Revenue Remix - Inspiring Visionary Leaders

Summer Poletti
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Right-sized insights for operators building $2M-$30M ARR companies, and the leaders who support them. Hosted by Summer Poletti, 3x Founder and Fractional CRO. WHO WE FEATURE: FOUNDERS NAVIGATING $2M-$30M ARR The messy middle. Founder-led sales stops scaling. Too big for scrappy, too small for enterprise playbooks. We feature operators who: - Built it with real grit (even if they have resources now) - Remember what it's like to solve problems creatively (not just throw money) - Figured it out without typical advantages (no accelerator stamps, no household-name networks needed) If they're at $30M today but remember the scrappy days. SENIOR LEADERS & FRACTIONALS VPs of Sales, Marketing, Customer Success. Fractional CMOs and CFOs. Operators who work with growth-stage companies daily. The folks who see patterns across companies, the experts who are building alongside founders. GTM TOOL FOUNDERS: We'll talk about the PROBLEM being solved, why it matters, and growth challenges. Not product pitches. EPISODE TOPICS: Inspired by real conversations with clients and collaborators. If one founder is wrestling with it, others are likely wondering too. This is pattern recognition, not chasing SEO keywords or viral trends. STEAL-ABLE INSIGHTS: Every episode delivers frameworks you can try yourself. THREE EPISODE TYPES: - Featured Founders (deep dives with operators) - GTM Panels (2-3 experts, specific challenge) - Bonus Episodes (solo insights, quick tactical advice) WHO THIS ISN'T FOR: - Founders who only know how to scale with big budgets (lessons won't translate) - Operators who started with advantages most don't have (different playbook) - Theory-only consultants who haven't built anything - Exposure-seekers treating podcasts as PR checkboxes Natural born storyteller. Prolific podcast listener. Summer built the show she'd want to listen to, and the show she'd feel good guesting on. Recognized by Feedspot as a Top Revenue Podcast 2025.

  1. 3D AGO

    Your Revenue Plateau Isn’t Pipeline. It’s Misalignment Inside Your Go-To-Market Team.

    You don’t have a “lead problem.” You have a go-to-market alignment problem that’s quietly capping your growth. In this mini-panel, we dig into why revenue plateaus at growth-stage B2B companies usually aren’t about “more pipeline” – they’re about sales, marketing, customer success, product, and finance all pulling in slightly different directions. No scolding. No “you’re doing it wrong.” Just four operators and advisors comparing notes on what actually works when you want healthy, scalable revenue, not just a noisy top of funnel. In this episode, we cover:Why “sales & marketing alignment” is table stakes nowAnd why the real unlock is treating CS, product, and finance as part of one revenue team, not downstream order takers.The KPI trap that keeps teams stuck in silos Marketing measures activity, sales measures outcomes, CS measures retention—and almost no one agrees on what a qualified lead actually is.Customer success as your GTM secret weapon How involving CS before the sale changes who you sell, what you promise, and how long customers stay—without adding more headcount.Product is not your feature factory What happens when sales keeps asking for “one more feature to close this deal” and product’s roadmap gets held hostage by short-term revenue.Finance as a growth partner (not the ‘no’ department) How to get your CFO to trust your forecast so they’ll actually support your GTM investments instead of blocking every new idea.Practical ways to build internal bridges (starting this week) From “bridge coffees” to shared rituals, internal problem statements, and walking a mile in each other’s roles.Who this episode is forThis conversation will land especially well if you’re: A B2B founder / CEO stuck at a revenue plateau and wondering if it’s really “just pipeline.”A CRO / VP Sales / VP Marketing tired of attribution fights and ready to build one revenue system instead of parallel empires.A Head of CS, Product, or Finance who knows you impact revenue but keeps getting brought in too late.Any GTM leader who wants to turn internal friction into a real competitive advantage.What you’ll walk away withBy the end, you’ll have: A more honest way to talk about GTM misalignment without blaming people or departments.A simple starting point for shared KPIs that don’t trigger instant defensiveness.Language you can use with your CFO, CMO, CPO, and Head of CS to shift from “that’s your problem” to “this is our system.”A few stealable rituals (like bridge coffees and cross-functional problem statements) to start stitching teams together without a giant reorg.Follow our GuestsJay Brandon Daniel Shimon Follow Summer on LinkedIn

    30 min

  2. FEB 2

    Planning Your First Sales Hire? Here’s How to Set Them Up for Success.

    When founders decide “it’s time to grow,” the first instinct is often: “We need a salesperson.” But your first sales hire is too important (and too expensive) to toss in the deep end and hope they swim. In this mini-panel episode of Revenue Remix, host Summer Poletti sits down with frequent collaborators JMS (John Mason-Smith) and Sean Parnell to unpack what really needs to be in place before you add that first sales rep. Why “I want to grow, so I’ll hire a salesperson” is a broken equation JMS explains why half the time, when a founder says “I need a sales rep,” the real answer is: “You need a sales process, not a salesperson.”How founders accidentally attract the wrong salespeople Summer and Sean talk about “job-hopper reps” who are great at selling themselves into a role… and then never close meaningful business — especially when there’s no process, no messaging, and no coaching.Lazy, or just lost? What’s actually going wrong with new reps JMS shares the story of a rep who was “working hard” but making 10 calls a day instead of 100 because he had no guidance on what mattered and what didn’t.The two big levers in any sales system Volume in at the top, conversion out the bottom. If you’re not measuring these (and the steps in between), you’re guessing — not managing.Why founder-led sales and rep-led sales are not the same game Founders close with trust, relationships, and gravitas. Your first rep doesn’t have that halo. Expecting them to hit your close rates and sales cycles without support is setting them up to fail.What “good” looks like before your first sales hireClear revenue goals that are more specific than “more”A basic offer, ICP, and messaging that resonatesAt least a sketch of a repeatable sales processLeading indicators defined and trackedA plan for coaching, not just “sink or swim”How marketing, content, and AI support your first repSean dives into why cold outbound with no brand, no demand, and no content is almost always a losing game — and how thoughtful marketing + smart use of AI can keep your rep focused on the right activities.The pre-mortem: how to spot failure before it happensJMS introduces the idea of a “pre-mortem” and how founders can use AI or trusted collaborators to stress-test their plans before hiring.Why founders need help focusing on what they’re bad at, not just what they loveThe group talks about coaching, business mentors, and using AI as a brutally honest sounding board instead of a cheerleader.If you’re a founder thinking about that first sales hire — or wondering why the last one didn’t work out — this episode will help you feel more confident and a lot less alone. Meet the panelJMS is the founder of Hirewith, a niche hiring platform for the HCM and payroll industry. He’s a former top rep who now helps founders think clearly about when (and whether) they’re truly ready for a sales hire. 👉 Connect on LinkedIn Sean is the founder of InnovAxis, a B2B marketing firm. He’s obsessed with measurable strategy, leading indicators, and building marketing that makes sales easier instead of harder.👉 Connect on LinkedIn

    43 min

  3. JAN 26

    When Sales is "Crushing It" But Finance Knows You're In Trouble

    When the board sees “record quarters” and Finance sees paper-thin margins, you don’t have a growth engine — you have a slow-motion car crash. In this episode of Revenue Remix, Summer Poletti (Founder & CRO of Rise of Us) sits down with William Lieberman, founder and managing director of The CEO’s Right Hand, to talk about what healthy growth actually looks like when sales, finance, and operations are rowing in the same direction. William has sat in the room for the messy growth conversations most founders avoid: discounting that quietly destroys margin, bloated sales teams after a fundraise, and “crushing it” top line numbers that never translate to cash in the bank. If you’re a CEO, CRO, or revenue leader trying to scale without breaking your economics, this one hits close to home. In this episode, you’ll hear:Why “we just need more pipeline” is usually the wrong diagnosis And how CEOs miss the real problem hiding in their back office, systems, and cost structure.The metric William checks first to see if growth is real or fake How to look at gross margin by product, service line, and client to decide what to scale and what to kill.A simple rule for firing unprofitable clients (and why it’s a finance job to say it out loud) Plus: how to align sales comp so reps stop dragging loss-leader deals in the door.What sales should never be allowed to do alone The deal-approval process William recommends so Sales, Finance, and Customer Success all sign off on pricing and scope.How to use new funding without ending up with a bloated sales org and fragile unit economics Including: what to model, who to hire first, and where nearshore + AI support actually makes sense.Sales comp mistakes that quietly blow up your P&L Why paying full commission on signature is dangerous, and how William structures payout to keep reps invested in profitable, live customers.The one recurring meeting where Sales and Finance actually help each other What should be on the agenda, who’s in the room, and how to make it about solving revenue problems instead of pointing fingers.A practical way for CEOs to stop the “it’s their fault” food fight William’s favorite role-reversal exercise to get leaders out of blame mode and back into solving hard problems together.About William LiebermanWilliam Lieberman is the founder and managing director of The CEO’s Right Hand, a firm that provides fractional CFO, CHRO, and COO services to growth-stage companies that need serious strategic finance and operations support—without building a giant back office. He’s a long-term operator and fractional CFO who: Has helped CEOs navigate fundraising, scaling, and restructuringKnows exactly what happens when sales is “crushing it” and the numbers still don’t workBrings a pragmatic, operator’s lens to aligning sales, finance, and operations around real, sustainable growth If you’re a founder or CEO who suspects your P&L is hiding more than it reveals, William is the kind of partner you want in your corner. Connect with William🌐 Website: The CEO’s Right Hand – tcrh.co📧 Email: william@tcrh.co If this episode hits a nerve, share it with a CEO, CRO, or sales leader who keeps saying “sales is crushing it” — and quietly worrying what Finance really thinks.

    44 min

  4. JAN 21

    Why Your Sales Team and Product Team Are Sabotaging Each Other (And How to Stop It)

    Your sales team says marketing's leads are garbage. Marketing says sales isn't following up. Product says everyone's requests are impossible. Meanwhile, customers are leaving. This isn't a people problem. It's a systems problem. In this episode, Brian Root breaks down the hidden bottlenecks that stall growth—even when every team thinks they're crushing it. You'll learn why sales and product teams work against each other, how to stop feature bloat, and why your compliance team might be your secret weapon. If you're a B2B SaaS or FinTech founder stuck between $2M-$10M ARR and your teams are pointing fingers instead of solving problems, this episode is for you. What You'll LearnThe Sales/Product Disconnect Why customers experience conflicting messages from different teams—and how it kills conversionsThe trade-off framework that forces sales to prioritize what actually mattersHow to align sales and product without making them best friendsShiny Object Syndrome (AI Edition) Why founders chase AI features customers don't actually wantThe dual portfolio strategy: hype vs. real workHow to focus on customer need instead of board pressureFeature Bloat & Saying No Why startups keep adding features that create maintenance nightmaresThe one question every founder needs to answer before building anything newHow to use strategic partnerships instead of building everything in-houseFractional Leadership Reality Check The pattern-matching advantage outsiders bringWhy founders are either the problem or complicit in allowing itThe Compliance Hack How to turn your "no hammer" compliance team into innovation partnersWhy involving compliance early unlocks faster launches in regulated industriesSteal-able Moments"Pick the Feature You're Willing to Delay"When sales demands an urgent feature, product leaders should ask: "Which other feature on the roadmap are you okay with delaying?" "If the Only Power Someone Has Is to Say No, They Use It Prolifically"Compliance teams aren't the enemy—they're excluded. Invite them into ideation early, and they'll help you shape solutions instead of killing them at launch. "You're Either the Problem or You're Allowing the Problem"If you're the founder/CEO and your company has problems, assume you're responsible. You have the power to stop it. "Your Customer Gets One Message From Sales, A Different Message From Product"Even small disconnects between departments create "the ick" for customers. "Pattern Matching Is the Fractional Advantage"Experienced fractionals can diagnose fundamental problems quickly because they've seen the same patterns across dozens of companies. Guest BioBrian Root is the founder of Rooted in Product, where he helps growth-stage companies in fintech and beyond break through bottlenecks by aligning product strategy with business goals. With deep experience in fractional leadership and navigating heavily regulated industries, Brian has worked with companies ranging from early-stage startups to Amazon. He's also training for his eighth ultra marathon and builds mechanical watches for fun—because unlike software, you can't hack your way through either process. Connect with Brian: LinkedIn: Brian RootWebsite: rootedinproduct.com

    46 min

  5. JAN 12

    Your Buyer’s AI Sidekick Is Judging You (and Other 2026 Truths)

    Is AI really about to take over B2B buying… or are the big firms just doing ✨Captain Obvious✨ with better branding? In this Revenue Remix Roundtable, Summer brings back three of her top collaborators to run 2026 predictions through one ruthless filter: crystal ball or BS. They dig into how AI agents will shape vendor research, why trusted beats loud in the new GTM reality, what happens when GenAI is left completely ungoverned, and why alignment (not more tools) is the real growth lever for B2B SaaS, fintech, and growth-stage tech. If you lead sales, marketing, or revenue at a $2M–$20M ARR company and you’re trying to separate hype from “do this now,” this one’s for you. What We Cover00:00 – 04:30 • Setting the stage: 2026 predictions & the crystal ball vs. BS game 04:30 – 11:30 • Trend 1 – AI agents in B2B buying: sidekick or takeover? Sean on why agent-to-agent negotiation is mostly BS (for now) and the limits of AI without real pricing dataJenny on AI as a noise filter and claim validator, not a robot decision-makerDave’s 3 jobs of the buyer: find vendors, shortlist vendors, validate vendors – and where AI fits inSummer on why we’re already living the “AI sidekick” era and why negotiation is a bridge too far11:30 – 17:30 • Trend 2 – Trusted beats loud in 2026 Jenny on why human connection + published policies, prices, and proof matter more than everDave on trust as the new currency and how case studies + proof assets carry more weight in the AI eraSean on old-school social proof (testimonials, thought leadership, real examples) as the “new” competitive moatSummer on why low-edit, authentic videos are outperforming polished AI content on social17:30 – 24:30 • Trend 3 – GenAI in sales & marketing: governed systems or chaos machine? Dave on quality over quantity and why AI hates marketing fluffSean on why volume is no longer a differentiator when everyone has AI, and why unedited AI content is “intern level” at bestJenny on using AI trained on your own work (LinkedIn exports, thought leadership, etc.) and where she still does things manuallySummer on “human-led, AI-assisted” vs. “set it and forget it” and what “human in the loop” actually means24:30 – 33:30 • Trend 4 – Alignment as the real growth lever Jenny on why misaligned data and siloed KPIs make AI useless (and why shared OKRs matter)Sean on marketing as macro selling and sales as micro selling, and why the narrative has to match across bothDave on how misaligned KPIs create the “your leads are crap / you can’t close” death spiralSummer on why she’s hard on CEOs and why “that’s just how Jimmy is” is not a leadership strategy33:30 – 39:30 • Bonus – Getting the “quarreling siblings” to play nice Sean: set shared goals tied to revenue, EBITDA, and sales-qualified outcomes – not vanity metricsDave: hold both sales and marketing accountable to new customers and revenue, not just MQLs or activitiesJenny: stop the blame game, reset expectations, and get people together in person during work hoursSummer: why sales needs to stop treating marketing as a vendor, stop taking solo victory laps, and start sharing credit39:30 – End • Closing thoughts & 2026 send-off Summer’s final verdict

    40 min

  6. JAN 5

    Wrong City, Wrong School, Wrong Background? AI is Your Side Door!

    Women-led teams get 2% of VC funding. Add a male co-founder? That jumps to 17%. It's even worse for women of color. Kruti Baires isn't waiting for the system to fix itself. As solo founder of The SprintFit, she's building AI infrastructure to bridge the access-to-capital gap for women and unseen founders—builders with traction who can't get in the room because they're in the wrong city, went to the wrong school, or don't fit the pattern VCs match. In this episode: How Kruti launched an AI company in 90 days and shipped 4 product versions in one yearThe funding gap reality: Why underrepresented founders can't access capital even with tractionThe $4.2B workflow failure in early-stage investing keeping great deals invisibleAvoiding product-market fit pitfalls ("this is cool" ≠ PMF)Why warm intros protect the status quo vs. how AI creates systemic discoveryHow The SprintFit helps small investors discover founders they'd never see while helping founders get funding-ready Key Timestamps: [6:32] The 90-day AI MVP playbook [10:52] When data forced a complete ICP pivot [16:02] The $4.2B intake workflow failure [22:00] Funding gap stats costing investors better products [30:27] Why warm intros might be gatekeeping [37:33] Why burnout isn't a badge of honor Steal-able Moments: "Your ICP isn't who you think needs you. It's who shows up and pays." [14:18]"If users say 'this is amazing' but never come back, you have a demo, not product-market fit." [10:08]"The funding gap isn't about representation. It's costing investors better products." [23:33]"Warm intros protect the status quo: wrong schools, wrong city, wrong background—you're invisible." [30:44] Bio: Kruti Baires is founder/CEO of Sprintfit, bridging the access-to-capital gap for women and unseen founders. With 17 years at Fortune 500s and startups like Salesforce, she's fixing the $4.2B inefficiency in early-stage deal flow while expanding access for founders invisible to traditional VC networks. Connect: LinkedIn: linkedin.com/in/kruti-baires How we met: Women X AI comment section—proof that engagement beats scrolling. Subscribe: Revenue Remix delivers GTM strategy for B2B SaaS founders ($2M-$20M ARR). Find us on Apple Podcasts, Spotify, YouTube.

    41 min
  7. Thank You (FeedSpot Top Revenue Podcast 2025)

    12/16/2025

    Thank You (FeedSpot Top Revenue Podcast 2025)

    Thank you for being part of the Revenue Remix community. This indie show was just named one of FeedSpot’s Top Revenue Podcasts of 2025—something that doesn’t happen without loyal listeners and guests who share their stories. If you’ve found value here, a quick review helps more revenue leaders discover the show. It takes 60 seconds and makes a real difference for a one-person operation. Want to be featured or know someone who should be?Visit theriseofus.com to connect. * Schedule a 15-minute chemistry call * Explore panel participation opportunities Here’s to 2026—more guests, deeper topics, better conversations. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

    3 min

  8. 12/09/2025

    2025 GTM Year in Review: What Worked, What Flopped, and What We’re Changing for 2026

    Putting a Remix spin on year-end reviews, Summer brought back her closest collaborators for an impactful and zero fluff roundtable. AI didn’t just change how teams work in 2025 — it changed how buyers buy, how content performs, and which GTM motions are still worth the effort. In this Revenue Remix Roundtable, Summer Poletti brings together three of her closest collaborators — David Lee (Do What Works), Sean Parnell (Innovaxis), and Jenny Kay Pollock (Women x AI) — to unpack what actually worked this year, what flopped, and what they’re all changing for 2026.​ You’ll hear why Dave believes classic inbound is in freefall as B2B buyers move their research into long AI chats instead of Google searches, and why your website needs to act like a database for AI instead of a pretty brochure full of fluff. Sean pushes back from his world in industrial B2B, where inbound is still strong but mid- and bottom-funnel content, open case studies, and paid discovery offers are doing the real heavy lifting. Jenny zooms in on the human side, calling out the automation binge that has wrecked inbox trust and showing how community-powered learning and ruthless clarity about “who you serve and what you deliver” became her biggest multipliers.​ They close by looking ahead: smaller but stronger sales teams, old-school touches like handwritten notes and targeted mail, AI treated as a 180-IQ intern (not an autopilot), and a buyer journey where trust and specificity beat volume every time. If you’re planning your 2026 GTM and wondering what to double down on — and what to finally stop doing — this conversation will give you a candid, field-tested filter. Resources: * Jenny Kay Pollock * LinkedIn * Women x AI * Sean Parnell * LinkedIn * Innovaxis * David Lee * LinkedIn * Do What Works NYT Article https://www.nytimes.com/interactive/2024/08/26/upshot/ai-synthetic-data.html Eda Cris’ old school wax stamped letter https://www.linkedin.com/posts/eda-ciris_hustle-grit-persistence-we-all-talk-about-activity-7401689517260476416-Inut?utm_medium=ios_app&rcm=ACoAAAQMkyEBbbS3jkNFYit4gyXzXqeISKGA2Bs&utm_source=social_share_send&utm_campaign=copy_link This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit summerpoletti.substack.com

    33 min
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About

Right-sized insights for operators building $2M-$30M ARR companies, and the leaders who support them. Hosted by Summer Poletti, 3x Founder and Fractional CRO. WHO WE FEATURE: FOUNDERS NAVIGATING $2M-$30M ARR The messy middle. Founder-led sales stops scaling. Too big for scrappy, too small for enterprise playbooks. We feature operators who: - Built it with real grit (even if they have resources now) - Remember what it's like to solve problems creatively (not just throw money) - Figured it out without typical advantages (no accelerator stamps, no household-name networks needed) If they're at $30M today but remember the scrappy days. SENIOR LEADERS & FRACTIONALS VPs of Sales, Marketing, Customer Success. Fractional CMOs and CFOs. Operators who work with growth-stage companies daily. The folks who see patterns across companies, the experts who are building alongside founders. GTM TOOL FOUNDERS: We'll talk about the PROBLEM being solved, why it matters, and growth challenges. Not product pitches. EPISODE TOPICS: Inspired by real conversations with clients and collaborators. If one founder is wrestling with it, others are likely wondering too. This is pattern recognition, not chasing SEO keywords or viral trends. STEAL-ABLE INSIGHTS: Every episode delivers frameworks you can try yourself. THREE EPISODE TYPES: - Featured Founders (deep dives with operators) - GTM Panels (2-3 experts, specific challenge) - Bonus Episodes (solo insights, quick tactical advice) WHO THIS ISN'T FOR: - Founders who only know how to scale with big budgets (lessons won't translate) - Operators who started with advantages most don't have (different playbook) - Theory-only consultants who haven't built anything - Exposure-seekers treating podcasts as PR checkboxes Natural born storyteller. Prolific podcast listener. Summer built the show she'd want to listen to, and the show she'd feel good guesting on. Recognized by Feedspot as a Top Revenue Podcast 2025.

Information

  • Creator
    Summer Poletti
  • Years Active
    2024 - 2026
  • Episodes
    83
  • Rating
    Explicit
  • Copyright
    © 2026 Summer Poletti