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 Driver – How effective marketing directly impacts business growth and revenue, particularly in SaaS and B2B.
• Sales and Marketing Alignment – The necessity of tight collaboration between marketing, sales, and SDR teams.
• Evolving Marketing Mindset – Andy’s transition from traditional marketing to a revenue-focused approach in tech.
• Demand Generation & Brand Consistency – The importance of consistent, holistic demand generation and brand efforts.
• Marketing Attribution Challenges – Difficulties in measuring marketing’s impact on revenue and why practical metrics matter.
• Fractional vs. Full-Time Leadership – When to hire a fractional CMO, common hiring mistakes, and scaling leadership.
• Scaling Teams Through Growth Stages – When and how to grow marketing and SDR teams as companies scale.
• Account-Based Marketing Strategies – Concrete ABM tactics that engage high-value accounts with tailored plays.
• Short-Term vs. Long-Term Marketing Needs – Balancing immediate revenue goals with brand-building activities.
• Overlooked Growth Levers – The importance of analyst relations and getting executives involved in brand efforts.
• And much, much more...

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 background – Starting at age 16 and his extensive industry experience.
• Intuition in sales and formal methodology – Turning intuition into a structured methodology.
• Problems with traditional sales leadership – How leadership mindsets inhibit sales success.
• Importance of prospecting – Why prospecting is the foundation of sales.
• Using data analytics and systems – Applying metrics and analytics to sales processes.
• The Alliance Process – Building and leveraging alliances for better lead generation.
• Impact of automation and AI – How automation is changing prospecting and SDR roles.
• Effective sales metrics – Focusing on appointment ratios and closing rates over just activity counts.
• Driving leadership buy-in – Challenges in convincing sales leadership to adopt new methods.
• Hiring for business development mindset – What to look for in sales hires and how to train them.
• And much, much more ...

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 Background – His journey through Start Church and early entrepreneurial experiences.
• The Seven Stages of Founder Growth – An overview and explanation of key founder stages from dissatisfied employee to visionary founder.
• Predictable Success – What it means, both organizationally and personally, for founders.
• Identifying Growth Stage Transitions – How to recognize and manage moving from one founder stage to the next.
• Overcoming Early-Stage Business Challenges – Real stories about dealing with chaos, debt, and survival at Start Church.
• People vs. Systems – The importance of hiring the right people at certain stages before focusing on systems.
• Vision and Mindset – Why founders need a clear, personal vision and adaptable mindset at every stage.
• Letting Go and Leadership Evolution – Shifting from doing everything to building and leading executives and teams.
• Addressing Founder Burnout and Alignment – Pros and cons of scaling, exits, and aligning business with personal fulfillment.
• Practical Tools and Resources – Assessments, the Founder's Evolution book, and actionable steps for identifying your current stage.
• And much, much more...