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PODCAST

Revenue Xchange

Revenue Xchange is forging the future of Account-Based GTM + AI.Davis Potter, CEO & Co-Founder of ForgeX, welcomes thought leaders, fields AMAs, critically evaluates vendors, and shares research-backed insights to help you elevate your programs and career.Join us as we explore the latest trends and strategies in ABM, and learn how to build a holistic go-to-market strategy that drives growth.Have any questions? Drop them here

business marketing

All Episodes

32:48

RX17 - The Shift from ABM to Account-Based GTM: Why...

Revenue Xchange ·

2026/04/07

In this week's episode of the Revenue Xchange, host Davis sits down with Nancy Harlan, Founder of NCH ABM Consulting and former VP of Global ABM at Qlik and UiPath. Together, they break down why ABM is no longer a marketing initiative, how to structure an Account Investment Strategy across tiers, and what it takes to align marketing, sales, and CS around a single account list. Key Takeaways: 1.) ABM Is a Company Strategy, Not a Marketing Tactic: When 90% of GTM resources commit to a defined a...

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41:35

RX16 - Building an Always-On ABM Orchestration Engine...

Revenue Xchange ·

2026/04/02

In this week's episode of the Revenue Xchange, host Davis sits down with Justin Lopez, ABM Manager at Bonterra. Together, they break down how Justin built a five-component ABM orchestration engine that runs on autopilot across thousands of accounts, and what it took to get there as a one-person ABM team. Key Takeaways: 1.) Start With Closed-Won, Not Just Open Ops: Justin earned executive buy-in by leading with revenue outcomes, not activity metrics. That support unlocked budget, headcount, an...

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41:38

RX16 - Building an Always-On ABM Orchestration Engine...

Revenue Xchange ·

2026/03/25

In this week’s episode of the Revenue Xchange, host Davis sits down with Justin Lopez, ABM Manager at Bonterra. Together, they break down how Justin built a five-component ABM orchestration engine that runs on autopilot across thousands of accounts, and what it took to get there as a one-person ABM team. Key Takeaways: 1.) Start With Closed-Won, Not Just Open Ops: Justin earned executive buy-in by leading with revenue outcomes, not activity metrics. That support unlocked budget, headcount, a...

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31:50

RX15 - 1:1 Enterprise ABM + Answer Engines: The...

Revenue Xchange ·

2026/03/09

In this week's episode of the Revenue Xchange, host Davis sits down with Vincent DeCastro, Founder of The ABM Agency (ABMA). Together, they dig into what true 1:1 Enterprise ABM actually looks like in practice, and why answer engines are about to reshape how enterprise buying groups evaluate your brand. Key Takeaways: 1.) True 1:1 Means Three Accounts, Not Fifteen: Vincent recommends a ceiling of roughly three accounts per ABM practitioner. Weekly strategic sessions with each account's sales...

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42:47

RX14 - ABM and Demand Gen Have Converged. Now What? |...

Revenue Xchange ·

2026/02/20

In this week's episode of the Revenue Xchange, host Davis unpacks the convergence of ABM and Demand Generation, introduces the concept of an Account Investment Strategy, and cuts through the noise on buying groups. Key Takeaways: 1.) ABM and Demand Gen Have Converged: Standalone ABM teams are being reintegrated into demand gen organizations. The most mature programs are doing this thoughtfully by enabling demand gen teams with account-based principles, not just reshuffling org charts. 2.) Th...

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29:46

RX13 - 5 ABM Trends from 2025 Shaping the Future of...

Revenue Xchange ·

2026/01/21

In this week's episode of the Revenue Xchange, host Davis Potter kicks off 2026 with a solo deep-dive into the five biggest trends that shaped ABM and B2B marketing in 2025 and why they'll continue to dominate this year. Key Takeaways: The ABM Team Inversion: Large, mature organizations are reintegrating standalone ABM teams into demand gen, while smaller companies are spinning up dedicated ABM teams for the first time. This fascinating inverse trend is driven by ABM principles becoming foun...

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54:10

RX 12 - How to build a unified account-based GTM that...

Revenue Xchange ·

2025/12/10

In this week’s episode of the Revenue Xchange, host Davis sits down with Dan Sperring, CEO and founder of AlignICP. Together, they unpack why most companies struggle with ICP segmentation and how misalignment between marketing and sales undermines ABM programs before they start. Key Takeaways: Segmentation Must Include the Full Revenue Lifecycle: Most teams only optimize for win rates and deal size, but ignore retention, expansion, and customer lifetime value. This leads to acquiring custome...

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58:04

RX 11 - Building a 1:few ABM Program: How to Lead...

Revenue Xchange ·

2025/11/28

In this week’s episode of the Revenue Xchange, host Davis sits down with Marlee Katlyn McDonald-Yepes, ABM Manager, Global Enterprise at Coursera. Together, they unpack how to successfully launch and scale a 1:Few Enterprise ABM pilot. Key Takeaways: Start Small and Focused: Limit your pilot to 25-30 accounts per industry in a single geo. Attempting to launch across multiple regions or too many accounts simultaneously sets you up for failure.Build the Right Team Structure: You need dedicated ...

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55:25

RX 10 - Building Your FY'26 Marketing Plan | Mindy...

Revenue Xchange ·

2025/11/28

In this week's episode of the Revenue Xchange, host Davis sits down with Mindy Johnson, Sr. Demand Generation Manager at Bill. Together, they unpack how to build a marketing plan that aligns with business goals and drives revenue impact. Key Takeaways: 1.) Start with Your North Star: Align marketing goals with business objectives before getting into tactics. Cross-functional alignment with sales, BDR, and revenue ops is critical from day one. 2.) Use Data to Drive Targeting: Build an ABM ROI...

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55:44

RX 9 - Rewiring GTM: The age of the connected...

Revenue Xchange ·

2025/11/07

In this week's episode of the Revenue Xchange, host Davis sits down with Hailey McDonald, SVP of Growth Marketing at Marigold. Together, they unpack how top go-to-market teams are breaking down silos by organizing around buyers instead of org charts, and why traditional alignment isn't enough anymore. Key Takeaways: 1.) Buyers Don't Care About Your Org Chart: GTM dysfunction starts when teams ask "what do we need?" instead of "what does the buyer need?" Organizing around buyer behavior, trig...

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53:36

RX 8 - ABM in Startups vs. Large Established...

Revenue Xchange ·

2025/10/27

In this week’s episode of the Revenue Xchange, host Davis sits down with Amber Bogie, Director of Global Marketing at GoTo, to explore how ABM programs differ between startups and enterprise organizations. Key Takeaways: 1.) PE vs. VC Expectations: PE-backed companies demand strict efficiency metrics and ROI proof, while VC-backed orgs encourage experimentation and accept failure. 2.) Regional Strategies: Global ABM practices need local adaptation. North American tactics don’t work globally,...

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54:43

RX 7 - Account vs Contact-level Intent for ABM | Anna...

Revenue Xchange ·

2025/10/16

In this week’s episode of the Revenue Xchange, Davis is joined by Anna Tsymbalist, Head of ABM at Influ2. They explore how contact-level intent is impacting ABM strategies and why timing matters more than personalization. Key Takeaways: 1) Contact-Level Intent Signal Importance: Contact-level signals capture search behavior, third-party content consumption, and social activity for individual buying group members, even zero-click AI searches, enabling SDRs to reach out at the right moment. 2) ...

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55:48

RX 6 - Inside the GTM Playbook of an AI Powerhouse:...

Revenue Xchange ·

2025/10/14

In this episode of the Revenue Xchange, host Davis Potter sits down with Zach Diamond, Head of Revenue Marketing at Cognition (from recently acquired Windsurf). They unpack how modern marketing teams are rethinking messaging, events, and AI operations inside high-growth, enterprise AI companies. Key Takeaways: ) Narrative Is the Strategy: Zach explains why the story, not just the channels, must drive GTM execution. He shares how leading with a strong messaging architecture fuels relevance in ...

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56:52

RX 5 - How to Align Your Organization for ABM Success...

Revenue Xchange ·

2025/10/13

In this week’s episode of the Revenue Xchange, host Davis sits down with Robert Norum, ABM & Demand Strategy Expert at B2B Marketing. Together, they unpack how to align your entire organization for ABM success in the AI era. Key Takeaways: 1.) The Full Stack ABM Model: Structure your ABM program across three tiers (one-to-many, one-to-few, and one-to-one) so marketing, sales, and customer success operate from a unified target account framework. 2.) AI for Scale, Not Volume: Use AI to deep...

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54:25

RX 4 - Building a Smarter Account Qualification Model...

Revenue Xchange ·

2025/10/02

In this week’s episode of the Revenue Xchange, host Davis sits down with Amanda Heredia, Principal ABM Strategist & Founder at ABX Stack. Key Takeaways: 1) Four-Badge Qualification System: Replace one-size-fits-all account scoring with distinct badge types. Each representing a different buying motion with specific signals, owners, and expiration windows. 2) Signal Stacking is Non-Negotiable: Single-platform ABM tools can fall short. Effective account qualification requires layerin...

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51:19

RX 3 - Operationalizing Buying Groups in ABM | Davis...

Revenue Xchange ·

2025/09/19

In this week's episode of the Revenue Xchange, host Davis Potter leads an interactive session on operationalizing buying groups in ABM. Davis breaks down why buying groups aren't replacing ABM but rather represent the evolution of account-based strategy beyond outdated MQL models. Key Takeaways: 1.) Buying Groups ≠ Glorified Lead Lists: Most organizations treat buying groups like contact lists, missing the nuanced layer between individual contacts and full accounts that includes business uni...

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59:45

RX 2 - AI Transformation Overview and Why It's Urgent...

Revenue Xchange ·

2025/09/19

In this week's episode of the Revenue Xchange, host Davis sits down with Vincent DeCastro, President & Founder at ABMA. Together, they explore how AI is fundamentally reshaping B2B search behavior and what marketers must do to adapt before it's too late. Key Takeaways: 1) Zero-Click Search is the New Reality: 67% of B2B search results now end without clicking through to websites, as AI answer engines provide responses directly within search platforms, dramatically reducing traditional or...

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55:34

RX 1 - ABM vs. Demand Gen: What's the Difference in...

Revenue Xchange ·

2025/09/18

In this week’s episode of the Revenue Xchange, host Davis Potter sits down with Jen Leaver, Senior Director of Demand Generation at Rithum. Together, they explore the convergence of ABM and Demand Generation, examining whether these strategies are *actually* converging and what that means for a modern B2B marketing strategy. Key Takeaways: 1.) ABM and Demand Gen Are Two Lenses of the Same Revenue Engine: Rather than viewing these as competing strategies, successful organizations treat them ...

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31:53

FxF 15 - Why ABM Programs Fail: The Brutal Truth...

Revenue Xchange ·

2025/07/15

In this week's episode of the ForgeX Files, host Davis sits down with Mason Cosby, Founder and CEO of Scrappy ABM. Together, they unpack why most ABM programs crash before they ever take flight. Key Takeaways: 1.) Leadership Buy-In is Essential: ABM programs often collapse when they are initiated without strong sponsorship from senior leadership. 2.) One Person ≠ Strategy + Ops + Content: Expecting a single ABM lead to manage strategy, operations, and content without a supporting team is a st...

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38:57

FxF 14 - Inside ForgeX’s 2025 State of ABM Report |...

Revenue Xchange ·

2025/07/07

In this week's episode of the ForgeX Files, host Davis Potter welcomes Marcus Hiles, SVP of Strategy at Just Global. They break down ForgeX's State of ABM 2025 Report (sponsored by Just Global), exploring the data-backed insights shaping the future of ABM. The discussion covers emerging trends, operational challenges, and what GTM leaders need to start thinking about for 2025. Key Takeaways: 1.) The Definition Dilemma: Lack of clarity around ABM definitions and deployment models is stunting...

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33 results

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