The Force & Friction Podcast
Episodes
The Ecosystem Engine: How to Turn Partnerships Into Your Fastest Growth Channel | Juhi Saha S7:E2
04 Dec 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS...
Forged in Recession: The Unconventional Playbook for Agency Survival & Growth | Jon Tsourakis S7:E1
01 Dec 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS...
The Human Stack: Why AI Can't Replace Imagination in B2B Brand Building | Shawn Perritt S6:E14
27 Nov 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS...
Human Brands Win: The Anti-Playbook for Growth in an AI World | Lindsay Tjepkema S6:E13
24 Nov 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS...
The Agency Revenue Architect: How SaaS GTM Principles Transform B2B Services | Kerry Curran S6:E12
20 Nov 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and espe...
The First 4 Seconds: How Charisma Kills the Value Disconnect | Bruce Scheer | S6 E11
17 Nov 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS...
How Compound Learning Beats Linear Career Planning | James Hornick | S6 E10
13 Nov 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS...
The GTM Doctor's Diagnosis: Why Your Strategy is Perfect But Your Execution is Killing You | Dinuka Wijesinghe | S6 E9
10 Nov 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS...
APAC CSM of the Year Reveals: How to Fix the Sales-CS Handoff That's Killing Your Growth | S6: E8 - Lorenzo Serva
06 Nov 2025
Contributed by Lukas
Send us a textIn this episode of the Force & Friction podcast, we're joined by Lorenzo Serva, Senior Manager of Customer Success at Dynatrace...
How One Founder Built the GTM Movement That Changed Everything | Jared Robin S6:E7
03 Nov 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS...
SPICED Secrets: How Marketing Ops Masters Revenue Architecture | David Howard S6:E6
30 Oct 2025
Contributed by Lukas
Send us a textWelcome to another episode in our Revenue Architecture series on the Force & Friction Podcast, where we break down what really moves...
Revenue Architecture: Engineering Growth with the Mathematical Model | Derek Sather S6:E5
27 Oct 2025
Contributed by Lukas
Send us a textWelcome back to our Revenue Architecture series on the Force & Friction Podcast, where we break down what really moves the needle in...
From Diplomat to CCO: Mastering International GTM Expansion | Andrea Maurieres S6:E4
23 Oct 2025
Contributed by Lukas
Send us a textWelcome to Season 6 of the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnershi...
Sales Training is Dead: How One CEO Disrupted Her $10M Business to Build an AI-Native Revenue Engine | Laura Keith S6:E3
20 Oct 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS...
GTM Engineering Revolution: Micro-Relevance Over Mass Personalization | Michael Saruggia S6:E2
16 Oct 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and SaaS...
Scaling Human Connection: How Tech Enables Better EA Relationships | Paige McPheely S5:E12
13 Oct 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, partnerships, leadership, and spec...
From Stage to Sales: Why Great Salespeople Are Made, Not Born | Brad Parker S5:E11
09 Oct 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, sales, RevOps, AI, and partnership...
The Anti-MQL Revolution: How Variable Comp and Revenue Team Alignment Drive 10x Demand Gen Results | Irina Jordan S5:E10
06 Oct 2025
Contributed by Lukas
Send us a textWelcome to the Force & Friction Podcast, where we break down what really moves the needle in GTM, RevOps, AI, partnerships, and espe...
SaaS Pricing Optimization: The Discounting Challenge | Krzysztof Szyszkiewicz S5:E12
30 Sep 2025
Contributed by Lukas
Send us a textToday, we're tackling "The Discounting Challenge" with Krzysztof Szyszkiewicz, founder of Valueships and one of the world...
SaaS Pricing Optimization: The Price Setting Challenge | Krzysztof Szyszkiewicz S5:E11
30 Sep 2025
Contributed by Lukas
Send us a textToday, we're tackling "The Price Setting Challenge" with Krzysztof Szyszkiewicz, founder of Valueships and one of the wor...
SaaS Pricing Optimization: The Value Challenge | Krzysztof Szyszkiewicz S5:E10
30 Sep 2025
Contributed by Lukas
Send us a textToday, we're tackling "The Value Challenge" with Krzysztof Szyszkiewicz, one of the world's leading SaaS pricing con...
The Hidden 10%: Why 95% of SaaS Companies Are Leaving Money on the Table | Krzysztof Szyszkiewicz | S5 E9
28 Sep 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:1: The Discount Epidemic: Your First Revenue LeakKrzysztof opens by revealing...
Revenue Architecture: Why Math is the Business - Mastering the Mathematics Model for SaaS Growth | Gaz Evans | S5 E8
21 Sep 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:1: The Math Foundation: Why Numbers Drive EverythingGaz opens with a fundamen...
Death of the Hour-Long QBR: The 15-Minute Method That Actually Drives Renewals | Andrea Bumstead | S5 E7
14 Sep 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:1: The Rock Bottom Revelation: From Rejection to RevenueAndrea opens with the...
Lean GTM in Action: Cutting the Friction, Scaling Revenue | Rutger Katz | S5 E6
08 Sep 2025
Contributed by Lukas
Send us a text1: The Lean Revenue Factory: From Toyota to GTMRutger opens by explaining how lean methodology, originally developed by Toyota for manuf...
Selling with Precision: How SPICED Transforms Sales, Ops & Customer Success | Graeme Pitches | S5 E5
01 Sep 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:1: The Foundation: Why "How You Sell" Matters More Than EverGraeme ...
Revenue Architecture: How Customer Success Masters the Right Side of the Bowtie with SPICED | De'Edra Williams | S5 E4
25 Aug 2025
Contributed by Lukas
Send us a text1: SPICED Beyond Sales: The Customer Success Framework for Understanding NeedsDe'Edra opens by redefining SPICED as more than just ...
Fearless Clarity: Breaking Down Complex Leadership Into Simple, Executable Steps | Mike Simmons | S5:E3
18 Aug 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:1: The Root Problem: Why Leaders Get Stuck in Their Own WayMike opens by addr...
The Authenticity Engine: How Founder-Led Content on LinkedIn Drives Growth | Jared Gibson | S5 E2
11 Aug 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:1: The Shift to Personal Brands: Why Buyers Trust People, Not LogosJared expl...
Revenue Architecture: Unlocking Scalable Growth with the Operating Model | Charlie Moss | S5 E1
04 Aug 2025
Contributed by Lukas
Send us a textThe Real Job of the Operating ModelThe Operating Model’s job is to transform your GTM efforts from a collection of chaotic, incompatib...
The Lab‑Mindset in GTM: Data, Discipline & Client Delight | Randi-Sue Deckard | S4 E14
28 Jul 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:1: From Scientist to GTM Leader: A Journey of System-Level ThinkingRandi Sue ...
Strategic Partnerships Unlocked: Attribution, Hyperscalers & AI | Olga Lykova | S4 E13
21 Jul 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:Attribution: Still a Mess, but CriticalOlga doesn’t mince words when it com...
Embedded Influence: Redefining the Role of the Partner Leader | Will Taylor | S4:E12
14 Jul 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:1: The Real Job of a Partner Leader? Influence Without AuthorityWill opens th...
From Duct Tape to Human-First: Automating GTM for Scalable Growth | Elio Narciso | S4:E11
07 Jul 2025
Contributed by Lukas
Send us a textGTM as a System: Moving Beyond the Duct Tape EraElio opens the conversation by describing the common GTM setup in early-stage startups: ...
Designing Scalable Revenue Models | Nick Buxton | S4:E10
30 Jun 2025
Contributed by Lukas
Send us a textWhat is the Revenue Model?Think of the Revenue Model as the financial engine beneath your GTM motion. It’s not just about what you cha...
Partner Ops Is the Strategy: Scaling Ecosystems with Precisions | Antonio Caridad | S4:E9
23 Jun 2025
Contributed by Lukas
Send us a textPartner Ops Isn’t Support, It’s the StrategyAntonio opens with a clear thesis: companies that treat Partner Ops like back-office adm...
The Autonomous Business: Scaling to $30M ARR with 3 Founders and AI Agents | Amos Bar-Jospeh | S4:E8
16 Jun 2025
Contributed by Lukas
Send us a textThe Autonomous Business: Outpacing, Not Outspending:Amos opens with a provocative idea: the best GTM teams in the next decade won’t be...
AI-Enabled Dealmaking: Redefining Value Creation in Tech Investments | Nav Rajput | S4:E7
09 Jun 2025
Contributed by Lukas
Send us a textAI in the Investment Playbook: A Must-Have, Not a Nice-to-HaveNav explains that for modern investors, AI has become embedded in every ph...
From Global Brands to Local Impact: Sales, Leadership & Empowering Women in Tech | Kate Parashina | S4:E6
02 Jun 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:From Global Brands to Local Champions: Finding the Right FitKate’s career p...
Engineering the GTM Model: Operationalizing Go-To-Market with Revenue Architecture | Mats Forsgren | S4:E5
27 May 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:The GTM Model as the Execution Layer of Revenue ArchitectureThe GTM Model is ...
Decoding the Data Model: GTM Precision with Revenue Architecture | Jos de Wit | S4:E4
12 May 2025
Contributed by Lukas
Send us a textIn Season 4, Episode 4 of Force and Friction, we continue our Winning by Design Revenue Architecture Series with Jos de Wit, certified R...
The GTM Engine Behind 10M+ Users | Franz-Josef Schrepf | S4:E3
06 May 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:From Crisis to Breakout: Franz’s Unexpected Journey into GTMFranz shares ho...
The Truth About Visitor ID: Fixing Data Quality in GTM | Larry Kim | S4:E2
28 Apr 2025
Contributed by Lukas
Send us a textFrom WordStream to Customers.ai: A Shift Toward Accuracy-First Marketing:Larry shares his journey from building WordStream into a $150M ...
Redefining Revenue: Why Partnerships Are No Longer Optional | Jason Yarborough | S4E1
07 Apr 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:Bridging the GTM Divide: Conversations First, Revenue FollowsJason’s journe...
The AI-Powered Evolution of Partnerships | Fredrik Mellander | S3:E14
24 Mar 2025
Contributed by Lukas
Send us a textWhy Traditional CRMs Don’t Work for PartnershipsFredrik opens with a personal revelation: despite years of working with top-tier CRMs,...
Pioneering Co-Selling & Redefining SaaS Partnerships | Cassandra Gholston | S3E13
12 Mar 2025
Contributed by Lukas
Send us a textUnlocking Hidden Pipeline with Data-Driven Co-Selling:Many SaaS companies struggle to effectively leverage partnerships because of manua...
The Era of Ai and Buyer Led GTM | Santosh Sharan | S3:E12
24 Feb 2025
Contributed by Lukas
Send us a textThe Evolution of GTM: From Relationship-Driven Sales to AI-Driven Intelligence:Over the past 15 years, sales has evolved from a relation...
AI-Powered Video - Transforming GTM Teams | Ben Wright | S3:E11
17 Feb 2025
Contributed by Lukas
Send us a textThe Evolution of AI-Powered Video in Sales and Marketing:Video as a prospecting tool isn’t new, but scaling it effectively has always ...
Cracking the Code to Product-Market Fit - Lessons from 1,000 SaaS Founders | Nick Tomic | S3:E10
03 Feb 2025
Contributed by Lukas
Send us a textUnderstanding Product-Market Fit: Why It’s Make or Break:Achieving product-market fit (PMF) isn’t about launching a product and hopi...
The Go To Market Cheat Code | Josh Wagner | S3:E9
20 Jan 2025
Contributed by Lukas
Send us a textHere are the core areas we discuss in today's episode:The Origins of the Cheat CodeThe cheat code began as a simple concept within ...
Transforming Partnerships: Ecosystem Strategies for Sustainable B2B Growth | Linkon Axon | S3:E8
07 Jan 2025
Contributed by Lukas
Send us a textStanding Out Together: The Philosophy Behind Arys ConsultantsLinkon’s philosophy, “We stand out when we stand together,” underscor...
Leadership Lessons - Tough Calls and Thriving in the Long Game | Sam Jacobs | S3:E7
23 Dec 2024
Contributed by Lukas
Send us a textFrom Record Labels to Revenue Leadership:Sam’s path to success is far from conventional. He began his career in the music industry, ma...
Redefining Revenue Architecture: The Bow Tie Model for SaaS Growth | Jacco van der Kooij | S3:E6
16 Dec 2024
Contributed by Lukas
Send us a textBuilding a Reputation of Trust and Integrity: Lessons from a Dutch VillageJacco’s journey begins in a close-knit Dutch village where r...
Building Revenue Through Human-Centered Relationships | Amelia Taylor | S3:E5
09 Dec 2024
Contributed by Lukas
Send us a textHere’s what we uncovered during this engaging conversation:Embracing Grit and ResilienceAmelia Taylor shares how resilience shaped her...
Blueprint for Sustainable Growth: Revenue Architecture for SaaS | Roee Hartuv | S3:E4
29 Nov 2024
Contributed by Lukas
Send us a textHere are the core areas we discuss in today’s episode:From Code to Revenue Architecture: A Journey of TransformationRoee’s career st...
Nearbound Sales, Partnerships & Social Selling 2.0 | Jill Rowley | S3:E3
01 Oct 2024
Contributed by Lukas
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Product Led | Wes Bush | S3:E2
24 Sep 2024
Contributed by Lukas
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Benchmarking & Performance Analytics | Pete Caputa | S3:E1
17 Sep 2024
Contributed by Lukas
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Events, Webinars and Partner Playbooks | Justin Zimmerman | S2:E14
10 Sep 2024
Contributed by Lukas
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The Revenue Acceleration Framework | Doug Davidoff | S2:E13
03 Sep 2024
Contributed by Lukas
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Connected GTM Aligning With HubSpot | Stuart Balcombe | S2:E12
27 Aug 2024
Contributed by Lukas
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The Strategic Narrative | Andy Raskin | S2:E11
20 Aug 2024
Contributed by Lukas
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Partner Capital Efficient Growth | Bernhard Friedrichs | S2:E10
13 Aug 2024
Contributed by Lukas
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Scaling SaaS Companies Lean and Fast | Adam Robinson | S2:E9
06 Aug 2024
Contributed by Lukas
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Take a Chance! 101 Entrepreneurial Lessons for Making It Big | Larry Gaynor | S2:E8
30 Jul 2024
Contributed by Lukas
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Network Social Selling 101 | Steven Morell | S2:E7
23 Jul 2024
Contributed by Lukas
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People-First GTM | Mark Kilens | S2:E6
16 Jul 2024
Contributed by Lukas
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Building The Future Of Partnerships | Asher Mathew | S2:E5
09 Jul 2024
Contributed by Lukas
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Operator-Immersive Capital | Justin Gray | S2:E4
02 Jul 2024
Contributed by Lukas
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Take Me to Pirate Island | Max Traylor | S2:E3
25 Jun 2024
Contributed by Lukas
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Partnerships & Building the SalesForce App Exchange | Bobby Napiltonia | S2:E2
18 Jun 2024
Contributed by Lukas
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Nearbound Surround Sound Marketing | Logan Lyles | S2:E1
11 Jun 2024
Contributed by Lukas
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Nearbound Ecosystems & Partnerships | Jay McBain | S1:E14
04 Jun 2024
Contributed by Lukas
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Startup Death and Resurrection to Positioning SaaS Partnerships | Sunir Shah | S1:E13
28 May 2024
Contributed by Lukas
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Capital Efficient Growth for Partnerships | Martin Scholz | S1:E12
21 May 2024
Contributed by Lukas
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NEARBOUND and The Rise of The Who Economy | Jared Fuller | S1:E11
14 May 2024
Contributed by Lukas
Send us a textLearn more at www.forceandfrictionpodcast.comJoin our online community exclusively for GTM RevOps professionals and C-Suites at communit...
Growth Driven Design: Revolutionizing the Web Build Process
31 May 2023
Contributed by Lukas
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Is Your Organization Ready for RevOps? The 10 Questions We Ask Every C-Suite | S1:E9
27 Apr 2023
Contributed by Lukas
Send us a textWelcome to the Force and Friction Podcast, your go-to show for the latest RevOps strategies, discussions, and interviews.In today’s ep...
How Tech Enablement Can Optimize Your RevOps Strategy | S1:E8
20 Apr 2023
Contributed by Lukas
Send us a textWelcome to the Force and Friction Podcast, your go-to show for the latest RevOps strategies, discussions, and interviews.In today’s ep...
The Role of AI and ML in Modern RevOps | Chris Selland, Squark AI CEO | S1:E7
06 Apr 2023
Contributed by Lukas
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Unlocking Revenue Growth: How Alignment is Key to a Successful RevOps Strategy | S1:E6
30 Mar 2023
Contributed by Lukas
Send us a textWelcome to the Force and Friction Podcast, your go-to show for the latest RevOps strategies, discussions, and interviews.In today’s ep...
Secrets to Hiring the Right Revenue Operations Team | S1:E5
23 Mar 2023
Contributed by Lukas
Send us a textWelcome to the Force and Friction Podcast, your go-to show for the latest RevOps strategies, discussions, and interviews.In today’s ep...
Unlock Business Growth: The Importance of Defining and Documenting Your Revenue Processes for Scaling Up with RevOps | S1:E4
16 Mar 2023
Contributed by Lukas
Send us a textWelcome to the Force and Friction Podcast, your go-to show for the latest RevOps strategies, discussions, and interviews. In today’s e...
Fostering a Data-Driven Culture: The Key to Successful RevOps for Businesses Looking to Scale | S1:E3
09 Mar 2023
Contributed by Lukas
Send us a textWelcome to the Force and Friction Podcast, your go-to show for the latest RevOps strategies, discussions, and interviews. In today’s e...
Maximizing Your Efficiency And Impact with RevOps | S1:E2
02 Mar 2023
Contributed by Lukas
Send us a textWelcome to the force and friction podcast, your go-to show for the latest RevOps strategies, discussions, and interviews. In today'...
The Launch | S1:E1
01 Mar 2023
Contributed by Lukas
Send us a textAnnouncing the launch of the "Force and Friction" Podcast, join the 6teen30 Digital Agency team as we explore the world of rev...