Shows
The TransactionEscaping B2B SaaS Dashboard Hell with Ray Rike & Dave Kellogg - Ep 70If you feel like your pipeline is broken, your CAC is bloated, and your dashboards are lying to you… you’re FAR from the only one. Joining the show are the Metrics Brothers, Ray Rike and Dave Kellogg! Ray is the Founder & Chief Evangelism Officer of Benchmarkit, Host of Metrics That Measure Up, a Founding Member of the SaaS Metrics Standards Board, and is an LP at Stage 2 Capital.Dave co-hosts The Metrics Brothers Podcast, writes the incomparable ‘Kellblog’, and is an EIR at Balderton Capital.Dave...
2025-12-0855 min
GTM by the NumbersEp 11: The New Rules of Pricing, Packaging and Monetizing in the Age of AI with Marcos RiveraIn this episode of GTM By the Numbers, host Brandon Redlinger sits down with Marcos Rivera, Founder of Pricing I/O and author of Street Pricing, to unpack the radically shifting world of SaaS and AI pricing models. Marcos has helped hundreds of tech companies—from startups to scaled platforms—navigate monetization strategy, and in this conversation, he shares practical insights on how to stay profitable in the new AI economy.Marcos breaks down why SaaS pricing playbooks no longer work for AI-native products, and why leaders must rethink how they measure value, define margins, and build cust...
2025-11-0453 min
GTM by the NumbersEp 10: The State of AI in Go-To-Market: What’s Working, What’s Not & What To Do About It with Kristina McMillanIn this episode of GTM by the Numbers, host Brandon Redlinger sits down with Kristina McMillan, EIR at Scale Venture Partners and former VP of Research at TOPO and Gartner. Kristina is a pioneer in go-to-market benchmarks and an early voice in how AI is reshaping the GTM landscape.They dig into brand-new research from Scale Ventures and Benchmarkit.ai on the state of AI in GTM, breaking down what's actually working, which functions are seeing the biggest gains, and why so many AI initiatives fall flat.You’ll learn:Why marketing and sales de...
2025-10-2145 min
GTM by the NumbersEp 9: How to Make Brand Your Growth Engine in the Age of AI with Anthony KennadaIn this episode of GTM by the Numbers, host Brandon Redlinger chats with Anthony Kennada, former CMO at Gainsight, Hopin and Front. He has now turned CEO and held that position at AudiencePlus and currently at Goldenhour. Anthony shares a radical rethink of what it means to build brand in the age of AI. While many B2B companies still treat brand as fluff, Anthony argues it's the last true differentiator. In a world where features can be copied and campaigns automated, emotional connection and human experience become strategic levers.From orchestrating the unforgettable Pulse c...
2025-10-0848 min
GTM by the NumbersEp 8: The Hard Truth About Going Up-Market (and Why Most Teams Fail) From Karl Ortmann's Revenue Problem Solvers PodcastIn this special episode of GTM by the Numbers, we’re flipping the script. Instead of hosting a guest, we’re rerunning Brandon Redlinger’s appearance on the Revenue Problem Solvers podcast with host Karl Ortmanns.The conversation centers on one of the toughest GTM challenges out there: moving up-market. Brandon shares battle-tested stories from his time leading marketing at high-growth SaaS companies, including both painful lessons and breakthrough wins when transitioning from mid-market to enterprise.You’ll hear why a single big logo isn’t proof of readiness, how to align product, marketing, and success te...
2025-09-2344 min
GTM by the NumbersEp 7: Building Media Brands Inside B2B SaaS and the Future of Content Strategy with Kathleen BoothIn this episode of GTM by the Numbers, host Brandon Redlinger chats with Kathleen Booth, SVP of Marketing & Growth at Pavilion, about the evolution of GTM strategy through the lens of media. Kathleen shares why she’s betting big on building an owned audience, how Pavilion is treating its media brand as a standalone subsidiary, and why YouTube could be the next frontier for B2B content.They dive into the metrics that actually matter when running a media-first GTM play, the differences between broad-based versus niche podcast distribution, and the challenges of proving out audience growth to...
2025-09-0951 min
GTM by the NumbersEp 6: The Language of the Boardroom: P&L Fluency and Reading the Market with Cassie YoungIn this episode of GTM by the Numbers, host Brandon Redlinger sits down with Cassie Young, General Partner at Primary Venture Partners, SaaS operator turned investor, and longtime GTM leader. Cassie brings a rare perspective at the intersection of operating and investing, having led Sailthru through a turnaround and acquisition before advising and backing today’s fastest-growing SaaS companies.Together, Brandon and Cassie unpack what it really takes to level up from functional leader to true GM, and why mastering the numbers is the most underrated skill for anyone aiming at the C-suite. Cassie shares stories from he...
2025-08-2651 min
GTM by the NumbersEp 5: Reimagining Marketing and Team Structure in the Age of AI: What's Working and What's Not with Jon MillerIn this episode of GTM by the Numbers, Brandon Redlinger chats with Jon Miller to rethink how marketing and revenue teams should operate when AI is at the core—not bolted on. Jon breaks down where AI is already working (inbound agents, agentic workflows that compress prep/follow-up) and where it isn’t (spray-and-pray outbound “personalization” without human oversight). He explains why to avoid multi-year vendor lock-in during this transition, how “AI-curated playlists” will replace rigid nurture streams, the emerging shape of GTM orgs (fewer SDR bodies, rise of GTM engineers), and how to measure AI’s impact through efficiency and...
2025-08-1252 min
GTM by the NumbersEp 4: Why Most GTM Efficiency Metrics Are Dead Wrong And What CROs Should Track Instead with Jacco van der KooijIn this episode of GTM by the Numbers, host Brandon Redlinger chats with Jacco van der Kooij, founder of Winning by Design, to unpack why most GTM efficiency metrics are dead wrong—and what CROs should be tracking instead. They dive into the Bow Tie model, the rising cost of acquisition, and the untapped power of customer-led growth. If you're leading a SaaS revenue team and questioning whether your metrics actually reflect success, this conversation will give you the clarity, and the playbook, you need.What you’ll hear in this episode:Why most SaaS GTM team...
2025-07-2957 min
GTM by the NumbersEp 3: Attribution Myths, Brand Truths & Capital-Efficient Growth with Bill MacaitisIn this episode of GTM by the Numbers, host Brandon Redlinger sits down with Bill Macaitis—the former CMO who propelled Salesforce, Zendesk, and Slack to breakout growth and now advises the next generation of SaaS disruptors through SaaS CMO Pro. Together they unpack what it really takes to build a capital-efficient, customer-obsessed GTM engine in 2025.Bill explains why traditional last-touch attribution is broken, how to prove marketing impact with control-group experiments, and the mindset shifts every GTM leader needs in an AI-driven world. They also dive into aligning incentives across marketing, sales, and product, the underrated po...
2025-07-1547 min
GTM by the NumbersEp 2: Building a Metrics-Obsessed Revenue Operating System That Scales with Kyle NortonIn this episode of GTM By the Numbers, host Brandon Redlinger sits down with Kyle Norton, CRO of Owner.com and host of the Revenue Leadership Podcast, to unpack what it truly takes to lead a high-performing, metrics-driven GTM org. Known for his obsession with operational rigor and data fluency, Kyle breaks down his Revenue Operating System. Kyle explains he builds dashboards, forecasts with precision, and trains frontline leaders to make data-backed decisions.They also explore the CRO’s real job (hint: it’s not just hitting a number), how to prevent your team from gaming inputs, and...
2025-07-0258 min
GTM by the NumbersEp 1: The Science of GTM Using Metrics, Experiments, and the Art of Strategic Decision-Making with Scott StoufferIn this episode of the GTM By the Numbers podcast, part of the BenchmarkIt podcast family, host Brandon Redlinger speaks with Scott Stouffer, a five-time SaaS CEO, founder of ScaleMatters, and one of the foremost voices in data-driven GTM strategy. With over 30 years of experience (including leading a company through IPO and multiple exits), Scott is an unapologetic metrics nerd who’s on a mission to bring clarity and precision to GTM decisions.Together, they unpack the myths of SaaS metrics, why most GTM teams are tracking the wrong KPIs, and how to rethink success through the le...
2025-06-1259 min
SaaS ConversationsSaaS Metrics Palooza '24: Benchmark-Enabled Decision MakingLearn how to maximize the value of benchmarks in this special podcast episode featuring Lauren Kelley’s SaaS Metrics Palooza ‘24 presentation.
In a new episode of SaaS Conversations, we explore benchmarking strategies that drive growth, profitability, and operational excellence. Lauren dives into the Rule of 40, critical efficiency metrics, and actionable steps SaaS leaders can take to uncover inefficiencies, align resources, and enhance EBITDA. The episode includes references to key data visuals from her presentation, available on-demand at https://www.opexengine.com/post/saas-conversations-podcast-benchmark-enabled-decision-making-at-saas-metrics-palooza-24.
Listen now to gain insights that can...
2024-11-2023 min