Author name: The Agile Operator

At The Agile Operator, we provide actionable insights and curated expertise to empower SaaS operators in dynamic markets. Our focus is on maximizing value creation and fostering growth for Private Equity and Venture portfolio companies. Join our community of executives to share playbook improvements and best practices. Explore our resources to stay ahead in the competitive landscape of SaaS operations.

Mike O'Malley
Podcast

Building Categories, Brands, and Credibility in Cybersecurity with Mike O’Malley

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In this episode of Margins and Mandates, Jeff sits down with Mike O’Malley, CMO of cybersecurity provider Oligo Security, to talk about what it really takes to transform and scale SaaS companies in hyper-competitive markets. Mike shares lessons from leading CyberArk’s rapid pivot from perpetual licenses to SaaS in just six quarters, blitz-scaling API security […]

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Podcast

AI, HR, and the Future of Work: Marketing Insights from Pam Boiros

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In this episode of Margins and Mandates, Jeff sits down with ⁠Pam Boiros⁠, fractional CMO, marketing strategist, and co-founder of ⁠Women Applying AI⁠. Pam shares her journey from leading marketing at major HR tech companies to building her consulting practice, ⁠Bridge Marketing Advisors⁠, where she helps B2B tech companies harness AI for growth. Pam’s mission

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Steve Martin
Podcast

From Legacy to Lift-Off: Go-to-Market Lessons from SaaS CMO Steve Martin

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In this episode, Jeff sits down with Steve Martin, a seasoned Go-to-Market CMO who’s been in the trenches of SaaS, CRM, and PE-backed growth stories for the past two decades. From his early days at Lotus post-IBM acquisition to his recent role leading marketing at Act!, Steve opens up about the evolving challenges of scaling

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War room
CEO, All

Margins. Mandates. Mayhem: Why Operators Need Agility—Not Just Answers

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The first time I truly understood what it meant to be an operator under pressure, I was sitting in a boardroom staring at two numbers: rising input costs and an immovable growth target. We had just been told to cut 20% of our spend—while growing revenue 30% in the same quarter. The oxygen left the

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Podcast

Trust, Teams, and Tough Markets: How Nate Burke Builds a Marketing Engine

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In this episode of Margins and Mandates, Jeff sits down with Nate Burke, CMO at 7 AI, to unpack what it really takes to build and run a marketing organization inside an emerging AI cybersecurity company. Nate shares how he approaches hiring, shaping the narrative, and building trust in a market that’s skeptical of AI

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Podcast, All

Human, Data, AI: Johan Abadie’s Blueprint for Modern Demand Generation

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In this episode of Margins and Mandates, Jeff reconnects with Johan Abadie, VP of Demand Generation and Revenue Strategy at SalesIntel, for a candid conversation about building pipeline in an era of AI hype, cheap data traps, and shifting buyer expectations. Johan unpacks why “cheap data is expensive,” how human-in-the-loop makes SalesIntel stand apart, and

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Podcast, All

From Breach to Brand Trust: Jeff Nulsen on Rebuilding and Scaling with AI

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In this episode of Margins and Mandates, Jeff sits down with Jeff Nulsen, a seasoned marketing executive, to unpack how he helped transform a brand overshadowed by security crises into a thriving, trusted growth engine while serving as CMO at N-Able. Jeff shares how the spin-off from SolarWinds meant rebuilding trust from scratch, why in-person

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Podcast, All

Everyone Owns Pipeline: Inside Nasuni’s Co-Sell Culture

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In this episode of Margins and Mandates, Jeff sits down with Ryan de la Parra, Head of Global Partner Marketing at Nasuni, to unpack what it takes to scale a channel-only go-to-market model in a hypergrowth environment. Ryan shares how Nasuni evolved from partner fulfillment to true co-selling, why “everyone owns pipeline” isn’t just a

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Podcast, All

Selling Data to Doubters: Michelle Katz on Marketing to the Legal World

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In this episode of Margins and Mandates, host Jeff Lortz sits down with Michelle Katz, founder of From Prospects — a data-driven intelligence platform shaking up the traditional world of legal recruiting and firm research. Michelle shares how her team is arming law firms and search partners with deeper insights, sharper profiles, and better data

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CMO, Demand Generation, Market Leadership, Market Strategy, Marketing

Demand Generation in the Age of Zero-Click Searches

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Conversational AI is E-A-Ting SEO creating a major disruption in traditional demand generation. Adopt Generative Engine Optimization (GEO) and other strategies to stay ahead. I’m a little ashamed to admit it, but I had a full-blown conversation with my AI chatbot about a research project I’m working on while sitting in traffic on the way

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