Navattic

Ben and I discuss my experience at ChiliPalooza, a SaaS conference in Arizona, all around wellness and AI. We chat about all the ways I heard marketers are using AI, like synthesizing large amounts of data, repurposing content, and building brand guideline bots. We also talk about how it feels impossible to keep up with all the AI innovation and how it's impacting buying decisions. 

I drink a botanical tea-based liquor 🍵 
Ben drinks a Coors Light 🍺

How B2B marketers use AI and ChiliPalooza conference reactions

As we discussed in our last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing episodes from another podcast I am co-hosting: <a href="https://www.tackgtm.com/gtm-news-desk" rel="noopener noreferrer" target="_blank">GTM News Desk</a> with Mark Kilens. In this episode, we interview Mojo Founder Eric Holland and Messaging Whisperer Anna Furmanov, who reveal what's really broken about how B2B companies develop and distribute their messaging. They dig into why most customer research is pulled from the most biased data available and how to document your decision-making, not just your knowledge, so AI can actually replicate your judgment. They also provide answers to why chasing every new AI workflow is making most marketers worse, not faster. Eric and Anna challenge the idea that volume of insights equals quality of insights, arguing that a single finding that changes how your whole company goes to market is worth more than a hundred tagged Gong quotes.

Why Your AI Outputs Are Only As Good As the Brain You Fed It with Eric Holland and Anna Furmanov

As we discussed in our last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing episodes from another podcast I am co-hosting: <a href="https://www.tackgtm.com/gtm-news-desk" rel="noopener noreferrer" target="_blank">GTM News Desk</a> with Mark Kilens. GTM News Desk also talks about buyer-first best practices and interviews marketers who are experts in them in their day-to-day. In this episode, Keith Frankel, CEO of Totango, shares his bold approach to customer success and growth. He explains why traditional metrics fall short and reveals how businesses can shift from product-driven to customer-led growth. Keith delves into the concept of value-driven alignment and discusses how AI is shaping the future of customer success. The conversation also tackles a broader shift in SaaS: if AI makes product features easy to replicate, companies will need new ways to stand out. Keith believes the answer isn’t product; it’s culture and operating DNA.

GTM News Desk: Customer Value is the Only Metric That Matters with Keith Frankel

As we discussed in our last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing episodes from another podcast I am co-hosting: <a href="https://www.tackgtm.com/gtm-news-desk" rel="noopener noreferrer" target="_blank">GTM News Desk</a> with Mark Kilens. GTM News Desk also talks about buyer-first best practices and interviews marketers who are experts in them in their day-to-day. In this episode, Camille Trent, Content Marketing Lead at Auror, breaks down what it takes to build stronger B2B content in an AI-shaped world. She shares how marketers can turn transcripts, customer conversations, and internal knowledge into better campaigns, why long-form content still works when it’s sharp and well edited, and how content, product marketing, and SEO are becoming more connected than ever. Camille also digs into the balance between creativity and brand fit, arguing that great content starts with knowing your audience and creating something worth their time.

GTM News Desk: The Product Marketing x Content Marketing Playbook with Camille Trent

As we discussed in the last episode, we are taking a pause from Revenue on the Rocks while Ben is on paternity leave. During this time, we'll be sharing episodes from another podcast I am co-hosting: <a href="https://www.tackgtm.com/gtm-news-desk" rel="noopener noreferrer" target="_blank">GTM News Desk</a> with Mark Kilens. GTM News Desk also talks about buyer-first best practices and interviews marketers who are experts in them in their day-to-day. In this episode, Product Growth Expert Anastasia Kudrow shares her insights on understanding user behavior and applying psychological principles to enhance product-led growth. Anastasia reveals how to turn complex challenges into growth opportunities, offering strategies that help teams drive conversions and scale effectively.

GTM News Desk: Cracking the Product-led Growth Code with Anastasia Kudrow

Ben and I discuss why we're pausing the podcast a bit for his upcoming paternity leave and how he planned for his leave. We cover factoring paternity leave into revenue planning and hiring timelines, balancing team autonomy with structure during his leave, and initial nerves telling the team (despite everyone's full support). We also share that while Revenue on the Rocks is on a break, I'll be the cohost of another podcast - <a href="https://www.tackgtm.com/gtm-news-desk" rel="noopener noreferrer" target="_blank">GTM News Desk</a> with Mark Kilens. GTM News Desk also talks about buyer-first best practices and interviews marketers who are experts in them in their day-to-day. We’ll be streaming my episodes as co-host for GTM News Desk in the Revenue on the Rocks feed. For the last episode for a bit: I drink Merlot 🍷Ben drinks a local IPA 🍺

Why we're taking a pause from Revenue on the Rocks

Ben and I discuss how set 2026 revenue and pipeline goals at Navattic. We talk about working backwards from end-of-year goals, looking at historical data, and getting early input from tenured reps before finalizing numbers. Plus, different forecasting methods and breaking large goals into quotas per employee to make them realistic and attainable.I also talk about the quarterly marketing presentation I give to the sales team to show pipeline targets and get them excited about specific marketing initiatives. We also discuss how we approach our annual website refresh process. Natalie drinks red wine 🍷Ben drinks red wine 🍷

How marketing and sales at Navattic set 2026 targets

Revenue on the Rocks

Listen on Spotify

Listen on Apple

We created this podcast because I constantly heard marketing leaders complain about their sales counterparts.

One thing that has been really unique about working at Navattic is my relationship with my GTM partner and our Head of Sales, Ben Pearson.

Instead of formal questions and answers, this podcast will be free-flowing and in-depth conversations about sales + marketing and genuine stories from our career (all over a drink).

It’s not all just us drinking and chatting - we also include actionable takeaways that you can apply to your company.

If you’re a new sales or marketing startup leader or just curious how GTM strategy works at a growing startup - grab a glass and join us!

Natalie Marcotullio - Head of Growth at <a href="https://www.navattic.com/" target="_blank">Navattic</a>