The NXL Podcast

This episode is Republished from The Scaling Japan Podcast, hosted by Tyson Batino https://scalingyourcompany.com/the-scaling-japan-podcast/Most foreign SaaS companies struggle to land even a handful of enterprise clients in Japan.Shay Khosrowshahi helped scale Yulife to 50+ B2B customers in just 18 months.In this episode of the Scaling Japan Podcast, we break down how he did it.Shay is now the Co-Founder of NXL and former Managing Director of Yulife APAC. After a $100M investment, he was sent to Japan to launch and scale the business in one of the most credibility-driven markets in the world.We explore what partnerships really mean in Japan, how to align incentives with distribution partners, and why most founders underestimate the level of commitment required to succeed here.Shay shares tactical insights on discovery calls, partner qualification, internal champions, cultural misalignment and how to create momentum that compounds over time.If you are a SaaS founder, CRO, or GTM leader, this episode offers a practical partnership blueprint grounded in real execution.In This Episode, We Cover:What a partnership actually means in the Japanese marketDistribution partners vs strategic alliancesWhy hunger and ambition matter more than brand sizeThe 70/30 discovery framework for qualifying partnersHow to forecast revenue impact to align incentivesManaging harmony culture while still driving urgencyWhy early wins create long-term momentumWhen to double down or exit a partnershipWhy getting direct customers first gives you leverageGuest Appearance:🔗🌐 NXL : www.yournextlevel.ioShow Notes :00:01 Introduction to Shay and his Japan scaling journey02:09 Defining partnerships in the Japan context03:11 Types of partnerships that worked06:39 How to vet partners and why hunger matters10:47 The 70/30 discovery call framework17:21 Training partners and building internal champions29:20 Cultural hurdles and harmony-driven challenges38:21 Measuring partnership health beyond revenue45:32 Final advice on commitment in Japan

Lewis and Shay reflect on hosting 35 C-Suite leaders at a private breakfast in Dubai. The discussion centered on a singular challenge: "Deploying AI Workers for Revenue Growth".In this episode, we dive into Shay’s keynote on the "Revenue First" framework and why core business principles matter more than ever amidst the AI noise. We also share key insights from our panel of experts who are currently building AI-native businesses.From the shifting math of CAC and LTV to the practical deployment of Voice AI, we break down exactly how to move from AI experimentation to tangible ROI.LinkedIn Profiles:Shay KhosrowshahiLewis StockNXL Company Page00:00 NXL Podcast Intro00:36 Dubai Trip Reflections01:56 NXL Dubai Breakfast Event Debrief02:32 Core Business Principles - Revenue Engines17:48 Practical Steps to Build an AI-First Business35:55 The Future of AI in Business

This is part of a mini series diving into the best performers across Go To Market teams. We want to uncover what defines the best, and how we can build AI products that recreate their impact.In this episode, we explore the characteristics of high performing SDRs, building an AI outreach system and the future of the role.Linkedin Profiles:Shay KhosrowshahiLewis StockNXL Company PageChapters:00:00 Introduction01:30 What is an SDR and what makes up the best?14:16 Applying AI to supercharge Outbound Sales21:35 The Future of the SDR Role31:53 The Verdict

This is the first in a new mini series diving into the best performers across Go To Market teams. We want to uncover what defines the best, and how we can build AI products that recreate their impact.In this episode, we explore the characteristics of high performing content marketers, the importance of authenticity in creation and how to build AI systems that actually enhance content effectiveness.Linkedin Profiles:Shay KhosrowshahiLewis StockNXL Company PageChapters:00:00 Introduction to AI in Go-to-Market Strategies0:36 Identifying High Performers in Content Marketing10:26 The Importance of Authentic Content13:24 Leveraging AI for Content Creation16:42 Ensuring Authenticity in AI-Generated Content25:17 Practical Applications of AI in Content Marketing29:01 The Verdict

On this podcast you will get the latest in AI technology for Go To Market teams, hearing from leaders and exploring how to use the evolving opportunity for generating Revenue for your business.It is hosted by Shay Khosrowshahi & Lewis Stock. Over the past 5 years they have built a $20 million revenue engine for one the top startups in the UK and most recently used the latest in Revenue tech to launch a business in Japan where in 9 months we won 50 B2B clients and $200k of revenue. Most Recently they have founded NXL an AI Revenue businessThis episode discusses the practical examples of how they built their AI revenue engine in Japan.Chapters:Why AI, Why Now?Practical Uses of AI in GTMThe Importance of Context in AIIf you are a Marketing, Sales and RevOps leader or executive this podcast is for you.