Rev-n-u Unplugged

James Hounslow from Indigo GTM
  • 5.0 (1)
  • Business

🎙️ Rev-n-u Unplugged — Where SaaS revenue leaders tell it like it is. Join James Hounslow, a seasoned recruiter in the revenue leadership space, as they sit down with Chief Revenue Officers, VPs of Sales, and Private Equity Operating Partners to have real, unfiltered conversations about the business of driving growth in SaaS. Each episode, the guest brings the topic, from communication to the board strategies and recruiting to value creation, winning new logos, cutting tech spend, and everything in between. No fluff. No scripts. Just the raw insights, lessons, and stories behind how top operators build and sustain revenue engines that perform. If you’re a sales leader, investor, or anyone obsessed with the craft of revenue, this is your backstage pass to the strategies and mindsets shaping today’s SaaS landscape. Tune in. Get real. Grow revenue. Unplugged.

  1. Sep 15

    What are the 3 signals....

    What are the 3 signals

  2. Sep 15

    The Hot Stove Test: Data, Instinct, and the Real Job of a CRO

    The conversation with Jesse Gomez covers the challenges of hiring a CRO, the role of a CRO, and the skills and accountability required for the position. It also delves into the importance of RevOps and the transition from VP of Sales to CRO. Takeaways Challenges in Hiring a CRORole and Accountability of a CROTransition from VP of Sales to CRO Chapters 00:00 Challenges in Hiring a CRO03:08 Role and Accountability of a CRO10:49 Importance of RevOps and Transition from VP of Sales to CRO

  3. Sep 1

    Scaling Is Not Closing Deals If You Are CRO

    Scaling Is Not Closing Deals If You Are CRO

  4. Sep 1

    "AI Brought Sean Foster Out of Retirement: A CRO's Comeback Story"

    Sean Foster, a seasoned sales leader with 27 years of experience in cybersecurity, shares insights on his journey, the role of a CRO, and the importance of process over deal chasing. He emphasizes the need for strategic thinking, collaboration with rev ops, and the alignment of sales reps with the company's vision. The conversation covers the strategic role of sales operations (RevOps) in decision-making, the importance of a sales-focused person in the RevOps role, and the qualities of a successful RevOps partner. It also delves into the transition from VP of Sales to CRO, the misconceptions about the CRO role, and the necessary character traits for a successful CRO. Additionally, it explores the potential for RevOps leaders to move into the CRO role and the impact of AI on sales roles. Takeaways Cybersecurity Career JourneyStrategic Thinking and CollaborationProcess Over Deal Chasing RevOps plays a strategic role in decision-makingTransition from VP of Sales to CRO involves a shift in responsibilities and mindsetCharacter traits and global readiness are crucial for a successful CRORevOps leaders may transition into the CRO roleAI may impact sales roles but may not replace the need for human intuition and negotiation skills Chapters 00:00 The Cybersecurity Career Journey02:14 The Learning Curve into the CRO Seat06:31 The Evolution of the CRO Role10:03 Process Over Deal Chasing24:37 The CRO and Rev Ops Partnership45:03 Impact of AI on Sales Roles

  5. Aug 18

    Be Advisory

    Advisory adds value that will elevate you.

  6. Aug 18

    "Advisory, Not Automated: Why Salespeople Still Win Deals" James Westlake

    James Westlake, a CRO with experience in the scale-up startup world, discusses trust, product market fit, and the impact of AI on sales. He emphasizes the importance of building trust, understanding client challenges, and creating a consultative sales process. He also explores the challenges of founder excitement, the need for product market fit, and the transition from founder to CEO. The conversation covers the challenges of transitioning from founder to CEO, the impact of go-to-market motion on leadership roles, the importance of relationship building in hiring, the role of AI in leadership, and the directive vs. transformative leadership styles. Takeaways Trust and differentiation beyond the classic demo modelFounder excitement versus reality and the importance of product market fitThe transition from founder to CEO and the role of AI in sales Founder-CEO transition challengesImpact of go-to-market motion on leadershipImportance of relationship building in hiringRole of AI in leadershipDirective vs. transformative leadership styles Chapters 00:00 Building Trust and Differentiation03:12 The Role of AI in Sales and Product Demos16:34 Founder Excitement, Product Market Fit, and AI Acceleration23:53 Founder-CEO Transition Challenges26:34 Impact of Go-to-Market Motion on Leadership Roles29:09 Importance of Relationship Building in Hiring32:36 Role of AI in Leadership39:02 Directive vs. Transformative Leadership Styles

  7. Jul 28

    Navigation The Rapid Change In StartUps

    Navigation The Rapid Change In StartUps

  8. Jul 28

    Title Inflation: The CRO Problem Nobody Wants to Admit

    The conversation covers topics such as the role of a CRO in startups, hiring a CRO, transitioning from startup to scale-up, understanding the revenue black box, maintaining baseline metrics, the blurring line between startups and scale-ups, coaching vs. managing in sales leadership, the role of AI in sales training, and building culture and trust in a Series B company. Takeaways Differentiating between startup and scale-up revenue leadership.The importance of human relationships in sales coaching. Chapters 00:00 Introduction to Revenue Leadership01:04 The Role of a CRO in a Startup03:23 Differentiating a CRO from a VP of Sales05:20 Hiring a CRO in an Early-Stage Startup07:21 Hiring a CRO and Conversations with VCs08:15 Understanding the Revenue Black Box12:38 Transitioning from Startup to Scale-Up18:43 Maintaining Baseline Metrics in a Dynamic Environment23:34 Startup vs. Scale-Up: When to Transition27:35 The Blurring Line Between Startups and Scale-Ups29:56 Coaching vs. Managing in Sales Leadership34:33 The Role of AI in Sales Training and Coaching37:01 The Importance of Human Relationships in Sales Coaching38:50 Building Culture and Trust in a Series B Company

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About

🎙️ Rev-n-u Unplugged — Where SaaS revenue leaders tell it like it is. Join James Hounslow, a seasoned recruiter in the revenue leadership space, as they sit down with Chief Revenue Officers, VPs of Sales, and Private Equity Operating Partners to have real, unfiltered conversations about the business of driving growth in SaaS. Each episode, the guest brings the topic, from communication to the board strategies and recruiting to value creation, winning new logos, cutting tech spend, and everything in between. No fluff. No scripts. Just the raw insights, lessons, and stories behind how top operators build and sustain revenue engines that perform. If you’re a sales leader, investor, or anyone obsessed with the craft of revenue, this is your backstage pass to the strategies and mindsets shaping today’s SaaS landscape. Tune in. Get real. Grow revenue. Unplugged.

Information

  • Creator
    James Hounslow from Indigo GTM
  • Years Active
    2025 - 2026
  • Episodes
    56
  • Rating
    Clean
  • Copyright
    © 2025 James Hounslow from Indigo GTM