What actually separates a partner program from a partner ecosystem? Why does discovery now happen inside an LLM instead of a review site? And why do referral programs get so much credit for revenue they're not actually driving?Bryn Jones, co-founder of PartnerStack, breaks down how partnerships evolved from channel deals into full ecosystem orchestration, and why the companies winning at it treat every partner like part of the team. He shares the two questions that decide which partner types fit your business, why alignment with your executive team matters more than headcount, and the exact way to go from zero partners to a program that scales.Bryn also gets into the 80/20 rule of activated partners, why software attribution is getting harder instead of easier, and the rookie mistake that ends new partner managers' careers by day 50.Jump into the action: (00:00) Bryn on why partners who feel like part of your team will drive revenue for you (00:29) Mark and Natalie catch up from Maine and New York City (04:00) The mom-and-pop SaaS debate and what it means for mid-market software (10:30) Meet Bryn Jones, co-founder of PartnerStack (14:25) Why "partner program" and "partner ecosystem" aren't the same thing (21:20) The two factors that decide which partner types fit your business (25:16) How many partners you actually need to start (it's not 50) (29:34) Why software-based attribution is getting harder, not easier (35:03) Why refer-a-friend programs are a source of learning, not revenue (38:53) Using customers as a source of partner references (40:12) Tactical tips for starting outbound partner recruitment (41:49) The rookie mistake that gets new partner managers fired by day 50Connect with Bryn Jones: https://www.linkedin.com/in/bryn-jones/Check out PartnerStack: https://www.partnerstack.com/Read The Mom-and-Pop SaaS era has arrived by Elena Verna: https://www.elenaverna.com/p/the-mom-and-pop-saas-era-has-arrivedProduced in partnership with Share Your Genius: https://shareyourgenius.com/

What happens when your GTM team grows fast but your operating model doesn't keep up? Who owns the funnel when marketing, sales, product, and CS are all pulling in different directions? And why does expansion revenue keep getting treated like an afterthought?Greg Leach, GM & Product-Led SaaS Operator at 7shifts, has built a cross-functional pod structure that puts a single-threaded owner over every stage of the funnel. He breaks down exactly how it works, from new business to expansion, and why org design and operational rigor might be the most underrated competitive advantages at the scale-up stage.Greg also shares how PLG drives the majority of 7shifts' expansion revenue, why the first 30 days with a customer should never involve a sales pitch, and how to think about fit, intent, and revenue potential as a framework for knowing when to sell and when to nurture.Jump into the action:(00:00) How 7shifts structures GTM accountability across the entire funnel(02:15) Why only 15–20% of people use AI daily(05:08) Comparing AI to the Industrial Revolution misses the point(09:42) Why most things being called "agents" are really just workflows(13:11) How Greg Leach went from growth PM to owning expansion revenue at 7shifts(15:31) Why expansion revenue gets neglected and who should actually own it(17:39) How single-threaded pod ownership eliminates GTM finger-pointing(22:00) Why optimizing for lead quality beats optimizing for lead volume(25:20) How 7shifts divides its GTM motion across three distinct pods(27:22) The first 30 days post-conversion should focus on activation, not selling(29:00) How 7shifts uses fit, intent, and revenue potential to prioritize expansion accounts(36:46) How feature paywalls and plan trials power self-serve expansion(46:14) The reason why org design and operational rigor matter more as you scaleConnect with Greg Leach: https://www.linkedin.com/in/greg-leach-87234128/ Learn more about 7shifts: https://www.linkedin.com/company/7shifts/Read the full article, Am I An Agent?: https://adventuresinclaude.ai/posts/am-i-an-agent/Watch The most rational take on AI you’ll hear this year with Lenny Rachitsky:  https://www.youtube.com/watch?v=BD3vLtWhT5AProduced in partnership with Share Your Genius: https://shareyourgenius.com/

Why do so many B2B homepages look identical? Why does showing your product add 19% to conversion rates, and why is almost nobody doing it? And what does getting people to show up to a dinner have in common with getting people to click your CTA?Sahil Patel, founder of Spiralyze and host of CRO Crimes, makes the case that brand and conversion aren't opposites — they're flip sides of the same coin. He walks through the most common, most fixable mistakes B2B marketers make on their websites, why animation almost always cannibalizes your primary CTA, and the dead-simple one-second test that can settle a homepage debate faster than any internal deck.Sahil also shares what he learned building Above the Fold, his first conference, including why you should draft off five other people's events before you ever try to throw your own.Jump into the action:(00:00) AI-powered on everything? Only if it actually works (00:30) Would you run this: prospect dinners in the age of event saturation (03:10) The real show rate math and why you need to invite way more people than you think (04:25) Why conference co-located dinners only work with a 1:1 sales motion (11:06) Meet Sahil Patel, founder of Spiralyze and host of CRO Crimes (13:37) Event drafting: how Sahil built Above the Fold next door to Spring (15:37) Good events are back but "if you build it, they will come" is over (19:33) Why a CRO agency invested in brand, events, and community (23:16) Brand vs. conversion: diametrically opposed or flip sides of the same coin? (25:35) Mark's live A/B test question: monthly vs. annual pricing on the pricing page (30:29) The #1 CRO mistake: not showing the product (and it adds 19% conversion) (38:31) The one-second test and the competitor headline swap (41:34) How AI and customer voice can actually win the internal headline fight (46:00) Why everyone should be using Winter to get ICP feedback on their copy (47:40) Let the customer quotes do the work in the roomConnect with Sahil Patel: https://www.linkedin.com/in/sahilpatel/Check out Spiralyze: https://spiralyze.com/Check out CRO Crimes: https://www.youtube.com/@CROCrimesProduced in partnership with Share Your Genius: https://shareyourgenius.com/

What happens when you skip the "why" and go straight to the build? What does AI fatigue actually feel like from inside a product team? And why does the best user onboarding still start with a human conversation, not a vibe-coded prototype?Ramli John, founder of DelightPath and author of Eureka, pushes back on the ship-it-and-see mindset sweeping through B2B. He explains why reducing time-to-value too aggressively can wreck week-one retention, how friction is actually necessary for learning, and why the teams winning with AI right now are the ones going deep on one thing, not wide on twenty.Ramli also shares a first look at his upcoming book, Delightful Intelligence, and why the principles behind great onboarding haven't changed just because there's a chat box on the screen.Jump into the action:(00:00) Why AI acts like an eager intern who agrees with everything(02:37) Pew Research: More US adults concerned about AI than excited (04:16) AI fatigue is real—news cycles, layoffs, and broken efficiency promises(08:27) The shortcut mindset AI is creating inside teams(12:24) What the best AI models look like (17:10) Meet Ramli John, founder of DelightPath(19:59) Why great onboarding in the AI era still starts with core principles(25:32) The EUREKA framework: a cross-functional approach to onboarding(30:12) Why friction is not the enemy in user onboarding(35:00) Chat interfaces vs. MCPs: What actually reduces onboarding friction(40:44) The blank page problem and why "it can do anything" is terrible UX(43:32) How many product updates can your users actually absorb?(45:49) The right way to roll out a navigation change(49:45) Why human conversations matter more than ever in a vibe-coded world(52:16) Why Claude is beating OpenAI by playing the long gameConnect with Ramli John: https://www.linkedin.com/in/ramlijohn/Check out DelightPath: https://delightpath.com/Get Eureka: The Product Onboarding Playbook for High-Growth B2B Companies: https://www.damngravity.com/products/eureka-by-ramli-john Produced in partnership with Share Your Genius: https://shareyourgenius.com/Resources:Key findings about how Americans view AI: https://www.pewresearch.org/short-reads/2026/03/12/key-findings-about-how-americans-view-artificial-intelligence/The 2026 AI Index Report: https://hai.stanford.edu/ai-index/2026-ai-index-report

How do you align your pricing strategy with customer needs while balancing complexity and simplicity? What’s the secret to designing pricing models that not only appeal to customers but also drive business growth? And how do you integrate the unique challenges of AI-driven products into your pricing structure?Roee Hartuv, founder of Willingness to Pay, uncovers the truth about pricing and packaging in today’s rapidly evolving tech landscape. Roee explains why the old “good, better, best” model may no longer cut it and how the Jobs-to-Be-Done framework offers a more customer-centric approach. He goes into how businesses can transition to more dynamic pricing models, including credit and usage-based strategies, to meet the growing demands of AI-powered solutions.He discusses real-world examples from his work with SaaS and AI-driven companies, offering practical insights on how to keep margins healthy without sacrificing value or transparency. Roee gives us a look at how AI integration is reshaping the pricing landscape and why businesses need to rethink traditional models to avoid margin erosion.Jump into the action:(00:00) Why pricing models are more than just numbers(03:09) AI products need a new pricing strategy(14:37) What Jobs to Be Done reveals about pricing and value(15:22) The "good, better, best" model isn't enough anymore(22:39) Should AI-driven businesses always adopt value-based pricing?(23:33) How AI pricing examples are shaping future business models(24:58) How AI is challenging traditional pricing models(34:46) Pricing for enterprise and smaller customers without sacrificing simplicity(37:27) The importance of transparency in pricing(39:38) Why customer journeys are key to the right pricing structure(43:46) Roee's tips on testing and refining your pricing modelsConnect with Roee Hartuv: https://www.linkedin.com/in/roeehartuv/ Check out: https://www.willingnesstopay.com/ Produced in partnership with Share Your Genius: https://shareyourgenius.com/

How do you build messaging that actually sticks across every team that touches it? How do you know when an "insight" is genuinely worth acting on and when it's just a pattern dressed up in a fancy word? What does it take to teach AI to think like you, not just write like a version of you?Mojo Founder Eric Holland and Messaging Whisperer Anna Furmanov reveal what's really broken about how B2B companies develop and distribute their messaging. They dig into why most customer research is pulled from the most biased data available and how to document your decision-making, not just your knowledge, so AI can actually replicate your judgment. They also provide answers to why chasing every new AI workflow is making most marketers worse, not faster. Eric and Anna challenge the idea that volume of insights equals quality of insights, arguing that a single finding that changes how your whole company goes to market is worth more than a hundred tagged Gong quotes.Jump into the action:(00:00) Why B2B research should make you emotional about a lip balm(00:35) What CMOs are actually talking about at conferences right now(04:40) How shame and fear became the default AI adoption strategy(08:41) The difference between AI-exhausted and AI-excited teams(12:44) Four Tendencies and what it means for AI adoption(16:31) Why B2B messaging is broken even at well-funded startups(19:14) What separates Mojo from just pointing Claude at your Notion(27:26) What good writing actually feels like and whether AI can get there(32:17) The solar plexus test and how to know when your copy is working(34:05) Why nuance and emotion are the real gap in AI writing(39:27) Why most insight tools are just pattern-matching machines(44:19) How to check if your researcher is actually any good(47:30) The danger of everyone using the same tools to find the same answers(50:01) What B2B marketing gets wrong that B2C figured out long ago(53:21) Go deep on one thing for a quarter(55:22) Why you should only build what you already know coldConnect with Eric Holland: https://www.linkedin.com/in/eric-holland-not-a-marketer/ Connect with Anna Furmanov: https://www.linkedin.com/in/annafurmanov/ Check out: https://mojopmm.com/ Produced in partnership with Share Your Genius: https://shareyourgenius.com/

How do you create lasting customer loyalty in a world dominated by AI and rapid change?What’s the real key to driving growth without relying on vanity metrics like NPS and adoption?What if your customer success strategy was more than just numbers? Keith Frankel, CEO of Totango, shares his bold approach to customer success and growth. He explains why traditional metrics fall short and reveals how businesses can shift from product-driven to customer-led growth. Keith delves into the concept of value-driven alignment and discusses how AI is shaping the future of customer success. The conversation also tackles a broader shift in SaaS: if AI makes product features easy to replicate, companies will need new ways to stand out. Keith believes the answer isn’t product; it’s culture and operating DNA.Jump into the action:(00:00) Intro(01:56) Why investing in building a customer community matters(04:38) Effective strategies for creating a thriving community in your business(06:10) How to "prime" your customers to take action(08:32) Shifting focus from vanity metrics like NPS to real customer ROI(12:01) Leveraging AI-driven predictive models to understand customer outcomes(16:16) Why value discovery before the sale is a must for long-term success(19:01) Rethink the over-reliance on NPS, focus on true customer value instead(28:44) Totango’s shift to focus on customer value as the North Star(39:07) Embracing a framework for sustainable business success(45:36) How historical figures can shape modern strategiesConnect with Keith Frankel: https://www.linkedin.com/in/keithfrankel/ Totango by Keith Frankel: https://www.totango.com/ Produced in partnership with Share Your Genius: https://shareyourgenius.com/

How do you create B2B content that actually drives results across markets and teams? How can AI speed up content creation without stripping out the human side of marketing? What do the best marketers know about the overlap between content, product marketing, and SEO?Camille Trent, Content Marketing Lead at Auror, breaks down what it takes to build stronger B2B content in an AI-shaped world. She shares how marketers can turn transcripts, customer conversations, and internal knowledge into better campaigns, why long-form content still works when it’s sharp and well edited, and how content, product marketing, and SEO are becoming more connected than ever. Camille also digs into the balance between creativity and brand fit, arguing that great content starts with knowing your audience and creating something worth their time.Jump into the action:(00:00) How to think about YouTube Shorts for B2B marketing(05:34) What agent-ready content could mean for the future of search(08:37) Why human, thoughtful content will stand out more in the AI era(11:53) How Camille approaches content across global markets(13:32) The real difference between regional messaging and simple localization(17:00) Where AI actually helps in the content creation process(19:20) How to turn transcripts and interviews into campaign gold(22:53) Why content marketing and product marketing are blending together(30:07) Should SEO sit inside product, content, or product marketing?(33:47) Does long-form content still work in B2B?(35:22) How great marketers mine raw content for stories, sales, and product insight(36:12) Why documentation may be the next big content unlock(40:43) What content depth can tell you about buyer intent(43:17) Why the best B2B content starts with a bullseye audience(44:27) Camille’s rule for creativity: hire specialists that fit your brandConnect with Camille Trent: https://www.linkedin.com/in/camillehansentrent/ Check out: https://www.auror.co/ Produced in partnership with Share Your Genius: https://shareyourgenius.com/

How can you leverage buyer psychology to drive product-led growth?What’s the real key to converting users into loyal customers?How do you solve the complexity of product growth for diverse teams?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, offering strategies that help teams drive conversions and scale effectively.Jump into the action:(00:00) Opening insights on the power of product-led growth(01:20) The role of buyer psychology in driving conversions(04:10) Understanding the unique challenges of product-led growth(07:15) Why one-size-fits-all strategies don’t work for PLG(10:35) The importance of aligning product features with user needs(13:00) How to simplify complex problems for scalable growth(15:40) The secret to turning user insights into actionable growth strategies(18:30) Overcoming common hurdles in product-led growth implementation(22:00) The role of data and feedback in refining product growth strategies(24:30) Why talking to your users is crucial for product success(27:40) How to scale product growth with the right team and mindset(31:10) Creating a seamless user experience for better conversion rates(33:40) The future of product-led growth and its evolution in the market(37:10) Key takeaways from Anastasia’s product growth philosophyConnect with Anastasia Kudrow: https://www.linkedin.com/in/anastasia-kudrow/ Ghosted Newsletter by Anastasia: https://www.ghosted.club/ Produced in partnership with Share Your Genius: https://shareyourgenius.com/

How can partnerships fuel growth without high costs?What’s the real secret to building successful go-to-market strategies?Is the future of business led by ecosystem-driven growth?In this episode of GTM News Desk, Sean Adams, the mastermind behind iorad’s partner-led growth strategy, shares the power of strategic partnerships and how they drive sustainable revenue. Sean also talks about his experience navigating the challenges of enabling partners, managing post-sale success, and creating a workflow that supports long-term growth.Jump into the action:(00:00) Breaking News on GTM News Desk(01:15) Setting the stage: The power of partner-led growth(04:30) How partnerships can drive revenue with zero CAC(07:10) The importance of understanding your customer’s workflow(10:20) Building strategic, long-term partnerships that scale(13:05) Overcoming the challenges of post-sale partnerships(15:45) How to enable partners for success in your go-to-market strategy(19:00) The secret to maintaining alignment between partners and your business(22:15) Scaling business growth through ecosystem-led partnerships(25:30) Navigating the complexities of partner relationship management(28:00) How to drive revenue indirectly through partnerships(31:10) Lessons learned from partnering with the right technology platforms(34:15) Building trust and credibility with your partners(37:45) Productivity per partner: What does success look like?(40:10) The future of partnerships in B2B growth strategiesConnect with Sean Adams: https://www.linkedin.com/in/sean-adams-sales/Produced in partnership with Share Your Genius: https://shareyourgenius.com/