The Force & Friction Podcast

Send a text 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 your company's fastest-growing revenue engine. I'm joined by Juhi Saha, the CEO of Partner 1, a passionate, curious engineer who fell into p...

Send a text 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, started an agency in the middle of a recession, and grew it into a three-time Inc. 500 company.  I'm joined by Jon Tsourakis, President and Chief Revenu...

Send a text 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 straight to why human creativity is more critical than ever. I'm joined by Shawn Perritt, the VP of Brand Strategy and Creative at Acquia, to break it d...

Send a text 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 Brands Win and former VC-backed founder and CEO of Casted, the first B2B podcasting platform.  After raising $30 million and scaling Casted to a 50-plus person team, Lindsay had a powe...

Send a text 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 and are  joined by Kerry Curran, Chief Revenue Officer and founder of RBMA (Revenue-Based Marketing Advisors).  With over 20 years of experience in the digit...

Send a text 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 , a firm dedicated to helping revenue teams nail their story, prove their impact, and deliver buyer experiences that buyers love.  With a mission to "inspire others to i...

Send a text 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, quantitative options trader, sci-fi author, podcast host, and self-proclaimed number three ranked sarcastic commenter on LinkedIn.  James brings a refreshingly ho...

Send a text 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.   With a PhD in astrophysics and six years of experience mastering go-to-market at scale at Google, Dinuka brings a unique blend of academic rigo...

Send a text 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, New Zealand, ASEAN, and India, Lorenzo shares his expert insights on one of the most critical and often broken processes in SaaS: the hando...

Send a text 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-founder and CEO of RevGenius. Jared has built something truly remarkable, growing RevGenius from zero to nearly 60,000 members over the past...

Send a text 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 into the SPICED model and how marketing ops can master this framework with David Howard, Head of Marketing at Agentic Partner Group. David brings over 15 year...

Send a text 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 guest for a deep dive into the Mathematical Model and revenue architecture as a whole with Derek Sather. What makes Derek's story compelling is his transform...

Send a text 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 continents with Andrea Maurieres. Her origin story begins with an incredible opportunity: convincing US tech companies to open offices in...

Send a text 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 performance with Laura Keith. What makes Laura's story compelling isn't just the courage to disrupt a successful business, but the cu...

Send a text 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 with Michael Saruggia. Michael is one of the world's leading GTM engineer advisors, author of "The GTM Engineer," and architec...

Send a text 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 redefine leadership on your own terms with Paige McPheely. We explore how she's built Base around the fascinating paradox of using technolog...

Send a text 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 constantly resetting targets with Brad Parker. We explore how his acting background shaped his approach to storytelling in sales, why discovery i...

Send a text 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 Jordan. Irina is Head of Demand Gen at Chowly , a leading restaurant growth platform trusted by over 17,000 restaurants nationwide. But wh...

Send a text 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 comprehensive series, and if you haven't watched  Part 1: The Value Challenge or Part 2: The Price Setting Challenge We highly recommend starting with htese earlier episodes as this s...

Send a text 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 Part 1: The Value Challenge , we recommend starting there as this series builds momentum across all three episodes.  This second installment focuses on why you're probably sel...

Send a text 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 critical areas for SaaS companies: pricing.  You can have the best product, the best value, the best impact, and the best solution, but if you haven't got the correct prici...

Send a text Here are the core areas we discuss in today's episode: 1: The Discount Epidemic: Your First Revenue Leak Krzysztof opens by revealing the most common way companies hemorrhage revenue without realizing it, discount management that has spiraled out of control. "The first thing that we see, and surprisingly, both in PLG and SLG companies, is discount management so frequently. Th...

Send a text Here are the core areas we discuss in today's episode: 1: The Math Foundation: Why Numbers Drive Everything Gaz opens with a fundamental truth that challenges the growth-at-all-costs mentality that has dominated SaaS for years. His perspective on why companies fail reveals the critical importance of mathematical understanding. "Companies like SaaS companies... it's not....

Send a text Here are the core areas we discuss in today's episode: 1: The Rock Bottom Revelation: From Rejection to Revenue Andrea opens with the powerful story of how repeated rejections led to her breakthrough business model. After being declined by four companies—including two where she was the only candidate, she discovered a fundamental market truth. "I realized 2 things. One, I rea...

Send a text 1: The Lean Revenue Factory: From Toyota to GTM Rutger opens by explaining how lean methodology, originally developed by Toyota for manufacturing efficiency, applies directly to modern GTM operations. He sees the entire customer journey as a factory line that can be optimized.   "What I see the go to market departments, you know, going from first marketing lead coming in all the w...