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Building your startup is hard. OpenView is here to help. Each week join us as we talk to founders and operators from the cutthroat world of SaaS. Our guests have been where you are and know what it takes to make it big. You’ll get advice on everything from who to hire to how to price your product. B…

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    • May 17, 2023 LATEST EPISODE
    • monthly NEW EPISODES
    • 24m AVG DURATION
    • 214 EPISODES
    • 2 SEASONS

    4.8 from 83 ratings Listeners of OV | BUILD that love the show mention: actionable, great content, great guests, highly recommend, awesome.



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    Latest episodes from OV | BUILD

    Alex MacCaw (Clearbit & Reflect): Everything I've Learned as Startup Founder

    Play Episode Listen Later May 17, 2023 48:34


    Alex MacCaw is the founder of Clearbit and Reflect, and his journey with each company has been wildly different. Clearbit took more of a “classic” startup approach—raising VC money, hiring hundreds of people, and working from an office in SF. In 2020, he charted a new course by replacing himself as CEO at Clearbit, selling all his possessions and living full-time on a sailboat in the Atlantic. And now he's building his new company Reflect in with a totally different approach —building a fully remote & asynchronous “lifestyle” company that decidedly eschews VC money and the other common hallmarks of a tech startup. Alex shares everything he's learned as a founder and why he believes building startups should not be one-size-fits-all. Blake and Alex talk through: (7:07) Pros/Cons of being asynchronous by design(09:01) Why Alex doesn't believe in remote work for large companies(10:11) Remote work pitfalls(14:21) When to replace yourself as CEO(15:52) How to find your zone of genius(18:31) When do startups hire a CFO or COO?(21:14) #1 piece of advice for founders(24:14) Things to know before you found a startup (B2B vs. B2C)(27:27) Why not raise venture capital(28:28) When startups should (or shouldn't) raise venture capital(29:40) How Reflect started crowdfunding(39:14) What AI and ChatGPT is good for(44:13) Best time to start a company(46:20) Not all startups need VC funding(47:16) Advice for VCs from a founder

    Patrick Campbell (ProfitWell): Work-Life Balance for Founders

    Play Episode Listen Later Feb 24, 2023 2:41


    Patrick says work-life balance is the wrong framework. It's more about work-life fit and finding what suits you best. This is especially true for startup founders, where your work is often all-consuming.Episode Highlights[00:32 - 02:30] Thoughts on work/life balanceMentioned in this episode:Sign up for OpenView's weekly newsletterConnect with Patrick on LinkedInFollow Patrick on TwitterSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Patrick Campbell (ProfitWell): What's the “Right” Culture for Your Company?

    Play Episode Listen Later Feb 22, 2023 33:10


    Culture at a startup is always tricky, but there's one common mistake founders should avoid at all costs. It's the desire to make everyone happy all the time. Patrick says this leads to a “culture of accommodation” which ultimately ends up not working for anyone. Hear Patrick's journey as a founder to define the culture at ProfitWell, and how you can do the same at your startup.Episode Highlights[00:03 - 01:31] Episode intro: Patrick Campbell[01:59 - 04:04] What is the role and importance of company culture in today's market environment?[06:39 - 10:26] The culture of ProfitWell and the journey to get there[12:15 - 16:26] The most charitable interpretation[17:23 - 20:08] ProfitWell values and four principles[20:21 - 23:16] Speaking their mind, being human in the most charitable way[21:11 - 23:16] Values and principles must have trade-offs[23:16 - 25:41] Here's how we operate, transparency in hiring[25:46 - 32:10] Advice for making culture something more than theoretical, a real experienceMentioned in this episode:Sign up for OpenView's weekly newsletterConnect with Patrick on LinkedInFollow Patrick on TwitterSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Ryan Carlson (ex-Wiz, Okta): Category Creation is Overrated

    Play Episode Listen Later Dec 2, 2022 3:29


    Every startup wants to create a category. This is often a mistake. Or at least it's prioritized too early by many founders and marketers. Ryan Carlson, longtime CMO at Okta, explains why this falls flat with customers and what to do instead.Key Takeaways: [00:31 - 01:53] A noted skeptic on category creation[01:54 - 02:15] Everybody wants to be a category creator[02:16 - 03:19] Focus on how they're better than the alternativeMentioned in this episode:Sign up for OpenView's weekly newsletterRyan Carlson, Chief Marketing and Strategy Officer at WizLinkedInTwitterSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Ryan Carlson (ex-Wiz, Okta): Company Values = Marketing Message

    Play Episode Listen Later Nov 30, 2022 36:08


    Okta's CMO for 5+ years, Ryan Carlson, says marketing's guiding light should be the company mission and values. Marketing's job is to tell the story of the company, not to merely promote the product or drive leads into the top of a funnel. Authentic marketing is rooted in the BIG questions. Why does this company exist? Who should care about that and why?Today's episode will help you:Understand this strategic approach to marketingSee the impact strategic marketing has on your audienceHow to hire mission/values-aligned marketersLeverage Ryan's playbook for company storytelling by working directly with customersKey Takeaways: [00:19 - 03:37] Introduction to Ryan Carlson, and thoughts on company culture in the world of marketing[03:44 - 06:53] What should define culture is the mission, values, and vision[06:54 - 10:00] Imparting importance, and showing why culture mattered at Okta[10:02 - 13:32] Authenticity, avoiding hyperbole and marketing BS[13:43 - 16:10] Who do you hire to marketing leadership to operate more authentically?[16:13 - 18:18] Hiring true believers, and avoiding a "customer's wrong" mentality with product market fit[19:26 - 22:45] Understanding why people like the product and the people behind it[22:48 - 25:40] Combining pen to paper with mission, values, and vision[25:42 - 28:27] Storytelling and presentations, how they impact retention[28:30 - 32:26] Story and history of your company is different[32:32 - 35:37] Figuring out if a company operates by its values as a candidateMentioned in this episode:Sign up for OpenView's weekly newsletterRyan Carlson, Chief Marketing and Strategy Officer at WizLinkedInTwitterSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Raj Sarkar (ex-1Password, Atlassian): PLG Data Infrastructure

    Play Episode Listen Later Nov 18, 2022 3:07


    Raj says that most of the PLG advice out there today is missing a key foundational point: data. Many PLG companies still rely on traditional sales & marketing software that keeps data in silos. The key to winning in PLG starts with your data infrastructure, and wiring it up early helps you scale later.Mentioned in this episode:Sign up for OpenView's weekly newsletterRaj Sarkar, CMO & AdvisorLinkedInTwitterSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Raj Sarkar (ex-1Password, Atlassian): B2B Brand Marketing

    Play Episode Listen Later Nov 16, 2022 31:06


    B2B marketers usually overlook brand in their marketing mix. Brand marketing is only for CPG companies, right? Raj makes the case that brand marketing is not optional, if you want to win your category.But brand marketing isn't just buying a Super Bowl ad. Before you think about channels, you need to define your brand identity and build awareness. Done right, brand marketing can become an infinitely scalable strategy to drive growth.Key Takeaways: [01:19 - 04:05] What exactly is brand marketing? And why is it important?[04:06 - 05:41] Why we should dive deep into brand[05:41 - 07:36] Differentiation in branding, infinitely scalable[07:39 - 11:38] When to start thinking about brand, SEO, and the funnel[13:36 - 15:36] Determining your mission and values, brand attributes[15:36 - 17:26] Speaking ways that is consistent with identity[17:28 - 19:45] Balancing different brand attributes in messaging[19:47 - 21:04] House of brands or a branded house[22:08 - 25:31] Amplifying brand marketing and the channels of choice[25:38 - 28:58] Tracking efficacy in print and non-digital formats with modern tools[28:58 - 30:47] Where to take action on Raj's adviceMentioned in this episode:Sign up for OpenView's weekly newsletterRaj Sarkar, CMO & AdvisorLinkedInTwitterSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Chris Degnan (Snowflake): VP Sales vs Founder/CEO Relationship

    Play Episode Listen Later Nov 4, 2022 4:46


    Chris was Snowflake's first sales hire, and he built the commercial business from $0 to $1B+ ARR. What is the optimal relationship between a VP Sales and the Founder/CEO during this journey?Many sales leaders solely focus on hitting their number. That's certainly important, but sales also plays a pivotal role in product strategy by acting as the voice of the customer. The goal is to achieve a collaborative push-pull relationship with founders and sales leaders that drives more customer value.

    Chris Degnan (Snowflake): Selling in a Recession

    Play Episode Listen Later Nov 2, 2022 39:44


    Chris is CRO at Snowflake and has been leading sales there for 9 years. He's helped grow from $0 to $1B+ ARR. He's clearly a software sales legend. So how is Chris coaching his reps and leaders during today's recessionary environment? What should you change about your sales playbook in order to keep winning in a down market? This is the perfect episode for sales reps, sales leaders, and founders/CEOs who are looking for advice on how to navigate selling in a downturn. Key Takeaways: [01:58 - 03:52] The mindset and action plan of a great sales reps in a recession[03:52 - 05:37] A passion and conviction for what you're selling[05:42 - 07:09] Addressing specific challenges of today, adding value, saving money[07:16 - 10:29] Understanding customer pain in difficult macro environments, solving for competitor gaps[10:34 - 13:03] Don't waste people's time, have a genuine conversation[13:06 - 15:27] The business value of Snowflake's model[15:28 - 18:42] Increasing sales, driving cost savings and business value[19:38 - 26:34] How sales reps and leadership should be thinking about success[26:35 - 31:27] Pipeline generation and sales success[31:26 - 32:45] It's easy to blame others[32:45 - 36:27] Dealing with smaller budgets and cultivating empathy and problem solving[36:27 - 39:14] Preparing for 2023 budgets and planning differently

    Alex Su (Ironclad): TikTok for B2B

    Play Episode Listen Later Oct 21, 2022 5:32


    Today's shorter episode is a follow up to my longer conversation with Alex Su, Head of Community at Ironclad. In that conversation, we talk about his TikTok channel @legaltechbro and how he developed a personal brand strategy that compliments Ironclad's community-focused GTM strategy. So if you haven't heard that yet, go check it out now. In today's episode, we dive into TikTok more specifically and why you shouldn't overlook this huge new channel.Mentioned in this episode:Sign up for OpenView's weekly newsletterAlex Su, @legaltechbroIroncladTikTokLinkedInTwitterSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Alex Su (Ironclad): Personal Brand + Community Playbook

    Play Episode Listen Later Oct 19, 2022 33:08


    Alex is big on TikTok under the handle @legaltechbro. He has quickly become one of the biggest influencers in the entire legaltech industry. How? 15 second video skits poking fun at the legal profession. It's a counterintuitive strategy on its face, but it's working in a big way. Alex lays out his journey and his playbook.Conversation Highlights: [00:10 - 01:36] Introduction to Alex Su [01:40 - 03:11] Alex Su's personal brand and strategy for his channel @legaltechbro [03:11 - 05:50] Going from a lawyer, to sales, to a content creator with a ton of influence [05:51 - 07:12] The video that blew up [07:12 - 09:41] Speak to the things you care about and that they care about [09:43 - 11:26] Resonating authentically vs thought leadership [11:33 - 13:49] Relating to friction, and layering in what a company does by focusing on the problem [13:50 - 15:37] How does @legaltechbro fit into Alex's daily role at Ironclad [15:37 - 18:02] How does making a TikTok turn into community dinners and connectivity in the buyer's journey? [18:03 - 20:04] Connecting in a genuine human way on social [21:03 - 24:50] What's the business value, budget, and the ROI? Answering the skeptic's questions. [24:50 - 27:18] Considering content's effect on inbound marketing [27:19 - 29:35] Exploring ideas, realizing when nobody is doing the idea it may be brilliant [29:37 - 32:27] Where to begin? Select the right platform for your audience.Mentioned in this episode:Sign up for OpenView's weekly newsletterAlex Su, @legaltechbroIroncladTikTokLinkedInTwitterSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Mark Roberge (Stage 2): B2C Growth vs. B2B PLG

    Play Episode Listen Later Oct 13, 2022 6:47


    Mark is now a VC at Stage 2 Capital, and also teaches a class at Harvard Business School called “Decoding Growth in Silicon Valley.” It focuses on applying the best practices from B2C growth to B2B GTM playbooks. Today on BUILD, he gives us the key organizational and strategic “must-have” pillars in order to embrace the future of B2B growth and win with PLG.

    Mark Roberge (Stage 2): How HubSpot Became PLG

    Play Episode Listen Later Oct 5, 2022 34:47


    Mark was CRO at HubSpot for 9+ years. He built the successful sales-led GTM playbook that helped the company scale to nearly $100M ARR. Then he shifted gears and helped pioneer PLG at HubSpot, effectively disrupting the original GTM playbook he built at the company. Hear Mark walk through the full story on how HubSpot became PLG, and how you can transition to PLG at your company.Conversation Highlights:[3:18] Hubspot's PLG story: How it began[7:08] The complexity of adding a free product, and maintaining your revenue[13:28] Through the PLG lens: What was the starting point, and how Hubspot made self-service work within the CRM space[18:41] The intricacies of forming a new pricing tier[28:39] Disrupting yourself before someone else does[31:26] Advice from Mark: What is the first step? And how long after that can we expect to see some results?

    Katie Burke (HubSpot): How Should Employees Navigate Today's Macro Environment?

    Play Episode Listen Later Sep 23, 2022 4:55


    Katie shares the advice she'd give a friend or family member who is deciding to stay in a role or recruit for a new one. Most of the advice today is focused on leaders and companies. Katie's advice for you, the employee, is fresh and spot on.

    Katie Burke (HubSpot): Leading & Hiring People in a Recession

    Play Episode Listen Later Sep 21, 2022 30:29


    Katie has been Chief People Officer at HubSpot since 2017. She has helped the company grow to thousands of employees globally. Katie outlines her top priorities in today's uncertain macro environment — both for existing employees and for recruiting new talent. Must listen for any leader today!Conversation highlights: [01:40 - 03:04] What is happening in the talent markets given the macroeconomic environment[03:04 - 03:58] Is top talent pronounced more in one area or industry than another?[04:01 - 05:47] Three factors leaders should be thinking about in regard to existing talent inside their organization[05:56 - 08:32] Great storytelling is important right now especially, and the idea of cartoon clarity[08:33 - 14:05] Prioritization in the age of downsizing, focusing on what matters most[15:02 - 19:12] What people need to keep top of mind for their current team: transparency and communication around decisions[19:17 - 22:24] Switching gears to recruiting and new talent[22:26 - 24:52] Screening for adaptability in the hiring process[24:54 - 29:56] Creating culture after the covid new normal

    Krista Anderson-Copperman (Asana): What is a Chief Customer Officer?

    Play Episode Listen Later Sep 9, 2022 3:37


    Krista was CCO at Okta for 6 years, and held a similar role at Salesforce before that. But this is a relatively new role at large software companies. What does it mean exactly? And what makes for a good CCO? Conversation highlights: [01:20] What is the Chief Customer Officer[02:22] The glue between an organization and its customers

    Krista Anderson-Copperman (Asana): Today's Team vs. Tomorrow's Team

    Play Episode Listen Later Sep 7, 2022 31:19


    Let's face it. Statistically, your current team is not likely to be your future team. It's incredibly rare for any single leader to stay with a company through multiple phases of growth. As a board member and advisor to companies like Asana, Krista's job is to assess teams and help CEOs determine who's gonna make it and who isn't. What she looks for to determine this may surprise you. Conversation highlights:[00:09] Intro — Meet Krista[02:11] Having a team for the future[05:09] Common traps people fall into when building their teams[10:15] Addressing and assessing whether or not you have a team for the future[12:37] Lean on others, and learning what your business should be solving for[15:03] Characteristics to look for in future-proofing your team: passion and curiosity[19:24] Embracing and loving change[22:31] Finding the truth and not just hearing the right answer[25:29] The challenge of scale and growing teams with the business[27:33] A good starting point for looking at teams and defining if they're tomorrow's team

    Kyle Poyar (OpenView): How I Do Content

    Play Episode Listen Later Aug 26, 2022 5:47


    Kyle is a one-man content machine. If you follow him on LinkedIn or subscribe to his Substack, you know this is true. How does Kyle approach content? What is his personal brand strategy? How did he win at Substack?

    Kyle Poyar (OpenView): Top of Funnel for PLG

    Play Episode Listen Later Aug 24, 2022 29:44


    PLG breaks traditional SaaS top of funnel. Why? Trusty channels like content marketing, email nurture and in-person events don't translate to PLG. Kyle has identified what works for PLG leaders like Zapier, Figma and Calendly, and shares a new top of funnel playbook built for the PLG era.Conversation highlights:[01:54] Problems PLG companies face when it comes to top of funnel[04:16] Thinking about building for the end user, and building to be discovered[08:19] Full empathy and finding solutions to user problems, the customer perspective[11:33] SEO and Organic Search: How to get discovered and what things folks should focus on bringing to their business[12:57] What SEO best practices should PLG companies consider15:15[] Opportunities for PLG businesses and the RFP template[16:13] Viral loops in products, and what they look like[22:11] What role community plays in top of funnel for PLG businesses[24:42] What app stores and distribution channels look like for users[27:05] Where should folks get started

    Harini Gokul (AWS): The Importance of Range for Leaders Today

    Play Episode Listen Later Aug 12, 2022 4:31


    Everyone today claims to be an expert in their social media profile. But truly being a world-class expert requires extremely narrow focus. Harini argues that range and breadth is just as important, but often overlooked today.

    Harini Gokul (AWS) Customer Success as Offense

    Play Episode Listen Later Aug 10, 2022 30:52


    Harini leads customer success at AWS, which is arguably the most important enterprise technology vendor today. She says customer success needs to play proactive offense more than reactive defense. By starting with your customer's customer, you can align your strategic initiatives with your customers' to achieve win-win outcomes. Key Takeaways:[ 00:07 ] Overview of episode[ 02:47 ] What customer centricity means to Harini[ 06:44 ] Customer success as offense vs. defense[ 15:50 ] How customer success should partner with other teams, and should they partner with customer success?[ 22:54 ] How to get a good interface between CX and product, and correctly prioritizing what needs built[ 27:27 ] What you can do to move from defense to offense in your CX org

    Martin Gontovnikas (HyperGrowth): What PLG Means for the CEO

    Play Episode Listen Later Jul 29, 2022 4:25


    A lot of PLG talk is focused on operational strategies and tactics. But what does PLG mean for the CEO of a company? What should your mindset be? How do you address common objections you might hear from your team (especially if transitioning to PLG for the first time).Key Takeaways:[00:04] Fully supporting product level growth[00:39] Investing in sales, self-service, and not optimizing for the local maximum[02:27] KPIs and linking to revenue[03:18] Growth teams need support and buy-inMentioned in this episode:Sign up for OpenView's weekly newsletterMartin Gontovnika, Co-Founder and General Partner at HyperGrowth PartnersHyperGrowth PartnersSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Martin Gontovnikas (HyperGrowth): Why You Should Embrace a Community Strategy (and How to Do It)

    Play Episode Listen Later Jul 27, 2022 34:49


    “Community” is a major buzzword today, and for good reason. Community creates leverage, and lots of it. Gonto ran marketing and growth at Auth0 for 7 years before the $6.5 billion acquisition by Okta. He cuts through the buzzword noise to give us his perspective and playbook on why (and how) to win with a community strategy.Key Takeaways:[00:27] Overview — Building a community[02:24] Defining community, and why is it trending[04:56] Creating communities through open source products, enterprise solutions, and other methods[08:55] How to identify members to target if you're building from scratch[13:31] Tapping into existing communities and identifying communities to target[21:17] Doing research with a user, interviewing developers, and engaging on Twitter[26:30] What does a community team look like, and who owns the effort in a PLG company?[30:02] KPIs and measuring the business value of building communityMentioned in this episode:Sign up for OpenView's weekly newsletterMartin Gontovnika, Co-Founder and General Partner at HyperGrowth PartnersHyperGrowth PartnersSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Cliff Weitzman (Speechify): How to Learn Anything

    Play Episode Listen Later Jul 15, 2022 3:34


    Cliff has a secret learning strategy: recruit the best people in the world at a skill to personally train you. It's easier than you think. They're just a DM away. Check out this quick pro tip and try it out yourself!Key Takeaways:[00:34] Rule 25 — How to find the best people in the world at a skillMentioned in this episode:Sign up for OpenView's weekly newsletterCliff Weitzman, Founder & CEO of SpeechifyCliff's YouTube video, 28 Lessons for Turning 28SpeechifySubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Cliff Weitzman (Speechify): The Value of Building a Personal Brand and Audience as a Startup Founder CEO

    Play Episode Listen Later Jul 13, 2022 26:39


    Cliff is the Founder CEO of Speechify. He's also a “full-time” YouTuber, with an awesome channel that features startup advice, life hacks, and self-improvement philosophy. He explains the why and how behind his personal brand strategy on YouTube, and we dive deep into one of my favorite videos of his, “28 Rules for Turning 28.”Key Takeaways:[02:45] Meet Cliff, CEO of Speechify, and his YouTube channel[06:31] Connecting with an audience, and thinking "will this be interesting to someone?"[08:15] 28 Rules for Turning 28[12:27] Rule #10: Lead with Love[15:55] Rule #22: Speed is critical[21:36] How to begin writing your own rules for your ageMentioned in this episode:Sign up for OpenView's weekly newsletterCliff Weitzman, Founder & CEO of SpeechifyCliff's YouTube video, 28 Lessons for Turning 28SpeechifySubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    John Eitel (Canva): How PLG Founders Can Avoid Common Mistakes in Adding a Top-Down Sales Motion

    Play Episode Listen Later Jun 24, 2022 2:54


    Adding a top-down sales motion is a make-or-break moment for PLG companies. If it's done right, it can make you the next big thing in your category. If it's not done right, it can break your team and ultimately compromise your position in the market. The answer? All-in commitment from the founders and key leaders. Enterprise PLG is a team sport!Key Takeaways:[00:06] The most common mistakes John sees PLG founder make when adding sales to a bottom-up or self-service motion [02:15] The hidden subtext to be helpfulMentioned in this episode:Sign up for OpenView's weekly newsletterJohn Eitel, Former Global Vice President of Sales & Success at CanvaCanvaSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    John Eitel (Canva): Bottom-Up + Top-Down

    Play Episode Listen Later Jun 22, 2022 37:25


    John built the global sales team at Canva, which allowed the company to expand further into the enterprise. He walks us through everything a PLG founder needs to know about adding a top-down motion to a bottom-up, product-led foundation. When should PLG companies do this? Why is it necessary? What is the strategy? And how do you do it IRL? Key Takeaways: [4:35] Repeatability in enterprise customers and understanding where these deals stall out[8:01] Stall points in enterprise spending and getting purchase approval[10:30] Embracing a top-down motion for PLG companies[14:17] Combining bottom-up and top-down to scale business using customer success stories[17:24] Communicating to executives the story of what software adoption saves[20:24] A broader context and story of how the platform improves customer lives[22:47] How the data component can make or break sales efforts[27:40] Where is adoption happening and using data to determine who gets involved[30:10] How to get the entire company working with salesMentioned in this episode:Sign up for OpenView's weekly newsletterJohn Eitel, Former Global Vice President of Sales & Success at CanvaCanvaSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Annie Pearl (Calendly): Career Growth in Product Management

    Play Episode Listen Later Jun 10, 2022 3:06


    A product professional's role changes dramatically over time as a company and product scales, and as the individual develops additional skills and experiences. Annie says you need to “product manage” your own career as a PM in this highly dynamic environment.Calendly is an OpenView portfolio company. For a full portfolio list please visit ov.vcKey Takeaways:[0:13] What it's like for Annie to product manage her career as a PMMentioned in this episode:Sign up for OpenView's weekly newsletterAnnie Pearl, Chief Product Officer at CalendlyCalendlySubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Annie Pearl (Calendly): Building Enterprise Products

    Play Episode Listen Later Jun 8, 2022 33:32


    Every PLG business will eventually have to build for the enterprise. Why? Bottom up adoption can indeed go “all the way up”...to the C-level of large organizations. But to get that 6- or 7-figure contract, you'll need to beef up the product for the big leagues. Annie has gone through the journey at Glassdoor, and now at Calendly. She shares her playbook with us in today's episode.Calendly is an OpenView portfolio company. For a full portfolio list please visit ov.vcKey Takeaways:[2:10] What it looks like for PLG businesses to embrace enterprise[4:42] Three components that make adopting enterprise easier said than done[7:49] How to tackle the PLG plus enterprise transition in terms of people [17:00] Maintaining simplicity and the end user experience as a philosophical north star[19:51] Trades offs of embracing enterprise products from the PLG standpoint, and how to manage them[22:57] Building solutions for personas and horizontal platforms[28:06] Platforms and opting into layers of complexity[30:01] Foundational step number one to building towards enterpriseMentioned in this episode:Sign up for OpenView's weekly newsletterAnnie Pearl, Chief Product Officer at CalendlyCalendlySubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Andrew Gazdecki (MicroAcquire): Founder M&A Mistakes

    Play Episode Listen Later Jun 1, 2022 1:35


    Founders often shoot themselves in the foot when it comes to running an M&A process. Andrew points out the most common mistakes he's seen, and how to avoid them.Key Takeaways:[0:23] The Biggest Mistake Founders Make Selling Their BusinessMentioned in this episode:Sign up for OpenView's weekly newsletterAndrew Gazdecki, CEO of MicroAcquireMicroAcquireSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Andrew Gazdecki (MicroAcquire): How to Sell Your Startup

    Play Episode Listen Later May 25, 2022 23:12


    There is a dearth of good advice on how to sell or exit your startup. Most people use outdated slogans like “companies are bought, not sold” but offer little practical advice to navigate a daunting M&A process. Andrew has sold two software companies previously, and now is building MicroAcquire, the founder-friendly marketplace for selling startups. He shares everything he knows about selling companies.Key Takeaways:[1:17] Andrew talks about Bizness Apps—his first company—and the experience of being a founder[3:01] What selling his first company was like for Andrew[4:09] Paths available to folks considering selling their startup outside huge IPOs and unicorn acquisitions[6:25] What does it take to sell the company?[8:35] The role of marketing in telling the story of your company for someone else to believe in and buy the company[10:39] Addressing myths about selling, and the reality that founders aren't trained to sell their businesses[16:03] Understanding why you want to sell, and setting it up for success[18:33] What is MicroAcquire, and how can startup founders leverage the service?Mentioned in this episode:Sign up for OpenView's weekly newsletterAndrew Gazdecki, CEO of MicroAcquireMicroAcquireSubscribe to Blake Bartlett on YouTube.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Yaw Aning (Malomo): Productizing Services

    Play Episode Listen Later May 18, 2022 3:01


    Services-based startups are often dismissed as unscalable “body shops.” But agencies and consultancies are often where product ideas hatch. Yaw reveals his pro tips for how to identify *which* product ideas are worth building as an agency.Key Takeaways:[0:08] Advice for an agency, consultancy, or freelance operation on knowing which idea to go after and buildMentioned in this episode:Sign up for OpenView's weekly newsletterYaw Aning, Cofounder and CEO of MalomoMalomoSubscribe to Blake Bartlett on YouTube. Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Yaw Aning (Malomo): Services Founder vs. SaaS Founder

    Play Episode Listen Later May 11, 2022 30:40


    Many SaaS startups are launched out of services companies. Yaw was running an agency building apps, and kept seeing a consistent pain point in his ecommerce clients' workflows. So he built a SaaS product to address the need, and boom

    Peter McKay (Snyk): The CEO's #1 Job

    Play Episode Listen Later May 4, 2022 1:53


    A company is only as good as its people. And if a company is growing fast, then it's only as good as the last hire. CEOs should set the tone by striving to be the top performing recruiter at the company.Key Takeaways:[0:10] "People, culture is the top job for a CEO."Mentioned in this episode:Sign up for OpenView's weekly newsletterPeter McKay, CEO of SnykSnykFollow Blake Bartlett on Linkedin. Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Peter McKay (Snyk): Leading Through Hypergrowth

    Play Episode Listen Later Apr 27, 2022 31:22


    Hypergrowth is hard. Sustaining hypergrowth is even harder. Leaders need to constantly bring new talent into the organization to avoid plateaus. The tricky part? New talent almost always entails changing roles for existing team members. Peter says the answer is to embrace the pain of difficult conversations to maintain speed.Key Takeaways:[2:54] What makes hypergrowth hard for a startup leader?[5:48] Anticipating plateaus to guide company success, and answering "What could go wrong?"[9:42] The time to anticipate plateaus is when things are going really well.[13:56] Early indicators of problems, and staying ahead to scale talent with the organization] [17:07] Adding specialized talent rather than replacing people[20:02] How to approach tough conversations[24:51] Choosing the pain of difficult conversation, and the context of delivering bad news[27:32] Understand what you're good at and be proactive in finding talent who can do the things you don't like to doMentioned in this episode:Sign up for OpenView's weekly newsletterPeter McKay, CEO of SnykSnykFollow Blake Bartlett on Linkedin. Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    May Habib (Writer): AI Primer on GPT-3

    Play Episode Listen Later Apr 20, 2022 3:32


    GPT-3 is a deep learning language model from OpenAI, and it has taken the developer world by storm. May Habib is the Co-Founder and CEO of Writer, an AI writing assistant for teams, and she unpacks what GPT-3 is and why it's so promising for SaaS companies.Mentioned in this episode:Sign up for OpenView's weekly newsletterMaya Habib, CEO at WriterWriterFollow Blake Bartlett on Linkedin.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    May Habib (Writer): Why Founders Should Focus on Distribution

    Play Episode Listen Later Apr 13, 2022 26:16


    Founders often obsess over product, and for good reason. It's hard to have a good business with a terrible product. May Habib argues that is only half the solution for founders. It's equally important to obsess over product distribution. After all, it's hard to achieve and maintain hypergrowth with terrible distribution.Mentioned in this episode:Sign up for OpenView's weekly newsletterMaya Habib, CEO at WriterWriterFollow Blake Bartlett on Linkedin.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Alex Bilmes (Endgame): The PLG Funding Boom Explained

    Play Episode Listen Later Apr 6, 2022 9:56


    PLG companies are raising larger rounds than ever, at higher prices than ever. Seeing this prompts two BIG questions. Why is this happening? What are these companies going to do with all that cash? Alex works directly with these companies and their GTM teams, and tells us what he has been seeing.To hear this interview and more like it, subscribe on Apple Podcasts, Spotify, our website, or search for BUILD with Blake Bartlett in your favorite podcast player.Mentioned in this episode:Sign up for OpenView's weekly newsletterAlex Bilmes, Founder and CEO at EndgameEndgameFollow Blake Bartlett on Linkedin.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Alex Bilmes (Endgame): Product-Led Sales

    Play Episode Listen Later Mar 30, 2022 34:30


    Product-led sales is selling to companies that already use your product. How hard can that be? Very hard, it turns out. PLG companies need to think about sales in a fundamentally different way in order to succeed. Alex has dedicated his career to solving this problem, and he shares his expertise with us.To hear this interview and more like it, subscribe on Apple Podcasts, Spotify, our website, or search for BUILD with Blake Bartlett in your favorite podcast player.Mentioned in this episode:Sign up for OpenView's weekly newsletterAlex Bilmes, Founder and CEO at EndgameEndgameFollow Blake Bartlett on Linkedin.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    The Bottom Line on PQLs

    Play Episode Listen Later Mar 23, 2022 2:33


    PQLs are a hot topic, but they are very tricky to define and implement correctly. Jesus helps clarify and illustrate the role of PQLs in a broader PLG analytics stack.Mentioned in this episode:Sign up for OpenView's weekly newsletterJesus Requena, Vice President of Growth Marketing at FigmaFigmaUnityFollow Blake Bartlett on Linkedin.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Jesus Requena (Figma): PLG Data & Analytics

    Play Episode Listen Later Mar 16, 2022 27:58


    PLG changes the customer journey. A customer advances by taking actions directly in the product, which means product analytics are paramount to PLG success. Jesus Requena tells the story of how he built the PLG analytics stack at Unity, and the unexpected insights it uncovered. He shows you how embracing product analytics can change your company's go-to-market results.Mentioned in this episode:Sign up for OpenView's weekly newsletterJesus Requena, Vice President of Growth Marketing at FigmaFigmaUnityFollow Blake Bartlett on Linkedin.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Devang Sachdev (Snorkel AI): The Story of Your Product

    Play Episode Listen Later Mar 9, 2022 2:26


    Your product's story is really the story of your customers. Listen to Devang's straightforward framework for successful product storytelling.Mentioned in this episode:Sign up for OpenView's weekly newsletterDevang Sachdev, Vice President of Marketing at Snorkel AISnorkel AIFollow Blake Bartlett on Linkedin.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Devang Sachdev (Snorkel AI): Platform GTM

    Play Episode Listen Later Mar 2, 2022 26:18


    Everyone wants to be a platform, but be careful what you wish for. Platform go-to-market is radically different from application go-to-market. It requires a whole different framework and a special focus on solutions. Devang describes the platform GTM frameworks he developed at Twilio and Snorkel AI.Mentioned in this episode:Sign up for OpenView's weekly newsletterDevang Sachdev, Vice President of Marketing at Snorkel AISnorkel AIFollow Blake Bartlett on Linkedin.Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Beth Steinberg (Chime): Talent Development Is Crucial Today

    Play Episode Listen Later Feb 23, 2022 2:54


    Career paths today look less like a ladder and more like a checkerboard. You go somewhere to acquire a skill, even if it's a non-linear move on your resume. This is especially true for Gen Z. Hear how to leverage talent development to attract more top candidates to your squares on the checkerboard. Mentioned in this episode:Sign up for OpenView's weekly newsletterBeth Steinberg, SVP of People and Talent at ChimeChimeFollow Blake Bartlett on Linkedin. Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Beth Steinberg (Chime): Scaling Your People & Talent

    Play Episode Listen Later Feb 16, 2022 28:26


    Most startups and VCs focus on headcount growth. Success is often measured in how many times your headcount has multiplied. Scaling your people and talent deliberately requires balancing four factors: culture, structure, talent acquisition, and management systems. Hear how Beth has tackled this at Chime, one of the fastest growing fintech companies on earth. Key Takeaways:[2:34] The focus usually is on the number of hires; is this the right direction?[4:35] Blake and Beth explain why faster is good, but it's not the only thing.[5:27] What is a model for scale for the people in talent function and why do you need one?[6:00] Beth shares the example of Nike and their use of a model to scale.[7:17] Beth talks about a model with four pillars: culture, structure, talent, and management systems and process. She starts explaining what culture looks like in this model.[8:02] Beth dives deep into the concept of structure.[9:00] Beth shares about talent.[10:03] What are management systems and processes about?[11:34] Beth explains why there has been a big misunderstanding of what culture is.[15:08] Beth expands on why the ideal structure doesn't matter if you have everything else in place.[16:50] Structure goes hand-in-hand with culture; it is about clarity, communication, and collaboration.[18:14] Beth shares her philosophies and strategies on talent.[20:42] Beth talks about retention and the great resignation.[22:50] Beth tells more about management systems and processes.[25:20] Beth shares what Survey Champions are about.[26:11] Beth shares her perspective on where to begin building a model to scale.Mentioned in this episode:Sign up for OpenView's weekly newsletterBeth Steinberg, SVP of People and Talent at ChimeChimeFollow Blake Bartlett on Linkedin. Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Jordan Walker & Justin Mitchell (Yac): Product as Marketing

    Play Episode Listen Later Feb 9, 2022 2:03


    Yac started as an agency side project. But after winning a big Product Hunt hackathon, investors started tweeting at them. In a few days, Justin and Jordan were now startup co-founders, and those tweets turned into a $400k seed round. Hear how Yac made Twitter their best channel for everything, and how you can create real community online.Mentioned in this episode:Sign up for OpenView's weekly newsletterJordan Walker, Co-FounderJustin Mitchell, Co-Founder and CEOYACFollow Blake Bartlett on Linkedin. Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Jordan Walker & Justin Mitchell (Yac): The $400k Tweet

    Play Episode Listen Later Feb 2, 2022 32:10


    Yac started as an agency side project. But after winning a big Product Hunt hackathon, investors started tweeting at them. In a few days, Justin and Jordan were now startup co-founders, and those tweets turned into a $400k seed round. Hear how Yac made Twitter their best channel for everything, and how you can create real community online.Key Takeaways:[2:10] How did Jordan and Justin go from So Friendly to starting Yac?[3:18] Are Jordan and Justin in a tech hub?[4:02] What was it like to build Yac?[7:00] Justin talks about how Yac certainly got bigger than expected.[7:47] Justin and Jordan speak about the $400,000 tweet.[11:06] Justin and Jordan initially felt it was unreal to get funded for Yac.[12:33] Justin and Jordan started the trend of remote meetings prior to the pandemic.[12:53] Did the origin of Yac feel like a product-market fit?[13:42] Justin and Jordan explain how Twitter played a big role in the second phase of developing Yac.[16:03] Jordan shares how they kept connecting through Twitter.[17:45] How did Jordan and Justin make Twitter work for them?[21:28] Be genuine, be nice, and keep doing it.[22:26] Jordan talks about Emilio, a key member of Yac.[25:59] Real is what converts.[26:35] What does community mean for Jordan and Justin?[30:52] When you have a hidden agenda, everybody knows.Mentioned in this episode:Sign up for OpenView's weekly newsletterJordan Walker, Co-FounderJustin Mitchell, Co-Founder and CEOYacFollow Blake Bartlett on Linkedin. Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Sara Varni (Attentive & Twilio): Leading in 2022

    Play Episode Listen Later Jan 26, 2022 4:00


    The Great Resignation is scary for many companies. But Sara sees it as an opportunity, not a threat. Hear her advice for how to lead your team in 2022 and beyond.Mentioned in this episode:Sign up for OpenView's weekly newsletterSara Varni, CMO at AttentiveAttentiveFollow Blake Bartlett on Linkedin. Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Sara Varni (Attentive & Twilio): PLG x Marketing

    Play Episode Listen Later Jan 19, 2022 20:04


    What does marketing look like in a PLG model? Marketers know that PLG changes things, but does it change everything? Sara makes the case for finding the right balance between novel strategies and long-standing best practices for PLG marketers. Mentioned in this episode:Sign up for OpenView's weekly newsletterSara Varni, CMO at AttentiveAttentiveFollow Blake Bartlett on Linkedin. Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Prashanth Chandrasekar (Stack Overflow): Our Big Mission

    Play Episode Listen Later Jan 12, 2022 3:36


    Stack Overflow's mission is to empower the world to develop technology through collective knowledge. Prashanth describes how his personal story connects to this big mission, and how his team works to make this vision a reality.Mentioned in this episode:Sign up for OpenView's weekly newsletterPrashanth Chandrasekar, CEO at Stack OverflowStack OverflowFollow Blake Bartlett on Linkedin. Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

    Prashanth Chandrasekar (Stack Overflow): Non-Dual Leadership

    Play Episode Listen Later Jan 5, 2022 23:07


    Founders often have strong opinions and extreme perspectives. In the early days, this is good because it leads innovators to start companies. But as a team scales, leaders need to adopt an open mindset. Prashanth describes how this approach has led Stack Overflow to huge success by embracing counterintuitive strategies. Key Takeaways:[3:18] What does Prashanth mean exactly by non-dualistic leadership?[5:02] Prashanth shares examples of non-dualistic leadership.[7:40] Prashanth shares his thoughts about the statement “strong opinions loosely held.”[10:22] Prashanth shares examples of some best practices and commonly accepted ideas that he had thought about differently.[16:41] How does Prashanth think about the risk and mitigating the risk of a consensus-seeking approach?[19:10] What are some sort of starting points for those trying to put this approach into practice?Mentioned in this episode:Sign up for OpenView's weekly newsletterPrashanth Chandrasekar, CEO at Stack OverflowStack OverflowFollow Blake Bartlett on Linkedin. Podcast produced by OpenView.View our blog for more context/inspiration.OpenView on LinkedinOpenView on TwitterOpenView on InstagramOpenView on Facebook

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