The European Startup Show

[00:01:00] Jared's Journey from sales to building a thriving community of 45,000 revenue professionals and how community saved his life.[00:10:00] What makes for a successful B2B community and when companies should think of creating one[00:14:00] The Collab: Jared's New Initiative - a newsletter and community for collaborative growth. How Collab connects creatives, founders and fractionals with founders.[00:22:00] Challenges and Misconceptions in Community Building[00:32:00] Audience building as the new go-to-marketLinksBook recommendation: Presence process By Michael BrownJoin the RevGenius community to connect with like-minded professionals.Subscribe to the Collab newsletter for insights on collaborative growth.Follow Jared Robin on LinkedIn for more updates and advice on community building.

[2:15] From Classical Music to Tech StartupAnnu discusses her transition from a classical musician to founding a technology company, highlighting the unexpected path from arts to entrepreneurship.[12:25] Understanding the Upright Project's Impact ModelA deeper dive into how the Upright Project measures the net impact of companies, using tangible examples to illustrate their methodology.[23:05] Brand Building in the Sustainability SpaceAnnu shares her thoughts on the intricacies of brand building within the sustainability industry and how it differs from other sectors.[29:52] The Decision to Operate as a For-Profit InitiativeAnnu explains the rationale behind choosing a for-profit model for the Upright Project, emphasizing the need for practical impact over academic pursuits..[35:49] Personal Insights: Books, Cities, and Productivity TipsRapid-fire round with Annu, uncovering personal preferences and sources of inspiration.LinksThe Upright ProjectBook recommendation: The Non-violent communication 

2:16 - Path from operator to angel investor to Atomico scout19:09 - Advice on early stage marketingMarketing focus by stage of growthHow do you balance performance marketing and brand/organic marketing?How do you balance the marketing for end-users vs decision makers?Common mistakes 80% of founders make - working as siloed teamsResource for angel investingVentures TogetherAlma AngelsSeae VenturesBook recommendation: On Identity by Amin Maalouf

Guerson Meyer, Co-Founder & Technology Officer of Sophiq Properties, a PropTech company talks about how he uses no-code solutions at Sophiq Properties to locate, evaluate and validate properties in real-time, adapting to the needs of each investment.  In 2023 alone,  they will complete 16 operations totalling 30 million euros. Hear in detail what no-code tools he used to build his core business.

Why all SaaS companies should implement usage-based pricing andHow to run a successful design partner program with your customers to build your early MVP

[1:49] - Why not having domain expertise can sometimes help entrepreneurs [5:45] - Defining your ICP [8:31] - Determining your MVP [13:06] - Funding your seed and lessons learnt from raising too early. [22:48] - GTM [30:11] - Building a team and culture; it starts first with language. [40:20] - Culture first hiring tips LinksCompany: Digitail.ioGuest: Sebastian GaborBook link: Never Split the difference, Chris Voss

[2:16] - 20 years and starting a company in Estonia[5:08] - Angel investing and what to look for?[10:01] - First CIO of Estonia[16:59] - Koos - what is it and why is it important[29:04] - Advice for other entrepreneurs[31:35] - ChatGPT and the future[33:09] - HK Unicorn squad and LinksKoosSponsors:ChargebeeE-residency

[2:00] - How the SVB crisis unfolded at Payhawk[6:23] - The 3 most important ingredients for building a successful unicorn[16:19] - Validating your company idea[18:19] - 60 rejections. How Payhawk overcame the biggest objection from VCs[28:35] - Leading through crisis[31:54] - Competition - Use data not marketing to assess competition[36:18] - Trends in Fintech: the payment gapCompany link:PayhawkBook recommendation:Proving Ground: The Inside Story of the 1998 Sydney to Hobart Boat Race

[2:24] - Journey to starting Seedstars[5:31] - Investing and not being local[10:27] - Seedstars programs[13:28] - Investor returns from emerging markets[19:06] - Challenges[25:12] - Advice for entrepreneurs [27:16] - Advice for investorsLinksSeedstarsBook: Where the crawdads sing

[3:16] - Hedgeflows: Managing risk and automating payment runs for SMEs [9:51] - Advice for finding early product market fit[16:39] - How to attract talent in early stages without brand or VC backing[19:07] - Knowing your investor's incentivesLinks:HedgeFlowsBooks:Disciplined Entrepreneurship: 24 steps to successful startup by Bill Aulet

[2:08] - The economics of solar[7:39] - Challenges and barriers to solar adoption[11:11] - Where are the different countries when it comes to adopting solar[14:50] - Erik's Journey to starting Svea Solar[19:06] - advice on doing layoffs[23:13] - Challenges of scaling - its all about recruiting, developing and retaining talent[29:48] - Continuous people evaluation[37:40] - 3 things Erik looks for when he interviews peopleLinks:Svea SolarBooks:How to avoid a climate disaster by Bill Gates

[2:07] - Advice on navigating current economic conditions[6:00] - FTX bankruptcy [8:48] - Early-stage due diligence [10:59] - Identifying outliers to find the next Uber or Airbnb[14:13] - Decision-making at Creandum[16:20] - Funding process LinksCreandumThe Alchemist by Paulo Coelho

[1:44] - About Remofirst and Nurasyl's journey to starting Remofirst.[6:49] - The three ingredients for not failing at a startup [9:04] - Finding your ideal customer profile[12:00] - Trends in remote hiring[14:09] - Funding journey and tips[21:50] - Making remote working workLinksRemofirstDelivering Happiness - Tony Hsieh, founder of Zappos

[1:53] - Journey to becoming a venture partner at 29 years[7:40] - Increasing the number of women in VC[10:53] - Ideal startups for Sapphire and how they source deals[21:29] - Common challenges, mistakes and advice for Series B companies[30:14] - Series B valuation and trends in valuation[33:51] - Work life balance as a VCLinks:Sapphire VenturesThe Fearless Organization

[2:15] - Online dating market - is there space for one more?[4:47] - Lessons learned from previous startups - retention, defensibility, product complexity, and proving pmf outside of your home market.[16:39] - Never giving up[20:52] - With 8 rounds of fundraising under his belt, David shares his secret for fundraising.[29:00] - Seed stage valuation[29:54] - Iceland as a growing entrepreneurial hubLinksSmittenBook RecommendationNever Split the DifferenceRich dad, poor dad

1:55] - Journey to founding TERN [4:49] - Refugee problem is a global problem. By the numbers. [7:08] - Are refugees are burden to the host country? [9:85] - The Rwanda Refugee plan - will it work? [21:39] - UK's support for refugees - asylum seekers vs resettlement [28:28] - TERN support for refugees [31:45] - Top three businesses started by refugee entrepreneurs and their main challenges LinksTernRefugee market place, AnkaBen and Jerry's support page

[1:53] - Safety in upbringing and why being outside can be a boon to an entrepreneur [8:29] - “Never look at the competition, know your customer instead” [10:58] - Focus on the product and avoid distractions [14:25] - On B2C marketing [19:20] - Building the company culture at Vivino [23:34] - When should a founder step down and bring in a new CEO [27:08] - Fundraising tips [30:35] - what Heini looks for in founders for angel investing Links:www.vivino.comRaw Startup youtube channel - how to grow your app distribution

[1:51] - Irish startup scene[7:41] - How to attract and incentivize talent at a macro level[11:13] - The best startup ecosystems in Europe[19:15] - Dogpatch[24:12] - Norther Ireland/Southern Ireland collaboration[27:21] - Funding for startups in IrelandLinksDogpatchChanging World Order by Ray DalioMidnight's children by Salman Rushdie

[2:30]  Idea development when you are not from the industry [14:52] - From idea to MVP - DIY or outsource? [21:16] - Funding journey pre-seed to seed [25:26] - Building your team [29:34] - Getting your first customers [31:58] - Niche down on a vertical or not [37:25] - Fundraising dos and don'ts LinksArx Alliance

1:45 - Your journey from operational role to VC6:16 - Advice for others thinking of moving from operational to VC role.12:33 - What makes Creandum different to other VC firms?16:25 - Creandum's process of finding and investing in companies25:00 - Timing for approaching Creandum 27:48 - Metrics for investing32:59 - Trends in EuropeLinksCreandum

2:00 - Founding YuLife - the journey 10:34 -  Finding the right co-founders 17:49 - Initial customers 19:21 - Proving ROI 23:11 - From founder-led sales to systematic marketing and sales 27:28 - External branding 31:41 - Pivoting from B2C to B2B early on 34:33 - Internal culture and branding LinksYuLife7 Habits of Highly Effective People - Steven Covey

[1:57] - About Notion Capital[4:04] - Notion's go-to-market support and building the scaling engine[9:09] - How to build a team for growth[16:10] - When to bring in marketing; and determining the first hire[20:13] - US Expansion: when and how you should expand to the US [28:01] - How do you become a Notion Capital portfolio company[40:35] - Big trends and areas of growth in EuropeLinksNotion CapitalThe Circadian Code

[2:08] Your career from currency trader to COO of Railsbank [6:50] Advice for women in FinTech on growing their careers [11:07] Building a high-performance sales team and hiring women after a career break [16:24] Current trends in embedded finance and fintech [25:46] Growing from 120 - 500 people Links:RailsbankLittle Women by Louisa Alcott

[2:12] - Journey from consulting to founding Meatable [11:06] - Alternative protein market [14:35] - Biggest challenges facing Meatable and lab-grown meat [17:45] - Cost of Meatable burger vs a normal burger and target market [22:58] - Funding [24:45] - Go-to-market strategy: license technology or vertically integrate [28:00] - Messaging for different markets - Singapore, US, Europe [31:00] - US expansion LinksMeatable.comBooks:Der Prozess by Kafka

[2:17] Your journey to founding HealthHero [11:54] Multi-pronged business model and prioritization [14:13] Brand strategy [16:49] Go-to-market strategy [20:58] Structuring for growth [25:24] US expansion plans LinksHealthHeroSponsorsChargebeeE-residencyBook recommendationSapiens 

[1:55] Overview of Balderton [3:46] What do you think makes for a good VC?  [5:32] Where are you making big bets going into 2022? [6:30] Why is there a difference in the US and Europe when it comes to web3? [7:52] What is your take on the NFT opportunity? [13:26] Opportunities in fintech [17:52] Team vs Idea - what is more important? [23:36] Organizational design from Series A to Series B [33:02] SaaS metrics for companies Balderton has invested in [35:39] If you could start a movement to change something or further a cause, what would it be and why? LinksBalderton CapitalRob Moffat (Medium)SponsorsChargebeeE-residencyBook recommendation: Mandibles

[2:10] What motivates you and what makes you keep going one startup after another? [13:36] What makes Inkitt different from all the other self-publishing platforms? [18:30] Who are your readers and what is trending? [20:53] What was the turning point where growth took off? [24:34] How did you manage the downturns in the business? Books mentionedAlchemist from Paulo Coelho

Maritime industry [1:34] Why did you start Deepsea? Why has the maritime industry been so late in modernizing? [6:53] Being two engineering founders, how did you supplement the business knowledge that was missing? [09:56] How did the pandemic affect your business? What did you need to do to adapt? Startup advice [12:15] What are some of the challenges and lessons you learnt in the early stages?  [14:43] What was the one change you made in your B2B selling process? [18:30] You were initially wary of taking VC money. What made you change your mind? [21:51] What did you do right when preparing for your fundraising?  [26:23] What advice do you have for hiring and managing people who are older than you? [29:38] How do you reduce stress and startup burnout?

[01:40] Why did you decide to focus on the travel industry? [04:10] What are some of the big trends you see in the travel industry? What do you think has changed permanently and what do you think will go back? [5:27] What are some of the opportunities you see for travel startups [8:16] Your leadership style  [11:17] How do you hire? What questions do you ask in interviews? [19:33] How do you keep employees motivated when business is not doing well? [21:03] How did you determine your 30-60-90 day plan for Awaze, a PE-driven company?  [24:44] How did you lead through Covid? LINKSAwazeThe Better Angels of our Nature by Steven PinkerGosta Berlings Saga by Selma Lagerlof

[1:26] Early life and value of hard work [2:43] Experience and most memorable moments from your time at Google and Twitter as an early employee [7:15] Pivoting during the pandemic [21:50] Future of the workplace Links:EnvoyBook recommendation: The Cold Start Problem

[01:53] What convinced you to begin yet another online fraud prevention company? [4:52] How did you structure your product, your team, and other aspects of your company to get quick time-to-value, your core promise to customers? [11:59] Could you tell us more about your hybrid model of sales?  [15:15] How easy is it to start a tech company in Hungary? And what are the biggest challenges of setting up a company and running it from Hungary? [17:26] Beyond product and unit economics, what else do you think a startup needs to do for a successful fundraise?  [19:52] Could you share your insights on some of the latest fraud trends? [24:34] Rapid round: Favourite book, productivity tool, city and quote LinksCompany: SeonBook: 48 laws of power

[2:10] - What was the initial concept with which you started Glovo? [7:44] - How has the tapering down of the pandemic affected your business? [10:17] - How do you deliver groceries in 10 minutes?   [17:36] - How profitable is your q-commerce business? [20:50] - How do you build loyalty in this business? [23:23] - What is justifying the huge amounts of capital being invested in this space?  What will determine who wins in this market? [25:49] - How do you as a management team and company keep your focus in this hyper-competitive market which has a lot of movement? [33:21] - What are some mistakes you made in building Glovo and what did you learn from it? LinksGlovo

Healthtech and Healx [1:53] What inspired you to start focusing on rare diseases? [3:28] Could you define what rare disease means? [3:43] Why has what you're doing never been done before? And how is your approach to drug discovery different from others? [5:53] What are the trends you're seeing in this space? And what do you think is accelerating this high amount of investment in health tech? Startup to Scaleup [8:16] Why did you bootstrap your company in the early stages and how did you execute with minimal resources? [10:18] Why did the inventor of Viagra - Dr. David Brown join Healx? [12:09] - What are some mistakes you made and what would you do differently now? [13:10] What should founders keep in mind while selecting investors for their startups? [14:57] Why did you raise series B so quickly after series A? Why did not just raise a larger Series A? [16:41] What adjustments did you have to make and how did you think about operating the company after going from bootstrapping to raising $ 70 million? [20:18] What has been the hardest thing about scaling? [21:46] How do you deal with making decisions in areas where you don't have experience? And how do you manage the stress? [23:56] What are the future plans for Healx? LinksCompany: HealxBook: The subtle art of not giving a fuck

[1:42] How did you go from scuba instructor to insect farming? [4:24] I don't see insect protein based food in the market, why so much funding in this space? [7:17] How do you actually do insect farming? What is the process of farming black soldier flies and creating proteins out of them? [10:31] With the recent Covid pandemic, do you think the perception against meat has shifted? What does this mean for the future of insect-based proteins?  [13:30] What does it take to be successful in this market? [18:09] Funding journey: How does funding for deep tech ventures differ from SaaS funding? [21:24] Advice for other entrepreneurs Links:Entocycle

[2:05] From where does your fascination for business and entrepreneurship stem from? [3:21] When you met Angela (co-founder), what fascinated you about her work and what made you think that this had commercial opportunities? [7:42] How did you determine which application to develop first?  [10:42] If you had to redo the phase of trying to find your first application, how would you do it differently? And how would you go about looking for a market for your product? [11:45] Once you identified the skincare industry, what did you do next to deliver what was needed for that industry? [13:29] How did you balance your personal and business life?  [19:23] Could you tell us about your hiring philosophy? What are some of the things that you have done well and what are some things that you would do differently? [22:14] What did you do to find the right investors in your early stages? [26:12] What stage are you in right now and what challenges are you working through? [27:10] - Where did you determine where to build your facility? [29:54] What is next for the Swedish Algae Factory?  LinksSwedish Algae Factory

[1:59] How did you come to focus on women-led businesses? [3:20] What do you think Europe has done to encourage women-led businesses and what more can be done? [5:06] What are the main barriers women face in attracting investments? [7:32] From an investor perspective, how do you balance the business objectives of revenues and scale when the founder is considering starting or expanding their family? [9:08] Do you see more women-led businesses coming out of specific parts of Europe? [12:27] What do women founders and companies looking for VC money have to do differently in the current environment? What are you looking for as an investor? [15:38] Tell me about a case where you missed investing in something - what happened and what did you learn from it? [17:07] When should women look for angel investors?  [20:36] How do you find angels who know your space? [23:01] How long does the due diligence stage take?  [23:50] Do you feel angel investing for small ticket amounts and really early stages has decreased?

[2:18] How did you come to joining Bramble as employee #1? [6:12] How did you organize yourselves with three founders, in terms of responsibilities, in the beginning, and how that has evolved now? [8:16] What is the right time for ideas coming out of research institutions and universities to spin out on their own? [11:01] What is the funding journey for deep tech look like? What are some lessons learned?  [13:17] How did you operationalize your plans once the funding arrived? [17:50] Of all the things that you have accomplished with Bramble, what are you most proud of? [19:28] What did you do to build culture in your company that you are proud of? [20:06] On hiring [22:41] Are there things that happened as you grew Bramble that were challenging and now in hindsight you would handle them differently? [24:25] What's next for Bramble? Bramble

[2:14] What does ESG really mean and where are we today? [10:27] What can startups do for ESG? [13:11] What triggered you to start Net Purpose? [20:11] How do you ensure businesses don't make false claims about their environmental policies or make token gestures but have very little impact? How much can the data be trusted? [23:47] How did you figure out product-market fit? [33:39] How did you fund your initial journey? [38:06] What's next for Net Purpose? Links:Net Purpose

[1:21] Your journey from VC to accelerator head [3:02] What stage does Malmo focus on? [3:59] What trends are you seeing in the fundraising landscape - on what's working and what is not? [12:36] The problem of pre-seed funding in Europe and what can be done to fix it [25:58] How can people find the right angels if they don't have the network?

[2:02] What inspired you to start CLUBZERØ? [6:42] How did you determine the market opportunity and feasibility? [10:37] How has your background in architecture helped you become an entrepreneur? [15:16] How did you prioritize what to do in the early days? [24:35] In 2018 and 2019 you were raising money, but had also had a baby. How was that experience and what would you say to other women entrepreneurs? [30:38] I've heard you say that confidence is your superpower. Where do you get your confidence from? Links:ClubzeroContact info: Hello@clubzero.coOr download the ClubZero App

[1:18] Why do you feel so strongly about this vision of creating friendships between customers and agents and where does this vision come from? [7:28] As a company, what was the process you undertook to define the category that you want to be in? [19:29] How do you convince your customers to switch from an established vendor? [24:27] What are some of the mistakes you have made in your early days? And what are your biggest learnings in this journey? [27:20] What strategies worked for you to get your first 10, 100 and 500 customers? [32:03] What advice would you give entrepreneurs on how to scale pre-series A? [33:08] What do you think of brand building and its effect on different aspects of the company in various stages? Links:DixaBooks:The Hard thing about hard things by Ben Horowitz

On Veriff [01:20] Could you tell a little about how and why you started Veriff? [03:53] What shortcoming did you notice in the current solution that made you think you could do something different and better than what existed? [6:42] How are fintech companies with their legacy systems able to use your new advanced verification system? Growing your business [8:20]How did you go to your first ten to hundred customers? What did you prioritize in those initial stages?  [12:38] How did you do employer branding to attract good talent from all over the world? [14:10] So far what are you most proud of doing in how you've built Veriff? [15:30] How do you hire at Veriff? [17:16] In hindsight, what would you do differently?  [19:00] What helped you secure funding from people like the founder of TransferWise to tier 1 investors like Accel, beyond the basics? [23:11] What motivates you? Did you always have an entrepreneurial streak or did you fall into this?  Links:VeriffBooks:The Little Prince

[2:02] - What led you to start Greyparrot and what did you do in your early stage? [10:47] - How did you figure out who your buyer in the value chain is? [12:17] - What was your process for validating the problem statement?  What did you do well and what could you do better? [20:19] - How did you fund the venture in the early stages?  What was your funding journey like? [25:39] - How did you find your first few customers, beyond your network? [29:28] - What are you most proud of accomplishing thus far? [30:33] - How did you deal with any self-doubt and overall stress? [33:00] - What are some steps you have taken to keep the business going as you take time to have a baby? What advice would you give to others LinksGreyparrot.aiBooks:Donut Economics by Kate Raworth

[1:22] What is the pain that Outfunnel is trying to solve and who is your target market? [3:28] Can you tell me a little about your journey to starting Outfunnel? [4:30] How did you validate the problem you were solving? [8:03] How did you determine if the problem is a feature or something you can build a business around? [9:22] What are the challenges you're facing in entering a mature market? [10:12] How did you get the first 500 customers? [15:51] From a sales perspective, what should founders do to help scale the pipeline and create a more scalable business? [18:53] What do you think are the key metrics to track for marketing and sales alignment? [25:13] How did you come up with pricing for Outfunnel? [26:11] How do you work with large platforms? LinksOutfunnelBook recommendation:Alchemy by Rory Sutherland

[1:40] What about your experience working in the Japanese geriatric residential made you start Farewill? [06:15] What is the current experience for consumers who want a Will, probate, or funeral service? [14:12] How did you build trust in this industry and get your first few customers? [17:46] What impact has Farewill made on customers? [22:20] How did Farewill manage to become the number 1 Will provider in UK?  [26:43] How do you market a product for the death industry? [28:45] How has the pandemic changed the perception of death related services? [31:15] What do you look for in hiring and building culture at Farewill? [36:22] What are you most worried about in terms of risk to your growth? LinksBook recommendation: Jonathan Livingston Seagull

[1:34] - Why did you leave Oracle to join Celonis? [3:20]] What does Celonis do? And what is Execution Management System (EMS)? [8:00] How would you describe what it takes to be an ecosystem strategy officer? [9:35] When time is best to build a partner or ecosystem strategy? Is this something that you would recommend all companies to do? [14:13] What is the blueprint to building a successful ecosystem strategy that would scale? [19:26] When is the right time to think about embarking on a partnership and ecosystem strategy in the life of a startup? [23:21] What advice would you give founders and CEOs on how to measure, track and incentivize the ecosystem strategy role for it to be successful? [27:53] What are some of the innovative things that you and Celonis have done to create successful ecosystem strategies? [28:48] Do you worry that to get value out of Celonis, companies might have to spend more? Links:Celonis

[1:10] Andy's background and how he came to be known as ‘the growth guy'.  [3:20] What does ‘growth' actually mean these days? What is expected of a person when hired as VP of growth? [6:17] How should a growth team be structured in a startup for it to be set up for success? [9:56] Typically, what are a growth team's responsibilities? What KPIs would one use to measure this team's success? [13:54] When is the right time to hire someone that's going to coordinate or lead this growth function? What should one look for when hiring such a person? [21:38] Are there differences in how startups in Europe think about growth versus startups in other parts of the world? [24:10] Is ‘growth' a temporary function meant to fix something and leave? Or does it have the potential to build a sustainable growth loop? [28:18] What is Facebook's philosophy on growth and how did they structure the growth function within the organisation? [31:55] Can someone be trained for growth marketing? What are your insights on recruiting a ‘growth person'?  [35:21] - Advice on building a growth team and additional resources. Resources on growth marketingReforgeTractionGrowth hacker marketing

[01:05] Your journey to starting Pegafund  [06:27] What problems do you solve for startups and scale-ups? [10:07] What are the key KPIs for SaaS companies in the early stages (zero to 1 million) and what does ‘good' looks like at this stage.  [18:07] What are some of the key metrics for the stage from two or five million to ten million? And also, what are some common mistakes that entrepreneurs make at this stage? [23:20] What are the systems that should be in place for tracking from zero to five million - and further - for entrepreneurs and founders to make decisions on? [25:46] When revenue operations should be brought in? [27:50] Are there specific metrics that help determine when expansion is right? What advice do you have for expanding within Europe versus expanding to the US based on metrics or best practices? [32:09] From a metrics perspective, how do VCs view European companies as opposed to US companies? [38:31] What are some of the biggest mistakes that start-ups make when they're preparing for fundraising? Links:Pegafund

[1:14] What is positioning? And how can you tell if a company needs to rethink its positioning? [5:12] How does company positioning and product positioning differ? [12:00] How does the “Obviously Awesome” positioning framework for B2B companies work? [21:08] - Who should be involved in positioning?  April uses her framework to walk through a case study where she developed the positioning for a CRM product. [32:45 - How do you balance where you are today with the product against where you want to be? How do you position your product in that context? [34:23] When should you create a new category? [42:40] Where do companies and founders struggle the most when it comes to positioning and what is your advice for them?

[01:13] - What is customer success and what is it not? [06:32] - How do you align an organization to make customer success everyone's business?  [19:20] - When is the right time to introduce usage telemetry and analytics in an organization? [20:58] - How do you hire the customer success leader? [25:13] - What should your customer success organization should be based upon? [26:55] - How do you set up Customer success metrics or incentive system? [31:33] - How do you structure CS teams to align with the farming/account expansion vs purely engagement and customer satisfaction? [37:15] - What are the common mistakes companies make when it comes to customer success? Links:Rav DhaliwalRav's blog on MediumResources recommendedThe InSide Scoop - Podcast on tools and technologyCreating Customer Success - Podcast by Daniel Cattini and Alex TrumanCustomer Success - Book by Dan Steinman, Nick Mehta and Lincoln Murphy

[1:04] - What do you mean by creating demand and capturing demand?  What should you do in the early stages of the startups when you don't have a lot of money? [6:41] - How do you create content at scale, especially in the early stages? [15:10] - Can you give client examples of impact to demand gen in 30-60-90 days?  [20:37] - How do you influence different personas in the buyer journey? [23:50] - How does demand generation strategy differ from SMB to enterprise segment? [28:13] - When should you use Linkedin vs Facebook ads as a paid channel? [30:46] - What is the difference in strategy for companies growing from $50 M to $100 M in revenues?  [34:14] - What metric would you tell companies to look at? [35:37] - How do you see product-led growth model working together with the demand gen model? [37:13] - What are the common mistakes you have seen startups make when it comes to setting up demand gen? [39:26] - How important is demand gen experience in a VP Marketing hire?   [41:32] - What should a founder expect in their 30-60-90 days from their VP of Marketing?