In this special 100th episode, host Björn sits on the other side of the microphone as guest Rico Wyder interviews him about his journey as a podcaster, author, and entrepreneur.

What to expect:

• The story behind how Björn started the podcast two years ago and his reflections on reaching 100 episodes
• A deep dive into Björn's personality through his self-described three key traits: playful spirit, structured approach, and sporting passion
• His unexpected path into sales, from selling ads for a school magazine to working at a mobile phone store without owning a mobile phone
• Candid insights about his experience writing his book "Funky Flywheels" and why he wanted to create a resource he wished he'd had when starting his companies
• How Björn manages his work-life balance and the importance of intentional breaks from social media and business

Highlights:

• Björn's unique colour-coded wardrobe system that reflects his structured yet playful personality
• His practical approach to finding the right amount of structure when working with early-stage startups
• The story of how he narrowly avoided burnout in December despite having his most successful year professionally
• How trail running has become his secret weapon for mental recovery and relaxation

About the guest/host:

Björn is a go-to-market specialist, author of "Funky Flywheels," and the regular host of this podcast. With a background in founding three companies and supporting over 150 startups, he specialises in helping early-stage companies (€1-10M ARR) establish effective sales processes and structures. Turning 45 this year, he balances his professional pursuits with family life, regular trail running, and his weekly challenge of climbing Uetliberg, Zurich's local mountain, at least once a week.

Who should listen to this episode:

• Regular listeners curious to learn more about the voice behind the microphone
• Founders interested in Björn's personal journey and the philosophy behind his structured approach
• Anyone struggling with work-life balance and looking for practical insights on recharging
• Go-to-market professionals who want to understand the person behind the frameworks

The success formula?

Find the balance between playfulness and structure, establish consistent routines while remaining flexible, prioritise physical and mental health, and always stay curious about new challenges, like Björn's upcoming exploration of Gen AI applications in Q2.

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Björn's Linkedin Profile: www.linkedin.com/in/bjoernwschaefer
Order Now: My GTM Book Funky Flywheels 🕺💃

1. GER: https://amzn.to/3Sgi8qk
2. ENG: https://amzn.to/4g2Ly49

My Homepage: www.rowing8.com

What to expect:

• Why investors no longer fund multiple attempts at finding product-market fit and what this means for founders
• Dave's counterintuitive approach to measuring product-market fit: "If 70% of new users hit first impact before running out of attention span, you can start scaling"
• The danger of hiring experienced revenue leaders too early and why curious problem-solvers outperform decorated executives at this stage
• How to build a revenue architecture with proper instrumentation before attempting to scale
• Take an inside look at how HubSpot, MongoDB and Unity successfully launched new growth initiatives by creating dedicated "pods" outside their core structure

My highlights:

• Dave's brilliant framework: "You need three things - mindset, talent, and time. It will take 18 months to iterate into a new business that works"
• His candid perspective on why founders struggle to know when to pivot: "You're simultaneously convincing investors, employees and yourself that you're onto something"
• The tactical blueprint for building your first commercial team: Hire director-level sales leaders and heads of demand generation, not CMOs
• Why a CEO should insist that all go-to-market leaders get certified in revenue architecture: "I don't want to waste time translating between silos"

About the guest:

Dave Boyce brings a wealth of experience from both enterprise (Oracle) and high-growth SaaS environments. As Chief Strategy Officer at Winning by Design, he's helped countless companies build scalable revenue architectures. His upcoming book, "Freemium" (August 2025) explores how companies can successfully implement product-led growth strategies. Dave's unique perspective bridges traditional enterprise sales and modern PLG approaches, making him the perfect guide for founders navigating the growth journey.

Who should listen to this episode:

• Founders who've achieved initial traction but are unsure if they genuinely have product-market fit
• CEOs building their first commercial team beyond founder-led sales
• Established companies ($10M-100M ARR) looking to rediscover growth through new verticals or products
• Anyone responsible for aligning product, marketing, sales and customer success

The success formula?

Don't scale until you've confirmed product-market fit through usage data, build a unified commercial language with proper instrumentation, hire curious problem-solvers at the director level, and give them time to iterate toward success.


P.S. Highly recommend. Pre-order Dave's book, "Freemium" (gets published in August 2025)

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Björn's Linkedin Profile: www.linkedin.com/in/bjoernwschaefer
Order Now: My GTM Book Funky Flywheels 🕺💃

1. GER: https://amzn.to/3Sgi8qk
2. ENG: https://amzn.to/4g2Ly49

My Homepage: www.rowing8.com

Gordana McNamara embodies the ideal Funky Flywheels ambassador. After 14 years of running her own marketing agency and 7 years of optimising B2B tech startups, she now builds scalable sales engines. As a self-described "HubSpot nerd," she bridges system implementation with strategic frameworks, making Funky Flywheels operational in real business environments.

This episode is ideal for all the Funky Flywheels readers eager to discover practical ways to implement the strategies from the book!

What to expect:

• Gordana's "aha moment" with Funky Flywheels and why she now uses it as her daily reference guide
• Exclusive screen-sharing of her meticulously crafted Miro boards that translate abstract concepts into actionable sales blueprints
• Her step-by-step method for selecting and implementing the perfect sales strategy based on specific ACV ranges
• The practical integration of HubSpot lifecycle stages with Funky Flywheels methodology for seamless execution
• How she strategically combines sales frameworks like MEDDIC and SPICED to create customised approaches for different client scenarios

My highlights:

• Witnessing how the Funky Flywheels framework transforms from theory into living, breathing strategy documents
• Gordana's methodical verification of every KPI formula in the book and how she applies them to measure real-world sales performance
• Her disciplined approach to staying strategically focused while avoiding the common trap of getting "lost in the details"

About the guest: Gordana McNamara exemplifies the ideal Funky Flywheels practitioner. After 14 years of managing her own marketing agency and 7 years of optimising B2B tech startups, she now applies the framework's principles to build scalable sales engines for companies like Norea Intelligence. As a self-proclaimed "HubSpot nerd," she effectively combines system implementation with strategic frameworks, making Funky Flywheels operational in real business environments.

Who should listen to this episode:

• Funky Flywheels readers seeking concrete examples of how to implement the book's strategies
• Sales and marketing leaders who need a systematic approach to building effective go-to-market motions
• Operations professionals looking to translate sales theory into documented, repeatable processes
• Go-to-market teams struggling to align sales methodologies with their customer acquisition funnel

The success formula?

Transform theoretical concepts into daily sales actions by creating visual strategy maps, aligning them with your CRM system, selecting appropriate frameworks based on your specific ACV, and continuously measuring results through the right KPIs.

Song by StockTune

- - -
Björn's Linkedin Profile: www.linkedin.com/in/bjoernwschaefer
Order Now: My GTM Book Funky Flywheels 🕺💃

1. GER: https://amzn.to/3Sgi8qk
2. ENG: https://amzn.to/4g2Ly49

My Homepage: www.rowing8.com