Pocus

Last night, our team braved a NYC blizzard for our Women in Revenue panel. Worth every slush-soaked step. Our Head of Marketing Sandy Mangat moderated an incredible conversation with revenue leaders from monday.com, Navan, and Databricks on what it actually takes to build a career in revenue right now. Huge thanks to our panelists Lindsay Browning, Annie Simms, and Jessica Roman for keeping it real, and to our co-hosts Katrin Gurvich (Navan) and Alexine Mudawar (Women in Sales) for helping bring this community together. Events like this are exactly why we invest in the revenue community 🙌 We’ll be back in NYC for a warmer version in a few months. In the meantime, SF, we want to host something for all of you. Details soon! 

Does your outbound team have a RAP problem? Random Acts of Prospecting. Signals in one tool, AI in another, playbooks nobody follows, reps prioritizing by gut feel. Lots of motion. No real engine. We just launched a free Outbound Maturity Quiz that helps GTM teams find exactly where RAP is hiding in their prospecting motion. Scores you across 6 dimensions in 3 minutes. Genuinely useful if you've ever wondered why outbound feels inconsistent even when everyone's working hard. Tell us how you scored: https://lnkd.in/ez-4fBV7 

Cold outbound is dead. Paid social BOFU is a money pit. So what actually works in 2025? Ben Pollack, Head of Marketing at Rippling IT, broke it down on the 10X GTM Podcast. The channels winning right now: (1) In-person events Forget sponsoring big conferences. Intimate happy hours in different cities. 50% brand, 50% pipeline. That's the play. (2) Creator-led growth Look at what Clay built with their expert program. An army of advocates preaching your message. Massive leverage, relatively low cost. (3) GEO/AEO If you're not thinking about this yet, Ben says get on the train ASAP. (4) Video everything Case studies, testimonials, webinar follow-ups. Not just for brand. The remarketing you build off video engagement on LinkedIn is the hidden value. The throughline? Distribution over creation. It doesn't matter how good your content is if no one sees it. Watch the full episode to hear Ben's full take on ABX, why brand isn't fluffy, and what he'd do differently if he were building a marketing org from scratch today. 🎧 [Link in comments]

We’re at capacity for our 2nd ever Women in Revenue NYC event! You can still sign up and join our waitlist here: https://lnkd.in/en3td453 We're bringing together revenue leaders from monday.com, Navan, and Databricks for a night of real, tactical conversation. When? This WEDS Feb 25 at 6 pm  Where? Navan’s NYC office Why come out? - Feb is miserable. Come meet some great people and maybe make a new friend (human interaction is the cure for mid-week blues) - Goal setting can feel daunting. Let our panel of experts help you navigate - Did I mention we’ll have snacks & drinks! Hope to see as many of you there as possible!

"Cold outbound shouldn't exist for us." Bold take from Megan Boone, Head of Marketing at Redis. Her reasoning? With the right signals, every outreach can be warm. It's not about waiting for inbound hand-raisers. It's about being mindful of WHEN and WHY you reach out. Going after accounts when you can actually help them solve problems they're already thinking about. That's the difference between interrupting someone and showing up at the right moment. Megan breaks down how Redis uses intent signals to turn "cold" outbound into warm, consultative conversations that actually convert. Listen to the full episode 👇

Women in Revenue is back next week! Last call to grab a seat. We just upped our capacity so there’s 10 spots left to join us next Weds Feb 25 at 6 pm in NYC. We're gathering revenue leaders from Monday, Navan, and Databricks for real talk about how they reset goals for the new year, both personally and professionally. Grab your seat: https://lnkd.in/en3td453 See you next week!

Pipeline goals work great for new business. But in post-sale? Not so much. On this week's podcast, Alison Silver (Head of Client Sales at Brex) breaks down why customer teams need a different playbook. Post-sale teams are actually juggling three types of pipeline: → Upsell/cross-sell (getting more dollars from use case or seat expansions) → Retention (business reviews, exec touchpoints, value reinforcement) → Churn prevention (getting ahead of problems) Two of those three don't show up in traditional pipeline metrics But they're what make everything else work. The best client sales reps know when to sell and when to build trust. Alison gets tactical on how Brex structures their motion and what metrics actually matter. Listen to the full episode 👇

We’re not sure where this myth began, but there isn’t one magical channel that will unlock millions in pipeline. That’s not how modern growth engines work. Finance and execs keep hoping one or two channels will carry the number forever. Reality check: Every channel eventually saturates. That industry event you sponsor every year? The paid ads that crushed it last quarter? Audiences get fatigued. Costs go up. Returns flatten. And if you haven't been testing what's next, your pipeline stalls. Flora Felisberto has 15+ years scaling pipeline engines at ZoomInfo, OutSystems ($350M+ in revenue), Rapid7, and now SecurityScorecard. Here's what she shared: #1 Build a bench, not a hero channel The best pipeline engines don't rely on 1-2 hero channels. They're built on a system where 5+ channels work together and build on each other. #2 No random acts of marketing You might be doing a lot, but it needs to be integrated. Everyone aligned. Same playbook. Otherwise you're just spread thin with nothing to show for it. #3 AI's real impact: personalization at scale Forget the hype around full AI SDRs. The real win? Helping reps increase volume and productivity without losing quality. Take away the 70% of time spent on admin work so reps can focus on actual conversations and relationships. Watch the full episode: https://lnkd.in/eVEzy-4S Listen: https://lnkd.in/eQp9k8Xh

Your product team ships 10x faster with AI. Your sales team is drowning in outdated content. Sound familiar? Melanie Fellay 🐙, CEO of Spekit 🐙, joined us to talk about why traditional enablement is broken And what actually works in 2026 Her take: Connecting ChatGPT to your messy Google Drive isn't enablement. It's just faster access to garbage. The real solution? → Just-in-time learning (80% should happen in the flow of work) → Connected systems of truth (enablement synced to your product roadmap, CRM, code base) → Automated accuracy (agents that flag outdated content the moment things change) Watch the full episode: https://lnkd.in/efJ8HxfS Listen: https://lnkd.in/eBEHA9dc

We just dropped season 5 of the podcast. 11 new episodes featuring 11 incredible guests Curious what this season was all about? Here are some of our favorite learnings: 1. Pipeline is the wrong metric for post-sales teams. Retention is a win. Churn prevention is a win. Flat renewals are a win. If you're measuring client sales teams purely on pipeline generation, you're missing what success actually looks like in the customer base. 2. Attribution helps us sleep at night, but it's not the truth. What actually matters: Are you creating champions who talk about you positively behind your back? Are customers using your words in sales calls? That's the real measure of marketing impact. 3. IRL events are back in a big way. Multiple guests talked about the power of in-person experiences to break through the noise and build real relationships. The digital fatigue is real, and face-to-face matters more than ever. 4. Generic communication is dead. Everything is becoming more visual and more personalized. If you're not breaking through the noise with high-impact, relevant content, you're getting ignored. 5. Stop the AI slop. Just tell people what your product actually does. Leading with "AI-powered" or "agentic" doesn't help anyone understand the value. Huge thanks to our incredible guests this season: Melanie Fellay 🐙, CEO at Spekit 🐙  Alison Silver, Head of Client Sales at Brex  Rob Giglio, Chief Revenue Officer at Canva  Megan Boone, Head of Marketing at Redis  Patrick Lavergne, Enterprise AE at Coveo Caitlin Nelson, Head of Sales and CX at Superhuman Mail  Flora Felisberto, SVP Global Revenue Marketing & Ops at SecurityScorecard Ben Pollack, Head of Marketing at Rippling IT  Andy Varshneya, VP Marketing Ops & Chief of Staff at Redis Stephen Rickli, Senior Director of GTM Strategy & Ops at Zip Victoria Loewenstern Lowenstern, Head of Sales Development AMER at Contentsquare Links to the pod in comments below