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
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 ...
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Season 7
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Episode 2
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43:13
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...
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Season 7
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Episode 1
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39:56
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...
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Season 6
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Episode 14
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33:59
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...
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Season 6
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Episode 13
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42:26
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 ...
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Season 6
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Episode 12
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50:39
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...
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Season 6
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Episode 11
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46:32
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...
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Season 6
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Episode 10
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40:36
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. ...
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Season 6
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Episode 9
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48:57
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, ...
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Season 6
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Episode 8
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47:40
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...
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Season 6
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Episode 7
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39:35
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...
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Season 6
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Episode 6
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34:11
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 ...
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Season 6
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Episode 5
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45:31
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...
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Season 6
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Episode 4
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36:13
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...
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Season 6
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Episode 3
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36:09
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...
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Season 6
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Episode 2
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46:02
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...
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Season 6
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Episode 1
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43:20
From Stage to Sales: Why Great Salespeople Are Made, Not Born | Brad Parker S5:E11
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, sales, RevOps, AI, and partnerships. Today, we're diving into the art of storytelling in sales and what it takes to survive 25 years of consta...
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Season 5
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Episode 14
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54:00
The Anti-MQL Revolution: How Variable Comp and Revenue Team Alignment Drive 10x Demand Gen Results | Irina Jordan S5:E10
Welcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and especially SaaS growth. Today, we're diving into how to build demand gen that actually drives revenue with Irina...
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Season 5
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Episode 13
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46:20
SaaS Pricing Optimization: The Discounting Challenge | Krzysztof Szyszkiewicz S5:E12
Today, we're tackling "The Discounting Challenge" with Krzysztof Szyszkiewicz, founder of Valueships and one of the world's leading SaaS pricing consultants.This is Part 3 of our comprehensiv...
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Season 5
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Episode 12
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38:52
SaaS Pricing Optimization: The Price Setting Challenge | Krzysztof Szyszkiewicz S5:E11
Today, we're tackling "The Price Setting Challenge" with Krzysztof Szyszkiewicz, founder of Valueships and one of the world's leading SaaS pricing consultants.If you haven't watched
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Season 5
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Episode 11
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36:10
SaaS Pricing Optimization: The Value Challenge | Krzysztof Szyszkiewicz S5:E10
Today, we're tackling "The Value Challenge" with Krzysztof Szyszkiewicz, one of the world's leading SaaS pricing consultants and founder of Valueships.This series addresses one of the most critic...
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Season 5
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Episode 10
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40:11
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 ...
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Season 5
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Episode 9
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1:00:53
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...
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Season 5
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Episode 8
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53:45
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...
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Season 5
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Episode 7
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1:05:37
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...
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Season 5
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Episode 6
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59:02