Revenue on the rocks
Over a drink, we host honest, unscripted conversations about sales and marketing—what works, what doesn't, and real stories behind GTM at a growing startup.
Latest Episode
Natalie Marcotullio
Head of Growth & Product Marketing
Ben Pearson
Head of Sales
Season 4 · Episode 4
Advisor Live Session: What Worked in 2025 + Bets for 2026
Before the New Year, we hosted a LinkedIn Live featuring nine of our Navattic advisors reflecting on 2025's marketing wins, flops, and what they're carrying into 2026.We chatted about AI tool fatigue and underwhelming results from automated research...
Before the New Year, we hosted a LinkedIn Live featuring nine of our Navattic advisors reflecting on 2025's marketing wins, flops, and what they're ca...
Ben and I discuss our 2026 predictions for B2B SaaS, but we let ChatGPT generate the first half of the list and gave our takes on its predictions. We...
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 t...
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...
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...
Our advisor and product marketing expert, Yi Lin, interviews Ben to explore the relationship between product marketing and sales.She asks about sales...
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...
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 b...
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 philo...
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 l...
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 on...
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 f...
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...
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 sma...
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'v...
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 prod...
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, Ra...
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 br...
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...
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...
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...
In Episode 10 of Season 2 - a month into 2024 Ben and I give our take on how the software buying market compares to 2023. Specifically, we cover:...
In Episode 9 of Season 2 - Ben and I discuss our process for creating our new State of the Interactive Demo Report 2024. Specifically, we cover:1) How...
In Episode 8 of Season 2 - Ben and I talk with Molly Bruckman from Mutiny about their widely successful Surv-ai-vor campaign and how they got sales bo...
In Episode 6 of Season 2 - Natalie and Ben talk with Arthur Castillo (who has worked in both sales and marketing roles) to discuss the differences bet...
In Episode 5 of Season 2 - Natalie and Ben dive into the nitty gritty of sales data, attribution, and intent with Kevin White to figure out what is th...
In Episode 4 of Season 2 - Ben, our guest Dee Acosta, and I discuss what motivates salespeople and marketers. Specifically, we cover:1) Why salespeopl...
In Episode 3 of Season 2 - Ben and I discuss the growing pains of startups as they transition from scrappy upstarts to more established companies.Spec...
In Episode 2 of Season 2 - Ben interviews me on the realities of being a solo marketer. Specifically, we cover:1) My background and how I fell in love...
In Episode 1 of Season 2 - Ben and I debate what factors actually sway prospects in a deal cycle. Specifically, we cover:1) What drives B2B buyers' d...
In this bonus episode, Ben and I talk about how to be a better software buyer. We usually talk about how to be better software sellers, but in this mi...
In Episode 12 we discuss what it was like to create a podcast and what we learned about sales and marketing departments over the season. Specific...
In Episode 11 we speak with Brittany Brown Head of Enterprise Marketing at Lokalise. We talk all about how to ensure any new campaign or initiative i...
In Episode 10 we speak with Nick Bennett founder of ClubPF, podcast host of the Anonymous marketer, and B2B creator. We talk all about how to adopt a...
In Episode 9 we speak with Peter Kirk who runs RevOps at MadKudu and has built operations functions at multiple product-led and sales-led companies, i...
In Episode 8 we speak with Jason Oakley - founder of productive PMM and founding product marketing lead at amazing SaaS companies like Klue, Chili Pip...
In Episode 7 we have our second guest - growth and PLG expert Andrew Capland who is the founder and a growth advisor at Delivering Value. We discuss...
In Episode 6 we have our first guest! We talk with Mark Huber - Head of Brand & Product Marketing at Metadata about sales content (testimonials,...
In Episode 5 we talk about how to combat imposter syndrome at a startup - both from the individual and company perspective. Specifically, we cover:...
In Episode 4 we cover how we set quotas and marketing goals at Navattic for the next quarter. Specifically, we cover: 1) The difference between Ben...
In Episode 3 we discuss ways sales and marketing can work with customer success to reduce churn and increase customer satisfaction. Specifically, we...
In Episode 2 we discuss our journey of putting pricing on the Navattic website, how we aligned on this decision, and the results we've seen so far. S...
In our first episode, we chat about why we made this podcast, why sales and marketing don't typically get along, and ways to improve the relationship....