The Outside Seat Podcast

Andy Bailer started as employee number 1,200 at ServiceNow in 2012, just after the IPO. He spent 11 years inside the business, 44 or 45 quarters, as Mike points out, moving through BDR, BDR management, partners and alliances, inside sales, and solution sales before leaving for CDW and eventually Atlassian. He is now Director of Strategic Accounts at Tanium, covering enterprise cybersecurity in the...

Nicholas Gollop has led Revenue Operations inside some of the fastest-moving SaaS businesses in Europe. In this episode of The Outside Seat, he makes the case that RevOps is the most important function in a commercial organisation and the one that most businesses build last, staff wrong, and understand least. What's covered in this episode: Why the goal of great RevOps is not to be noticed, a...

Carly Pledge has led Sales Development and sales teams across CloudCall and Datamaran. In this conversation, she talks about what BDR culture actually teaches sales leaders, why the transition from top performer to manager is one of the most misunderstood moves in a commercial career, and how community can be one of the most powerful and most underused intelligence assets in a B2B sales motion. Wh...

Stephen Jenkins is Regional VP at Glean , the enterprise AI knowledge platform that grew from $100m to $300m ARR in fifteen months. He covers everything outside the UK across the Nordics, Benelux, Southern Europe, and DACH, and co-founded Sales Heads, an invite-only community for senior sales leaders built around honesty and no bravado. In this episode of The Outside Seat, Mike Tumalty and Stephen...

Jim Misuraca has won Adobe Partner of the Year twice. He has spent 20 years building partner programmes across Fortune 500 and 10-person startups, mostly in MarTech, data and ad tech. In this episode he sits down with Mike Tumalty to talk about what genuinely separates the partnerships organisations that generate revenue from the ones that produce activity reports. This is a conversation about the...

In the first episode of The Outside Seat, James Barton, Chief Solutions Officer at Mentor Group and co-author of Infinite Selling, joins Mike Tumalty to unpack why most sales training fails within 90 days, what genuinely sustainable selling looks like, and where AI is changing GTM versus where it is being oversold. James brings a rare perspective. He sits inside more revenue organisations than mos...