Mostly Growth is a podcast from Mostly Media where go-to-market strategist Kyle Poyar and CFO CJ Gustafson break down how modern companies make money. Each episode focuses on pricing, monetization, and benchmarks—translated into clear tactics and playbooks you can actually use. Built for finance, product, and sales operators who want to think like owners and be the CEO of their role.
Mostly Growth
Claim This Podcastby Mostly Media
5.0(4 reviews)
75 episodes
Updated Daily
Accepts GuestsHas SponsorsLocation 🇺🇸
Podcast Overview
Mostly Growth is a podcast from Mostly Media where go-to-market strategist Kyle Poyar and CFO CJ Gustafson break down how modern companies make money. Each episode focuses on pricing, monetization, and benchmarks—translated into clear tactics and playbooks you can actually use. Built for finance, product, and sales operators who want to think like owners and be the CEO of their role.
Language
🇺🇲
Publishing Since
9/26/2025
1 verified contact email on file for Mostly Growth
Pitch yourself as a guest, propose sponsorships, or reach out directly to the host.
Recent Episodes
June 26, 2026
AI for GTM: What Works and What’s Overhyped
<p>In this episode of Mostly Growth, the number one podcast in product monetization, Kyle and CJ blind-rank the AI go-to-market use cases that are actually worth caring about. They break down AI lead scoring, sales research briefs, synthetic ICPs, micro-campaign agents, competitive intelligence copilots, AI CRMs, LinkedIn ghostwriting, and why some AI workflows feel more like vitamins than painkillers.</p><p>—</p><p>SPONSORS:</p><p>Tabs is an AI-native revenue platform that unifies billing, collections, and revenue recognition for companies running usage-based or complex contracts. By bringing together ERP, CRM, and real product usage data into a single system of record, Tabs eliminates manual reconciliations and speeds up close and cash collection. Companies like Cortex, Statsig, and Cursor trust Tabs to scale revenue efficiently. Learn more at <a href="https://www.tabs.com/run"><u>https://www.tabs.com/run</u></a></p><p>Lightfield is an AI-first CRM built for modern sales teams that want to manage deals without manual data entry or dashboards. By joining sales calls, reading emails, and maintaining full account context, Lightfield helps teams prioritize deals, automate follow-ups, and stay prepared for every interaction. It’s like having a sales coach, RevOps analyst, and EA in one. Start a 14-day free trial at<a href="https://www.lightfield.app"> <u>https://www.lightfield.app</u></a> and use code MOSTLYGROWTH to get 3 months free.</p><p>beehiiv is a modern newsletter platform built for creators who want to grow, monetize, and own their audience without piecing together a stack. Its all-in-one platform brings together newsletters, websites, analytics, automations, and monetization tools, and now supports podcasts, webinars, and MCP workflows. Kyle even used beehiiv’s MCP in Claude to audit his site, prioritize SEO fixes, and analyze subscriber trends. Try it free at<a href="https://www.beehiiv.com/kyle"> <u>https://www.beehiiv.com/kyle</u></a> and use code KYLE30 for 30% off your first three months.</p><p>—</p><p>LINKS: </p><p>Mostly Metrics: <a href="https://www.mostlymetrics.com"><u>https://www.mostlymetrics.com</u></a></p><p>CJ on LinkedIn: <a href="https://www.linkedin.com/in/cj-gustafson-13140948/"><u>https://www.linkedin.com/in/cj-gustafson-13140948/</u></a></p><p>Growth Unhinged: <a href="https://www.growthunhinged.com/"><u>https://www.growthunhinged.com/</u></a></p><p>Kyle on LinkedIn: <a href="https://www.linkedin.com/in/kyle-poyar/"><u>https://www.linkedin.com/in/kyle-poyar/</u></a></p><p>Slacker Stuff: <a href="https://www.slackerstuff.com/"><u>https://www.slackerstuff.com/</u></a></p><p>Ben on LinkedIn: <a href="https://www.linkedin.com/in/slackerstuff/"><u>https://www.linkedin.com/in/slackerstuff/</u></a></p><p>—</p><p>RELATED EPISODES:</p><p>Lime’s S-1 Breakdown: The $1.8B Scooter IPO</p><p><a href="https://youtu.be/aug8HSHwRnE"><u>https://youtu.be/aug8HSHwRnE</u></a></p><p>Why Founders Are Posting Sad Dinners</p><p><a href="https://youtu.be/Zl6NSIHF2Gk"><u>https://youtu.be/Zl6NSIHF2Gk</u></a></p><p>—</p><p>TIMESTAMPS:</p><p>0:00 Intro banter: wine, hangovers, and Lime scooters</p><p>4:04 Show intro</p><p>4:27 Game: blind rank 8 AI GTM use cases</p><p>5:04 Use case 1: VP/C-suite AI chief of staff</p><p>6:57 Use case 2: synthetic ICP / digital twin</p><p>10:32 Sponsors — Tabs | Lightfield | beehiiv</p><p>13:33 Use case 3: writing LinkedIn posts in your voice</p><p>16:40 Use case 4: research briefs ahead of sales calls</p><p>18:42 Use case 5: vibe coding your own AI CRM</p><p>21:05 Use case 6: inbound lead scoring</p><p>24:24 Use case 7: micro campaigns via AI agents</p><p>26:36 Use case 8: competitive intelligence copilot</p><p>28:33 CJ's final ranking revealed</p><p>29:27 Credits</p><p>#MostlyGrowthPodcast #AIStrategy #GrowthMarketing #SaaS #RevenueOperations</p>
June 24, 2026
AI Spend Is the New Cloud Bill
<p>In this episode of Mostly Growth, the number one podcast in product monetization, Kyle and CJ break down why AI spend is starting to look like the new cloud bill. They cover token usage, runaway experimentation, budget controls, and how finance teams can manage AI adoption without slowing everyone down.</p><p>—</p><p>SPONSORS:</p><p>Lightfield is an AI-first CRM built for modern sales teams that want to manage deals without manual data entry or dashboards. By joining sales calls, reading emails, and maintaining full account context, Lightfield helps teams prioritize deals, automate follow-ups, and stay prepared for every interaction. It’s like having a sales coach, RevOps analyst, and EA in one. Start a 14-day free trial at<a href="https://www.lightfield.app"> <u>https://www.lightfield.app</u></a> and use code MOSTLYGROWTH to get 3 months free.</p><p>beehiiv is a modern newsletter platform built for creators who want to grow, monetize, and own their audience without piecing together a stack. Its all-in-one platform brings together newsletters, websites, analytics, automations, and monetization tools, and now supports podcasts, webinars, and MCP workflows. Kyle even used beehiiv’s MCP in Claude to audit his site, prioritize SEO fixes, and analyze subscriber trends. Try it free at<a href="https://www.beehiiv.com/kyle"> <u>https://www.beehiiv.com/kyle</u></a> and use code KYLE30 for 30% off your first three months.</p><p>Tabs is an AI-native revenue platform that unifies billing, collections, and revenue recognition for companies running usage-based or complex contracts. By bringing together ERP, CRM, and real product usage data into a single system of record, Tabs eliminates manual reconciliations and speeds up close and cash collection. Companies like Cortex, Statsig, and Cursor trust Tabs to scale revenue efficiently. Learn more at <a href="https://www.tabs.com/run"><u>https://www.tabs.com/run</u></a></p><p>—</p><p>LINKS: </p><p>Mostly Metrics: <a href="https://www.mostlymetrics.com"><u>https://www.mostlymetrics.com</u></a></p><p>CJ on LinkedIn: <a href="https://www.linkedin.com/in/cj-gustafson-13140948/"><u>https://www.linkedin.com/in/cj-gustafson-13140948/</u></a></p><p>Growth Unhinged: <a href="https://www.growthunhinged.com/"><u>https://www.growthunhinged.com/</u></a></p><p>Kyle on LinkedIn: <a href="https://www.linkedin.com/in/kyle-poyar/"><u>https://www.linkedin.com/in/kyle-poyar/</u></a></p><p>Slacker Stuff: <a href="https://www.slackerstuff.com/"><u>https://www.slackerstuff.com/</u></a></p><p>Ben on LinkedIn: <a href="https://www.linkedin.com/in/slackerstuff/"><u>https://www.linkedin.com/in/slackerstuff/</u></a></p><p>—</p><p>RELATED EPISODES:</p><p>How Zapier's CFO Automated His Entire Finance Team</p><p><a href="https://youtu.be/XDaiLDfBob8"><u>https://youtu.be/XDaiLDfBob8</u></a></p><p>—</p><p>TIMESTAMPS:</p><p>0:00 Car crash in the Hamptons</p><p>5:04 Topic intro: the token maxing era is over</p><p>5:51 Investors caused the problem</p><p>7:00 CFO data: cloud costs up 45% MoM</p><p>8:03 Pylon's $1.4M token bill</p><p>9:28 Sponsors — beehiiv | Tabs | Lightfield</p><p>12:29 Tip 1: don't go all-in on one provider</p><p>13:28 Play them against each other</p><p>14:54 OpenAI is throwing free trials at people</p><p>17:00 Use the price cut rumors as leverage</p><p>18:34 Tip 2: audit by team and user</p><p>19:51 Budget AI like a benefits load</p><p>21:05 Tip 3: budget envelope over headcount</p><p>22:47 Carve out an experimentation budget</p><p>23:40 Tip 4: default teams to cheaper models</p><p>25:07 AI routing and model brokers</p><p>25:56 Tip 5: celebrate when people skip AI</p><p>27:25 Deterministic beats AI where it works</p><p>28:09 Quantify wins before scaling</p><p>29:36 Cloud cost management as the precedent</p><p>30:12 Should there be a Chief AI Officer?</p><p>31:21 Credits</p><p>#MostlyGrowthPodcast #AIStrategy #SaaS #ProductMonetization #FinanceLeadership</p>
June 19, 2026
Where Did All the 130% Net Dollar Retention Go?
<p>In this episode of Mostly Growth, the number one podcast in product monetization, Kyle and CJ go dumpster diving through SEC filings to find out what happened to the once-common 130% net dollar retention rate. They break down Workday, SaaS retention metrics, disappearing disclosures, and why the market’s best expansion stories may be getting harder to find.</p><p>—</p><p>SPONSORS:</p><p>Lightfield is an AI-first CRM built for modern sales teams that want to manage deals without manual data entry or dashboards. By joining sales calls, reading emails, and maintaining full account context, Lightfield helps teams prioritize deals, automate follow-ups, and stay prepared for every interaction. It’s like having a sales coach, RevOps analyst, and EA in one. Start a 14-day free trial at<a href="https://www.lightfield.app"> <u>https://www.lightfield.app</u></a> and use code MOSTLYGROWTH to get 3 months free.</p><p>beehiiv is a modern newsletter platform built for creators who want to grow, monetize, and own their audience without piecing together a stack. Its all-in-one platform brings together newsletters, websites, analytics, automations, and monetization tools, and now supports podcasts, webinars, and MCP workflows. Kyle even used beehiiv’s MCP in Claude to audit his site, prioritize SEO fixes, and analyze subscriber trends. Try it free at<a href="https://www.beehiiv.com/kyle"> <u>https://www.beehiiv.com/kyle</u></a> and use code KYLE30 for 30% off your first three months.</p><p>Tabs is an AI-native revenue platform that unifies billing, collections, and revenue recognition for companies running usage-based or complex contracts. By bringing together ERP, CRM, and real product usage data into a single system of record, Tabs eliminates manual reconciliations and speeds up close and cash collection. Companies like Cortex, Statsig, and Cursor trust Tabs to scale revenue efficiently. Learn more at <a href="https://www.tabs.com/run"><u>https://www.tabs.com/run</u></a></p><p>—</p><p>LINKS: </p><p>Mostly Metrics: <a href="https://www.mostlymetrics.com"><u>https://www.mostlymetrics.com</u></a></p><p>CJ on LinkedIn: <a href="https://www.linkedin.com/in/cj-gustafson-13140948/"><u>https://www.linkedin.com/in/cj-gustafson-13140948/</u></a></p><p>Growth Unhinged: <a href="https://www.growthunhinged.com/"><u>https://www.growthunhinged.com/</u></a></p><p>Kyle on LinkedIn: <a href="https://www.linkedin.com/in/kyle-poyar/"><u>https://www.linkedin.com/in/kyle-poyar/</u></a></p><p>Slacker Stuff: <a href="https://www.slackerstuff.com/"><u>https://www.slackerstuff.com/</u></a></p><p>Ben on LinkedIn: <a href="https://www.linkedin.com/in/slackerstuff/"><u>https://www.linkedin.com/in/slackerstuff/</u></a></p><p>—</p><p>RELATED EPISODES:</p><p>Navan’s CFO on the Capital Allocation Mistakes Companies Keep Making</p><p><a href="https://youtu.be/siwzJSRXAvY"><u>https://youtu.be/siwzJSRXAvY</u></a></p><p>Escaping the AI Thirst Trap: Building Products That Actually Last | Des Traynor</p><p><a href="https://youtu.be/LLtMIoppG3Y"><u>https://youtu.be/LLtMIoppG3Y</u></a></p><p>—</p><p>TIMESTAMPS:</p><p>0:00 Intro: where did the 130% NDRs go?</p><p>1:10 Workday: the canary in the coal mine</p><p>2:18 SEC asks Workday for their NDR</p><p>3:04 Workday says: we'd rather not</p><p>4:02 It's not just Workday</p><p>4:49 The NDR peak: a guessing game</p><p>5:50 NDR was never calculated consistently</p><p>9:29 Sponsors — Lightfield | beehiiv | Tabs</p><p>12:29 Flavor 1: just stop reporting it</p><p>12:59 Flavor 2: vague language instead of numbers</p><p>14:24 Flavor 3: report once a year</p><p>15:29 157% to 117% in 12 months</p><p>16:07 How many are in the 130 club today?</p><p>17:23 Where the threshold actually matters</p><p>18:03 Median: 124% peak to 110% today</p><p>19:14 Why it dropped</p><p>20:46 The case for transparency</p><p>22:29 AI credits not showing up as NDR</p><p>26:00 10 NDR points = 1x valuation multiple</p><p>28:28 The trough of pain: who fell furthest</p><p>29:53 Companies that never reported at all</p><p>30:37 Shoutout to the ones still disclosing</p><p>30:51 Credits</p><p>#MostlyGrowthPodcast #SaaS #Investing #ProductMonetization #StartupMetrics</p>
75 total episodes available
Similar Podcasts
Discover related shows you might enjoy
The Official SaaStr Podcast: SaaS | Founders | Investors
SaaStr
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
Harry Stebbings
Uncapped with Jack Altman
Alt Capital
a16z Podcast
Andreessen Horowitz
No Priors: Artificial Intelligence | Machine Learning | Technology | Startups
Conviction
All-In with Chamath, Jason, Sacks & Friedberg
All-In Podcast, LLC
Dry Powder: The Private Equity Podcast
Hugh MacArthur, Bain & Company
Sharp Tech with Ben Thompson
Andrew Sharp and Ben Thompson
Dwarkesh Podcast
Dwarkesh Patel
Equity
TechCrunch, Rebecca Bellan, Kirsten Korosec, Anthony Ha, Sean O'Kane, Theresa Loconsolo
Technology Brothers
John Coogan & Jordi Hays
How I AI
Claire Vo
David Senra
Scicomm Media
The Knowledge Project with Shane Parrish
Shane Parrish
Founders
David Senra
Deep-dive analytics for Mostly Growth
Frequently asked questions
Have a different question and can't find the answer you're looking for? Reach out to our support team by sending us an email and we'll get back to you as soon as we can.
- What is Mostly Growth?
- How often does this podcast release new episodes?
This podcast updates daily.
- Where can I listen to this podcast?
This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Information about guest appearances is not available.
Legal Disclaimer
Pod Engine is not affiliated with, endorsed by, or officially connected with any of the podcasts displayed on this platform. We operate independently as a podcast discovery and analytics service.
All podcast artwork, thumbnails, and content displayed on this page are the property of their respective owners and are protected by applicable copyright laws. This includes, but is not limited to, podcast cover art, episode artwork, show descriptions, episode titles, transcripts, audio snippets, and any other content originating from the podcast creators or their licensors.
We display this content under fair use principles and/or implied license for the purpose of podcast discovery, information, and commentary. We make no claim of ownership over any podcast content, artwork, or related materials shown on this platform. All trademarks, service marks, and trade names are the property of their respective owners.
While we strive to ensure all content usage is properly authorized, if you are a rights holder and believe your content is being used inappropriately or without proper authorization, please contact us immediately at hey@podengine.ai for prompt review and appropriate action, which may include content removal or proper attribution.
By accessing and using this platform, you acknowledge and agree to respect all applicable copyright laws and intellectual property rights of content owners. Any unauthorized reproduction, distribution, or commercial use of the content displayed on this platform is strictly prohibited.