Podcast
The Pocus Unlocking Revenue Podcast
Hosted by Pocus · EN
Unlocking Revenue is a podcast from the team at Pocus that dives into the modern go-to-market strategies of your favorite software businesses. Each episode features experts sharing their best practices, frameworks, and advice on how to build a modern go-to-market engine. This podcast covers everything from building out the sales function, to using community as a growth channel, to launching effective onboarding strategies all with a product-led lens. Hear real world stories from experts at companies like Webflow, Retool, and Clearbit.
11episodes
Episodes
Newest firstAll episodes
How High-Performing SDR Teams Balance Volume, Quality, and AI with Victoria Loewenstern (ContentSquare)
Feb 900:30:14Tap to summarizeVictoria Loewenstern of ContentSquare explains why most SDR teams are built wrong—and how prioritization, multitouch outreach, AI, and cold calling actually drive pipeline.
Transcribe →Why Post-Sales Is the New Go-To-Market Battleground with Alison Silver (Brex)
Feb 900:30:35Tap to summarizeAlison Silver of Brex explains why post-sales is the new GTM battleground—and how dedicated client sales teams drive retention, expansion, and long-term growth.About Alison Alison Silver is a SaaS sales leader with over a decade of experience helping fintech and enterprise teams grow revenue and strengthen go-to-market strategies. She has led teams through rapid expansion, guided new market entries, and built sales organizations that focus on both results and long-term sustainability. At Brex, Alison helped shape the Client Sales function, introduced programs that improved quota attainment, and partnered across departments to accelerate pipeline growth. Prior to Brex, she played a key role in building high-performing teams and scalable processes at Emburse and other SaaS organizations. Known for fostering collaborative, high-energy cultures, Alison focuses on aligning people, processes, and technology to support customer success and company growth. She enjoys sharing practical strategies for sales process optimization, cross-functional alignment, and team development, and is an active user and advocate of Gong in driving sales excellence.
Transcribe →Why Marketing Ops Is the Connective Tissue of Go-To-Market with Andy Varshneya (Redis)
Feb 900:30:12Tap to summarizeAndy Varshneya of Redis explains how marketing ops becomes a strategic force—bridging execution, leadership, and cross-functional alignment to reduce friction and drive GTM results.About AndyAndy Varshneya is Chief of Staff and VP of Marketing Operations at Redis, where he helps scale GTM teams, align strategy with execution, and protect a culture of collaboration and clarity.
Transcribe →From Intent to Signals: How AI Is Changing Enterprise Prospecting with Patrick Lavergne (Coveo)
Feb 900:28:14Tap to summarizePatrick Lavergne of Coveo explains how signal-based prospecting and AI help sales teams prioritize the right accounts, reduce prep time, and improve pipeline quality.
Transcribe →How to Build a Pipeline Engine (No Silver Bullets) with Flora Felisberto (SecurityScorecard)
Feb 900:30:32Tap to summarizeLearn how to build a scalable pipeline engine without relying on a single channel, using events, ABM, and AI-powered BDR workflows.Flora Felisberto (SecurityScorecard) shares how enterprise marketing teams generate pipeline in cybersecurity and why there are no silver bullets.About FloraFlora Felisberto is a growth marketing leader with 15+ years of experience driving revenue across demand generation, digital, operations, customer marketing, and business development. She leads global revenue marketing at SecurityScorecard, running the company’s pipeline engine across all channels. Previously, she helped scale OutSystems to $350M+ in revenue and held marketing leadership roles at Rapid7, Perfecto Mobile, Mendix, and ZoomInfo.
Transcribe →Marketing Beyond the Funnel: Intelligence, Revenue, and AI with Megan Boone (Redis)
Feb 900:32:37Tap to summarizeMegan Boone of Redis explains why modern marketing must act as the intelligence engine of GTM—and why AI, SDR alignment, and first-principles thinking matter more than playbooks or attribution.
Transcribe →How AI and Visual Communication are Reshaping GTM Teams with Rob Giglio (Canva)
Feb 900:28:32Tap to summarizeRob Giglio of Canva explains how AI and visual communication are changing the future of work — and what that means for modern go-to-market teams focused on personalization and relevanceAbout RobRob Giglio is the Chief Customer Officer at Canva, where he oversees Canva’s sales and go-to-market functions. Rob brings to Canva over 20 years of industry experience leading and executing global marketing and sales initiatives.Rob joined Canva from HubSpot, where he was also Chief Customer Officer, and before that, he was the Chief Marketing Officer at Docusign. Prior to Docusign, Rob spent over ten years at Adobe, leading the global sales and go-to-market teams for their Digital Media Business Unit and holding responsibility for over $7B in revenue. Rob’s previous professional experiences include general management and marketing roles at Gap, Williams-Sonoma, Clorox and Procter & Gamble. Rob holds an MBA from the University of Southern California and a B.A. in Psychology from San Diego State University.
Transcribe →ABX Explained: How to Scale B2B Demand Gen with Account-Based Everything with Ben Pollack (Ripping IT)
Feb 900:31:15Tap to summarizeLearn how to scale B2B demand generation using ABX (Account-Based Everything), modern GTM frameworks, and people-led growth strategies.Ben Pollack (Rippling IT) breaks down ABX vs ABM, channels that actually work, and how growth teams build scalable demand without cold outbound.
Transcribe →Why Revenue Operations Is One of the Most Strategic Roles in Go-To-Market with Stephen Rickli (Zip)
Feb 900:26:01Tap to summarizeSteven Rickli of Zip shares why Revenue Operations is one of the most strategic roles in GTM—and how strong RevOps teams accelerate growth instead of slowing it down.About StephenStephen currently leads RevOps at Zip, where he's responsible for building the strategic foundation to support aggressive growth goals. His unconventional journey from finance to RevOps gives him a unique lens on how the function has evolved from administrative support to strategic powerhouse. Prior to his role at Zip, Stephen spent almost five years at Verkada in Strategy & Operations and in finance at Blackstone, before transitioning to tech.
Transcribe →How to Build a Sales Process That Scales with Caitlin Nelson (Superhuman Mail)
Feb 900:28:19Tap to summarizeLearn how Superhuman built a scalable sales process, transitioned from PLG to sales-led growth, hired top AEs, and improved forecasting without relying on CRM theater.Caitlin Nelson shares practical lessons on hiring top AEs, sales methodology, and building a revenue engine that actually scales.
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