Across the Funnel

In this episode of Across The Funnel, Adil Saleh sits down with Sara Archer, Chief Revenue Officer at ChartMogul, to explore how AI is changing revenue operations, why fast experimentation is replacing slower traditional GTM playbooks, and what it takes to balance product focus with expansion pressure in SaaS. Their conversation covers hyper-personalization in account management, retention and expansion strategy, the tradeoff between in-house builds and purpose-built SaaS metrics platforms, and why strong operator judgment, customer relationships, and domain focus still matter even as AI lowers the barrier to building new products.

In this episode of Across The Funnel, Adil Saleh sits down with Carl Carell, Co-Founder & CRO of GetAccept, to explore the evolution of AI in B2B sales, the rise and fall of AI SDR hype, and what it truly takes to build an AI-native platform after a decade in the market. Carl shares how GetAccept transitioned from a traditional SaaS product to an AI-native digital sales room, a collaborative space where buyers and sellers work together from discovery to signed deal, and why rapid time to value is now the make-or-break factor for AI tools. The conversation dives into how GetAccept achieves near-instant AI readiness without requiring customers to train the model, how they use Claude integrated with HubSpot and n8n internally for rev ops workflows, and why controlling repeatable outcomes across a sales org matters more than giving reps open-ended AI access. Carl also unpacks the growing challenge of first-year churn for AI companies, the importance of aligning onboarding milestones with customer-defined success criteria, and why investing early in revenue operations is a lesson most founders learn too late.

In this episode of Across The Funnel, Adil Saleh sits down with Jon Finegold, CEO of Precog, to explore why enterprise AI remains bottlenecked by data readiness and what Go-To-Market leaders can do about it. Jon shares his journey from software engineer to MIT Sloan graduate to scaling Signiant from $5M to $50M ARR before stepping in as CEO at Precog, an AI-native ELT platform that connects SaaS APIs to data warehouses like Snowflake and Databricks with full semantic context so LLMs can actually answer business-critical questions. The conversation digs into why dumping raw data into models doesn't work, how Precog uses metadata and semantic layers to make AI understand enterprise data without exposing it directly, and why data teams are positioned to become either the heroes or the villains of the AI transformation story. Jon also reveals how his own team uses Precog, Snowflake, and Claude connected via MCP to proactively identify churn risks and expansion opportunities, and shares his philosophy on building customer-first culture, introducing just enough operational discipline at the growth stage, and keeping startup teams energized by making customer wins visible across the entire organization.

In this episode of Across The Funnel, host Adil Saleh sits down with Dean Curtis, CEO of Ingage, to explore how SaaS and GTM teams should think about AI with clear ROI guardrails, why “vibe-coded” prototypes rarely replace core systems without strategy, and how staying ruthlessly specific about your ICP sharpens positioning in noisy categories; Dean breaks down tying every software purchase to a metric that maps to real money (close rate, deal size, time-to-value), the practical path from onboarding to adoption through training and iteration loops, and how a customer health index plus multi-channel communication helps teams spot churn risk early while partners and “better together” integrations increase account stickiness.

In this episode of Across The Funnel, Ioanna Onasi sits down with Colin Wood, VP, US Sales at SG Analytics, to explore what it takes to win and coach complex enterprise deals: why buyers care most about ROI and measurable outcomes, how great sellers find urgency instead of forcing it, and how to run tighter discovery through call prep, clear agendas, and structured qualification (MEDDIC and the “initiative, champion, economic buyer” check).Colin also breaks down how he onboards reps with business context, real customer stories, and a technical buddy system, why call recording helps coaching without turning into a gotcha, and what he wants next from sales tech: non-distracting, real-time guidance that nudges reps when key questions are missed. The conversation closes with leadership lessons (stop hoarding deals, build a bench), manager cadence, and where GTM is heading in 2026, including smaller entry projects that prove value before expansion, more outcome-based pricing, and a new reality where vendor research is shaped by AI and peer reviews.

In this episode of Across The Funnel, Adil Saleh sits down with Omer Gotlieb, Founder and CEO at Salespeak, to explore why AI in GTM still rises or falls on trust, not features, and why the next wave of winners will design around the buyer’s experience instead of stacking more internal tools. Omer unpacks how “intent” has gotten messier as buyers research in ChatGPT as much as they browse websites, why lazy signal-based outreach is turning into a spam cannon, and what it takes to engage with real context rather than a single click. They also dig into practical GTM choices for chaotic markets, including month-to-month experimentation, freemium and pay-per-use models that reduce commitment risk, and a value-first approach that earns expansion instead of forcing it. The conversation closes with lessons from building lean teams in an AI era, using agents to do more with fewer hires, and advice for first-time founders to win early by delivering clear value and owning a distinct point of view in a crowded category.

In this episode of the Hyperengage Podcast, Adil Saleh sits down with Vlad Shlosberg, CEO of Foqal, to explore how Slack and Microsoft Teams are reshaping modern support operations, why AI adoption in support is now driven from the top down, and what actually matters in messaging-based support metrics. They unpack the shift from resolution-time obsession to first-response expectations, and how in-channel support changes both customer behavior and SLA design. Vlad breaks down the differences between B2B SaaS and open source communities in Slack, when it makes sense to build your own community versus piggybacking on existing ones, and how community strategy ties back into GTM. The conversation also gets into agentic workflows and why data sources and MCP-style connectors matter more than prompt cleverness when building AI support agents. Finally, Vlad shares how Foqal thinks about expansion: moving from external support to internal IT/HR/RevOps use cases, using Slack virality to land-and-expand across teams, and navigating a crowded market where bootstrapped focus and word-of-mouth often beat high-burn competitors.

In this episode of the Hyperengage Podcast, Adil Saleh sits down with Lincoln Murphy, VP of Customer Experience at ListKit, to explore how customer success and post sale GTM are changing in a world of digital engagement and AI tools. Lincoln explains why obsessing over churn keeps teams stuck, and makes the case for focusing on customer outcomes and the overall experience instead. He talks through how COVID era shifts and everyday use of ChatGPT have raised expectations for speed to value, and outlines how ListKit runs a split model with self service GTM customers on one side and high touch done for you cold email programs on the other.He breaks down his approach to goal discovery, defining goals as an objective, a timeframe and the deeper why, and shows how that drives onboarding, adoption and ongoing performance reviews that often happen asynchronously via Loom instead of long calls. Lincoln shares how ListKit uses AI behind the scenes so teams can handle far more work while still leaving human conversations where customers need to feel seen, heard and validated. Adil and Lincoln close by digging into lifetime value and expansion through a planned Ascension Path, treating churn as a symptom to study rather than the main target, and reflecting on why the customer success software category still struggles to define itself between happy customers and revenue growth.