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.

logo-small Handled
#1 Guest research and vetting
#2 Question prep and briefing materials
#3 Outreach and scheduling
#4 Full 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

Founder time required

Started at 20–30 minutes of prep per episode

Dropped to roughly 5 minutes

Less than one hour total per recording

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

Initially, I would say our most powerful go to market pipeline generator and has continued to be a significant one even as we’ve scaled out the team. If anyone is considering a podcast — or considering Frontlines — this has been a game changer for us.

— Dave Graff, COO and co-founder, RADICL