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PODCAST

Revenue on the Rocks

We created this podcast because I constantly heard marketing leaders complain about their sales counterparts. One thing that has been really unique about working at Navattic is my relationship with my GTM partner and our Head of Sales, Ben Pearson. Instead of formal questions and answers, this podcast will be free-flowing and in-depth conversations about sales + marketing and genuine stories from our career (all over a drink). It’s not all just us drinking and chatting - we also include

business marketing

All Episodes

40:33

What it was like to launch a new product line at...

Revenue on the Rocks ·

2025/11/06

Ben and I discuss our experience launching a new product line at Navattic and going after a new persona as part of the launch. We share how we tried to navigate making a big product bet while still not losing focus on our existing business and customers. We chat about how the team managed morale during uncertain times, leadership's role of standing firm on strategic decisions, and being honest about resource needs when expanding to new markets.I drink tea 🍵Ben drinks coffee ☕

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38:27

How to transition from a lead gen to demand gen and...

Revenue on the Rocks ·

2025/10/16

We're joined by guest Niall Sullivan to discuss why MQLs (at least the traditional way of defining MQLs) suck and how to shift to more demand gen and buyer-friendly marketing practices. We chat about: • Moving away from gating content and focusing on educating buyers• Measuring marketing's impact through pipeline and revenue metrics instead of MQLs• Showing more product details and UI to help buyers understand the value• Creating content that serves prospects, not just internal team needs• Setting

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24:10

Ben "ask my anything" interview

Revenue on the Rocks ·

2025/05/01

I do an "ask me anything" style interview to ask Ben questions about his career and journey at Navattic. We reflect on hosting this podcast, changing from an IC to a manager, and how our approach to sales and marketing has changed over the past few years. And share our favorite drinks from the season. I drink rosé 🍷Ben drinks Miller Lite 🍺

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34:10

Why product marketing struggles to work with sales

Revenue on the Rocks ·

2025/04/17

Our advisor and product marketing expert, Yi Lin, interviews Ben to explore the relationship between product marketing and sales.She asks about sales reps' day-to-day, what makes top performers stand out, and how product marketers can support sales beyond decks. We also talk about why product marketers struggle more with sales (apparently more than product teams), collateral for sales reps, and how product marketers can build relationships with high-performing reps.Yi Lin and I drink water Ben

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23:31

Natalie "ask me anything" interview

Revenue on the Rocks ·

2025/04/03

Ben does an "ask me anything" style interview to ask me questions he's always wanted to know about marketing. We talk about what makes each marketing role hard, debate whether sales or marketing should own outbound, and share our thoughts on personal LinkedIn branding for founders and sales reps. Ben and I were being uncreative and both just drank water

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21:50

How B2B marketers use AI and ChiliPalooza conference...

Revenue on the Rocks ·

2025/03/20

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24:30

Why should marketing leaders attend sales kickoffs

Revenue on the Rocks ·

2025/03/06

Ben and I discuss our recent sales kickoff (SKO) in Dallas and Natalie's transition to a product marketing role at Navattic. We cover why you should bring marketing leadership to SKOs. My presentation about my role leading product marketing role at the SKO and why the company decided to make this transition at this stage of growth. Plus Ben's experience planning and executing his first full SKO, why SKOs are so important for sales teams, and how to manage energy levels at company events.I drink a

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30:49

How we built a SaaS sales team focused on buyer...

Revenue on the Rocks ·

2025/02/06

Ben Pearson and I chat about how we built a sales process focused on buyer experience at Navattic. I interview Ben on how he developed his sales philosophy when he joined the company and the balance between creating a winning culture and doing what is best for prospects. We also go into why we don't use traditional sales methodologies, how we hire for autonomy and high standards, and why Ben is obsessed with discovery. Ben drinks red wine 🍷I drink rosé 🍷

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30:06

Our predictions on how B2B buying will change in 2025

Revenue on the Rocks ·

2025/01/23

Ben Pearson and I kick off 2025 by chatting about our predictions and observations for B2B buying, marketing, and sales this year. We discuss topics like LinkedIn's evolution, the future of PLG motions (expanding beyond just free trials), how marketing may change with the rise of specialized freelancers, customers getting involved earlier in the buyer journey, and if competitors will ever join together to help educate the market. Ben drinks an On The Rocks premixed cocktail (Old Fashioned) 🥃I drink

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22:38

Takeaways from our first ever user conference

Revenue on the Rocks ·

2024/12/12

Ben and I reflect on our first customer event in New York City (if you didn't listen to our last episode we talked about planning the event in that one). We discuss what made it different from typical B2B conferences like an intimate venue, not too packed agenda, and customer-only attendees.We share the event's impact, like positive feedback from attendees and how that helped inform our 2025 events strategy. I drink honey Jack whiskey on the rocks 🥃Ben drinks Coors Banquet beer 🍺

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21:46

Planning our first ever user conference

Revenue on the Rocks ·

2024/11/27

Ben and I discuss planning and hosting our upcoming first-ever customer event for Navattic in New York City. We chat about how we got early customer feedback to help set the event agenda and how we made it different than most user conferences. I talk about practicing throwing smaller events leading up to it and lessons learned during previous events. And Ben asks how marketers show ROI for customer events like this. I drink tea 🍵Ben drinks red wine 🍷

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25:34

Tips for getting hired/ hiring at a startup

Revenue on the Rocks ·

2024/11/13

Ben Pearson and I discuss our experience hiring at startups and our stories of how we got hired at Navattic. We cover why you want to love the product/problem at a startup, approaching startups proactively, and how to show passion and adaptability in the hiring process.We also get into the differences between hiring for sales and marketing roles. And try to offer advice for both job seekers and hiring managers. I drink orange wine 🍊🍷 Ben drinks Guinness 🍺

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25:25

Reflections from our freemium launch

Revenue on the Rocks ·

2024/10/31

One month after our freemium launch, Ben Pearson and I deep dive into the highs and lows of the launch. We discuss everything from celebrating the small wins, challenges when managing a team transitioning to PLG, selling experimentation, and adapting to a new unknown GTM motion. Plus how we both felt emotionally pre and post-launch week and how we handled the excitement and stress. I drink tea 🫖 & Ben drinks water 💧

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32:17

Why we introduced Freemium at Navattic

Revenue on the Rocks ·

2024/10/03

In our season three premiere we announce that we launched a Product-Led Growth (PLG) motion at Navattic.We discuss our initial reservations, what we've learned, and the freakouts we both had while introducing a freemium plan. We also talk about how to align the sales team and leadership to adapt to selling to PQLs (product-qualified leads). Plus why we adopted PLG (even though we had a successful sales motion), potential long-term growth from PLG, and anxiety during the adjustment period. I drink

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35:24

Bonus Episode: Why marketers don’t “get” sales...

Revenue on the Rocks ·

2024/07/11

In this bonus episode of the Revenue on the Rocks - we collaborated with the We're Not Marketers team to discuss the disconnect between sales and product marketers. Specifically, we cover:1) Why salespeople think they understand the customer better 2) How win-loss research can fill in gaps from loss reasons 3) Marketing and sales not understanding each other's metrics or daily pressures4) How founders or VCs can make it difficult to align on one ICP 5) Why marketers should shadow sales calls to

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26:34

When should you bring on your first product hire at a...

Revenue on the Rocks ·

2024/05/16

In the last episode of Season 2 - we discuss the relationship between go-to-market and product with our co-founder and Head of Product at Navattic, Randy Frank.Specifically, we cover:1) How to identify when a product role is needed2) Ways to align on a product roadmap and not get distracted3) Why you need to filter customer feedback to prioritize valuable features4) Balancing innovative features and competitive offerings5) Ways to communicate product updates to go-to-market teams6) How to manage

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35:02

How to run B2B partnership events and recap of our...

Revenue on the Rocks ·

2024/05/02

In Episode 14 of Season 2 - after throwing our first-ever CMO dinner we share the behind-the-scenes of what goes into planning a B2B dinner. And we bring on our co-sponsor and events expert Regina Magaril from Mutiny to rehash learnings from the events. Specifically, we cover:1) Event planning timeline and how we pull in other partners2) How to assign clear owners to event tasks 3) What are our biggest fears around events 4) Should you invite sales team members to your events 5) How to fix on-day

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26:05

Why is end of quarter so stressful for sales teams

Revenue on the Rocks ·

2024/04/11

In Episode 13 of Season 2 - Ben and I talk about the stress of hitting quota at the end of the quarter for sales teams (fresh off of end of quarter at Navattic). Specifically, we cover:1) Why sales is laser-focused on hitting quota 2) Ben's experience with quota at other companies3) How marketing can not bother sales near the end of the quarter4) Ways to involve the entire sales team in setting quotas5) How hitting quota impacts the entire company6) Dissecting wins to help sales reps play to

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25:47

Why make a failure list as a first-time startup leader

Revenue on the Rocks ·

2024/03/28

In Episode 12 of Season 2 - Ben and I go over our "failure lists" from being first-time startup leaders. We reflect on failures and lessons learned as startup executives and talk about the general benefits of keeping track of your failures. Specifically, we cover:1) Struggling to balance IC work and managing others2) Realizing a lack of documentation when onboarding new hires 3) Ways to improve communication between GTM and product on feature requests4) Why normal marketers are different from event

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24:07

Sales kickoff and B2BMX conference reflection

Revenue on the Rocks ·

2024/03/07

In Episode 11 of Season 2 - Ben and I reflect on our first official sales kickoff and the B2BMX conference. Plus we discuss the benefit of focusing in-person company events on just getting to know each other.Specifically, we cover:1) Why Ben decided to structure the SKO the way he did2) Connecting with employees to understand what motivates them3) How trust at the leadership level plays into running these types of events4) Fear and decision fatigue from marketers apparent at B2BMX5) Navigating

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