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)
67 episodes
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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.
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Publishing Since
9/26/2025
1 verified contact email on file for Mostly Growth
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Recent Episodes
May 27, 2026
The 5 Ways to Build a $100M ARR Business
<p>In this episode of Mostly Growth, the number one podcast in product monetization, CJ and Kyle break down the five paths to building a $100M ARR business — from mice to elephants — and what new data from 1,043 startups reveals about which paths founders actually choose, why most companies stay with their first customer segment, and why deer hunters may be growing 3–5x faster.</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>SaaS Has a Branding Problem</p><p><a href="https://youtu.be/qWyjFTqnfhg"><u>https://youtu.be/qWyjFTqnfhg</u></a></p><p>—</p><p>TIMESTAMPS:</p><p>0:00 Swag, merch stores, and VC baby bibs</p><p>5:13 Topic intro: 5 ways to build a $100M business</p><p>7:43 The framework: flies, mice, rabbits, deer, elephants</p><p>8:51 Mouse hunting: $100/year, need a million customers</p><p>9:07 Rabbit hunting: the most common starting point</p><p>9:57 Deer hunting: where sales investment starts to make sense</p><p>10:09 Sponsors — Lightfield | beehiiv | Tabs</p><p>13:09 Company examples for each animal</p><p>15:46 The data: 1,043 companies from Chartmogul</p><p>17:16 Retention by animal: the leaky bucket problem</p><p>20:36 Starting animal doesn't affect early growth — but does later</p><p>21:12 Retention rates: mice 25%, deer 70%, elephants 100%</p><p>23:27 Retention imprints on your DNA — even 3 years later</p><p>24:25 The sweet spot: deer is the best starting point</p><p>26:31 Why elephant hunting early usually fails</p><p>28:10 70% of companies never change target customer</p><p>29:03 Most common migration: rabbit to deer</p><p>30:35 HubSpot: the rabbit-to-deer poster child</p><p>31:28 Takeaway: you are what you hunt</p><p>31:33 Business blunders: AI-generated LinkedIn comments</p><p>33:34 Credits</p><p>#MostlyGrowthPodcast #SaaS #ProductGrowth #StartupGrowth #RevenueOperations</p>
May 22, 2026
Who's Actually Hiring in GTM Right Now?
<p>In this episode of Mostly Growth, the number one podcast in product monetization, Kyle digs into who's actually hiring in GTM right now — and the data is full of surprises. SDR jobs are supposedly dying, yet AI-native startups are doubling down on them. GTM engineering is the breakout role. Customer support is being automated away. The full picture from 120K+ job posts.</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>Should You Stay or Leave Your Job?</p><p><a href="https://youtu.be/2-HBLBHwWfA"><u>https://youtu.be/2-HBLBHwWfA</u></a></p><p>When the marketing math doesn’t math | with Emily Kramer</p><p><a href="https://youtu.be/sSuoV_YSrlw" target="_blank" rel="noopener noreferer">https://youtu.be/sSuoV_YSrlw</a></p><p>Fantasy Startup Draft: The First 5 Hires We’d Make Today</p><p><a href="https://youtu.be/usxbRdABi0I"><u>https://youtu.be/usxbRdABi0I</u></a></p><p>—</p><p>TIMESTAMPS:</p><p>0:00 Coyote encounter</p><p>2:04 Show intro</p><p>2:28 Who's hiring in GTM?</p><p>4:44 SDR posts down 21% — but AI companies are hiring the most</p><p>7:30 AI native companies only 5% of GTM hiring</p><p>7:58 Jevons paradox and SDR efficiency</p><p>9:29 Why AI companies need more SDRs, not fewer</p><p>10:33 Sponsors — Tabs | Lightfield | beehiiv</p><p>13:34 Customer support down 67% at AI native companies</p><p>15:07 Customer success is holding steady</p><p>16:04 Solutions engineering: still in demand</p><p>17:39 GTM hiring overall down 15% YoY</p><p>18:21 Sales: still 40% of GTM, holding up</p><p>19:57 Marketing down 20% — but growth marketing up 8%</p><p>21:22 Fastest growing role: GTM engineer</p><p>22:13 RevOps is flat — and that's actually good</p><p>23:16 GTM ratios: 10 salespeople to 4 SEs, 4 marketers</p><p>24:06 Are GTM roles becoming more generalist?</p><p>27:04 Career advice: develop AI skills</p><p>28:44 Biggest surprise: RevOps not getting crushed</p><p>29:35 Biggest takeaway: marketers are leading AI adoption</p><p>31:44 Hull parking permit misspelling</p><p>33:03 RevSwap AI: revenue laundering platform</p><p>33:59 General Catalyst ad backfires</p><p>34:39 Credits</p><p>#MostlyGrowthPodcast #SaaS #GrowthMarketing #RevenueOperations #AIStrategy</p>
May 20, 2026
The Great Career Reshuffling: Should I Stay, Or Should I Go?
<p>In this episode of Mostly Growth, the number one podcast in product monetization, CJ and Kyle unpack the career anxiety spreading across tech. They talk about AI, private-company wealth, career leverage, title vs. cash vs. equity, and why the smartest move may be getting brutally clear on the game you’re actually playing.</p><p>—</p><p>SPONSORS:</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>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>—</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>A CFO Explains Secondaries</p><p><a href="https://youtu.be/pENvBuXhGuk"><u>https://youtu.be/pENvBuXhGuk</u></a></p><p>Sam Jacobs of Pavilion</p><p><a href="https://youtu.be/8X-JVOF-1A0"><u>https://youtu.be/8X-JVOF-1A0</u></a></p><p>Bruno Annicq of Wellhub</p><p><a href="https://youtu.be/dfjSjPAXEEk"><u>https://youtu.be/dfjSjPAXEEk</u></a></p><p>—</p><p>TIMESTAMPS:</p><p>0:00 SF trip and CFO dinners</p><p>1:27 A consistent feeling: am I on the right thing?</p><p>2:47 Anthropic secondary: 75 people hit $30M cap</p><p>3:06 Anecdote 1: CFO at 50M ARR SaaS</p><p>7:58 Anecdote 2: banker pivoting to defense tech</p><p>8:03 Cybersecurity: best and worst of times</p><p>10:40 Sponsors — beehiiv | Tabs | Lightfield</p><p>13:40 Graduation speaker gets booed for AI speech</p><p>15:10 The comparison trap: luck vs. merit in SaaS</p><p>17:54 What are you maximizing for?</p><p>18:29 Is leaving tech a real path?</p><p>21:07 Advice for the great reshuffling</p><p>21:51 Lever 1: maximize equity</p><p>22:51 Lever 2: maximize base cash</p><p>23:30 Lever 3: maximize title and opportunity</p><p>24:00 Lever 4: lifestyle and autonomy</p><p>24:52 CJ's career story: consulting at 58k</p><p>28:28 OpenView: pay cut for long-term growth</p><p>29:13 Is there career arbitrage right now?</p><p>29:48 Why join a fast-growing AI company</p><p>31:06 Hot AI startups pay well — but expectations are high</p><p>32:04 18 months to get in the club</p><p>33:26 How to pick the right AI company</p><p>34:19 Can you have a great job at a bad company?</p><p>35:03 Mediocre at a great company beats the reverse</p><p>36:18 Career at a twilight company?</p><p>38:38 If you had to choose: what do you join?</p><p>38:49 Best time ever to be a small business owner</p><p>39:45 AI at the pizza shop story</p><p>41:18 Credits</p><p>#MostlyGrowthPodcast #CareerGrowth #SaaS #AIStrategy #StartupGrowth</p>
67 total episodes available
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