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

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

Before the New Year, we hosted a LinkedIn Live featuring nine of our Navattic advisors reflecting on 2025's marketing wins, flops, and what they're carrying into 2026.We chatted about AI tool fatigue and underwhelming results from automated research platforms, clean data foundations before implementing AI, and figuring out what good marketing looks like before scaling. We also chat our focuses for 2026, like pipeline acceleration instead of just top-of-funnel acquisition tactics, customer marketing, and the shift from website traffic to built trust to using SEO/GEO for buyer enablement. Plus a lot about in-person customer events and programming.

Advisor Live Session: What Worked in 2025 + Bets for 2026

Ben and I discuss our 2026 predictions for B2B SaaS, but we let ChatGPT generate the first half of the list and gave our takes on its predictions. We cover whether usage-based pricing will actually replace subscriptions, if AI will make product differentiation impossible, the rise of micro tech stacks, and the pros and cons of being able to ship faster than ever with AI. Plus, we debate if 2026 will bring AI pushback, acqui-hires over product acquisitions, and whether go-to-market teams will become the main differentiator when everyone can ship features quickly.I drink tea 🍵Ben drinks water 💧

Our 2026 predictions

Ben and I discuss our experience launching a new product line at Navattic and going after a new persona as part of the launch. We share how we tried to navigate making a big product bet while still not losing focus on our existing business and customers. We chat about how the team managed morale during uncertain times, leadership's role of standing firm on strategic decisions, and being honest about resource needs when expanding to new markets.I drink tea 🍵Ben drinks coffee ☕

Ben and I discuss our experience launching a new product line at Navattic and going after a new persona as part of the launch. We share how we tried to navigate making a big product bet while still not losing focus on our existing business and customers. 

We chat about how the team managed morale during uncertain times, leadership's role of standing firm on strategic decisions, and being honest about resource needs when expanding to new markets.

I drink tea 🍵
Ben drinks coffee ☕

What it was like to launch a new product line at Navattic

We're joined by guest Niall Sullivan to discuss why MQLs (at least the traditional way of defining MQLs) suck and how to shift to more demand gen and buyer-friendly marketing practices. We chat about: • Moving away from gating content and focusing on educating buyers• Measuring marketing's impact through pipeline and revenue metrics instead of MQLs• Showing more product details and UI to help buyers understand the value• Creating content that serves prospects, not just internal team needs• Setting proper expectations when making big marketing strategy shifts Niall drinks a traditional British ale 🍺Ben drinks an All Day IPA 🍻I drink tea 🫖

Niall Sullivan

 Head of Marketing, Senseye Predictive Maintenance

How to transition from a lead gen to demand gen and ungated marketing strategy

Revenue on the Rocks

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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>