The Cheat Code & Friends

AI is giving individual employees more leverage than ever. But Geoff McQueen, Founder and CEO of Ascendius, believes the bigger opportunity comes when companies stop treating AI as a collection of personal productivity tools and start thinking about it as intelligence that sits at the center of the organization. In this episode, Geoff joins Josh and Sean to explore what happens when AI has visibility across the systems, workflows, and digital signals that already run a business. They discuss why managers spend too much time moving information instead of coaching people, how AI could flatten traditional org structures, and why better visibility could allow leaders to focus more on judgment, development, and the work that actually moves the company forward.But more visibility also means more accountability. When leaders can see where people are spending their time, where work is getting stuck, and who is actually performing, there are fewer places to hide. Geoff believes that could ultimately make great managers and employees more valuable, not less, while forcing companies to rethink what human leadership should look like when AI can handle more of the information moving through the organization.Chapters00:00 Introduction to Ascendius and AI in Business02:53 AI's Role in Organizational Structure06:08 The Human Element in AI Integration08:57 Transforming Meetings and Management11:49 Navigating AI Implementation Challenges20:13 Understanding the Complexity of AI Training23:20 Navigating Data Quality and Input Integrity26:38 The Role of AI in Organizational Dynamics29:48 Sales Engineering in the Age of AI32:47 Balancing Accountability and Performance36:51 Creating a Centralized Organizational Knowledge BaseReferences in the Show:https://www.businessinsider.com/jack-dorsey-all-6000-employees-reporting-ceo-middle-managers-2026-4 https://www.wired.com/story/tech-ceos-using-ai-to-be-everywhere-at-once/ Quote of the Show:“In computer science, we have this phrase of ‘garbage in, garbage out.’ I'm sure it's been used in lots of industries. And an AI makes that all of a sudden like a toddler with an assault rifle. It's super dangerous. Because what you've got is potentially garbage going in, but the AI makes the output look beautiful and sound so credible and so smart.” - Geoff McQueenWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

AI has created one of the biggest shifts venture capital has seen in decades. New companies are reaching unprecedented growth rates, valuations are climbing, and founders have more ways than ever to build software. But according to Jay Po, Co-Founder and Managing Partner at Stage 2 Capital, the fundamentals of building a great business haven't changed nearly as much as people think.In this episode, Jay joins Justin and Josh to discuss how AI is changing venture investing without changing what ultimately matters. He explains why customer obsession, repeatable growth, and retention continue to separate enduring companies from short-lived momentum, why investors are rethinking pricing models and valuation, and how founders should approach fundraising in a market filled with both opportunity and noise.Tune in for more on outcome-based pricing, forward-deployed engineers, customer success as a growth function, venture capital discipline, and why the next generation of market leaders will be defined less by AI itself than by how effectively they solve meaningful customer problems.Chapters00:00 Introduction and guest background02:17 Stage 2 Capital's investment thesis and history05:30 Market evolution from 2018 to today10:07 Impact of AI on venture and market opportunities15:04 The role of curiosity and innovation in startups20:42 Pricing models and outcome-based strategies in AI25:46 Customer success, retention, and long-term value30:09 Valuation approaches and market dynamics36:09 The messiness and opportunities in early-stage investing40:14 Valuation discipline and market noise45:05 Future outlook and strategic positioningReferences in the Show:https://techcrunch.com/2026/03/20/ai-startups-are-eating-the-venture-industry-and-the-returns-so-far-are-good/ https://www.stage2.capital/ Quote of the Show:“One thing that I've been finding pretty interesting is how companies are being funded relative to their underlying fundamental performance from a revenue perspective and whatnot. Just being so obsessed with what is the customer's pain point, life cycle, use case priorities, criticality, because there's no amount of capital that can solve that for you. Right? Like there's no amount of capital that's gonna have this manufacturing plant not wanna change their behavior, but still find value in your product.” - Jay PoWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Join the hosts for a conversation with Jon Miller, co-founder of Marketo and one of the most influential minds in modern marketing, on how AI, tactic fatigue, and buyer anonymity are forcing marketers to evolve faster than ever. Together they explore the cracks forming in legacy marketing automation and the rise of signal-based journeys. Jon breaks down why the next decade of marketing won’t look anything like the last.This episode explains why marketers must shift from tactics to context, how AI can streamline operations without sacrificing creativity, and why sales and marketing alignment is still so painfully hard (and what might finally fix it). Jon also digs into the innovator’s dilemma facing big MarTech vendors, the resurgence of niche vertical plays, and the new skills marketers will need to thrive.If you’ve ever felt like your marketing is losing its edge, this episode will redefine how you think about innovation, AI, and the future of go-to-market.Chapters00:00 Thanksgiving Reflections and Family Dynamics02:59 The Evolution of Marketing Technology06:01 The Impact of AI on Marketing Strategies09:06 Tactic Fatigue and the Tragedy of the Commons11:59 The Role of Specialization in Marketing15:00 Training AI: The New Marketing Operations19:59 Future of Marketing Jobs and Operations20:34 The Role of AI in Marketing Operations23:08 Evolving Skills in Marketing Operations24:52 Sales and Marketing Alignment Challenges27:05 Leveraging AI for Content Creation30:19 Insights from Market Mapping31:41 The Future of AI in B2B Marketing34:27 Innovator's Dilemma in MarTech39:22 Pricing Innovations in the AI Era42:09 Personalizing Buyer Journeys with AIReferences in the Show:https://chiefmartec.com/2025/05/beyond-ai-assistants-how-ai-is-being-more-deeply-embedded-in-marketing-and-martech-stacks/ https://martech.org/the-three-forces-that-shaped-martech-in-2025/ Quote of the Show:"Can your average field marketer now come along and just say, hey, AI, go make me a new webinar for this audience and for this segment? And it actually does it the right way.” - Jon MillerWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Tune in for a conversation with the man, the myth, the legend, Bill Binch, Operating Partner at Battery Ventures and former sales executive at Marketo, on what it really takes to build high-performing sales teams in today’s AI-driven world.From hiring for the right sales mindset to building customer-focused teams and scalable sales processes, Bill shares hard-earned lessons from decades of leading and advising top SaaS companies. He breaks down how founders can make smarter sales hires, why continuous learning separates great leaders from the rest, and how AI is reshaping the future of selling.Chapters00:00 Introduction and Overview of the Conversation03:05 A Day in the Life of an Operating Partner05:57 Sales Hiring Challenges and Strategies11:37 Identifying the Right Sales DNA17:50 The Importance of Value Selling23:52 Building a Sales Process in Early-Stage Companies29:47 Adapting to AI in Sales35:42 Success Signals for New Sales Hires41:37 Navigating Stale Deals and Customer RelationshipsReferences in the Show:https://www.businessinsider.com/microsoft-layoffs-salespeople-relationship-guy-ai-solution-engineer-investor-2025-7 https://hbr.org/2025/09/how-successful-sales-teams-are-embracing-agentic-ai Quote of the Show:"I wish I could write the one-size-fits-all book on your first sales hire or your first five sales hires and what order they should be. Should it be a sales rep? Should it be a sales leader? Should you have sales engineers? What should you have? What shouldn't you have? But I don't think that exists because it really depends on a number of different factors.” - Bill BinchWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Tune in for a conversation with Mark Schopmeyer, Co-Founder and Co-CEO of CaptivateIQ, on how incentive compensation can make or break the success of an early-stage company.From the critical role of founding AEs to the delicate balance between keeping plans simple and aligning them with big-picture goals, Mark explains why no single model works for every business. They dig into the importance of trust and transparency in compensation plans, how leadership choices shape performance, and why cultural alignment is just as powerful as equity when it comes to motivating teams. You’ll also hear highlights from CaptivateIQ’s latest State of Incentive Compensation report, filled with trends and best practices that modern companies can’t afford to ignore.Chapters00:00 Introduction and Team Dynamics02:51 Incentive Compensation Overview05:49 Founding AE Concept and Compensation Strategies08:49 The Importance of Simplicity in Compensation Plans11:44 Leadership and Organizational Culture in Compensation14:47 Equity Packages and Early Stage Hiring17:28 Balancing Risk and Reward in Startups20:30 The Role of Accountability in Startup Success27:40 Building a Long-Term Vision30:42 Incentivizing Performance: Equity vs. Compensation32:20 Understanding the Bigger Picture in Startups32:54 Unlocking Outsized Performance through Trust34:25 The Role of Culture in Compensation36:07 The Relationship Between Ops and Frontlines39:02 Building Trust in Compensation Plans42:21 The Value of High Performers43:48 Behavioral Insights in Sales Performance45:20 Integrating Performance Culture Post-M&A46:28 Incentivizing Beyond Traditional Roles51:25 The State of Compensation ReportReferences in the Show:https://www.captivateiq.com/resources/captivateiq-2025-sales-compensation-benchmarks-report? https://www.hrdive.com/news/2026-raises-to-hold-steady-compensation/759671/? Quote of the Show:"If there's anything I've learned working with startups and early stage companies and early stage founders, there's no correct way to do [things]. There's just a lot of methods to the madness. And I think founding AEs is no different.” - Mark SchopmeyerWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast

Tune in for a conversation with Don Fotsch, Cofounder of BDS AI (Battery Detection Systems), on how Arizona’s tech ecosystem is growing into a hub of innovation and opportunity.From bridging the gap between talent and funding to redefining how values shape hiring and community building, Don explains what it takes to grow a thriving startup culture outside of Silicon Valley. They dig into the challenges of post-pandemic workforce development, why real-world experience is often more valuable than traditional education, and how mentorship and collaboration can fuel the next generation of entrepreneurs. If you’re ready to discover what makes Arizona’s startup scene one to watch, this episode is for you.Chapters00:00 Introduction and Guest Introduction02:55 Don's Background and Career Journey05:57 Transition to Arizona and Observations08:52 The Arizona Nerd Network and Its Purpose11:58 Building a Tech Community in Arizona14:57 Future of Tech in Arizona and Closing Thoughts17:27 Embracing Growth Opportunities19:57 The Value of Community and Talent21:57 Building Connections in Tech24:49 The Importance of Education and Context28:05 Understanding Arizona's Unique Position29:59 The Role of Values in Technology31:51 Shifting Perspectives on Industry and Innovation33:59 Learning from Successful Founders36:11 Recruiting Talent with a Personal Touch39:23 Building Connections in Arizona's Startup Ecosystem40:01 Scaling Arizona's Manufacturing and Engineering Potential42:17 Navigating the Challenges of Hiring New Graduates46:51 The Future of Education and Job Readiness50:04 Mastery Learning and Education Productivity51:55 Real-World Experience and Job Readiness52:25 The Importance of Context in Education53:52 Relevance in Education and Skills for the Future54:59 The Role of Universities in Modern Education56:08 Community Involvement and Parental Guidance57:07 Building a Supportive Ecosystem for Founders58:34 The Power of Conversation and Networking59:54 Funding Challenges and Opportunities in Arizona01:01:11 Augmenting the Ecosystem for SuccessReferences in the Show:https://www.fastcompany.com/91290430/zero-to-one-the-fundamentals-of-building-and-growing-a-startup https://siteselection.com/arizona-the-region-redefining-the-future-of-tech/?utm_source=chatgpt.com https://batterydetection.com/ Quote of the Show:“The only thing better than hiring the people who have the talent that you need, is hiring people who have the talent that you need, who you already know and are values aligned to. Which is why, like in Silicon Valley, you bump it into people, or Austin, Boston, pick your favorite ones. And a lot of people are hiring people they know.” - Don FotschWays to Tune In:Spotify: https://open.spotify.com/show/5GpM8myxsUinc5bfLIbjJz?si=0af576adfb8e49f8 Apple Podcasts: https://podcasts.apple.com/us/podcast/the-cheat-code/id1692445190 Amazon Music: https://music.amazon.com/podcasts/cb0b3afa-063f-4f3b-96be-b98214c74912 YouTube: https://www.youtube.com/@CheatCodePodcast