MarTalks- The #1 Ecommerce and MarTech application podcast

The Martalks Podcast is the leading source of the information and news from the Composable Commerce, MarTech and supply chain applications industries. Hosted by Darrell Rosenstein, the founder and managing partner of The Rosenstein Group. www.rosensteingroup.com https://www.linkedin.com/company/the-rosenstein-group

MarTalks- The #1 Ecommerce and MarTech application podcast is a business podcast hosted by Darrell Rosenstein, with 47 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Darrell Rosenstein hosts MarTalks- The #1 Ecommerce and MarTech application podcast, a business show with 47 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

• 

  MarTalks- The #1 Ecommerce and MarTech application podcast

  Justin Michael on Why the Series A "Go Enterprise" Decision Blows Up 18 Months Later

  Aug 10, 202647 min

  The board wants enterprise logos. Eighteen months and five expensive hires later, the pipeline is full and nothing has closed. Justin Michael has watched this movie enough times to tell you exactly where it goes wrong — and what the board should have been looking at instead of the pipeline number. Justin Michael is the author of 12 books on enterprise software sales, including Tech-Powered Sales and Combo Prospecting, and spent 13 years selling in ad tech, MarTech, and mobile before moving into executive coaching. He has trained over 1,000 enterprise sellers across 200+ teams at companies including Salesforce, HubSpot, Matterport, and Proofpoint, working markets from DACH to Australia to Singapore. WHAT YOU WILL LEARN Why the mid-market to enterprise jump fails, and what to keep running while you make it How to spot the "Rolodex myth" before you sign a $600K VP of Sales package When to hire a VP of Sales instead of a CRO, and how much equity the role actually needs Why AI has not yet reduced enterprise headcount, and what that means for a Series A model How to tell when your team's AI-generated outbound is quietly killing your C-level access Which two signals actually predict a private company is ready to buy KEY TOPICS 06:06 The board says "go enterprise" and why it blows up 07:58 What the board sees in pipeline vs. what is actually there 11:19 The three biggest GTM hiring mistakes at Series A and B 17:20 The founder as bottleneck: VP of Sales vs. CRO 20:14 Pilots, tranches, and the dying art of the seven-figure deal 26:01 How to evaluate a go-to-market team in 30 minutes 27:15 The silent sales floor 28:32 Where AI budget actually pays off 31:59 Headcount as the real buying signal 34:07 Does AI mean you hire fewer reps? 35:59 The slop failure mode founders do not catch 46:36 Two tools and two changes to deploy Monday morning GUEST LINKS Justin Michael on LinkedIn: https://www.linkedin.com/in/michaeljustin/ Books and coaching: https://www.amazon.com/gp/product/B0DRPP4Q1T LISTEN AND FOLLOW MARTALKS Apple Podcasts: https://apple.co/4wNap4X Spotify: https://bit.ly/4fF2ukm Darrell Rosenstein on LinkedIn: https://www.linkedin.com/in/darrellrosenstein/ The Rosenstein Group: https://rosensteingroup.com/ Keywords: enterprise sales hiring, Series A go-to-market, VP of Sales vs CRO, AI SDR, outbound prospecting strategy, MarTech sales leadership, sales pipeline qualification Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

  ListenShow Notes
• 

  MarTalks- The #1 Ecommerce and MarTech application podcast

  Digitize Before You Automate: Yoav Kutner, Founder & CEO of OroCommerce, on the B2B Commerce Gap (Recorded at the B2B eCommerce Association)

  Jul 29, 202612 min

  Everyone in B2B commerce wants to talk about AI. The buyers actually writing the checks are still trying to get off the fax machine. Recorded on the floor of the B2B eCommerce Association's inaugural event, this conversation is about the gap between where B2B technology thinks the market is and where the market actually is — and why the companies that skip the boring digitization step are the ones whose AI projects fail.Yoav Kutner is the Founder and CEO of OroCommerce, the B2B-first digital commerce platform, and a co-founder of Magento. He has spent close to two decades building commerce infrastructure for manufacturers, distributors, and wholesalers — the least glamorous and most operationally complex corner of ecommerce. His customers run multi-ERP, multi-warehouse businesses where the commerce layer, not the ERP, has become the system of record for how orders actually move. WHAT LISTENERS WILL LEARN Diagnose whether your AI initiative is actually blocked by an undigitized business process Reframe the commerce platform as the flexible layer above the ERP, not another silo beside it Answer the sales-team objection to self-service B2B ordering without promising fewer reps Unlock siloed data trapped in AS/400s and other legacy systems without touching the ERP Ship in two-week release cycles when your ERP roadmap moves in years Evaluate order orchestration across multiple ERPs and warehouses after acquisitions KEY TOPICS [00:00] Recorded live at the B2B eCommerce Association [TC] Why B2B commerce runs five to ten years behind the technology narrative [TC] "All B2B commerce happens inside the platform" — and why that is wrong [TC] The commerce layer above the ERP: exposing data to customers, sales, and marketing [TC] Sales-rep resistance to digital B2B, and the user-experience answer [TC] The self-service checklist buyers actually want: order status, reorder, inventory, project pricing [TC] Breaking data silos in AS/400-era systems, and feeding new data back to the ERP [TC] Board pressure for AI before the commerce stack is modern [TC] Test in weeks, not years: two-week release cadence and targeted customer feedback [TC] Digitize the process first, then let the AI agents replace it [TC] Six-plus ERPs, roughly forty warehouses, one order management layer [TC] The closing read on where B2B digital transformation goes next LINKS Yoav Kutner on LinkedIn: https://www.linkedin.com/in/yoavkutner/ OroCommerce: https://oroinc.com MarTalks, hosted by Darrell Rosenstein Apple Podcasts: https://apple.co/4wNap4X Spotify: https://bit.ly/4fF2ukm LinkedIn: https://www.linkedin.com/in/darrellrosenstein/ The Rosenstein Group: https://rosensteingroup.com/ Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

  ListenShow Notes
• 

  MarTalks- The #1 Ecommerce and MarTech application podcast

  Kelly Goetsch: The Standard That Changes Commerce Forever (And Why 62 Vendors Just Agreed to It)

  Jul 17, 202630 min

  The biggest integration problem in commerce — getting a selling channel to talk to a fulfillment system — just got a solution. Kelly Goetsch rallied 62 vendors, including every OMS in the Gartner Magic Quadrant, behind a single open standard. If you've ever paid for a custom integration, this episode is for you. Guest Bio: Kelly Goetsch founded the MACH Alliance and serves as President of Pipe17. He began his career on FootLocker's first ecommerce site and has spent 20 years building at the infrastructure layer of the commerce industry. He's the most connected person in the composable commerce ecosystem and one of the few people willing to call the AI bubble by its name. What Listeners Will Learn: Why composability is a prerequisite to AI — and what the risks are for companies that skip it What the Order Network Exchange is and how it could remove $500K–$1M from a commerce replatform The "Clippy problem": why most enterprise AI is still stuck inside a single application and how MCP changes that Kelly's honest take on the AI valuation bubble and what the Gartner Hype Cycle tells us about what happens next Why the churn question is the one hidden inside every consumer AI valuation How to start a composable journey without a two-year project and a giant SI Key Topics with Timestamps: 01:58 — How to start composable without a massive SI project 05:19 — Composability as a prerequisite to AI 07:07 — The Clippy problem and Model Context Protocol explained 10:12 — Which SaaS companies actually deserve the funding slowdown 12:38 — The churn question inside AI valuations 16:07 — The AI bubble — called directly 18:27 — The Order Network Exchange announcement: 62 vendors, one standard 23:00 — MCP vs. traditional APIs: why it changes everything 30:54 — "Demand the standard" Links: Kelly Goetsch on LinkedIn: https://www.linkedin.com/in/kellygoetsch/ Commerce Ops Foundation: commerceopsfoundation.org Full episode on Spotify: https://bit.ly/3PGs0es MarTalks on Apple: https://apple.co/4wNap4X Keywords: composable commerce, OMS, order management, MCP, model context protocol, MACH Alliance, B2B ecommerce, AI infrastructure, SaaS bubble, retail technology Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

  ListenShow Notes
• 

  MarTalks- The #1 Ecommerce and MarTech application podcast

  Commerce for Weirdos: ElasticPath CEO Bryan House on B2B, AI-Driven Implementation, and Why Shopify Is a Fintech Company

  Jul 17, 202645 min

  Most B2B manufacturers are still running digital commerce on platforms someone built in-house a decade ago — and the cost to replace them has kept everyone frozen. ElasticPath CEO Bryan House is changing that math, and this conversation is the clearest explanation of why the B2B commerce market is the most underserved greenfield in enterprise software. Bryan House is the CEO of ElasticPath, the composable commerce platform built for complex B2B use cases in the $50M–$500M GMV range. He scaled professional services through Acquia's IPO, served as Chief of Staff at Acquia, and invested in Molten — the composable commerce startup ElasticPath later acquired — before taking the helm as CEO. What You'll Learn: Why Shopify is fundamentally a fintech company — and why that model collapses in the enterprise How ElasticPath handles 10,000 product variations and 1,500-product configurations that break every standard platform Bryan's "six weeks, $100K" goal for implementation — and how AI is making it achievable Why B2B companies with complex catalogs are the biggest untapped opportunity in digital commerce The hustle mindset framework Bryan uses to hire people who thrive in a dynamic, startup environment Why bringing a proven playbook from your last company is one of the most expensive hiring mistakes in the market Key Topics with Timestamps: 02:23 — Commerce for weirdos: who ElasticPath is built for 04:14 — Shopify as a fintech company, not a commerce platform 07:18 — AI-powered integration with Composer 11:41 — The six weeks, $100K implementation goal 19:33 — Why B2B commerce is the undiscovered country 21:22 — Complex catalogs, contract pricing, and dynamic bundles 37:23 — What thrives in a startup: hustle over pedigree 41:47 — The playbook trap: why senior hires fail 45:19 — The closing question every B2B brand should ask their platform Links: Bryan House on LinkedIn: https://www.linkedin.com/in/bhouse/ ElasticPath: https://www.elasticpath.com ️ MarTalks on Apple Podcasts: https://apple.co/4wNap4X ️ MarTalks on Spotify: https://bit.ly/3PGs0es Keywords: B2B commerce, composable commerce, ElasticPath, MACH architecture, enterprise SaaS, AI implementation, digital transformation, headless commerce, startup hiring, MarTech Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

  ListenShow Notes
• 

  Episode #1

  How to scale a martech sales function w/ Tod Klubnik

  Jun 25, 202630 min

  We speak to Tod Klubnik, about how martech and ecommerce businesses can scale their sales teams at pace. Some of the key questions covered, included: What are the mistakes to avoid when hiring a large number of sales professionals early in your business’s journey? (2:00) Who should own go to market - sales or marketing? (6:00) And how do martech providers progress from serving SMBs to the enterprise market? (15:00) About our guest Tod Klubnik has 25 years of software and SaaS sales & marketing experience, and has led the sales team in businesses such as BigCommerce and MessageOne. He now provides board, advisory and part-time consulting services to early and mid-stage companies. About The Martalks Podcast The Martalks Podcast features insight and comment from thought leaders in Martech and ecommerce sales. It is hosted by Darrell Rosenstein, the founder and managing partner of The Rosenstein Group. About The Rosenstein Group The Rosenstein Group is your recruiting agency and executive search firm for matching critical revenue talent with innovative technology vendors in the e-commerce, martech and supply chain space. www.rosensteingroup.com https://www.linkedin.com/company/the-rosenstein-group Rosenstein Group: martech & ecommerce executive search Rosenstein Group is the only martech-specialist exectutive search firm. For over 20 years, we've been matching leadership talent in sales, marketing and customer success to pioneering startups in ecommerce, supply chain and sales enablement, and for digital agencies. Our experience with recruiting e-commerce technology leaders for companies like SAP Hybris and Demandware has established us as an authoritative and trusted liaison for startups seeking their first sales leader, and scale-ups on their way to IPO. Visit RosensteinGroup.com to find out more.

  ListenShow Notes

Recent guests on MarTalks- The #1 Ecommerce and MarTech application podcast. Study who booked and why before you pitch.

Based on semantic analysis of episode topics and host coverage, this show is a strong guest fit for executives in:

Industry fit is computed by PitchCentric using vector embeddings of the show's episode catalog.