Across the Funnel

In this episode of Across The Funnel , Adil Saleh sits down with Elise Miller , VP of Customer Experience at Daloopa , to explore how customer success changes when the product is a financial data layer feeding AI agents. Elise explains why hyperlinking every data point to its source document builds trust with skeptical analysts. She also covers why CS must act as consultants for users at very diff...

In this episode of Across The Funnel , Adil Saleh sits down with Emeric Ernoult , Founder of Agorapulse , to explore why social media remains the hardest channel to win but the only one where an audience compounds. Emeric traces the shift from broadcast media to hyper-targeted social platforms and argues visibility plus engagement are the only two numbers worth tracking. He unpacks Archie, Agorapu...

In this episode of Across The Funnel , Adil Saleh sits down with Mackenzie Smith , SVP of Customer Value at Backstory (formerly People.ai ), to explore how AI is reshaping the post-sales operating model inside enterprise revenue teams. Mackenzie breaks down Backstory's shift from a license-based tool to a consumption-based platform, and how her team uses their own product internally to stay cl...

In this episode of Across The Funnel , Adil Saleh sits down with David Karp , SVP of Customer Success at Billtrust , to explore how customer success teams can use better customer context, structured data, and AI to operate across larger books of business. David explains why measurable customer value starts with understanding the specific problems of each segment, and why Billtrust keeps renewals w...

In this episode of Across The Funnel , Adil Saleh sits down with Mathias Biilmann , CEO and co-founder of Netlify, to explore why domain experts, not professional developers, are on track to build most of the software that matters over the next few years. He traces Netlify's addressable market shift from 17 million professional front-end developers to a base measured in the billions, and expla...

In this episode of Across The Funnel, Adil Saleh sits down with Andrew Loomis , VP of Customer Success at Sisense , to explore how customer success leaders can rethink post-sales execution in an AI-shaped market. Andrew shares why CS teams need to move beyond cadence-based motions and focus more sharply on customer outcomes, predictive health scoring, onboarding risk, and multi-stakeholder alignme...

In this episode of Across The Funnel, Adil Saleh sits down with Fahad Aziz , Founder & CEO of PuppyDog , to explore why product marketing is becoming one of the most important functions in SaaS growth. Fahad shares lessons from building and exiting Caremerge, explains why customer discovery still matters even in the AI era, and breaks down how faster product releases are forcing teams to rethi...

In this episode of Across The Funnel, Adil Saleh sits down with Jeppe Schytte-Hansen , CEO and Co-founder of Omnidocs , to explore how enterprise documet automation is changing in the AI era, why complex industries like legal, recruitment, financial services, and public sector need deep workflow context, and how teams should think about AI pricing, customer success, implementation, and adoption wh...

In this episode of Across The Funnel, Adil Saleh sits down with Sara Wyman , Founder & CEO at Stackpack , to explore how vendor management is changing as companies deal with AI spend, tool sprawl, renewal pressure, and the need for clearer ROI. Sara explains why finance teams are often the first wedge into an account, how Stackpack helps customers get fast visibility into contracts and spend,...

In this episode of Across The Funnel, Adil Saleh sits down with Paige Tyrrell , Chief Growth Officer at Prefixbox , to explore how AI is reshaping e-commerce product discovery, why AI is not a substitute for broken go-to-market fundamentals, and what it really takes to make AI useful in sales and post-sales. They unpack the flood of AI tools hitting the market, the pressure on SaaS teams to drive...

In this episode of Across The Funnel, Adil Saleh sits down with Kelly McGuire , then VP of Customer Success at Everstage , to explore how revenue teams can turn commission management into better seller visibility, tighter operational discipline, and clearer board-level answers on what growth actually costs; Kelly explains why strong customer success starts before the handoff, why post-sales teams...

In this episode of Across The Funnel, Ioanna Onasi sits down with Julie Barberio , VP of Client Solutions at Sequence Inc. , to explore how a 25-year marketing career, spanning McDonald's corporate PR to life sciences consulting, shapes a modern approach to client intelligence, trust-based selling, and brand loyalty. Their conversation covers relationship-driven sales in close-knit industries,...

In this episode of Across The Funnel, Adil Saleh and Ioanna Mantzouridou Onasi sit down with Zac Blakely , Co-Founder at Foundations , to explore what actually makes modern Go-To-Market teams work: not just better tools, but better judgment, better coaching, and better use of data. Zac shares how his path from door-to-door sales to building sales engines for scaling tech companies shaped his view...

In this episode of Across The Funnel, Ioanna Onasi sits down with Boris Cho , VP, Growth at ChangeMakers , to explore how trust-based growth works in high-stakes consulting, why credibility has to come before pipeline, and how strong discovery shapes better client outcomes. Boris breaks down the difference between transactional selling and consultative growth, explains why referrals, reputation, a...

In this episode of Across The Funnel, Adil Saleh sits down with Sara Archer , Chief Revenue Officer at ChartMogul , to explore how AI is changing revenue operations, why fast experimentation is replacing slower traditional GTM playbooks, and what it takes to balance product focus with expansion pressure in SaaS. Their conversation covers hyper-personalization in account management, retention and e...

In this episode of Across The Funnel, Ioanna Onasi sits down with Cristina De La Cruz , CRO at ISG Partners , to explore what 20 years in talent and recruiting actually teaches you about people, sales, and leadership. Cristina shares her journey from working a full desk in a San Francisco branch to building the entire go-to-market function at ISG Partners, an embedded recruitment firm that operate...

In this episode of Across The Funnel, Adil Saleh sits down with Carl Carell , Co-Founder & CRO of GetAccept , to explore the evolution of AI in B2B sales, the rise and fall of AI SDR hype, and what it truly takes to build an AI-native platform after a decade in the market. Carl shares how GetAccept transitioned from a traditional SaaS product to an AI-native digital sales room, a collaborative...

In this episode of Across The Funnel, Adil Saleh sits down with Laura Burkhauser , CEO of Descript , to explore her unconventional transition from VP of Product to chief executive at a half-billion-dollar company and what that shift reveals about leadership in the AI era. Laura opens up about the stark difference between the fast feedback loops of product management and the long, ambiguous learnin...

In this episode of Across The Funnel, Adil Saleh sits down with Jon Finegold , CEO of Precog , to explore why enterprise AI remains bottlenecked by data readiness and what Go-To-Market leaders can do about it. Jon shares his journey from software engineer to MIT Sloan graduate to scaling Signiant from $5M to $50M ARR before stepping in as CEO at Precog, an AI-native ELT platform that connects SaaS...

In this episode of Across The Funnel, Adil Saleh sits down with Francesca Smedberg , Former VP of Product at Rillion , to explore why modern product teams have to stay tightly connected to revenue outcomes, not just feature delivery. They unpack what “good onboarding” actually means in complex ERP environments, starting with a shared definition of where onboarding begins, which teams own which mom...

In this episode of Across The Funnel, host Adil Saleh sits down with Dean Curtis , CEO of Ingage , to explore how SaaS and GTM teams should think about AI with clear ROI guardrails, why “vibe-coded” prototypes rarely replace core systems without strategy, and how staying ruthlessly specific about your ICP sharpens positioning in noisy categories; Dean breaks down tying every software purchase to a...

In this episode of Across The Funnel, Adil Saleh sits down with Doug Marinaro , Co-Founder and CEO of Riptide , to explore why “customer advocacy” is a distinct AI use case that goes beyond chatbots and task automation. Doug breaks down Riptide’s idea of an always-present AI advocate that can pull context from systems, execute actions, and coordinate real humans and partners in real time to resolv...

In this episode of Across The Funnel, Ioanna Onasi sits down with Colin Wood , VP, US Sales at SG Analytics , to explore what it takes to win and coach complex enterprise deals: why buyers care most about ROI and measurable outcomes, how great sellers find urgency instead of forcing it, and how to run tighter discovery through call prep, clear agendas, and structured qualification (MEDDIC and the...

In this episode of Across The Funnel, Adil Saleh sits down with Chandra DeKeyser , CEO and Co-Founder at Voicera , to explore why transcripts alone can mislead GTM teams by stripping out the emotional signal that often reveals true intent, especially around renewals and deal risk. Chandra breaks down how Voicera approaches “sincerity” as a measurable layer, including the challenge of building a cr...

In this episode of Across The Funnel, Adil Saleh sits down with Omer Gotlieb , Founder and CEO at Salespeak , to explore why AI in GTM still rises or falls on trust, not features, and why the next wave of winners will design around the buyer’s experience instead of stacking more internal tools. Omer unpacks how “intent” has gotten messier as buyers research in ChatGPT as much as they browse websit...