SaaSy Thoughts Podcast

This week's guest: Steve LePatner CEO, Howard Lee & Associates In this podcast you will learn: How to avoid common contingency recruiting mistakes & stop good people from leaving Steve shares the ‘board screen' that can screw up your process and key diligence items that executive candidates need to undertake before joining a venture-funded firm. [SKIP AHEAD] 02:05: How do you pick a recruiting firm? 05:58: The pitfalls of using too many firms on a contingency. 10:58: Pay people less because they now work remotely in a lower-cost location? Why not!? 15:01: A common reason people are quitting that you can avoid 18:01: To counter, or not to counter-offer. 21:54: The candidate killer - Involving the board in the process.

Joining us this week is Appy Choudhary, Head of Sales Development, Blend. Learn how Appy has successfully hired over 45 ICs and how he is evolving the SDR function. Chapter list 00:00 Introduction 03:39 How does Appy attract SDR candidates? 08:01 A secret sauce input for Appy - How he creates diverse teams 13:14 How the SDR team can increase its impact on a company 24:16 Appy's formula for career success as an SDR leader

[VPs who scale] The SaaSy Thoughts Podcast with special guest: Brennan O'Donnell, Partner at Frontline VC 'What to know about establishing a presence in Europe for U.S. start-ups' [Podcast Breakdown] 00:00 - Intro 00:55 - Who is Frontline VC? 06:06 - Mistakes made in heading to Europe from the U.S. 12:05 - Making the jump to Europe 18:50 - Where to base your startup 21:49 - De-risking

Glen Jones takes us through his experienced, having been through a recent acquisition and how to take advantage of the personal growth opportunities that this affords. Chapter list 00:00 Intro 1:37 The EzyVet business profile 13:28 The retention incentives you might expect 15:18 What the key expectations of Glen rate after acquisition. 20:14 The opportunity for people post-acquisition 27:04 What conditions existed before the acquisition?

Hear the journey of an engineer turned sales professional, Tushar Makhija, who learned from industry titans and has founded his own business. Tushar shares how a former Salesforce executive set the right expectations and set him on the path to success. He also describes a context for when early-stage companies should combine Customer Success and Sales leadership roles. [HOSTED BY] Matt Cameron, CEO at SaaSy Sales Leadership • Learn about SaaSy Sales Leadership programs and premier offers: https://saasysalesleadership.com • Follow Matt on LinkedIn: https://www.linkedin.com/in/saasysales/ [SPECIAL GUEST] Tushar Makhija, CEO & Founder (Stealth) • Follow on Linkedin: https://www.linkedin.com/in/tusharmakhija/ Listen to The SaaSy Thoughts Podcast on your desired podcast app @ Anchor: https://anchor.fm/saasy

[HOSTED BY] Matt Cameron, CEO at SaaSy Sales Leadership • Learn about SaaSy Sales Leadership programs and premier offers: https://saasysalesleadership.com • Follow Matt on LinkedIn: https://www.linkedin.com/in/saasysales/ Listen/Subscribe to The SaaSy Thoughts Podcast on your desired podcast app @ Anchor: https://anchor.fm/saasy

The Chorus founding story - 'From an idea to a $575M exit' w/ Guest: Roy Raanani, President/Co-founder at Chorus Check out Roy's wisdom at https://www.raanani.com/ Visit Chorus [https://www.chorus.ai/] [CHAPTER LIST] 0:00 Introduction 3:00 The first hires that Roy made (CS was early - Learn why) 9:00 The Zero to $1M salesperson 12:35 If you hire marketing early, who will sell the product? 17:27 The first few GTM hires for Series A 28:18 What to know about joining a Series A company 37:00 What to know about startups being run by first time founders 43:56 How founders should be communicating with investors 46:46 What you can and can't control in a startup • Listen to this episode on • - Apple Podcasts: https://podcasts.apple.com/us/podcast/saasy-thoughts-podcast/id1505260778 - Spotify: https://open.spotify.com/show/2SJUNxRu2n1bYimxQyyo6S?si=6551ac4870074e3c - Anchor: https://anchor.fm/saasy [HOSTED BY] Matt Cameron, CEO at SaaSy Sales Leadership • Register for a SaaSy Sales Leadership program: https://saasysalesleadership.com/courses/ • Follow Matt on LinkedIn: https://www.linkedin.com/in/saasysales/

In this special episode of 'VPs who scale' we meet Andie Dovgan Chief Growth Officer at Creatio. The best player in the market that most people have never heard of! Creatio is effectively competing against industry titans Microsoft, Oracle and Salesforce - What is Creatio's elevator pitch and how are they competing with enterprises that have SO much more in terms of financial resources? Watch the video of this episode on Youtube: https://youtu.be/k0PX9-eQmaw [HOSTED BY] Matt Cameron, CEO at SaaSy Sales Leadership • Website: https://saasysalesleadership.com • Follow Matt on LinkedIn: https://www.linkedin.com/in/saasysales/ [GUEST] Andie Dovgan, Chief Growth Officer @ Creatio • Website: https://www.creatio.com/ • Follow Andie on LinkedIn: https://www.linkedin.com/in/andreydovgan/ [CHAPTER LIST- click to skip ahead] 00:00 Intro 00:46 Who Creatio is and the value they deliver 05:06 How Andie transitioned into sales from HR 06:40 Andie's top tip for career acceleration 10:00 The trajectory from IC to Chief Growth Officer 10:31 The transition from manager to managing managers 13:00 Hiring well - a critical competency 18:57 How hiring has changed in the pandemic 21:45 Selling to different cultures 24:60 The transition from a pure sales role to Chief Growth Officer

Learn what the numbers look like from outbound job applications to interviews through to securing a role. Scott Hawkyard is an A-Player enterprise sales executive with over 2 decades of experience. Listen in and learn how he secured his dream role and how the job hunt differs from just a few years ago. If you are looking for a job or trying to hire an enterprise AE, this interview has plenty of tactics to learn from. [HOSTED BY] Matt Cameron, CEO at SaaSy Sales Leadership • Register for a SaaSy Sales Leadership program: https://saasysalesleadership.com/courses/ • Follow Matt on LinkedIn: https://www.linkedin.com/in/saasysales/ [GUEST] Scott Hawkyard, Enterprise Account Executive @ nfinite • Website: https://www.nfinite.app/ • Follow Scott on LinkedIn: https://www.linkedin.com/in/scotthawkyard/ [Topics covered] 00:00 Start 00:56 The background of a world class enterprise sales professional. 03:40 The search - Finding the roles, #'s of applications, interviews held and offer received 05:19 Managing the process 6:56 Mis-steps employers make in the process 9:49 A tactical tip for using Linkedin in the search 10:29 Some tips if you haven't interviewed for a while 11:57 Some best practices for employers 19:01 Key things you need to do to be your best during the interview process 22:11 A question sales people need to be ready to answer

This week we cover the ascent of new communication styles, the clamp-down on non-competes, and personal development plans. SHOW NOTES: Click the link to learn more about The SaaSy Virtual Vegas Campus Tune in weekly to hear more SaaSy Thoughts - Insights on the week's news and longer term trends in tech. Hosted by: Matt Cameron, CEO @ SaaSy Sam Arnold, Enterprise Account Executive @ Retool This podcast is brought to you by: www.saasysalesleadership.com #1 In Developing SaaS Go To Market Leadership

SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech. This week we talk crossing the chasm, hiring tests, why people can't write and AI email writing. Tune in weekly to hear more SaaSy Thoughts - Insights on the week's news and longer term trends in tech. Hosted by: Matt Cameron, CEO @ SaaSy Sam Arnold, Enterprise Account Executive @ Retool This podcast is brought to you by: www.saasysalesleadership.com #1 In Developing SaaS Go To Market Leadership

This week we discuss how to assess a prospective employer, tips for getting promoted internally, and as always, some cool new tech! Tune in weekly to hear more SaaSy Thoughts - Insights on the week's news and longer term trends in tech. Hosted by: Matt Cameron, CEO @ SaaSy Sam Arnold, Enterprise Account Executive @ Retool This podcast is brought to you by: www.saasysalesleadership.com #1 In Developing SaaS Go To Market Leadership

This week we discuss Ransomware, Facebook VR and in 'Sam's new thing', FINALLY we have flying cars. Tune in weekly to hear more SaaSy Thoughts - Insights on the week's news and longer term trends in tech Hosted by: Matt Cameron, CEO @ SaaSy Sam Arnold, Enterprise Account Executive @ Retool This podcast is brought to you by: www.saasysalesleadership.com #1 In Developing SaaS Go To Market Leadership

SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech. This week we discuss how to think about the latest tech fads, the crazy price of silicon and a Sam's new tech is something that will help you shed the Covid lbs. This podcast is brought to you by: www.saasysalesleadership.com #1 In Developing SaaS Go To Market Leadership Our hosts: Matt Cameron, CEO @ SaaSy Sam Arnold, Enterprise Account Executive @ Retool

This week the guys are back from holiday with a surprising connection between timeshare and SaaS, vaccines and getting back to work, and some cool new tech that will greatly improve your Netflix experience very soon This podcast is brought to you by: www.saasysalesleadership.com #1 In Developing SaaS Go To Market Leadership Our hosts: Matt Cameron, CEO @ SaaSy Sam Arnold, Enterprise Account Executive @ Retool

This week we discuss why NFTs for owning digital artwork outright is stupid, the rise of ransomware and Sam's new thing is Copy.ai - Perhaps the best thing that happened to essay writing in middle school (intended for commercial use only). This podcast is brought to you by: www.saasysalesleadership.com #1 In Developing SaaS Go To Market Leadership Our hosts: Matt Cameron, CEO @ SaaSy Sam Arnold, Enterprise Account Executive @ Retool

This week we discuss how mesh networks will help you stalk your partner, neural implants, Elon's influence and Sam's cool tool is Vimcal, which does for calendars what SuperHuman does for your inbox.

SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech. This week we discuss Slack and the challenge of inclusiveness, how you can use bots and AI day to day, PSYCHEDELIC experiences in Vegas and as always, Sam's 'Something interesting and new'. Brought to you by www.saasysalesleadership.com

SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech. This week we discuss the BIG BUCKs that are being paid in tech today, hybrid workspaces, and as always, Sam's 'Something interesting and new'. Brought to you by www.saasysalesleadership.com

SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech. This week we talk through warning signs on culture that can kill a start-up/scale-up; CEOs and sales; and as always, Sam's 'Something interesting and new'. Brought to you by www.saasysalesleadership.com

SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech, brought to you by www.saasysalesleadership.com This week we cover: direct listing IPOs, privacy apps, workplace non-disparagement agreements (& why they suck), plus cool new tech to know about.

SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech. This week we cover: The tech worker migration from SF... Where people are REALLY moving to The current crazy valuations and what that may mean if you are joining a new company A new app that teaches young adults about real world stuff (Like taxes) The latest most ridiculous digital service - An emoji identity!?

SaaSy Thoughts [April 2021, Week 2] with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech. This week we cover: Things to noodle on about these new forms of financial assets enabled by securitization platforms or blockchain (But explained in non tech language) Implications of the new rural internet access initiative A cool new company facilitating remote office setups (Firstbase) A robotic writing service so you never have to miss grandma's birthday card again A YCombinator company that has figured out how to get their competition to say their name in nearly every sales call... How do they do that? Great question.

SaaSy Thoughts, with Sam Arnold and Matt Cameron - Insights on the week's news and longer term trends in tech. This week we cover some hot new apps that are scaling, the future of Clubhouse and what new announcements by Zoom, Slack and hybrid tech players will mean for you.

In this interview, SaaSy's CEO Matt Cameron meets with David Hershenson, Chief of Staff at Tray.io: A SaaS veteran who has worked at Salesforce, Yammer and Zendesk who shares how he transitioned to the CoS role and how you can set yourself up for it: 00:18 [Cameo from a surprise guest] 03:56 The transition to CoS from inside sales 06:30 [Our cameo returns] 10:43 How to set yourself up to secure a CoS role 12:30 Where to from CoS role? Options beyond CoS. 13:41 Traits that Hersh has identified in the most effective sales leaders 16:11 Signs a sales leader is not going to work out

Learn what PLG companies should provide their sales teams with to accelerate sales cycles. I also discuss how you as a sales professional can engage with freemium users to ensure that you don't get stuck with the curious, junior user who is trying out your system. If you are interested in learning more about up leveling your go to market skills, come see our courses at www.saasysalesleadership.com

In this episode we talk about how to land the MEGA deals, with Gavin Jones, who in addition to being the Australian Country Manager for Tableau, has had an incredible run leading enterprise sales teams at Pivotal, Good technology, Salesforce, Oracle and Avaya. 1:22 How a role in market research was an entry point to figuring out how to land multimillion dollar deals. 1:47 How to differentiate based on customer's business processes, change management and related programs. 5:28 - The skills and acumen you need to pull off 7 figure deals 13:30 - How do you even start to create and envision a mult-million dollar deal? 20:17 - Earning the right to becoming the trusted advisor. 22:48 - Challenger/Provocative selling where insight driven selling delivers outsized value to an account 24:54 - The 'Flanking strategy' used to land and expand across a bank to secure the mega deal. 31:09 - How politics factors in deals and how you actually figure it out (A very cunning tactic you can all use) 35:11 - What are the characteristics of the most successful enterprise sales professionals.

Kicking the year off, Matt Cameron explains: - How to write a value proposition that gets access to the big budgets you need for creating massive customer value and blowing out your quota. - The key persona that you need to avoid as you engage in your next enterprise opp - Hint: His name is Seymour. 0:00 - 0:18 - Finding the unrealized value in your territory: Exec Agenda 0:48 - Gtmhub: Example company research and background 2:09 - 2:45 - Creating Value Proposition from OKRs 3:10 -

We discuss the career of the CEO of SAP and why you should work for a large enterprise if you want to sell to F1000 (And Matt suggests two companies you should apply to if you are in transition right now). 0: How to get to be CEO of a 40K employee company by age 40 1:01 Who you need to connect with to sell MEGA deals 1:48 How to ascend to the top role without staying at one company for 20 years 2:31 A trap to avoid when career ladder climbing 5:00 Why enterprise sales is a great option for many of us and where you can get started

In this episode we talk to Tom Morrill of The Sales Growth Zone and we cover all things Q4 and planning prep for Q1. Tom gives tactics for companies with or without enablement people - Have a look! SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

In this episode we speak with Paul Madott, who shares his philosophy around using strategic contact for less attempts that result in more deals. Paul's company SOAR Training process trains people how best to make contact with decision makers for the best outcome. Paul says that their open rate is over 30% and Linkedin connection request rates with Decision Makers is 42% - Not too shabby. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

In this episode we meet Will Evans, a former 3 sport varsity athlete: Rugby (Yay), Basketball & Soccer! Will talks us through his formula for success in selecting companies to join - People, Product and Package (pay). He shares his success formula based on an incredible trajectory - We talk tactical and some more esoteric elements. We get specific about how to protect your time by 'Matt Cameroning' the meeting (I am happy to become a verb). SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

We meet Mike Goldenberg who is head of sales at Alyce - He gives some really actionable tips for scaling up the GTM team and how to think about choosing a company as a head of sales (We also talk about sloths). SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

In this episode we met Evan Carlton who moved from SDR to management that ultimately led to a transition to enablement. If you are interested in this career path, then tune in as Evan shares some specifics that you ca take action on today. https://www.saasysalesleadership.com

This week we meet Adam Pinkham who is a Sales Engineering leader based in Amsterdam - We cover gnarly topics like the navigation of stakeholder management and how to make the transition from individual contributor to manager. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

In this episode we meet Carter Wigell - a senior sales leader who spent ten years at Salesforce and most recently had 500 people in his team at WeWork, responsible for around $4bn in revenue. We talk about the most important considerations for stepping into the role for the first time and what CEOs need to be aware of to setup their head of revenue success. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

In this episode we meet Australian Dan Ussher - A founder and revenue focused executive. Dan started his career at Fuji Xerox and has gone on to have a great run with companies like Salesforce. We talk about what it takes to do 7 figure deals and what it takes to be successful as an enterprise rep. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesleadership.com

This week we meet Sherif Hasan at Re-Leased (Property tech) who runs a team across multiple geos. We discuss how to make the transition from peer to management, and as always, best practices for the role itself. The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

In this episode we meet Tyler Parson, a Director at Betts Recruiting. She has been promoted 3 times from AE to senior manager. She has a unique view on how to build a successful career in sales given the broad visibility that Betts afford her. The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

This week we meet Chris Wheeler, Chief of Staff at Github (A division of Microsoft). Chris was the winner of the SaaSy 'Impact Award' in 2019 and helps us get an understanding of the COS role and what he sees as common themes among the most successful managers. The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

In this episode we meet Jamie Hankins of Endeavor.org - An incredible organization that believes in global impact through entrepreneurship. Jamie works with dozens of organizations all over the world and generously shares best practic themes curated from across the globe. The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

In this episode we meet Parker Eide, a distinguished SDR leader who won the SaaSy 'Impact Award' in 2018. He shares some tactics for making the transition from peer to manager and how he has built an amazing culture within his team. The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

This week we meet Amber Banks, Director of Sales Enablements at Justworks. We learn all about modern enablement! We also cover how to get into the role AND how to get maximum value from enablement as a sales manager. As a special bonus we also talk about creating an inclusive workplace - Let's get into it! The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

In this episode Jared Fuller, Senior Director of Partnerships at Drift shares some unreal insights about building valuable alliances that deliver serious $. Drift's growth is phenomenal and from an army of 1, Jared's group is having an outsized impact. His entrepreneurial background really shines through in what is one of the highest tactic/min interview I have ever done. Let's get into it. Listen to The SaaSy Podcast on Spotify: https://open.spotify.com/show/2SJUNxR... The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

In this episode we speak with Erica Rabb, VP Commercial Sales at Salesforce. Erica will help you think through the shift from large employer to small (and back again), and she shares some very tactical insights on bridging the gap between work and home life. Let's get into it. SAASY SALES COURSES - We do custom live virtual programs for all courses. We have a growing list of folks wanting live-virtual programs. We can include you in a public cohort or run a private series! For more info contact us: info@saasysalesmanagement.com Browse our courses at https://saasysalesmanagement.com/courses/ The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://saasysalesmanagement.com

In this episode we speak with Simon Yock, CEO of Forsite: https://getforsite.com/ We talk about how Forsite is ideally positioned to support property owners/managers in the midst of the COVID crisis. Forsite has reduced person-to-person contact on commercial properties for years. We are delighted to help slow the spread of COVID-19, even though we are simply doing what we've always done: https://www.getforsite.com/covid-19 Simon talks about what it took to make a successful transition from sales leader to CEO and the most important skillset/capability you need as a founder/CEO. Let's get into it. The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni at https://www.saasysalesmanagement.com

In this episode we speak to Mike Powers, District Manager at Autodesk Construction Solutions. We talk about hiring for domain expertise vs sales experience and what to expect after your company is acquired. Mike is an alumni of SaaSy Sales Management and we invite you to come see all our go to market live virtual and in-person programs @ https://www.saasysalesmanagement.com The SaaSy Podcast pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy is a collection of SaaS industry veterans who have created a structured GTM development program with a collegiate community of alumni.

In this episode we speak to Grace Tyson, Sales Director at Chorus: - Managing international teams - Coaching best practices - Ideas for the VP to set up a new manager for success So Let's get into it! THE SAASY PODCAST pulls seasoned veterans from the SaaSy Sales community and shines a spotlight on them so that they can share their knowledge with you and help provide growth in your career. SaaSy Sales is a collection of SaaS industry veterans who have created a structured SaaS management development program with a collegiate community of alumni. Our SaaSy programs have been contributed to and vetted by executives formerly of Salesforce.com, Box, Oracle, Yammer and many more.