Best Champify Podcasts (2025)

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Conversation: What’s Overhyped and Underrated in Revenue today (w/ Todd Busler, CEO of Champify) 56:57

Play Pause

4d ago56:57

56:57

AI SDRs, pipeline starvation, and overhyped tools dominate today’s revenue conversations. But how much of it actually works in practice? Toni sits down with Todd Busler, CEO of Champify, to cut through the noise. They dig into the reality of AI in sales, the pressure to chase shiny tools, and why short-term thinking is breaking go-to-market strateg…

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Inside the Inbound-to-Outbound Transformation at ChurnZero 36:15

5d ago36:15

36:15

ChurnZero turned an inbound-heavy team into an outbound machine. Sarah Kiley, Chief Sales Officer at ChurnZero, joins Todd Busler to share how she transformed a historically inbound-heavy sales team into a consistent outbound pipeline engine. With years of experience in government, nonprofit, and EdTech sales, Sarah brings a unique perspective on o…

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How Seismic builds high-performing teams through pipeline ownership 44:52

12d ago44:52

44:52

Discipline and ownership are the fuel that drives winning sales teams. Toby Carrington, Chief Business Officer at Seismic, joins Todd Busler to share how leading operations, marketing, and SDRs under one roof has shaped his view of modern pipeline generation. With experience scaling global teams and advising early-stage startups, Toby brings a syst…

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The Great Pipeline Starvation 48:37

10d ago48:37

48:37

Pipelines are drying up. AI hasn’t delivered the growth it promised. And the old playbooks like SEO and outbound just don’t work the way they used to. We call it the great pipeline starvation, and in this episode we break down what’s really happening, what it means for sales and marketing teams, and how companies are trying to adapt. This episode i…

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Why Stage Two Opportunities Creation is the Lifeblood of any Sales Org 30:06

19d ago30:06

30:06

When you’ve been coached by the best, you carry that torch forward. David Boyle, founding partner at RevCentric Partners, shares how a passion for enablement and a history of working alongside sales legends led him to build a consulting firm focused on revenue performance. He reflects on the foundational lessons from PTC and BMC, and why those expe…

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What Video Games Taught Us About Fixing Companies: Levels 37:57

19d ago37:57

37:57

What do video games have to do with business growth? More than you think. In this episode, Toni and Raul explain how their gaming past helps them spot company issues almost instantly. Using the idea of levels, just like in video games, they show why businesses get stuck, how to know what level your company is really on, and what it takes to move fo…

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Every Team Needs Rigor Around Their Rebound Funnel 33:28

26d ago33:28

33:28

Brian Hamor, CEO of BuyerExperience, shares how a missing answer in a board meeting sparked the idea for his company. He recounts his transition from pro basketball to startup operator and how he uncovered a major gap in how teams handle closed-lost opportunities. In this episode, Brian outlines why win-loss insights alone aren't enough and how rev…

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Trigger Warning: The Truth about AI and Remote Work 42:28

26d ago42:28

42:28

Remote work and AI promised to make us more productive. The data says otherwise. In this episode, we unpack new research showing remote workers put in about two and a half hours less each day than office teams, and studies suggesting AI tools can weaken critical thinking and slow skill growth. We explore what happens when these trends collide, how …

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How a former IT buyer rebuilt sales from the inside out 50:08

1M ago50:08

50:08

Rick Kickert, co-founder and CEO of revlogic, joins Todd Busler to share how his time managing million-dollar budgets shaped a radically different approach to sales. Now advising some of the fastest-growing SaaS companies, Rick brings a buyer-first lens to pipeline generation, sales enablement, and revenue process design. In the episode, Rick share…

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Founder-Led Sales and Other Scary Transitions 38:45

1M ago38:45

38:45

In this episode, we talk about the messy shift from founder-led sales to something more scalable. A lot of teams trip up here. It's not just about hiring the right people, it's about whether the company is actually ready for them. Early sales hires often fail because the structure, process, or timing is off. The conversation introduces the idea of …

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The Outbound Overhaul That Cut Ramp Time in Half and grew pipeline 142% in 3 months with Kyle Asay 44:14

1M ago44:14

44:14

Kyle Asay, VP of Global Growth Sales at LaunchDarkly, shares how he revamped the company’s outbound motion during his first few quarters. He outlines the territory planning shifts, structural changes, and leadership plays that helped drive a 142% increase in pipeline and cut the time to first sale nearly in half. In this episode, Kyle describes how…

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Did AI Kill SEO? (with Sam Dunning from Breaking B2B) 52:13

1M ago52:13

52:13

Did AI actually kill SEO? Or are recent traffic drops for sites like HubSpot a sign of something else entirely? In this episode, we’re joined by Sam Dunning, founder of Breaking B2B and a leading expert on search strategy, to unpack what’s actually happening in the world of SEO. We talk about how AI overviews are changing the way people find inform…

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How Highspot Scaled and Restructured Outbound - A Decade Long Journey for SDR Leader, Austin Hitchcock 42:35

2M ago42:35

42:35

More pipeline doesn’t always mean more revenue. Austin Hitchcock, Senior Director of Account Development at Highspot, joins Todd Busler to reveal how he transformed a global ADR organization from product-market fit to a revenue-driving outbound engine. Austin shares the hard truth: more pipeline doesn’t always mean better pipeline. He discusses why…

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No One Wants to Touch Pricing. Here's why You Should. 33:25

2M ago33:25

33:25

Nobody wants to touch pricing. It’s political, it’s messy, and if it goes wrong, everyone remembers who led the project. But here’s the thing—when it works, it really works. In this episode, Toni and Raul talk about why pricing changes freak people out, what actually happens when you go through with them, and how even small tweaks can drive serious…

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Mastering Outbound Strategy: Tactical tips from founding AE turned CRO in 2.5 years 45:58

2M ago45:58

45:58

Isaiah Crossman, former CRO at Tropic, shares his unique journey from account executive to sales leader, discussing how he led his team through explosive growth. He reflects on the importance of finding the right product-market fit and how his approach to outbound sales evolved from his time at Wunderkind to Tropic. In this episode, Isaiah explains…

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Why weak Product-Market Fit is quietly destroying your Go-To-Market strategy (with Chris Tottman of Notion Capital) 51:32

2M ago51:32

51:32

In this episode, we’re joined by Chris Tottman from Notion Capital. Before becoming a VC, Chris co-founded MessageLabs and helped grow it into a $700 million exit, so he’s seen the startup journey from both sides of the table. We talk about what really happens when your product-market fit starts to slip—and why it quietly wrecks your entire go-to-m…

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“Empathetic, but firm” – Sales Leadership principles from one of the best CROs in tech 43:24

2M ago43:24

43:24

Ryan Heinig, Chief Revenue Officer at 2X, shares his journey from leading top B2B SaaS companies like Qlik and AppDynamics to shaping outbound strategies at a growing tech-enabled services firm. He reveals how he successfully scaled outbound efforts by focusing on repeatable systems, strong leadership, and a balance of empathy and accountability. I…

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Not All Consultants Are Worth It (Here’s How to Tell) 37:07

2M ago37:07

37:07

Not all consultants are worth it. Some drive real impact. Others just burn your time and budget. In this episode, Toni and Raul dive into how to tell the difference. They break down when it actually makes sense to bring in outside help, how to vet someone properly, and the biggest red flags to avoid. You'll learn why consulting is a real skill, wha…

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Reimagining Sales Leadership via a Non-Traditional background to multi billion dollar IPO with Em Daigle 40:41

2M ago40:41

40:41

Understanding your buyer changes everything. In this episode, Todd Busler sits down with Em Daigle, Founder & Chief Automation Officer at OTTO-MATES, to talk about what it really takes to sell to accounting and finance professionals. Em shares how her background in public accounting shaped her approach to go-to-market strategy, and why trusted rela…

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How Cliff Simon Drives Millions by Simply Showing Up 37:27

2M ago37:27

37:27

In a world of AI-generated noise and automated outreach, Cliff Simon has built a multi-million dollar business by doing something simple but rare: showing up in person. In this episode, Cliff shares how he turned events, community dinners, and authentic relationships into a powerful go-to-market strategy. He breaks down why most event-based approac…

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The State of Outbound in 2025: Nurture is King 18:57

3M ago18:57

18:57

Outbound sales strategies are evolving faster than ever with AI. The best teams are starting to look inward at their existing data. In this episode, Todd Busler, Co-Founder and CEO of Champify, explores the shifts in outbound sales, particularly the move from traditional email tactics to more personalized approaches. He discusses how cold calling i…

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Think CEO life is easy? Here's what they're really dealing with 37:55

3M ago37:55

37:55

We sat down and unpacked the messy, unfiltered reality of being a startup CEO. The kind no one tells you about. Not at panels. Not in TechCrunch puff pieces. And definitely not on LinkedIn. This isn’t a “how I built this” highlight reel. It’s what actually happens when you’re juggling investors, layoffs, spin cycles, fundraising failures, and the k…

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Rob Anderson on Fixing the Grenade Toss: Systems That Push SDRs Beyond Just Booking Meetings 41:32

3M ago41:32

41:32

Building a successful sales team goes beyond just numbers. Rob Anderson has built outbound programs at some of the most respected names in SaaS, from scaling Docebo’s SDR engine pre-IPO to shaping enterprise pipeline strategy at Gong. In this episode, he breaks down the systems-level thinking behind it all. At the center of Rob’s approach is his Th…

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How to not do outbound in 2025 (and what to do instead) 38:23

3M ago38:23

38:23

Is outbound dead? Not exactly. But it is changing fast. In this episode, Raul and Toni break down why the old outbound playbook is failing, where it still works, and how AI is reshaping the SDR role. We get into why brute force cold calls and emails are hitting their limits, why connect rates keep dropping, and where smart teams are still seeing su…

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We just leaked Jacco's new playbook. Here's what's inside. 52:24

3M ago52:24

52:24

We got our hands on Jacco van der Kooij’s latest GTM playbook. The one he’s only been sharing behind closed doors at high-ticket, invite-only events. And yes, we’re leaking it. This isn’t just a few new tactics. It’s a complete shift in how revenue leaders think about growth. No more chasing leads at all costs. No more funnels that fall apart at sc…

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How John Ley Built Brex' Sales Enablement Playbook and Advice for Other Enablement Leaders 23:27

3M ago23:27

23:27

How to lead enablement by fixing what’s actually slowing your team down. In this episode, Todd Busler talks with John Ley, Sr. Director of GTM Strategy & Operations at Brex, about what it really means to make enablement a strategic lever from day one. John shares how his time at Square and Brex shaped his thinking, why you need more than playbooks …

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25% of SaaS Execs Are on the Bench. Here's Why. 30:47

3M ago30:47

30:47

Why are so many SaaS executives struggling to get hired? In this episode, Raul and Toni dive deep into the surprising stat that 25% of Pavilion members—many of them seasoned SaaS execs—are currently “on the bench.” We explore what’s really going on in the market, how layoffs and short stints are damaging even top-tier CVs, and why CROs are applying…

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Low Ego and High Adaptability – The Secret to Staying in Seat from $0 to $100M 26:45

3M ago26:45

26:45

Becca Lindquist, Vice President for the Americas at dbt Labs, tells Todd Busler how she helped grow the company from under $1M to over $100M in ARR, and what it takes to scale outbound without gimmicks. In the episode, Becca digs into what separates good sales leaders from great ones: evolving your seat as the company grows, investing early in enab…

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$10M ARR per founder. No Employees. All Agents. (with Amos Bar-Joseph) 43:23

3M ago43:23

43:23

What if a company could hit $10M ARR per founder—with zero employees? In this episode, Amos Bar-Joseph (CEO of Swan) joins Toni to break down their radical vision: scaling to $30M ARR with just three founders and an army of AI agents. They unpack what it really means to run an "autonomous business," why headcount isn't always the answer, and how AI…

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Burn the old playbook (With Jacco van der Kooij) 49:46

4M ago49:46

49:46

AI won’t fix your sales model if the foundation is broken. In this episode, Jacco van der Kooij explains why the old go-to-market playbook is collapsing—and what the new, AI-powered future actually looks like. Never miss a new episode, join our newsletter on revenueformula.substack.com (00:00) - Introduction (02:32) - AI and the old playbook (10:34…

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Scale Outbound Sales with One Clear Metric, Andrew Berger 36:43

4M ago36:43

36:43

How to rethink outbound by focusing on quality, efficiency, and what actually moves the needle. In this episode, Todd Busler sits down with Andrew Berger, VP of Revenue at Capchase, to talk through how outbound has changed since the early days of cold calling with a phone book. Andrew reflects on lessons from building Square’s outbound engine, how …

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What you need to know about AI SDRs 25:17

4M ago25:17

25:17

Thinking about adding AI SDRs to your sales team? In this episode, we break down what actually works—and what doesn't—when implementing AI in your sales development process. From common onboarding mistakes to where AI truly shines (and stumbles), here’s what you need to know before you plug it in. Articles mentioned in the episode: 11x CEO Hasan Su…

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RevOps to VP? Here's why you're not getting promoted 32:36

4M ago32:36

32:36

Why aren’t more RevOps leaders getting promoted to VP or CRO roles? In this episode, we break down the biggest career blockers holding Revenue Operations professionals back, from focusing too much on tooling to missing what execs actually care about. (00:00) - Introduction (03:00) - RevOps not getting promoted? (05:40) - What does the CRO want to h…

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The 6 Ingredients to Cracking Outbound 19:32

4M ago19:32

19:32

Creating a winning outbound sales culture starts with the right ingredients. In this episode, Todd Busler, Co-Founder and CEO of Champify, breaks down the six key ingredients for creating a successful outbound sales motion. He talks about the importance of commitment, setting clear expectations, and maintaining a rigorous process. Todd also highlig…

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How to build a $5M SaaS with 3 people and no VC funding (With Esben Friis-Jensen) 43:02

4M ago43:02

43:02

After building a successful VC-backed company, Esben Friis-Jensen took a different path — bootstrapping his next SaaS startup to $5M ARR with just a team of 3. In this episode, he shares why he turned down venture funding, how he built an efficient, product-led growth engine, and lessons on scaling smart without sacrificing ownership or speed. (00:…

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Don’t Believe LinkedIn. Do This Instead. 30:52

5M ago30:52

30:52

If you're feeling anxious about AI. If LinkedIn's making you doubt your GTM. You need this episode. We break down what’s real, what’s hype, and why boring execution still wins. (00:00) - Introduction (02:51) - Don't believe the LinkedIn echo chamber (06:42) - Understanding Business Fundamentals (12:09) - Stop comparing yourself to AI companies (14:…

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Why AEs Should Own Their Pipeline With Multiple Time with CRO Zack Sikora 36:51

5M ago36:51

36:51

What actually makes an outbound sales engine run at the enterprise level? In this episode, Todd Busler sits down with Zack Sikora, GVP of Sales at Benchling, to talk through what consistent pipeline generation actually looks like at the enterprise level. Zack shares how his time at AppDynamics shaped his thinking around qualification, why AEs must …

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How to Build the Scaffolding for a Winning Sales Team with Mark Niemiec 38:10

5M ago38:10

38:10

Building a sales system that drives repeatable growth takes structure. In this episode, Todd Busler talks with Mark Niemiec, CRO at Salesloft, about the power of sales scaffolding. Mark shares how zeroing in on Salesloft’s mission—helping sellers win—sharpened their focus and fueled real results. He dives into how blending big-company infrastructur…

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The Caveman Strategy for Modern Sales 38:28

5M ago38:28

38:28

How to build a SaaS company from scratch with a sales-focused mentality from day 1. In this episode, Todd Bustler talks with Alex Olley, Co-Founder and CRO of Reachdesk, about what it really means to build a go-to-market motion from scratch. Alex gets into the bold outbound bets that paid off, why attribution debates are a distraction, and how one …

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Founders maze: A real look at a company in the making 38:58

5M ago38:58

38:58

No. This is not a tactical episode. But. You will get a real look inside of a company being created. (00:00) - Introduction (04:01) - Scar tissue (09:31) - Feedback and Market Research (13:28) - AI in Data Analysis and Future Prospects (16:06) - AI's Growing Influence in Business (18:06) - Exploring New Data Sources (19:05) - Challenges and Opportu…

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LinkedIn blueprint: How SDRs can book more meetings (with Morgan Ingram) 47:19

5M ago47:19

47:19

If you're running outbound. If you're using SDRs. Or planning to. You've got to listen to this episode. We got Morgan Ingram on the show, and he broke down his LinkedIn playbook to get replies at scale. (00:00) - Introduction (03:18) - Outbound Marketing and Career Choices (06:16) - Optimizing LinkedIn Profiles (07:45) - Common Mistakes in Outbound…

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Did Klarna really delete 1200 SaaS apps? 35:47

5M ago35:47

35:47

Over the last year or so, Klarna has been on a rampage to automate away. They've sliced tools, costs and staff. Begging the question... Is this just a VC narrative or is there more than meets the eye? (00:00) - Introduction (02:44) - Klarna's Journey and Financials (05:49) - AI's Role in Cost Reduction (07:51) - Customer Service Innovations (10:28)…

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Last week in software: 11x, Deel, Rippling & spy-bound 39:10

5M ago39:10

39:10

We had to record this unusual episode. In what feels like a single day, a year's worth of drama has unfolded in software. It almost seems like John Oliver would talk about it. But since he's busy, we decided to do an episode for him on 11x and the chaos that's emerging. (00:00) - Introduction (02:03) - Deel, Rippling and the spy (05:35) - 11x (08:1…

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Your guide to getting AEs to self-prospect (finally) 34:46

6M ago34:46

34:46

Getting AEs to self-prospect is fun: AEs will complain, procrastinate, and straight up not do it. In todays episode, we share some simple tricks to get account executives excited and motivated to self prospect (hint: it's about $). (00:00) - Introduction (03:12) - AI in Sales and Self Prospecting (05:41) - Challenges of Self Prospecting (07:57) - I…

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How to scale past $10M ARR and more (With Maja Voje) 43:29

6M ago43:29

43:29

How to scale past $10M ARR. GTM Engineering. How AI is changing the game and much much more. We got Maja Voje, also known as the GTM Strategist, to join us and share her thoughts on this and more. (00:00) - Introduction (02:34) - Challenges in Scaling Beyond 10 Million (03:30) - Inbound Marketing Struggles (04:50) - Outbound and ABM Strategies (07:…

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Outbound Isn’t Dead, So Let’s Crack It Open 1:01

6M ago1:01

1:01

How do the best companies build outbound machines that actually work? If you think outbound is dead, you’re either lying or you’re bad at it. I’m Todd Busler, former VP of Sales turned co-founder of Champify, and I’ve spent my career building repeatable systems that drive real pipeline. On this show, I’m talking to sales leaders who have cracked th…

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The Red Bull playbook tech companies should steal 34:53

6M ago34:53

34:53

Usually, we share advanced analysis to run, cases of amazing tech companies, or something else. Today, we're talking about an energy drink. Stay with us because this potent drink can teach tech a lot about advertising. (00:00) - Introduction (02:26) - Energy Boosts and Red Bull (14:29) - Red Bull's Media Empire (17:34) - Examples of Media and Commu…

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Your guide to killing Zendesk (with Marty Kausas, co-founder & CEO at Pylon) 50:49

6M ago50:49

50:49

If there's something we all love, it's to root for david beating goliath. And right now, there's a small team doing just that. Pylon, led by Marty Kausas, is going head to head with Zendesk. Naturally, we asked Marty to share their playbook. (00:00) - Introduction (01:17) - The Motivation Behind Building Pylon (01:52) - The Journey to Becoming A-Li…

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Killed by AI: What's happening with Chegg 35:40

6M ago35:40

35:40

With every new technology, there's a Kodak.. or Nokia.. For AI, that company is Chegg - a publicly traded, once highflying edtech company. We break down the story of Chegg, and distill four learnings for GTM leaders. (00:00) - Introduction (02:02) - The Role of AI in Our Show (05:34) - The Rise and Fall of Chegg (07:59) - Chegg's Business Model and…

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Your champion is probably fake (With Gal Aga) 46:10

6M ago46:10

46:10

Your main contact is not your champion. You champion might not be an experienced buyer. And the list goes on. The problem is: not getting this right can really hurt your ability to bring in newbiz revenue. That's why we invited Gal Aga from Aligned. Not only did he post a kick-ass meme on this problem, but he also has worked extensively with AEs an…