The Challenge
Selling into a trust-dependent ecosystem where credibility is everything
Cold outbound wasn’t leading to meaningful conversations
Events were slow and inconsistent for meeting ideal prospects
Buyers rarely admit pain on first contact — even when they have it
Needed a scalable way to get in front of ICP without pitching
Cold calls and events weren’t getting us honest conversations. Nobody raises their hand and says, ‘I’ve got a security problem’ — they already have something in place. The podcast gave us a way to build trust first, and that opened the door to real conversations.
— Dave Graff, COO and co-founder, RADICL
The Solution
RADICL partnered with Front Lines to launch DIB Innovators — a podcast interviewing leaders across the Defense Industrial Base.
Handled#1Guest research and vetting
#2Question prep and briefing materials
#3Outreach and scheduling
#4Full video, audio, clip, and written content production
When I started, I was a little nervous — this is going to be a huge time suck. I was very skeptical. I did not think it would do much other than, in theory, produce content that we could share. At first I’d spend 20 to 30 minutes prepping for these interviews. Now I literally prep for about five minutes — and from start to finish, the whole thing takes less than an hour.
— — Dave Graff, COO and co-founder, RADICL
The Impact
Built trust-first relationships with ideal prospects
- Conversations felt collaborative instead of transactional
- Relationships formed before any sales discussions
Triggered ecosystem momentum
- Guests began referring additional guests
- Prospects started requesting to be featured
- The show gained visibility within the DIB community
Became a core GTM channel
- Served as RADICL’s most effective pipeline generator (before the sales team was built out)
- Sales team now uses the podcast as a top-of-funnel asset
