Hunters and Unicorns

In this episode of Hunters & Unicorns, Great Leaders UK, we sit down with Marina Ayton, VP UK&I at Wiz and co-author of The Female Sales Leader, to explore her remarkable journey from first-line to second-line leadership and back again. Marina shares hard-won lessons on building and recruiting world-class teams, navigating rapid promotions, overcoming imposter syndrome, leveraging EQ alongside IQ, and championing diversity in sales. Whether you're an aspiring sales leader or a seasoned executive, Marina's playbook offers actionable insights to elevate your career and drive lasting impact.

In this episode of Great Leaders UK, we sit down with Alice Carlisle, VP UK&I at Wiz, to uncover how she rose from first-line leader to one of the most sought-after roles in the cybersecurity industry. From taking a struggling ZScaler team and transforming it in under three quarters, to embodying Wiz's values of confidence and humility, Alice's journey is proof that authenticity and unrelenting work ethic drive lasting impact. She delves into the hard lessons of leading through fear-based tactics early in her career, learning the Force Management Playbook at AppDynamics, and then applying it to close LogicMonitor's largest deal ever. Ultimately, we focus on how Alice builds culture, leading by example, caring genuinely for people, and creating internal champions, so that teams win together, not just as individuals. Whether you're scaling a hyper-growth sales org, building a new culture, or simply looking to be a better human in leadership, Alice's playbook is packed with actionable insights on driving growth through customer success and winning with authenticity.

The Brutal Truth About Scaling Customer Success, w/ Natasha Evans   Today we're joined by Natasha Evans, VP of Customer Growth at Hook. Natasha shares the raw reality of going from chaos to clarity while building the customer success function inside a hypergrowth rocketship. We dive deep into the strategic thinking and tough decisions that shaped her journey—from running toward the fire in Saleslofts' early days to scaling operations and rebuilding customer teams at Hook. Natasha unpacks what it really takes to align customer growth with revenue in today's high-velocity SaaS environment. If you're navigating messy growth, operational debt, or building CS from scratch, this conversation is packed with hard-earned insights.

From MongoDB to Founder: How Deirdre Spillane bet on Herself Description In this episode of The Playbook Universe, we sit down with Deirdre Spillane, co-founder of Selr.ai and former sales leader at MongoDB and Segment. She shares her incredible journey—from building high-performing teams in one of the most feared sales orgs in tech, to stepping into the unknown and launching her own company. We dive into the power of coaching, the danger of drowning in data, and why understanding the “why” behind people's actions is everything. If you're in sales, leadership, or considering your next bold career move—this is your playbook.

They Told Her Not to Work in Sales — She Proved Them ALL WRONG   Description In this episode of The Playbook Universe, we sit down with Libby Derbyshire, Sales Director at ComplyAdvantage, whose transformation journey is nothing short of extraordinary. From selling boat party tickets in Ibiza to leading with data and empathy at some of the UK's fastest-growing startups, Libby shares the pivotal moment that changed everything — and the power of combining gut instinct with hard analytics. We explore her early experiences in sales, how Jeremy Duggan and Steve McCluskey shaped her development, what it means to build inclusive teams, and how she balances motherhood with high-performance leadership. Raw, inspiring, and deeply insightful, this is a masterclass in becoming more than the sum of your parts.

In this new episode of Hunters & Unicorns, we sit down with Shakira Talbot, the Group Vice President at ServiceNow, for one of the most inspiring conversations we've ever had. From growing up in foster care to leading revenue responsibility for over $10B at one of the most influential enterprise software companies, Shakira's story is a masterclass in grit, champion building, and unapologetic ambition. She shares how she developed her tenacity, why she dropped out of university, and how she found her path through selling timeshares at 14 to leading massive enterprise deals. We dive deep into her early influences, her playbook for high-performance sales leadership, and what truly drives her to never settle. This is not just about sales. It's about identity, impact, and proving you belong—on your own terms.  Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai

In this episode of THE PLAYBOOK UNIVERSE, we sit down with legendary CRO Dan Fougere, a pivotal force behind FOUR $1B IPOs. From engineering roots to building elite go-to-market engines, Dan unpacks the battle-tested frameworks that turned great ideas into generational companies. He shares hard-won lessons from PTC, BladeLogic, Medallia, and Datadog—including how to scale a sales org, recruit world-class talent, and align GTM with visionary founders. Whether you're a startup founder, CRO, or early-stage sales leader, this is a masterclass you don't want to miss. Dan also reveals the make-or-break mindset shifts that helped him navigate adversity, imposter syndrome, and the constant pressure of building under extreme constraints.   This episode is packed with insights you simply won't find in any sales playbook.

In this episode of RAW STORIES LIVE, we sit down with Jennifer Ortegón, Enterprise Account Executive at Harness, to hear how she saved a major account on the verge of churn. With an RFP already in motion and a competitor lined up to replace them, everything was stacked against her. Jennifer had to dig deep, rebuild trust, and take a bold approach. From gathering data to relentless preparation, she and her team refused to back down, showing up day after day until they changed the game. This is a masterclass in resilience, strategic thinking, and leadership in high-stakes sales.

In this episode of RAW STORIES LIVE, we sit down with Josh Bey, VP of West & APJ at Obsidian Security, as he shares the gripping story of how he turned a seemingly unwinnable deal into a game-changing success. Facing financial pressure, personal life challenges, and a skeptical leadership team, Josh breaks down the emotional investment, strategic pivots, and relentless determination that ultimately secured a massive win. This episode dives deep into the importance of resilience, the power of champion-building, and the art of navigating high-stakes negotiations.

In this episode of RAW STORIES LIVE, we sit down with John Behm, VP of Enterprise Sales at Harness, and a seasoned sales leader with a track record of building elite sales teams. John shares his journey from the early days in sales to leading high-performing teams, diving deep into the mindset, strategies, and lessons that drive success. Whether you're a sales professional or a leader looking to elevate your team's performance, this episode is packed with raw insights and practical advice you won't want to miss.

In this episode of RAW STORIES LIVE, we sit down with Hillary Unis, an account executive at Harness with a wealth of experience navigating high-stakes deals and driving impactful results. Hillary shares her journey through the challenges of enterprise sales, her approach to building trust with clients, and how she stays resilient in the face of adversity. This conversation is packed with actionable insights for sales leaders and anyone looking to elevate their game. Hillary also discusses the importance of aligning personal values with professional goals, strategies for standing out in competitive markets, and how to lead with authenticity. Her passion for empowering others shines through in every story she shares. Whether you're in sales, management, or simply interested in hearing a candid and inspiring journey, this episode has something for everyone.  

In this episode of RAW STORIES LIVE, we sit down with Rush Williams, Area VP at Impact.com, about his journey to secure a $15 million deal with Amazon from a mere $300k start. Rush discusses the initial six months of no progress, highlighting the frustration of dealing with a giant like Amazon. Rush shares his strategic shift, focusing on research, pinpointing the right Amazon unit, and refining his pitch. Despite setbacks, he made a bold move by renting a restaurant near Amazon's secretive office, which finally got him noticed by key players, including Gur Kimchi, leading to a critical meeting, and a $15 deal down the road.

In this episode of RAW STORIES LIVE, Lori Lipscomb shares her incredible journey in sales at Codeium. From early struggles to breakthroughs, she reveals how a single cold call worth $50,000 became the turning point in her career. Lori discusses the challenges she faced along the way, the lessons she learned, and the mindset shift that helped her close the deal of a lifetime. In a field dominated by competition and high stakes, Lori's story is a testament to the power of resilience and persistence. She opens up about the emotional rollercoaster of sales, from missing out on big deals to hitting that one major win. Lori also dives into the personal growth that comes from taking ownership of your success. Tune in to hear more about how Lori turned obstacles into opportunities and how you can apply these lessons to your own career. Whether you're in sales or another field, this episode offers valuable insights on overcoming setbacks and staying determined in the pursuit of success.

In this episode of RAW STORIES LIVE, we sit down with Andreas Stange, a strategic account executive at Grafana, to uncover the story behind his first eight-figure deal and seven-figure paycheck. From immense personal stakes to relentless belief in his solution, Andreas shares how he transformed a potential failure into a life-changing success. Discover the strategies, mindset, and lessons that turned a €16,000 bank balance into a groundbreaking achievement for Andreas and his company.

In this episode of RAW STORIES LIVE, we sit down with Tim Moxness, VP of Sales at Tessell, to discuss how he turned career setbacks into monumental success. From facing rejection and disillusionment to achieving 302% of his sales quota, Tim's story is a testament to perseverance, mindset shifts, and relentless focus. Discover the strategies that helped Tim overcome challenges, reframe his approach to sales, and close over $10M in deals in a single year. This episode is PACKED with actionable insights for anyone looking to elevate their career and redefine success. Key Topics Covered: 00:00 Intro 01:11 Early Challenges in Sales 02:35 Missing the Big Deal: Turning Point 04:52 Mindset Shift: Owning Your Success 06:36 The Cold Call That Changed Everything 08:24 Building Resilience Through Results

In this episode of "RAW STORIES LIVE," we sit down with Michelle Bove, AVP East at Wiz, to discuss her incredible journey in software sales. Michelle shares how she turned rejection into motivation, built relationships that transformed her career, and mastered the balance between the art and science of selling. Discover her innovative strategies for breaking into accounts, winning deals, and connecting with clients on a personal level. Michelle's passion for her craft is a masterclass in grit, creativity, and perseverance.

In this episode of 'RAW STORIES LIVE' we sit down with David Habibian, VP of Channel and Alliances at Rubrik. David shares the story of his greatest career challenge—facing a seemingly insurmountable quota—and how his focus on temperament and ownership became the foundation for his leadership success. From massive wins to lessons learned through failure, David reveals the single most important trait for thriving in leadership, even in the midst of crisis and chaos.

In this insightful episode of Hunters & Unicorns, Simon and Ollie sit down with Zahir Abdelouhab, SVP EMEA at Navan, to discuss first-line leadership—the toughest role in software sales. Zahir shares his personal journey, the challenges he faced, and the lessons he learned to thrive as a first-line leader. This is his playbook.

In this engaging conversation, Varun Mohan, CEO and Co Founder of Codeium, shares his journey of building a unicorn AI company in just three and half years. He discusses the importance of having fun in business, the challenges of navigating the startup landscape, and the critical role of sales strategy and market fit. Varun emphasizes the future of AI and its impact on software development, as well as Codeium's vision to revolutionize the industry. He also highlights the significance of cultural principles, lean operations, and personal motivation in driving success.   Key Takeaways Having fun is essential in business. Codeium achieved unicorn status in three years. Intellectual honesty is vital for startups. A product must solve real pain for customers. ROI is crucial for AI products. Running lean is important for sustainability. It's more valuable to be adaptable than to be right. Personal motivation drives success in startups. Surrounding yourself with smarter people is key.  

In this conversation, Simon and Ollie interview Michael Musselman, the VP of Channel and Alliances at Astronomer. They discuss the evolving landscape of channel sales and partnerships, particularly in the context of cloud service providers like AWS, Google, and Azure. Michael shares his insights on building successful partnerships, the importance of understanding the partner's business, and the need for a give-and-take relationship. He also emphasizes the value of aligning with the market trends and leveraging the power of the cloud service providers. Overall, the conversation highlights the importance of effective channel strategies in driving business growth. In this conversation, Michael Musselman discusses the importance of leveraging the channel and partner strategy to scale revenue for startups. He emphasizes the need to build relationships with cloud service providers and other strategic partners to generate qualified pipeline and close deals faster. Musselman introduces the concept of the 5 C's (Co-sell, Co-build, Co-market, Consumption, and Champions) as a framework for evaluating and developing successful partnerships. He also highlights the growing influence of cloud service providers in the software sales market and the need for companies to adapt to this trend. Key Takeaways: • Building successful partnerships requires understanding the partner's business and adding value to their operations. • The evolving market trends indicate that every business is becoming a technology or software business, and cloud service providers play a crucial role in this transformation. • Effective channel strategies involve aligning with market trends, leveraging the power of cloud service providers, and nurturing strong relationships with partners. • Balancing the give-and-take relationship in partnerships is essential, where adding value to the partner's business should come before asking for favors. • The channel sales role requires individuals with attributes like an entrepreneurial spirit, curiosity, and a growth mindset. Leveraging the channel and partner strategy can have a significant impact on the size and speed of deals. • Building relationships with cloud service providers and strategic partners is crucial for generating qualified pipeline and closing deals faster. • The 5 C's (Co-sell, Co-build, Co-market, Consumption, and Champions) provide a framework for evaluating and developing successful partnerships. • Cloud service providers are playing an increasingly influential role in the software sales market, and companies need to adapt to this trend.

Gardner Johnson discusses his experiences and challenges in building successful channel ecosystems. He shares his journey from direct sales to the channel and how he developed a playbook for repeatable and scalable channel success. Gardner emphasizes the importance of data and metrics in understanding partner performance and driving success. He also highlights the need for buy-in from the entire go-to-market organization and the value that a well-executed partner ecosystem can bring. The hiring criteria for partner managers are similar to those for account managers, focusing on intelligence, entrepreneurship, and a sense of urgency. In this conversation, Gardner and the hosts discuss the qualities and skills required for success in partner management roles. They highlight the importance of drive, coachability, and experience in building successful partnerships. They also explore the challenges of convincing AEs to transition into partner roles and the need to check ego and take a backseat in sales campaigns. The conversation delves into the critical role of champion building in partner management and the need to build champions both internally and externally. They also discuss the evolving role of the channel in the changing buyer landscape and the emergence of marketplaces. Gardner shares his insights on why the channel is becoming more important and the potential for a channel-first approach. The conversation concludes with Gardner discussing his new role at Codeium and the exciting opportunities in leveraging AI and large language models to solve specific business problems. Key Takeaways • Building a successful channel ecosystem requires buy-in from the entire go-to-market organization. • Data and metrics are crucial in understanding partner performance and driving success. • A well-executed partner ecosystem can bring significant value to an organization. • The hiring criteria for partner managers are similar to those for account managers, focusing on intelligence, entrepreneurship, and a sense of urgency. Drive, coachability, and experience are key qualities for success in partner management roles. • Convincing AEs to transition into partner roles can be a challenge, as it requires checking ego and taking a backseat in sales campaigns. • Champion building is crucial in partner management, both internally and externally. • Enablement plays a critical role in building successful partner ecosystems. • The channel is becoming more important due to the emergence of marketplaces and changing buyer behaviors. • AI and large language models offer opportunities to solve specific business problems and drive meaningful business value.

Ghazal Asif Fahadi, VP of Channels, Alliances, and Inside Sales at Rubrik, shares her expertise on the importance of channel partnerships in software sales. She highlights two primary reasons why companies often get the channel playbook wrong: inadequate measurement of channel impact and working with too many partners. Ghazal emphasizes that companies often fail to track the incremental contribution of the channel to the business, leading to mistrust and self-sourcing of deals. To address this, she recommends measuring the deals that are sourced by partners and approved by reps to ensure accurate tracking. This approach will enable companies to understand the channel's true impact and make data-driven decisions. Ghazal advises companies to highly qualify their partners, commit to a few strategic partners, and invest in them instead of trying to work with a large number of partners. This strategic approach will allow companies to build stronger relationships, improve focus, and increase accountability. Ghazal attributes the failure of the conventional channel playbook to the lack of understanding of the channel's true impact, particularly among software companies. She notes that many large technology companies that have grown up in the hardware industry may not fully comprehend the importance of measuring channel contributions. This gap in understanding can lead to misguided strategies and ineffective channel partnerships. Ghazal shares a personal anecdote about a turning point at AppDynamics, where they realized the need to establish leading indicators for their channel partners. These leading indicators would help track progress, ensure accountability, and provide a more sales-organization-like approach to the channel. Rubrik has implemented a set of leading indicators to measure the performance of their channel partners, including: * Deal registration: The number of deal registrations submitted by partners * Deal registration conversion: The conversion rate of deal registrations into opportunities * Opportunity conversion: The conversion rate of opportunities into closed deals * Save the Data: A group of people who learn about the chaos caused by cyber attacks and attend events that generate pipeline * Account mapping: Research and identification of high-potential accounts * Propensity to buy: Researching and identifying accounts with a higher likelihood of purchasing the company's technology

The Importance of Channel Sales and Leveraging Partnerships Tom Henderson, VP of Worldwide Channel at Wiz, delves into the world of channel sales and provides valuable insights on how to implement a successful channel go-to-market strategy. As someone who has spent years working in the channel sales ecosystem, Tom shares his personal experiences and expertise, highlighting the misconceptions and strategies that companies often overlook. According to Tom, many playbook companies struggle to effectively leverage the channel due to a lack of understanding of how to build a channel sales motion. He attributes this to a focus on direct sales and neglecting the importance of building relationships with partners. Tom emphasizes the need for a channel-forward approach, where companies prioritize building trust and relationships with partners to generate revenue. Tom highlights the numerous benefits of leveraging the channel, including reduced rep ramp time, bigger deal sizes, and faster deal cycles. He also mentions the importance of pipeline generation and marrying it with channel sales. Tom suggests that companies should focus on understanding what their partners do well and building champions, as this is key to successful deal-making. The podcast stresses the importance of building trust and relationships with partners to generate revenue. Tom emphasizes the need for executives to provide sponsorship and support, as well as for companies to spend time with partners and build trust. This trust is essential for partners to generate revenue and for companies to achieve their goals. Tom emphasizes the importance of executive sponsorship and building champions at the executive level to help reps become more productive. He suggests that having a business partner mindset is essential for success, and that companies like Pure Storage have demonstrated this by making their channel person a business partner of the second-line manager. The podcast also discusses the importance of having a playbook and structure to make the most of the channel's potential. Tom has developed a playbook that has evolved through his different jobs and companies, and emphasizes the importance of getting reps productive and having good RD enablement. Tom speaks about building a team with a mix of experienced sales reps and people who have run their own companies. He emphasizes the importance of molding each person's growth and development, and suggests that it's not necessary to hire people with 10,000 hours of experience, but rather those who are curious and have good DNA. Tom's playbook is quite prescribed, but he emphasizes that it can be adjusted to fit the channel by moving a few parts. He suggests that having a business partner mindset and a clear structure is essential for success in the channel.

Summary of Arturo Marin's Transformation Journey: From Salesperson to Successful Leader Early Career Challenges Arturo Marin, the Chief Revenue Officer (CRO) of cast.ai, shares his remarkable transformation journey from being a talented salesperson to a successful leader. In the early stages of his career, Marin reflects on his time at SAP, where he was initially successful due to his "take-charge" personality. However, his inability to accept feedback and criticism from others led to a significant issue - his entire team quit. This critical moment forced Marin to realize the importance of adaptability and humility in leadership. Mentorship and Growth Marin's awakening was a turning point in his career. He met his first mentor, Bob Ranaldi, at PTC, who taught him the value of selling by emphasizing the importance of process, prioritizing transparency, and adapting to new challenges. Marin was initially hesitant to learn from Ranaldi but eventually developed the skills to lead and retain top talent, resulting in increased revenue. Marin's growth continued under the guidance of another mentor, Helio Samora, who instilled in him the responsibility that comes with leadership. Samora encouraged Marin to take on leadership roles, which ultimately led to his appointment as the director of Latin America. Leadership Roles and Success Marin's success in Latin America caught the attention of Jason Eubanks, who approached him to lead the Latin America team for Meraki, a Cisco acquisition. Despite initial hesitation, Marin took on the challenge and led the team to success. Throughout his journey, Marin credits his mentors for providing valuable guidance and support, which helped him evolve into a high-potential CRO. His mentors, including Helio and Bob, taught him the importance of following a process, prioritizing transparency, and adapting to new challenges. Key Takeaways and Insights Marin's story highlights several critical factors that contributed to his success in sales and leadership: 1. Mentorship: Marin emphasizes the importance of choosing leaders and mentors who can guide and mentor young salespeople, providing valuable advice and feedback. 2. Continuous Learning: Marin believes that being open to learning from others, asking for help, and surrounding themselves with people who are better than them have been critical to their success. 3. Adaptability: Marin's ability to adapt to new challenges and learn from his mistakes has been instrumental in his growth as a leader. 4. Diversity: Marin's experience with diverse mentors and leadership styles has taught him the value of embracing different approaches, which has greatly benefited his development as a leader. In conclusion, Arturo Marin's transformation journey from a talented salesperson to a successful leader serves as a testament to the power of mentorship, diversity, and continuous learning. His story provides valuable insights for those looking to build a successful career in sales and leadership.

**Finding Product-Market Fit and Building a Successful Company** Laurent Gil, co-founder and Chief Product Officer of cast.ai, shares his insights on finding product-market fit and how it drives organizational success. Discover how elite sales, combined with product-market fit, create a successful company. **Journey as an Entrepreneur** Laurent recounts his entrepreneurial journey, from his 2005 startup using facial recognition technology acquired by Google to founding a cybersecurity company leveraging GPUs for machine learning. Learn how he overcame skepticism and demonstrated the potential of facial recognition, paving the way for digital sharing and social media. **From Idea to Success** Laurent emphasizes that commercial viability comes from solving real problems, not just building cool products. He underscores the importance of understanding issues and developing effective solutions. **Cast AI: Optimizing Cloud Costs** Laurent's company, Cast AI, tackles the problem of cloud over-provisioning, where 87% of machine utilization is wasted. Cast AI's engine dynamically adjusts resources in real-time to optimize costs, especially for applications with variable user traffic. **Key Insights** - Over-provisioning wastes 87% of machine utilization. - Cast AI dynamically adjusts cloud resources to optimize costs. - Beneficial for applications with variable user traffic. **Case Study: Bank Client** Learn how a bank client used Cast AI to scale compute resources based on user activity, minimizing waste and reducing costs during off-peak hours. **Challenges in Selecting Machine Types** Laurent discusses the difficulty of choosing the right machine type from numerous options. Cast AI automates this process, selecting the most efficient machine based on real-time usage and cloud provider availability. **Traction and Scalability** Discover how Cast AI developed its technology with a California client, optimized their compute resources, and gained traction with other clients, becoming a scalable solution for cloud optimization. **Actionable Insights** - Understand and solve real problems. - Optimize cloud costs to reduce waste. - Utilize technology like Cast AI for real-time resource adjustment. Laurent's experiences offer valuable lessons for entrepreneurs and tech professionals on finding product-market fit and building successful companies.

The Journey of a Founding Entrepreneur: Leveraging Experience and Data to Build a Successful E-commerce Solution Background and Motivation Eli Finkelshteyn, CEO and founder of Constructor, has a background in computational linguistics and data science, which led him to work in search technology. His experience in search algorithms and his observation of e-commerce companies re-reinventing the wheel sparked the idea to build a specialized search solution for e-commerce. The Founding Journey Finkelshteyn saved for years and gained industry understanding before starting his company. He spent three months building the product before starting testing in different environments. The early stages of the business were a rollercoaster, but he remained driven to prove the value of his solution. Product-Market Fit and ROI The company's goal is to provide a search technology that ecommerce businesses can use to improve their customer experience and increase revenue. Finkelshteyn emphasizes the importance of finding product-market fit, creating a compelling event that customers need, and mapping that to a clear return on investment. Case Study: Solving a Problem for a Client The company's co-founder shares the story of how they founded their company by solving a problem for a client. The company started by solving a problem for an e-commerce company, focusing on metrics that the business cared about, such as revenue, conversions, and profit. The product improved the search functionality for the client, leading to a 2% increase in conversions and a significant return on investment. Overcoming Sales Challenges Eli emphasizes how the focus was on building a product that solved a problem which in turn enabled them to rely on the data to speak for itself. They would convince a customer to try their product and demonstrate the value of their product by showcasing the results in the customer's own data. Revenue Growth and Partnerships The company has seen significant growth, with data showing that they are generating an additional $10-20 million in revenue due to their product. The speaker notes that they are working with big companies and that even a small percentage lift in revenue can result in significant gains. The company has also partnered with Bernd Mahrlein, a respected expert in the field, to improve their marketing and sales approach. Unique Sales Process The company's sales process is focused on providing proof to customers within their own data before they pay. They use a unique process that involves installing two lines of JavaScript on a customer's website to collect anonymized clickstream data. This data is then used to identify areas where the customer's product discovery is falling down and where customers are not finding what they are looking for. Actionable Insights 1. Focus on data-driven decision making: Rely on your product's capabilities to speak for themselves, rather than relying solely on sales and marketing efforts. 2. Focus on solving a specific problem: Identify a specific problem that your product solves and tailor your marketing and sales efforts to that specific need. 3. Collaborate with industry experts: Partner with respected experts in your field to improve your marketing and sales approach. 4. Focus on ROI: Emphasize the clear return on investment that your product provides to customers. By following these actionable insights, entrepreneurs can learn from Eli Finkelshteyn's journey and gain valuable insights into building a successful e-commerce solution.

Unleashing Leadership Potential: Insights from Mike Earnest, VP of Worldwide Sales at Wiz As the VP of Worldwide Sales at Wiz, Mike Earnest has achieved unparalleled success, rising from a sales representative to a leadership role in just 4-5 years. His journey is a testament to the power of hard work, dedication, and a profound understanding of what drives sales. In this article, we'll delve into Mike's insights on leadership, sales, and management, exploring the essential principles that have fueled his success. Understanding Customer Pain Points: The Key to Unlocking Success Mike's approach to sales is centered around understanding customer pain points. Rather than focusing on features and functionalities, he emphasizes the importance of identifying and addressing the underlying issues that impact a company's bottom line. This empathetic approach has allowed him to build strong relationships with clients and drive meaningful sales. Building a High-Performing Sales Team: The Earnest Formula Mike's leadership philosophy is built around the concept of "inspect and improve." He emphasizes the importance of setting high standards and continually evaluating and refining processes to achieve excellence. He also believes that leaders must "earn the right" to inspect by aligning their goals with the organization's objectives. The Art of Coaching Conversations: Empowering Team Members Effective coaching conversations are critical to Mike's leadership approach. He encourages leaders to focus on progress, solutions, and improvement rather than criticism or blame. By doing so, leaders can empower team members to take ownership and drive results. The Power of Accountability: Setting and Tracking Goals Mike stresses the importance of setting goals and holding team members accountable for achieving them. By working together to establish clear objectives, leaders can ensure that everyone is aligned and working towards the same goal. People Matter: The Importance of Human Relationships In an era of automation and technology, Mike believes that human relationships remain essential. Leaders should prioritize communication, empathy, and understanding to foster a culture of collaboration and trust. Leadership by Example: Setting a High Standard Mike emphasizes the importance of leadership by example. Effective leaders set a high standard and inspire others to do the same. By modeling the behaviors and values they wish to see in their team members, leaders can cultivate a culture of excellence. The Role of Data: Informing Decisions and Driving Success In a large organization, data and metrics play a crucial role in decision-making. Mike advocates for using data to inform decisions, continually evaluating progress, and making adjustments as needed. A Personal Approach to Leadership Mike believes that leaders should rely on real-time feedback and collaboration to drive success. By fostering open communication and empowering team members, leaders can create an environment that fosters creativity, innovation, and growth. In conclusion, Mike Earnest's leadership philosophy is built upon a foundation of empathy, understanding, and empowerment. By focusing on customer pain points, building a high-performing sales team, and leveraging data to inform decisions, he has achieved remarkable success. As leaders, we can learn valuable lessons from his approach, applying these principles to drive our own leadership journeys.

Developing World-Class Talent: Leadership Lessons from Carlos Delatorre CRO at Harness Carlos is a successful serial entrepreneur who has scaled multiple companies from $100 million to $1 billion in revenue through his focus on developing talent. In this podcast interview, he shares his journey and philosophy around nurturing grit, commitment and embracing mistakes. Carlos' Talent Development Philosophy Carlos reflects on nurturing talent over decades by spotlighting strengths and developing people beyond their current roles. He discusses specific examples like Jessica Roman and Matt McClernand who he challenged outside of their experience, furthering their leadership abilities. Carlos emphasizes the importance of grit, commitment to excellence and learning from failures. Evaluating Growth Opportunities Carlos looks for "angry markets" with differentiated products and scalable, aligned teams when evaluating opportunities. He chose Harness due to the massive potential in automating developer workflows and its product-led growth model. Prioritizing Inclusive Cultures Carlos evolved to prioritize developing talent and building inclusive cultures. He organizes teams like internal startups to drive rapid innovation. Insights on Scaling to $1B Revenue Carlos shares that scaling 10x requires optimizing processes through data-driven priorities and leveraging strategic channels like hyperscalers to accelerate growth. In closing, Carlos' enduring passion and infectious energy for developing world-class teams shine through. His lessons offer a blueprint for leadership and sustained success.

Developing World-Class Talent: Leadership Lessons from Carlos Delatorre CRO at Harness Carlos is a successful serial entrepreneur who has scaled multiple companies from $100 million to $1 billion in revenue through his focus on developing talent. In this podcast interview, he shares his journey and philosophy around nurturing grit, commitment and embracing mistakes. Carlos' Talent Development Philosophy Carlos reflects on nurturing talent over decades by spotlighting strengths and developing people beyond their current roles. He discusses specific examples like Jessica Roman and Matt McClernand who he challenged outside of their experience, furthering their leadership abilities. Carlos emphasizes the importance of grit, commitment to excellence and learning from failures. Evaluating Growth Opportunities Carlos looks for "angry markets" with differentiated products and scalable, aligned teams when evaluating opportunities. He chose Harness due to the massive potential in automating developer workflows and its product-led growth model. Prioritizing Inclusive Cultures Carlos evolved to prioritize developing talent and building inclusive cultures. He organizes teams like internal startups to drive rapid innovation. Insights on Scaling to $1B Revenue Carlos shares that scaling 10x requires optimizing processes through data-driven priorities and leveraging strategic channels like hyperscalers to accelerate growth. In closing, Carlos' enduring passion and infectious energy for developing world-class teams shine through. His lessons offer a blueprint for leadership and sustained success.

Proven Career Journey in International Business The podcast episode profiles Josh Reiner, current VP of EMEA at SaaS company Wiz. He discusses his career path, having started at BMC where he was part of a reverse takeover by BladeLogic. Josh then transitioned to roles at AppDynamics and Zscaler, learning valuable lessons about collaboration under executives like Dally Rajic.   Establishing Clear Goals and Optimizing Processes As the leader of Zscaler's UK team, Josh emphasized the importance of having a shared vision. Their goal was to gain 3 million users on the platform. To work as one global organization, he optimized handoffs between teams through open communication and incremental weekly improvements. By publishing regular updates on progress, the entire company remained aligned.   Driving Accountability and Continual Learning Josh stresses that frequent coaching sessions and publishing performance metrics kept employees accountable to goals. This also supported continual self-improvement. He looks for candidates willing to learn when hiring and prioritizes diversity to foster new perspectives in teams.   In Summary Through empathetic leadership, Josh achieved significant growth while unifying remote functions. His insights offer a blueprint for maximizing collaboration across borders and building high-performing global organizations.

Leading Global Teams With Empathy Proven Career Journey in International Business The podcast episode profiles Josh Reiner, current VP of EMEA at SaaS company Wiz. He discusses his career path, having started at BMC where he was part of a reverse takeover by BladeLogic. Josh then transitioned to roles at AppDynamics and Zscaler, learning valuable lessons about collaboration under executives like Dally Rajic. Establishing Clear Goals and Optimizing Processes As the leader of Zscaler's UK team, Josh emphasized the importance of having a shared vision. Their goal was to gain 3 million users on the platform. To work as one global organization, he optimized handoffs between teams through open communication and incremental weekly improvements. By publishing regular updates on progress, the entire company remained aligned. Driving Accountability and Continual Learning Josh stresses that frequent coaching sessions and publishing performance metrics kept employees accountable to goals. This also supported continual self-improvement. He looks for candidates willing to learn when hiring and prioritizes diversity to foster new perspectives in teams. In Summary Through empathetic leadership, Josh achieved significant growth while unifying remote functions. His insights offer a blueprint for maximizing collaboration across borders and building high-performing global organizations.

Sam Costello shares his career journey and insights on reinventing oneself to achieve success in sales and leadership roles spanning banking, top tech companies, and startups. Influenced by his father and grandfather's sales backgrounds, Sam earned a finance degree but ensured his first job involved sales. Early days working for his brother's landscaping business shaped Sam's customer-first mindset. This focus on customer success became central to his approach. A chance encounter opened Sam's eyes to tech sales. He pivoted to CA Technologies and learned enterprise software sales. Sam credits CA with providing his sales foundation. Major successes followed at Oracle, including a $30 million deal. But it was a conversation with that client's CIO that sparked Sam's interest in startups. He joined Perfecto Mobile and embraced mentorship from sales gurus Keith Butler and Rob Watson. Their MEDDIC mindset approach to sales transformed Sam's perspective to always focus on customer success. Sam stresses the importance of seeking feedback and remaining coachable to drive continual growth. Even today, he focuses on enabling his team. After Perfecto, Sam saw joining Harness and its mission as his next opportunity to make an impact. Though Sam remains dedicated to driving Harness's success, his broader purpose is helping people through work and philanthropy. He may start a foundation someday. For now, building something great at Harness motivates him. Key Takeaways: - Start with the customer's needs to drive success - Pivoting into new opportunities can unlock potential - Embrace mentorship from sales experts to evolve - Remain coachable and seek feedback to grow - Find purpose beyond your company's mission - Take risks to reinvent yourself throughout your career Sam's story provides inspiration for achieving success by putting customers first, leveraging mentorship, and continually reinventing your career. His insights apply to sales and beyond. It's a must watch!

The conversation between Ollie, Simon, and Rick covers the evolving landscape of sales enablement and its crucial role in driving revenue growth. Rick emphasizes the need for sales teams to adapt to changes in technology and buyer behaviour, leveraging data and insights effectively to succeed in a competitive market. He discusses the productive capacity model, highlighting key components such as hiring, onboarding, pipeline generation, conversion, and customer expansion. Rick also shares insights into Rev-Logic's approach to providing revenue enablement as a service, leveraging technology and industry expertise to drive sales effectiveness. Throughout the conversation, there's an emphasis on the importance of continuous learning and collaboration within the sales community to stay ahead in a rapidly changing environment. The discussion concludes with reflections on the impact of enablement in driving predictable and repeatable success in sales and the value of learning from industry experts and peers through platforms like podcasts. Overall, the conversation provides valuable insights into the critical role of enablement in driving sales success and supporting continuous learning and adaptation within sales organizations. Key Takeaways from the Entire Podcast: 1. **Introduction and Background**: Rick Kickert, co-founder of Rev-Logic, brings extensive experience in revenue enablement, having worked with influential leaders such as Dali Rajic. Simon and Ollie, introduce Rick, highlighting his energy and promise for an insightful discussion. 2. **Enablement Dynamics**: Enablement is defined as aligning with business goals and integrating them into the company's DNA. Rick's journey from a buyer to an enablement expert was driven by the opportunity to expand his skill set and professional network. 3. **Sales Evolution**: The focus should shift towards buyer enablement, adapting to changing buying behaviors, leveraging technology, and emphasizing product-led growth to provide unique and context-rich communication. 4. **Enablement's Role**: Establishing robust enablement programs, even in early-stage organizations, is crucial for scalability and long-term success. Continuous evaluation and adaptation are necessary to maintain productivity and reduce attrition. 5. **The Formula for Success**: Rick emphasizes making the go-to-market team as productive as possible to achieve revenue goals. The productive capacity model includes hiring, onboarding, pipeline generation, conversion, and customer expansion or consumption. 6. **Rev-Logic's Approach**: Rev-Logic aims to provide revenue enablement as a service, leveraging experienced operators in the field to help companies achieve their revenue goals. Continuous learning and collaboration within the sales community are emphasized for shared knowledge and insights. Overall, the podcast provides valuable insights into the critical role of enablement in driving predictable and repeatable success in sales, emphasizing the importance of continuous learning and collaboration within the sales community.

In the dynamic landscape of leadership, individuals like Alex Varel, CRO at Multiverse, stand as beacons of innovation and purpose-driven growth. In a recent podcast hosted by Simon Kouttis and Ollie Kuehne, Alex shared profound insights garnered from his extensive career journey, highlighting pivotal moments, the significance of recruiting suitable individuals, and the art of maintaining a pulse on operations, especially in his role as a Chief Revenue Officer (CRO). Evolution of Leadership Playbook Alex's journey unfolds against the backdrop of a rapidly evolving leadership playbook. With notable stints as GVP at Zscaler and mentorship under Carlos Delatorre at MongoDB, Alex embodies the ethos of progressive leadership, driven by a blend of resilience, adaptability, and a relentless pursuit of excellence. Navigating Remote Work Realities The discussion delved into the transformative impact of COVID-19 on work dynamics, underscoring the need for leadership to provide support amidst challenging times. The transition to remote work has necessitated a re-evaluation of traditional approaches, emphasizing trust, autonomy, and the ability to maintain productivity amidst distractions. Old Guard vs. New Guard Leadership Exploring the dichotomy between traditional and modern leadership methodologies, Alex emphasized enduring principles of hard work and adaptability. However, he also underscored the importance of purpose-driven leadership, aligning personal objectives with broader societal contributions. Recruitment as a Game-Changer A pivotal moment in Alex's journey came with a realization of the criticality of recruiting and identifying the right talent. His interview approach focuses on establishing connections and delving into candidates' formative years to understand their motivations—a philosophy anchored in prioritizing intangibles like drive and coachability over experience. Multiverse's Path to Success At Multiverse, Alex champions a culture of excellence and inclusivity, driven by a shared commitment to achieving significant commercial outcomes while making a positive impact on the world. With audacious growth plans and a focus on talent recruitment and nurturing, Multiverse stands poised to redefine workforce transformation. Conclusion: Redefining Leadership Excellence In conclusion, Alex Varel's journey epitomizes the evolution of leadership in an ever-changing world. With a focus on purpose-driven growth, talent recruitment, and a relentless pursuit of excellence, Alex and Multiverse are poised to leave an indelible mark on the world of leadership and workforce transformation.

Join us in this engaging podcast featuring Spencer Tuttle, Chief Revenue Officer (CRO) of Redis, as he shares his remarkable career journey and imparts invaluable insights into the art of building and scaling organizations. Spencer takes us on a journey through his career, starting with his early days at BMC and later advancing into leadership roles at AppDynamics. Key takeaways from this segment include Spencer's emphasis on mastering each role he undertook. He underscores the importance of learning from exceptional leaders and peers at every career stage, amalgamating their wisdom to forge his unique approach. Spencer's transition to AppDynamics is explored, wherein he unveils his attraction to the company, driven by its exceptional team and the boundless potential of its technology. The evolution of the sales playbook, especially within the context of subscription software, is also a focal point of discussion. The episode delves into Spencer's perspective on pressure, drawing from his experiences at BMC. He articulates how embracing pressure can be a privilege and offers sage advice on taking personal accountability and delivering results. Spencer's journey into first-line leadership is unveiled, where he lays out the critical importance of transparency, team-building, and nurturing a culture that fosters growth and enablement. Alignment between organizational culture and individual expectations is another crucial theme, offering profound insights for both budding and seasoned professionals. Join us for this enlightening exploration of Spencer Tuttle's remarkable career journey and the profound wisdom he has gathered along the way. This podcast series offers a wealth of knowledge on mastering roles, transitioning to leadership, and navigating the dynamic world of business, all delivered by a seasoned expert with a wealth of experience. Don't miss this opportunity to gain valuable insights into building and growing successful organizations.

In this Special Edition episode from Hunters and Unicorns, we're treated to an engaging chat with Casey Ellis (Founder) and Dave Gerry (CEO) from the innovative cybersecurity company Bugcrowd. Casey, the pioneering brain behind Bugcrowd, takes us from his days of cracking codes to building a platform that empowers the good-guy hackers. Dave brings his rich tapestry of cybersecurity experiences to the table, painting a picture of how his past roles carved the path to his CEO position. The duo dive into the story of how Bugcrowd transitioned from its founder-focused roots to a broader leadership horizon, unpacking the wins and hurdles of growing a company. Their camaraderie is a testament to how trust, respect, and diverse strengths can forge a strong leadership bond. They also peel back the curtain on the art of cybersecurity sales, shedding light on the intricate dance of pitching to top security chiefs and the journey from the sales floor to the corner office. Both Casey and Dave are champions for cultivating a team spirit and a culture where everyone pulls together. Looking ahead, Bugcrowd's blueprint is all about upscaling the business, pushing the growth pedal to the metal, and branching out into untapped territories—all while honing their message to showcase their full suite of cyber-defenses beyond just bug bounties. It's clear that for Bugcrowd, the future's not just bright; it's groundbreaking.

Welcome to Hunters and Unicorns; The Founders Edition. Today we welcome Pavel Dolezal, CEO and co-founder of Keboola. Our anticipation is high to learn more about the remarkable initiatives they are pursuing. Pavel's story is quite unique; although many companies typically originate from the West Coast or places like Tel Aviv, Kaboola's roots trace back to Eastern Europe. Join us as we delve into the beginnings and shed light on the evolving market dynamics, highlighting the emergence of companies like Keboola from that particular region.   Key Takeaways: 1. Pavel recounts his entrepreneurial journey, highlighting three ventures, including internet portals in the late nineties. He emphasizes the need for venturing beyond local borders and seeking co-founders with aligned moral and ethical values for a long-term commitment, emphasizing the importance of building a client-focused company. 2. The co-founder selection process involved identifying co-founders with a shared vision and technical capabilities. The motivation for founding Keboola stemmed from a desire to simplify data usage for businesses by integrating and orchestrating tools in a modern data stack. 3. Pavel emphasizes the need for hands-on understanding through customer interactions and initial implementations, debunking the idea of a sophisticated framework for startups. The two approaches to startup initiation are outlined, either addressing a specific problem within a familiar vertical or identifying a broader market need. 4. Initial efforts focused on reaching out, organizing events, and engaging with potential customers. Key customer, Tomas Chopra, provided crucial insights and challenged them to simplify complex processes for end-users. 5. They recognized a niche in retail, combining physical and virtual elements, and further explored industries like fast-food operations and banking. The validation process involved focusing on customers with large CRM and logistics systems. 6. They tested and refined their hypotheses, targeting different market segments and industries to understand market positioning. Bootstrapping helped in building a strong culture and a committed team, allowing them to adapt and scale when the time was right. 7. The COVID-19 pandemic accelerated the digital transformation, aligning with their market positioning. They emphasized the importance of understanding when to sell a finished product versus involving customers in the product development journey. 8. Hands-on involvement from the leadership is seen as crucial for rapid adaptation in a rapidly changing environment. 9. Different methodologies like Agile, Six Sigma, and Lean are selectively applied based on the development stage and requirements. 10. Olli Krebs, Keboola's advisor, helped them refine their deal lifecycle and introduced a structured approach to evaluating deals, improving efficiency. They realized the importance of understanding who excels in what aspect and how to effectively utilize individual strengths within the team.

The Hunters and Unicorns session with Anant Bhardwaj, Founder and CEO of Instabase unveiled an extraordinary journey, starting from humble beginnings to becoming the visionary founder of a groundbreaking AI company, Instabase. The emphasis on developing applications around real-world use cases struck a chord, highlighting the need to identify broader relevance beyond a specific scenario for achieving impactful market fit. Key Takeaways; 1. Early Life and Education: Grew up in a rural part of India called Nalanda, Bihar, without modern amenities. Initially struggled adjusting to a city environment due to a shift in language and educational medium to English. 2. Career Aspirations: Initially wanted to join the Army like family members but was rejected due to colour blindness. Had an interest in literature, poetry, and writing but was discouraged from pursuing it as a career. 3. Academic Journey: Accidentally got into computer science during college in India and discovered a passion for programming. Moved to the US for a master's at Stanford but felt pressure to start a company during this time. Pursued research projects at MIT, one of which was Data Hub, exploring abstracting complex data for diverse applications. Faced challenges with visa status and legal issues but was supported by MIT during this period. 4. Formation of Databricks: Founded Databricks without a clear commercial application but had an academic focus initially. Initially targeted academia, providing free products to professors and students at various universities. 5. Discovery of Commercial Use: Identified a commercial use case with companies like Zenefits and Lending Club needing data extraction from diverse sources like PDFs and images. 6. Product Development and Market Fit: Iterated the product based on market needs and feedback, eventually finding a product-market fit in data extraction and analysis for various industries. Emphasized a fearless and experimental approach to adapt to new opportunities and discover viable product uses. 7. Key Advice from Martin Casado: "Use cases precede the product; product precedes the platform; platform precedes the ecosystem." Don't build a product without understanding the use case it solves. Don't build a platform without a real product. A platform allows value creation by someone other than the creator. 8. Discovery of Product-Market Fit: Understand the key drivers and drags for customers; drivers are critical to why they buy. Find the one or two core drivers that make customers want to buy your product. Prioritize features that cater to these key drivers and address critical pain points. 9. Approach to Product Development: Engage in parallel experimentation to find both the use cases and the right product. Engage early customers to help validate and define the product, ensuring it addresses their needs. Focus on problems applicable across a wide range of industries to have a broad market impact. 10. Building a Platform: Allow customers to create value by building their own apps on your platform. Separate the product from custom services and prioritize building a scalable product. Be open to iterating and adjusting the product based on customer feedback and use cases. 11. Ecosystem Building: Move towards creating an ecosystem by enabling third-party developers to build on the platform. Aim for apps built by one entity to be usable and valuable for another, promoting a broader ecosystem. 12. Early Growth and Funding: Achieved significant growth from $250k to $5 million in a year, gaining investor interest. Raised funding at a $1 billion valuation in 2019 due to perceived strong product-market fit. 13. Challenges in Scaling Sales: Initially, sales were handled by the founder, but transitioning to a sales team required careful planning. Incorrect hiring and lack of understanding of sales dynamics led to a wasted year in scaling sales. 14. Building an Effective Sales Team: Hiring salespeople requires careful consideration of ramp-up times, quotas, and net new revenue targets. Defined sales process stages: first meeting, technical deep dive, proof of value, success criteria, business value, commercial and pricing, legal. 15. Sales Process and Experimentation: Focused on identifying and repeating successful use cases to drive sales effectively. Employed a small growth team for experimentation and exploration of new use cases and verticals. Launched a self-serve product (iHub) to understand the market, not focusing on specific deal sizes initially. 16. Sales Velocity and Incentives: Emphasized velocity of feedback and signal collection over deal size to learn from a larger customer base. Experimenting with sales team incentives to encourage high-velocity growth and learning from a diverse customer set. Episode 3 of 'The Founders Edition' is not to be missed!

Welcome to Episode 2 of Hunters and Unicorns: The Founders Edition. Navigating the Fierce Terrain of Competitive Markets. Join us as we dive deep into the world of disrupting highly competitive markets with Jeremy Burton, the dynamic CEO of Observe Inc., a pioneering startup backed by Sutter Hill Ventures that's reshaping the Observability landscape. Jeremy joined at the inception of Observe Inc., under the mentorship of industry luminary Mike Speiser. Observe Inc. embarks on a formidable mission: challenging established giants in the SaaS arena. In this episode, we explore:

Welcome to Hunters and Unicorns: The Founders Edition. Today we welcome Jyoti Bansal! Key takeaways from this episode are: - How AppDynamics became the industry blueprint for sales execution best practice. - The relationship between Product Market Fit and Sales Motion. - Appointing the right advisors at the right times is imperative for scalability. - Understanding the evolution of the sales process as you approach $10m in sales. Jyoti Bansal is a multi-unicorn founder, currently the founder and CEO of two high-growth technology companies: Harness and Traceable AI. In addition to running Harness and Traceable, Jyoti is highly involved in developing the next generation of technology companies through mentorship and investment. In 2017 he launched BIG Labs and in 2018 co-founded VC firm Unusual Ventures with John Vrionis. The firm currently has more than $1 billion under management. Jyoti shares his incredible journey with us. His passion for the highest calibre of sales execution is profound and he reflects on the lessons he's learned from his own advisors – industry titans; Dev Ittycheria, John McMahon, Dali Rajic, Jeremy Duggan and Joe Sexton. Jyoti candidly opens up about his own awakening regarding giving sales the same parity as product strength. He also delves into why slowing down in order to forecast correctly is crucial to onward success and cadence. In this episode, Jyoti discusses: - How the Business Value Assessment was a game changer for AppDynamics - How to stimulate customer affinity - The importance and limitations of founder lead sales - Why Business Value Realisation is the true metric for sustained success - When to adopt a top-down sales approach vs down-top, vs the “sandwich” strategy This podcast is full to the brim of insight, honesty and undeniable tenacity. How do you identify a good seller? When's the right time to appoint a CRO? Is the rolodex enough anymore for a salesperson? Jyoti answers these questions and many many more in the first edition of The Founders Edition, bought to you by Hunters and Unicorns. Don't miss it!!

Welcome to Hunters and Unicorns: The Playbook Universe. Today we welcome Dan Miller! Key takeaways from this episode are: • What it took to close a deal worth just short of $100m • Why he never missed his number • Why allies and mentors in GTM community are essential Dan Miller is a GTM Advisor at Loft Lab sand Observable, focusing on revenue strategies. In this Hunters and Unicorns podcast, Dan reflects on his career-defining moments at prestigious companies such as Splunk, Nimble Storage, Sumo Logic and SignalFX. He shares his experience when transitioning from an IC to a Leadership role and the challenges he faced. Dan is a force of nature within the playbook space. His list of achievements is extensive and includes; • Exceeding 100% every year • Closed the larges deal in Splunk's history • Exposed to the playbooks of both John McMahon and Mark Cranny We loved understanding more from Dan about identifying early-stage companies and the right strategies needed for implementation. How can champions really be identified consistently? What are the real impactful metrics when it comes to sales? Dan shares with us his insight pertaining to sales as a science as opposed to an art. He also shares the inspirational story of Mark Cranney and his journey including competing with the Bladelogic team at Opsware and driving a $1.6 billion sale to HP. Dan gives us real insight to the SignalFX story! This episode is not to be missed!

Welcome to Hunters and Unicorns: The Playbook Universe.    We're here to showcase leaders within the Playbook Community and explore their formulas for success.   We aim to uncover:   Why the ICE formula is imperative.  The criticality of the Economic Buyer.  How to elevate your Execution whether that be selling consumer side or enterprise software.     Today we are joined by Chris Mahoney, SVP for the Worldwide Sales Team at LaunchDarkly.   In this Hunters and Unicorns podcast, Chris shares his professional journey with us including examples of his application of the Playbook.  He also discusses how he's building the global sales team at LaunchDarkly with rapid scale. You don't want to miss this exciting episode with one the industry's titans!  Chris has consistently operated within the elite playbook space, with experiences at prestigious companies including ServiceNow, BMC Software and Phase 1.   Amongst his plethora of achievements, he was the most successful Solution Sales leader at ServiceNow, he lead the first product line from under $50M to more than $1B, scaled teams from less than 10 to over 650 and helped grow the market capital from £12B to a  staggering $125B.   Whilst at BMC, Chris built the number one performing sales team globally and at Phase 1, he went through 27 mergers and acquisitions in consumer software.   Prior to enterprise software, Chris spent 10 years in consumer software working in operations and sales.   Under strong leadership and immersing himself in absorbing as much knowledge as possible, Chris navigated the enterprise software space with cadence and agility.   He thrived in learning not just the solutions but also the processes. Chris discusses with us the role of the Beginner's Mindset and how maintaining a strong degree of curiosity throughout your career will directly contribute to success.   Chris also discusses times in his career where the focus was not on performance and numbers, but in fact on character and drive.   Hunters and Unicorns loved hearing about Chris' formidable career, accented with pivotal conversations with the likes of A-players such as Tom Schmidt, John Donahoe, Frank Slootman, Andy Byron, Keith Butler and Bill McDermott.  Make sure you tune in! 

Welcome to Hunters and Unicorns: The Playbook Universe. We're here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: • Strategic Pipeline Principles • Lessons derived from the Customer Engagement Model • The role of Culture. How does an environment which nurtures learning directly facilitate tangible success? Today we are joined by Seth Olsen, Country Manager for the Northern European region for MicroStrategy. His role includes leading GTM teams for six countries with focussed disciplines including sales, marketing, partner and business development. Seth champions the MEDDPICC playbook and also focuses on PG and net-new focus. In this Hunters and Unicorns podcast, Seth reflects on his pinnacle moments at high calibre playbook-centric companies such as MicroStrategy, Snowflake and Birst. Don't miss it! Seth is a renowned and proven leader, with successes as both an individual contributor and as a senior leader. When discussing his journey as an Account Executive, Seth shares with us his average attainment of over 200%, including his best year which saw him achieve over 470% of his target. Seth also touches upon closing large seven-figure deals - The largest in excess of $4M! As a Senior Leader, Seth discusses how he rebuilt an underperforming region - over just three quarters, he transformed the results from 30% of the quarterly achievement to 210%. The period of transition between being a SDR for EMEA to being a Leader for the EMEA and APAC regions was a space for exponential learning and growth for Seth. He shares his lessons regarding people strategy, business tactics, quotas and targets whilst also making an impact on peoples' careers. Seth also discusses his quest for operating in an environment where he can continuously learn more. Amidst numerous seven-figure deals, it was his thirst for knowledge that kept propelling forward his phenomenal career. In this insightful episode, Seth discusses what the future looks like for him at MicroStrategy. From a product perspective, with new products released moments ago to more coming out imminently, to their evolved GTM global strategy, Seth discusses the sophisticated style MicroStrategy will continue to add huge value to their clients moving forward.

Welcome to Hunters and Unicorns: The Playbook Universe. We're here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: · How to apply an enterprise playbook motion to product lead and viral lead growth strategies · Working with second time founders · How science and nurture can generate world class high performing sales teams Today we are joined by Jason Eubanks, CRO of Harness. In this episode, we explore Jason's astronomical career trajectory, from a first line leader to a CRO in just ten years. We also get invaluable insight into Harness' formula for success. Since it was founded six years ago, Harness has seen phenomenal valuation growth of over 1000%. His first exposure to the Playbook goes back to BMC, where under the leadership of John McMahon and his formidable leaders, he experienced profound impact on every aspect of his career. Jason shares how he was able to apply his learning within Meraki which went onto be acquired by Cisco. He shares the importance of adaptability to the go-to-market rhythm he inherited and company culture. Jason talks about the alignment of the sales leadership and the business executives, the collaboration to work with founders with established go-to-market operating rhythms, and how an investment in sales enables scale at pace. Jason places huge significance on iterating feedback along the way with his teams and why the early alignment of big goals is crucial to a harmonious and successful working dynamic. From a conversation about trust with John McMahon early on in his career to his current working relationship with Jyoti – CEO and Founder of Harness, Jason shares with us the conversations which accented his professional journey.

Welcome to Hunters and Unicorns: The Playbook Universe. We're here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: · The Importance of value selling within the sales motion · How to focus more on real growth · The skills required to excel in the sales space Today we are joined by Pete Agresta, CRO at Nasuni. Pete is responsible for growing and scaling the revenue-generating organization for Nasuni including worldwide Sales and Solution Engineering, Channel Sales and Strategic Business Development. His notable achievements include being Vice President of Enterprise Sales, Americas for Pure Storage. Whilst there, Pete led a team that more than doubled the business to over $1B during his 4-year tenure. Prior to that, he was CRO for LookingGlass Cyber, where he helped recapitalize the company, acquired and commercialized a threat intel platform, and grew the business over 50%. In this Hunters and Unicorns episode, Pete shares with us his journey including the earlier stages where he spent a decade with Cisco Systems, which was pivotal in his career. He recalls fondly working closely with John Chambers and on some of the largest deals within the space at the time. As CEO of the company at the time, John's influence on Pete was hugely significant. Stemming from his inherent curiosity, Pete also shared his chapter whereby he embarked on a career in Wall Street and how he transferred his sales skills into this different domain. Upon his return to the GTM space, Pete thrived at LookingGlass and then transitioned to Pure Storage. Pete shares with us the enterprise and business solutions lessons learned along the way. In this exciting episode, Pete also discusses the fantastic opportunity which presented itself with Nasuni and how his role contributes to the company innovating and disrupting the market.

Welcome to Hunters and Unicorns: The Playbook Universe. We're here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover: · The Evolution of the Playbook · Leading indicators that are proven in SaaS to create sustained success · The changing landscape of sales cycles Today we are joined by Chris Singletary, RVP-East at Coralogix. In this episode, we dive into Chris' impressive sales career which began after his time with the US military – an experience which has shaped him profoundly. Chris has worked at many industry powerhouses including; Oracle, Opsware, BMC, Cisco, AppDynamics, Lacework and Coralogix. His career trajectory has always been aligned to the Playbook community – join us in listening to his experience and lessons learned! Chris shares with us his perspective on the Playbook Mindset and MEDDIC principles – at a time where buyers and sellers' needs may have changed, the principles of the Playbook Mindset still ring true today. On the theme of today's changing landscape, Chris also shares the challenges involved with remote working, the ever-evolving length of sales cycles and how to curate successful sales executions in today's market for the individual, team and organisation. Chris places huge importance on empathy and making genuine connections within the sales space. He also shares the characteristics of strong leaders. At what point does support and guidance become rigid oversight? How does accountability feed directly into account progression? Chris also discusses the importance of leaders spending time with their reps to nurture progression not revenue. Chris distils the core principles of identifying pain and hunting for champions. As a keen advocate of following the playbook fundamentals, Chris also shares why research is a critical pillar in the sales process. He shares his insight in how to launch a great sales campaign. Understanding what's changed in this software sales space, as well as what still stands strong, Chris offers views and phenomenal insight into the Playbook universe.

Welcome to Dear Future CRO, bought to you by GrowthQ and Culture Crunch. We're here to showcase leaders within the tech space and explore their guiding principles for future leaders. Today we are joined by Kelly O. Kay, Co-founder of the Sales Officer practice at Heidrick & Struggles, specialising in sales leadership roles within the tech space. As a thought leader featured in numerous prestigious publications such as Forbes and The Wall Street Journal, we're thrilled to understand Kelly's insight on the ever-evolving role of the CRO. He shares how the current economic climate has impacted demand for the CRO as well as which relationships are critical for the successful CRO. Kelly also shares tangible tips for progressing your career – from interview tips, best practice and lessons learned. His insight truly transcends all industry parameters and will help our viewers whether or not they're on the CRO path.

Welcome to Hunters and Unicorns: The Playbook Universe.   We're here to showcase leaders within the Playbook Community and explore their formulas for success. We aim to uncover:    ·         How best to optimise sales within EMEA for scaling companies ·         The role of self-awareness when driving your own career trajectory ·         Why amplifying strong leadership over management is critical to success.   Today we are joined by Philip van der Wilt, Senior Vice President and General Manager, EMEA, Samsara. In this episode, Philip shares his inspiring professional journey. From a sales role in the Netherlands, to phenomenal success on the international platform. He shares his insight on how the current economic climate, similar to the financial downturns in the past, will inevitably lead to future opportunities. Philip's time at Data Domain ignited his passion for implementing European strategy to success. Whilst at CommVault, Philip further developed his leadership skills, identifying the gulf between a good leader as opposed to a good manager. Philip's perspective on seeing challenges as opportunities to develop rather than opposed to isolated problems to solve, is incredibly thought provoking. Philip discusses his experience at ServiceNow. From understanding the importance of cross-functionality for scaling, to understanding when to expand your product portfolio. Now at Samsara, he shares with us his vision, mission and purpose. Throughout the discussion, Philip talks to us about the role of self-awareness throughout the successes and learning points which have peppered his illustrious career. Make sure you tune in!

Welcome to Dear Future CRO, bought to you by GrowthQ and Culture Crunch. We're here to showcase leaders within the tech space and explore their guiding principles for future leaders. Today we are joined by Carolyn Henry, VP CMO of Americas Regional Marketing at Intel Corporation. We explore Carolyn's exponential career trajectory within the tech marketing space. Although she began her professional journey with a liberal arts foundation, Carolyn made the decision after working for a VC firm to return to grad school and qualify in Technical Communications. She explains that a career in STEM can begin slightly later but can still demonstrate exponential cadence. Carolyn discusses her time with IBM where she really learnt the importance of marketers working in synergy with the selling partners. She shares her perspective on the role of empathy for marketers aiming to grow these successful partnerships and scale their careers. Now in a senior leadership position at Intel, Carolyn's gives us invaluable insight into Intel's formula for success regarding diverse hires and propelling forward underrepresented minorities for leadership. She also discusses her unwavering passion for marketing – specifically reaching new audiences and connecting generations. Carolyn also talks about the ‘Marketing Wheel' – a spectrum of different disciplines, areas of focus and wide-ranging skill sets which fall under the marketing umbrella. She shares with us her perspective on the huge significance of mentoring, sponsoring and structured job rotations in contributing to positive business culture and individual career growth.

Welcome to Dear Future CRO, bought to you by GrowthQ and Culture Crunch. We're here to showcase leaders and thought innovators within the tech and sales space and explore their guiding principles for future leaders. Today we are joined by Dr Molly Maloof, physician, entrepreneur, university lecturer and best-selling author. Working with a plethora of individuals and entities including executives from the VC and tech space, Dr Molly shares with us her insights regarding optimizing high performing individuals and teams via healthy best practices. She addresses the topic of burnout head on – an issue which is very much on the rise amongst sales professionals and executive leaders. From a psychological perspective, Dr Molly addresses the correlation between a safe psychological work environment and strong engagement with tangible results. Does remote working impact our need for human connection? Do we prioritise money over the mission? Dr Molly discusses these key points and shares more insights from her new book “The Spark Factor”.