Oct 29, 202626 min
Marcos Rivera, Founder and CEO of Pricing I/O, has grown his solo consultancy into a team of pricing experts serving B2B SaaS companies. But building a specialized business came with a major challenge: finding people...
technology
Topline
Hosted by Pavilion · technology · EN
About this Podcast:
The #1 podcast for founders, operators, and investors in B2B tech. Tune in every week to hear Sam Jacobs, AJ Bruno and Asad Zaman discuss and debate the trends, news, and developments impacting the B2B tech world. Enjoy the hot takes, strong opinions, and dry humor.
Pitch Analysis
Required Pod Score for this podcast. PitchCentric checks your profile against host openness, topical fit, and audience signals before you generate a pitch.
Contact path
Verified email
Booking probability
37%
Guest openness
Selective
80/100
Required Score
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What is Topline about?
The podcast for founders, operators, and investors in B2B tech. Tune in every week to hear Sam Jacobs, AJ Bruno and Asad Zaman discuss and debate the trends, news, and developments impacting the B2B tech world. Enjoy the hot takes, strong opinions, and dry humor.
Who hosts Topline?
Topline is hosted by Pavilion. The show has published 281 episodes to date.
What has Topline covered recently?
Recent episodes include "SPOTLIGHT: Solving SaaS Pricing Challenges with Pricing I/O Founder Marcos Rivera | Marcos Rivera, Founder and CEO @ Pricing I/O" (29 October 2026, 26 minutes), "The Man Who Led 100+ CROs (Even OpenAI's) | John McMahon - 5x Post-IPO CRO / The GOAT" (25 October 2026, 74 minutes), and "SPOTLIGHT: Untangling Tech Debt and Finding Product-Market Fit with Russ Mikowski of SurePeople | Russel Mikowski, CEO @ SurePeople" (22 October 2026, 27 minutes).
How often does Topline publish?
Topline publishes roughly weekly, with episodes averaging 47 minutes across 281 episodes.
How hard is it to get booked on Topline?
Booking probability for Topline is 37%, and the host is rated Selective on guests. Topline requires a Pod Score of 80 or higher. Topline's contact route on record: verified email.
Who should pitch Topline?
The strongest fits for Topline are IT Services & Software Development and Investing & Wealth Management. Topline has a technology audience and around 1,100 subscribers on YouTube.
About the host
Pavilion hosts Topline, a technology podcast with 281 episodes published.
Verified host email: ████████@████.comSign in to unlock →
Recent episodes
Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.
Oct 25, 20261h 14mJohn McMahon, a five-time public company CRO whose team at PTC created MEDDIC, joins Sam Jacobs, AJ Bruno, and Asad Zaman on building enterprise sales teams that last. Topics include the PTC lineage that has produced...
Oct 22, 202627 minRuss Mikowski, CEO of SurePeople and longtime revenue leader in tech, never planned to become a CEO. Recruited to lead a 10-year-old company into its next stage of growth, he faced technical debt, an unfocused ideal...
Oct 18, 20261h 8mMichael Walrath, CEO of Yext, is back on Topline to explain how Yext went from breakeven to 31% EBITDA margins on an 80% gross margin business, after halving its headcount and using its balance sheet to buy back roughly...
Topline
SPOTLIGHT: How Rick Smolen Built Confidence Leading Outside of Sales | Rick Smolen, CRO @ ShipHero
Oct 15, 202626 minWhen Rick Smolen stepped into the CRO role at ShipHero, he took on responsibility for the entire customer lifecycle, from marketing and partnerships to customer success and support. With a background primarily in sales...
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Topline
AI Revenue Is Real. But Will It Last? | Amy Konary, Founder & Chair, Subscribed Institute @ Zuora
Oct 11, 202653 minAmy Konary, Founder & Chair of The Subscribed Institute at Zuora, coined the term SaaS as an IDC analyst around 2000, when her first forecast sized the whole market at $40 million. She joins Sam Jacobs, AJ Bruno, and...
Oct 8, 202621 minWhen Sam Jacobs founded Pavilion, formerly Revenue Collective, he set out to build a private community for operators in a startup world that traditionally celebrated founders and overlooked the people running the...
Oct 4, 20261h 6mManny Medina, Co-Founder and CEO of Paid, the monetization platform for AI agents, and the founder who took Outreach from nothing, joins Sam Jacobs, AJ Bruno, and Asad Zaman in person on how to price AI agents once...
Topline
SPOTLIGHT: The Problem With Your CRM Nobody Talks About | Ramin Heydari, CEO & President @ XYZies
Oct 1, 202620 minYou have the CRM. You have the data. You have the sales team. You have the AI tools. So why does everything still feel broken? Ramin Heydari, CEO & President of XYZies, has spent more than 30 years building businesses...
Sep 27, 20261h 9mHarvey's gross margin fell from roughly positive 50% at the start of 2026 to negative 50% by June, so every $1 of revenue cost $1.50 to deliver. Sam Jacobs, CEO of Pavilion, AJ Bruno, CEO of QuotaPath, and Asad Zaman...
Sep 20, 20261h 7mKeith Peiris, Co-Founder and CEO of Lightfield, joins Sam Jacobs, AJ Bruno, and Asad Zaman to talk about building an agentic CRM that launched in November 2025, has been adopted by more than 5,000 customers, and just...
Sep 17, 202620 minWhat happens when a seasoned GTM leader becomes CEO for the first time and steps into a founder-led company with a global team? In this episode, Eric Anderson, CEO of Walnut, shares what it's really like to take over a...
Sep 13, 20261h 1mJen Igartua, CEO at Go Nimbly, joins Sam Jacobs, AJ Bruno, and Asad Zaman. Her client roster is wild: Fireworks AI, Perplexity, Exa, and Wispr Flow, plus some of the biggest names in SaaS. Topics in today's episode...
Sep 10, 202630 minMatt Allison, CEO and Founder of Handraise, joins us to share why he's skipping the SMB trap and building an AI-powered media intelligence platform for enterprise from day one. Drawing on hard-won lessons from scaling...
Sep 6, 20261h 12mForget Growth. Your Valuation Depends On Your AI Story | Tomasz Tunguz, GP @ Theory Ventures Tomasz Tunguz, General Partner at Theory Ventures, joins Sam Jacobs, AJ Bruno, and Asad Zaman with public software multiples...
Sep 3, 202625 minEvan Huck, CEO and co-founder of UserEvidence, opens up about the hard decision to shift from a tried-and-true outbound sales playbook to a long-term brand-building strategy. After eight straight quarters of flat...
Aug 30, 20261h 18mKeenan, founder and CEO of A Sales Growth Company and the bestselling author of Gap Selling, joins Sam Jacobs, AJ Bruno, and Asad Zaman to make the case that two companies with identical revenue can be valued 3 to 4...
Aug 27, 202632 minBryan Murphy, CEO of Smartling, confronts a $40 billion industry stuck in the slow lane—the world of translation. Most companies still handle translations like it's 1999: manual, expensive, and painfully slow. Bryan saw...
Aug 23, 20261h 14mThe Unwritten Rules of CRO Survival | Rick Smolen, CRO @ ShipHero Rick Smolen, CRO of ShipHero and sales advisor to Riverwood Capital's portfolio of more than 2 dozen enterprise software companies, joins Sam Jacobs, AJ...
Aug 20, 202630 minMike Carpenter — CEO of Xfactor.io, former President of Global Sales at CrowdStrike — didn't win VP of the Year seven out of eight times by outworking everyone. He did it by finding cheat codes in the data everyone else...
Recent guests
Recent guests on Topline. Study who booked and why before you pitch.
J
John McMahon
professor and senior lecturer for addiction counsellors, Ireland's advertising and marketing industry
S
Steve Cox
VP of Business Development, Service Master Fire Water Restoration
C
Craig Rosenberg
Chief Platform Officer at Scale Venture Partners, Scale Venture Partners
K
Kyle Lacy
Chief Marketing Officer, Jellyfish
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