Topline is Pavilion’s operator-led media brand for senior GTM leaders who need clarity without the noise.
| Platform |  | Pricing | Only free issues | Publishes | Twice weekly |
|---|---|---|---|---|---|
| Issues | 63 | Founded | 5 months ago | Last Issue | 5 days ago |
| Active | |||||
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toplinemedia.substack.comLatest Issues
Quantifying the ROI of Your GTM AI Spend by Mark Roberge
I hear the following statement in a lot of board meetings these days:
“Our sales organization is highly AI-enabled.”
My response:
“How do you know? Because you’re writing emails with ChatGPT? Because you’ve automated the population o...
Record vs. Action: The Land Grab in GTM Tech by Brendan Short
In the past 12 months, HubSpot bought Warmly. Zoom bought Common Room. Apollo bought Pocus. Salesforce bought Momentum, Bluebirds, and Qualified, and paid $3.6B for Fin. Koala’s team joined Cursor.
Not one of these buyers was a private equ...
Coming to Terms with My Head Trash & the Parts That “Run” My Life by Kyle Lacy
Helllooo from beautiful Indiana. We are a few months on the other side of the best month in the state (May). The Indy 500. Memorial Day. Our community pool is officially open. I also turned 42. It’s been a whirlwind.
Usually a birthday alo...
AI Just Took the Pants Off Your Sales Team by Jordan Crawford
Waddup Topliners! It’s Jordan Crawford. I write On the Edge — a top-50 Substack in under two months — and I’ve been building AI-native GTM since GPT-3.5, back when you could only use the API, and ChatGPT didn’t exist yet.
Here’s what’s tru...
The Operationalization Gap Separating AI-Fluent Leaders from the Rest by James Kaikis
The Gap You Can’t Close with a Better Tool
There’s a divide opening up in B2B revenue right now that most leaders are underestimating. The Haves have rebuilt how they work around AI. The Have-nots plugged in the tools and kept moving. T...
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Authors
The writers behind this newsletter.
Topline Media is built for GTM operators in the age of AI — where shipping is easy & selling is hard. We close that gap with sharp analysis, honest debate & a few laughs: on Substack + across two of GTM’s best podcasts: Topline Podcast & TRLP.
Writing The Signal → Exploring how to scale go-to-market with AI & automation instead of headcount • Recovering SaaS founder (2x) • Previously: B2B GTM at Apollo.io, Zoom, and Wiser.
President of Transcend, the only autonomous “can I use this data” platform that powers every data decision to scale customer growth.
There wasn’t one place to go to accelerate sustainable revenue across the entire customer journey, so we created it!
Welcome to The Transaction. The #1 Go-To-Market podcast on the planet. Craig Rosenberg & Matt Amundson talk with the best sales, marketing, ops, & product leaders in B2B SaaS about what's working in the new playbook for the post-ZIRP market.
GP at Primary / Accidental VC. Former CRO at Sailthru and CCO at Marigold post-acquisition. Previously led growth teams at GLG, Savored, TheLadders. Cut my teeth as a TMT analyst at Citi. Die-hard Duke grad, Tuck MBA.
The B2B sales cycle is collapsing. I highlight how GTM Operators navigate the change. | GTMshift + SolutionExec | Co-Founded PreSales Collective (Acq. 2021)
2x AI founder/ceo
Systems generate compounding intelligence 24x7 for you...so you don't have to work | 20+ yr GTM Operator & Entrepreneur | AI-Native GTM Architect | Revenue Nervous System™ Creator | Care Agent Co-Creator Healthcare AI | AI Business Network Co-Founder
CEO at Attention.com
Entrepreneur turned Educator @ The Ivey Business School
Mark Roberge is Co-Founder at @Stage2Capital, Prof @HBS, Founding CRO @HubSpot (scaling them from 0 to IPO), and author of bestselling books The Sales Acceleration Formula and The Science of Scaling. He holds an MBA from MIT.
The OG GTM Engineer, I write about actual use cases for AI and GTM with tools you can use Monday. I never write about strategies without tactical tools to implement them.
Tim Rutten is CMO at Backbase - the €2.5 billion FinTech behind the AI-native Banking OS, used by 120+ leading banks worldwide.
Founder, father of 3 beautiful daughters, successful exits, pilot.
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