<p>In this episode, I sit down with Guy Rubin, Founder &amp; CEO of Ebsta — the global leader in Revenue Intelligence, recently acquired by Fullcast.Guy shares unfiltered insights from a decade of building, scaling, and exiting a SaaS company that transformed how revenue teams operate.We cover:🚀 Raising Venture Capital vs Bootstrapping — the good, the bad, and the ugly💰 Exits — why selling to the highest bidder isn’t always the best outcome📉 GTM SaaS Consolidation — who’s winning, who’s losing, and why🤖 AI in Sales — how top Go-To-Market teams are using AI to pull ahead🎯 Elite AEs — what separates the best from the rest, and why the gap is wideningWhether you’re a founder, sales leader, Account Executive or SaaS operator, this episode is packed with hard-won lessons from someone who’s lived it all — from bootstrapping to acquisition.👇 Timestamps &amp; Resources below 👇<a href="https://www.youtube.com/watch?v=O31eHcZgCvs">00:00</a> Episode Highlights &amp; Intro<a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=2s">00:02</a> Why &quot;build it and they will come&quot; never works and why founders should focus on solving &quot;11/10 problems&quot; (not 7/10)<a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=6s">00:06</a> Founder Archetypes <a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=8s">00:08</a> Why Timing Beats Execution: Ebsta&#39;s Inception Story<a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=11s">00:11</a> Doing Product Led Growth before Product Led Growth was a thing<a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=13s">00:13</a> Why Guy chose NOT to raise VC and instead bootstrap the business <a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=17s">00:17</a> Going head to head with companies that have raised BILLIONs<a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=22s">00:22</a> Delivering value to the C-suite: Pictures Work Better Than Words<a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=25s">00:25</a> VC or Bootstrap: What&#39;s Right For You<a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=28s">00:28</a> The great SaaS Consolidation: who’s winning, who’s losing, and why<a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=38s">00:38</a> Advice to founders looking to sell their business <a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=40s">00:40</a> Why US SaaS companies continue to beat European ones<a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=45s">00:45</a> The Rise Of The 10x Sales Professional <a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=52s">00:52</a> Why the best path to revenue growth is focusing on Existing Business <a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=56s">00:56</a> Why are we seeing a return to Full-Cycle Sales <a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=62s">01:02</a> Leveraging AI to Increase Sales Efficiency <a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=70s">01:10</a> All Eyes On Ideal Customer Persona (ICP)...and Finance<a href="https://www.youtube.com/watch?v=O31eHcZgCvs&t=76s">01:16</a> The future of GTM: Will AI Agents Kill CRM 🔔 Don’t forget to subscribe for more unfiltered conversations on technology, business, and defying the status quo.Follow Guy:🔗 LinkedIn: <a href="https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa1ZXRGlLZ1J0TW5pV3hjNVk0MVpTa1VXZ1FRQXxBQ3Jtc0trdXV6Si1zSXlQQnpXNkw3RmdUbWJabTM5RmFsVG5sX1B0NVFFUk44UWNyZ1o5YzhwOGVteDlNZzhoUmxSNjV2blFuY2E3MkpwTXlEY3VZdVE3ZjRBWWFDYnpaR2ZIS08yUjFiM1dJaXZpQ0VfdjBIaw&q=https%3A%2F%2Fwww.linkedin.com%2Fin%2Frubinguy%2F&v=O31eHcZgCvs" target="_blank" rel="nofollow">  / rubinguy  </a> 🤖💰 Ebsta – Revenue Inteligence: <a href="https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbDNtajluQXZYNXFwSVBBTXZYNmNoeFQ0Z1F2UXxBQ3Jtc0ttVGVDR1o3TjR5MTVsbF94VkRDdm1aX3M1SHI2OVdfcEJDWldJOGxxYk5OYXJuelo3WkpUckZtQWxSWTQwbVFWRng4VEpZYzhZZDdqSmRpVTVsalhSYkI0UDB2MmRlc3dtM3NLTEFzX3YyOEZpQzRocw&q=https%3A%2F%2Fwww.ebsta.com%2F&v=O31eHcZgCvs" target="_blank" rel="nofollow">https://www.ebsta.com/</a>📊 2025 GTM Sales Benchmarks – <a href="https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa0t3ZTJkZkdsRTZ3elZPbU45WjdDYy1Uclk2QXxBQ3Jtc0tsUTlRY1g5aGN0REtEbndIcHd2bjhDTFZxOXJNVHNoNEVVTndwbFdEQTJrYzJ5akd3ZjUyQWk2NXdvLTF3bHZVNHBubHhzZDFCeXczYm9zOUc5LUt2eERTSVc4WjVMY1VRVmtxZC1ja3JyRmdYX0tsUQ&q=https%3A%2F%2Fbenchmarks.ebsta.com%2F2025-gtm-benchmarks&v=O31eHcZgCvs" target="_blank" rel="nofollow">https://benchmarks.ebsta.com/2025-gtm...</a> 🎙 The Heresy Podcast – conversations with builders, thinkers &amp; rebels 🔔 Subscribe: / @heresypodcast 🔗 Follow Dimitar: <a href="https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbWZjbk1ZOXVyLUVSS1BlRzFDYnJMRUpTazhiZ3xBQ3Jtc0trd1RRc0haU3RrbmFxRGlIS2hkWm1xQXpEVm10azZVNUE1U0FyTzhsRFpkNmFlZDMzVlZ0LXVvaVBlX3NCMGpxcUV4Y3RmMzdBYlhNY3NmdlpyQlpiSW44UjhaUzNHeHZCNHBGbW9IVTVoNnYyOFZiQQ&q=https%3A%2F%2Fwww.linkedin.com%2Fin%2Fstanimiroff%2F&v=O31eHcZgCvs" target="_blank" rel="nofollow">  / stanimiroff  </a></p>