In this episode, we’re joined by Roeland Delrue, Co-founder of Aikido Security, the fast-growing application security platform that just became a unicorn in under 4 years.

Roeland shares what it really takes to scale a company at breakneck speed, from going 5× year-over-year, to balancing startups and enterprise in one GTM motion, to raising a Series B with a single goal: becoming “unignorable.” We unpack how Aikido uses product-led growth, brutal revenue focus, and buyer-first sales mentality to win in one of the most competitive markets in SaaS.

We spoke with Roeland about building for continuous wins, why revenue clarity beats buzzwords, and how Aikido joins the buyer’s journey instead of forcing rigid sales methodologies.

Here are some of the key questions we address:

• How did Aikido grow from $5M to $20M+ ARR in one year?

• What does it mean to build an unignorable company?

• Why brutal focus on revenue simplifies product, hiring, and prioritization decisions

• Why joining the buyer’s journey beats forcing MEDDICC-style sales processes

• How product-led trials reduce churn and increase win rates

• What it takes to scale from unicorn to decacorn (and why $100M ARR is the next real milestone)

🎧 Tune in to hear how Roeland is building one of Europe’s fastest-scaling security companies and why speed, product, and revenue discipline beat category buzzwords every time.

In this episode, we’re joined by Madhav Bhandari, VP Marketing at Storylane, the demo automation platform helping B2B teams show their product before prospects ever talk to sales. Storylane is a profitable, fully remote SaaS with 50 employees, and a clear path toward $20M+.

Madhav shares how Storylane broke out of the “race to average” in an insanely crowded martech and sales tech market, not by spending more, but by building a repeatable system for pattern interruption. We unpack how they used unconventional SEO, brand plays, and GTM experiments to grow brand searches from 1,500 to 12,000 per month, drive massive inbound, and turn marketing into a true growth engine.

We spoke with Madhav about why great products aren’t enough anymore, how to become the first vendor prospects discover, and how to build a marketing portfolio that consistently produces breakout ideas instead of chasing one-hit wonders.

Here are some of the key questions we address:

• Why visibility, not budget, is the real advantage in crowded SaaS markets

• What pattern interruption actually means and how to systematize it

• How Storylane grew brand searches 8x and created an unfair inbound advantage

• Why traditional SEO and blog strategies are too slow, and what replaced them

• How to build a marketing portfolio instead of chasing viral one-offs

• Where pattern interruption should live and why leadership must own it

🎧 Tune in to hear how Madhav turned differentiation into a repeatable muscle and why, in a world where products are easy to copy, GTM creativity is the real moat.

In this episode, we’re joined by Kate Sygrove, Director of Customer Success at Mouseflow, the SaaS platform for website behavioral analytics. Mouseflow is a $10M+ ARR business with 3,500 customers, 51 employees, and a CS org balancing enterprise white-glove with digital CS at scale.

Kate shares a practical playbook for one of the biggest CS challenges in SaaS right now: getting heard at the exec table. We unpack what it actually means to “speak the language of the CFO,” how to turn CS insight into predictive numbers the business can plan around, and why CS leaders need to pair hard data + soft data to drive decisions on churn, retention, and roadmap priorities.

Here are some of the key questions we address:

• What does it mean to “speak CFO” as a CS leader and, why does prediction matter so much?

• How do you convert customer sentiment into a forecast model that the exec team can use?

• Why is hard data + soft data the only reliable way to judge account health?

• How do you reframe CS initiatives into business outcomes like revenue protected, time-to-value, and scalability?

• What should CS leaders demand from Sales/Marketing/Product to make collaboration actually work?

• What changes when you transition from CSM → CS leader, and how do you prepare for the jump?

🎧 Tune in to hear Kate’s concrete frameworks for making CS visible, measurable, and influential and how to show up in leadership meetings with a clearer business case than ever.