Topline

• E116: Why Adaptation Is the Only Strategy That Works in AI

  Sam Jacobs, AJ Bruno, and Asad Zaman unpack what it means to lead through uncertainty in a time of rapid change. They reflect on Q2 wins, the emotional cost of ambition, and why founders are feeling more anxious than ever. From letting go of the SaaS playbook to adapting in real time, they explore how AI is reshaping leadership, team culture, and what “good” revenue looks like. Plus: the decline of CS, the rise of forward-deployed engineers, and how to build when nothing feels stable. Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! This episode is sponsored by UserEvidence. Want to know what actually moves the needle on trust? Download The Evidence Gap, a data-backed report on the customer proof that drives real results. Get it now at userevidence.com/evidence. Key chapters: (00:00) - Welcome and Pulse Check (01:14) - Celebrating Q2 Successes (02:57) - Navigating Business Transitions (03:59) - Hitting Numbers and Investing for Growth (04:47) - The Stress of Numbers and Daily Anxiety (05:47) - Balancing Ambition with Gratitude (07:00) - The Power of Pattern Interrupts and Support (07:38) - Is Ambition Always Dissatisfaction? (09:00) - Finding Fulfillment in the Journey (13:12) - The Beauty of Risk and Uncertainty (15:00) - The Astrologer and Fate vs. Free Will (23:00) - Charting the Uncertain Second Half (34:00) - Culture Change and Organizational Agility (43:28) - The Rise of Forward Deployed Engineers & Services Revenue (54:00) - The Future of Customer Success and Bearishness on Job Markets  

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• E115: The Cultural Divide Between AI Startups and SaaS

  AI-native startups are outpacing legacy SaaS companies across every metric—growth, product velocity, and market attention. In this episode, Sam, Asad, and AJ unpack why the GTM landscape is shifting fast. They dive into the resurgence of IPOs, the rise of rollups, and the cultural edge AI-first teams have when it comes to speed, experimentation, and brand building.   Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday.   Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket.   Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today.   Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader.   You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!   Key chapters: (00:00) - Introduction (01:43) - Market Overview and Current Trends (05:52) - The Impact of AI on Business Dynamics (11:37) - Navigating the Challenges of SaaS vs AI Companies (17:25) - M&A Activity and IPO Market Insights (23:25) - Cultural Shifts in Tech Companies (29:23) - The Role of Social Media in Modern Marketing (35:33) - The Future of Go-to-Market Strategies (41:19) - Final Thoughts and Reflections

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• SPOTLIGHT: Skipping the SMB Trap and Building for Big Brands with CEO Matt Allison

  Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key chapters: (00:00) - Introduction (01:15) - The Evolution of Handraise and Its Technology (08:46) - Challenges in Building Handraise (11:56) - Targeting Enterprise Accounts (15:17) - AI's Impact on Product Development (19:02) - Navigating Market Dynamics (22:43) - Building a Sustainable Business Model (26:00) - Inspirations and Recommendations

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• E114: How Apollo Plans to Grow From $150M to $1B+ in ARR

  Apollo co-founder and CEO Tim Zheng reveals the pivot that rescued his company from a 2:1 CAC payback ratio. This episode breaks down how Apollo transformed from a struggling $10K ACV sales-led model to $150M+ ARR by reducing prices to $99/mo and going all in on PLG. Tim dives into why over 50% of Apollo's code is now written by AI, the challenge of finding executives who can scale across multiple growth stages, and how Apollo plans to break through the billion-dollar barrier that has proven elusive for many go-to-market tech companies. Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key chapters: (00:00) - Introduction to Topline Podcast and Guest Tim Zheng (04:06) - Market Dynamics and Sales Funnel Insights (09:47) - Transitioning from Sales-Led to Product-Led Growth (12:34) - Re-architecting Business Models for Efficiency (15:20) - Integrating Sales-Led and Product-Led Strategies (17:14) - Challenges in Scaling Go-to-Market Tech (20:08) - Data as a Competitive Advantage (23:48) - Organizational Design and Cultural Shifts (27:31) - Implementing AI in Product Development (35:01) - Leveraging AI for Go-to-Market Efficiency (40:16) - Understanding User Needs and Empathy in Product Development

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• SPOTLIGHT: What It Takes to Step into the CEO Role with Eric Anderson of Walnut

  What happens when a seasoned GTM leader becomes CEO for the first time and steps into a founder-led company with a global team? In this episode, Eric Anderson, CEO of Walnut, shares what it’s really like to take over a business built by someone else. He talks with AJ Bruno about building trust across time zones, rebuilding the go-to-market motion, and making bold decisions while honoring legacy culture. From listening tours to tough calls on pricing and segmentation, Eric opens up about the challenges and wins of his first six months in the role. Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don’t miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. You’re invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key chapters: (00:00) - Introduction to Topline and Eric Anderson (02:30) - Eric's Journey to CEO at Walnut (06:49) - Navigating Cultural Differences in Leadership (09:11) - Understanding Board Dynamics as a CEO (11:36) - Making Bold Decisions as a First-Time CEO (15:00) - Strategic Focus and Market Positioning (16:52) - Looking Ahead: Future Plans for Walnut

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