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Topline: Daily Summaries Delivered
by Pavilion
The #1 podcast for founders, operators, and investors in B2B tech. Tune in 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.
Latest Episodes
The most recent episodes — sign up to get AI-powered summaries of each one.
- 2 days agointerview21 min6-min read
SPOTLIGHT: AI Is Rewriting Sales. Are Your GTM Teams Ready? with Dan Lee of Nooks | Dan Lee, Co-Founder and CEO @ Nooks
Dan Lee, co-founder and CEO of Nooks, argues that sales is the next knowledge job to be transformed by AI agents, and explains how Nooks evolved from a remote collaboration tool into a 'revenue agent platform' now serving companies like Cursor, Replit, and Deal. He details how AI-accelerated software development forces a barbell market, why his engineers now orchestrate agents rather than write code, and how his sales team has been retrained as 'revenue AI consultants.'
- 6 days agoconversational1h 7m7-min read
"Zero Chance" AI Bubble Doesn't Pop (Here's Who's Safe) | Geoffrey Moore, Author & Venture Partner
Geoffrey Moore, author of Crossing the Chasm, joins Sam Jacobs, AJ Bruno, and Asad Zaman on Topline to assess whether agentic AI has crossed the chasm, why the AI bubble will certainly pop, how enterprises should organize for AI adoption using the Zone to Win framework, and where durable moats and AI ROI will actually come from.
- 1 weeks agoconversational26 min5-min read
SPOTLIGHT: Solving SaaS Pricing Challenges with Pricing I/O Founder Marcos Rivera | Marcos Rivera, Founder and CEO @ Pricing I/O
In this Topline Spotlight episode, Sam Jacobs (CEO of Pavilion) and Asad Zaman (CEO of Sales Talent Agency) interview Marcos Rivera, founder and CEO of Pricing.io, about B2B SaaS pricing strategy and the hiring system he built to scale a niche consulting firm. Rivera argues pricing must be a continuous discipline rather than a periodic event, that founders systematically undercharge and over-give value, and that hiring for 'thought process' over credentials cut his misfires by two-thirds and halved ramp time.
- 1 weeks agointerview1h 13m5-min read
The Man Who Led 100+ CROs (Even OpenAI's) | John McMahon - 5x Post-IPO CRO / The GOAT
John McMahon, the only person to have served as CRO at five publicly traded companies, shares the core principles behind building elite sales organizations: hiring for character over credentials, developing leaders through mentorship, and maintaining operational discipline in talent development and forecasting. His philosophy centers on authenticity, accountability, and long-term team cultivation rather than formulaic sales processes.
- 2 weeks agointerview26 min5-min read
SPOTLIGHT: Untangling Tech Debt and Finding Product-Market Fit with Russ Mikowski of SurePeople | Russel Mikowski, CEO @ SurePeople
Russ Mikowski, CEO of Shore People, is leading a transformation of a decade-old psychometric assessment company by refocusing its go-to-market strategy, tackling technical debt, and democratizing access to people intelligence across entire organizations. The key shift is moving from a platform model to a data-layer strategy integrated into tools like Slack and Zoom, enabling real-time behavioral insights in the flow of work.
- 2 weeks agointerview1h 7m6-min read
$682M Public CEO: "The Magic of 80% Gross Margin" | CEO @ Yext, Michael Walrath
Michael Walrath, CEO and chair of Yext, advocates for sustainable, profitable growth over the hype-driven, loss-leading model of many VC-backed startups, emphasizing that durable businesses with strong margins and cash flow can outperform overvalued peers in the long run.
- 3 weeks agosolo26 min4-min read
SPOTLIGHT: How Rick Smolen Built Confidence Leading Outside of Sales | Rick Smolen, CRO @ ShipHero
Rick Smolen, CRO of Ship Hero, shares hard-won leadership lessons from his 26-year career, emphasizing the importance of letting go, fostering curiosity, and maintaining a forward-looking plan despite external pressures. He argues that true leadership success isn't measured by short-term performance but by the quality of the plan and the team's ability to execute it collectively, even in the face of failure or organizational upheaval.
- 3 weeks agoconversational53 min5-min read
AI Revenue Is Real. But Will It Last? | Amy Konary, Founder & Chair, Subscribed Institute @ Zuora
Amy Konary, the originator of the term SaaS and a foundational figure in the evolution of software business models, joins Sam Jacobs on the first in-person recording of Topline to discuss the parallels between the early days of SaaS and today’s AI-driven tech landscape. She warns that while the current AI boom shows explosive growth, much of it may be built on shaky, experimental foundations — a potential house of cards. The conversation explores durability in business models, the dangers of conflating activity with leverage, and the need for new metrics to assess real customer value in the agentic era.
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About Topline
The #1 podcast for founders, operators, and investors in B2B tech. Tune in 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.
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Frequently Asked Questions
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It's a free AI-powered email that summarizes new episodes of Topline as soon as they're published. You get the key takeaways, notable quotes, and links & mentions — all in a quick read.
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When a new episode drops, our AI transcribes and analyzes it, then generates a personalized summary tailored to your interests and profession. It's delivered to your inbox every morning.
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How often does Topline release new episodes?
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