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Revenue on the Rocks
Revenue on the RocksGTM News Desk: Cracking the Product-led Growth Code with Anastasia KudrowAs we discussed in the last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing episodes from another podcast I am co-hosting: GTM News Desk with Mark Kilens. GTM News Desk also talks about buyer-first best practices and interviews marketers who are experts in them in their day-to-day. In this episode, Product Growth Expert Anastasia Kudrow shares her insights on understanding user behavior and applying psychological principles to enhance product-led growth. Anastasia reveals how to turn complex challenges into growth opportunities...
2026-03-0448 minDemand Geniuses: Revenue-Driven B2B Marketing
Demand Geniuses: Revenue-Driven B2B MarketingThe Secret Behind Figma, Slack & Loveable's Growth with Natalie MarcotullioNatalie Marcotullio is the Head of Product Marketing and Growth at Navattic, the interactive demo platform helping B2B software companies create a better buying experience. She joins the show to share what ten years as a startup marketer, including a stint as Chief of Staff, taught her about building marketing that actually moves the business. She gets into the "unique and valuable" framework she uses to keep content quality high, why customer marketing is Navattic's biggest growth priority right now, and how she built an advisor-influencer program that doubles as a direct line to her ICP.
2026-03-0352 minRevenue on the Rocks
Revenue on the RocksWhy we're taking a pause from Revenue on the RocksBen and I discuss why we're pausing the podcast a bit for his upcoming paternity leave and how he planned for his leave. We cover factoring paternity leave into revenue planning and hiring timelines, balancing team autonomy with structure during his leave, and initial nerves telling the team (despite everyone's full support). We also share that while Revenue on the Rocks is on a break, I'll be the cohost of another podcast - GTM News Desk with Mark Kilens. GTM News Desk also talks about buyer-first best practices and interviews marketers who are experts in...
2026-02-1922 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productBuilding A Growth Marketer’s 90-Day Plan — in 64 Minutes (Jay Desai)Download my customizable 90 Day Plan here: https://deliveringvalue.co/90In this episode, Jay Desai, Growth Lead at Navattic, shares his approach to stepping into an early-stage growth role with clarity and purpose. He reflects on how his first 90 days were spent gaining product knowledge, ramping up without burnout, and aligning cross-functional teams around a unified vision of growth.Jay talks about the ambiguity of growth roles and how the early days are about building relationships, learning, and strategic prioritization. He explains how he uses frameworks like “task-relevant maturity” and sprint systems to manage expectations while deli...
2026-02-031h 03Revenue on the Rocks
Revenue on the RocksHow marketing and sales at Navattic set 2026 targetsBen and I discuss how set 2026 revenue and pipeline goals at Navattic. We talk about working backwards from end-of-year goals, looking at historical data, and getting early input from tenured reps before finalizing numbers. Plus, different forecasting methods and breaking large goals into quotas per employee to make them realistic and attainable.I also talk about the quarterly marketing presentation I give to the sales team to show pipeline targets and get them excited about specific marketing initiatives. We also discuss how we approach our annual website refresh process. Natalie drinks red wine 🍷
2026-01-2123 minRevenue on the Rocks
Revenue on the RocksAdvisor Live Session: What Worked in 2025 + Bets for 2026Before the New Year, we hosted a LinkedIn Live featuring nine of our Navattic advisors reflecting on 2025's marketing wins, flops, and what they're carrying into 2026.We chatted about AI tool fatigue and underwhelming results from automated research platforms, clean data foundations before implementing AI, and figuring out what good marketing looks like before scaling. We also chat our focuses for 2026, like pipeline acceleration instead of just top-of-funnel acquisition tactics, customer marketing, and the shift from website traffic to built trust to using SEO/GEO for buyer enablement. Plus a lot about in-person...
2026-01-0859 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productAn Honest Convo About a Challenging 2025 (with Navattic’s Head of Growth) (Natalie Marcotullio)In this episode, Natalie Marcotullio, Head of Growth & Operations at Navattic, looks back on a “rollercoaster” year and what it taught her about role fit, energy management, and leading through constant change. She traces the shift from growth to product marketing amid a noisy AI landscape, a new product line, and a leaner team, and how those forces sparked both imposter syndrome and new clarity about what work fuels her.Natalie opens up about the anxiety of the AI hype cycle, why chasing every new tactic eroded quality and enjoyment, and the candid conversation with her founder that...
2025-12-1643 minRevenue on the Rocks
Revenue on the RocksOur 2026 predictionsBen and I discuss our 2026 predictions for B2B SaaS, but we let ChatGPT generate the first half of the list and gave our takes on its predictions. We cover whether usage-based pricing will actually replace subscriptions, if AI will make product differentiation impossible, the rise of micro tech stacks, and the pros and cons of being able to ship faster than ever with AI. Plus, we debate if 2026 will bring AI pushback, acqui-hires over product acquisitions, and whether go-to-market teams will become the main differentiator when everyone can ship features quickly.I...
2025-12-1123 minRevenue on the Rocks
Revenue on the RocksWhat it was like to launch a new product line at NavatticBen and I discuss our experience launching a new product line at Navattic and going after a new persona as part of the launch. We share how we tried to navigate making a big product bet while still not losing focus on our existing business and customers. We chat about how the team managed morale during uncertain times, leadership's role of standing firm on strategic decisions, and being honest about resource needs when expanding to new markets.I drink tea 🍵Ben drinks coffee ☕
2025-11-0640 minRevenue on the Rocks
Revenue on the RocksHow to transition from a lead gen to demand gen and ungated marketing strategyWe're joined by guest Niall Sullivan to discuss why MQLs (at least the traditional way of defining MQLs) suck and how to shift to more demand gen and buyer-friendly marketing practices. We chat about: • Moving away from gating content and focusing on educating buyers• Measuring marketing's impact through pipeline and revenue metrics instead of MQLs• Showing more product details and UI to help buyers understand the value• Creating content that serves prospects, not just internal team needs• Setting proper expectations when making big marketing strategy shiftsNiall...
2025-10-1638 minProduct Marketing Adventures
Product Marketing AdventuresLaunch with Momentum Like a Navattic PMMLaunching into a new ideal customer profile is like being traded to a completely different sports league. The rules are different, the competition is unfamiliar, and you've got to earn trust from scratch. Natalie Marcotullio joins us as a rising star in product marketing at Navattic and two-time solo marketer for early-stage SaaS startups who's mastered wearing every hat whilst delivering results. Today, Natalie walks us through her step-by-step playbook for navigating uncharted ICP territory with strategic precision that separates successful launches from expensive experiments. We dive into her foundation-first approach, including how she leveraged insider insights f...
2025-09-3042 minStraight To Voicemail
Straight To VoicemailHow do you build trust that feels authentic, not transactional? | Natalie Marcotullio, Head of Growth and Product Marketing, NavatticWhat if building trust didn’t start with the product, but with the story you tell before you ever show it? In this episode of Straight to Voicemail, Rachel Elsts Downey connects with Natalie Marcotullio, Head of Growth and Product Marketing at Navattic. With over a decade of marketing experience, Natalie helps B2B companies build trust through transparent content, demo-led experiences, and storytelling that centers the customer.You’ll learn:Why most product marketing comes off as a pitch  and how to make it a conversation insteadA trust-building framework to anchor your marketing in au...
2025-09-1803 minBrilliantly Wrong: Marketing. Creativity. Startups.
Brilliantly Wrong: Marketing. Creativity. Startups.How Navattic's Natalie Marcotullio Built Brand Trust Without Big Ad DollarsWhen Natalie Marcotullio joined Navattic, most people had never even heard of an “interactive demo.” The category was new, the brand was unknown, and there was no giant marketing budget to buy attention.Instead of chasing competitors with splashy spend, Natalie focused on building trust with marketers, with prospects, and with the market itself.In this episode, we unpack how she:Grew a category from scratch with consistent, useful content.Became the human face of the Navattic brand.Launched a freemium plan without killing pipeline.Uses her “unique...
2025-08-1246 minRevenue on the Rocks
Revenue on the RocksBen "ask me anything" interviewI do an "ask me anything" style interview to ask Ben questions about his career and journey at Navattic. We reflect on hosting this podcast, changing from an IC to a manager, and how our approach to sales and marketing has changed over the past few years. And share our favorite drinks from the season. I drink rosé 🍷Ben drinks Miller Lite 🍺
2025-05-0124 minLouder Than Words with John Bonini
Louder Than Words with John Bonini#50 | Words in Progress with Natalie Marcotullio, Part 1 | Building Navattic's Content BrandIn the debut episode of Words in Progress, a mini-series within Louder Than Words, John Bonini sits down with Natalie Marcotullio, Head of Growth & Product Marketing at Navattic, to unpack how she and her team transformed a vague idea—buyer first—into a tangible, ownable editorial narrative and content framework. They walk through the evolution of Navattic's flagship report, how it moved from a simple data dump to a narrative-driven asset, and how that narrative now ties together all of their content efforts—from blog posts and webinars to LinkedIn and beyond. This conversation is a behind-the-scenes look a...
2025-04-2124 minRevenue on the Rocks
Revenue on the RocksWhy product marketing struggles to work with salesOur advisor and product marketing expert, Yi Lin, interviews Ben to explore the relationship between product marketing and sales.She asks about sales reps' day-to-day, what makes top performers stand out, and how product marketers can support sales beyond decks. We also talk about why product marketers struggle more with sales (apparently more than product teams), collateral for sales reps, and how product marketers can build relationships with high-performing reps.Yi Lin and I drink water Ben drinks Coors Banquet 🍺
2025-04-1734 minBuilding With Buyers: Startup Marketing and Growth Fueled By Customers
Building With Buyers: Startup Marketing and Growth Fueled By Customers228 - How Customer Events Increase Word Of Mouth (Natalie Marcotullio, Head of Growth & Product Marketing at Navattic)Natalie Marcotullio is Head of Growth & Product Marketing at Navattic. Navattic makes buying easier with interactive demos. Seed funded. Also check out Ep. 139 (be the company that seems to be everywhere), Ep. 180 (podcast, ads, positioning, what’s the ROI) and Ep. 218 (launching the free forever plan).Here’s what we cover:The Navattic Fanatic Customer Event in NYC, what was your goal for the event and did you achieve it;What do you think made the customer event so successful;Anything that surprised you;What will you...
2025-04-1637 minRevenue on the Rocks
Revenue on the RocksNatalie "ask me anything" interviewBen does an "ask me anything" style interview to ask me questions he's always wanted to know about marketing. We talk about what makes each marketing role hard, debate whether sales or marketing should own outbound, and share our thoughts on personal LinkedIn branding for founders and sales reps. Ben and I were being uncreative and both just drank water
2025-04-0323 minRevenue on the Rocks
Revenue on the RocksHow B2B marketers use AI and ChiliPalooza conference reactions
2025-03-2021 minRevenue on the Rocks
Revenue on the RocksWhy should marketing leaders attend sales kickoffsBen and I discuss our recent sales kickoff (SKO) in Dallas and Natalie's transition to a product marketing role at Navattic. We cover why you should bring marketing leadership to SKOs. My presentation about my role leading product marketing role at the SKO and why the company decided to make this transition at this stage of growth. Plus Ben's experience planning and executing his first full SKO, why SKOs are so important for sales teams, and how to manage energy levels at company events.I drink a botanical tea-based liquor 🍵 Ben drinks red wine 🍷
2025-03-0624 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productEx CMO: I Quit After 16 Years of Climbing the Ladder - and Redefined Success (Annie Katrina Lee)Annie Katrina Lee, Co-Founder and Principal of Penknife Collective, opens up about the moments that challenged her identity and reshaped her perspective on success. From bold career moves at Microsoft to walking away from high-profile CMO roles, Annie shares how she navigated rejection, imposter syndrome, and the evolving priorities of motherhood.Annie opens up about:Landing her first tech role at Microsoft by taking a bold riskFacing rejection and rebuilding confidenceHow becoming a mother at the height of her career reshaped her identity and prioritiesThe tough feedback that taught her the importance of balance
2025-02-1852 minBuilding With Buyers: Startup Marketing and Growth Fueled By Customers
Building With Buyers: Startup Marketing and Growth Fueled By Customers218 - How We Launched A Free Plan At Navattic (Natalie Marcotullio & Raman Khanna)Natalie Marcotullio is Head of Growth and Ops at Navattic (Seed funded). Raman Khanna is Growth Lead at Navattic. Navattic makes buying easier with interactive demos. 28k+ demos built so far. You can also check out Episode 139 and Episode 180 where I had Natalie on.Since 2020, Navattic has been a sales-led company. Plans start at $500/mo. They just released a product-led motion. One interactive demo, free forever.Here’s what we cover:Why’d you decide to go product-led;Why’d you decide to go freemium vs. fr...
2025-02-1223 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productHow Reforge’s CEO Survived Burnout—And Came Back Stronger (Brian Balfour)Brian Balfour, Founder & CEO of Reforge, shares raw insights from his entrepreneurial journey. From navigating burnout and sleep disorders to rebuilding trust after tough feedback, Brian reflects on the challenges that shaped his leadership philosophy and personal growth.Brian opens up about:Feeling “broken” during a burnout moment that forced him to step back and resetStruggling with imposter syndrome and comparing himself to peers like Mark ZuckerbergLessons learned from career lows, including a product shutdown and a legal battleThings to listen for:(00:00) Brian Balfour: burnout and feeling broken(02:33) Building deeper conn...
2025-02-1155 minAI to ROI (fka Metrics that Measure Up)
AI to ROI (fka Metrics that Measure Up)State of Interactive Product Demonstrations - with Natalie Marcotullio, Head of Growth at NavatticSaaS buyers complete ~70% of the buying process before they speak to a vendor's sales organization. As a result more and more SaaS companies are leveraging interactive product demonstrations on their website which is the topic of today's episode. Natalie Marcotullio, Head of Growth at Navattic discusses their recent "State of Interactive Product Demonstrations" with our host Ray Rike where they cover multiple topics including:The State of Interactive Product DemonstrationsTo Gate or Not to Gate - what is the best practiceMeasuring the Impact of “Self-Directed” Interactive DemonstrationsIn 2024, almost 12% of SaaS companies are providing inte...
2025-02-0725 minRevenue on the Rocks
Revenue on the RocksHow we built a SaaS sales team focused on buyer experienceBen Pearson and I chat about how we built a sales process focused on buyer experience at Navattic. I interview Ben on how he developed his sales philosophy when he joined the company and the balance between creating a winning culture and doing what is best for prospects. We also go into why we don't use traditional sales methodologies, how we hire for autonomy and high standards, and why Ben is obsessed with discovery. Ben drinks red wine 🍷I drink rosé 🍷
2025-02-0630 minRevenue on the Rocks
Revenue on the RocksOur predictions on how B2B buying will change in 2025Ben Pearson and I kick off 2025 by chatting about our predictions and observations for B2B buying, marketing, and sales this year. We discuss topics like LinkedIn's evolution, the future of PLG motions (expanding beyond just free trials), how marketing may change with the rise of specialized freelancers, customers getting involved earlier in the buyer journey, and if competitors will ever join together to help educate the market. Ben drinks an On The Rocks premixed cocktail (Old Fashioned) 🥃I drink tea 🫖
2025-01-2330 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productHow Acorns Former VP of Growth Survived A Work CrisisHow Acorns Former VP of Growth Survived A Work CrisisAnthony Scarpaci - Former VP of Growth at Acorns and Founder of TUNOMATIC, shares the toughest moments in his career that shaped his leadership philosophy. From navigating high-stakes mistakes to balancing empathy with assertiveness, Anthony opens up about the defining experiences that molded him into the leader he is today. He reflects on his journey across growth roles at companies like Betterment, NerdWallet, and Blue Apron, while offering candid advice for leaders facing their own career challenges.Anthony opens up about:1. Making a massive mistake early in his career and being told it could cost...
2025-01-1456 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productHow a VP of Product (Turned Exec Coach) Learned to Project Confidence Under Pressure (Tara Goldman)Tara Goldman, Co-Founder of GoldHue, reflects on her journey from VP of Product to executive coach. She shares vulnerable stories about the mask she had to wear in certain environments, maneuvering the pressures of high-stakes board meetings filled with “bro” executives, and striking a balance between personal values and professional expectations. Tara opens up about:Practicing 20+ hours to prepare for her first board meeting—and still feeling unpreparedHow her identity became tied to her job and the toll it took on her family and personal lifeThe emotional journey of transitioning from a trusted #2 to taking the reins...
2025-01-0757 minRevenue on the Rocks
Revenue on the RocksTakeaways from our first ever user conferenceBen and I reflect on our first customer event in New York City (if you didn't listen to our last episode we talked about planning the event in that one). We discuss what made it different from typical B2B conferences like an intimate venue, not too packed agenda, and customer-only attendees.We share the event's impact, like positive feedback from attendees and how that helped inform our 2025 events strategy. I drink honey Jack whiskey on the rocks 🥃Ben drinks Coors Banquet beer 🍺
2024-12-1222 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productShe Built Uber’s Marketing Team —Then Had to Reapply For Her Job (Irina Scarlat)Irina Scarlat is the VP of Growth at ICEO (a venture builder) and has built marketing and growth teams at Uber, Revolut, Bitpanda, and Pearson along the way. In this conversation, she reflects on pivotal moments in her career, sharing how they shaped her leadership style and personal development. Irina talks about the emotional challenges of going through corporate restructuring, the importance of maintaining work-life balance, and the tools she uses to combat workplace anxiety.Irina opens up about:1. Being forced to reapply for her job at Uber after a massive shakeup2. The...
2024-12-1056 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productHow a VP of Growth Marketing Responded When They Offered Her a Senior Role - Without a Title ChangeMeredith Rosenbloom - VP of Growth Marketing at Zola, reflects on some challenging moments in her career that molded her into the leader she is today. She recounts her journey from sports marketing to growth roles at companies like Grubhub and Parsley Health while opening up about the challenges she’s faced along the way. Meredith shares the impact of critical feedback, managing career transitions, and returning to work as a new parent.Meredith opens up about:Being asked to take on more responsibility without a title promotion at GrubhubReceiving feedback about her voice inflection and ho...
2024-12-0349 minRevenue on the Rocks
Revenue on the RocksPlanning our first ever user conferenceBen and I discuss planning and hosting our upcoming first-ever customer event for Navattic in New York City. We chat about how we got early customer feedback to help set the event agenda and how we made it different than most user conferences. I talk about practicing throwing smaller events leading up to it and lessons learned during previous events. And Ben asks how marketers show ROI for customer events like this. I drink tea 🍵Ben drinks red wine 🍷
2024-11-2721 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productFrom product manager to leadership coach: 3 career-changing lessons on my journey (Diana Stepner)Diana Stepner shares three pivotal lessons from her journey transitioning from Product Manager to Leadership Coach. She discusses the importance of making your manager shine, navigating team dynamics, and why building trust is essential for career growth. Diana also reflects on why the characteristics that earned her praise early on in a company consistently turned into points of negative feedback.Diana opens up about:1. Why the same attributes that earned her praise could also create detractors 2. The challenges of being both overqualified and underqualified3. Learning how to balance self-driven success with...
2024-11-2642 minThe Dave Gerhardt Show (from Exit Five)
The Dave Gerhardt Show (from Exit Five)#194: Drive | How to Say No to Your CEO with Natalie Marcotullio, Head of Growth and Operations at NavatticThis episode is from Drive 2024, our first-ever in-person event for B2B marketers in Burlington, Vermont. Natalie Marcotullio, Head of Growth and Operations at Navattic, shared strategies on how to say “no” when faced with competing priorities in marketing.Natalie covers:How to establish a marketing framework that simplifies decision-making and helps you say no effectively.A three-step process for communicating priorities with your CEO and leadership team.Quick-win productivity hacks that offer simple ways to say “no.”Timestamps(00:00) - - Intro to Natalie (05:18) - - The “stress spiral” at work (07:10) - - How to sto...
2024-11-1838 minRevenue on the Rocks
Revenue on the RocksTips for getting hired/ hiring at a startupBen Pearson and I discuss our experience hiring at startups and our stories of how we got hired at Navattic. We cover why you want to love the product/problem at a startup, approaching startups proactively, and how to show passion and adaptability in the hiring process.We also get into the differences between hiring for sales and marketing roles. And try to offer advice for both job seekers and hiring managers. I drink orange wine 🍊🍷 Ben drinks Guinness 🍺
2024-11-1325 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productBehind the scenes: why Navattic just launched a free planNatalie Marcotullio, Head of Growth at Navattic, takes us in for a behind-the-scenes look into the process of launching their freemium motion. Going through the strategic reasons behind the shift and how it fits into their overall growth strategy, she reflects on the challenges of aligning the sales team, navigating risk, and measuring success in both the short and long term. Natalie also shares her perspective on the realities of product-led growth, the importance of soft-pitching ideas, and the unexpected lessons learned during the launch process.Natalie opens up about: The excitement and pressure...
2024-11-1220 minProduct Led Growth Leaders
Product Led Growth Leaders61 - Demos That Dazzle: Transforming Product Presentations into Engaging Experiences with Navattic's Natalie MarcotullioYour host, Thomas Watkins, talks with the Head of Growth and Operations at Navattic, Natalie Marcotullio. Natalie highlights the challenges founders face in showcasing their products effectively, particularly during the early stages. She emphasizes the importance of creating interactive demos to help potential customers understand the product better. Natalie introduces Nevada, a tool that allows users to create interactive demos without coding skills, and discusses the company's shift towards a self-serve model, enabling users to engage with the product independently.Learn more about Natalie's work HERE.Connect with Natalie on LinkedIn HERE. Think...
2024-11-0519 minProduct Led Growth Leaders
Product Led Growth Leaders61 - Demos That Dazzle: Transforming Product Presentations into Engaging Experiences with Navattic's Natalie MarcotullioYour host, Thomas Watkins, talks with the Head of Growth and Operations at Navattic, Natalie Marcotullio. Natalie highlights the challenges founders face in showcasing their products effectively, particularly during the early stages. She emphasizes the importance of creating interactive demos to help potential customers understand the product better. Natalie introduces Nevada, a tool that allows users to create interactive demos without coding skills, and discusses the company's shift towards a self-serve model, enabling users to engage with the product independently.Learn more about Natalie's work HERE.Connect with Natalie on LinkedIn HERE. Think...
2024-11-0519 minRevenue on the Rocks
Revenue on the RocksReflections from our freemium launchOne month after our freemium launch, Ben Pearson and I deep dive into the highs and lows of the launch. We discuss everything from celebrating the small wins, challenges when managing a team transitioning to PLG, selling experimentation, and adapting to a new unknown GTM motion. Plus how we both felt emotionally pre and post-launch week and how we handled the excitement and stress. I drink tea 🫖 & Ben drinks water 💧
2024-10-3125 minThe Unexpected Lever
The Unexpected LeverLetting Buyers Lead in B2B Sales with Natalie Marcotullio, NavatticAre we truly listening to our buyers?In this episode, Jarod Greene sits down with Natalie Marcotullio, Head of Growth  and Operations at Navattic, as she shares about the pitfalls of traditional sales approaches, the importance of empowering buyers with the information they need, and how shifting our mindset can lead to stronger, more effective sales relationships.In this episode, you’ll learn:Trust Your Buyers: Buyers often have a deeper understanding of their own problems than sales representatives do about the product. Respect and leverage buyer insights to your advantage.Rethink Sales Int...
2024-10-1704 minRevenue on the Rocks
Revenue on the RocksWhy we introduced Freemium at NavatticIn our season three premiere we announce that we launched a Product-Led Growth (PLG) motion at Navattic.We discuss our initial reservations, what we've learned, and the freakouts we both had while introducing a freemium plan. We also talk about how to align the sales team and leadership to adapt to selling to PQLs (product-qualified leads). Plus why we adopted PLG (even though we had a successful sales motion), potential long-term growth from PLG, and anxiety during the adjustment period. I drink Catch & Release wine 🍷 & Ben drinks Coors Light 🍻
2024-10-0332 minThe Dave Gerhardt Show (from Exit Five)
The Dave Gerhardt Show (from Exit Five)#178: Website Teardown | Breaking Down the Best Website Experiences in 2024 with Natalie Marcotullio, Head of Growth at NavatticIn this Exit Five Live session, Dave is joined by Natalie Marcotullio, Head of Growth at Navattic, a leading interactive demo platform for B2B marketing. Natalie is an expert in optimizing the B2B buyer journey with innovative demo solutions and data-driven strategies.Dave and Natalie cover:Why accessible, usable, and transparent websites is important in improving the buyer experienceHow to incorporate interactive demos to accelerate the sales cycle and increase conversion ratesPublic pricing and how it affects buyer trust and decision-making in B2B salesTimestamps(00:00) - - Intro to...
2024-09-2356 minThe Dave Gerhardt Show (from Exit Five)
The Dave Gerhardt Show (from Exit Five)#176: Product Marketing | Improve the B2B Buying Experience with Interactive Product Demos (with Natalie Marcotullio from Navattic)This week, we're sharing a recording from an Exit Five Live Session with Natalie Marcotullio, Head of Growth and Operations at Navattic. She has a background in SEO and digital marketing for B2B sales and marketing SaaS. Over the years, her focus has shifted to full-funnel marketing, GTM strategy, and improving the digital buyer experience.In this episode, we coverWhy buyers are switching to a more "self-service" model of buyingHow interactive demos stack up against traditional marketing education like videos or adsTips to create a product story with your interactive demo that gets you a 30% CTRThe...
2024-09-1651 minSoft Sides
Soft SidesNatalie Marcotullio, Head of Growth and Operations at Navattic: Soft Pitches and White Sneaker TheoryGuest: Natalie Marcotullio, Head of Growth and Operations at NavatticLaura is joined by Natalie Marcotullio, Head of Growth and Operations at Navattic. Natalie started in B2B marketing with a focus on growth strategies like SEO and SEM, later expanding her skills in strategy and operations as a Chief of Staff. She eventually created a leadership role at the intersection of growth and marketing.In this episode, Natalie shares how she navigates constraints at an early-stage startup and leverages community and word of mouth to drive growth.They discuss:
2024-08-1943 minWomen in B2B Marketing
Women in B2B Marketing71: The Power of Word-of-Mouth: Fostering Trust in B2B Marketing - with Natalie Marcotullio, Head of Growth and Operations at NavatticIn this episode of "Women in B2B Marketing," host Jane Serra interviews Natalie Marcotullio, the Head of Growth and Operations at Navattic. They explore Natalie's journey into B2B marketing, her insights on the evolution of SEO, and the importance of creating valuable content. Natalie emphasizes brand awareness and value creation over direct conversions, and discusses the collaborative development of a buyers report with Chili Piper. The conversation also highlights the impact of digital platforms like LinkedIn on professional networking and the significance of understanding customer needs and sales enablement.Natalie talks through:The evolution...
2024-07-2446 minRevenue on the Rocks
Revenue on the RocksBonus Episode: Why marketers don’t “get” sales (Crossover with We’re Not Marketers)In this bonus episode of the Revenue on the Rocks - we collaborated with the We're Not Marketers team to discuss the disconnect between sales and product marketers. Specifically, we cover:1) Why salespeople think they understand the customer better 2) How win-loss research can fill in gaps from loss reasons 3) Marketing and sales not understanding each other's metrics or daily pressures4) How founders or VCs can make it difficult to align on one ICP 5) Why marketers should shadow sales calls to gain firsthand experience
2024-07-1135 minRevenue on the Rocks
Revenue on the RocksWhen should you bring on your first product hire at a startupIn the last episode of Season 2 - we discuss the relationship between go-to-market and product with our co-founder and Head of Product at Navattic, Randy Frank.Specifically, we cover:1) How to identify when a product role is needed2) Ways to align on a product roadmap and not get distracted3) Why you need to filter customer feedback to prioritize valuable features4) Balancing innovative features and competitive offerings5) Ways to communicate product updates to go-to-market teams6) How to manage expectations for product launch timelines...
2024-05-1626 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productBehind the Scenes Ep 1: The size and stage of the Navattic businessWe kick-off the miniseries by exploring the background and scale of the Navattic business to contextualize many of the growth challenges they’re facing and systems they use (which we’ll explore in upcoming episodes)In this first episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. How Navattic got started and settled on building interactive demos for the PLG market.2. Navattic's go-to-market approach, size/scale of the business, funding strategy, and current funnel.3. The hardest part about working in growth at this stage of the co...
2024-05-1417 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productBehind the Scenes Ep 0: Introducing the miniseries featuring the Navattic growth teamHey I’m Andrew Capland 👋. For the past 15 years, I’ve been working in B2B SaaS. The first half, as a marketer. And the second half, I’ve been leading growth teams and product-led growth efforts.Now, I run my own business, Delivering Value where I coach other growth leaders and advise product-led growth teams.During my career, I kept coming back to the same realization… Blindly copying someone else’s growth playbook (without understand the contextual challenges they were facing) just doesn’t work. So I decided to make a series following one c...
2024-05-1403 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productBehind the Scenes Ep 3: What goes into Navattic’s growth strategy?In this third episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. What the Navattic growth team is focused on right now, why those things, and how they get buy-in.2. How they make sure they’re solving the right problems, and get aligned with execs.3. How they manage the tension between staying agile and being laser focused.Things to listen for:[00:33] What Navattic is focused on right now, why those things, and how they got buy-in[01:30] The two main pillars Navattic is f...
2024-05-1411 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productBehind the Scenes Ep 2: What does growth look like at Navattic?In this second episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. What growth is at Navattic, how they’ve scaled their team, and what their growth operating system looks like. 2. Areas of the growth model they have ownership and accountability for.3. The challenges faced by small growth teams; resource allocation, focusing on impactful experiments, and managing ideas from cross-functional stakeholders.Things to listen for:[00:37] What is growth at Navattic?[01:20] Balancing increasing metrics and learning in their experiments[02:00] The area...
2024-05-1415 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productBehind the Scenes Ep 4: Navattic’s growth operating systemIn the 4th episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. How the Navattic team manages and implements growth experiments using tools like Notion2. Why certain tools like Trello were passed over in favor of an all-in-Notion system and the benefits from this decision3. How the team collaborates on experiments, their scheduling of reviews and brainstorming sessions, and the informal yet structured approach they take towards retrospective meetingsThings to listen for:[00:35] Tools Navattic uses to get growth projects done[01:18] Th...
2024-05-1410 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productBehind the Scenes Ep 5: The specific KPIs & dashboards that drive Navattic’s successIn the 5th episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. What’s in Navattic’s growth dashboards (and what isn’t).2. What gets shared internally, how often, and with who.3. Their biggest challenges when it comes to tracking and reporting - and how they navigate those.Things to listen for:[00:46] What KPIs they look at on a regular basis[01:15] The two dashboards that get presented weekly[02:05] The role of drill-down views broken down by channel[03:04] What get...
2024-05-1409 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productBehind the Scenes Ep 6: The biggest challenges Natalie & Raman face working in growth at NavatticIn the 6th episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. How Natalie and Raman approach their portfolio of growth bets.2. How they blended qualitative insights (like customer feedback and market trends) with quantitative data (like metrics and analytics) to make approach a pricing challenge.3. How Natalie and Raman navigate the pressures to deliver wins and substantial results in a challenging 2024 economic climate.Things to listen for:[00:55] The biggest challenges Natalie and Raman face working in growth at Navattic[01:55] How th...
2024-05-1414 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productBehind the Scenes Ep 7: How Navattic’s growth team stays aligned and manages expectations internallyIn the 7th episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. How critical it is for growth teams to stay aligned with leadership and cross-functional stakeholders.2. The systems Navattic has in place for sharing updates on experiments and results; how they leverage Slack channels and regular team meetings.3. How Navattic manages cross-functional collaboration and gets ahead of potential roadblocks.Things to listen for:[00:39] Why managing expectations is so important for growth teams[01:08] How they stay aligned with leadership[03:00] Th...
2024-05-1413 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productBehind the Scenes Ep 8: Big bets in 2024 and series takeawaysAs we wrap up the miniseries, I wanted to touch on the ‘big swings’ the Navattic team is taking in 2024 as well as the key takeaways from filming this show.In the final episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. The different strategies Navattic adopts when taking "big bets," especially in growth roles2. How startups, especially those at the stage of a "supersede round" of funding like Navattic, approach team expansion and resource allocation3. The challenges and realities of working in growth-focused roles within...
2024-05-1411 minRevenue on the Rocks
Revenue on the RocksHow to run B2B partnership events and recap of our fist CMO dinnerIn Episode 14 of Season 2 - after throwing our first-ever CMO dinner we share the behind-the-scenes of what goes into planning a B2B dinner. And we bring on our co-sponsor and events expert Regina Magaril from Mutiny to rehash learnings from the events. Specifically, we cover:1) Event planning timeline and how we pull in other partners2) How to assign clear owners to event tasks 3) What are our biggest fears around events 4) Should you invite sales team members to your events 5) How to fix on-day...
2024-05-0235 minRevenue on the Rocks
Revenue on the RocksWhy is end of quarter so stressful for sales teamsIn Episode 13 of Season 2 - Ben and I talk about the stress of hitting quota at the end of the quarter for sales teams (fresh off of end of quarter at Navattic). Specifically, we cover:1) Why sales is laser-focused on hitting quota 2) Ben's experience with quota at other companies3) How marketing can not bother sales near the end of the quarter4) Ways to involve the entire sales team in setting quotas5) How hitting quota impacts the entire company6) Dissecting...
2024-04-1126 minRevenue on the Rocks
Revenue on the RocksWhy make a failure list as a first-time startup leaderIn Episode 12 of Season 2 - Ben and I go over our "failure lists" from being first-time startup leaders. We reflect on failures and lessons learned as startup executives and talk about the general benefits of keeping track of your failures. Specifically, we cover:1) Struggling to balance IC work and managing others2) Realizing a lack of documentation when onboarding new hires 3) Ways to improve communication between GTM and product on feature requests4) Why normal marketers are different from event marketers5) Trusting your...
2024-03-2825 minRevenue on the Rocks
Revenue on the RocksSales kickoff and B2BMX conference reflectionIn Episode 11 of Season 2 - Ben and I reflect on our first official sales kickoff and the B2BMX conference. Plus we discuss the benefit of focusing in-person company events on just getting to know each other.Specifically, we cover:1) Why Ben decided to structure the SKO the way he did2) Connecting with employees to understand what motivates them3) How trust at the leadership level plays into running these types of events4) Fear and decision fatigue from marketers apparent at B2BMX
2024-03-0724 minThe Dave Gerhardt Show (from Exit Five)
The Dave Gerhardt Show (from Exit Five)#122: Product Marketing | Improve the B2B Buying Experience with Interactive Product Demos (with Natalie Marcotullio from Navattic)This week, we're sharing a recording from an Exit Five Live Session with Natalie Marcotullio, Head of Growth and Operations at Navattic. She has a background in SEO and digital marketing for B2B sales and marketing SaaS. Over the years, her focus has shifted to full-funnel marketing, GTM strategy, and improving the digital buyer experience.In this episode, we cover Why buyers are switching to a more "self-service" model of buying How interactive demos stack up against traditional marketing education like videos or adsTips to create a product story with your interactive demo that gets yo...
2024-03-0451 minRevenue on the Rocks
Revenue on the RocksWhat’s the software buying market like in 2024?In Episode 10 of Season 2 - a month into 2024 Ben and I give our take on how the software buying market compares to 2023. Specifically, we cover:1) Why everyone was so excited about 2024 vs 2023 2) Continued budget concerns for 20243) How more stakeholders/ departments are involved in the buying process4) A shift away from PLG to more wholistic self-serve buying 5) Why the market has been so competitive and ways to stand out6) A divide in marketing strategies for 2024 B...
2024-02-1522 minRevenue on the Rocks
Revenue on the RocksHow to make a B2B report sales will actually useIn Episode 9 of Season 2 - Ben and I discuss our process for creating our new State of the Interactive Demo Report 2024. Specifically, we cover:1) How we sourced questions from our sales team for the report2) Why we use first-party product data vs survey data3) Ways we promoted the report and got early feedback4) How we designed the report to make it more sharable 5) What we changed about this report vs last year's report6) Fun games to help the sales...
2024-02-0126 minRevenue on the Rocks
Revenue on the RocksHow to get sales excited about creative marketing campaignsIn Episode 8 of Season 2 - Ben and I talk with Molly Bruckman from Mutiny about their widely successful Surv-ai-vor campaign and how they got sales bought into a unique, time-intensive, and creative campaign. Specifically, we cover:1) The origin story behind the Surv-ai-vor campign2) How sponsors were brought in and decision process for big prizes 3) Our experience as a sponsor and why we decided to sponsor4) Results from the campaign and the reactions from the sales team5) How Mutiny's amazing brand awareness...
2024-01-1827 minBuilding With Buyers: Startup Marketing and Growth Fueled By Customers
Building With Buyers: Startup Marketing and Growth Fueled By Customers180 - Podcast, Ads, Positioning: What's The ROI? (Natalie Marcotullio, Head of Growth & Ops at Navattic)This episode is sponsored by Riverside, your all-in-one podcast and video platform. Go to ⁠⁠⁠⁠https://creators.riverside.fm/Anna⁠⁠⁠⁠ and use the code MSM23 for 15% off. Merry Christmas! You can snuggle up to the fireplace with this final episode of 2023. I’ve been working with the Navattic team for 1+ years now as an advisor, great team and super love the space they're playing in and the problem they're solving. I’ve had Natalie on the show before, check out Ep. 139 “To Be The Company That Seems To Be Everywh...
2023-12-2548 minRevenue on the Rocks
Revenue on the RocksBonus: How to be a better software buyerIn this bonus episode, Ben and I talk about how to be a better software buyer. We usually talk about how to be better software sellers, but in this mini episode, we poke fun at ways that buyers could make the sales process a little smoother. Hope you enjoy and happy holidays ☃️
2023-12-2115 minRevenue on the Rocks
Revenue on the RocksWhat’s it like to work in both SaaS Sales and MarketingIn Episode 6 of Season 2 - Natalie and Ben talk with Arthur Castillo (who has worked in both sales and marketing roles) to discuss the differences between the two departments. Specifically, they cover:1) Arthur's journey from sales to marketing and back to sales2) How B2B selling has changed in the past few years 3) The perspective shift from switching from one role to the next 4) How marketing and sales organize their schedule and celebrate wins5) What stereotypes hold up for each role6) Which...
2023-12-1433 minRevenue on the Rocks
Revenue on the RocksAttribution, Intent, and Sharing Data with SalesIn Episode 5 of Season 2 - Natalie and Ben dive into the nitty gritty of sales data, attribution, and intent with Kevin White to figure out what is the most helpful data for sales teams and how to best share that data. Specifically, they cover: 1) How to group data into digestible cohorts for sales teams 2) What types of data reps look at right before a sales call 3) Ways to use tech stack enrichment signals during a live call 4) Issues with generic intent data lacking identity and context
2023-11-3026 minRevenue on the Rocks
Revenue on the RocksWhat Motivates SaaS Sales and Marketers?In Episode 4 of Season 2 - Ben, our guest Dee Acosta, and I discuss what motivates salespeople and marketers. Specifically, we cover:1) Why salespeople are often motivated by things like winning, money, and fear of failure 2) Finding out in the interview process what a sales rep is motivated by 3) Why marketers are often motivated by things like creativity, recognition, and a seat at the table4) Ways to understand what motivates your team in a remote setting5) How to adapt your motivation strategies depending on the...
2023-11-0927 minRevenue on the Rocks
Revenue on the RocksGetting Past Startup Growing PainsIn Episode 3 of Season 2 - Ben and I discuss the growing pains of startups as they transition from scrappy upstarts to more established companies.Specifically, we cover:1) The challenges of scaling processes and people as a company evolves 2) How founders and early employees must adapt as their roles change3) Striking a balance between structure and innovation 4) Getting candid feedback from your team5) Setting realistic goals when you have increased expectations6) Keeping employees happy and engaged as the company grows7) Maintaining...
2023-10-2625 minRevenue on the Rocks
Revenue on the RocksHow a Marketing Team of One Works with SalesIn Episode 2 of Season 2 - Ben interviews me on the realities of being a solo marketer. Specifically, we cover:1) My background and how I fell in love with marketing2) Why I have chosen to be a solo marketer so far and the pros and cons3) How I prioritize and manage requests with limited resources 4) My process to decide what tools or freelancers I need5) Wins from my career including our approach to branding 6) Key learnings I have for other solo marketers starting...
2023-10-1225 minThe GTM Pack Show
The GTM Pack ShowEpisode #32: Natalie Marcotullio, Head of Growth and Operations at NavatticIn this episode of The GTM Pack podcast, we interview Natalie Marcotullio, Head of Growth and Operations at Navattic based in New York City. In this conversation, we dig into: 💡 What interactive demos are and how to leverage them in a PLG strategy 💡 Who typical owns interactive demos within an org and the various use cases 💡 Tips for creating interactive demos that stand out and measuring performance #startups #productmarketing #interactivedemos #gtm Check out ⁠⁠⁠https://www.assetmule.ai⁠⁠⁠ to learn more about how product marketers & go-to-market teams use our software.
2023-09-2919 minRevenue on the Rocks
Revenue on the RocksWhat Actually Causes B2B Buyers to BuyIn Episode 1 of Season 2 - Ben and I debate what factors actually sway prospects in a deal cycle. Specifically, we cover:1) What drives B2B buyers' decisions2) How much does positioning and branding affect buyer behavior 3) Three reasons why prospects choose one company over another 4) Pricing strategies and adjustments in a down economy5) Why sales reps may be fearful of a brand overhaul 6) How to address the elephant in the room with leadership to fix a broken sales cycle
2023-09-2828 minRevenue on the Rocks
Revenue on the RocksWhat we learned from our first season of this podcastIn Episode 12 we discuss what it was like to create a podcast and what we learned about sales and marketing departments over the season. Specifically, we cover:1) Why we're taking a little break from the podcast for the summer2) How marketers are involved in a lot more and are much more analytical than they get credit for3) Ways to use sales intuition to your marketing advantage4) Why startups may want to hire a salesperson before a marketer5) How we decided on our ICP in t...
2023-07-2020 minRevenue on the Rocks
Revenue on the RocksHow to be a revenue-driven marketerIn Episode 11 we speak with Brittany Brown Head of Enterprise Marketing at Lokalise. We talk all about how to ensure any new campaign or initiative is revenue driven and how to best collaborate on these initiatives with sales. Specifically, we cover: 1) Why sales teams perceive marketing as not revenue driven 2) Balancing brand-building marketing with revenue-driven marketing 3) How to align on one single ICP 4) Strategies to get buy-in for new campaigns or tools 5) When is the best time to share results with sales 6) How...
2023-07-0638 minRevenue on the Rocks
Revenue on the RocksShifting to a people-first GTM strategyIn Episode 10 we speak with Nick Bennett founder of ClubPF, podcast host of the Anonymous marketer, and B2B creator. We talk all about how to adopt a people-first approach to your sales and marketing strategy and how to create a sales process prospects actually enjoy. Specifically, we cover: 1) Why B2B sales is usually so frustrating for prospects 2) How only listening to VCs and sales leaders at other companies can hurt your sales process 3) Ways to avoid a founder's "shinny object syndrome" through data and revenue-driven results
2023-06-2239 minGrowing Forward: Lead like the top 1% in growth, marketing, & product
Growing Forward: Lead like the top 1% in growth, marketing, & productNavigating Speed-Bumps and Communication Challenges as a One-Person Growth Team with Natalie Marcotullio (Navattic)Solid systems, open communication, and self-care are the practices allowing Natalie Marcotullio to thrive as Head of Growth and Operations at Navattic. In this episode, Natalie shares her experience as a one-person Head of Growth and how she's tackled the challenges she faced, such as understanding individual communication styles to achieve cross-functional alignment. Listen in for her insights on improving productivity, taking time for yourself, and tactfully prioritizing tactics based on current needs. In this episode, you’ll learn:1. Be intentional about when you do certain tasks and create a system that helps en...
2023-06-1349 minRevenue on the Rocks
Revenue on the RocksRevops and data’s role in alignmentIn Episode 9 we speak with Peter Kirk who runs RevOps at MadKudu and has built operations functions at multiple product-led and sales-led companies, including Lucid and BentoBox. We talk all about data, attribution, and the role of Revops in helping drive alignment - instead of damaging it. Specifically, we cover: 1) How Revops can build trust with sales when they first join an org 2) Sales confusion around the role of Revops 3) Why sales is often less reliant on sales data or reports 4) Who should have access to dashboards...
2023-06-0829 minRevenue on the Rocks
Revenue on the RocksHow to perfect product launchesIn Episode 8 we speak with Jason Oakley - founder of productive PMM and founding product marketing lead at amazing SaaS companies like Klue, Chili Piper, and Uberflip. We talk all about product launches - how to make them successful and pitfalls to avoid. Specifically, we cover: 1) Which sales reps are best to work with for product launches and enablement 2) Sales frustrations around lack of visibility into product launches and roadmaps 3) Whether or not you should incentivize or spiff product launches 4) Understanding the different pressures each team faces...
2023-05-2432 minRevenue on the Rocks
Revenue on the RocksSales fears around PLGIn Episode 7 we have our second guest - growth and PLG expert Andrew Capland who is the founder and a growth advisor at Delivering Value. We discuss why sales teams can be hesitant around PLG and how to reduce some of those fears as leadership and individual rep. Specifically, we cover: 1) Blended PLG and sales-led strategies 2) Why PLG can feel like a loss of control for sales and marketing 3) Sales rep's frustration with PLG slowing down sales cycles 4) How to help reps embrace PLG and the benefits...
2023-05-1134 minRevenue on the Rocks
Revenue on the RocksWhy everyone constantly complains about contentIn Episode 6 we have our first guest! We talk with Mark Huber - Head of Brand & Product Marketing at Metadata about sales content (testimonials, blog posts, one-pagers, etc) and how they seem to always be a source of frustration for product marketers. Specifically, we cover: 1) Why sales reps constantly request different sales content 2) How to organize and prioritize content request 3) Re-usable content templates and slides for your sales team 4) Why some reps prefer content over others and why they create their own content 5) Most and...
2023-04-2736 minThe Long Game
The Long GameNatalie Marcotullio on the "Pass Me The Ball" Mindset and Strategic Tradeoffs in Startup GrowthThere are many marketing channels and choosing the best for your company requires proper research. In this brand-new episode, we are joined by Natalie Marcotullio to discuss need for focus and prioritization in marketing efforts and the importance of understanding different marketing channels.Natalie Shares her experience with using LinkedIn as a marketing channel. She emphasizes on the need to only share unique quality content on the social media platform in order to gain loyal followers. The episode also discusses the effectiveness of traditional sales funnels for B2B companies with centralized buyers. It acknowledges t...
2023-04-211h 01Revenue on the Rocks
Revenue on the RocksBattling imposter syndrome at a high growth startupIn Episode 5 we talk about how to combat imposter syndrome at a startup - both from the individual and company perspective.  Specifically, we cover: 1) How imposter syndrome shifts as your company hits different growth stages 2) Tips we've used to deal with imposter syndrome in our day to day 3) Overcoming the "How big is your company" objection 4) Tips for targeting and partnering with companies admired in your industry 5) Combatting burnout that comes from imposter syndrome Hope you enjoy - Natalie (Head of Growth at Navattic)
2023-04-1325 minRevenue on the Rocks
Revenue on the RocksHow we set Q2 quota and marketing targetsIn Episode 4 we cover how we set quotas and marketing goals at Navattic for the next quarter.  Specifically, we cover: 1) The difference between Ben's and my approach to sales forecasting and quota setting 2) Challenges of presenting quotas to reps 3) How to create forecasting models that take into account economic uncertainty 4) Finding a balance between sales math and empathy when setting sales quotas 5) Protecting reps from burnout when setting targets I drink a Langhe Nebbiolo 🍷 and Ben drinks a Chardonnay 🥂 Hope you enjoy - Natalie...
2023-03-3023 minRevenue on the Rocks
Revenue on the RocksHow marketing + sales can help combat churnIn Episode 3 we discuss ways sales and marketing can work with customer success to reduce churn and increase customer satisfaction.  Specifically, we cover: 1) Why there is tension between sales and customer success 2) How a misaligned ICP contributes to that tension 3) Is marketing or sales ultimately responsible for filtering out bad quality leads 4) How to use churn data and an open line of communication to help hone in on your ICP 5) Tips on how sales and marketing can improve customer satisfaction once the customer is onboard I...
2023-03-1624 minForwardSlash
ForwardSlashHow Interactive Demos Help B2B SaaS Companies Navigate 2023 w/ Natalie Marcotullio of NavatticIn this episode, we talk interactive demos with Natalie Marcotullio, Head of Growth & Operations at Navattic, and how they're perfectly positioned to help B2B SaaS companies navigate the economic realities of 2023. Let's get into it.
2023-03-1528 minRevenue on the Rocks
Revenue on the RocksWhy we put pricing on our websiteIn Episode 2 we discuss our journey of putting pricing on the Navattic website, how we aligned on this decision, and the results we've seen so far. Specifically, we cover: 1) Why sales and leadership teams are typically scared of transparent pricing 2) What was our internal tipping point to move to public-facing pricing 3) How GTM teams benefit from public pricing 4) How our sales cycle has changed from public pricing 5) Tips on how to discuss pricing with your sales and leadership team I drink another Cabernet Sauvignon 🍷 and Ben...
2023-03-0226 minDemand by Omni Lab
Demand by Omni LabEp 23: The Content & Channels B2B SaaS Companies Should Focus on in 2023 with Natalie Marcotullio @ NavatticThe market is flooded with different options to advertise your product/service. How does your company determine which channels to focus on when it comes to advertising and creating brand awareness? What’s the best way to show people your product is the right product for them? On this episode of The Demand Podcast, Jonathan Bland, the Co-Founder of Omni Lab, is joined by Natalie Marcotullio, Head of Growth and Operations at Navattic – she shares three channels she is NOT investing in for 2023 and discusses how using product tours can reduce friction in the sales process. 
2023-02-2441 minRevenue on the Rocks
Revenue on the RocksSales + marketing alignmentIn our first episode, we chat about why we made this podcast, why sales and marketing don't typically get along, and ways to improve the relationship. Specifically, we cover: 1) Personality differences between sales and marketing 2) How to better understand and connect with your GTM counterpart 3) What to look for in a sales or marketing leadership hire 4) Why you need to trust your GTM leader 5) Tips on how we improved our sales and marketing relationship I drink a glass of red wine 🍷 and Ben drinks a Bud...
2023-02-1525 minBuilding With Buyers: Startup Marketing and Growth Fueled By Customers
Building With Buyers: Startup Marketing and Growth Fueled By Customers139 - To Be The Company That Seems To Be Everywhere You Need To Eliminate The Funnel Mindset (Natalie Marcotullio, Head of Growth & Ops at Navattic)Natalie Marcotullio is Head of Growth and Ops at Navattic. I’ve been working with Natalie and the Navattic team for 4+ months now as a Marketing Advisor so I personally have seen some of the creative work they’re putting out, and especially as an early stage B2B startup! Prior, Natalie held various roles including Marketing Director and Chief of Staff at Map My Customers (a Series A SaaS). Navattic was founded in 2020 and is based out of NYC. They've raised $5.4M funding (Seed). Navattic helps you instantly create interactive product demos. Customers include Mixpanel, Google Clou...
2023-02-1326 minParis Talks Marketing
Paris Talks MarketingSupercharge Your PLG Strategy with Interactive Demos with Natalie Marcotullio of Navattic Natalie Marcotullio is the Head of Growth and Operations at Navattic. She focuses on helping SaaS companies give their prospects a better buying experience. She has a background in SEO and digital marketing for B2B sales and marketing SaaS. Over the years, her focus has shifted to full-funnel marketing, GTM strategy, and improving the digital buyer experience.Join us to learn the different ways and methods you can incorporate product-led content. Discover how to increase the quality of your conversions with interactive product demos.And don’t forget to subscribe on y...
2023-02-0937 minPersuasion Lab
Persuasion LabHow to take a buyer-first approach to sales with Natalie MarcotullioNatalie is a marketing professional who helps B2B companies give their prospects a better buying experience. She has held various Directorship roles, including Chief of Staff. She is currently the Head of Growth & Operations for Navattic, which helps companies create interactive product demos to enhance the buyer experience. In this episode, we discuss how you can use interactive demos on your website to pre-qualify a buyer and increase your conversion rates, plus how to cut your sales cycle in half by having a buyer-led approach. You can connect with Natalie at: https://www.linkedin...
2023-01-1741 minSaaS District
SaaS DistrictUsing Interactive Product Demos As Your PLG Motion with Natalie Marcotullio #194Natalie Marcotullio is a Head of Growth and Operations at Navattic, a company that empowers prospects to get hands-on with a product earlier through no-code interactive demos and helping SaaS companies give their prospects a better buying experience. More than 200 go-to-market teams use Navattic across the funnel, from first touch in outbound campaigns, to website product demos and post-demo leave behinds.Natalie has a background in SEO and digital marketing for B2B sales and marketing SaaS. Now she focuses on full-funnel marketing, GTM strategy, and improving the digital buyer experience.In...
2022-11-1823 minThe Marketing Stir
The Marketing StirNatalie Marcotullio (Navattic) - Connect as PeopleAjay and Vincent chat with Natalie Marcotullio, the Head of Growth and Operations at Navattic. She talks about how gaining leads via word of mouth is a good early sign of a company taking off, and how SEO is a big part of their marketing strategy. Ajay hosts a panel at AdWeek, and Vincent is ready to host the Silver Apple Awards on November 10th
2022-11-0827 minMarTech Podcast ™ // Marketing + Technology = Business Growth
MarTech Podcast ™ // Marketing + Technology = Business GrowthShifting the Customer Journey to Be Buyer First -- Natalie Marcotullio // NavatticNatalie Marcotullio, Head of Growth at Navattic, talks about product-led go-to-market and why you should care about it. The B2C marketing cycle is all about getting referrals and B2B marketers are jumping that train. As a result, we’ve seen a major shift towards B2B marketers using interactive demos and product-led content so that people can buy the way that they want to buy. Today, Natalie discusses shifting your customer's journey to being buyer-first. Show NotesConnect With: Natalie Marcotullio: Website // LinkedInThe MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn //  TwitterSee Privacy Policy at...
2022-11-0410 minMarTech Podcast ™ // Marketing + Technology = Business Growth
MarTech Podcast ™ // Marketing + Technology = Business GrowthShifting the Customer Journey to Be Buyer First -- Natalie Marcotullio // NavatticNatalie Marcotullio, Head of Growth at Navattic, talks about product-led go-to-market and why you should care about it. The B2C marketing cycle is all about getting referrals and B2B marketers are jumping that train. As a result, we’ve seen a major shift towards B2B marketers using interactive demos and product-led content so that people can buy the way that they want to buy. Today, Natalie discusses shifting your customer's journey to being buyer-first. Show NotesConnect With: Natalie Marcotullio: Website // LinkedInThe MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn //  TwitterSee Privacy Policy at...
2022-11-0410 minMarTech Podcast ™ // Marketing + Technology = Business Growth
MarTech Podcast ™ // Marketing + Technology = Business GrowthHow to Go Product-Led in 7 Days -- Natalie Marcotullio // NavatticNatalie Marcotullio, Head of Growth at Navattic, talks about product-led go-to-market and why you should care about it. More and more prospects are doing research independently before entering the buying journey. As a result, marketers have been offering more interactive demos on their websites in an effort to showcase their software’s experience to prospects without having to set up a free trial or talk to a sales rep. Today, Natalie discusses how to go product-led in seven days. Show NotesConnect With: Natalie Marcotullio: Website // LinkedInThe MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn //  TwitterSee Privacy Pol...
2022-11-0315 minMarTech Podcast ™ // Marketing + Technology = Business Growth
MarTech Podcast ™ // Marketing + Technology = Business GrowthHow to Go Product-Led in 7 Days -- Natalie Marcotullio // NavatticNatalie Marcotullio, Head of Growth at Navattic, talks about product-led go-to-market and why you should care about it. More and more prospects are doing research independently before entering the buying journey. As a result, marketers have been offering more interactive demos on their websites in an effort to showcase their software’s experience to prospects without having to set up a free trial or talk to a sales rep. Today, Natalie discusses how to go product-led in seven days. Show NotesConnect With: Natalie Marcotullio: Website // LinkedInThe MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn //  TwitterSee Privacy Pol...
2022-11-0315 minBehind The Experience
Behind The ExperienceNavattic’s interactive product demo ft. Natalie MarcotullioHave you heard of an interactive product demo? Where you can have a walkthrough experience and try out products before signing up for the real thing. If you’re not ready to commit to putting your credit card details for a "freemium feature," product demos are a great way to test out whether or not the product fits you and your needs, with no risk involved.Quotes from this episode"The fact that people who have seen an interactive product demo already have an idea of what the product does before going into that first ca...
2022-08-3027 minWilliam & Mary Entrepreneurial Thinkers
William & Mary Entrepreneurial ThinkersOpportunity Discovery: Navattic's Neil McLeanTo kick off season 3, we welcome Neil McLean of Navattic! Neil discusses his entrepreneurial journey as it relates to Opportunity Discovery, which is "seeing opportunities where others do not."On the William & Mary Entrepreneurial Thinkers podcast from the Miller Entrepreneurship Center, we believe that Entrepreneurial Thinking isn’t just for start ups, but it’s a mindset and a learnable set of skills that can be leveraged by anyone, anywhere. To check in, fill out the podcast questions here: https://millerec.typeform.com/to/I00xRYIA?typeform-source=www.google.com
2021-10-1516 min