengine/id/39755615
info_outline
Harnessing Trust, Personal Branding, and AI To Accelerate Growth
12/19/2025
Harnessing Trust, Personal Branding, and AI To Accelerate Growth
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 trust-building, personal branding, and AI-driven innovation. While these elements have the potential to significantly accelerate business success, missteps can hinder progress, especially when companies fail to effectively integrate them into their strategy. So how can businesses harness these powerful tools to drive long-term growth and success? From building authentic relationships to embracing AI technology, leaders in this episode share invaluable insights on how to navigate these challenges. Mark Stiltner explains how AI can optimize marketing strategies, particularly in account-based marketing (ABM), making campaigns more efficient and impactful. Patrick Ferdig emphasizes the importance of trust in business relationships, highlighting how consistency and reliability build the foundation for long-term partnerships. Sylvia LePoidevin discusses the shift in branding, where individual employees are becoming the face of companies, using their personal influence to elevate the brand's message and connect more authentically with audiences. Kristin Oelke highlights how combining financial insights with a strong customer base provides a clearer picture of a business’s future trajectory. Meanwhile, Usman Sheikh dives into the world of agentive AI, exploring how intelligent bots can transform sales processes by automating key tasks and generating measurable outcomes. In this episode of the Revenue Engine Podcast, Alex Gluz reflects on his insightful conversations with Mark Stiltner, Patrick Ferdig, Sylvia LePoidevin, Kristin Oelke, and Usman Sheikh. These industry leaders uncover the power of trust, personal branding, and AI in driving business growth. Together, they offer practical strategies for leveraging these tools to create scalable, sustainable success in today’s competitive market.
/episode/index/show/revenueengine/id/39466105
info_outline
Revolutionizing Real-Time Customer Feedback and Operational Transformation With Steven Peltzman
12/05/2025
Revolutionizing Real-Time Customer Feedback and Operational Transformation With Steven Peltzman
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 the Museum of Modern Art, and Chief Business Technology Officer at Forrester Research. In this episode… Real-time customer feedback has become one of those ideas that everyone claims to value, yet few organizations truly know how to use. It’s easy to gather opinions after the fact, but far harder to understand what’s really happening while an experience is unfolding. What if companies could see issues the moment they emerge and fix them before customers even complain? According to Steven Peltzman, a longtime leader in technology-driven customer experience innovation, the answer starts with capturing what people feel in the exact moment they feel it. Drawing from his experience building systems that merge digital intelligence with physical-world interactions, Steven explains that real-time signals reveal patterns surveys will never catch. He shares how airports, hospitals, and convenience stores are transforming operations by reacting instantly to sentiment shifts and predicting problems before they escalate. And with multiple data streams working together, he believes companies can finally bridge the gap between insight and action. In this episode of the Revenue Engine Podcast, host Alex Gluz is joined by Steven Peltzman, CEO of FeedbackNow, to discuss how real-time customer feedback is reshaping operations. They explore how sensor-driven insights outperform traditional surveys, how organizations can react and predict issues in the moment, and why certain industries are primed for transformation. Steven also shares how tying feedback to outcomes like revenue unlocks true operational change.
/episode/index/show/revenueengine/id/39288530
info_outline
Transforming Marketing Attribution and Accountability in the Digital Age With Brandon Rhoten
11/21/2025
Transforming Marketing Attribution and Accountability in the Digital Age With Brandon Rhoten
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 supposed to get easier once everything went digital, yet many teams feel more overwhelmed than ever. With endless dashboards and touchpoints to untangle, proving what actually drives revenue has become its own full-time job. So in a world where every impression is technically “trackable,” why are so many companies still flying blind? According to Brandon Rhoten, a longtime marketing leader known for marrying creativity with accountability, the real issue isn’t a lack of data; it’s that most organizations still treat marketing like a black box instead of a measurable driver of business results. He explains that the shift begins with embracing both sides of the craft — the art that earns attention and the science that proves impact. He points to everything from funnel complexity to outdated buying habits as reasons leaders still struggle with attribution. But when companies learn to connect media exposure to real-world behavior, the fog lifts. The bigger payoff, Brandon says, is a marketing function that’s finally seen as an investment rather than a cost. In this episode of the Revenue Engine Podcast, host Alex Gluz is joined by Brandon Rhoten, Chief Marketing Officer at GroundTruth, to discuss how modern marketers can finally link advertising to tangible business outcomes. You’ll hear why attribution is still broken, how to rethink media through an omnichannel lens, and what it takes to align marketing with the CFO’s expectations. Brandon also shares practical advice on using AI to sharpen both strategy and creative execution.
/episode/index/show/revenueengine/id/39119925
info_outline
Unlocking the Real Impact of Product Marketing in B2B SaaS With Jona Youdeem
11/07/2025
Unlocking the Real Impact of Product Marketing in B2B SaaS With Jona Youdeem
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 crossroads of strategy, storytelling, and sales. But it’s also one of the most misunderstood roles in B2B SaaS. Too often, it’s boxed in as “launch support” or a “content engine,” missing its deeper, strategic influence on growth. Does the real impact of product marketing come from how it connects insights, people, and processes across the entire business? According to Jona Youdeem, a product marketing leader focused on B2B SaaS and AI-powered go-to-market strategies, product marketing is a full-system discipline, not a single function. He believes its strength lies in connecting intelligence, positioning, launch execution, and enablement into one continuous loop that evolves with the product and market. Drawing from over a decade in SaaS and AI-driven products, Jona explains how real success comes from synthesizing signals to uncover insights others miss. He cautions against quick-fix consulting approaches that treat positioning as a one-time deliverable rather than a living process. In this episode of the Revenue Engine Podcast, host Alex Gluz is joined by Jona Youdeem, Senior Product Marketer at Xero, to discuss the real impact of product marketing in B2B SaaS. They explore why the discipline is so often misunderstood, how demand generation acts as a reality check for messaging, and why consultants often miss the bigger picture of positioning. Jona also shares his perspective on the future of marketing, explaining why human skills will matter even more in the age of AI.
/episode/index/show/revenueengine/id/38947970
info_outline
Uniting Sales and Marketing to Supercharge B2B Revenue With Alex Tinsley
10/17/2025
Uniting Sales and Marketing to Supercharge B2B Revenue With Alex Tinsley
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 remains one of the toughest challenges in B2B organizations. Too often, these two departments operate in silos — each chasing different goals, using different metrics, and misunderstanding what truly drives the other. But what if aligning them could unlock faster revenue growth, deeper trust, and a more predictable sales pipeline? According to Alex Tinsley, a marketing leader with deep experience across sales, operations, and field marketing, the key lies in empathy and shared understanding. He highlights that misalignment often stems from false assumptions: sales thinking marketing just plans events, and marketing assuming sales ignores their leads. Alex emphasizes that when both teams take the time to learn each other’s motivations and constraints, they realize they’re chasing the same outcome: revenue. In this episode of the Revenue Engine Podcast, host Alex Gluz speaks with Alex Tinsley, Director of North America Field Marketing at SUSE, to discuss how uniting sales and marketing can supercharge B2B revenue. They explore the impact of removing internal silos, improving the sales-to-marketing handoff, and aligning goals around shared outcomes. Alex also shares how empathy, structure, and data transparency build trust that drives long-term growth.
/episode/index/show/revenueengine/id/38617065
info_outline
Turning Marketing From a Cost Center Into a Growth Engine With Jeff Baker
10/03/2025
Turning Marketing From a Cost Center Into a Growth Engine With Jeff Baker
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 acquisition, how can companies shift their perspective and prove marketing’s real impact? According to Jeff Baker, a marketing leader with nearly three decades of experience, the key lies in connecting every activity directly to revenue outcomes. He highlights that today’s customer journey is no longer linear — it’s dynamic, unpredictable, and shaped by peer reviews, research, and digital touchpoints. Retention, he stresses, is now just as important as acquisition, with loyalty and advocacy fueling long-term growth. By focusing on ROI, aligning with sales, and proving financial impact to boards, marketing can evolve from being dismissed as a cost to being recognized as a true growth engine. In this episode of the Revenue Engine Podcast, host Alex Gluz speaks with Jeff Baker, Senior Director of Global Marketing at smartShift, to discuss turning marketing from a cost center into a growth engine. They explore why the old funnel is dead, how post-sale experiences build advocacy, and what boards really want to see from marketing. Jeff also shares the biggest challenges facing B2B SaaS leaders in 2025 and how to overcome them with a value-first approach.
/episode/index/show/revenueengine/id/38451835
info_outline
How Community-Led Marketing Drives Sustainable B2B SaaS Growth With Derek Weeks
09/19/2025
How Community-Led Marketing Drives Sustainable B2B SaaS Growth With Derek Weeks
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 in the crowded B2B SaaS landscape. Traditional marketing tactics can struggle to break through, and customer acquisition costs continue to rise. How can companies create authentic connections that lead to long-term growth? According to Derek Weeks, a seasoned marketing leader and pioneer in community-led strategies, the answer is to put audience needs first and consistently provide value before selling anything. He highlights that trust is earned by creating spaces where people can learn, share, and engage without feeling pitched. By leveraging user-generated content and empowering practitioners to create authentic conversations, he has seen communities grow to hundreds of thousands of members. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Derek Weeks, Chief Marketing Officer at Katalon, to discuss how community-led marketing drives sustainable B2B SaaS growth. They explore strategies to scale a product community from 60,000 to 117,000 members, why user-generated content lowers acquisition costs, and how to adapt content for the age of LLM search. Derek also shares lessons from building the All Day DevOps community and keeping audiences engaged over time.
/episode/index/show/revenueengine/id/38275705
info_outline
How CMOs Can Align Budgets, Metrics, and Customer Value With Christine Royston
09/05/2025
How CMOs Can Align Budgets, Metrics, and Customer Value With Christine Royston
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 microscope, and leaders are under pressure to prove impact faster than ever. How can CMOs align their budgets, metrics, and customer strategies to show real business value while navigating constant change? According to Christine Royston, a seasoned B2B marketing leader with global experience, the key is balance. She emphasizes that marketing must be both data-driven and customer-focused, ensuring pipeline and bookings remain at the center of conversations with executives. She highlights how aligning budgets with measurable outcomes builds trust across the business and creates room for innovation. By focusing on efficiency, clear communication, and proactive performance tracking, marketing leaders can demonstrate value early and often. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Christine Royston, Chief Marketing Officer at Wrike, to discuss how CMOs can align budgets, metrics, and customer value. She explains why data transparency builds stronger executive relationships, how to balance brand and demand generation, and the role of customer-centric thinking in growth. Christine also shares insights on adapting to AI-driven changes in marketing.
/episode/index/show/revenueengine/id/38099320
info_outline
Fixing Broken B2B Sales Workflows With AI-Powered Strategies With Usman Sheikh
08/15/2025
Fixing Broken B2B Sales Workflows With AI-Powered Strategies With Usman Sheikh
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 sales teams struggle with missed quotas, inconsistent pipelines, and wasted hours on administrative tasks. Even with AI tools at their disposal, companies often see little improvement in outcomes. Is the problem with the technology or with how it’s being applied? According to Usman Sheikh, a serial entrepreneur who has built multiple ventures at the intersection of AI and B2B sales, the core issue is that most companies use AI to replicate human tasks instead of reimagining entire sales processes. He highlights that focusing solely on task automation leads to fragmented workflows and lost opportunities, while an outcome-driven approach can transform the entire sales cycle. By building systems that integrate ideal customer profiling, opportunity identification, and daily recommendations, sales teams can spend more time engaging prospects and less time bogged down in admin work. This shift not only increases efficiency but also improves conversion rates and revenue predictability. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Usman Sheikh, Founder and CEO of Agentive, to talk about fixing broken B2B sales workflows with AI-powered strategies. They explore why traditional sales processes fail, how to build and maintain a rolling pipeline, and ways AI can enhance sales performance without replacing human judgment. Usman also shares key KPIs for measuring the impact of AI in sales organizations.
/episode/index/show/revenueengine/id/37832900
info_outline
How Trust Is Key to Growth in Today’s AI World With Kristin Oelke
08/01/2025
How Trust Is Key to Growth in Today’s AI World With Kristin Oelke
Kristin Oelke is the Managing Director for Growth Services at Brightrose Ventures, an enterprise software advisory and investment firm that provides strategic guidance, fractional executive teams, and execution support to mid‑market business software companies. In 2024, her firm Green Street Advisors merged with Brightrose to expand its reach and deliver efficient, trust‑driven marketing capabilities to investors and management teams. At Brightrose, Kristin leads go‑to‑market advisory services and is the author of Trust: Unlocking B2B Growth in Today’s AI World. In this episode… Trust is the invisible force that drives B2B growth. But in an AI-driven world flooded with content, automation, and noise, earning that trust is more difficult than ever. How can companies prove their value and credibility when buyers are skeptical and overwhelmed by options? According to Kristin Oelke, a B2B growth strategist and marketing expert, trust is built through validation — not volume. She highlights that companies struggling to move prospects through the funnel often lack the third-party proof, consistent messaging, and real-time feedback mechanisms that signal credibility. The result is a stalled pipeline, even when product-market fit exists. Kristin emphasizes that building a “public trust profile” is essential, especially in complex B2B sales, and that trust can only be earned when happy customers, aligned teams, and transparent data come together to support the brand promise. In this episode of the Revenue Engine Podcast, host Alex Gluz is joined by Kristin Oelke, Managing Director for Growth Services at Brightrose Ventures, to talk about why trust is more important than ever for growth in today’s AI-driven world. They discuss how companies can actively manage their public trust profile, align cross-functional teams around shared goals, and use AI without losing the human element. Kristin also shares insights on helping companies navigate strategic pivots.
/episode/index/show/revenueengine/id/37633020
info_outline
Balancing Brand and Performance Marketing in B2B SaaS With Mike Braund
07/18/2025
Balancing Brand and Performance Marketing in B2B SaaS With Mike Braund
Mike Braund is the Senior Director of Marketing Operations and Digital Marketing at Iterable, an AI-powered, multi-channel communications platform. He leads cross-channel orchestration efforts, overseeing Martech, account management, email, web, and analytics to drive pipeline growth and operational efficiency. In this episode… Standing out in B2B SaaS marketing requires mastering more than just performance metrics and automation tools. With budgets tightening and the buyer’s journey growing longer, how do leading marketers balance long-term brand building and short-term revenue generation? According to Mike Braund, a seasoned marketing leader with a deep background in operations and analytics, achieving that balance starts by connecting data with gut instincts. He highlights the importance of testing hypotheses quickly through iterative campaigns, using data to validate direction without stalling creative momentum. This blend ensures marketing efforts perform and resonate. Creative constraints can unlock innovation, especially when teams are empowered to move fast with limited resources. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Mike Braund, Senior Director of Marketing Operations and Digital Marketing at Iterable, to discuss how to align brand and performance marketing in B2B SaaS. They dive into the role of data-informed creativity, how team structure can enable efficiency, and the importance of full-funnel thinking. Mike also shares lessons from leading paid media and operations under one unified strategy.
/episode/index/show/revenueengine/id/37454050
info_outline
Building Trust and Standing Out in Saturated Markets With Ani Obermeier
07/04/2025
Building Trust and Standing Out in Saturated Markets With Ani Obermeier
Ani Obermeier is a Board Advisor at WorkBuzz, a company that provides real-time employee feedback and engagement solutions for organizations with deskless, hybrid, and remote workforces. She brings over 15 years of experience in technology marketing, having held leadership roles at companies like Workday and Peakon. Currently, Ani serves as Chief Marketing Officer at Quinyx, where she leads strategic marketing initiatives to drive business growth. In this episode… Cutting through the noise is one of the greatest challenges for modern B2B brands. In industries crowded with similar offerings and endless noise, what actually makes one company stand out over another? Is it product features, pricing, or something more human? According to Ani Obermeier, a seasoned marketing strategist and board-level advisor, the true differentiator is trust built through authentic, emotionally resonant communication. She highlights that most B2B companies focus too much on themselves while ignoring the human decision-makers on the other end. Instead of obsessing over competitors, Ani urges brands to listen deeply to their buyers, speak their language, and focus on building long-term relationships. In doing so, businesses not only differentiate but also stay relevant in markets where feature parity is the norm. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Ani Obermeier, Board Advisor at WorkBuzz, to talk about building trust and standing out in saturated markets. They explore how to unify sales and marketing teams under a single go-to-market strategy, why authenticity beats automation, and what makes messaging truly connect. Ani also shares how cultural nuance shapes global marketing success.
/episode/index/show/revenueengine/id/37281125
info_outline
Reinventing Modern B2B Marketing Through Branding, Community, and AI With Sylvia LePoidevin
06/20/2025
Reinventing Modern B2B Marketing Through Branding, Community, and AI With Sylvia LePoidevin
Sylvia LePoidevin is the CMO at Kandji, a B2B SaaS company that provides Apple device management and security automation for IT and security teams. She joined Kandji as its fourth employee and rose to CMO by her late twenties, leading marketing during its rapid growth to an $850 million valuation. Before Kandji, Sylvia held key product marketing roles at DataFox and Oracle AI and was the first marketing hire at FloQast, now a billion-dollar company. In this episode… Standing out in B2B marketing has never been more difficult or more essential. With noise at an all-time high and AI reshaping content at scale, how can marketing leaders create lasting brand impact and foster genuine community around their companies? According to Sylvia LePoidevin, a seasoned marketing leader who has scaled multiple brands from the ground up, the key lies in focusing on people-first branding and building content engines powered by strategic AI use. She highlights the importance of empowering internal influencers and subject matter experts to lead brand storytelling, rather than relying solely on corporate messaging. The result is a more authentic and differentiated brand presence that cuts through digital clutter. Sylvia also emphasizes the value of niche-focused communities and original content anchors as foundations for an efficient, AI-enhanced content flywheel. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Sylvia LePoidevin, CMO at Kandji, to talk about reinventing modern B2B marketing through branding, community, and AI. They discuss why people — not logos — build the strongest brands, how anchor content drives scalable distribution, and why marketers must continuously reinvent themselves to lead effectively. Sylvia also shares insights on navigating long buyer journeys and rising acquisition costs.
/episode/index/show/revenueengine/id/37086705
info_outline
Reinventing Modern B2B Marketing Through Branding, Community, and AI With Sylvia LePoidevin
06/20/2025
Reinventing Modern B2B Marketing Through Branding, Community, and AI With Sylvia LePoidevin
Sylvia LePoidevin is the CMO at Kandji, a B2B SaaS company that provides Apple device management and security automation for IT and security teams. She joined Kandji as its fourth employee and rose to CMO by her late twenties, leading marketing during its rapid growth to an $850 million valuation. Before Kandji, Sylvia held key product marketing roles at DataFox and Oracle AI and was the first marketing hire at FloQast, now a billion-dollar company. In this episode… Standing out in B2B marketing has never been more difficult or more essential. With noise at an all-time high and AI reshaping content at scale, how can marketing leaders create lasting brand impact and foster genuine community around their companies? According to Sylvia LePoidevin, a seasoned marketing leader who has scaled multiple brands from the ground up, the key lies in focusing on people-first branding and building content engines powered by strategic AI use. She highlights the importance of empowering internal influencers and subject matter experts to lead brand storytelling, rather than relying solely on corporate messaging. The result is a more authentic and differentiated brand presence that cuts through digital clutter. Sylvia also emphasizes the value of niche-focused communities and original content anchors as foundations for an efficient, AI-enhanced content flywheel. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Sylvia LePoidevin, CMO at Kandji, to talk about reinventing modern B2B marketing through branding, community, and AI. They discuss why people — not logos — build the strongest brands, how anchor content drives scalable distribution, and why marketers must continuously reinvent themselves to lead effectively. Sylvia also shares insights on navigating long buyer journeys and rising acquisition costs.
/episode/index/show/revenueengine/id/37086710
info_outline
Why Understanding Your ICP Is Key to B2B SAAS Growth With Nick Naso
06/06/2025
Why Understanding Your ICP Is Key to B2B SAAS Growth With Nick Naso
Nick 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.
/episode/index/show/revenueengine/id/36881545