The Cheat Code & Friends

In Revenue Capital
  • 5.0 (6)
  • BUSINESS
  • UPDATED WEEKLY

Serial entrepreneurs and operators Justin Gray, Josh Wagner & Sean Kester combine decades of B2B and GTM expertise with unwavering honesty to unpack the latest news (fake or otherwise) on The Cheat Code & Friends Podcast. Combined with a rotating guest list of founders, practitioners and investors, the no-nonsense forum gathers fortnightly, holding court to translate headlines into reality and discuss the impact for early-stage businesses. The Cheat Code is just that, the trusted folks we look to for advice and insight, and we hope to bring the same to you. Game over.

  1. OCT 10

    Compensation, Culture and Accountability - Season 4: Episode # 74

    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. Chapters 00:00 Introduction and Team Dynamics 02:51 Incentive Compensation Overview 05:49 Founding AE Concept and Compensation Strategies 08:49 The Importance of Simplicity in Compensation Plans 11:44 Leadership and Organizational Culture in Compensation 14:47 Equity Packages and Early Stage Hiring 17:28 Balancing Risk and Reward in Startups 20:30 The Role of Accountability in Startup Success 27:40 Building a Long-Term Vision 30:42 Incentivizing Performance: Equity vs. Compensation 32:20 Understanding the Bigger Picture in Startups 32:54 Unlocking Outsized Performance through Trust 34:25 The Role of Culture in Compensation 36:07 The Relationship Between Ops and Frontlines 39:02 Building Trust in Compensation Plans 42:21 The Value of High Performers 43:48 Behavioral Insights in Sales Performance 45:20 Integrating Performance Culture Post-M&A 46:28 Incentivizing Beyond Traditional Roles 51:25 The State of Compensation Report References 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 Schopmeyer Ways 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

    54 min

  2. SEP 26

    Strippers, RTO and Sales - Season 4: Episode # 73

    A former single mom, stripper, and felon turned two-time author and VP of Innovative Disruption at Lift Enablement, Dr. V lays out hard lessons and simple truths on resilience, sales talent, and reporting—without the euphemisms. In this episode, we talk about what most teams tiptoe around: who you hire, how you build culture, and why “return to office” means nothing if the office isn’t safe. This episode is candid, occasionally spicy, and packed with immediately usable hiring and enablement takeaways. Chapters 00:00 — Cold open & why “Dr. V” 03:00 — From single mom & felon to author and executive 06:10 — Sales lessons from the club: price floors, personas, and conversion 14:20 — The RTO debate: safety, reporting, and retaliation 28:30 — Are remote teams less productive? Training vs. environment 33:40 — Hiring beyond pedigree: what hunger looks like on a sales team 46:30 — What “disruptive innovation” work actually is (and isn’t) 53:10 — Founders: take calculated risks on people References in the Show: https://www.cdc.gov/niosh/violence/about/index.html#:~:text=Quick%20facts%20and%20stats&text=Of%20those%20victims%20who%20experienced,5%20days%20away%20from%20work  https://drvboykin.com/pages/fix-your-face-the-book  https://stopstreetharassment.org/our-work/nationalstudy/2024metoostudy/  Quote of the Show: “Well, I'll be happy to return to work when the workplace becomes safe. What does that mean? Well, women aren't safe in the workplace and they're not free from sexual harassment. 38% of women have reported experiencing sexual harassment. That's one in seven women who have left a job or declined a job because of sexual harassment. 60% of women have said they'd experienced unwanted sexual attention in the workplace. And in some industries, more than nine out of 10 women say they've been harassed sexually. So if you want me to return to work, and 85% of people don't who have experienced sexual harassment don't report sexual harassment, yet we still have these numbers attached to it from a 15% reporting sample. Why would I want to return to work when you haven't made it safe to do so?” - Dr. V Ways 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

    53 min

  3. SEP 15

    Nerds, Arizona and Connections - Season 4: Episode # 72

    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. Chapters 00:00 Introduction and Guest Introduction 02:55 Don's Background and Career Journey 05:57 Transition to Arizona and Observations 08:52 The Arizona Nerd Network and Its Purpose 11:58 Building a Tech Community in Arizona 14:57 Future of Tech in Arizona and Closing Thoughts 17:27 Embracing Growth Opportunities 19:57 The Value of Community and Talent 21:57 Building Connections in Tech 24:49 The Importance of Education and Context 28:05 Understanding Arizona's Unique Position 29:59 The Role of Values in Technology 31:51 Shifting Perspectives on Industry and Innovation 33:59 Learning from Successful Founders 36:11 Recruiting Talent with a Personal Touch 39:23 Building Connections in Arizona's Startup Ecosystem 40:01 Scaling Arizona's Manufacturing and Engineering Potential 42:17 Navigating the Challenges of Hiring New Graduates 46:51 The Future of Education and Job Readiness 50:04 Mastery Learning and Education Productivity 51:55 Real-World Experience and Job Readiness 52:25 The Importance of Context in Education 53:52 Relevance in Education and Skills for the Future 54:59 The Role of Universities in Modern Education 56:08 Community Involvement and Parental Guidance 57:07 Building a Supportive Ecosystem for Founders 58:34 The Power of Conversation and Networking 59:54 Funding Challenges and Opportunities in Arizona 01:01:11 Augmenting the Ecosystem for Success References 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 Fotsch Ways 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

    1h 3m

  4. AUG 29

    Reps, Robots and Results - Season 4: Episode # 71

    Tune in for a conversation with Justin Michael, Founder of the Justin Michael Method, on how AI is reshaping sales without replacing what matters most: the human connection.  From the enduring power of cold calling to the fine line between hyper-personalization and just being relevant, Justin explains what modern sales teams need to know to win. They dig into the rise of fractional work, why consulting can unlock both freedom and income, and how the smartest sales leaders are using AI as a force multiplier, not a crutch. If you want a front-row seat to the future of sales strategy, start listening now.  Chapters 00:00 Introduction to AI in Sales 03:05 The Evolution of AI and Sales 05:52 Challenges in Cold Calling with AI 08:49 The Human Element in Sales 11:48 Hyper-Personalization vs. Relevance 14:46 The Role of AI in Top Funnel Sales 17:33 Fractional Work and the Gig Economy 20:44 The Future of Sales and AI 23:27 Books and Thought Leadership 26:32 Conclusion and Key Takeaways References in the Show: https://gptzero.me/news/ai-adoption-by-industry/  https://papers.ssrn.com/sol3/papers.cfm?abstract_id=5136877  https://www.saastr.com/where-ai-will-and-wont-replace-sales-reps-in-2026/  Quote of the Show: “It’s very hard to tell AI, hey, chop it up, make it look like a text message. And even when you use those commands, it’s not short and ugly with bad grammar and weird syntax.” - Justin Michael Ways 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

    41 min

  5. AUG 15

    Venture Capital Mindset, Founder-Led Sales and Resilience - Season 4: Episode # 70

    Join the hosts for a conversation with Vasant Kamath, General Partner at Noro-Moseley Partners, on what it really takes to win in today’s venture capital game. From navigating high-stakes funding rounds to building sales teams that actually close, Vasant shares hard-earned insights on driving sustainable growth without losing speed. They dig into what’s driving change in venture capital, the non-negotiable need to know your customer cold, and why adaptability isn’t optional, it’s survival. Chapters 00:00 Introduction and Light Banter 02:59 The Current State of Venture Capital Funding 05:46 Understanding Growth and Sustainability in Startups 08:53 The Shift in Venture Capital Mindset 11:35 Navigating Early Stage Investments 14:39 The Importance of Founders in Sales 17:29 Building a Strong Go-to-Market Strategy 20:47 The Role of Sales Teams in Startups 23:29 Challenges in Forecasting and Pipeline Management 26:41 Exciting Trends in the Market 29:22 Final Thoughts and Wrap-Up References in the Show: https://www.businessinsider.com/vc-ai-herd-mentality-jay-hoag-tcv-kids-playing-soccer-2025-06  https://www.saastr.com/the-great-saas-slowdown-what-q1-2025-numbers-reveal-about-the-cloud-software-market/  https://news.crunchbase.com/venture/startup-investment-charts-q1-2025/  Quote of the Show: "You've got to figure stuff out really fast because that's the only way you survive in early stage. And then once you find something that works, you can double down on it. But oftentimes I see early stage companies, that's not just founders and CEOs, but their management teams, fall into the trap of being really scared. Scared of making decisions, scared of making tough decisions, scared of moving on from strategies or people or whatever, what happens then is that they're just prolonging the failure of the company.” - Vasant Kamath Ways 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

    46 min

  6. AUG 1

    Liquidity, Hustle and Trust- Season 4: Episode # 69

    Listen in as we talk with Craig Coppola, a seasoned investor, entrepreneur, and commercial real estate legend, to discuss the messy reality of startup investing. From assessing founder grit to navigating lean liquidity environments, Craig shares what makes a deal worth chasing (and what makes him walk away). We talk about the hard truths of entrepreneurship, why trusting the “jockey” matters more than the “horse,” and how the best investors build long-term success on discipline, culture, and conviction. If you're raising capital, building a company, or considering your first investment, this episode shares what it takes to win and what pitfalls to avoid when betting on startups. Chapters 00:00 Introduction and Team Dynamics 02:58 Craig's Journey into Investing 06:05 The Evolution of Investment Strategies 09:12 Navigating Deal Flow and Investment Decisions 11:47 The Importance of Cash Flow in Startups 15:04 Market Trends and Liquidity Challenges 22:35 Navigating Founder Commitments and Financial Strategies 23:48 Evaluating Deals: Red Flags and Founder Investment 25:53 The Challenges of Business Growth and Execution 28:41 Lessons from Experience: The Hard Truths of Startups 30:06 The Importance of Sales and Team Dynamics 32:09 Building a Culture of Execution and Learning 34:51 Transitioning from Founder-Led Sales to a Sales Team 39:15 Advice for Aspiring Investors: Finding the Right Path References in the Show: https://www.wsj.com/articles/angel-investing-isnt-what-it-used-to-be-e643c862 https://www.linkedin.com/posts/craigcoppola_c2voice-recenttransactions-officemarket-activity-7320929470763171840-Qv_K/?utm_source=share&utm_medium=member_desktop&rcm=ACoAABGQUe0BsV-UBJEAh7QOmp9oMj11PxcnemE   Quote of the Show: “Entrepreneurial means you've got to make great business decisions. And so to me, you can negotiate a better deal if you're cashflow positive and you're telling them, I don't need the money. We have one of those right now where he's growing like crazy. He doesn't need the money. And it's like, if I take money, it's going to be for the right reason…This is what I want. When you look like a founder like that, I don't mind investing with somebody for the second time.” - Craig Coppola Ways 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

    40 min

  7. JUL 18

    Tribal Training, Onboarding and Change- Season 4: Episode # 68

    In this episode, we sit down with Chris Ronzio, Founder and CEO of Trainual, to explore how companies can build smarter, more scalable systems for onboarding, training, and internal knowledge management. Chris shares why documenting institutional knowledge is a necessity and how AI is changing the game for employee development and organizational efficiency. From creating proactive candidate pipelines to rethinking how we prepare people for the workforce, this conversation covers all things education, hiring, and training. If you’re scaling a team, rethinking your hiring strategy, or simply trying to keep up with the pace of change, this episode shares insights on the systems and mindsets needed to succeed in the future of work. Chapters 00:00 Introduction and Background 03:01 The Importance of Onboarding and Training 05:58 The Role of Culture in Employee Retention 09:01 Leveraging Technology for Knowledge Management 11:51 Data-Driven Insights on Onboarding 14:56 The Last Mile of Employee Training 18:06 Hiring Trends and Talent Gaps 21:09 Proactive Hiring Strategies 24:14 Building a Talent Pipeline 26:09 Leveraging AI in Recruitment 30:36 Roles and Responsibilities in Organizations 32:34 The Future of Education and Skills Training 37:26 The Role of AI in Enhancing Productivity 42:23 The Evolution of Entry-Level Jobs 46:35 The Need for Specialized Training Programs References in the Show: https://www.mgt.us/insights/top-5-k-12-enrollment-trends-for-2025/  https://trainual.com/ https://www.washingtontimes.com/news/2024/oct/8/report-finds-charter-school-enrollment-booming-whi/  Quote of the Show: “AI is really no different than hiring a new junior-level employee that you're going to delegate to so that you can take on the higher-level work in the business. So everybody that's working at these companies, if they're afraid of AI, it's because they have this scarcity mindset of just holding on to what they've always done. People will not be doing the same work 10 years from now that they've always done. It just won't make any economic sense.” - Chris Ronzio Ways 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

    48 min

  8. JUN 20

    Homeschoolers, Autonomy and Access- Season 4: Episode # 67

    Join us for a conversation with Jared Fuller as he shares his unique journey from the world of B2B and GTM partnerships to the forefront of education reform. As Partner and Chief Operating Officer of OpenEd.co, Jared is on a mission to transform homeschooling by empowering families with customizable curriculum options and a more personalized approach to learning. This episode explores the shift from the economics of homeschooling and state funding models to the growing demand for alternatives to traditional schools. Jared shares why trust, community, and flexibility are becoming essential pillars of modern education—and what it could all mean for the future of college, careers, and lifelong learning. Chapters 00:00 Introduction and Personal Updates 03:46 Transitioning to Open Education 05:42 Understanding Open Education and Its Mission 09:02 The Economics of Homeschooling 14:04 Funding and Support for Homeschooling 18:09 The Shift in Education Choices 21:38 The Future of Education and Trust in Institutions 24:10 Crisis in Education: Trust and Control 25:57 The Role of Socioeconomic Status in Homeschooling 27:45 The Benefits of Homeschooling: Flexibility and Customization 30:21 Innovative Learning Experiences Beyond Traditional Education 32:46 Community-Driven Learning: The Power of Shared Experiences 34:37 Empowering Parents: Taking Responsibility for Education 37:58 Navigating State Regulations in Education 41:31 The Future of College: A Shift in Educational Paradigms References in the Show: https://www.mgt.us/insights/top-5-k-12-enrollment-trends-for-2025/  https://www.pewresearch.org/short-reads/2025/02/20/a-look-at-homeschooling-in-the-us/  https://www.washingtontimes.com/news/2024/oct/8/report-finds-charter-school-enrollment-booming-whi/  https://opened.co/  Quote of the Show: “Trust is the new data. We do not trust institutions anymore as a country. If anyone pays attention to the news right now, it's like, I can't trust anyone on anything. We've been lied to so much and I'm not even naming anything. I'm not taking a political side as we don't trust institutions. Our institutions are in a mode of crisis and families are having to take more charge, more control of their kids.” - Jared Fuller Ways 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

    42 min
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5
out of 5
6 Ratings

About

Serial entrepreneurs and operators Justin Gray, Josh Wagner & Sean Kester combine decades of B2B and GTM expertise with unwavering honesty to unpack the latest news (fake or otherwise) on The Cheat Code & Friends Podcast. Combined with a rotating guest list of founders, practitioners and investors, the no-nonsense forum gathers fortnightly, holding court to translate headlines into reality and discuss the impact for early-stage businesses. The Cheat Code is just that, the trusted folks we look to for advice and insight, and we hope to bring the same to you. Game over.

Information

  • Creator
    In Revenue Capital
  • Years Active
    2023 - 2025
  • Episodes
    74
  • Rating
    Clean
  • Copyright
    © 2023
  • Show Website
    The Cheat Code & Friends

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