The Unexpected Lever

Is your buying experience built for the customer or just convenient for you? In this episode, Jarod Greene welcomes James Kaikis , CRXO at TestBox , to challenge how SaaS companies treat their customers after the deal closes. James shares his frustration with buying software today, calling out the friction, the lack of follow-through, and the disappearing act many sales teams pull once a contract...

Why does so much sales tech still feel like extra work? And how can AI actually make life easier for AEs and SEs instead of adding to the noise? In this episode, Vivun’s senior selling team, Account Executive Mike Capitolo and Sales Engineer Clay Killgore , join Vivun CEO Matt Darrow to reveal where most sales tools go wrong and what it looks like when AI is built with the rep in mind.  They share...

Can AI make us more human in how we go to market? In this episode, Jarod Greene sits down with Lucas Welch , VP of Corporate Marketing at Highspot , for a conversation about authenticity, AI, and the power of personal connection in modern marketing. Lucas shares how AI isn’t replacing relationships but encouraging deeper ones, especially when go-to-market teams build experiences that reflect what...

How do you scale a team without scaling headcount? And why are some companies still slow to adopt AI despite clear advantages? In this episode, Vivun CEO Matt Darrow sits down with CMO and fellow podcast host Jarod Greene to discuss how marketing and sales teams can operate at a higher level using AI without losing the human element. They share how a five-person marketing team can outperform teams...

Is the traditional sales model evolving with the rise of SEs? In this episode, Jarod Greene sits down with Michelle Afshar , Global Head of Enablement at Darktrace , to unfold the shifting dynamics within B2B sales teams, focusing on the increasing importance of SEs. Michelle explains why the future of sales belongs to sales engineers, emphasizing the need for sellers to be more technical. She arg...

Are you using AI correctly for market research? In this episode of V5, Jarod Greene sits down with Claudia Natasia , CEO of Riley AI , to discuss the evolving role of AI in customer insights. Claudia breaks down how AI is transforming market research, but she’s quick to caution against a plug-and-play approach. Off-the-shelf tools or LLMs alone won’t cut it if you want a real edge. She shares why...

Is the CRO role changing to meet modern sales demands? In this episode, Jarod Greene connects with Kelly Lewis of  B2B Go-To-Market Strategy , to discuss the ever-evolving nature of the CRO role and B2B selling teams in general. Kelly explains why today’s CROs need more than just sales skills. They have to master strategy, operations and even AI to lead teams effectively and scale success. She als...

Is brand the last real differentiator? In this episode of V5, Jarod Greene talks with Margaret Kelsey , CMO of Kodaris , about the shifting landscape of B2B marketing. Margaret argues that software has become a commodity—AI has made it easier than ever to build and replicate products. Yet many companies still rely on outdated go-to-market strategies instead of investing in brand and creative distr...

What actually is an AI agent vs. a personal productivity tool? And how do you navigate the vast vendor landscape?  AI is changing the sales game, but are leaders truly harnessing its potential? In this episode, Vivun CEO Matt Darrow and CRO Trevor Jett break down what sales leaders need to know about AI agents. From cutting through vendor noise to understanding the real impact on sales productivit...

Are sales engineers too focused on features instead of what customers really need? In this episode, Jarod Greene connects with Tom Josephson , Senior Director of Solution Consulting at TCP Software , to explore the power of discovery in building solid relationships with buyers. Tom explains why curiosity is a superpower for SEs, how the right questions reveal real customer needs, and why great SEs...

Are sales engineers relying too much on technical expertise and missing what truly drives customer decisions? In this special V15 episode, Jarod Greene sits down with Marjorie Abdelkrime , Head of US West and Healthcare Solutions at VMware by Broadcom , to explore what separates great SEs from those who get stuck. Marjorie shares why curiosity is the most critical trait for success, how Sales Engi...

Are sales teams too focused on flashy demos and missing what really matters to customers? In this episode of V5, Jarod Greene welcomes Jeff Margolese , SVP of Global Solution Consulting at ServiceNow , to break down one of the biggest challenges in B2B SaaS: showing real customer value. Jeff shares why sales teams often get caught up in showcasing features without connecting them to business impac...

Is AI security keeping up? Agentic AI is poised to transform B2B, but will security concerns block its potential? In this episode of The Unexpected Lever , Vivun CEO Matt Darrow sits down with security leaders Jamie Brown and Jessica Siclari to separate fact from fear in AI Agent security. From navigating the evolving threat and regulatory landscape to designing a framework for AI vendor evaluatio...

Is an AI Sales Engineer the key to faster presales onboarding and smarter sellers? In this episode of V5, Jarod Greene sits down with Toby Penn , an experienced global presales leader, to explore how AI agents are transforming sales engineering. Toby shares how AI, specifically Vivun’s AI Sales Engineer, Ava, is helping presales teams ramp faster, stay ahead of process changes, and focus on high-v...

Are marketing channels dead? In this episode of The Unexpected Lever, Jarod Greene sits down with Mark Kilens , CEO and Co-Founder of TACK , to challenge a long-held belief in B2B marketing.  Mark argues that traditional channels—email, paid ads, and SEO—are losing effectiveness while networks are becoming the real drivers of growth. He breaks down the shift from channels to networks and why compa...

Is the traditional SaaS sales model holding us back? In this episode, Jarod Greene welcomes back Bill Balnave , Vice President of Technical Services of Mezmo , to explore how outdated sales processes are creating unnecessary friction for buyers and sellers alike. Bill shares why software should sell itself and how empowering buyers with the right tools and information can revolutionize the industr...

What if your tools worked like your best teammate? In this episode, Vivun CEO Matt Darrow talks with Vivun’s Lead AI Product Designer, Stephany Cardet , about what goes into designing AI Sales Assistants that don’t just follow your lead—they help you stay ahead. Stephany shares how Vivun’s tool Ava takes the guesswork out of the process—anticipating next steps, simplifying complex tasks, and makin...

Are individual quotas the secret to SE-Sales team synergy?? In this episode, Jarod Greene sits down with Nicole Kawamoto , Director of Solutions Engineering from ServiceTitan , to explore how a shift in quota strategy can transform team dynamics and drive performance. Nicole shares why she moved her Solutions Engineering team to a hybrid quota model, the surprising impact it had on morale, and how...

Are solution consultants the key to bridging the gap between pre-sales and post-sales success? In this episode, Jarod Greene sits down with Dave Greene , Regional Vice President of Solution Consulting at Gainsight , to unpack why the days of multi-product generalists are fading fast. Dave explains why buyers demand deeper expertise from SCs and how specialization is driving better outcomes for bot...

Is AI about to blur the lines between human and machine interactions? In this episode, Jarod Greene chats with Russell Witham from Vivun , to unpack how AI is reshaping your interactions with vendors and customers. From near-human digital assistants to AI systems that can tackle the unexpected, Russell shares his take on why the next few years could redefine the way we work and communicate. In thi...

Is the role of the Sales Engineer or Solution Consultant evolving faster than we can keep up with? In this episode, Jarod Greene sits down with Dave Schultz , Head of Solution Consulting at Employ , to explore how flexibility and adaptability are transforming the SE role. From navigating unpredictable buyer behavior to leading with empathy in new leadership roles, Dave shares his insights on build...

Is your team ready to tackle the next year head-on? In this episode, Jarod Greene sits down with Julia Lustig , Head of Sales Engineering for Southern Europe at Seismic , to discuss what sales teams need to be thinking about. With budgets tighter than ever, Julia shares how to make data-informed decisions, foster collaboration, and stay flexible while maintaining focus.  You’ll discover why small,...

AI isn’t taking your job—but the SE who knows how to use it, might. In this episode, Vivun CEO Matt Darrow talks to Senior Sales Engineer Taylor Bukowski about the evolving role of AI in sales engineering. As an early adopter of generative AI and Vivun’s AI Sales Engineer in particular, Taylor shares her firsthand experience using it to level up her workflow, career, and customers’ experiences. Al...

Is prompt engineering really a skill you need to master? In this episode, Jarod Greene chats with Kyle Coleman , CMO of Copy.ai , to break down the hype around prompt engineering and uncover how AI can deliver real value to sales and marketing teams. Kyle shares why teaching your team to write perfect prompts might be a waste of time and how the best AI solutions simplify the process for seamless...

Is career progression in tech more accessible than we think? In this episode,  Jarod Greene chats with Marjorie Abdelkrime , Head of US West and Healthcare Solutions at Broadcom , to unpack the many pathways into the Sales Engineering career. From breaking into the field to thriving in a highly technical industry, Marjorie shares her unconventional journey and offers practical advice for leveling...