Predictable B2B Success

Ready to discover a strategy for explosive business growth that few are talking about? In this episode of Predictable B2B Success, host Vinay Koshy speaks with Marty Fahncke, an accomplished marketer, mergers and acquisitions advisor, and serial dealmaker who has scaled businesses to over a billion dollars in revenue and executed more than $450 million in M&A transactions. Marty doesn’t just talk about growth; he’s lived it, transforming small startups into industry giants and navigating both the buy and sell sides of deals across diverse sectors, including SaaS, consumer goods, health & wellness, and e-commerce. In this conversation, Marty pulls back the curtain on how acquisitions can be the secret weapon for B2B companies grappling with longer sales cycles, rising marketing costs, and economic headwinds. You’ll hear how even fierce competitors became powerful partners, what signals make companies ripe for acquisition, and the surprisingly creative ways businesses can fund deals without draining their cash reserves. If you’ve ever wondered how to turn risk into opportunity or scale your business through strategic acquisition, this episode will challenge your assumptions and spark your curiosity. Don’t miss Marty’s actionable insights that could change the way you think about growth! Some areas we explore in this episode include: Marty’s Shift from Marketing to M&AAcquisition as a Growth StrategyCurrent B2B ChallengesCreative Deal StructuringTargeting Businesses for AcquisitionRelationship Building for M&AThe Role of AI in ValuationAcquisition Funding OptionsMerging Company CulturesExit Planning & Valuation Drivers

What if everything you thought you knew about brand loyalty was just a myth? In this episode of Predictable B2B Success, host Vinay Koshy speaks with Ethan Decker, founder and president of Applied Brand Science, to shake up your assumptions about what drives actual brand growth. Ethan's fascinating journey from computational ecologist to global brand science expert is just the beginning; he dives deep into the science hiding behind successful brands, exposing why "brand stickiness" might trump loyalty in the real world. Together, they unpack the truths about buyer behavior, the importance of staying in touch with reality (not just PowerPoint reports!), and why even the biggest, most revered brands rely on a vast sea of casual customers rather than a handful of loyalists. From quirky brand mascots to the overlooked power of simple, sticky messaging, even in the B2B tech world, Ethan explains how to make your brand memorable and trusted. If you're ready to question some of marketing's most sacred cows and uncover research-backed strategies for growth, this conversation will leave you rethinking how your own business wins, retains, and reacquires customers. Don't miss these transformative insights, tune in now! Some areas we explore in this episode include:

What happens when a digital innovator decides to reimagine how companies harness the power of AI and innovation? In this episode of Predictable B2B Success, host Vinay Koshy speaks with Matt Leta, CEO of FutureWorks, bestselling author of The Leap Guide, and a trailblazer in building digital products for giants like Apple and Google. Matt shares the gripping journey behind FutureWorks, revealing how a dramatic startup exit, a global adventure, and experiments with remote teams reshaped his vision for the future of work. Discover why Matt believes innovation has lost its meaning—and how he’s redefining it to drive tangible results. You’ll hear fascinating case studies, including how a solar tech company used AI-powered systems to save thousands of work hours, and why the real key to successful digital transformation starts with empowering every employee—not just the R&D team. Curious about how the Leap framework builds a culture of innovation in just one hour a week? Or why Matt thinks real competitive edge comes from integrating trust and diversity into your AI strategy? Tune in for practical insights, stories from the field, and provocative ideas to accelerate revenue growth through next-gen innovation. Don’t miss this episode if you want your business to thrive in the age of AI. Some areas we explore in this episode include: Founding and Evolution of FutureWorksUnderstanding and Defining InnovationIntegrating AI into Business OperationsThe LEAP FrameworkCreating Innovation CultureClient Success StoriesLeadership and ExecutionMeasuring ROI and ResultsLearning from FailureGlobal Experience and Community Building

How does someone go from the baggage hold to the boardroom—and then change the way we think about leadership and revenue growth altogether? In this riveting episode of Predictable B2B Success, Stephanie Chung joins host Vinay Koshy with a wealth of experience spanning 35 years in aviation and a track record that includes breaking historic barriers as the first African American private aviation company president. But Stephanie’s story is about more than climbing the corporate ladder—it’s about leading billion-dollar teams, decoding the neuroscience of trust, and helping leaders communicate so powerfully that it changes company culture and produces breakthrough sales results. Stephanie reveals the surprising science behind trust-building, listening like a “billion-dollar leader,” and why most leaders sabotage team potential without realizing it. She unpacks her unique ALLY leadership framework and shares real-life stories—from transforming commodity businesses into luxury brands to uncovering untapped revenue by truly understanding human motivation. If you’ve ever wondered why your sales team stalls, how to retain top talent, or what it actually takes to lead people who aren’t like you, this episode is packed with eye-opening takeaways. Stephanie’s approach isn’t just about diversity—it’s about ROI, transformation, and real-world growth. Tune in to discover leadership strategies you won’t hear anywhere else! Some areas we explore in this episode include: Stephanie Chung’s Aviation JourneyLeadership EvolutionDirect CommunicationCritical Role of Communication in BusinessThe ALLY FrameworkNeuroscience in SalesDeep Listening and Trust-BuildingThe EARN Leadership SystemDiversity and Team PerformanceAlly Leadership’s Impact on Revenue

What if your entire team’s experience, every customer interaction, and the hard-won lessons you’ve gathered over the years could be turned into actionable, revenue-driving intelligence? In this episode of Predictable B2B Success, Vinay Koshy sits down with Mehdi Tehranchi, serial entrepreneur and CEO of KnowledgeNet AI, to explore the untapped power of AI in B2B sales and organizational knowledge. Mehdi shares candid stories from his entrepreneurial journey—including building tech companies from scratch and guiding them to successful exits—and reveals why most AI pilots fail to deliver real business value. Together, they uncover what it truly takes to leverage AI for meaningful relationship-building, sales productivity, and capturing knowledge that too often leaves with your top performers. You’ll discover the unique advantage of organizational AI, why security matters more than ever, and how even startups can harness machine learning for smarter, faster sales without drowning in data complexity. If you’re curious about how AI can transform the way your business sells, learns, and grows, this is an episode you won’t want to miss. Some areas we explore in this episode include: Leveraging Corporate RelationshipsChallenges in B2B AI AdoptionKnowledgeNet AI’s RoleAugmented Intelligence for SalesSecurity & Privacy ConcernsTalent and Experience in StartupsOrganizational Mindset ShiftsChannel Partnerships & CRM IntegrationsMeasuring AI ImpactAI Skills for the Future

What if your company’s approach to people management was fundamentally flawed, not because of a lack of intent, but because of outdated tools and mindsets? In this episode of Predictable B2B Success, Vinay Koshy sits down with Projjal Ghatak, founder of OnLoop and creator of the Collaborative Team Development (CTD) category, to unpack why traditional HR tech and performance management systems don’t cut it for today’s hybrid, high-growth organizations. Drawing from his global leadership experience at Uber and consulting stints in APAC and New York, Projjal reveals the invisible gap between best practices taught at places like Stanford and the harsh realities of business execution. He shares eye-opening statistics—did you know only 7% of employees truly understand company strategy?- and explains why real productivity hinges on clarity, energy, and consistent feedback. If you’re tired of tick-the-box HR processes, frustrated by a lack of alignment in your teams, or wondering how to create truly high-performing managers, this conversation is for you. Get ready for fresh insights about metrics, motivation, and how to operationalize leadership in a hybrid world, plus practical strategies to move from checkbox compliance to measurable success. Some areas we explore in this episode include:

How do you find the perfect technical partner for your business, and avoid the costly mistakes so common in software outsourcing? In this episode of Predictable B2B Success, host Vinay Koshy sits down with Sean Languedoc, CEO of Outforce AI, a company boasting an astonishing 98% success rate in matching clients to their ideal software agencies. Sean peels back the curtain on the world of technical partnerships, exposing why so many businesses struggle to build productive relationships and why the “speed, cost, or quality, pick two” dilemma is still so relevant today. But Sean doesn’t just stick to theory. He shares candid stories about what happens behind the scenes when big bets on cheap talent backfire, why cultural alignment and killer questions matter more than country reputation, and how a focus on quality accelerates innovation and go-to-market success. You’ll also hear insider insights on thriving in the age of AI, pitfalls to avoid when scaling your tech team, and his hard-won tips for navigating the “build versus buy” debate. Whether you’re a founder, CTO, or business leader eyeing your next growth leap, this conversation promises to make you rethink everything you thought you knew about technical outsourcing. Some areas we explore in this episode include: Value of Technical Partnerships: Selecting the Right Tech Partner: Outforce AI’s Matchmaking Approach: Company Evolution: Speed vs. Quality vs. Cost (“Trilemma”): Cultural & Communication Barriers: Effective Go-to-Market Strategies: Emergence of AI in Development: Best Practices for Managing Outsourced Teams: Build vs. Buy Decision & Post-Launch Needs:

Ready to rethink your approach to emotional intelligence and business growth? In this episode of Predictable B2B Success, host Vinay Koshy sits down with Ramiro Velasco, an engineer-turned-entrepreneur and expert in helping brands break into the booming Latin American e-commerce market. Ramiro’s journey from a reluctant leader to co-founder at Goavance is filled with candid insights on why emotions aren’t just “soft skills”—they’re ROI positive and essential for driving team performance, authentic client relationships, and lasting customer loyalty. But Ramiro doesn’t stop at theory. He peels back the curtain on what it takes for foreign brands to succeed in Latin America, where cultural nuances can make or break a market entry. From wrestling with self-driven leadership to hands-on lessons about empathy, localization, and navigating both logistical and emotional barriers, this conversation is packed with actionable ideas for anyone in B2B, B2C, or just looking to scale efficiently—and humanely. Curious if your company’s ready for Mexico’s surging e-commerce opportunity? Wondering how to foster emotional intelligence in your team for measurable business impact? Get ready for a refreshingly honest, sometimes unconventional, look at growth in 2025 and beyond. Some areas we explore in this episode include: Emotional Intelligence in OrganizationsRamiro’s Entrepreneurial JourneyEntering the Latin American E-commerce MarketCultural Localization and MarketingEmpathy as a Business AssetUnderstanding Local Consumer BehaviorMarket Research and IntuitionKey E-commerce MetricsPeople-Centric LeadershipAdapting Business Models Over Time

Ever wondered why your meticulously crafted B2B emails sometimes vanish into the digital ether instead of landing in your prospect’s inbox? In this episode, we speak with Benny Rubin, founder and CEO of Senders, a platform that has mastered the science (and art) of email deliverability and cold outreach. Benny’s journey, which improbably began in the world of music, took a sharp turn into B2B sales and tech entrepreneurship, with his teams generating hundreds of millions in pipeline for big-name brands like Starbucks, Visa, and Coca-Cola. But why is something as basic as getting an email delivered such a huge challenge for marketers, especially when 61% cite it as a top hurdle? Benny breaks down the secret sauce behind high-performing cold emails, from technical game-changers like DNS records to innovative strategies that move leads down the funnel without the hard sell. If you think email marketing is just about catchy subject lines and clever copy, get ready for a reality check. Benny reveals the hidden gaps no one’s talking about, and what separates successful email campaigns from the rest. Whether you’re at a startup searching for product-market fit or at a scale-up hungry for predictable growth, this episode will change the way you think about your inbox. Some areas we explore in this episode include: Benny Rubin’s JourneyUnit EconomicsEmail Deliverability FundamentalsCommon Email PitfallsTechnical vs. Messaging StrategyCold Email as a Growth ChannelLead Generation TacticsRole of Content & EducationIterative MessagingIndustry Noise & Misinformation

What if the secret to skyrocketing customer loyalty and retention isn’t digital at all, but something you can touch? In this episode of Predictable B2B Success, host Vinay Koshy sits down with Mark Stern, CEO and founder of Custom Box Agency, to unpack how tangible, kinesthetic experiences are transforming the B2B customer journey. After a successful career as a Deloitte strategy consultant, Mark unexpectedly pivoted from corporate life into entrepreneurship, driven by a frustration with the impersonal nature of digital-only offerings. Mark reveals how sending physical “custom box” experiences not only sets customers up for success but turns them into passionate brand advocates who generate organic buzz. Their conversation dives into the real ROI of physical engagement, how clear customer journeys and micro-wins fuel retention, and why recognition is the ultimate hidden driver for long-term loyalty. If you’re rethinking how to break free from retention plateaus, want to spark more excitement in your customer onboarding, or are just tired of stale, digital-only strategies, this episode will open your mind to a whole new set of possibilities. Tune in for actionable insights, real-world examples, and a fresh perspective on delivering predictable B2B success, one box at a time. Some areas we explore in this episode include: Mark Stern’s JourneyValue of Physical ExperiencesFirst “Box Zero” CampaignCustomer Journey vs. Customer ExperienceJourney MappingGamification and MilestonesStrategic Box UsePractical ExamplesRecognition and “Jewels”Retention Gaps in B2B

Are you ready to discover what drives data-fueled growth in today’s dynamic business landscape? In this episode of Predictable B2B Success, Zainulabedin Shah joins host Vinay Koshy for an eye-opening conversation on turning data insights into sustainable revenue and competitive advantage. With over 18 years of experience modernizing analytics for powerhouse brands, leading billion-dollar portfolios, and scaling startups from zero to $70 million in revenue, Zainulabedin shares why he left the corporate comfort zone to found Zeed—and how he helps businesses of every size unlock the actual value hidden in their data. You’ll get an inside look at the intersection of people, strategy, analytics, and AI. From uncovering overlooked call center revenue, to demystifying AI “fever,” to building scalable, people-centric data strategies, Zainulabedin offers stories and tactics you won’t want to miss. He dives into the misunderstood art of data governance, why humility in leadership is non-negotiable, and how to communicate complex insights to even the most skeptical stakeholders. If you’re curious about how your organization can move beyond surface-level analytics and drive bottom-line results with data, this episode is packed with actionable wisdom and fresh perspectives. Tune in and get inspired to rethink your data-driven strategy! Some areas we explore in this episode include: Zainulabedin Shah’s Career PathStrengths in Relationships & Data StorytellingAligning Business and Data StrategiesAssessing Data ReadinessPilots & Incremental WinsChampion EnablementCommon Challenges in Scaling Data StrategyAI, Privacy & BiasCommunicating InsightsThe Future of Data Strategy

Curious about the secrets behind truly successful product-led growth? In this episode of Predictable B2B Success, host Vinay Koshy speaks with Leo Sadeq, a former biomedical engineer who has transitioned into a product and go-to-market specialist. Leo shares his unconventional journey from engineering to the world of startups, delving into the unexpected catalyst that led to a career pivot. Together, they unpack the real wins and common missteps companies make when trying to craft products users love and adopt at scale. Leo brings vivid, firsthand stories about building features that major competitors noticed, turning minor tweaks into massive revenue gains, and harnessing emotional intelligence to create winning teams. He doesn’t shy away from discussing the friction between product and marketing, or why most companies get user onboarding and virality wrong. Whether you’re a founder struggling with churn, a product manager chasing activation, or just fascinated by how fast-growing SaaS companies operate, you’ll find actionable takeaways, cautionary tales, and fresh frameworks inside. Settle in for a conversation that demystifies PLG, challenges “one-size-fits-all” thinking, and offers plenty to ponder on company culture, onboarding, and the power of “aha” moments. Press play for fresh insights and real-world lessons you can’t Google. Some areas we explore in this episode include: Switching Careers:Product Management Wins:Product-Led Growth (PLG):Emotional Intelligence:Cross-functional Team Structures:User Intimacy & Mapping:Onboarding & Conversion Tactics:Content & Feature Communication:Webinars & Podcasts:PLG Pitfalls:

What happens when a trained mental health counselor applies therapeutic models to B2B marketing strategy? In this episode of Predictable B2B Success, host Vinay Koshy speaks with Rai Hyde Cornell, CEO and strategic marketing consultant at Cornell Content Marketing, whose unconventional journey from psychology and criminology into marketing has fundamentally changed how they approach demand generation. Discover how Rai harnesses behavioral psychology—borrowed straight from clinical therapy—and weaves it into brand messaging, organic content, and buyer journey mapping for SaaS and B2B companies. Rai shares the secrets behind their “elite method,” reveals why investing in deep buyer psych profiles is a game-changer, and explains how to truly connect with the 95% of your audience that isn’t ready to buy (yet). Additionally, gain practical insights on transitioning from high-pressure sales tactics to long-lasting, trust-building content, uncovering unspoken buyer objections, and striking a balance between empathy and scalable results. If you’re curious about banishing manipulative marketing, want to know exactly how to engineer organic demand, or are eager to learn which tried-and-tested psychological models work best in B2B, this episode is for you. Tune in for a rare blend of brain science and business wisdom—perfect for the marketer who wants to think deeper and act smarter. Some areas we cover in this episode include:

What do world-class persuasion, the secret storytelling power of “Baby Mozart,” and the real reason most B2B startups fail all have in common? In this episode of Predictable B2B Success, we’re joined by Dr. Yaniv Zaid, aka Dr. Persuasion, an economist, attorney, public speaking coach, and the author of 11 bestselling business books, including The 21st Century Sales Bible. Broadcasting from Tel Aviv but consulting with companies worldwide, Dr. Zaid reveals why so many organizations struggle to turn technical brilliance into commercial success and how a simple shift in communication can transform the fate of your business. If you’ve ever wondered why your incredible product isn’t winning over customers or if your marketing team keeps missing the emotional mark, Dr. Zaid shares actionable frameworks to bridge the gap between tech teams and buyers, plus the art of “selling the problem before the solution” (using examples that will stick with you). He unpacks the psychology behind how buyers make decisions, the four crucial steps every sale must pass through, and the overlooked power of social proof and storytelling, even for the most technical founders. Prepare for myth-busting insights and practical tactics that could change the way you pitch, write, and sell. Dive in; you might discover the persuasion secrets your business never knew it needed. Some areas we explore in this episode include: The Importance of Communication in B2B: Yaniv Zaid’s Background in Persuasion: Common Startup Mistakes: Focusing on Problems, Not Just Solutions: Translating Technical Jargon: Balancing Logic and Emotion: The Know, Like, Trust, Buy Framework: Effective Web and Copywriting: Storytelling and Social Proof: Customer-Centric Mindset:

What if the secret to explosive sales growth isn't just about having the best product but about creating genuine trust and joy in every deal you close? In this episode of Predictable B2B Success, host Vinay Koshy sits down with Bob King—seasoned sales expert, author of The Joy of Closing, and former filmmaker—to explore why the traditional, product-centric sales mindset falls short in today's complex B2B landscape. With insights drawn from decades of experience spanning retail, B2B, in-home sales, and even the film industry, Bob challenges conventional wisdom about closing, persuasion, and providing value. Why do so many B2B brands struggle to connect with real decision-makers and lose prospects not to better solutions, but to perceived apathy and indifference? How can one pitch, delivered with sincerity and emotional intelligence, change your company's whole trajectory? And what can storytelling and a bit of "one-call magic" teach us about influencing the buying committee, without resorting to tired sales tactics? Get ready for candid stories, practical frameworks, and hard-earned advice that could transform the way you approach trust-based selling forever. If you've ever wondered what it means to close with integrity—or found yourself wishing for a bit more joy along the way—this conversation is for you. Some areas we cover in this episode include: Trust-Based Selling:Common B2B Sales Challenges:One Call Close Philosophy:Crafting Effective Sales Pitches:Overcoming Resistance:Avoiding "Salesy" Behaviors:Role of Storytelling:Driving Change and Commitment:Personalization & Emotional Intelligence:Sales Coaching & Leadership:

Think customer support is just a cost center? Think again. In this episode of Predictable B2B Success, host Vinay Koshy speaks with James O’Brien, COO of Ducky, a cutting-edge AI-powered customer platform, to challenge the traditional narrative around support teams and explore how artificial intelligence can transform them into engines of sustainable revenue growth. James shares his entrepreneurial journey from Nashville musician to fintech founder to leading an AI startup, revealing surprising insights from hundreds of industry conversations and candid lessons learned from high-growth fintech and asset management roles. Hear him uncover why most organizations are missing out on the massive knowledge buried within their support channels, why traditional BI and AI tools fall short, and how clever use of automation can not only boost productivity but reduce burnout and supercharge customer happiness. Curious about the real ROI of AI in support? Want to know why trendy industry metrics like CSAT might be misleading—and what you should be measuring instead? James digs into practical examples and hard-won wisdom you won’t hear elsewhere. If you’re a leader looking to leverage your support team in brand new ways or love a fresh perspective on AI’s impact on business, you won’t want to miss this one! Some areas we explore in this episode include: Customer Support as a Revenue DriverImpact of AI in Customer SupportBarriers to AI AdoptionKnowledge Management ChallengesVoice of the Customer InsightsJames O’Brien’s Entrepreneurial PathImportance of Relationships in BusinessMisconceptions about AI in SupportEmpathy & Team WellbeingScaling Startups & Smart Hiring

What drives B2B marketing success—and why do so many companies get it wrong? In this episode of Predictable B2B Success, we sit down with Andy Culligan, a straight-talking marketing leader, fractional CMO, and former CRO with a wealth of experience steering SaaS brands through turbulent growth. Andy gets candid about why 79% of marketing leads go nowhere and how the disconnect between sales and marketing is silently draining your revenue potential. Listen as Andy unpacks the real secrets behind turning your marketing into a revenue machine (hint: there’s no magic bullet, just honest, consistent work) and why fancy attribution models might not be as valuable as you think. Discover the “human interface” role of SDR teams, the power of true sales-marketing alignment, and why some of the most critical tactics—like analyst relations and active thought leadership from company executives—fly under the radar until it’s almost too late. If you’ve ever grappled with stagnant pipeline, siloed teams, or wondered when it’s time for a fractional CMO, Andy’s battle-tested frameworks and blunt advice will give you a fresh perspective on how to unlock your business’s next growth phase. Don’t miss this episode, brimming with actionable insights and surprising truths. Some areas we explore in this episode include: Marketing as a Revenue DriverSales and Marketing AlignmentEvolving Marketing MindsetDemand Generation & Brand ConsistencyMarketing Attribution ChallengesFractional vs. Full-Time LeadershipScaling Teams Through Growth StagesAccount-Based Marketing StrategiesShort-Term vs. Long-Term Marketing NeedsOverlooked Growth Levers

What if everything you know about B2B sales prospecting is due for a radical rethink? In this episode of Predictable B2B Success, we sit down with Mike LaRusso—a seasoned sales consultant with forty years of in-the-trenches experience and the author of "The Sales Professional Survival Guide: A Blueprint for Tactical Prospecting." Mike is on a mission to disrupt outdated sales mindsets, unpacking why most traditional prospecting methods are less productive than you think and revealing how intuition, analytics, and relationship-driven tactics can transform your sales pipeline. You'll hear Mike's refreshingly frank perspective on why leadership is often the bottleneck to sales success, how the misunderstood alliance process can unlock game-changing results, and why the proper prospecting tactic could mean the difference between cold-call drudgery and high-performance revenue growth. Whether you're a sales rep, leader, or founder, get ready to question your assumptions, rethink your KPIs, and discover how the future of B2B sales is being redefined—one strategic relationship at a time. Don't miss this thought-provoking conversation that could make you see prospecting in a whole new light. Some areas we explore in this episode include: Mike's sales backgroundIntuition in sales and formal methodologyProblems with traditional sales leadershipImportance of prospectingUsing data analytics and systemsThe Alliance ProcessImpact of automation and AIEffective sales metricsDriving leadership buy-inHiring for business development mindset

What does it take to build a business that grows beyond your wildest dreams—without losing yourself along the way? In this episode of Predictable B2B Success, host Vinay Koshy sits down with Scott Ritzheimer, CEO of Scale Architects and author of The Founder's Evolution, who has helped launch nearly 20,000 businesses and nonprofits before turning 35. Scott shares the untold story behind rapid, sustainable growth—and the unexpected personal challenges that come with it. You'll hear firsthand how Scott resurrected a failing company during the 2008 financial crisis, what he learned by navigating the seven distinct stages every founder faces, and why most entrepreneurs experience frustration at critical transition points. How do you know if you're a "reluctant manager"? What's the secret to building a team you can truly scale with? And why is clarity of vision—and joy—in business more important than chasing arbitrary revenue milestones? Brimming with honest stories, practical frameworks, and questions that turn traditional business advice on its head, this conversation will help you pinpoint exactly where you are on your founder's journey—and what to do next. If you want to create not just predictable revenue but predictable fulfillment, don't miss this episode! Some areas we explore in this episode: Scott Ritzheimer's BackgroundThe Seven Stages of Founder GrowthPredictable SuccessIdentifying Growth Stage TransitionsOvercoming Early-Stage Business ChallengesPeople vs. SystemsVision and MindsetLetting Go and Leadership EvolutionAddressing Founder Burnout and AlignmentPractical Tools and Resources

What if you discovered that 79% of your company’s top-line revenue could be slipping away, right under your nose, all because of outdated billing and invoicing processes? In this episode of Predictable B2B Success, host Vinay Koshy sits down with Randy Wootton, CEO of Maxio, to dig into one of the most overlooked deal killers and revenue drains in B2B SaaS: broken financial operations. With over 25 years in tech and a history of scaling and exiting firms, Randy brings deep, candid insights from the frontlines of SaaS operations. Together, they unpack why so many CFOs still cling to spreadsheets, how to create a culture of accountability and data-driven decision-making, and why getting serious about monetization, beyond customer acquisition and retention, can exponentially boost your company’s valuation. You’ll also hear behind-the-scenes stories of SaaS mergers, the battle to win over finance teams, and why nailing your monetization strategy is now a CEO’s must-have skill. Whether running a startup, growing a SaaS company, or steering a PE-backed venture, this episode is packed with real-world lessons and contrarian takes you can’t afford to miss. Ready to get funded—and stay funded? Let’s dive in. Some areas we explore in this episode include: Problems in B2B Billing & Financial Operations: What Maxio Does: Randy Wootton’s Leadership Journey: Execution, Metrics & Growth Culture: CFO Mindsets and the Move From Spreadsheets: AI and Data Insights in Financial Ops: Monetization Strategies for SaaS Companies: Maxio’s Pricing Model: Brand Strategy After Merger: Get Funded, Stay Funded: