Sound Bites with Bill Binch

In this episode, Bill sits down with Shane Evans, Chief Revenue Architect at Battery Portfolio company Gong* to explore what it really means to engineer a go-to-market system — not just manage one. Shane shares the story behind his evolution from CRO to Chief Revenue Architect, and why that shift reflects something much deeper: the move from managing people and quotas to designing the systems, workflows, and outcomes that actually drive revenue. They dig into how Gong has fundamentally re-engineered its GTM over the past two years — eliminating friction, compressing planning cycles, and retooling their customer success team into revenue architects with a 12-week certification program. Shane also shares data from Gong Labs showing that sellers embracing AI tools are generating 77% more revenue and closing deals 31% larger — and what that means for every revenue leader building their team today. Connect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/You can find Shane on LinkedIn here: https://www.linkedin.com/in/shanegevansSee more insights from Gong Labs here: https://www.gong.io/blogKey Takeaways/Key Moments:[02:04] — From CRO to Chief Revenue Architect[03:53] — Intentional breakage[12:09] — The 20–30% problem[13:39] — Engineering to the outcome[21:08] — 5x account coverage: AI eliminates the 4–6 hour briefing cycle[29:51] — Planning cycles compressed: what was annual is now monthly[35:45] — Gong's CS team reborn — Revenue Architects and the 12-week cert[40:42] — The Gong Labs dataDisclaimer:This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted.Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/

In this episode, Bill sits down with Ryan Meadows, CRO, Head of Revenue at Lovable to talk about what it actually looks like to build and run go-to-market at a company scaling from zero to $400M ARR in under 17 months. Ryan shares how he became a Lovable customer first — building a CRM front-end on a Saturday morning that surfaced two deals to pull forward and close the quarter — and why that experience convinced him to join the company. They cover how Lovable is rearchitecting the RevOps function around self-improving AI agents instead of BDR teams, why Ryan looks for adaptability and evangelism over playbook execution when hiring, and how the shift from SaaS to AI-native companies is forcing revenue leaders to abandon their tried-and-true frameworks entirely. If you're a revenue leader wondering whether the old playbook still applies — this episode is a direct answer.Connect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/You can find Ryan on LinkedIn here: https://www.linkedin.com/in/rmeadows/Key Takeaways/Key Moments:[00:03:49] — The AE productivity crisis: 80% admin, 20% customers[00:05:07] — The aha moment: building on Lovable on a Saturday morning[00:08:15] — Killing the forecast meeting with real-time data access[00:11:46] — No BDR team: replacing outbound with self-improving AI agents[00:15:40] — Half technology, half change management[00:28:30] — The salesperson who built their own legal framework agent[00:37:17] — What happens to the sales role when the buyer knows everythingDisclaimer:This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted.Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/

Description:  In this episode, Bill sits down with Becca Lindquist, Head of Revenue at Clay — the go-to-market infrastructure platform that's become one of the most talked-about tools in B2B sales.Becca unpacks what Clay actually does — blending first-party data, third-party data, and AI into a single GTM brain hive — why RevOps is the real buyer, and how Clay's PLG motion feeds seamlessly into enterprise sales. She breaks down the go-to-market engineer role: what it is, where it comes from, and what attributes to actually hire for. She also pulls back the curtain on how Clay runs internally — where every seller IS a go-to-market engineer, and giving each employee a budget to experiment with new AI tools is how they stay one step ahead. They call it "go-to-market alpha."The episode closes with a candid riff on voice interfaces as the future of human-technology interaction, and Bill's own moment of irony — caught taking notes on his laptop in the back corner of an AI-focused CRO dinner.Key Takeaways/Key Moments: 01:02 - What Clay actually is: GTM infrastructure03:30 - Clay-enabled reps vs. the field08:54 - How Clay sells Clay11:26 - The real buyer: why RevOps holds the keys to the CRO's dreams 13:14 - Go-to-market alpha15:56 - Defining the GTM engineer27:05 - Advice for the next generationConnect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/You can find Becca Lindquist on LinkedIn here: https://www.linkedin.com/in/beccalindquist/Disclaimer: This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted. Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/

In this episode of Sound Bites, Bill Binch sits down with Benjamin Pitman, CRO of Cube Software*, to talk about hands-on, actionable AI—not packaged “AI features,” but the tools any revenue leader can use today (Claude, ChatGPT, Lovable, Clay) to build real workflows.Ben shares the mindset shift that matters most: stop asking how AI can make you faster and start asking what it can replace entirely. He walks through a breakout enterprise deal where he used Claude Opus + Gong* transcripts + Cube branding to generate a tailored business-case deck that impressed internal stakeholders and the buyer champion. He also details how he prototyped a dynamic pricing page from an Excel sheet and built an interactive enablement portal that guides reps by persona, surfaces objections and automatically turns case studies into concise proof points.They close by discussing what measurement looks like as teams move from experimentation to operationalization—plus why leaders should champion adoption, screen for AI literacy and even make “build something with AI” part of the interview process.Key Takeaways/Key Moments: 00:00 - AI’s real impact: from faster to fully replaced02:36 - The turning point: realizing AI can replace roles05:49 - How to start: problem-first experimentation12:24 - Building enterprise deal decks with Claude + Gong23:32 - Creating a dynamic pricing page from Excel26:34 - Replacing enablement with an AI-powered portal34:24 - Measuring impact: headcount, quality, and what’s nextConnect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/You can find Benjamin Pittman on LinkedIn here: https://www.linkedin.com/in/benjaminpitman/Disclaimer: This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted. Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/

In this episode, Bill sits down with Mark Roberge (Stage 2 Capital, former HubSpot CRO) to break down the Science of Scaling—Mark’s new book—a metrics-driven framework for knowing when to scale and how fast to grow without breaking your business. They cover how AI is being absorbed in the sales arena, how to define product-market fit with a measurable Leading Indicator of Retention, and how to pace hiring using unit economics as the speedometer for go/slow/stay decisions.Key Takeaways/Key Moments: [00:16:59]: “Do I hire a sales rep or do I hire a sales leader? This is the chicken-or-the-egg question.” If you hire only one rep and it fails, you can’t tell whether it was a bad hire or a flawed model. Hiring two introduces useful variance: both fail = likely systemic; one succeeds = you have a replicable path.[00:21:47]: The Science of Scaling — Mark’s new book (released February 3) outlines three stages of company growth: product-market fit, go-to-market fit, and growth + moat.[00:27:16]: Product-Market Fit: When are you actually ready to scale?[00:32:42]: “It’s crazy how many companies at that stage have a polished income statement and can tell me how much they paid for printer ink last quarter, but can’t tell me how many customers use their product every week.”[00:42:41]: Scaling without chaos: Set a hiring pace and use leading indicators as a speedometer to decide when to go faster, slow down, or stay the course.Connect with our host Bill Binch here: https://www.linkedin.com/in/bill-binch-302a4a2/You can find Mark Roberge on LinkedIn here: https://www.linkedin.com/in/markroberge/Check out Mark’s new book discussed in the episode here: Science of ScalingDisclaimer: This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted. Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/

In this episode of Sound Bites, host Bill Binch from Battery Ventures talks with Marcus Holm, President of LaunchDarkly, about how the company used AI tools, from avatars to intent platforms to forecasting engines, to dramatically improve rep productivity, pipeline generation, ramp time, deal size and overall sales performance.Key Takeaways/Key Moments: (00:00) Tackling Productivity and Pipeline Through AIMarcus outlines LaunchDarkly’s challenge with inconsistent rep productivity and pipeline generation, and how the team turned to AI tools to create more prescriptive ICPs and better territory management.(02:41) Using AI Avatars to Increase Reps’ At-Bats and Ramp FasterAI-driven avatars became a core part of sales training, helping AEs, SEs and SDRs simulate objections, refine pitches, improve demo and POV certifications; all resulting in faster and more consistent ramp times.(03:07) Major Performance Gains: Faster Ramp, Bigger Deals, Stronger ConversionAcross segments, AE ramp time dropped by 27 days, average deal size nearly doubled and intent-based tooling accelerated conversion from cold calls to first conversations.(05:25) Achieving 5% Forecast Accuracy with Gong ForecastingBy layering AI-driven analysis on qualification frameworks like MEDDIC, LaunchDarkly now forecasts within 5% of actual results, giving leadership far greater predictability for planning and budgeting.(06:20) Transforming Rep Productivity: From 18% to 48% at QuotaTwo years ago only 18% of reps hit quota; today, 48% do and 80% reach at least 70%. Marcus attributes this shift to AI-driven enablement, better intent prioritization and a more disciplined operating rhythm.Disclaimer: This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted. Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/

In this episode of Sound Bites, host Bill Binch from Battery Ventures talks with Yezi Peng, Former VP of GTM Ops at Pendo, about the product-oriented shift happening across GTM teams, the rise of GTM engineering and how Pendo is building, governing and rolling out AI-powered workflows to transform productivity and reduce operational friction.Key Takeaways/Key Moments: (00:44) The Shift Toward Product Orientation in GTM TeamsYezi describes how rapid product cycles and new agentic AI tools are pushing sellers and RevOps teams to think like product managers, through experimenting, by understanding the ICP deeply and building tailored workflows.(01:58) RevOps Is Evolving from Buyers of Tools to Builders of ToolsInstead of only purchasing software, modern RevOps teams now build internal apps, automations and AI-driven workflows such as Pendo’s internally built book-building tool powered by Lovable, N8N and Clay.(05:32) Pendo’s Core AI Deployment PrinciplesYezi outlines the five principles behind their AI rollout: remove manual tasks first, enable self-serve where possible, minimize the rep-facing tech stack, eliminate institutional knowledge risks and stop requiring 100% adoption for new tools.(08:48) Using AI to Eliminate Single Points of Failure in GTM OpsPendo now asks departing Ops team members to create a GPT of themselves by capturing processes, tribal knowledge and workflows, so the knowledge persists after they leave.(11:41) Defining the GTM Engineer Role at PendoYezi explains how Pendo hires early-career builders with strong curiosity to own tools like Clay and develop outbound/inbound automations, including pipeline engineers sourced from within the BDR team.Disclaimer: This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted. Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/ 

Description:  In this episode of Sound Bites, host Bill Binch from Battery Ventures talks with Matt Peloso, Head of Global Revenue at TheyDo, about how his team used journey mining, AI-enriched call and CRM data and improved qualification to dramatically shorten sales cycles, increase deal sizes and elevate overall rep productivity.Key Takeaways/Key Moments: (00:00) Identifying Deal Stage Bottlenecks Through Journey MiningMatt explains how TheyDo analyzed Gong calls, Salesforce notes and internal insights to map their sales journey and uncover stage-level weaknesses slowing down deal progression.(03:09) Using AI to Spot Qualification Gaps and Surface Deeper PainBy aggregating and enriching data inside TheyDo, the team identified where reps weren't digging deep enough into business-level pain, leading to better qualification and earlier “qualify out” decisions.(03:38) Coaching Reps on True Pain vs. Surface PainAI-driven insights revealed when reps were dealing with coaches rather than champions, enabling targeted coaching on follow-up questioning and linking technical pain to executive-level business outcomes.(05:40) Major Impact: Deal Cycles Cut in Half While Deal Sizes Increase by 3xNegotiation-to-close shrank from 101 days to 54 days, overall deal cycles dropped from 5.5 months to 71 days and average deal size jumped from ~20K to ~65K.(08:55) Why the Inspection Started: A Need for Scalable, Productive GrowthMatt shares that TheyDo’s shift from PLG to sales-led growth, and board pressure to scale efficiently, prompted a deep inspection into productivity models, exposing wasted cycles and long-stalled deals.Disclaimer: This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity. The information and data are as of the publication date unless otherwise noted. Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/

In this episode of Sound Bites, host Bill Binch from Battery Ventures talks with Gaurav Agarwal from ClickUp about how AI is reshaping RevOps and GTM organizations; from the rise of AI builder teams and GTM architects, to managing “AI slop,” measuring productivity gains and rebuilding products and careers for an AI-native future.Key Takeaways/Key Moments: (02:01) Why RevOps Must Become Builders, Not Just BuyersGaurav explains that RevOps and GTM Ops can no longer just evaluate and implement tools; they must be able to build systems and workflows on AI-powered platforms, partnering with a deep “AI builder” team that sets the technical foundation.(04:51) Inside ClickUp’s AI Builder Model: 80% Software Is EnoughClickUp hires extremely technical, AI-native grads who can spin up internal tools at lightning speed, often recreating 60–80% of a Salesforce-like system in weeks, while RevOps teams build agents, prompts and workflows on top of that platform.(10:36) From ‘Not Building’ to ‘AI Slop’ to GovernanceGaurav breaks down three stages organizations go through: first not building anything with AI, then over-building messy “AI slop” and maturing into a governed state with a small set of centrally owned, high-quality agents.(13:23) Redefining GTM Roles for an AI-First WorldGaurav simplifies the org into three layers—AI-first systems engineers, RevOps/GTM “architects” who design the workflows, and frontline teams who use these AI-powered systems to sell, support and grow customers more effectively.(25:44) Building the AI-Native Version of Your BusinessGaurav argues that every existing software company must effectively build a second, AI-native version of itself by rethinking product, operations and customer experience from the ground up instead of just slapping an “AI layer” on top.Disclaimer: This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted. Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/

In this episode of Sound Bites, host Bill Binch from Battery Ventures talks with Tim Geisenheimer, CRO of Hatch, about how the team used agentic AI and alternative data to refine their ICP, focus on higher-value service businesses and significantly increase ACV.Key Takeaways/Key Moments:(01:03) Narrowing a Massive TAM into a Precise ICPHatch realized that the 600,000-business services market required tighter segmentation, prompting the team to focus on the top 25,000 high-value targets.(02:06) Building an AI-Powered ICP Scoring Model Using ClayTim explains how Hatch used Clay to scrape websites, analyze service trades, verify association memberships and gather Google review data to create a reliable ICP scoring model.(03:22) Better Targeting Leads to Higher ACVFocusing outreach on higher-fit accounts significantly increased ACV, illustrating the ROI of accurate ICP modeling.(03:57) Where the AI Initiative Started & Who Owned ItTim details how he initially owned Clay usage before transitioning it to an agency and eventually a dedicated growth engineer.(05:37) The Rise of the GTM Engineer RoleBill and Tim discuss the emerging GTM engineer role—part RevOps, part AI builder—and how demand for this skillset is rapidly increasing.Disclaimer: This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted. Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit https://www.battery.com/list-of-all-companies/