94. Building A Business In A Competitive Market – Lessons From Specialty Coffee TECHtonic: Trends In Technology And Services podcast

In a world where competition is fierce, how do you stand out? On this episode of TECHtonic, host Thomas Lah sits down with Matt Kellso, Owner of Sagebrush Coffee, to explore what it takes to carve out a unique space in an overcrowded industry.

Starting from his garage in 2012, Matt has grown Sagebrush Coffee into a beloved brand by leveraging fresh roasting, data-driven operations, and a deep personal connection with coffee producers. From pricing strategies to Blue Ocean thinking, from leveraging technology to understanding the power of storytelling—this episode is packed with insights that any company, whether in tech or coffee, can learn from.

How do you create a business that breaks through the noise? Tune in to hear how passion, strategy, and a willingness to pivot can help any company differentiate and thrive.

TECHtonic: Trends in Technology and Services

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96. The AI-Powered Future of B2B Marketing 42:39

منذ 9 أيام42:39

42:39

How is AI reshaping the relationship between marketing and sales? In this episode of TECHtonic, host Thomas Lah, EVP and Executive Director of TSIA, sits down with Kathy Macchi, EVP of Innovation at Inverta, to explore the seismic shifts happening in B2B marketing. Kathy breaks down how today’s buyers rely on self-education and independent research—rendering traditional lead generation models like MQLs obsolete. Instead, success now hinges on multi-threaded engagement, AI-powered personalization, and a new, collaborative approach to Account-Based Marketing (ABM). Discover how revenue teams can leverage AI to deliver smarter, more effective outreach and create frictionless buying experiences. Don’t miss this in-depth look into the future of B2B marketing!…

TECHtonic: Trends in Technology and Services

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95. AI-Driven Sales and Professional Services: Insights from ZoomInfo 45:12

منذ 23 يومًا45:12

45:12

In this episode of TECHtonic, host Thomas Lah sits down with Steve Hallowell and Millie Beetham from ZoomInfo to explore how AI is dramatically altering B2B sales and professional services. From transforming sales teams into data-driven powerhouses to leveraging AI for predictive modeling and customer insights, they dive into the real-world applications reshaping go-to-market strategies. They also tackle the evolving role of professional services, uncovering how AI is streamlining project management, customer engagement, and request for proposal (RFP) responses. Is your sales organization truly data-driven? Tune in for expert insights, actionable strategies, and a candid look at the future of AI in sales and professional services.…

TECHtonic: Trends in Technology and Services

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94. Building a Business in a Competitive Market – Lessons from Specialty Coffee 37:14

منذ 5 weeks37:14

37:14

In a world where competition is fierce, how do you stand out? On this episode of TECHtonic , host Thomas Lah sits down with Matt Kellso, Owner of Sagebrush Coffee, to explore what it takes to carve out a unique space in an overcrowded industry. Starting from his garage in 2012, Matt has grown Sagebrush Coffee into a beloved brand by leveraging fresh roasting, data-driven operations, and a deep personal connection with coffee producers. From pricing strategies to Blue Ocean thinking, from leveraging technology to understanding the power of storytelling—this episode is packed with insights that any company, whether in tech or coffee, can learn from. How do you create a business that breaks through the noise? Tune in to hear how passion, strategy, and a willingness to pivot can help any company differentiate and thrive.…

TECHtonic: Trends in Technology and Services

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93. How the Future of Competitive Analysis is Redefining Sales Strategy 42:26

منذ 7 weeks42:26

42:26

During this episode of TECHtonic, TSIA’s Thomas Lah examines in detail the role AI is playing in transforming competitive analysis for sales teams. He is joined by Jason Smith, CEO and Co-founder of Klue, an AI-powered competitive intelligence platform. Together, they explore how machine learning and large language models (LLMs) are revolutionizing the way sales teams gather, synthesize, and leverage competitive insights. From enhancing battle cards with real-time data to empowering salespeople with actionable deal strategies, the conversation reveals how AI can speed up decision-making, improve win rates, and help companies stay ahead of their competition. Listen in to learn about the tools and tactics that can help your team adapt to the rapidly changing landscape of competitive intelligence, and hear firsthand how AI is set to shape the future of sales strategies.…

TECHtonic: Trends in Technology and Services

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92. Navigating the Next Phase of Your Tech Career 44:41

منذ 9 weeks44:41

44:41

In this episode of TECHtonic, TSIA's Executive Director Thomas Lah sits down with longtime tech leader turned executive coach, Mary Cay Kosten, to explore the challenges and opportunities awaiting professionals in today’s AI-driven landscape. From maintaining a positive “energy” mindset to knowing when it’s time to pivot your role—or your entire career—Mary Cay draws on her breadth of experiences at Sun Microsystems, EMC, and Dell to guide you toward intentional, strategic decision-making. Tune in for practical tips on managing the rapid pace of change, prioritizing what matters to your leadership, and harnessing AI’s potential without losing sight of your own personal growth. If you’re ready to chart a resilient career path in the ever-evolving tech world, this is the conversation you won’t want to miss!…

TECHtonic: Trends in Technology and Services

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91. The Future of Field Services: Harnessing AI for Precision and Productivity 38:59

منذ 13 weeks38:59

38:59

Join Thomas Lah as he speaks with Andy Chinmulgund, CEO of Bruviti, to reveal how AI is transforming the operating models of field service organizations. In this episode, find out how AI-driven solutions like predictive analytics, parts prediction engines, and dynamic triage agents are revolutionizing field operations. From reducing truck rolls and optimizing spare parts management to enhancing technician expertise, the conversation unveils practical AI use cases that boost efficiency, customer satisfaction, and environmental impact. Also, hear how AI makes field service careers more accessible and appealing to new generations, uncovers insights for better product design, and bridges the gap between service and product teams. If you're in field services, this episode is your gateway to the future of innovation and excellence.…

TECHtonic: Trends in Technology and Services

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90. Excellence in AI: How Small Victories Drive Major Success 41:56

منذ 15 weeks41:56

41:56

Are we finally moving past the AI hype and into its real-world impact? In this episode of TECHtonic, Thomas Lah, Executive Director and EVP of TSIA, sits down with Ron Green, Co-founder and CTO of KUNGFU.AI, to explore the critical questions shaping AI adoption today. Together, they uncover why AI is no longer just a buzzword but an essential tool for transforming companies right now. From groundbreaking use cases like predicting breast cancer risk years in advance to practical applications like automating revenue forecasting and customer support, this conversation dives into the successes and pitfalls of deploying AI. Whether you're an executive grappling with ethical questions, or a business leader wondering where to begin, this episode provides actionable insights on accelerating ROI, building AI strategies, and understanding why this revolution is here to stay. Stay tuned for an engaging, no-hype conversation that will help you cut through the noise and take your first—or next—step into the AI-driven future.…

TECHtonic: Trends in Technology and Services

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89. Achieve Faster Deal Velocity Through Maximized Pricing Profitability 49:35

منذ 17 weeks49:35

49:35

Host Thomas Lah engages with Chris Mele, Managing Partner at Software Pricing Partners, to explore the shifting paradigms of software pricing models. As AI and automation redefine the technological landscape, traditional user-based pricing is under scrutiny. Chris shares his extensive experience on why it's time to rethink legacy pricing strategies and how companies can optimize for profitability in today's market. They discuss the three pillars of effective monetization—licensing, packaging, and pricing—and discuss the importance of aligning these with sales strategies and customer value perception. The conversation also tackles the challenges posed by AI, the pitfalls of discounting, and the need for data-driven, sophisticated pricing models. Listen in to discover actionable insights on transforming your pricing approach to not only survive but thrive in the evolving tech industry. Are your current pricing models optimized to maximize profitability? Find out in this insightful conversation.…

TECHtonic: Trends in Technology and Services

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88. AI and Revenue Generation - Transformative Use Cases for Tech Companies 23:30

منذ 19 weeks23:30

23:30

Join us for a live, insightful keynote session from TSIA World Envision with Thomas Lah, Executive Director and Executive Vice President of TSIA. Thomas explores the transformative power of AI in revenue generation. Discover how cutting-edge AI use cases can supercharge your workflows, driving revenue growth and enhancing customer experiences. Learn how to leverage AI to improve lead qualifications, manage renewal risks, and position your offers more effectively. Don't miss this opportunity to stay informed on the latest breakthroughs, insights, and innovative solutions that could transform your business. Join us to discover how AI can dramatically enhance your revenue workflows and redefine your approach to revenue generation.…

TECHtonic: Trends in Technology and Services

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87. How to Navigate The Future of B2B Software Pricing 51:37

منذ 21 weeks51:37

51:37

Thomas sits down with Dan Balcauski, an expert in pricing strategy for enterprise software and the Founder of Product Tranquilty. Together, they examine the shifting landscape of B2B software pricing, particularly as traditional per-user models face new challenges due to the rise of AI and a growing emphasis on profitability. Dan shares his insights on how long-standing pricing models are being disrupted, and why businesses need to reconsider how they charge for their products. He discusses the evolving role of pricing metrics, offering alternatives that better reflect the value delivered to customers. From adapting pricing structures to understanding how to align costs with real customer outcomes, this conversation provides a deep dive into the strategic shifts necessary for companies to stay competitive in today’s AI-driven market. If you are looking to future-proof your pricing strategy and stay ahead in the rapidly changing technology AI-landscape, this episode is full of practical insights and forward-thinking advice. Join us for a thorough discussion on key strategies to consider for optimizing your pricing in the AI B2B software world.…

TECHtonic: Trends in Technology and Services

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86. Rapid AI-Powered Revenue Excellence 41:50

منذ 23 weeks41:50

41:50

During this episode of TECHtonic, host Thomas Lah has a compelling conversation with Kelley Jarrett, SVP of Revenue Strategy, Operations, and Enablement at ThoughtSpot—an AI-powered analytics platform. They discuss how AI is transforming revenue generation workflows and operational efficiency within organizations. Kelly shares her unique insights on leveraging AI for quick, data-driven decision-making, highlighting real-world use cases across industries like retail, healthcare, and aviation. She discusses ThoughtSpot's journey from an on-premise solution to a SaaS model embracing AI, and how this evolution is enabling businesses to unlock unprecedented value from their data. Listen in to discover how AI can be a game-changer in reducing costs, accelerating growth, and driving revenue excellence.…

TECHtonic: Trends in Technology and Services

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85. The Metrics That Matter: How AI Is Reshaping Sales in Tech 42:24

منذ 25 weeks42:24

42:24

In this episode, Thomas finally finds the person he’s been searching for: Mike Fouts, Chief Business Officer at ShareFile, who speaks to how AI and data are revolutionizing the sales function in technology companies. Mike shares his hands-on experience leading a digital-first, data-driven transformation at ShareFile, including detailing how AI is being used to predict renewals, drive customer engagement, and reshape the traditional go-to-market model. From verticalizing sales strategies to automating customer interactions and leveraging data to predict churn and expansion opportunities, Mike explains how the integration of AI is making sales teams smarter and more efficient. With insights on evolving sales roles, data modeling, and the future of B2B transactions, this episode is packed with actionable takeaways for revenue leaders looking to stay ahead in a rapidly changing market. Listen in to learn how your company can embrace AI and data to innovate its sales strategy and drive revenue growth!…

TECHtonic: Trends in Technology and Services

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84. Applying the AI First Mentality to Revenue Generation 42:29

منذ 27 weeks42:29

42:29

Are you effectively leveraging AI in your workflows? As Thomas continues the AI research journey, AI Use Cases for Generating Revenue , he reveals the power of AI in revenue generation. With TSIA’s latest paper, The Emerging 20 , highlighting critical AI use cases, Thomas is on a mission to show how AI is a game-changer for businesses today. Joining his conversation are Seth Halpern and Derek Butts, co-founders and co-CEOs of Embrace.ai, an innovative AI startup that is transforming how companies accelerate go-to-market workflows. Seth and Derek share their journey of building Embrace from the ground up, discussing how their platform is enabling companies to streamline sales, marketing, and customer success processes. They reveal the tangible benefits of AI in reducing costs, speeding up go-to-market strategies, and significantly improving customer satisfaction. They also discuss in detail the practicalities of implementing AI, including how to curate content, train AI models to speak in your company’s voice, and empower sales teams with real-time insights. Using real-world applications, this episode provides a detailed look at how AI is reshaping business models and why companies must adopt these technologies now to stay competitive.…

TECHtonic: Trends in Technology and Services

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83. The Hard Truth About Mastering Change Management 42:38

منذ 29 weeks42:38

42:38

In this episode of TECHtonic, Thomas Lah welcomes Dr. Jessica Kriegel, Chief Scientist of Workplace Culture at Culture Partners. In light of today’s rapid shifts in technology business models, the conversation addresses head-on the challenges of change management. Jessica shares her insights on why traditional approaches fail, the importance of continuous change, and how to cultivate a culture where employees not only embrace change but thrive in it. Drawing from her experience in the technology industry and beyond, she discusses how to build accountability, shift beliefs, and gain alignment within leadership teams. Join us as we explore strategies to navigate and lead through the constant transformation in today's technology landscape. Then catch Jessica in person at TSIA World ENVISION this October 21 - 23! In her inspiring keynote, How To Get People To Give A Sh*t, she will motivate your team to step into accountability and take an active role in growing your business impact.…

TECHtonic: Trends in Technology and Services

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82. Practical Ways to Unlock Revenue Growth with AI 49:53

منذ 31 weeks49:53

49:53

The transformative potential of AI in the technology industry is driving companies focus on growth without significantly increasing their sales and marketing spend. Thomas speaks with Brent Grimes, CEO of Reef.ai, about how to efficiently drive revenue growth by introducing AI into the process. Brent shares the journey of Reef.ai and its aim to predictively unlock customer value, helping companies transition from gut-feel decisions to data-driven strategies. This allows for optimized resource allocation and significantly improves revenue retention and expansion, all through a robust AI-powered approach. They discuss the importance of leveraging machine generated and process consistent data to create powerful predictive models, including the critical role of continuous improvement and feedback loops in refining these models for optimal performance. Listeners will walk away with valuable insights into the practical applications of AI, such as enhancing churn prediction, mitigating risk, and driving customer engagement. Join Thomas and Brent for a real conversation as they demystify AI's role in transforming technology business models by removing the guess work from revenue growth.…

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94. Building a Business in a Competitive Market – Lessons from Specialty Coffee