Grow & Tell

Епизоде

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  Uber for Business's Global Enablement Strategy 17.09.2026 39мин

  Corine Varga, Global Head of Revenue Enablement at Uber for Business, built her career from quota-carrying AE to leading global enablement for a 700-person GTM team spanning 60+ countries. Corine shares how she structures central vs. regional enablement, why she owns President's Club, and what it actually takes to move from IC to global leadership in four years.—Most enablement leaders never have to think about invoicing quirks in Latin America, language dubbing for Brazil, or aligning global managers across a dozen time zones. Corine Varga does all of it—and she's been building the function at Uber for Business since before it was a global team.In this episode, Corine joins Alex to break down what enterprise-scale enablement actually looks like—the structure, the programs, and the decisions that let a lean team support 700 GTM reps across 60+ countries.Corine and Alex talked about:How Uber for Business structures central vs. regional enablement—and how much autonomy regional leads actually haveWhy the annual manager bootcamp exists and what 75% of its value has nothing to do with the contentHow Uber for Business uses Notebook LM to give sellers faster answers—and cut down on Slack questions to managersWhy Corine owns President's Club as part of enablement—and what goes into building criteria beyond just hitting quotaThe career advice she gives to every enablement IC who wants to move into leadershipEnjoy the show!—Grow & Tell is brought to you by Dock, the AI revenue enablement platform that buyers and sellers love.
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  Dock's Content Marketing Strategy: 5 years of lessons for start-ups 24.06.2026 43мин

  Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, pull back the curtain on five years of building Dock's content engine—sharing what worked, what didn't, and how they're thinking about marketing in the age of AI.-Five years in, most startups have tried a dozen marketing channels and have war stories to show for it. Alex and Eric have stayed deliberate: pick a channel, go deep, and layer in complexity only when the foundation is solid. This episode is the unfiltered version of that journey.In this episode, we break down Dock's content strategy from day one—the decisions that paid off, the ones that didn't, and what we'd do differently, including:Why Alex bet on SEO before Dock had any product tractionWhat types of SEO content actually drove pipelineHow treating freelancers like employees—not contractors—became a core content quality leverThe one-channel-at-a-time philosophy and what happened when we broke our own rule in 2024Why founder-led content still wins, and how marketers can extract their founder's ideas without putting words in their mouthHow AI and AEO are changing the content playbookEnjoy the show!-Grow & Tell is brought to you by Dock, the AI revenue enablement platform that buyers and sellers love.
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  Inside Dock's Sales Evolution: How we 10X’d our ACV in 3 years 27.05.2026 38мин

  Joey Wright, Head of Sales at Dock—and former Head of SMB and Mid-Market Sales at Modern Health—joins Alex and Eric to reflect on three years building Dock's sales motion, including how they transitioned away from founder-led sales, 10x'd ACV, and started winning deals against billion-dollar incumbents.
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  How Boomi Built CS Enablement from Scratch with Fiona Simpson 13.05.2026 48мин

  Fiona Simpson, Senior Revenue Enablement Business Partner at Boomi and Founder of ReflectPath, built her career enabling the exact functions she used to work in—CS, presales, and solutions consulting. Fiona shares how she's now building CS enablement at a $500M company, why most revenue teams only study failure (and what to do instead), the actual best use cases for AI in CS, and how to say no to stakeholders like a pro.
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  How Gong uses Gong for Sales Enablement with Stacey Justice 06.05.2026 41мин

  Stacey Justice, VP of GTM Enablement at Gong, breaks down Gong's detect-prescribe-validate enablement flywheel, how AI role play is replacing traditional certifications, and why "enablement" is her least favorite word in the dictionary.
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  Sales Content Management: Why Reps Ignore Your Content 29.04.2026 32мин

  Alex Kracov, Co-founder & CEO of Dock, and Eric Doty, Head of Marketing, break down why sales reps ignore most of the content enablement teams create—and what modern content management actually needs to look like in an AI-driven world.
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  Rippling's Specialized Enablement Model with Jonas Master 22.04.2026 46мин

  Jonas Master, VP of Sales Enablement at Rippling, has scaled his team from 5 to 36 people while the sales org grew from 350 to 2,200+ reps across 35 product SKUs—and argues that most enablement teams optimize for the wrong things. He breaks down Rippling's highly specialized enablement model with 65 distinct onboarding tracks, the time-and-motion study that revealed where sellers waste hours daily, and why training sentiment scores are the least valuable metric you can measure.
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  AI in Sales Enablement: Where to Start (And What to Skip) 15.04.2026 39мин

  Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, dig into the current and near-future state of AI in sales enablement—breaking down what's actually working, why data infrastructure matters more than buying new tools, and how to think about AI-powered selling as the space evolves.
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  5 Key Enablement Questions with Sheevaun Thatcher from Demandbase 08.04.2026 46мин

  Sheevaun Thatcher, VP Revenue Enablement at Demandbase—who previously built a 162-person enablement team at RingCentral during a $300M to $2B revenue run—shares her "Responsible To, Not For" philosophy that transformed how enablement partners with sales leadership, her Five Questions framework for ruthless prioritization, and why the biggest enablement failure isn't bad training but managers who don't know how to coach.
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  Sales Enablement for AI Products: Justin Driesse from Legora, Writer, and Slack 01.04.2026 58мин

  Justin Driesse, Director of Sales Enablement at Legora, drove $105M+ in pipeline as the architect of Slack AI's global enablement strategy before building AI-native programs at Writer and now the $1.8B legal AI startup. He shares why enablement needs to get out of the content business, how two Notion-based AI agents generated 300 account plans in nine business days for his sales team, and what "seller empathy" actually looks like in practice.
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  AI-Powered Enablement for Vertical SaaS with Handle's Ryan Vanshur 18.03.2026 50мин

  Ryan Vanshur, VP of GTM Intelligence & AI Solutions at Handle, spent 10 years co-founding CourseKey—growing it to 200+ career college customers, 99% retention, and a private equity exit—and now brings that founder-operator DNA to construction FinTech, where he's built one of the most AI-forward enablement programs in B2B SaaS—covering 90-day vertical immersion curricula, AI-powered deal coaching, and why the future belongs to internal micro-SaaS over off-the-shelf tools.
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  Dock's Product Launch Playbook 04.03.2026 50мин

  Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, walk through the full anatomy of a product launch at Dock—from roadmap planning and messaging development to sales training, soft launches, and marketing tactics.
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  Vanta's GTM Enablement Playbook: Morgan Kassel on the Value of Value Selling 25.02.2026 49мин

  Morgan Kassel, Senior GTM Enablement Manager at Vanta, has been part of building enablement from the ground up at a $4B+ unicorn. She shares how the program scaled from two people to 13, the "Sports Center Top 10" coaching framework, a competitive intelligence program called the CIA, and why manager reinforcement is the most underrated lever in enablement.
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  Early-Stage Enablement: Before your first enablement hire 18.02.2026 42мин

  Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, break down what early-stage sales enablement actually looks like before you have a dedicated hire—covering who should own it, when to keep things loose versus documented, and the signals that tell you it's time to bring someone on.
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  Enablement at Scale vs. From Scratch: Trafford Judd on LinkedIn, Slack, and IntenseEye 10.02.2026 35мин

  Trafford Judd, VP of Operations at Intenseye, built enablement teams at LinkedIn, Slack (during the $28B Salesforce acquisition), and Asana (leading 18 people supporting a $700M+ revenue org). He shares how his HR background shapes his approach to enablement, why manager enablement is the key unlock most companies miss, and how AI is making it harder than ever to be a buyer in B2B sales.
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  Building Dock: How we became a revenue enablement platform 03.02.2026 43мин

  We're finally back with a new season of Grow & Tell after taking most of 2025 off to focus on building Dock. We're re-launching with a new format: half interviews with enablement and go-to-market leaders, half conversations between Alex Kracov, CEO of Dock, and Eric Doty, Head of Marketing, about what it's really like to build a B2B SaaS company from the ground up.In this first episode back, we walk through Dock's entire journey so far—from Alex's initial experiments with a Webflow microsite at Lattice to today's bet on becoming an AI revenue enablement platform. It's a candid look at the pivots, mistakes, and market signals that shaped the company.We discussed:How Alex got the idea for Dock after noticing sales reps couldn't share content effectively at LatticeWhy we initially tried to build for every B2B relationship (data rooms, agencies, recruiting) before narrowing to sales and onboardingHow focusing on enablement leaders as the ICP simplified everything—sales, product, customer successWhy we shifted from a product-led growth motion to a hybrid sales-led approachWhat makes legacy enablement platforms vulnerable, and how AI has leveled the playing field for startupsThe content flywheel strategy behind relaunching the podcastEnjoy the show!
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  The RevOps Evangelist: Don Otvos on Yammer, SalesLoft, LeanData & Chili Piper 13.01.2025 50мин

  Don Otvos, RevOps leader and current GTM Strategist and Platform Evangelist at Chili Piper, shares the story of how one difficult conversation with a former boss made him switch career tracks after 20 years in sales.Since then, he has networked his way to a successful RevOps leadership career at companies like Yammer, SalesLoft, and LeanData.Don Otvos has built an entire career in RevOps off the back of thoughtful networking and product evangelism.After an honest conversation with a manager led him to a career in revenue operations, he’s held sales & RevOps leadership roles at companies like Yammer, SalesLoft, and LeanData.This week, Don joins Alex to share his greatest hits, including:how he networked himself into a major career shifthis memorable job interview with David Sackshow an appearance in First Round Review landed him a job at SalesLoftbehind the scenes of the partner programs at LeanData and Chili Piper
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  Intern to VP at BuzzFeed: Melissa Rosenthal on leading creative at BuzzFeed & ClickUp 10.12.2024 45мин

  Melissa Rosenthal's first job out of college was as an intern at BuzzFeed. In her 6 years with the company, she rose to Global VP of Creative, delivering more than $50M in native ad revenue and $100M in branded content.She also helped ClickUp 100X their revenue growth as their Chief Creative Officer. Today, she's the co-founder of Outlever, a new startup that helps companies become the #1 news source in their industry.For our 40th episode, we’re talking to Melissa Rosenthal.As BuzzFeed’s Global VP of Creative, she led a team that created over 3,000 branded content campaigns, earning hundreds of billions of views, over $100M in revenue for BuzzFeed, and a spot on Forbes’ 30 Under 30.As ClickUp's CCO, Melissa grew their ARR from $2 to $200M in 4 years and ran some memorable billboard campaigns. On today’s episode, Melissa breaks down the most memorable stories from her career, including:How she scaled herself at BuzzFeedWhy ClickUp was willing to take a shot on brand-forward marketingWhat she's building at her new company, Outlever
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  MarTech Sales: Catie Ivey on leading sales at Marketo, Demandbase, Pendo, and Walnut 25.11.2024 48мин

  Catie Ivey is the Chief Revenue Officer at Walnut — a leader in interactive demo platforms.Catie has built a standout career in sales, leading teams at some of the biggest names in marketing tech, including Marketo, Demandbase, and Pendo.Today, we’re taking a journey through pivotal moments in Catie’s career that shaped her approach to sales leadership.Catie Ivey has built a dream career in sales, leading teams at some of the biggest names in marketing tech.Today, she's joining Alex to break down her advice for aspiring sales leaders, and her biggest tips for interactive demos that convert.Catie also takes us through pivotal moments in her career, including:The private equity acquisition at MarketoSelling an ABM product at DemandbaseShifting to a new customer persona at PendoLife as a startup CRO at Walnut
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  Customer Success Leadership with Rachel Provan 11.11.2024 41мин

  Nobody prepares you for the jump from CSM to CS leader. But Rachel Provan is trying to change that. Rachel is a customer success leadership coach, helping CS leaders and early-stage companies build customer success strategies and leadership habits that scale.Nobody prepares you for the jump from CSM to CS leader. But Rachel Provan is trying to change that.Rachel is a customer success leadership coach, helping CS leaders and early-stage companies build customer success strategies and leadership habits that scale.She joined Alex to discuss the psychology and strategy behind CS, including:When a founder should make their first CS hireThe best way for CS to handle product feedbackWhy live training sessions aren’t always the best way to onboard clientsHow to be more proactive about winning renewals