Revenue Engine Masters

Scalestack.ai
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Welcome to Revenue Engine Masters by Scalestack. The podcast for GTM leaders tired of duct tape, chaos, and the Manual Work Tax. Every month, we sit down with the boldest voices in Revenue, RevOps, Sales, and Marketing Ops to tackle the root problem holding teams back. No more firefighting. No more spreadsheet gymnastics. Just honest conversations about scaling GTM with systems that actually support strategy. Welcome to the movement to make revenue autonomous. This is Revenue Engine Masters. Let’s get to work.

  1. 11H AGO

    How the Best Companies Build Revenue Before the Sale, with their Brand

    In this conversation, Alan Gonsenhauser, Founder & CEO of Demand Revenue, explains why most go-to-market engines don’t break in the salesroom — they break long before buyers ever talk to sales. With only about 5% of accounts truly in-market at any given time, companies must stop treating marketing as demand capture and start building brand equity as future pipeline. By the time buyers engage, most of the journey is already complete, and without brand trust and preference, you never make the shortlist. Alan also highlights a fundamental shift in buyer psychology, from FOMO to FOMU — Fear of Messing Up. In today’s risk-averse environment, deals are lost less to price or features and more to decision paralysis, making it critical for GTM teams to focus on de-risking the choice, not just promoting the product. Finally, he reframes the role of AI, noting that it excels at convergent thinking — summarizing the past and increasing productivity — but not at disruptive strategy. The real ROI comes from fixing dirty data, fragmented systems, and back-office workflows, where clean, trustworthy operations quietly reshape revenue performance at scale.

    29 min

  2. 12/04/2025

    The Architecture of Modern GTM: Strategy, AI, and Foundational Data

    “If you don’t have normalization of the metadata across the application layer, you cannot create the right systems of record to drive your systems of action.” In this episode of Revenue Engine Masters, I sat down with Cliff Simon, founder & CEO of Polaris and one of the most thoughtful operators in the RevOps ecosystem. We went deep on the big shift happening in go-to-market: AI is forcing companies to confront their foundations—metadata, systems of record, systems of action—because bad data now leads to sh*ttier outcomes, faster. Cliff breaks down why AI readiness is no longer a RevOps-only problem, but a company-wide mandate increasingly driven by CIOs, CFOs, and cross-functional leaders trying to decide what to build, what to buy, and how to ensure their teams are actually enabled.We explored how Polaris is helping companies navigate this moment with two offerings—AI Readiness Audits and GTME-as-a-Service—and why the new generation of AI-native GTM operators needs both strategic oversight and architectural guardrails. He also shares how to build frictionless B2B buying experiences, the same way consumers buy: with credibility, simplicity, and trust.We closed by discussing speed vs. quality in building AI systems, the importance of doing work manually before automating it, and how to think about the emerging role of autonomous workflows. A super relevant conversation for anyone building GTM teams in 2025. ‍

    36 min

  3. 11/15/2025

    From Firefighting to Product Thinking: How Great Ops Teams Scale

    RevOps isn’t a help desk—it’s a product function. “AI can provide the data, we can automate the workflow, but it can't design the experience that people actually want to use.” Revenue operations is less about managing tools and more about designing experiences people actually want to use. Mollie Bodensteiner, Senior VP of Operations at Engine and former operations leader at Deloitte, explains why most ops teams become their own bottlenecks. She says successful revenue operations requires treating internal stakeholders like customers and that most enterprises over-engineer solutions instead of learning fast. She shares how Engine scaled 70% year-over-year by organizing ops into pod structures—eliminating meeting fatigue and ensuring enablement isn't the last to know. That taught her to prioritize transparency over false promises when managing competing demands. Mollie also walks through her prioritization matrix for deciding what makes the cut, warning that ops leaders who spend months on PowerPoints instead of testing will lose. She recommends hiring for curiosity over hard skills and setting quick wins within the first two weeks of onboarding. Her biggest warning: perfection kills momentum. She predicts AI will separate operators who understand experience design from those who just automate workflows, freeing revenue teams to focus on the necessary instead of the unnecessary work that exhausts analysts before insights happen.

    35 min

  4. 10/06/2025

    The RevOps Pendulum: Aligning Data, Systems & People

    Haris Odobasic, co-founder of Revenue Wizards and author of The RevOps Pendulum, uses Newton’s pendulum as the perfect metaphor for RevOps: when one sphere moves, it transfers energy across all the others — but only if everything is aligned. In the same way, Sales, Marketing, and Customer Success must operate on the same plane, connected through shared data, processes, and goals.

    46 min

  5. 09/03/2025

    The CRO as Conductor: How to Orchestrate the Revenue Engine

    With leadership roles at MongoDB, Docker, and Starburst—Javier shares why tech sales, while challenging, is still one of the most rewarding careers, and why humility and curiosity are cultural superpowers. We dive into universal patterns of category-winning companies, the art and science of territory management, and the critical collaboration between sales and ops. Javier also reflects candidly on unconscious bias in hiring and why recruiting should be treated like revenue.

    42 min

  6. 08/11/2025

    Orchestrating Growth: How AI Transforms Chaos into Precision

    RevOps teams often drown in manual workarounds, not flawed tools. Eugene Berson, Head of Strategy & Operations at Lambda, unpacks go to market systems that shift from friction to flow. Discover his equation-based framework for aligning strategy with execution, optimizing revenue operations metrics, and leveraging AI orchestration agents for growth.

    52 min

  7. 07/10/2025

    REM by Scalestack - Episode 13: Fireside Chat with McKenah Elizabeth Johnson

    "If your sales team is still choosing an Excel spreadsheet over your CRM, then your CRM is a problem. "—That’s just one of the truth bombs dropped by McKenah Johnson—sales creator, TikTok influencer, and GTM disruptor—on this episode of Revenue Engine Masters. With over 135,000 TikTok followers and deep roots in tech sales, McKenah is helping reshape how we talk about—and execute—modern B2B sales strategies. In this lively and insight-packed conversation, McKenah and host Elio Narciso (Co-founder & CEO of Scalestack) explore how go-to-market execution is evolving. They dig into actionable frameworks like: how to use content to build top-of-funnel momentum, why most CRMs block sales motion instead of enabling it, and how AI SDRs are reclaiming lost pipeline by reactivating closed-lost deals—automatically. You’ll hear how HubSpot boosted McKenah’s productivity, why AI research agents are now must-haves in sales workflows, and what makes a sales message actually stick in the buyer’s mind. Whether you're scaling a revenue ops system or building trust in every deal cycle, this episode is packed with practical, high-leverage strategies that help remove friction and unlock flow.

    41 min

  8. 06/17/2025

    REM by Scalestack - Episode 12: Fireside Chat with Roman Gruhn

    Roman Gruhn reveals why broken pipelines and stale data push reps into shadow systems—rebuilding CRMs in Excel—and how to refocus on rep needs, nail the build-vs-buy decision, and automate routine enrichment. Packed with real-world war stories and actionable change-management tactics, this episode supercharges your go-to-market execution and revenue growth. Roman Gruhn, VP of Revenue Operations at Multiverse and former RevOps leader at MongoDB and Remote, explains how broken systems and quick fixes slow teams down and break trust. He says RevOps should work like a product, not a help desk, and that its job is to make sales—one of the toughest roles in tech—as smooth as possible. He shares a dashboard story that ran perfectly but saw zero use because it never asked what reps actually needed. That taught him to focus every project on the people who use it. Roman also walks through when to build your own tools and when to buy ready-made ones, warning that quick scripts won’t hold up as you grow. He recommends keeping your goal clear and choosing projects that make the biggest difference. Finally, Roman predicts that computers will take over routine tasks like data updates and routing, freeing RevOps teams to handle strategy, account planning, and working closely with their stakeholders.

    53 min
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About

Welcome to Revenue Engine Masters by Scalestack. The podcast for GTM leaders tired of duct tape, chaos, and the Manual Work Tax. Every month, we sit down with the boldest voices in Revenue, RevOps, Sales, and Marketing Ops to tackle the root problem holding teams back. No more firefighting. No more spreadsheet gymnastics. Just honest conversations about scaling GTM with systems that actually support strategy. Welcome to the movement to make revenue autonomous. This is Revenue Engine Masters. Let’s get to work.

Information

  • Creator
    Scalestack.ai
  • Years Active
    2024 - 2026
  • Episodes
    19
  • Rating
    Clean
  • Copyright
    © Scalestack.ai
  • Show Website
    Revenue Engine Masters