Mostly Growth

They debate whether the recent sell-off means SaaS is finished and unpack the market’s bearish assumptions. They run a company-by-company health check on public SaaS names. They explore AI’s threat to seat-based and PLG pricing, plus why incumbents’ data moats matter. They also tackle valuation shifts, SaaS sprawl, security risks, and the tradeoffs of build versus buy.

Emir Atli, co-founder and CRO of HockeyStack, builds AI tools for go-to-market teams. He breaks down why AI stalls when data infrastructure is broken. He explains agent-first workflows, sales process blueprints, and AI-driven forecasting. Short cycles, higher win rates, and practical adoption rules are highlighted.

A deep dive into ChatGPT’s ad strategy and the $44 billion revenue math behind a $60 CPM. They weigh CPM versus CPC and where conversational ads fit in the marketing funnel. The conversation explores ad formats, targeting signals, early advertiser commitments, payments and marketplace plays. Risks get airtime too, from UX degradation to competitive threats and monetization sensitivity.

They explore why obscure, niche software companies win and how narrow TAM can be deceptive. They unpack multi-product strategies, product attach rate, and the power of back-office systems as durable moats. They highlight month-one churn, implementation during trial, gross profit per location, and whether vertical AI is the next big opportunity.

They explain why email wins over social for durable audience building. Naming, domains, and sender setup that make a newsletter memorable and deliverable. Practical tips on consistent timing, subject lines, welcome emails, and using AI for research. Promotion tactics like swaps, bylines, and paid tests plus simple playbook: niche, domain, tactical content, and distribution.

Two founders run a fantasy startup draft to pick the first five non-technical hires for a new company. They argue over marketing generalists, founding BDRs and AEs, product marketing, RevOps, customer success, fractional accounting, and demand gen. They compare tradeoffs like retention, pipeline ownership, and scalable GTM processes while teasing listener voting and a playful loser penalty.

They dig into why even $0.01 breaks user behavior and the psychology behind the “penny gap.” They compare freemium, free trials, reverse trials, ungated flows, and credit-card trials. They share conversion benchmarks, leakage risks, and CFO tradeoffs between acquisition volume and revenue. They discuss choosing trial length, feature gating, and how AI and product stage shape pricing decisions.

They walk through seven pricing models from razor-and-blade to two-part tariffs and decoy pricing. They discuss waitlists, free trials, and luxury/Veblen strategies. Practical examples span Costco, SaaS, hardware-plus-software, and price anchoring tactics. The conversation highlights psychological levers that shape acquisition, retention, and willingness to pay.

Jen Allen-Knuth, B2B sales and demand generation expert who helps revenue teams beat the status quo. She dives into the psychology of change and why buyers value confidence over features. Conversations cover qualifying real pipeline, smarter outbound that leads with insight, discovery techniques that reveal assumptions, and how leaders sell change inside their organizations.

Explore the intriguing world of Super Bowl ads and their ROI as experts debate the skepticism from CFOs and the challenges of attribution. Discover the economics behind memorable ads and how some B2B companies can justify such massive brand investments. Delve into CPM math, audience targeting, and the power of branded traffic. Unpack unconventional marketing strategies that have worked. Lastly, catch insights on pricing strategies in the EV sector, including Rivian's new R2 launch—this conversation is packed with valuable marketing wisdom!