Beyond Revenue – Narratives of Revenue Leaders [with Michael Jäger]

Cremanski and Company
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20 minutes. One GTM leader. Real wins, real fails, zero filler. Beyond Revenue is the weekly show for B2B leaders who want practical insight from the people actually in the arena, across sales, marketing, RevOps, and the C-suite. Host Michael Jäger keeps it honest and specific so you leave every episode with at least one thing worth trying. Like what you hear? Follow the show, share it with your team, and leave us a rating ✨

  1. Smarketing in Practice: Aligning Sales and Marketing Across Markets - with Ylva Eriksson

    3d ago

    Smarketing in Practice: Aligning Sales and Marketing Across Markets - with Ylva Eriksson

    Sales and marketing say they're aligned. The data tells a different story. Ylva Eriksson, CMO at Winningtemp and B2B marketing leader with experience scaling across multiple markets, joins Michael Jäger to get practical about what sales and marketing alignment actually requires, beyond the manager relationship and the good intentions. In this episode: ✌️ Win #1 — Aligning the systems: how implementing an account-based marketing platform (N.Rich) gave sales and marketing a shared view of every touchpoint and finally made it possible to show sales the real value of marketing activity. ✌️ Win #2 — Building events and webinars as a joint effort: how co-creating content with sales input leads to more relevant programmes, more engaged reps, and, as one top-performing AE put it, a reason to stay in touch with every target account. 🌱 Fail — The cold outreach agency that didn't deliver: why bringing in an agency for quick results in an unknown market almost never works, what Ylva's team got wrong, and the one condition under which agencies actually do perform. If you lead marketing, run a sales team, or sit anywhere along the GTM motion, this episode gives you three concrete moves for turning "we're aligned" from a talking point into something you can see in the data. Connect with Ylva: 🔗 LinkedIn: https://www.linkedin.com/in/ACoAAAPZSd8BqpYQgCwYGQy4rej6v03FcD0iwGc/ 🔗 Winningtemp: https://www.winningtemp.com 🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday. ⏱️ Episode timestamps 00:00 — Intro & Ylva's background 01:17 — What the CMO role at Winningtemp actually involves 02:26 — The biggest misalignment when companies scale internationally 04:05 — The most common myth about sales and marketing alignment 05:13 — How to know alignment is broken even when everyone says it's fine 05:57 — Where to start when aligning sales and marketing in a new market 06:39 — Win #1: Aligning the systems with ABM (N.Rich) 08:34 — Win #2: Events and webinars built together with sales 10:03 — Fail: The cold outreach agency that didn't deliver 13:51 — Key takeaways

    15 min
  2. The Orchestration of Enterprise Deals - with Thomas Cser

    May 29

    The Orchestration of Enterprise Deals - with Thomas Cser

    Most enterprise deals don't die because of the product. They die because of internal alignment debt, over-engineered selling teams, and a champion with no budget. Thomas Cser, Head of DACH Revenue & Growth at Stripe — and former enterprise leader at SAP, Salesforce, and ServiceNow — joins Michael Jäger to unpack what it actually takes to move complex, multi-stakeholder deals from interest to decision in 2026. In this episode: ✌️ Win #1 — Go vertical or go generic: how building real industry depth — the right talent, the right language, the right use cases — accelerates trust, shortens cycles, and shifts conversations from "software features" to business impact. ✌️ Win #2 — Focus beats motion: why ruthless ICP discipline and geographic focus outperform opportunistic deal-chasing — and how long it actually takes for the compounding effect to show 🌱 Fail — The over-orchestrated deal: what happens when too many people get involved too early and why a small, sharp team with a strong AE beats a swarm every time. Whether you're running enterprise sales or trying to scale a complex GTM motion, this episode gives you a sharp lens on what separates precision deal-making from hope-based chaos. Connect with Thomas: 🔗 LinkedIn: https://www.linkedin.com/in/thomascser/ 🔗 Stripe: https://stripe.com 🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday. ⏱️ Episode timestamps 00:00 — Intro & Thomas's background 01:53 — How enterprise selling has fundamentally changed in 20 years 04:55 — The real source of complexity most teams underestimate 06:33 — Early warning signs a deal is drifting 09:07 — What separates orchestrated from chaotic deals 09:57 — Win #1: Going vertical to win enterprise trust 13:27 — Win #2: Focus, focus, focus — ruthless ICP discipline 17:31 — Fail: Over-orchestrating deals with too many people too early 19:56 — Episode recap & key takeaways

    21 min
  3. AI in Revenue Teams: Hype, Reality, and What Leaders Should Really Deploy - with Oisin Connell

    May 22

    AI in Revenue Teams: Hype, Reality, and What Leaders Should Really Deploy - with Oisin Connell

    AI is everywhere in revenue teams right now. But is it actually moving the needle or just automating the mess that was already there? Oisin Connell, sales leader with 15+ years of B2B tech experience across SaaS and enterprise, joins Michael Jäger to get specific about what AI in revenue teams actually looks like when it works and when it doesn't. In this episode: ✌️ Win #1 — The AI health score: how Oisin's team replaced backward-looking MBR post-mortems with a daily weighted KPI feed that surfaces coaching opportunities in real time. ✌️ Win #2 — The crystal ball: an account and persona research agent that delivers intent signals, email structures, and call scripts from a single URL input, cutting hours of manual prep per rep. 🌱 Fail — AI without guardrails: what happened when reps built their own AI messaging without structure: brand drift, inconsistent output, and a full reset... The through-line: AI scales process, not intuition. If your GTM fundamentals aren't solid, you're not gaining efficiency, you're accelerating a mess. Connect with Oisin: 🔗 LinkedIn: https://www.linkedin.com/in/oisinconnell1/ 🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday. ⏱️ Episode timestamps 00:00 — Intro & Oisin's background 04:09 — The biggest AI myth in revenue teams 05:42 — What AI kills forever in sales ops 07:37 — Win #1: The AI health score 11:22 — Win #2: The crystal ball research agent 14:19 — Quality over quantity — why training still matters 14:41 — The fail: AI rollout without guardrails 19:49 — Key takeaways & the human element 21:17 — Where to find Oisin

    22 min
  4. The Role of Partnerships in Modern Revenue Architecture — with George Alifragis

    May 15

    The Role of Partnerships in Modern Revenue Architecture — with George Alifragis

    Most partnership programmes sign agreements and call it a day. The ones that actually move revenue are built on activation, trust, and a ruthlessly structured network. George Alifragis is SVP and Head of Operating Network & Ecosystem at Metropolitan Partners Group, a Forbes Business Council member, and a 20-year revenue leader with a track record of building partnership ecosystems that drive compounding growth. He joins Michael Jäger to make the case that partnerships aren't a support function: they're a core pillar of modern revenue architecture. In this episode: ✌️ Win #1 — Network as a proprietary deal flow channel: how George reframed the operating network from a post-close resource into a front-end sourcing engine using structured swim lanes, a Unique Partner Proposition, and an Ideal Partner Profile ✌️ Win #2 — Segmentation and scoring: how building a rigorous model across engagement level, relationship quality, and activation history revealed that the highest-value contacts were the least activated and how fixing that changed the entire partnership motion. 🌱 Fail — Over-indexing on the referral agreement: why a creative, well-structured referral agreement still produced almost nothing and the hard lesson about the gap between signing and activating. Whether you lead partnerships, build GTM strategy, or are trying to turn your network into a revenue channel: this episode gives you a practical framework for making partnerships perform. Connect with George: 🔗 LinkedIn: https://www.linkedin.com/in/galifragis/ 🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday. ⏱️ Episode timestamps 00:00 — Intro & George's background 03:37 — What shaped George's thinking on partnerships as a revenue lever 06:06 — The biggest misconception leaders have about partnerships 08:10 — Where partnerships go most wrong 09:09 — Win #1: Network as a proprietary deal flow channel 12:14 — How to know it's working (270% growth) 14:34 — Win #2: Segmentation and scoring your network 18:10 — The fail: over-indexing on the referral agreement 21:03 — How the fail led to building an AI triage agent 24:39 — Key takeaways 25:50 — Where to find George

    26 min
  5. Pricing as Part of the GTM-System - with Roee Hartuv

    May 8

    Pricing as Part of the GTM-System - with Roee Hartuv

    Most SaaS companies get pricing wrong: not because they charge the wrong number, but because they're asking the wrong question entirely. Roee Hartuv, Senior Pricing Advisor and Head of GTM Expertise at Willingness2Pay, joins Michael Jäger to make the case that pricing isn't a finance decision: it's a GTM decision. And how you charge matters far more than how much you charge. In this episode: ✌️ Win #1 — Package around value, not features: why structuring your pricing around the customer's job to be done (instead of good-better-best feature tiers) accelerates sales velocity, simplifies renewals, and makes your value proposition impossible to ignore. ✌️ Win #2 — GTM as a system: how applying systems thinking to your go-to-market motion (from demand gen to customer success) removes silos, improves efficiency, and aligns every team around one shared output: revenue. 🌱 Fail — Price increases in isolation: why raising prices without adding value almost always backfires, and what to do instead to make pricing changes stick.Whether you're a founder, a revenue leader, or running GTM at a SaaS scale-up, this episode gives you a practical framework for turning pricing into a growth lever, not just a number on a page. Connect with Roee: 🔗 LinkedIn: https://www.linkedin.com/in/roeehartuv/ 🔗 Willingness2Pay: https://willingness2pay.com/ 🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday. ⏱️ Episode timestamps 00:00 — Intro & Roee's background 01:22 — The biggest pricing mistake companies make 01:49 — What your pricing signals to the market without you knowing 02:38 — The biggest shift happening in SaaS pricing right now 04:12 — Win #1: Package around value, not features 08:07 — Win #2: GTM as a system — input, process, output 10:57 — The fail: price increases that backfire 13:00 — Key takeaways 14:56 — Where to find Roee

    15 min
  6. From Inbound vs Outbound to Mixbound - with Sara Storm

    May 1

    From Inbound vs Outbound to Mixbound - with Sara Storm

    Cold outreach is broken. Inbound alone won't scale you upstream. So what actually works in B2B sales right now? Sara Storm, Sales Director EMEA at N.Rich, founder of Break the Box and GTM strategist with 20+ years in B2B SaaS joins Michael Jäger to break down the MIXBOUND motion: how to blend account-based marketing and account-based sales into a single, signal-led system that builds trust before it asks for a meeting. In this episode: ✌️ Win #1 — ABM + ABS in tandem: how Sara's team uses first- and third-party intent signals to trigger coordinated outreach across BDR and AE . ✌️ Win #2 — The 20-minute account analysis: a low-effort, high-impact tactic that increased meeting booking rates by 29% by delivering value before making any ask. 🌱 Fail — The online community that didn't land: why a well-intentioned sales council fell flat. Whether you're leading sales or scaling a GTM motion, this episode gives you a concrete playbook for moving from spray-and-pray outbound to a focused, trust-first MIXBOUND approach. Connect with Sara: 🔗 LinkedIn: https://www.linkedin.com/in/saralstorm/ 🔗 Nrich: https://nrich.io/ 📩 Newsletter (SaaS & Revenue): https://stormysarascorner.beehiiv.com/🎙️ Beyond Revenue is hosted by Michael Jäger, Managing Partner at Cremanski & Company. New episodes every Friday. ⏱️ Episode's timestamps 00:00 — Intro & Sara's background 04:20 — What "moving upstream" really means 05:38 — GTM challenges: Nordics vs UKI 08:07 — The GTM assumption that AI broke 09:15 — Clear signals your inbound/outbound are misaligned 15:49 — Win #1: ABM + ABS in tandem (+ the Stockholm dinner) 21:14 — Win #2: The 20-minute account analysis (+29% meeting rate) 23:33 — The fail: online community that didn't land 27:43 — Key takeaways 29:07 — Where to find Sara

    30 min

  7. Apr 24

    🇩🇪 Operationalizing Growth: Turning GTM Strategy into Scalable Execution

    Many companies have bold growth strategies. Few manage to operationalize them. In this episode of Beyond Revenue – Narratives of Revenue Leaders, Michael Jäger sits down with Kim Aberfeld (CRO at Scalara) to explore how go-to-market strategies become scalable execution engines. Together, they unpack: ✔ How to translate top-down strategy into bottom-up ownership ✔ Why governance frameworks are essential for predictable growth ✔ How to align marketing, sales, and customer success ✔ Why enablement is a core growth lever ✔ The balance between structure and agility in scaling organizations ✔ The human side of operational excellence Kim shares lessons from scaling revenue teams across seven international markets and building structured revenue systems in both enterprise and startup environments. 💡 Key insight: Processes and data enable scale. But people create momentum. If you’re building or restructuring your GTM engine, this conversation will help you rethink how strategy turns into execution. 👉 Subscribe for more conversations with revenue leaders.

    37 min

  8. Apr 17

    🇩🇪 Growth Architecture in B2B: How Operational Excellence Transforms Sales

    Growth doesn’t fail because of ambition.It fails because of structure. In this episode, Michael Jäger speaks with commercial operations leader Nadja Ristig about what truly enables scalable B2B growth: operational excellence. With experience spanning enterprise, SaaS, IoT, and post-merger integrations, Nadja shares how commercial architecture determines whether sales organizations thrive or stall. In this conversation, you’ll learn: The 3 structural levers of strong commercial operations Why customer journey clarity is the foundation of scale How governance can guide without slowing down sales What goes wrong in CRM integrations after M&A Why playbooks are living systems Why enablement is the most underestimated growth lever Why culture matters more than tools If you’re building, restructuring, or scaling a B2B revenue organization, this episode offers practical insights into the architecture behind sustainable growth. Because growth is not accidental.It’s engineered.

    29 min
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20 minutes. One GTM leader. Real wins, real fails, zero filler. Beyond Revenue is the weekly show for B2B leaders who want practical insight from the people actually in the arena, across sales, marketing, RevOps, and the C-suite. Host Michael Jäger keeps it honest and specific so you leave every episode with at least one thing worth trying. Like what you hear? Follow the show, share it with your team, and leave us a rating ✨

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