The Force & Friction Podcast
The Force & Friction Podcast, your go-to show for the latest GTM, RevOps, AI and Partnership Strategies, Discussions & Interviews
Episodes
86 episodes
Forged in Recession: The Unconventional Playbook for Agency Survival & Growth | Jon Tsourakis S7:E1
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're talking to a true serial entrepreneur who was fired by his father, starte...
The Ecosystem Engine: How to Turn Partnerships Into Your Fastest Growth Channel | Juhi Saha S7:E2
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're talking about ecosystem-led growth and how to transform partnerships into ...
Scaling Human Connection: How Tech Enables Better EA Relationships | Paige McPheely S5:E12
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, partnerships, leadership, and specifically SaaS growth. Today, we're exploring how to scale human connection in a tech-driven world and redefi...
GTM Engineering Revolution: Micro-Relevance Over Mass Personalization | Michael Saruggia S6:E2
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're diving deep into the rise of GTM engineering and how AI is transforming revenue ops wi...
Sales Training is Dead: How One CEO Disrupted Her $10M Business to Build an AI-Native Revenue Engine | Laura Keith S6:E3
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're exploring the death of traditional sales training and the rise of AI-native sales perf...
From Diplomat to CCO: Mastering International GTM Expansion | Andrea Maurieres S6:E4
Welcome to Season 6 of the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're exploring international market expansion and building revenue teams across...
Revenue Architecture: Engineering Growth with the Mathematical Model | Derek Sather S6:E5
Welcome back to our Revenue Architecture series on the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we have an exceptionally special ...
SPICED Secrets: How Marketing Ops Masters Revenue Architecture | David Howard S6:E6
Welcome to another episode in our Revenue Architecture series on the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're diving deep i...
How One Founder Built the GTM Movement That Changed Everything | Jared Robin S6:E7
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're diving deep into community-led growth and movement building with Jared Robin, the co-f...
APAC CSM of the Year Reveals: How to Fix the Sales-CS Handoff That's Killing Your Growth | S6: E8 - Lorenzo Serva
In this episode of the Force & Friction podcast, we're joined by Lorenzo Serva, Senior Manager of Customer Success at Dynatrace and recognised as the APAC CSM of the Year. With over a decade of experience leading CS teams across Australia, ...
The GTM Doctor's Diagnosis: Why Your Strategy is Perfect But Your Execution is Killing You | Dinuka Wijesinghe | S6 E9
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're joined by Dinuka Wijesinghe, the GTM Doctor and founder of Serendum Strategies. ...
How Compound Learning Beats Linear Career Planning | James Hornick | S6 E10
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we are joined by James Hornick, former Chief Growth Officer at HireWell, quantit...
The First 4 Seconds: How Charisma Kills the Value Disconnect | Bruce Scheer | S6 E11
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're joined by Bruce Scheer, co-founder of ValuePros.io...
The Agency Revenue Architect: How SaaS GTM Principles Transform B2B Services | Kerry Curran S6:E12
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and especially in and around the SaaS growth models.Today we continue our Revenue Architecture series ...
Human Brands Win: The Anti-Playbook for Growth in an AI World | Lindsay Tjepkema S6:E13
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we are joined by Lindsay Tjepkema, founder of Human B...
The Human Stack: Why AI Can't Replace Imagination in B2B Brand Building | Shawn Perritt S6:E14
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS growth. Today, we're cutting through the noise on brand trust in the AI era and getting straigh...
Revenue Architecture: Unlocking Scalable Growth with the Operating Model | Charlie Moss | S5 E1
The Real Job of the Operating ModelThe Operating Model’s job is to transform your GTM efforts from a collection of chaotic, incompatible parts into a unified, efficient Revenue Factory. It defines:How to connect ...
The Authenticity Engine: How Founder-Led Content on LinkedIn Drives Growth | Jared Gibson | S5 E2
Here are the core areas we discuss in today's episode:1: The Shift to Personal Brands: Why Buyers Trust People, Not LogosJared explains that the biggest change in marketing is the move away from faceless corporate collatera...
Fearless Clarity: Breaking Down Complex Leadership Into Simple, Executable Steps | Mike Simmons | S5:E3
Here are the core areas we discuss in today's episode:1: The Root Problem: Why Leaders Get Stuck in Their Own WayMike opens by addressing the fundamental challenge that plagues most leaders: ego and loyalty. These aren't ch...
Revenue Architecture: How Customer Success Masters the Right Side of the Bowtie with SPICED | De'Edra Williams | S5 E4
1: SPICED Beyond Sales: The Customer Success Framework for Understanding NeedsDe'Edra opens by redefining SPICED as more than just a sales methodology, it's a comprehensive framework for understanding customer needs throughout the...
Selling with Precision: How SPICED Transforms Sales, Ops & Customer Success | Graeme Pitches | S5 E5
Here are the core areas we discuss in today's episode:1: The Foundation: Why "How You Sell" Matters More Than EverGraeme opens with a powerful story that illustrates why sales approach can make or break even the most obviou...
Lean GTM in Action: Cutting the Friction, Scaling Revenue | Rutger Katz | S5 E6
1: The Lean Revenue Factory: From Toyota to GTMRutger opens by explaining how lean methodology, originally developed by Toyota for manufacturing efficiency, applies directly to modern GTM operations. He sees the entire customer jo...
Death of the Hour-Long QBR: The 15-Minute Method That Actually Drives Renewals | Andrea Bumstead | S5 E7
Here are the core areas we discuss in today's episode:1: The Rock Bottom Revelation: From Rejection to RevenueAndrea opens with the powerful story of how repeated rejections led to her breakthrough business model. After bei...
Revenue Architecture: Why Math is the Business - Mastering the Mathematics Model for SaaS Growth | Gaz Evans | S5 E8
Here are the core areas we discuss in today's episode:1: The Math Foundation: Why Numbers Drive EverythingGaz opens with a fundamental truth that challenges the growth-at-all-costs mentality that has dominated SaaS for year...
The Hidden 10%: Why 95% of SaaS Companies Are Leaving Money on the Table | Krzysztof Szyszkiewicz | S5 E9
Here are the core areas we discuss in today's episode:1: The Discount Epidemic: Your First Revenue LeakKrzysztof opens by revealing the most common way companies hemorrhage revenue without realizing it, discount management ...