Send us a text In this episode of the Force & Friction podcast, we're joined by Lorenzo Serva, Senior Manager of Customer Success at Dynatrace and recognised as the APAC CSM of the Year. With over a decade of experience leading CS teams across Australia, New Zealand, ASEAN, and India, Lorenzo shares his expert insights on one of the most critical and often broken processes in SaaS: the handoff from sales to customer success. We explore why this handoff is so prone to failure, the unique c...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're diving deep into community-led growth and movement building with Jared Robin, the co-founder and CEO of RevGenius. Jared has built something truly remarkable, growing RevGenius from zero to nearly 60,000 members over the past four and a half years, creating the largest and most influential GTM community in the world. ...

Send us a text Welcome to another episode in our Revenue Architecture series on the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're diving deep into the SPICED model and how marketing ops can master this framework with David Howard, Head of Marketing at Agentic Partner Group. David brings over 15 years of B2B SaaS marketing and demand generation expertise to our conversation, but what makes hi...

Send us a text Welcome back to our Revenue Architecture series on the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we have an exceptionally special guest for a deep dive into the Mathematical Model and revenue architecture as a whole with Derek Sather. What makes Derek's story compelling is his transformation from watching brilliant companies fail because revenue was treated like magic, not scien...

Send us a text Welcome to Season 6 of the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're exploring international market expansion and building revenue teams across continents with Andrea Maurieres. Her origin story begins with an incredible opportunity: convincing US tech companies to open offices in France while stationed in New York during the city's transformation into a tech hub. This di...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're exploring the death of traditional sales training and the rise of AI-native sales performance with Laura Keith. What makes Laura's story compelling isn't just the courage to disrupt a successful business, but the customer insight that sparked the transformation. When a trusted customer told her to "stop selling me training...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're diving deep into the rise of GTM engineering and how AI is transforming revenue ops with Michael Saruggia. Michael is one of the world's leading GTM engineer advisors, author of "The GTM Engineer," and architect of a movement that's fundamentally changing how companies scale revenue. What makes Michael's approach revolutio...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, partnerships, leadership, and specifically SaaS growth. Today, we're exploring how to scale human connection in a tech-driven world and redefine leadership on your own terms with Paige McPheely. We explore how she's built Base around the fascinating paradox of using technology to scale human connection rather than replace it, why the Executive Assistant (EA) leader relationsh...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, sales, RevOps, AI, and partnerships. Today, we're diving into the art of storytelling in sales and what it takes to survive 25 years of constantly resetting targets with Brad Parker. We explore how his acting background shaped his approach to storytelling in sales, why discovery is the foundation of every great story, and his controversial take on whether great salespeople are ...

Send us a text Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and especially SaaS growth. Today, we're diving into how to build demand gen that actually drives revenue with Irina Jordan. Irina is Head of Demand Gen at Chowly, a leading restaurant growth platform trusted by over 17,000 restaurants nationwide. But what makes Irina fascinating isn't just her role, it's her revolutionary approach to demand gen that h...

Send us a text Today, we're tackling "The Discounting Challenge" with Krzysztof Szyszkiewicz, founder of Valueships and one of the world's leading SaaS pricing consultants. This is Part 3 of our comprehensive series, and if you haven't watched Part 1: The Value Challenge or Part 2: The Price Setting Challenge We highly recommend starting with htese earlier episodes as this series builds momentum across all three episodes. This final installment focuses on the shocking reality ...

Send us a text Today, we're tackling "The Price Setting Challenge" with Krzysztof Szyszkiewicz, founder of Valueships and one of the world's leading SaaS pricing consultants. If you haven't watched Part 1: The Value Challenge, we recommend starting there as this series builds momentum across all three episodes. This second installment focuses on why you're probably selling yourself short, a bold claim backed by shocking data from Krzysztof's consulting practice. What makes this episo...

Send us a text Today, we're tackling "The Value Challenge" with Krzysztof Szyszkiewicz, one of the world's leading SaaS pricing consultants and founder of Valueships. This series addresses one of the most critical areas for SaaS companies: pricing. You can have the best product, the best value, the best impact, and the best solution, but if you haven't got the correct pricing strategy, you're leaving money on the table. Most companies are literally hiding what makes them worth i...

Send us a text Here are the core areas we discuss in today's episode: 1: The Discount Epidemic: Your First Revenue Leak Krzysztof opens by revealing the most common way companies hemorrhage revenue without realizing it, discount management that has spiraled out of control. "The first thing that we see, and surprisingly, both in PLG and SLG companies, is discount management so frequently. There was a Black Friday. There was something in your solution not working. So you decided to grant your c...

Send us a text Here are the core areas we discuss in today's episode: 1: The Math Foundation: Why Numbers Drive Everything Gaz opens with a fundamental truth that challenges the growth-at-all-costs mentality that has dominated SaaS for years. His perspective on why companies fail reveals the critical importance of mathematical understanding. "Companies like SaaS companies... it's not. They don't fail because of a lack of ambition. They fail because they don't really understand the math of the...

Send us a text Here are the core areas we discuss in today's episode: 1: The Rock Bottom Revelation: From Rejection to Revenue Andrea opens with the powerful story of how repeated rejections led to her breakthrough business model. After being declined by four companies—including two where she was the only candidate, she discovered a fundamental market truth. "I realized 2 things. One, I realize that companies don't want to commit, especially not to a senior leader right now... unless a compan...

Send us a text 1: The Lean Revenue Factory: From Toyota to GTM Rutger opens by explaining how lean methodology, originally developed by Toyota for manufacturing efficiency, applies directly to modern GTM operations. He sees the entire customer journey as a factory line that can be optimized. "What I see the go to market departments, you know, going from first marketing lead coming in all the way up to an expanded or retention customer as a factory line similar. So every handover moment,...

Send us a text Here are the core areas we discuss in today's episode: 1: The Foundation: Why "How You Sell" Matters More Than Ever Graeme opens with a powerful story that illustrates why sales approach can make or break even the most obvious deals. He shares an experience where a market-leading software company lost a sale at the one-yard line due to poor sales execution. "Their rep was out for the week, right? And so actually, the very first demo and discovery have was with the sales manager...

Send us a text 1: SPICED Beyond Sales: The Customer Success Framework for Understanding Needs De'Edra opens by redefining SPICED as more than just a sales methodology, it's a comprehensive framework for understanding customer needs throughout the entire journey. "If I have to distill it down to a really a concise ideology for lack of a better term, it's understanding your customers needs... So that's the situation. And then what's that pain point? What is that? One thing that your produ...

Send us a text Here are the core areas we discuss in today's episode: 1: The Root Problem: Why Leaders Get Stuck in Their Own Way Mike opens by addressing the fundamental challenge that plagues most leaders: ego and loyalty. These aren't character strengths in decision-making—they're blind spots that create massive obstacles to growth. "My 2 biggest blind spots, biggest risk character flaws are ego and loyalty. I have high ego, because if there was a better way to do it, I'd already figured i...