Founders Only

Founder-Led Sales & Early Go-to-Market Lessons with Champify's Todd Busler

In this game-changing episode of "Founders Only," we dive deep with Todd Busler, co-founder and CEO of Champify, who's cracking the code on what it really takes to build a scalable B2B sales machine from the ground up.  From joining Heap as employee #6 (the first go-to-market hire among five engineers crammed in a studio apartment) to scaling it to $40M ARR, Todd witnessed firsthand how the sales game completely transformed. Now he's using those battle-tested insights to build Champify while scratching his own itch—solving the pipeline problem that's keeping every sales leader up at night. We explore his transition from VP of Sales to founder, the harsh lessons of building an MVP that actually matters, and why finding product-market fit is more art than science. But here's where it gets really interesting: Todd breaks down why the old "hire 23-year-olds and blast emails" approach is dead, how AI is accelerating the noise problem (not solving it), and his contrarian take on why relationships and warm outreach will separate the winners from the wannabes. Plus, he shares the tactical playbook that's driving 30-40% of Champify's pipeline through their own product. If you're wrestling with early-stage sales challenges, this episode will fundamentally change how you think about going to market.

StartUp Founder Mindset and Motivation with Glenn Gow

Ever wonder what separates successful startup founders from those who burn out before reaching product-market fit? This episode delivers raw, unfiltered insights from Glenn Gow, the success coach who's helped countless tech entrepreneurs navigate the brutal reality of building scalable businesses. We're diving deep into the founder mindset that actually works when the runway gets short and the pressure mounts. Glenn doesn't sugarcoat the journey from MVP to meaningful revenue. Instead, he breaks down the psychological frameworks that determine whether founders push through the inevitable valleys or give up when competitors start circling. You'll discover why most founders fail not because of their product, but because of how they think about failure, pivot decisions, and the relentless grind of customer discovery. This isn't theory - it's battle-tested wisdom from someone who's seen founders scale from zero to eight figures and others crash despite having superior technology.

From Pain Point to SendSpark: Scaling Smart with Bethany Stachenfeld

In this actionable episode of "Founders Only," we dive deep with Bethany Stachenfeld, co-founder and CEO of Sendspark, as she unveils the strategic journey from identifying a pain point to building a powerful video messaging platform that's transforming B2B communication. "Building a demo-led SEO demand gen machine" follows Bethany's evolution from working at startups to pioneering her own venture that enables personalized video at scale. Discover how Bethany and her co-founder transformed their firsthand struggle with video personalization into a thriving business opportunity. You'll learn about their early MVP experiments, the pivotal decision to focus on scalable personalization, and how they've maintained strong unit economics while growing. Bethany shares her refreshingly practical approach to customer acquisition, including why they launched "too early" to gather critical user feedback that shaped their product roadmap. This episode is a masterclass in startup growth tactics with limited resources. From leveraging YouTube SEO instead of traditional content marketing to building strategic partnerships that amplify reach, Bethany delivers candid insights on what's actually working right now. She also reveals the surprising way childhood karate lessons influenced her entrepreneurial mindset and how she maintains team motivation through intentional celebration of wins. If you're struggling to break through the noise with your SaaS product or looking to scale personalized outreach without losing authenticity, this conversation is your blueprint.

The 2025 Outbound Playbook: Becc Holland Flips The Sales Script

In our latest Founders Only Podcast Episode, Becc Holland, Founder of Flip the Script, tears up the traditional playbook and reveals why most B2B outreach is falling flat in today's market. With her trademark no-nonsense data-driven approach, Becc dives into the critical mistakes that even seasoned sales teams make when trying to reach decision-makers, and offers a completely refreshed framework that's generating 3x response rates for her clients. Learn how Becc went from struggling SDR to sales leadership, testing countless approaches before developing her revolutionary methodology. She breaks down exactly how she iterated through her MVP sales process, finding product-market fit with her unique approach that's now being adopted by top-performing revenue teams across the SaaS landscape. In this episode, Becc provides actionable templates you can implement today to transform your outreach strategy. Whether you're building your go-to-market motion from scratch or looking to optimize your existing sales engine, Becc's insights will challenge everything you thought you knew about effective prospecting. Trust us – your sales team will be begging for this episode the moment it drops.

How to Build SaaS Pricing That Scales with Bill Wilson Founder of Pace Pricing

Pricing shouldn't be a guessing game... especially when your SaaS growth depends on it. In this episode of Founders Only, we sit down with Bill Wilson, a 3X founder and the brain behind Pace Pricing, to unpack the strategies that help SaaS startups build pricing models that not only convert... but scale. Whether you’re pre-revenue or gearing up for your Series B, this episode is packed with tactical wisdom on how to stop undercharging, ditch ineffective per-seat pricing, and build a monetization engine that actually aligns with your product’s value. Bill shares how his own startup exit led him down the path of becoming the go-to pricing advisor for early- and growth-stage B2B SaaS teams. We dive into common mistakes founders make, like copying competitors or avoiding pricing changes out of fear...and why even solid Product-Market Fit won’t save you from a broken pricing strategy. You’ll hear real-world insights on hybrid pricing models, customer-centric value metrics, and why your biggest opportunity for revenue growth might already be sitting in your existing user base. Bill breaks down how to use the “Jobs to Be Done” method to shape packaging, how to test new pricing with live customers without triggering churn, and why experimentation, not perfection, is the path to pricing confidence. If you’re serious about scaling your SaaS business and want pricing that grows with you — not against you — this episode is a must-listen.