Off the Grid, On the Record

About Off the Grid, On the Record

Most companies don’t have a lead problem — they have a funnel problem. Behind the Funnel is a business podcast that breaks down how B2B companies actually acquire customers and scale revenue. Hosted by Yarek Matacz, founder of JPM Media and Co-Hosts Nick Cross and Marcus Sousa. The show goes beyond surface-level marketing advice to explore the real systems, strategies, and decisions that drive predictable growth. Each episode features conversations with SaaS founders, operators, consultants, and B2B leaders who are actively building and scaling companies. Instead of theory or generic “growth hacks,” these discussions unpack the acquisition engines behind real businesses — from outbound systems and paid acquisition to funnel architecture, offer design, and sales processes. Listeners will hear what worked, what failed, and what ultimately helped companies build consistent pipelines and sustainable growth. Behind the Funnel is designed for founders, consultants, and operators who want to understand how modern B2B companies turn attention into revenue. If you're building a SaaS product, scaling a consulting business, or developing a go-to-market strategy, this podcast offers a practical look at how growth actually happens behind the scenes. Expect thoughtful conversations, tactical insights, and honest breakdowns of the systems that power real businesses. New episodes feature founders, marketers, and operators sharing what it really takes to turn leads into customers and ideas into scalable companies.

Publisher

Yarek Matacz

Category

business · technology

Language

en

Explicit

Yes

First episode

18 Jun 2025

Latest episode

8 Sept 2026

Latest episodes

43 episodes in the feed.

1. 

   8 Sept 2026

   Why Most AI Investments Fail (It's Not the Tool)

   Every advantage your company has right now is already expiring. That's the premise behind the Durable Advantage Cycle, the framework at the center of this conversation with Arun Pattanayak, a former Microsoft Data and AI Executive and fractional CTO who's spent 20+ years inside companies like Citibank, JPMorgan Chase, EY, Credit Suisse, and TD Bank. We get into the build, buy, or kill model Arun uses with every client to decide where technology dollars actually go, why he thinks most AI investment failures are an architecture problem and not a tool problem, and the difference between a product with a marketing problem and one with a product-market-fit problem, two things that get confused constantly and require completely different fixes. In this episode: The Durable Advantage Cycle, and why the biggest tech companies in the world are built around repeating it, not escaping it The build, buy, or kill scoring framework Arun uses to decide what actually gets funded Why "we bought the AI tool" isn't a strategy, and what intelligence architecture and change fitness actually mean The three-layer workforce model (automation, augmentation, innovation) and how to know which layer a task belongs in What Arun looks for before he'll take on a client, and why he turns down more work than he accepts How to tell whether your problem is actually marketing, or whether marketing is just amplifying a product nobody wants yet The one AI trend Arun thinks is completely overhyped right now About Arun: Arun Pattanayak spent over 20 years in enterprise technology, including six years as a Data and AI Executive at Microsoft, and has worked inside organizations like Citibank, JPMorgan Chase, EY, Credit Suisse, and TD Bank. He's now a fractional CTO through his company Tipsora, the author of Future-Proof Your Business, and host of the podcast What Comes Next. Find Arun: LinkedIn (search Arunansu Pattanayak) | arunansupattanayak.com (http://arunansupattanayak.com) | tipsora.com (http://tipsora.com) | What Comes Next, wherever you get your podcasts

2. 

   21 May 2026

   Marc Petitpas on Leadership, Grief, Business & Rebuilding Your Life From Scratch

   This was one of the most honest conversations we’ve had on Behind the Funnel. Marc Petitpas has led some of the biggest organizations and venues in Canada — from opening BMO Field as its first General Manager, to leadership roles with MLSE, the Air Canada Centre, Fusion Homes, and beyond. But this episode wasn’t really about titles. It became a conversation about: leadership pressure grief starting over fear purpose and the responsibility that comes with leading people Marc shares the reality behind building a career across multiple industries, losing family members during the pandemic, nearly losing his house while launching his consulting business, and how those experiences completely changed the way he coaches leaders today. We also dive into: why most leadership training fails the problem with “fake experts” online transferable skills across industries communication in business mental health and leadership the difference between real experience vs internet marketing and the deeper meaning behind his book The 50-Year-Old Millennial This is not your typical business podcast. It’s a conversation about becoming the kind of person people trust. Topics Covered: Opening BMO Field as General Manager Building leadership skills through retail and sports The importance of mentors Anxiety and fear early in life Leadership lessons from construction and home building Why communication matters in business Losing family during the pandemic Starting a consulting business from scratch Leadership and mental health Why most coaching online lacks real experience The true story behind The 50-Year-Old Millennial About Marc Petitpas: Marc Petitpas is a leadership consultant, business coach, speaker, author, and fractional executive with decades of experience across sports, retail, construction, and executive leadership. He is the founder of Marc Petitpas Business Coaching and winner of the 2025 Canadian Choice Award for Business Coaching. Connect with Marc: Website: www.marcpetitpas.com (https://marcpetitpas.com/) LinkedIn: https://www.linkedin.com/in/marcpetitpas/ (https://www.linkedin.com/in/marcpetitpas/) Book: The 50-Year-Old Millennial on Amazon JPM MEDIA x BEHIND THE FUNNEL http://jpmmedia.ca/ (http://jpmmedia.ca/) https://jpmmedia.ca/behind-the-funnel.html (https://jpmmedia.ca/behind-the-funnel.html)

3. 

   14 Apr 2026

   AI Isn’t the Advantage. Integration Is | Amir (BlackOps)

   Episode Summary AI is everywhere. But most businesses are still using it wrong. In this episode of Behind the Funnel, I sit down with Amir Samani from BlackOps Studio to break down why most AI systems fail and what real integration actually looks like inside a business. We go deep into why businesses feel overwhelmed, how to actually implement AI step by step, and why most teams aren’t ready for the tools they think they need. If you’ve been experimenting with AI but not seeing real results, this episode will show you what’s missing. What We Cover Why most AI systems fail inside businesses The difference between tools and real integration Why businesses feel overwhelmed with AI The “A to Z problem” and skipping fundamentals What it actually means to be an integration partner Why most companies aren’t ready for advanced AI systems The truth about scaling and why it creates chaos A phased approach to implementing AI properly How to connect marketing, sales, and operations Real examples of AI creating leverage in businesses Where AI is being misunderstood in marketing Why fear and misinformation are slowing adoption How top operators are quietly using AI to gain leverage The future of hiring and “bring your own AI” workflows A simple prompt strategy that changes how you use AI Timestamps 00:00 – Intro and Amir’s background 02:39 – Why most businesses struggle with AI 05:01 – The importance of foundations 06:27 – What an integration partner actually does 08:08 – Why scaling creates chaos 09:14 – How AI implementation should start 10:59 – The brand DNA questionnaire 12:58 – The phased integration model 15:41 – Why AI takes time to work properly 16:26 – Connecting marketing, sales, and operations 20:06 – Real case study: saving $20,000 with AI 23:55 – Automating lead generation and follow-up 25:15 – Where AI is misunderstood 26:42 – Why people fear AI 32:46 – Case study: $1.8B company built with AI 37:10 – What to do if you’re just getting started 38:48 – Final advice on using AI properly Key Takeaway AI is not the advantage. The advantage is knowing how to use it in the right order, at the right time, for the right problems.

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Based on episode analysis; this does not confirm that the show is currently accepting guests.