In this episode of the Revenue Insights Podcast, host Guy Rubin, Ebsta Founder, MD of Revenue Insights at Fullcast, sits down with Peter Grant, Chief Revenue Officer at You.com, to discuss what it really takes to scale in an AI-first world and why most revenue teams are quietly falling behind.

Peter has built his career at the exact moment that industries shift—joining Siebel Systems, Salesforce, and C3.ai before they became category leaders. Now, he's at the forefront of the next transformation and his perspective is that the release of ChatGPT reset GTM entirely.

For instance, by layering tools like Claude and Gong into their workflows, leaders can:

• Break down every customer conversation

• Track deal progression against reality—not CRM guesswork

• Identify risk before it shows up in the forecast

At You.com, the focus sits squarely on indexed AI agents that answer complex, domain-specific questions. As Peter points out, this is the shift from information retrieval to decision enablement.

Peter breaks down the framework he uses to evaluate AI companies before they break out:

• People: Can this team actually deliver?

• Market: Is the pain real or manufactured?

• Product: Does it create immediate, accurate value?

• Timing: Can they move faster than the market?

Miss one and the whole thing collapses.

Guy and Peter explore why:

–AI is creating a "performance divide" in Sales

–Why SaaS pricing is being rewritten in real time

–Why seat-based pricing is losing relevance.

If you're a:

• CRO trying to scale in an AI-first market

• RevOps leader responsible for making AI actually work

• Founder navigating pricing, positioning, and product-market fit

This episode will challenge how you think about growth.

In this episode of the Revenue Insights Podcast, host Guy Rubin sits down with Tera Gillen, Vice President of Global Operations at Atlantic Growth Solutions, for a deep, practical conversation on what sustainable growth really looks like in modern B2B organizations.

With a career spanning leadership roles at Skillsoft, Docebo, and now Atlantic Growth Solutions, Tera brings a rare blend of operational rigor and human-centered leadership. Together, Guy and Tera explore how aligning people, process, and technology is the key to predictable growth—without burning out your teams or alienating your customers.

From redefining ICP through the voice of the customer, to building retention engines driven by executive-level engagement, this episode is packed with real-world insights for sales leaders, RevOps professionals, and customer success teams navigating growth in an AI-driven world.

✔ Growth starts with listening to your customers
✔ Retention is driven by engagement, not just usage
✔ Data matters—but context and storytelling matter more
✔ The best RevOps teams power the entire executive strategy
✔ Sustainable growth is built by empowering people, not exhausting them

Whether you're a CRO, RevOps leader, sales manager, or founder, this conversation will challenge how you think about growth, retention, and leadership heading into 2026.

In this episode of the Revenue Insights Podcast, host Guy Rubin, Ebsta founder and MD of Revenue Intelligence at Fullcast, sits down with Mike Huffaker, Chief Revenue Officer at Planet DDS and host of The Dental Economist Show.

Mike's journey into SaaS leadership didn't start in technology. Instead, it started by selling high-end Italian shoes to retailers like Neiman Marcus and Nordstrom. But when he looked around Silicon Valley and realized tech was reshaping the world, he took a leap that would redefine his career.

After breaking into SaaS through an early-stage startup, Mike quickly rose through the ranks building remote sales teams, opening multiple offices, and scaling organizations from scratch. Today, as CRO at Planet DDS, he leads a rapidly growing revenue organization that has helped scale the company from $12M ARR to more than $100M.

In this conversation, Mike shares the leadership mindset that fueled that growth, why curiosity is the most underrated trait in sales, how listening deeply to customers creates category leadership, and why many assumptions about career ceilings in tech are simply wrong.

If you're a sales leader, founder, or revenue operator, this episode reveals how great leaders turn curiosity into growth, build loyal customers, and scale SaaS companies in unexpected industries.