Grow & Tell
Grow & Tell is a business podcast hosted by Alex Kracov, CEO and co-founder of Dock and former VP of Marketing at Lattice, who talks with revenue leaders about how they built and scaled their companies. The conversations center on sales and revenue enablement, including proving enablement's impact on win rates and ramp time rather than training completion, earning a strategic seat alongside sales leadership, and how enablement teams are actually using AI. Guests have led enablement at companies such as Gong, Rippling, Vanta, Everlaw, and Demandbase. Special behind-the-scenes episodes follow Alex and the Dock team as they share what is and isn't working while growing their own company. The show is produced by Dock, an AI revenue enablement platform.
Episodes
Uber for Business's Global Enablement Strategy
Corine Varga, Global Head of Revenue Enablement at Uber for Business, built her career from quota-carrying AE to leading global enablement for a 700-person GTM team spanning 60+ countries. Corine shares how she structures central vs. regional enablement, why she owns President's Club, and what it actually takes to move from IC to global leadership in four years.—Most enablement leaders ne
Dock's Content Marketing Strategy: 5 years of lessons for start-ups
Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, pull back the curtain on five years of building Dock's content engine—sharing what worked, what didn't, and how they're thinking about marketing in the age of AI.-Five years in, most startups have tried a dozen marketing channels and have war stories to show for it. Alex and Eric have stayed deliberate: pick a channel
Inside Dock's Sales Evolution: How we 10X’d our ACV in 3 years
Joey Wright, Head of Sales at Dock—and former Head of SMB and Mid-Market Sales at Modern Health—joins Alex and Eric to reflect on three years building Dock's sales motion, including how they transitioned away from founder-led sales, 10x'd ACV, and started winning deals against billion-dollar incumbents.
How Boomi Built CS Enablement from Scratch with Fiona Simpson
Fiona Simpson, Senior Revenue Enablement Business Partner at Boomi and Founder of ReflectPath, built her career enabling the exact functions she used to work in—CS, presales, and solutions consulting. Fiona shares how she's now building CS enablement at a $500M company, why most revenue teams only study failure (and what to do instead), the actual best use cases for AI in CS, and how to s
How Gong uses Gong for Sales Enablement with Stacey Justice
Stacey Justice, VP of GTM Enablement at Gong, breaks down Gong's detect-prescribe-validate enablement flywheel, how AI role play is replacing traditional certifications, and why "enablement" is her least favorite word in the dictionary.
Sales Content Management: Why Reps Ignore Your Content
Alex Kracov, Co-founder & CEO of Dock, and Eric Doty, Head of Marketing, break down why sales reps ignore most of the content enablement teams create—and what modern content management actually needs to look like in an AI-driven world.
Rippling's Specialized Enablement Model with Jonas Master
Jonas Master, VP of Sales Enablement at Rippling, has scaled his team from 5 to 36 people while the sales org grew from 350 to 2,200+ reps across 35 product SKUs—and argues that most enablement teams optimize for the wrong things. He breaks down Rippling's highly specialized enablement model with 65 distinct onboarding tracks, the time-and-motion study that revealed where sellers waste ho
AI in Sales Enablement: Where to Start (And What to Skip)
Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, dig into the current and near-future state of AI in sales enablement—breaking down what's actually working, why data infrastructure matters more than buying new tools, and how to think about AI-powered selling as the space evolves.
5 Key Enablement Questions with Sheevaun Thatcher from Demandbase
Sheevaun Thatcher, VP Revenue Enablement at Demandbase—who previously built a 162-person enablement team at RingCentral during a $300M to $2B revenue run—shares her "Responsible To, Not For" philosophy that transformed how enablement partners with sales leadership, her Five Questions framework for ruthless prioritization, and why the biggest enablement failure isn't bad training but manag
Sales Enablement for AI Products: Justin Driesse from Legora, Writer, and Slack
Justin Driesse, Director of Sales Enablement at Legora, drove $105M+ in pipeline as the architect of Slack AI's global enablement strategy before building AI-native programs at Writer and now the $1.8B legal AI startup. He shares why enablement needs to get out of the content business, how two Notion-based AI agents generated 300 account plans in nine business days for his sales team, and
AI-Powered Enablement for Vertical SaaS with Handle's Ryan Vanshur
Ryan Vanshur, VP of GTM Intelligence & AI Solutions at Handle, spent 10 years co-founding CourseKey—growing it to 200+ career college customers, 99% retention, and a private equity exit—and now brings that founder-operator DNA to construction FinTech, where he's built one of the most AI-forward enablement programs in B2B SaaS—covering 90-day vertical immersion curricula, AI-powered de
Dock's Product Launch Playbook
Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, walk through the full anatomy of a product launch at Dock—from roadmap planning and messaging development to sales training, soft launches, and marketing tactics.
Vanta's GTM Enablement Playbook: Morgan Kassel on the Value of Value Selling
Morgan Kassel, Senior GTM Enablement Manager at Vanta, has been part of building enablement from the ground up at a $4B+ unicorn. She shares how the program scaled from two people to 13, the "Sports Center Top 10" coaching framework, a competitive intelligence program called the CIA, and why manager reinforcement is the most underrated lever in enablement.
Early-Stage Enablement: Before your first enablement hire
Alex Kracov, founder and CEO of Dock, and Eric Doty, Head of Marketing, break down what early-stage sales enablement actually looks like before you have a dedicated hire—covering who should own it, when to keep things loose versus documented, and the signals that tell you it's time to bring someone on.
Enablement at Scale vs. From Scratch: Trafford Judd on LinkedIn, Slack, and IntenseEye
Trafford Judd, VP of Operations at Intenseye, built enablement teams at LinkedIn, Slack (during the $28B Salesforce acquisition), and Asana (leading 18 people supporting a $700M+ revenue org). He shares how his HR background shapes his approach to enablement, why manager enablement is the key unlock most companies miss, and how AI is making it harder than ever to be a buyer in B2B sales.
Building Dock: How we became a revenue enablement platform
We're finally back with a new season of Grow & Tell after taking most of 2025 off to focus on building Dock. We're re-launching with a new format: half interviews with enablement and go-to-market leaders, half conversations between Alex Kracov, CEO of Dock, and Eric Doty, Head of Marketing, about what it's really like to build a B2B SaaS company from the ground up.In this first episod
The RevOps Evangelist: Don Otvos on Yammer, SalesLoft, LeanData & Chili Piper
Don Otvos, RevOps leader and current GTM Strategist and Platform Evangelist at Chili Piper, shares the story of how one difficult conversation with a former boss made him switch career tracks after 20 years in sales.Since then, he has networked his way to a successful RevOps leadership career at companies like Yammer, SalesLoft, and LeanData.Don Otvos has built an entire career in RevOps
Intern to VP at BuzzFeed: Melissa Rosenthal on leading creative at BuzzFeed & ClickUp
Melissa Rosenthal's first job out of college was as an intern at BuzzFeed. In her 6 years with the company, she rose to Global VP of Creative, delivering more than $50M in native ad revenue and $100M in branded content.She also helped ClickUp 100X their revenue growth as their Chief Creative Officer. Today, she's the co-founder of Outlever, a new startup that helps companies become the #1
MarTech Sales: Catie Ivey on leading sales at Marketo, Demandbase, Pendo, and Walnut
Catie Ivey is the Chief Revenue Officer at Walnut — a leader in interactive demo platforms.Catie has built a standout career in sales, leading teams at some of the biggest names in marketing tech, including Marketo, Demandbase, and Pendo.Today, we’re taking a journey through pivotal moments in Catie’s career that shaped her approach to sales leadership.Catie Ivey has built a dream career
Customer Success Leadership with Rachel Provan
Nobody prepares you for the jump from CSM to CS leader. But Rachel Provan is trying to change that. Rachel is a customer success leadership coach, helping CS leaders and early-stage companies build customer success strategies and leadership habits that scale.Nobody prepares you for the jump from CSM to CS leader. But Rachel Provan is trying to change that.Rachel is a customer success lead
The Fixer: How Wynne Brown revamped CS at GitHub, Seal Software, Fable & more
Most of our guests are builders, but Wynne Brown is a fixer. Learn how she's slashed churn, expanded renewals, and professionalized Sales and CS teams at Monster, GitHub, Seal Software/Docusign, Fable, RocketReach, and more.Wynne Brown spent the last two decades coming into scaling companies with leaky revenue — where she rights the ship, and then moves on to the next challenge.She’s reva
Sales at Zoom: Chris Michelmore's journey from SDR to senior sales leader
Chris Michelmore, Head of Mid Market Acquisition at Zoom, tells the nine-year story of how he ascended from first-time SDR to senior sales leader.It's rare for a first-time SDR to stick around long enough to become a sales leader at that same company.But that's exactly how Chris Michelmore became the Head of Mid Market Acquisition at Zoom.This week, he's taking Alex through his journey up
Skills-Based Sales Training: Matt Green on co-founding Sales Assembly
Matt Green, Co-Founder and CRO of Sales Assembly, shares the company's founding story, the keys to a great sales training program, plus the biggest sales skills most teams are missing today.Some of today's best companies started over a cup of coffee.That's how Matt Green and his co-founder, Jeff Rosset, started Sales Assembly – the go-to sales resource for some of the world's best B2B tec
Customer Success at Notion: Monica Perez on Product-Led CS
Monica Perez, Head of Customer Success at Notion, shares the four-year journey of building Notion's foundational CS team.Customer Success at a product-led company is a completely different animal.When Monica Perez was brought in to grow Notion's foundational customer success team, they were already at $40 million in revenue.Today, Monica joins Alex to discuss what it was like to build a C
Startup Content Marketing: How Animalz scaled to 130 employees with Devin Bramhall
Devin Bramhall, growth advisor and former CEO of Animalz—the content marketing agency for companies like Amazon, Google, and Intercom—shares candid stories about 3xing the agency's revenue to $11.5M in only 2 years.Devin Bramhall is a content marketing legend.After 3xing revenue to $11.5M in only 2 years at Animalz, she went on to build a successful consulting biz while growing her market
Customer Success Programs at Iterable & AutogenAI with Eloise Salisbury
Eloise (Shuttleworth) Salisbury, newly named Chief Customer Officer at AutogenAI, recounts lessons from 5 years of building Iterable's customer success program from the ground up, how she's approaching her first 90 days in a new CS leadership role, and why she founded Women in SaaS.What does it take to build an enterprise-level customer success program?Eloise Salisbury, Chief Customer Off
Product Launches at PlayStation, Rippling & Ignition with Derek Osgood
Derek Osgood, Founder & CEO of Ignition, shares product marketing lessons from leading 9 major launches at PlayStation, reinventing a software category at Rippling, and founding Ignition—a product management platform.Derek Osgood is a career product marketer turned founder.He's made a career out of leading product launches at PlayStation and Rippling before founding Ignition, a go-to-
RevOps Masterclass: Jen Igartua on building Go Nimbly
Jen Igartua, CEO at Go Nimbly, shares what she's learned in her 8 years of building a service-based business, plus tons of advice for RevOps teams.Jen Igartua, CEO of Go Nimbly, joins Alex on this week's episode to talk all things RevOps.First she uncovers what went into building her RevOps consultancy, including how they developed their service offerings, how they stay profitable, and ho
How ShipBob became an ecommerce giant with CMO Casey Armstrong
Casey Armstrong, CMO of ShipBob, shares marketing lessons from his 5 years growing ShipBob to a $1b valuation. Casey Armstrong knows his way around ecommerce marketing – he's led both B2B and B2C marketing teams during his career.On this week's episode, Alex and Casey go deep on ShipBob’s startup marketing strategy, including:Why they started with only a few channelsCasey's advice for par
From Founding AE to VP: Conor Dragomanovich's rise at Productboard
Open AI's Conor Dragomanovich shares his personal sales career growth story at Productboard, where he went from founding AE to VP of Commercial Sales in only 5 years.As a two-time founding AE, Conor Dragomanovich knows all about what it takes to start and build a successful sales team.On today's episode, Conor and Alex chat aboutProductboard's early product-led sales processWhat it was li
Out of Home Advertising: Chris Gadek on leading growth at AdQuick
Chris Gadek, CRO at AdQuick, shares the company's growth story and best practices for out-of-home advertising in B2B.Out-of-home advertising is one of the most underrated strategies for B2B startups.Billboards might feel like a tactic reserved for large corporations, but Chris Gadek from AdQuick actually recommends them for Series A startups.That's why he's joining us for a crash course o
Sales Enablement at Algolia & Sigma Computing with Lish Barber
Lish Barber, Senior Director of Enablement at Sigma Computing, shares stories and lessons from building early enablement programs at iHeartMedia, Algolia, and Sigma Computing.After starting her career in sales at iHeartMedia, Lish Barber accidentally fell into a sales operations role overnight. It was there that she started her long career in enablement — building programs for technical p
How Yelp Built a $750m Sales Engine with Pete Hancock
Pete Hancock, former VP of National Sales at Yelp and current SVP of Global Sales at Restream, shares stories from the early days of Yelp's go-to-market plan.During his 11 years at Yelp, Pete Hancock helped the then-startup grow from $1m in revenue to over $750m.He also built a rigorous sales program that trained thousands of AEs.In this episode, Alex and Pete discuss:What sales looked li
Leading Revenue at Shopify & Owner: Kyle Norton on selling to SMBs
Kyle Norton, CRO of Owner, shares learnings from launching Shopify's retail POS program and building Owner's sales team.Kyle Norton has led sales teams at two unicorn companies — League and Shopify.While leading sales at League, he grew revenue to $20 million and scaled their sales team to 40 reps.3 years later, he joined Shopify as Head of Revenue for their retail division to help roll o
Selling to Developers: Hector Hernandez on scaling LaunchDarkly & Teleport
Hector Hernandez, CRO at Teleport, shares sales lessons from taking two developer-focused platforms — LaunchDarkly and Teleport — upmarket.When Hector Hernandez joined LaunchDarkly in 2017, they already had $1 million in revenue. Instead of focusing just on scaling, they were looking for a sales team to help them evolve past their PLG motion.Since then, Hector has helped LaunchDarkly grow
Sprinklr's First AE: Jason Fishkind's 10-year sales journey at Sprinklr
Jason Fishkind recounts Sprinklr's sales journey from $5m to $500M in ARR.Sprinklr is one of the biggest names in social media management, but it didn't start out that way.As Sprinklr's first AE, Jason Fishkind helped the company 100x their growth from $5M to $500M ARR -- accelerating them through their IPO and earning a valuation of over $4 billion.On today's episode, Jason joins us to t
Zenefits' Aggressive Growth: Robby Allen on growing a 250-rep sales team
Robby Allen, CRO of AgentSync, shares sales leadership stories from his time as Director of Sales Development at Zenefits.Zenefits is one of the most infamous hypergrowth stories in SaaS history, growing to over $70 million ARR and a $4 billion valuation from 2013 to 2016.But their hypergrowth came at a cost. Insurance compliance issues resulted in millions of dollars of fines, a leadersh
How Chris Orlob grew Gong to $200M (after they crushed his startup)
Chris Orlob shares his unlikely origin story as Gong's first marketer, sales leadership advice, and what it was like to transition entrepreneurship at Pclub.In 2015, Chris faced tough competition when his newly founded company, Conversature, went up against Gong -- the eventual category winner.Although he was forced to close his doors just one year later, a new one opened at Gong.After jo
From AE to CEO: Todd Busler's sales journey from Heap to Champify
Todd Busler shares how his path from first go-to-market hire to VP of Sales at Heap led him to found his own tech company, Champify.Being an early sales hire is a great test run for being a founder.As the first sales hire at Heap, Todd helped the company grow from $300k to $40 million ARR and 10x their average contract value.Six years later, he co-founded Champify, helping GTM teams sell
Scaling Marketing: How Nico Dato grew Podium from $1m to $100m
Nico Dato, CMO of Entrata, shares lessons from growing Podium from a single-product review platform to a nine-figure, multi-product lead gen platform.When Nico Dato joined Podium in 2015, they were a single-product review tool for SMBs with under $1m in revenue.Over a 7-year period, Nico helped grow Podium to a multi-product lead conversion platform with over $100m in revenue. For those c
Self-Serve Growth: Marie Gassée on leading growth at Box & Confluent
Marie Gassée, Head of Go-to-market at Column, shares stories of growing self-serve at Box and Confluent.Marie Gassée has an impressive track record building growth programs.She led the launch of Box’s product-led motion and helped Confluent commercialize its open-source developer community.But none of that growth came easy.On today's episode, join Alex & Marie as they discuss:Building
Growing a CS Team: Joseph Schmitt on leading success at UpKeep
Joseph Schmitt, VP of Success at UpKeep, shares his learn-by-doing approach to growing Customer Success teams. Joseph Schmitt is exactly the type of growth story we like to tell—from a few perspectives.He’s had a surprisingly fast personal career arc from entry-level support to senior Customer Success leader and also helped grow two startup customer success teams from the ground up.On tod
Bootstrapping & Messaging: Peep Laja on growing CXL & Wynter
Peep Laja, co-founder of Wynter, CXL, and Speero, shares lessons from bootstrapping multi-million-dollar businesses from scratch. Plus, he shares messaging lessons from Wynter.Peep Laja is an expert at bootstrapping companies.He started by turning his in-house marketing experience into a consultancy…He took that consultancy and scaled it into an agency…He used the profits from his agency
Founding Sales: Peter Kazanjy on selling as Co-Founder at Atrium
Peter Kazanjy, author of Founding Sales and co-founder of Atrium, shares sales advice for startup founders and early sales hires.Pete Kazanjy literally wrote the book on founder sales.As a three-time startup founder, Pete knows the ins and outs of building an early-stage sales team.On today's episode, Alex and Pete discuss:Pivoting his first startup to TalentBinWriting Founding SalesEvolv
Community-Led Growth: Camille Ricketts on marketing at Notion
Camille Ricketts, former Head of Marketing at Notion, shares how Notion through community.You don’t go from unknown startup to household name without a great community strategy. That was definitely the driving factor behind Notion's growth.As the 11th hire and Head of Marketing at Notion, Camille Ricketts built the brand foundations that enabled Notion to take off like a rocket ship.On th
Customer Experience Teams: Gillian Heltai on building Lattice's CX program
Gillian Heltai, Chief Customer Officer at Lattice, shares her experience in building customer experience programs at Lattice, Talkdesk, and comScore.As Gillian puts it, she worked in customer success long before anyone called it customer success.Since then, she's helped build successful CX programs at comScore, Talkdesk, and now Lattice.On today's episode, Alex and Gillian discuss:Growing
Brand Campaigns: Maya Spivak's marketing campaigns at Wealthfront & Segment
Marketing leader Maya Spivak shares what went into launching successful brand campaigns at Wealthfront and Segment.What goes into creating a tech brand that not only stands out but deeply resonates with its audience?Maya Spivak, an experienced brand and marketing expert, joins us in this episode to share her experience building TV and billboard campaigns for Wealthfront and Segment.In tod
Selling to Engineers: Ben Solari on leading sales at DataRobot & Jellyfish
Ben Solari, VP of Sales at Jellyfish, shares sales advice for taking technical products to market.If you’re not super technical, sales is a great way to get your foot in the door in the startup world. That’s how Alex (our host) got started at Yelp before eventually founding Dock.But what happens when you have to sell a very technical product to a very technical audience?Ben Solari joins u
Turning Data into Product-Led Gold: Alexa Grabell's founder story at Pocus
Alexa Grabell, Founder of Pocus, shares the company's founding story, plus lots of product-led growth advice for go-to-market teams.Pocus has ridden the PLG wave, earning $23 million in funding and landing big-name SaaS customers like Webflow, Loom, and Miro only two years since its founding.In today’s episode, Alex and Alexa discuss:The backstory behind Pocus's foundingPocus's approach t
From First Hire to IPO: Bryan Rutcofsky on scaling sales to $100M at Yext
Bryan Rutcofsky, Co-Founder and CRO of Marqii, shares how he grew sales at Yext to over 140 team members and $100 million in revenue.Inflated job titles are a bit of a cliche at startups. You see a lot of C-suite and VP-level roles that probably shouldn’t have been handed out.But when Bryan Rutcofsky grew sales at Yext to 140 team members and over $100 million in revenue, he certainly ear
Outcome-Based Selling: How Rich Liu scaled sales at Facebook, Mulesoft, and TripActions
Rich Liu, CRO of Everlaw, recounts stories from his time leading early sales at Facebook in 2010, taking the plunge into B2B SaaS at MuleSoft, and selling a corporate travel platform during the pandemic.Rich Liu’s philosophy to scaling sales at 5 unicorn companies has been surprisingly simple: build the sales process to help the customer achieve their business outcomes.In this episode, Al
Talkin' Sales in a Pickup Truck: How Ben Braverman grew Flexport to a $2B run rate
Ben Braverman, Chief Business Officer of Hadrian and former CRO of Flexport, shares how he grew Flexport to an $8 billion valuation.Flexport is a freight forwarder. They help book, track, and deliver freight shipments. So not only did Flexport’s sales team have to cope with the usual challenges of growing a SaaS company, they also had to handle the real-world logistical challenges that co
Tales from a first GTM hire: Tushar Makhija's journey at Helpshift, Airbase, and TeamOhana
Tushar Makhija, Founder and CEO of TeamOhana, chats with Alex about how he went from zero sales experience to VP of revenue at HelpShift in only a few years, what it means to be a sales leader, and why Indian immigrants are so successful in tech leadership positions.Some revenue leaders thrive in the chaos of early startup life. They love getting their hands dirty, leading early sales dea
Building Success Programs: How Brittany Soinski overhauled onboarding at Loom
Brittany Soinski, Manager of Customer Success Programs at Loom, shares success enablement and onboarding best practices from her time at Wrike, Mural, and Loom.Alex met Brittany while building Dock and was super impressed with her knowledge of building customer success and onboarding programs.In her first year-plus at Loom, she has helped revamp their customer onboarding program, technica
Product-Led Hypergrowth: Pete Prowitt’s sales journey at Intercom and Loom
Pete Prowitt, Head of Revenue at Stytch, shares what it was like to lead sales at Intercom and Loom during hypergrowth, and how he shifted from successful sales rep to revenue leader. The lines between sales-led and product-led growth are blurring. What used to be two distinct sales motions are now complementary to each other.In this episode we talk to Pete Prowitt—who’s worked for some o
Customer-Centric Marketing: François Dufour's path to $1B at LinkedIn
François Dufour, CMO in Residence and Marketing Partner at Decibel, shares marketing growth stories from his time at LinkedIn, Twilio, and more.François Dufour was Alex's coach back when Alex ran marketing at Lattice. François really helped Alex transition from being an individual contributor to a true marketing executive at a fast-growing SaaS company. In this episode, François and Alex
Crawling Upmarket: How Dini Mehta grew sales to $100M at Lattice
Dini Mehta was incredibly successful as the CRO of Lattice. She took the company from $3M to over $100M in ARR when she left. Dini and Alex also happen to go way back. They worked together for 3 years at Lattice, where Dini ran sales and Alex ran marketing. So we thought she’d be the perfect guest for our new show.In this episode, Alex and Dini about the early days at Lattice—including th
Grow & Tell Podcast Trailer
Introducing the Grow and Tell Podcast: Behind every successful company is a revenue leader with a story to tell!Nobody’s prepared to grow a billion-dollar business from square one. So, we're learning from revenue leaders who have already done it. Join host Alex Kracov, former VP of Marketing at Lattice and now Founder and CEO of Dock, as he has candid conversations with successful revenue
