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Cloud Radio | A SaaS Podcast

Cloud Radio | A SaaS Podcast

Written by: Cloud Ratings
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Made for "full stack" cloud operators, Cloud Radio covers all aspects of the business of software. Our target audience: SaaS investors that listen to SaaStr, The SaaS Podcast, SaaS Revolution, or Startups For The Rest Of Us and still want to learn even more.© 2026 Cloud Ratings Economics Leadership Management & Leadership
Episodes
  • Guy Rubin - 2026 GTM Benchmarks

    Guy Rubin - 2026 GTM Benchmarks
    May 28 2026
    Our Guest: Guy Rubin is with Fullcast and was the founder and CEO of Ebsta. Guy is known for his deep work in GTM data, revenue insights, and sales efficiency. His latest discussion focuses on Fullcast’s 2026 State of GTM Benchmarks report, based on data from 316 B2B software and services companies with more than $75 billion in pipeline.Episode Topics:The 2026 GTM benchmark report and what $75B in pipeline reveals about sales efficiency today.Why sales efficiency dropped by 28% and what’s driving the decline.The growing gap between top-performing sellers and the rest of the sales team.Why AI-generated volume does not automatically create better revenue outcomes.How companies using AI for rigor, qualification, and process are increasing revenue per seller.Why territory balance matters and how overloaded sellers lose depth, relationships, and win rates.Moving beyond round-robin lead distribution toward smarter routing based on seller expertise.Why forecasting based only on deal stage is no longer enough.How CRM, email, calendar, call recordings, and relationship data can create a more accurate revenue picture.The role of Revenue Insights as a Service for private equity firms and portfolio companies.Why generic BDR/SDR pipeline often creates noise instead of quality opportunities.How AE-led outbound, partnerships, communities, and customer introductions are becoming more efficient growth channels.Why ICP definition should be dynamic, data-backed, and based on real buying signals.How leadership teams can use simple, visual revenue insights to align around better GTM decisions.Why relationships still drive revenue, even in an AI-enabled sales environment.Resources:https://www.fullcast.com/ebooks/2026-benchmarks-report-the-state-of-gtm-in-2026/https://www.fullcast.com/content/guy-rubin-inside-the-go-to-market-benchmark-report/https://www.joinpavilion.com/resource/2025-gtm-benchmarks-ebsta-pavilion About Cloud Radio by Cloud Ratings:Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software.Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack.https://cloudradio.cloudratings.com/https://twitter.com/SaaSletterhttps://www.saasletter.com/About Cloud Ratings:Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions.Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software.Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value.https://cloudratings.com/
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    29 mins
  • Tim Sanders - G2 - The AI Answer

    Tim Sanders - G2 - The AI Answer
    May 6 2026
    Our Guest: Tim Sanders is the Chief Innovation Officer at G2 and a fellow at Harvard’s Digital Data Design Institute. A longtime researcher of market trends and business technology, Tim focuses on AI adoption, AI agents, and the rise of answer engines in the software buying journey.Episode Topics:AI’s role in reshaping the B2B software buying journey, from early research to shortlist creation.The rise of “one-shotting” and how buyers now compress days of vendor research into a single AI prompt.How G2 reviews, category rankings, and high-authority third-party sources influence AI recommendations.Why enterprise buyers are moving faster toward AI-assisted buying as teams get leaner and workloads increase.The new importance of “winning the answer” in ChatGPT, Gemini, and deep research tools.Mentions vs. citations vs. recommendations: which ones actually influence software buying decisions?Deep research is the new buying battleground, where the final recommended vendors matter more than general visibility.Why AI-driven traffic may convert better than traditional search traffic.The content shifts from polished corporate messaging to fresh reviews, proof points, Q&A content, and human-answer-shaped thought leadership.YouTube transcripts, podcasts, LinkedIn, reviews, and niche publications are emerging sources of AI visibility.The difference between machine learning, bots, and agents.The executive “30% rule” for AI literacy and why leaders should reframe business problems as prediction problems.Why companies need to close the trust gap between AI reliability and employee adoption.How AI changes hiring and promotion by increasing the value of judgment, curiosity, feedback, and “taste.”Inside G2’s own AI-first experiments, including generative summaries, dynamic FAQs, and learning how to make complex product pages easier for machines to understand.Resources:https://learn.g2.com/g2-2026-ai-search-insight-report https://learn.g2.com/g2-2025-ai-agent-insight-report https://www.tryprofound.com/blog/profound-g2-partnership https://university.tryprofound.com/https://6sense.com/science-of-b2b/buyer-experience-report-2025/https://promptwatch.com/ https://spotlightar.com/https://firstpagesage.com/seo-blog/generative-engine-optimization-geo-explanation/ https://graphite.io/five-percent/ai-is-much-bigger-than-you-thinkhttps://www.similarweb.com/blog/marketing/geo/build-prompts-from-keywords/ About Cloud Radio by Cloud Ratings:Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software.Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack.https://cloudradio.cloudratings.com/https://twitter.com/SaaSletterhttps://www.saasletter.com/About Cloud Ratings:Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions.Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software.Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value.https://cloudratings.com/
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    53 mins
  • Karim Fanous - Engineering Management in the Age of AI

    Karim Fanous - Engineering Management in the Age of AI
    Feb 18 2026

    Our Guest: Karim Fanous is the Senior Vice President of Engineering at StrongDM, a cybersecurity company, and the writer behind Cumulative, a Substack focused on engineering management, building startups, and how AI is reshaping the craft of software.


    Episode Topics:

    • Why VPE is “people + product + processes” and how breakdowns show up as business problems (growth, quality, churn, GTM).
    • How “buggy processes” reveal themselves at the exec level through growth stalls, quality pain, churn, and GTM friction?
    • Executive interview questions that reveal whether an engineering leader can connect engineering to business reality.
    • The common scaling fallacy: doubling engineers does not double output.
    • “AI made us faster… not necessarily better”: how AI boosts strong engineers, but used carelessly amplifies technical debt.
    • Why human review won’t scale in an agent-driven world and why software will need machine verification to move at “GPU speed.”?
    • Engineering shifts toward architecture, integration, trade-offs, experiments, and validation.
    • The “10x engineer” debate in the AI era.
    • AI security risks: non-deterministic systems + autonomous actions require controls beyond RBAC.
    • Inside StrongDM’s approach on agents treated like coworkers with identities, visibility, and feedback that improves behavior.


    Resources:
    https://www.cummulative.io/

    https://www.linkedin.com/in/karimfan
    https://www.strongdm.com/
    https://www.cummulative.io/p/ai-agents-are-here-security-isnt

    https://www.cummulative.io/p/preparing-for-a-world-where-humans

    https://www.cummulative.io/p/how-do-you-interview-a-vp-of-engineering


    About Cloud Radio by Cloud Ratings:


    Made for "full stack" cloud + SaaS operators, Cloud Radio is a SaaS podcast covers all aspects of the business of software.


    Our host - Matt Harney - is active on Twitter @saasletter and writes "SaaSletter", an investing-oriented SaaS newsletter on Substack.


    https://cloudradio.cloudratings.com/

    https://twitter.com/SaaSletter

    https://www.saasletter.com/


    About Cloud Ratings:

    Cloud Ratings is a customer outcomes-focused, data-driven software research analyst firm. We exist to allow organizations to make more confident, lower-risk software purchasing decisions.


    Our Cloud Ratings Category Reports combine user reviews with verified vendor data to impartially identify leading software products. Recent report examples include: Board Management Software, Account-Based Marketing Software, Cap Table + Equity Management Software, Lead Routing Software, and Sales Training + Onboarding Software.


    Built upon investigative customer interviews, our True ROI Reports quantify and provide 3rd party validation of a software product’s business value.


    https://cloudratings.com/
    Show More Show Less
    40 mins
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