Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-hugo-m-d

Episode Summary:

In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Hugo Millington Drake, Founder of Trigify, to unpack the real journey of building a SaaS company in today’s crowded GTM landscape. Hugo shares how Trigify evolved from an accidental automation agency into a social intent platform, why interest-based signals outperform traditional triggers, and the hidden challenges of selling software to cost-sensitive agencies. The conversation dives deep into PLG vs. sales-led growth, churn, pricing pressure, LinkedIn outbound, the rise of GTM engineers, and why most founders underestimate how hard software really is.

What you’ll learn:

• How Trigify pivoted from an agency into a SaaS product
• Why social engagement data beats traditional trigger-based signals
• The real differences between selling services vs. selling software
• Why PLG is harder than it looks in complex GTM tools
• The challenges of churn when selling to agencies
• LinkedIn outbound vs. cold email at scale
• Influencers, micro-creators, and early SaaS distribution strategies
• The truth about “GTM engineers” and no-code/AI hype
• Why founder stress is often self-inflicted and how to manage it

Episode Highlights:

[00:00:48] What Trigify does and how it evolved

[00:04:43] Interest-based targeting vs. traditional triggers

[00:07:27] From automation agency to SaaS, selling $149 software vs. $3k retainers

[00:18:41] Churn, pricing pressure, and agency customers

[00:27:17] PLG, onboarding, and customer confusion

[00:40:00] GTM engineers, Clay, and AI tool hype

[00:54:13] LinkedIn outbound, fake accounts, and scale limits

[01:11:10] Founder stress, perspective, and long-term thinking

Featured Guest:

Hugo Millington Drake – Founder, Trigify

Host:

Ben Reed, Host of the Next Gen Sales Leaders Podcast

Connect with Hugo:

Website: https://www.trigify.io/

LinkedIn: https://www.linkedin.com/in/hugomdrake/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, GTM strategy, RevOps, and SaaS leadership. If you found value in today’s conversation, please leave us a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-hugo-m-d

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-thibault-garcia

Episode Summary:

In this episode of the Next Gen Sales Leaders Podcast, Ben Reed sits down with Thibault Garcia, founder of Reachly, to explore what it really takes to build a successful lead generation agency without chasing trends or hype. Thibault shares his journey from growing up in France to building a global agency from Thailand, starting on Fiverr while working a full-time corporate job, and eventually scaling, acquiring another agency, and serving clients across APAC, the UK, and the US. The conversation dives into consistency vs. trend hopping, the reality behind overnight success, agency fulfillment challenges, and why long-term thinking always wins.

What you’ll learn:

• Why trend hopping into AI and automation often leads to failure
• How Thibault validated his agency idea on Fiverr before quitting his job
• The difference between selling leads and actually delivering results
• Why most agencies struggle after 5–8 clients and how to avoid the yo-yo effect
• Horizontal vs. vertical agency models and when each makes sense
• How podcasts and long-form content build trust before the sales call
• Why patience, repetition, and discipline matter more than speed

Featured Guest:

Thibault Garcia, Founder, Reachly

Host:

Ben Reed, host of the Next Gen Sales Leaders Podcast

Episode Highlights:

[00:05:00] Building a business outside the US

[00:08:50] Starting a side business on Fiverr while working full-time

[00:12:00] Why trend hopping is a trap

[00:14:04] Knowing when to persist vs. when to pivot

[00:24:35] Acquiring another lead gen agency

[00:30:00] Scaling agencies and the fulfillment bottleneck

[00:43:12] Horizontal vs. vertical agency strategies

[00:56:26] Clay, GTM engineers, and the future of AI in outbound

[01:10:44] The long-term mindset every founder needs

Connect with Thibault:

Website: https://www.reachly.co/

LinkedIn: https://www.linkedin.com/in/thibault-garcia/

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Love this episode? Subscribe to the Next Gen Sales Leaders Podcast for expert insights on B2B sales, RevOps, and leadership. If you found value in today’s conversation, please leave us a review.

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-thibault-garcia

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-ramsey-alramahi

Episode Summary:

In this episode of the Next Gen Sales Leader Podcast, Ben Reed talks with Ramsey Al Ramahi, Founder of Rev Reply, about the real, unglamorous truth of building a SaaS company in today’s GTM world. They explore why lead gen agencies make demanding but powerful early customers, how post-response management and speed-to-lead drive revenue, and why founders must learn to filter feedback without losing focus. The conversation covers product management, founder-led sales, values-driven hiring, and why a little “craziness” is often a competitive advantage for modern builders.

Featured Guest: Ramsey Al Ramahi, Founder of RevReply

Host: Ben Reed, host of the Next Gen Sales Leaders Podcast

What You’ll Learn:

• Why post-response workflow is the new outbound edge.
• How lead gen agencies sharpen early SaaS products.
• Filtering feature requests without derailing your roadmap.
• Founder-led sales principles that actually scale.
• Using “taste” and judgment in product decisions.
• How core values quietly shape every GTM move.
• Why a little strategic craziness becomes an advantage.

Connect with Ramsey:

LinkedIn: https://www.linkedin.com/in/ramseyaalramahi/

Website: https://www.revreply.com

Follow Ben on Social:

LinkedIn: https://www.linkedin.com/in/benjamin-aaron-reed/

Join our B2B GTM & RevOps Entrepreneur Community: https://www.skool.com/outbound-b2b-sales/about?ref=07a56393b2d2435d9366f2e6151e2600

Sponsored By RevyOps (The #1 GTM Data Management Platform): https://tinyurl.com/revyops-ramsey-alramahi