In today’s episode, we have a very special guest Gabriel Lim who is Co-founder and CEO of Saleswhale.com a Sales Engagement AI platform, which helps to not let the middle of the funnel leads fall through the cracks. He's a software engineer from his academic and professional background which led to his curiosity playing around with Gmail's APIs and TensorFlow deep ML AI to build and become the co-founder and CEO of Saleswhale.com Saleswhale and the team were accepted to be part of the Y Combinator class of 2016 and he's been building out a platform ever since. Saleswhale's platform works nicely to help marketing and sales teams drive more revenue via automating intelligently their middle-of-the-funnel neglected leads to nurture them into SQLs in a more scalable and pragmatic matter. We deep dive into his founder's journey taking an APAC SaaS company fully into the U.S. market. He also shared with us his pragmatic and scientific method approach to creating powerful and relevant content strategies to build up the right type of sales demand for Saleswhale. He's a true practitioner of what he preaches and with his marketing team has created a very interesting master-class webinar series, think podcast-style content in a webinar/office hour typesetting which features and highlights some high-level SaaS experts. He unveils what process he follows to get the brand growth Saleswhale has been able to reach over the last year or so, it's not rocket science, but it does take some pretty smart planning and execution. Gabriel also shared his philosophy on how to prepare your sales team and leadership team for failure, if you don't have marketing campaigns fail, you're likely not experimenting enough and he clearly describes his stance and process behind calculated failures.