Inside The Pipeline

8. Will Caplan, Co-Founder of Tano - Using AI to Flip the Influencer Marketing Model

Will Caplan is the co-founder of Tano, an AI-native influencer agency that's automating everything agencies used to charge a fortune for - sourcing, contracts, payments, and rights management, end to end. In this episode, Will talks about how Tano landed some of the fastest-growing companies in tech as early customers (e.g. Lovable), why the traditional influencer model is broken and how he's using AI to build something that actually delivers real brand evangelism rather than just paid placements. If you're thinking about influencer marketing or just want to understand where the whole space is heading, this one's worth your time.

7. AJ Tennant, The Sales Leader Behind Slack's Growth, Now Investing via Tenacity Capital

AJ Tennant has been at the centre of some of the most important go-to-market stories in tech. He was one of Facebook's early employees, he built Slack's sales organisation from the ground up and he helped scale Glean to $100M ARR before it became one of the most talked-about AI companies in the world. Now he's running his own fund at Tenacity Capital, backing the next generation of B2B businesses. AJ came into our London office for a conversation that covered everything: what the early days at Facebook actually looked like, how he thinks about building sales orgs and the go-to-market lessons from Slack that most people don't talk about. We also got into his investing philosophy - what he looks for in a business, what makes a go-to-market motion defensible and how to tackle enterprise sales. If you're building, scaling, or investing in SaaS, this one's worth your full attention.

6. Holly Allen, Founding AE at FullEnrich - Cold Calling, Contact Data, How To Get 50,000 Followers on LinkedIn

Episode 6 of Inside the Pipeline brings one of the UK's most exciting voices in SaaS sales to the throxy office. Holly Allen is the Founding Account Executive for UK&I at FullEnrich - a platform helping sales, RevOps, and marketing teams enrich professional emails and mobile phone numbers through waterfall enrichment across 15+ data sources. Holly's story is one of the most honest you'll hear in sales. Six months before this conversation, she was ready to quit the industry entirely. Today, she's closing the biggest deals of her career and building a personal brand that has decision-makers coming directly to her on LinkedIn. In this episode, Tristan and Holly get into what it really takes to turn things around - the mindset shifts, the self-belief, and the practical stuff that moves the needle. They talk cold calling, growing a LinkedIn audience and harnessing it for sales, why your data provider might be quietly killing your connect rates, and how Holly went from struggling to build pipeline to consistently hitting call-to-connect rates that most sales teams can only dream of. If you're in sales and wondering how you can harness your personal brand to beat your targets every month, this one's for you.

5. Georgie Candy from PROfounders Capital - AI in Law, Legaltech Investing, Discovering Harvey

Next up on Inside The Pipeline is Georgie Candy from PROfounders Capital, who joined the firm in 2024. Georgie qualified as a lawyer at Allen & Overy, where she worked on a number of insurtech deals. After taking part in an early Harvey AI pilot, she was inspired to make the move into venture. This was a thoroughly enjoyable conversation, and we’re grateful to Georgie for taking the time to speak with us.

4. Oscar Lanzendorf, GTM at ElevenLabs - Sales at one of the World's Top AI Companies

Throxy are very excited to welcome Oscar Lanzendorf from ElevenLabs as our next guest on Inside The Pipeline! Many of you will have heard of ElevenLabs. Having grown from zero to $300M ARR in just three years, now valued at $6.6BN and with a team of 400, they’ve become a dominant force in the voice AI space. Oscar himself has had a fascinating career, having worked at Nico Rosberg Ventures before joining ElevenLabs just under a year ago. In the podcast, Tris and Ben speak with Oscar about hyper-growth cultures, the ultra-competitive ElevenLabs application process, GTM strategies in 2026, and many other interesting and exciting topics. We’re very appreciative of Oscar’s time, so thank you for joining us, Oscar! If you’d like to message him after listening, his LinkedIn messages are open — just please leave a note to let him know why you’re getting in touch. Enjoy!