The Efficiency Curve

In this episode of The Efficiency Curve, Cyrus sits down with Andrew Hanno, VP of Marketing at nTop. Andrew has worked with Cyrus through Salar Digital as nTop reshaped its go-to-market motion over the past year.nTop is a design software company that made a bold bet - pivoting from the additive manufacturing space to serve aerospace engineers working on some of the most technically complex problems in the industry.Andrew walks through what it actually takes to reposition a company mid-flight: the customer discovery that surfaced a better market, the go-to-market changes that followed, and the operational work of rebuilding systems, signals, and team behaviors around a new ICP.They discuss:What happens to your GTM motion when your ACV jumps from five figures to sevenHow time invested in thoughtfully training AI amplifies the skill level of his teamWhy leaning into an ICP means actively leaning out of other thingsThe Marketo <> HubSpot decision - and when simplifying your stack is the right callHow to balance executive ideas with disciplined company objectivesWhat it looks like when a company truly commits to serving a target audience

In the first episode of The Efficiency Curve, Cyrus sits down with transportation leader Sabrina Sussman, Chief Program Officer for Nashville’s $3B Choose How You Move initiative. Together, they explore what it really takes to scale complex systems - whether that’s a SaaS company or an entire city.They discuss:Why scaling organizations is ultimately about scaling peopleHow government approaches transparency, stakeholders, and public trustThe balance between in-house expertise and outside partners during rapid growthThe underrated role of internal communication in operational successSmall process changes (like daily alignment rituals) that create outsized impactWhat tech companies can learn from public sector leadership - and vice versa