by Richard and Tolu @ Tick Talent
Conversations with high-performing tech leaders, breaking down the decisions, failures, and strategies behind exceptional careers. It all starts by asking "what makes you tick?" Designed for founders and operators who want practical lessons from people who’ve built, scaled, and led in the real world. No theory. No hype. Just insights you can use.
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7/24/2023
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July 22, 2026
<p>Marco Carrubba is a customer success leader who has spent his career at some of the biggest technology companies in the world, including Microsoft, VMware, and now LinkedIn.</p><p>In this episode of Making Revenue Tick, he joins Rich to unpack why customer success has moved from a support function into the commercial engine of the world's best SaaS businesses, and how AI is reshaping the discipline in real time.</p><p><br></p><p>We discuss:</p><p><br></p><p>1. How customer success became a revenue-owning function</p><p>2. Why 70% of job skills will change by 2030, and which won't</p><p>3. Why most companies aren't seeing ROI on AI</p><p>4. How the biggest companies actually roll out AI</p><p>5. What token-based pricing means for customer success</p><p>6. Why human relationships still win in an AI world</p><p>7. What Marco is most excited and most fearful about</p><p><br></p><p>Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/</p><p><br></p><p>Where to find Marco Carrubba:</p><p>LinkedIn: https://www.linkedin.com/in/marcocarrubba/</p><p><br></p><p>Where to find Rich:</p><p>LinkedIn: https://www.linkedin.com/in/richwash/</p><p><br></p><p>Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.</p><p><br></p><p>#customersuccess #SaaS #B2BSaaS #AI #revenueleadership #NRR #customerretention #netrevenueretention #GTM #gotomarket #tokenpricing #futureofwork #AIskills #makingreveneutick #whatmakesyoutick #ticktalent #richwashington #marcocarrubba #linkedin #customerexperience</p>
July 19, 2026
<p>Michael Schirrmacher, the current RVP New Business at Zuora, has spent his career building and scaling for US tech companies. This is a Best Bits episode covering the single biggest mistake US companies make when landing in EMEA: hiring one AE to break open an entire continent.</p><p><br></p><p>This is a Best Bits episode covering the single biggest mistake US companies make when landing in EMEA: hiring one AE to break open an entire continent.</p><p><br></p><p><strong>We discuss:</strong></p><p><br></p><p>1. Why hiring a single salesperson to open a region is sink or swim, and why Michael advises avoiding it at all costs</p><p>2. What it actually feels like to be the first hire, sat in a home office 5,000 miles from every colleague</p><p>3. The Bloomreach story: an AE 18 months in, genuinely good, and still set up to fail</p><p>4. Why dialling a solution consultant in from the States tells your customers you are not serious about their region</p><p>5. Why hiring a leader first works better, and why that leader should be a VP or GM rather than a manager</p><p>6. Why the head of Europe and the head of the East Coast are called peers but do completely different jobs</p><p>7. Why you cannot scale a region from a base of individual contributors each running their own operating system</p><p><br></p><p>Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/</p><p><br></p><p>Where to find Michael Schirrmacher:</p><p>LinkedIn: https://www.linkedin.com/in/michaelschirrmacher/</p><p><br></p><p>Where to find Rich:</p><p>LinkedIn: https://www.linkedin.com/in/richwash/</p><p><br></p><p>Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.</p>
July 15, 2026
<p>This is Jacob's fifth appearance on What Makes You Tick, and it's the wildest yet. In the last 90 days he has negotiated over $50 million in lift across deals touching eight billionaires.</p><p><br></p><p>Jacob Warwick is an executive negotiation coach who helps senior operators negotiate better salary, equity, titles, and severance packages. He has worked with leaders across tech and Hollywood, was previously a founder and CEO himself, and has helped clients secure millions in additional compensation. His approach focuses on collaboration over confrontation, understanding motivations, and treating job searches like enterprise sales processes.</p><p><br></p><p>We discuss:</p><p><br></p><p>1. Why product leaders and research scientists have overtaken sales and engineering as the highest paid people in tech</p><p>2. How AI collapsed deal timelines from four months to four days</p><p>3. Why you can't slow a deal down when the person signing it is Sam Altman</p><p>4. Why performance-based compensation signals confidence and expands the pie for everyone</p><p>5. How to prepare for a negotiation by thinking like a consultant, not a candidate</p><p>6. Why executives should be thinking three years out, not 90 days</p><p>7. Why building an audience and IP can become more valuable than the day job</p><p><br></p><p>Brought to you by Tick Talent, go-to-market recruitment for early-stage tech startups: https://www.tick-talent.com/</p><p><br></p><p>Where to find Jacob Warwick:</p><p>Substack: https://www.execsandthecity.com</p><p>YouTube: https://www.youtube.com/@predetermined-media</p><p>Website: https://www.thinkwarwick.com</p><p><br></p><p>Where to find Rich and Tolu:</p><p>Rich: https://www.linkedin.com/in/richwash/</p><p>Tolu: https://www.linkedin.com/in/toluadebekun/</p><p><br></p><p>Subscribe so you never miss an episode. New episodes every Wednesday, Best Bits every Sunday.</p>
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Justin Michael
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Brent Holloway
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Campbell Williams
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Jacob Warwick
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Conversations with high-performing tech leaders, breaking down the decisions, failures, and strategies behind exceptional careers.
It all starts by asking "what makes you tick?"
Designed for founders and operators who want practical lessons from people who’ve built, scaled, and led in the real world.
No theory. No hype. Just insights you can use.
This podcast updates daily.
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