Grow & Tell

Alex Kracov, founder and CEO of Dock , and Eric Doty, Head of Marketing, pull back the curtain on five years of building Dock's content engine—sharing what worked, what didn't, and how they're thinking about marketing in the age of AI. - Five years in, most startups have tried a dozen marketing channels and have war stories to show for it.  Alex and Eric have stayed deliberate: pick a channel, go...

Joey Wright, Head of Sales at Dock—and former Head of SMB and Mid-Market Sales at Modern Health—joins Alex and Eric to reflect on three years building Dock's sales motion, including how they transitioned away from founder-led sales, 10x'd ACV, and started winning deals against billion-dollar incumbents.

Fiona Simpson, Senior Revenue Enablement Business Partner at Boomi and Founder of ReflectPath, built her career enabling the exact functions she used to work in—CS, presales, and solutions consulting.  Fiona shares how she's now building CS enablement at a $500M company, why most revenue teams only study failure (and what to do instead), the actual best use cases for AI in CS, and how to say no to...

Stacey Justice, VP of GTM Enablement at Gong, breaks down Gong's detect-prescribe-validate enablement flywheel, how AI role play is replacing traditional certifications, and why "enablement" is her least favorite word in the dictionary.

Alex Kracov, Co-founder & CEO of Dock, and Eric Doty, Head of Marketing, break down why sales reps ignore most of the content enablement teams create—and what modern content management actually needs to look like in an AI-driven world.

Jonas Master, VP of Sales Enablement at Rippling, has scaled his team from 5 to 36 people while the sales org grew from 350 to 2,200+ reps across 35 product SKUs—and argues that most enablement teams optimize for the wrong things.  He breaks down Rippling's highly specialized enablement model with 65 distinct onboarding tracks, the time-and-motion study that revealed where sellers waste hours dail...

Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, dig into the current and near-future state of AI in sales enablement—breaking down what's actually working, why data infrastructure matters more than buying new tools, and how to think about AI-powered selling as the space evolves.

Sheevaun Thatcher, VP Revenue Enablement at Demandbase—who previously built a 162-person enablement team at RingCentral during a $300M to $2B revenue run—shares her "Responsible To, Not For" philosophy that transformed how enablement partners with sales leadership, her Five Questions framework for ruthless prioritization, and why the biggest enablement failure isn't bad training but managers who d...

Justin Driesse, Director of Sales Enablement at Legora, drove $105M+ in pipeline as the architect of Slack AI's global enablement strategy before building AI-native programs at Writer and now the $1.8B legal AI startup.  He shares why enablement needs to get out of the content business, how two Notion-based AI agents generated 300 account plans in nine business days for his sales team, and what "s...

Ryan Vanshur, VP of GTM Intelligence & AI Solutions at Handle, spent 10 years co-founding CourseKey—growing it to 200+ career college customers, 99% retention, and a private equity exit—and now brings that founder-operator DNA to construction FinTech, where he's built one of the most AI-forward enablement programs in B2B SaaS—covering 90-day vertical immersion curricula, AI-powered deal coachi...

Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, walk through the full anatomy of a product launch at Dock—from roadmap planning and messaging development to sales training, soft launches, and marketing tactics.

Morgan Kassel, Senior GTM Enablement Manager at Vanta, has been part of building enablement from the ground up at a $4B+ unicorn.  She shares how the program scaled from two people to 13, the "Sports Center Top 10" coaching framework, a competitive intelligence program called the CIA, and why manager reinforcement is the most underrated lever in enablement.

Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, break down what early-stage sales enablement actually looks like before you have a dedicated hire—covering who should own it, when to keep things loose versus documented, and the signals that tell you it's time to bring someone on.

Trafford Judd, VP of Operations at Intenseye, built enablement teams at LinkedIn, Slack (during the $28B Salesforce acquisition), and Asana (leading 18 people supporting a $700M+ revenue org). He shares how his HR background shapes his approach to enablement, why manager enablement is the key unlock most companies miss, and how AI is making it harder than ever to be a buyer in B2B sales.

We're finally back with a new season of Grow & Tell after taking most of 2025 off to focus on building Dock.  We're re-launching with a new format: half interviews with enablement and go-to-market leaders, half conversations between Alex Kracov, CEO of Dock, and Eric Doty, Head of Marketing, about what it's really like to build a B2B SaaS company from the ground up. In this first episode back,...

Don Otvos, RevOps leader and current GTM Strategist and Platform Evangelist at Chili Piper, shares the story of how one difficult conversation with a former boss made him switch career tracks after 20 years in sales. Since then, he has networked his way to a successful RevOps leadership career at companies like Yammer, SalesLoft, and LeanData. Don Otvos has built an entire career in RevOps off the...

Melissa Rosenthal's first job out of college was as an intern at BuzzFeed. In her 6 years with the company, she rose to Global VP of Creative, delivering more than $50M in native ad revenue and $100M in branded content. She also helped ClickUp 100X their revenue growth as their Chief Creative Officer. Today, she's the co-founder of Outlever, a new startup that helps companies become the #1 news so...

Catie Ivey is the Chief Revenue Officer at Walnut — a leader in interactive demo platforms. Catie has built a standout career in sales, leading teams at some of the biggest names in marketing tech, including Marketo, Demandbase, and Pendo. Today, we’re taking a journey through pivotal moments in Catie’s career that shaped her approach to sales leadership. Catie Ivey has built a dream career in sal...

Nobody prepares you for the jump from CSM to CS leader. But Rachel Provan is trying to change that. Rachel is a customer success leadership coach, helping CS leaders and early-stage companies build customer success strategies and leadership habits that scale. Nobody prepares you for the jump from CSM to CS leader. But Rachel Provan is trying to change that. Rachel is a customer success leadership...

Most of our guests are builders, but Wynne Brown is a fixer. Learn how she's slashed churn, expanded renewals, and professionalized Sales and CS teams at Monster, GitHub, Seal Software/Docusign, Fable, RocketReach, and more. Wynne Brown spent the last two decades coming into scaling companies with leaky revenue — where she rights the ship, and then moves on to the next challenge. She’s revamped Sa...

Chris Michelmore, Head of Mid Market Acquisition at Zoom, tells the nine-year story of how he ascended from first-time SDR to senior sales leader. It's rare for a first-time SDR to stick around long enough to become a sales leader at that same company. But that's exactly how Chris Michelmore became the Head of Mid Market Acquisition at Zoom. This week, he's taking Alex through his journey up the c...

Matt Green, Co-Founder and CRO of Sales Assembly, shares the company's founding story, the keys to a great sales training program, plus the biggest sales skills most teams are missing today. Some of today's best companies started over a cup of coffee. That's how Matt Green and his co-founder, Jeff Rosset, started Sales Assembly – the go-to sales resource for some of the world's best B2B tech compa...

Monica Perez, Head of Customer Success at Notion, shares the four-year journey of building Notion's foundational CS team. Customer Success at a product-led company is a completely different animal. When Monica Perez was brought in to grow Notion's foundational customer success team, they were already at $40 million in revenue. Today, Monica joins Alex to discuss what it was like to build a CS prog...

Devin Bramhall, growth advisor and former CEO of Animalz—the content marketing agency for companies like Amazon, Google, and Intercom—shares candid stories about 3xing the agency's revenue to $11.5M in only 2 years. Devin Bramhall is a content marketing legend. After 3xing revenue to $11.5M in only 2 years at Animalz, she went on to build a successful consulting biz while growing her marketing pod...

Eloise (Shuttleworth) Salisbury, newly named Chief Customer Officer at AutogenAI, recounts lessons from 5 years of building Iterable's customer success program from the ground up, how she's approaching her first 90 days in a new CS leadership role, and why she founded Women in SaaS. What does it take to build an enterprise-level customer success program? Eloise Salisbury, Chief Customer Officer at...