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.

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.

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.

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 Lattice
• Why we initially tried to build for every B2B relationship (data rooms, agencies, recruiting) before narrowing to sales and onboarding
• How focusing on enablement leaders as the ICP simplified everything—sales, product, customer success
• Why we shifted from a product-led growth motion to a hybrid sales-led approach
• What makes legacy enablement platforms vulnerable, and how AI has leveled the playing field for startups
• The content flywheel strategy behind relaunching the podcast

Enjoy the show!

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 shift
• his memorable job interview with David Sacks
• how an appearance in First Round Review landed him a job at SalesLoft
• behind the scenes of the partner programs at LeanData and Chili Piper

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 BuzzFeed
• Why ClickUp was willing to take a shot on brand-forward marketing
• What she's building at her new company, Outlever

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 Marketo
• Selling an ABM product at Demandbase
• Shifting to a new customer persona at Pendo
• Life as a startup CRO at Walnut

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 hire
• The best way for CS to handle product feedback
• Why live training sessions aren’t always the best way to onboard clients
• How to be more proactive about winning renewals