Welcome to The Lift, the podcast from Nue — the quote-to-cash platform built for the omnichannel economy.
Each episode explores how B2B SaaS leaders are reinventing their revenue lifecycles — from pricing agility to product-led growth, from replacing legacy CPQ and billing systems to scaling across every sales channel.
Join RevOps, finance and sales leaders for bold takes, practical strategies, and stories from the companies driving revenue growth.
If you’re ready to future-proof your revenue operations, you’re ready for The Lift.
The AI Revenue Shift: Usage, Outcomes, and the Future of Go-To-Market
Jonathan Kvarfordt discusses AI's impact on SaaS pricing, sales, and scaling with Mark Evans, exploring AI's meaning for revenue teams and its unconventional journey; this is an interview.
6 Feb 2026TRANSCRIPT
The SKU Trap: Why Product Sprawl Is Strangling Your Revenue
In this episode of The Lift, Mark Evans and James McArthur delve into modern revenue operations with Mat Rodriguez, the VP of RevOps at Yugabyte. Mat shares insights on his role, including daily tasks like forecasting and deal support, and the challenges of standardizing pricing across deals. He discusses how his background in consulting shapes his strategic approach at Yugabyte. The conversation also covers how Yugabyte is integrating AI to improve operations, from pricing analys...
19 Dec 2025TRANSCRIPT
Stop Drowning in Systems: How to Build a High-Growth GTM Engine with Anne Pao
RevOps leader Anne Pao discusses building a high-growth go-to-market engine with hosts Mark Evans and James MacArthur, focusing on sales and marketing alignment in this interview.
3 Nov 2025TRANSCRIPT
The Future of Pricing in the AI Era: Dan Balcauski
Pricing expert Dan Balcauski discusses with host Mark Evans how AI and new market motions change SaaS pricing strategies, including the shift from static to hybrid models in this interview.
25 Sept 2025TRANSCRIPT
The Modern CFO: Navigating SaaS Finance, Tech Stacks, and Revenue Agility: The Lift
Host Mark Evans interviews Brian Keare, CFO, and Ben Murray, The SaaS CFO, about the evolving role of CFOs in SaaS, highlighting modern finance strategies and revenue agility.
27 Aug 2025
Leadership in the Age of AI: Zapier's Brad Smith on Hiring, Team Building, and Data Security
Host Mark Rober interviews Zapier President Brad Smith about pragmatic leadership, hiring, and data security in the AI era.
12 Aug 2025
What Great Ops Leaders Get Right About Automation & AI: Rachal Nazhand
Nue Podcast host interviews Rachal Nazhand, VP & Chief of Staff to the CMO at Zelis, about harnessing AI and automation effectively for RevOps leaders.
20 Mar 2024TRANSCRIPT
Product-Led Growth Trends: Is PLG-Only Dead?
As customer preferences change, we’re seeing a push for product-led growth. But this “push” often comes in the form of executives demanding a shift to PLG — and soon after realizing the transition was ill-conceived, and taking back the change.
Perhaps the best way forward is to acknowledge that there are many possible ways to integrate product-led and sales-led growth motions together — and the sales “stack” is less about a linear “stack” and more about a “blend” of technologies and strategies that work for your customers.
Sam Levan, CEO of MadKudu, spoke about the state of product-led growth and other key sales motions with Kate McCollough, Nue.io co-founder. They discuss why every company needs to strike a unique balance between hybrid PLG + SLG motions, and what it actually takes to make that happen.
- Listen to the podcast, or read the transcript below to learn some key insights about a hybrid strategy, including:
- How to promote alignment between product, marketing, and sales departments, including the critical role of KPIs.
- The implications of SaaS innovation outpacing what legacy tech stacks can support.
- Why it’s best to approach modern sales motions as a spectrum, rather than a choice of several discrete options.
20 Mar 2024
A Successful Hybrid PLG + SLG Motion is a Spectrum, Not a Dichotomy
As customer preferences change, we’re seeing a push for product-led growth. But this “push” often comes in the form of executives demanding a shift to PLG — and soon after realizing the transition was ill-conceived, and taking back the change. Perhaps the best way forward is to acknowledge that there are many possible ways to integrate product-led and sales-led growth motions together — and the sales “stack” is less about a linear “stack” and more about a “blend” of technologies and str...
27 Jan 2024TRANSCRIPT
Salesforce as Infrastructure: Why Engineering, Ops, CS, and Finance Should Care
Salesforce is more than just a customer system of record — it’s an infrastructure and a platform-as-a-service. FoundHQ CEO Max Maeder talks with Kate McCullough and Tina Kung, Nue.io cofounders, about the unique value that only Salesforce can provide as a company’s infrastructure matures.
In this podcast, the three discuss how Salesforce’s acquisition strategy and AppExchange have equipped the platform to fulfill almost any business need. While product and engineering teams will need to change some strategies to call on Salesforce as a PaaS, doing so can accelerate bringing a product vision to life.
The podcast explores how Salesforce can also serve as a data hub, allowing continuity through critical sales processes like quote-to-cash, which benefits both the customer and teams working behind-the-scenes.
To learn more about streamlining the quote-to-cash process with Salesforce-native tooling, visit nue.io (https://www.nue.io/).
26 Sept 2023
Snowflake's Path to Usage Pricing: Lessons on Driving Sales with Innovative Pricing
Nue cofounders Kate McCullough and Tina Kung sit down with Peter Lukens on all things usage-based consumption models.
They emphasize how usage-based pricing aligns the value of a product with what the customer derives from it, and look at various scenarios where usage-based pricing is appropriate, highlighting that it's not one-size-fits-all, it depends on how customers consume your products.
15 Sept 2023
Getting Your Tech Stack Right: Lessons Learned from People.ai and New Relic
Is your tech stack fueling your revenue? Or standing in its way?
Cofounder Kate McCullough recently sat down with Art Harding the COO of Tapcart (Formerly People.ai and New Relic—aka a true RevOps expert), to discuss important considerations when tackling your tech stack, no matter what stage company you are. They talk through important frameworks for evaluation (from the Eisenhower model to a standard maturation model and beyond) as well as how to advocate for and implement the right technology.
27 Apr 2023
Why Some SaaS Metrics Are So Hard to Get to
Finance teams are built on the accuracy of their data—and the strength of the metrics that get them that data. So it makes sense to focus in on these metrics and really hone the ones that will work for your business. But if your analytics aren’t producing clean, up to the minute numbers, you risk throwing your whole system into chaos.
We sat down with Financial wizard and CFO at Freshworks, Tyler Sloat, for an education on the SaaS metrics leadership will ask for, which metrics matter most for exec teams, why it’s so hard to get to them, and how to make sure your data comes back clean and accurate, every time.
15 Feb 2023
Docusign's Advice on How to Recession Proof Your SaaS Pricing
Pricing a SaaS (Software as a Service) can be challenging. Add in a recession and that challenge compounds with budget cuts and a more price sensitive market.
However, there are a few strategies you can use to help set a competitive price for your SaaS product during a recession. In short, the best pricing strategy (not the best price) will win long-term, even after the recession is over. But what are your options? And what are best practices along the way? We chatted with Jan Pasternak, VP of Pricing at Docusign, and Maggie Bouscaren, Strategy Director at Docusign on their top strategies to win in this market.
25 Oct 2022
Sales and Finance Can Be Friends After All: Lessons Learned from Zendesk
Startups are nimble—they get products to market quickly. As a result, revenue generation often happens before quote-to-cash solutions are fully thought out. Christina Liu (https://www.linkedin.com/in/christina-liu-b45aaa4/), former VP of Zendesk, joins us to assert that startups should focus on getting their sales and billing tools right from the start. She warns about the dangers of piecemeal quote-to-cash tools and keeping sales and finance away from one another:
“All of that resulted in dirty data coming to the revenue tool…my team spent a lot of time undoing some of these things to get a quote right,” she remembers. “And so it was like a double-edged sword—we were wasting a lot of internal calories on things that really didn't need to be so hard.”
As Zendesk scaled, it added new products, introduced new pricing and packaging structures and moved upmarket to focus on enterprise customers with a direct sales motion—all of which had profound effects on the way Christina views RevOps and its impact on RevRec. So, her key takeaway became: why can’t we (and by we, we mean sales and finance) be friends?
2 Jun 2022
Scaling RevOps in Hyper-growth: Lessons from Talkdesk, LogMeIn, and Demostack
Inside a recent episode
The AI Revenue Shift: Usage, Outcomes, and the Future of Go-To-Market
Published 23 Feb 2026 · Transcript excerpt
[…] Prompting is difficult when you don't have that. That's when you have to have more advanced type of prompting with all that's taken care of. If I have a subset of data, I've got a notebook LM or something. And all I have in there is my last hundred calls. It's narrowed those hundred calls. […]
Pod Engine is an independent podcast discovery and analytics service and is not affiliated with or endorsed by this podcast. Artwork and show content belong to their owners. Full legal notice.
Explore this show Podcast research with Pod Engine
