Podcasts about CRO

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Best podcasts about CRO

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Latest podcast episodes about CRO

Le Shop des Titans - Le meilleur de Shopify dans un podcast
Comment transformer vos expériences d'achat grâce à la WISHLIST ?

Le Shop des Titans - Le meilleur de Shopify dans un podcast

Play Episode Listen Later Jul 1, 2025 15:22


Molecule to Market: Inside the outsourcing space
The GM focused on inhaled & nasal drugs

Molecule to Market: Inside the outsourcing space

Play Episode Listen Later Jun 27, 2025 46:03


In this episode of Molecule to Market, you'll go inside the outsourcing space of the global drug development sector with Gemma Budd, General Manager at Nanopharm. Your host, Raman Sehgal, discusses the pharmaceutical and biotechnology supply chain with Gemma, covering: Why being in an overlay strategic, future-focused role led her to make the tough decision to move on Identifying the joy of solving problems for customers in service-based businesses Why her holistic experience led to the GM role...and the reality in becoming the leader The factors driving growth for inhalation delivery for nasal and pulmonary routes Being a niche player in a global market - why clients don't care where you are when you know what you're doing With a background in biomedical science, Gemma has built her career over the past 15 years by leveraging and expanding that knowledge in the pharmaceutical and medical devices industry. She has worked in companies providing analytical and formulation development services, materials science consultancy and manufacturing of drug delivery systems – primarily in commercial and technical roles.  She is currently the General Manager of Nanopharm, a specialist CRO focusing on developing nasally administered and inhaled drug products for pharmaceutical companies worldwide, through her team of 75 employees in the UK. She is focused on ensuring the business continually delivers, innovates and evolves in their niche space to ensure their clients benefit from their expertise that is not widely available in the industry, developing both exceptional talent and unique technology platforms, and ensuring they combine to deliver high quality services to help get drugs to patients quickly, safely and effectively. Please subscribe, tell your industry colleagues and join us in celebrating and promoting the value and importance of the global life science outsourcing space. We'd also appreciate a positive rating!  Molecule to Market is also sponsored and funded by ramarketing, an international marketing, design, digital and content agency helping companies differentiate, get noticed and grow in life sciences.

Telecom Reseller
Telecom's Wake-Up Call: Why Agility and AI Are the New Growth Engines, Optiva Podcast

Telecom Reseller

Play Episode Listen Later Jun 27, 2025


“We need to stop building and waiting for revenue to follow. That era is over.” — Michele Campriani, CRO, Optiva In this insightful episode of Technology Reseller News, Publisher Doug Green sits down with Michele Campriani, Chief Revenue Officer at Optiva, for a wide-ranging conversation recorded from a Tuscan villa—but focused squarely on the future of telecom. Campriani brings three decades of telecom experience and a sharp diagnosis: while infrastructure investments like 5G have improved customer experience, they haven't translated into new revenue for operators. Campriani introduces the concept of the “Segment of One”—a strategy enabled by AI and real-time data analytics that allows telcos to hyper-personalize services, pricing, and customer engagement at scale. Optiva, a long-standing billing and charging solutions provider, has re-architected its cloud-native platform to support this vision, helping both established operators and agile MVNOs capitalize on new go-to-market models. He emphasizes how MVNOs, once seen as disruptors, are now strategic allies in a hyper-competitive market. Optiva supports operators in rapidly onboarding MVNOs while also enabling MVNOs themselves with dynamic pricing and tailored services. This new agility is proving essential in markets where customer acquisition is increasingly driven by niche offerings and brand differentiation. The conversation also explores how AI can help reduce costs through emerging autonomous network models, and why operators must shift focus from pure technology investment to revenue-focused transformation. With players like Mint Mobile rewriting the playbook, Campriani says it's time for telcos to get aggressive—or risk being left behind. Learn more: https://www.optiva.com

Honest eCommerce
Bonus Episode: Shifting from Reviews to Smarter CRO Tools with Jeremy Horowitz

Honest eCommerce

Play Episode Listen Later Jun 26, 2025 27:40


Jeremy Horowitz is the Managing Partner of Because Ventures and the creator of Let's Buy a Biz!, a media brand and private equity-backed content engine built to make ecommerce M&A more transparent, data-driven, and founder-friendly. Because Ventures is a private equity search fund focused on acquiring and scaling Shopify brands and apps, while Let's Buy a Biz! documents what it actually takes to grow Top 1% ecommerce businesses.Before launching either venture, Jeremy worked across every layer of the Shopify ecosystem from scaling high-growth DTC brands like Lumi, to leading growth at top-performing Shopify apps like Gorgias. His on-the-ground experience gave him a front-row seat to what really drives retention, profit, and valuation. Now, through Because Ventures, Jeremy applies that knowledge to acquire and operate ecommerce businesses with sustainable margins and focused stacks.Whether debunking the myth that “every brand needs subscriptions,” tracking the 84% adoption rate of email/SMS across $1M+ stores, or predicting which app categories will consolidate over the next five years, Jeremy brings a deep analytical lens to ecommerce strategy. He shares insights from crawling 103,000 Shopify stores, explains why most loyalty programs fail, and urges founders to simplify their tech stack before adding complexity. His story is a masterclass in using real data, not hype to guide business decisions.In This Conversation We Discuss: [00:40] Intro[00:55] Scaling DTC brands to eight figures[02:03] Expanding beyond Shopify Plus assumptions[04:18] Filtering out inactive and duplicate stores[05:05] Highlighting the top 10 most used apps[09:08] Focusing on what actually drives growth[10:56] Comparing native vs third-party app adoption[12:23] Spotting analytics as a breakout category[14:11] Explaining why real CRO starts at $5M+[16:49] Spotting support as an underused category[18:29] Unpacking the subscription model myth[22:47] Auditing app stacks to save thousandsResources:Subscribe to Honest Ecommerce on YoutubeEcommerce Social Impact Fund because.ventures/index.htmlInsider analysis of the largest Ecommerce brands' financials letsbuyabiz.xyz/Follow Jeremy Horowitz linkedin.com/in/jeremyhorowitz1If you're enjoying the show, we'd love it if you left Honest Ecommerce a review on Apple Podcasts. It makes a huge impact on the success of the podcast, and we love reading every one of your reviews!

Revenue Builders
Mastering Sales Leadership with Eric Erston

Revenue Builders

Play Episode Listen Later Jun 26, 2025 64:19


In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Eric Erston, CRO of RegScale. They explore the characteristics of top sales teams and delve into the importance of focus, understanding the ideal customer and persona profiles, and the balance of technology and human connection in sales. The conversation also highlights the critical role of leadership in fostering vulnerability, accountability, and continuous learning within sales teams. Eric shares valuable lessons from his extensive career, emphasizing the importance of hiring the right people, empowering teams, and adapting sales strategies to evolving market demands. The episode is rich with practical tips and heartfelt anecdotes, making it a must-listen for sales leaders and professionals aiming to elevate their game.ADDITIONAL RESOURCESLearn more about Eric Erston:https://www.linkedin.com/in/ericerston/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:07] Qualities of Top Performing Sales Teams[00:05:37] Understanding the Ideal Customer Profile[00:07:53] The Importance of Persona Profiles[00:18:43] Creating a Culture of Vulnerability[00:34:17] Leadership Authenticity and Empowerment[00:35:18] Balancing Vision and Execution[00:37:14] Setting Standards of Performance[00:41:14] Accountability and Rewarding Overachievers[00:41:48] The Importance of Simplicity in Leadership[00:44:40] The Role of Coaching and Feedback[00:51:05] Adapting Sales Strategies[00:56:44] The Impact of Video Calls on Sales[01:00:43] Opportunities at RegScaleHIGHLIGHT QUOTES"You have to earn the right to get to that personal discussion.""Enablement without accountability is a failure to lead.""Get the right people, everything is so much easier.""Lots of sales teams aren't focused.""In order to know how to qualify out, we've gotta know what success is.""The most elite people devour the information provided by the company and then invest their intellect and curiosity into getting to know the individual human component.""How you sell can be just as important as what you sell.""In the old days, one of the best pieces of advice I ever got was if it's in print, expect that they expect you've read it.""If you're not making enough calls, you're not going to succeed.""Find a culture where it's comfortable being vulnerable."

The Logistics of Logistics Podcast
REPOST: The Revenue Engine with Kara Smith Brown

The Logistics of Logistics Podcast

Play Episode Listen Later Jun 24, 2025 59:31


Kara Brown and Joe Lynch discuss the revenue engine. Kara is the Founder and CRO of LeadCoverage, the premier B2B marketing and PR firm dedicated to helping logistics companies increase lead generation through targeted marketing strategies and media coverage. About Kara Brown A prominent thought leader in B2B go-to-market strategy, Kara Smith Brown is CEO of LeadCoverage, the pioneering consultancy transforming approaches to PR, demand generation and marketing across the supply chain, heavy industrial, and tech sectors. Her successful corporate career started at Echo Global Logistics where she played a key role in its ascent to a market leader and celebrated IPO in 2009. In 2017 Kara leveraged her prior corporate experience to launch LeadCoverage, a strategy consultancy addressing all elements of the B2B sales conversion cycle for supply chain companies. Today LeadCoverage is an Inc. 5000 company and continues to grow. Kara's new book "The Revenue Engine" offers readers a guide to effective revenue-generating strategies. The book goes beyond theoretical concepts and serves as a playbook for crafting data-driven go-to-market strategies. These principles mirror the philosophy Kara has embodied and advocated throughout her career. Kara's achievements extend beyond her corporate success. She is an advocate for diverse emerging leaders. She has been named a “Top Women in Marketing” by PR Daily and her influence shapes future entrepreneurs through her many advisory roles as well as board membership in the Entrepreneur's Organization Atlanta chapter and LaunchPad2x. She is an Ironman triathlete and lives in Atlanta with her husband and two girls. About LeadCoverage LeadCoverage is the premier supply chain go-to-market consulting group, dedicated to driving revenue growth for their clients. Company specializes in crafting GTM strategies that are grounded in data-backed insights and sophisticated mathematical models. Their proven expertise transforms businesses into market leaders, ensuring they stay ahead of the competition and achieve sustained success. LeadCoverage's headquarters is located in the beautiful Coda building in Midtown Atlanta, adjacent to the Georgia Tech campus. This particular corridor — "Supply Chain Square” — also includes cloud warehousing company Stord, supply chain intelligence company Verusen, as well as the Georgia Tech Supply Chain & Logistics Institute. For more information about LeadCoverage and its suite of supply chain, manufacturing, andlogistics-focused marketing, public relations, and analyst  relations services, please visit LeadCoverage's website. The Revenue Engine: Fueling a B2B High Octane Pipeline by Kara Smith Brown Unlock the secrets to B2B go-to-market success with Kara Smith Brown's transformative book, The Revenue Engine. This is your roadmap to building a powerful revenue engine: Share Good News: Build relationships and keep conversations alive with compelling stories and data insights. Track Interest: Identify opportunities and guide prospects through your pipeline effectively. Follow Up Consistently: Convert leads into loyal customers with proactive engagement. Packed with real-world case studies and actionable strategies, this playbook is essential for both seasoned professionals and newcomers. CEOs and leadership teams will gain insights on leveraging data and measuring success through pipeline volume, velocity, and value―empowering informed decisions. Say goodbye to random acts of marketing and embrace a structured approach that delivers measurable results and secures your place at the executive table. Elevate your marketing game and drive your business forward! Kara has written a book titled "The Revenue Engine: Fueling a B2B High Octane Pipeline." Pre-order Kara's book on Amazon here: https://a.co/d/geq5TDn To receive a free book, fill out this form and Kara will send you one in the mail: The Revenue Engine | Kara Smith Brown Key Takeaways: The Revenue Engine Kara Smith Brown and Joe Lynch discuss Kara's new book "The Revenue Engine: Fueling a B2B High Octane Pipeline" and some of the strategies outlined in the book including: Ideal customer profile Executive thought leadership Intent data tools Sales partnerships LeadCoverage is the premier logistics and supply chain go-to-market consulting group, dedicated to driving revenue growth for their clients. Below are the services and results LeadCoverage clients receive: Marketing Automation Streamlined Processes: Automate repetitive tasks to save time and reduce errors. Targeted Campaigns: Reach your ideal audience with personalized messages. Data-Driven Insights: Gain valuable insights into your marketing efforts. Revenue Operations Aligned Teams: Create a cohesive approach across sales, marketing, and customer service. Optimized Processes: Streamline your revenue generation process for maximum efficiency. Data-Driven Decision Making: Make informed decisions based on real-time data. Public Relations Measurable ROI: Track the tangible results of your PR efforts. Thought Leadership: Establish your brand as an industry expert. Media Relations: Secure high-quality media placements to increase visibility. Paid Media Ads Targeted Reach: Connect with your ideal customers on the platforms they use. Measurable Results: Track the performance of your campaigns and optimize for better outcomes. Brand Awareness: Increase your brand's visibility and reach a wider audience. Timestamps (00:00:02) The Revenue Engine (00:00:21) Introducing Kara Smith Brown (00:01:32) Ideal Customer Profile (00:02:18) Account-Based Marketing and Intent Data (00:05:50) Go-to-Market vs Marketing (00:10:49) The Revenue Engine Book (00:12:44) Kara Wagner's Background (00:16:28) Global Clients and ODW Logistics (00:19:21) Thought Leadership Strategy (00:25:43) HubSpot Diamond Shop (00:27:31) Writing "The Revenue Engine" Book (00:32:41) Book Release Date and Data-Driven Go-to-Market (00:36:47) Intent Data Tools (00:42:07) Partnership Strategy (00:45:38) Ideal Customer Profile Focus (00:48:46) Three Go-to-Market Strategies Recap (00:49:50) Measuring Success with Volume, Velocity, and Value (00:53:25) Intent Data in Supply Chain (00:59:00) Podcast Outro Learn More About The Revenue Engine Kara Brown | LinkedIn LeadCoverage | LinkedIn LeadCoverage Lead Gen for Logistics with Kara Brown | The Logistics of Logistics LeadCoverage Ranks on Inc. 5000 List for Third Consecutive The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

Customers Who Click
How Zigpoll Turned Customer Feedback into a CRO Power Tool

Customers Who Click

Play Episode Listen Later Jun 24, 2025 33:26


Jason Zigelbaum, founder of Zigpoll, joins Will Laurenson to discuss how on-site surveys have become a core growth lever for e-commerce and SaaS brands. Jason shares the journey of Zigpoll, how it's used for attribution, segmentation, and CRO, and why post-purchase surveys are more than just a feedback form. They explore real-world use cases, including file uploads, homepage redirects, and advanced integrations with Shopify and Klaviyo. Jason also reflects on the future of AI in automating personalised experiences. This episode is packed with practical strategies for leveraging first-party data and making every survey response count.

Pharma Intelligence Podcasts
Navigating Regulatory Uncertainty: Diversity Action Plans

Pharma Intelligence Podcasts

Play Episode Listen Later Jun 24, 2025 16:50


The FDA's Diversity Action Plan guidance underwent several changes in recent months—with the draft guidance taken down, restored, and then pulled again—creating uncertainty for sponsors planning Phase III and pivotal trials across all therapeutic areas. With the final guidance expected by June 26, CRO regulatory leaders reflected on how companies can manage this evolving environment. They explored: The impact of the FDA's changing Diversity Action Plan guidance on sponsors' trial planning How companies adapted strategies to maintain inclusivity goals amid shifting regulatory priorities Broader implications for trial design, pipeline strategies, and sponsor approaches in the global drug development landscape This episode is part 2 of 4 in the series “Navigating Regulatory Changes & Market Dynamics: CRO Perspectives on the Future of Clinical Trials”, featuring insights from Novotech on evolving trends impacting global clinical development. Stay tuned for the next episode, where we'll continue exploring the key forces shaping the future of clinical trials. Listen to part 1 here: https://insights.citeline.com/scrip/partnered-content/podcast-series-navigating-regulatory-changes-market-dynamics-cro-perspectives-on-the-future-of-clinical-trials-26Q4Q35N6BHTZGLHIKHK6V2NXY/

The Revenue Formula
Think CEO life is easy? Here's what they're really dealing with

The Revenue Formula

Play Episode Listen Later Jun 24, 2025 37:55


We sat down and unpacked the messy, unfiltered reality of being a startup CEO.The kind no one tells you about. Not at panels. Not in TechCrunch puff pieces. And definitely not on LinkedIn.This isn't a “how I built this” highlight reel. It's what actually happens when you're juggling investors, layoffs, spin cycles, fundraising failures, and the kind of decisions that keep you up for months.We dig into why CEO life is less “Davos and private jets” and more “burnout, pressure, and zero control.” What it's like to be the person everyone expects answers from, even when you're not sure yourself. And why founders need less hype—and way more empathy.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (01:44) - Inside the minds of CEOs (06:47) - Transparency and communication (08:37) - Dealing with the worst problems (09:51) - Limited control and influence (10:59) - Fundraising challenges (15:54) - Financial realities of CEOs (24:57) - The emotional toll (27:24) - Decision-making pressures (37:16) - Final thoughts

Go To Market Grit
GitLab's CEO on Why the Next Great Developer Might Not Write Code | Bill Staples

Go To Market Grit

Play Episode Listen Later Jun 23, 2025 65:16


Bill Staples has spent 30 years redefining how the world writes, ships, and secures code.On this week's Grit, the GitLab CEO shares what it takes to lead a public, all-remote DevSecOps company trusted by more than half of the Fortune 100. He breaks down the discipline of managing energy instead of hours, why weekly operating cadences beat quarterly plans, and how AI will 10× software engineers by auto-debugging code and closing security gaps.Guest: Bill Staples, CEO of GitLabChapters:00:00 Trailer00:42 Introduction02:34 True joy in life08:16 Winning teams13:53 When the energy isn't there18:00 Super ambitious21:01 It's not just technology29:27 Elevating quality and standard41:36 Lifelong collaborator51:22 Competent intelligence54:22 Structuring goals and time1:03:59 Who GitLab is hiring1:04:17 What “grit” means to Bill1:04:54 OutroLinks:Connect with BillLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins

Audio Estudio De La Biblia Podcast
252 Génesis 27: 1. La primogenitura y "La Bendición". Parte 1

Audio Estudio De La Biblia Podcast

Play Episode Listen Later Jun 23, 2025 25:40


Genesis 49: 1-28; 1 Cro 5: 1-2, 26:10; Gen 48: 21-22; Deut 21: 15-17; Gen 25; Hebreos 12: 16-17 Que implica el derecho de primogenitura?Porque siempre o generalmente el padre le daba “la bendición” al hijo en el lecho de muerte?Es la primogénitura y la bendición la misma cosa? corresponde a la misma persona siempre? “Escrituras tomadas de la Nueva Biblia de las Américas (NBLA), Copyright © 2005 por The Lockman Foundation. Usadas con permiso; todos los derechos reservados." www.NuevaBiblia.com

Revenue Builders
Make the Number with Matt Maloney

Revenue Builders

Play Episode Listen Later Jun 22, 2025 7:56


In this short segment of the Revenue Builders Podcast, we revisit the discussion with Matt Maloney, SVP of Global Sales at Fireblocks, to dissect a critical lesson in sales leadership: the unwavering focus on hitting the number. Maloney recounts a pivotal mentoring moment at CloudLock that reshaped his approach to sales strategy, team structure, and market calibration. The episode also explores common missteps in early-stage startups—like trying to pursue too many use cases or building teams misaligned with the product's true market fit. It's a candid and practical masterclass for CROs, sales leaders, and founders navigating go-to-market chaos.KEY TAKEAWAYS[00:01:52] The #1 job of a sales leader isn't building teams—it's figuring out how to hit the number.[00:02:41] Calibration of resources is critical: Balance dominance in core markets with smart expansion into emerging ones.[00:03:41] A hard lesson: Building the wrong sales team for the product's actual market fit can derail everything.[00:04:24] Why focusing on 3-4 key use cases is more effective than spreading thin across many[00:05:50] Avoid copying old playbooks—be objective about your current product and ICP[00:06:35] Collaborate with technical founders: Align sales goals, use data, and define outlier strategies together.[00:07:24] Operating without a clear ICP is dangerous—know how to scale, train, and forecast from it.QUOTES[00:02:15] "Your job is not to build an enterprise sales team or an SMB team—it's to build the right team to hit the number.[00:03:41] "I was convinced our guiding light was to build an enterprise team. What I didn't realize was that our product was really suited for mid-market."[00:05:08] "You can't build world-class products, marketing, or sales training for 13 use cases. Focus is everything.[00:07:00] "Outliers are okay, but you need a plan for them. Don't pretend they're your core ICP."[00:07:47] "If you can't identify your ICP and scale from it, you're operating in dangerous water."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/blockchain-the-future-of-finance-with-matt-maloney-loysynttEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

The Thoughtful Entrepreneur
2217 - The Race Against Time for Medical Device Startups with bioaccess® CEO Julio Martinez-Clark

The Thoughtful Entrepreneur

Play Episode Listen Later Jun 21, 2025 17:05


Navigating Clinical Trials for Medical Device Startups: Insights from Julio Martinez-Clark of bioaccess®In this episode of The Thoughtful Entrepreneur, host Josh Elledge sits down with Julio Martinez-Clark, Founder and CEO of bioaccess®, to explore the challenges medical device startups face in navigating early-phase clinical trials. Julio draws on his extensive experience to explain how bioaccess® is helping companies conduct trials in Latin America as a strategic alternative to the U.S., offering startups an efficient and cost-effective way to progress. The conversation dives into the intricacies of regulatory compliance, data quality, and patient recruitment, offering critical insights for innovators looking to accelerate their time to market.Overcoming the Challenges of Medical Device Clinical TrialsJulio Martinez-Clark explains the complex journey from medical device innovation to market. He highlights that medical device development is often capital-intensive and time-consuming, with startups typically relying on grants in the early stages before needing millions to fund animal studies, human trials, and regulatory submissions. One of the biggest challenges that startups face is meeting investor expectations for rapid progress and clear milestones, particularly with the ultimate goal of acquisition by large players such as Medtronic or Johnson & Johnson.The U.S. clinical trial process, while rigorous, is also costly, and the lengthy approval timelines add pressure for startups already constrained by limited resources. Julio stresses that many medical device innovators underestimate the amount of time it takes to secure funding, develop products, and get approval from the FDA. He also shares how crucial it is for companies to factor in the regulatory strategies and financial resources needed to navigate these challenges without facing setbacks.To overcome these challenges, startups should build long-term financial plans and strategies, preparing for what can be a long and resource-heavy journey. This proactive approach, combined with a solid regulatory strategy, ensures that startups remain on track and avoid costly delays.About Julio Martinez-ClarkJulio Martinez-Clark is the Founder and CEO of bioaccess®, a company dedicated to helping medical device startups navigate the early stages of clinical trials and regulatory approval. With years of experience in the medical device and healthcare innovation sectors, Julio provides strategic insights into accelerating time to market and achieving regulatory compliance for cutting-edge medical technologies.About bioaccess®bioaccess® is a leading contract research organization (CRO) focused on supporting medical device startups through early-phase clinical trials, particularly in Latin America. Offering a more affordable and faster approach to clinical trials, bioaccess® helps startups overcome high costs and lengthy timelines associated with U.S.-based trials while ensuring adherence to global regulatory standards and high data quality.Links Mentioned in This Episodebioaccess® WebsiteJulio Martinez-Clark on LinkedInKey Episode HighlightsThe Fractional Legal Team...

Molecule to Market: Inside the outsourcing space
The impact of a CEO who loves to work

Molecule to Market: Inside the outsourcing space

Play Episode Listen Later Jun 20, 2025 50:29


In this episode of Molecule to Market, you'll go inside the outsourcing space of the global drug development sector with Jeanne Taylor Hecht, Chief Executive Officer and Chairwoman at Lexitas. Your host, Raman Sehgal, discusses the pharmaceutical and biotechnology supply chain with Jeanne, covering: How Jeanne's various roles have equipped her to become a more rounded CEO and board member. How a stint in Asia led Jeanne to develop her strategy playbook, including the importance of the client's voice. Jeanne's journey, taking on eight different boards and becoming a serial investor and advisor... and how that did not happen by accident. She said that having a strong relationship with a PE firm and missing the hands-on, day-to-day role of being a CEO led her back to the hot seat. Understanding why has being a specialist ophthalmology CRO given Lexitas traction with small to medium biotechs, and what is the future in store for CROS? Jeanne's industry career spanned over twenty-five years as a Board member and Chief Executive Officer of multiple companies, including CEO at Ora and Senior Executive at Median Technologies, IQVIA, Decision Biomarkers, and the UNC Oncology Protocol Office. Jeanne also launched and expanded a Life Sciences consulting practice that supported companies with sales, marketing, and market growth strategies and advisory and board work. She is primarily motivated by helping to bring relief to patients.  Jeanne is an active Advisory Board Member for the University of North Carolina Chapel Hill Kenan-Flagler's Business School and Lecturer at the business school. She contributed to the creation of Wake Forest University's master's in clinical research program and remains an active industry advisor to the school. She holds a Bachelor of Science from the University of Michigan and a Master of Business Administration from the university's Ross School of Business. Please subscribe, tell your industry colleagues and join us in celebrating and promoting the value and importance of the global life science outsourcing space. We'd also appreciate a positive rating!  Molecule to Market is also sponsored and funded by ramarketing, an international marketing, design, digital and content agency helping companies differentiate, get noticed and grow in life sciences.

Revenue Builders
AI-Driven Sales Innovation with Bobby Morrison

Revenue Builders

Play Episode Listen Later Jun 19, 2025 53:36


In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Bobby Morrison, Chief Revenue Officer of Shopify, to discuss the transformative power of AI in the sales domain. Bobby shares an in-depth look at Shopify's innovative approach to structuring their go-to-market strategy using pods, which integrate sales, customer success, and engineering teams for optimal client engagement and business growth. He delves into the role of AI in streamlining tasks, enhancing craft, and orchestrating workflows, while highlighting Shopify's AI-first philosophy and the democratization of AI tools across the company. Bobby also touches on the importance of industry-specific knowledge, the benefits of the Chaos Monkey practice to prevent organizational entropy, and the evolving expectations of modern buyers. This episode provides invaluable insights into leveraging AI to drive sales performance and organizational agility.ADDITIONAL RESOURCESLearn more about Bobby Morrison:https://www.linkedin.com/in/bobby-morrison-60663327/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:25] Understanding Shopify's Business Model[00:02:57] Shopify's Go-to-Market Strategy[00:04:55] Transition to Pod Structure[00:09:21] Industry Expertise and Pod Implementation[00:14:00] AI Integration at Shopify[00:17:17] Hiring and Training for AI Proficiency[00:21:38] Challenges and Future of AI in Sale[00:29:41] Enhancing Employee Performance Through Observation[00:30:21] Leveraging Call Recordings for Better Coaching[00:32:17] The Role of AI in Job Security[00:33:25] Importance of Deep Domain Expertise[00:35:30] Customer Expectations and Specialized Software[00:37:22] The Pod Structure and Compensation Models[00:41:31] Partner Ecosystem and Collaboration|[00:42:47] Managing AI and Intellectual Property[00:45:54] Chaos Monkey and Organizational Flexibility[00:51:50] Future of Sales Teams with AIHIGHLIGHT QUOTESOn AI: “AI is not gonna replace your job, but the people using AI will.”On Culture: “Toby [the CEO] advises that Shopify should intentionally destabilize enough to avoid ruts and maintain agility.”On Alignment: “We win best when we win with our partners.”On Future Vision: “I dream one day that our sales teams will wake up and just have great conversations with customers, free from low-value tasks.”

CRO Spotlight
Building Scalable Revenue Operations from the Ground Up with Jessica Robertson

CRO Spotlight

Play Episode Listen Later Jun 19, 2025 58:18 Transcription Available


On this episode of CRO Spotlight, host Warren Zenna sits down with lighting-rod revenue leader Jessica Robertson, Chief Revenue Officer at Orbb. After first connecting at a lively CRO roundtable, they unpack a conversation that could have lasted hours—touching on business philosophy, sales innovation, and the evolving role of relationships in growth. Tune in to discover why Jessica's intelligence and empathy make her a standout leader in today's noisy market.Jessica traces her rise from a teenage sales development representative to spearheading revenue as Orbb's CRO, reflecting on a decade spent mastering sales leadership across multiple industries. From navigating complex enterprise cycles to running thousands of monthly transactions, she explains how a puzzle-shaped mind fueled her creativity before sharpening it with data-driven rigor. Learn how empathetic listening, agile experimentation, and strategic analytics blended in her approach to drive authentic growth.They dive into the nuts and bolts of designing scalable revenue operations: defining an ideal customer profile, segmenting ICP tiers, mapping clear funnel stages, and choosing a flexible CRM that grows with you. Jessica emphasizes starting with precise targeting over mass outreach, building functional pipelines grounded in relationship intelligence, and iterating relentlessly by capturing first-party email and calendar data to combat peak noise, maintain data hygiene, and prioritize real connections.In the final segment, they explore the future of outbound outreach: leveraging email and calendar metadata to surface genuine champions and establish a relationship funnel that complements traditional channels. Jessica unpacks Orbb's smart career overlap technology—how it uncovers verified networks to fuel warm introductions, reduce wasted touches, and unlock untapped pipelines. Host Warren Zenna closes with actionable insights to help current and aspiring CROs stay ahead in revenue intelligence.

Digital Marketing Domination
Conversion Optimization Secrets with Talia Wolf: Customer Research, Emotional Targeting, and More

Digital Marketing Domination

Play Episode Listen Later Jun 18, 2025 27:42


How can emotional targeting and customer psychology transform your conversion rates? Talia Wolf, founder and CEO of GetUplift, joins Jamil Zabaneh to break down her proven framework for website and landing page optimization, including actionable research methods, audit strategies, and the most effective emotional triggers for both B2B and eCommerce brands. Learn how to do meaningful customer research on a budget, avoid common CRO mistakes, and use AI wisely in your marketing. New episodes drop weekly—subscribe and never miss expert advice to dominate your digital marketing strategy.

From A to B
Run Heuristic Audits on YOUR Stakeholders ft. Finn McKenty

From A to B

Play Episode Listen Later Jun 18, 2025 53:22


Problematic stakeholders could be convinced if they... just got data. Right? Nope. Sometimes it's deeper than that. You gotta understand what makes them tick. Is it data? Is it optics? Maybe you should be running heuristic audits on your stakeholders instead of your website...In the second time EVER, someone else has changed my mind on something. Leave it to "Kingpin" Finn McKenty, who's apparently gone from Punk Rock MBA to Finn McKenty PhD, to change my mind.We got into:- How YouTubers are more data driven than your own CEO (lol)- Why you should be running heuristic audits not JUST on your website, but on the stakeholders you interact with (and tips to do so effectively)- Finn gives some general life advice on learning to let go (important when many product and CROs don't have autonomy to actually impact anything)Timestamps:00:00 Episode Start2:46  The analogy of CRO and "Gym" goes so deep6:25 Even YouTubers are data driven11:20 People who don't buy into “experimentation” just optimize for different metrics than you14:28 Psychology of UXers vs. Product/CRO (Finn low key is a psychologist now)20:01 Running heuristic audits on… stakeholders? (yes - it's a good idea)25:07 Optimization sometimes means optimizing for ‘helping people' (not metrics)30:16 Sometimes, CROs gotta play the politics game35:13 Finn offers sage advice in learning how to let go (CROs need to hear this)49:06 Preach: Samuele MazzantiGo follow Finn McKenty on LinkedIn: https://www.linkedin.com/in/finnmckenty/ And go subscribe to his newsletter:https://finnmckenty.beehiiv.com/ Go check out Samuele Mazzanti's post too: https://tinyurl.com/FromAtoB-SamueleAlso go follow Shiva Manjunath on LinkedIn: ⁠https://www.linkedin.com/in/shiva-manjunath/⁠Subscribe to our newsletter for more memes, clips, and awesome content! https://fromatob.beehiiv.com/And go get your free ticket for the Women in Experimentation - you might even be entered to win some From A to B merch! : https://tinyurl.com/FromAtoB-WIE

Shifter
Slik bygger du en skalerbar salgsorganisasjon – med Lars Johan Bjørkevoll, Birte Steen og Andreas Sjölund

Shifter

Play Episode Listen Later Jun 18, 2025 55:37


Velkommen til en spesialepisode fra Shifters LIive: I denne episoden får du høre tre av Nordens skarpeste hoder innen B2B-salg dele sine erfaringer og strategier for å vokse internasjonalt, bygge effektive salgsorganisasjoner og lykkes med partnerskap.

The Revenue Formula
How to not do outbound in 2025 (and what to do instead)

The Revenue Formula

Play Episode Listen Later Jun 17, 2025 38:23


Is outbound dead? Not exactly. But it is changing fast.In this episode, Raul and Toni break down why the old outbound playbook is failing, where it still works, and how AI is reshaping the SDR role. We get into why brute force cold calls and emails are hitting their limits, why connect rates keep dropping, and where smart teams are still seeing success.We also talk about the rise of “new world SDRs,” how AI tools are changing prospecting, and how to use spiffs to actually build skills, not just spike activity. If you lead a sales team or run outbound, this one's for you.Never miss a new episode! Join our newsletter at revenueformula.substack.com(00:00) - Introduction (02:09) - Problems with the old world SDR approach (12:31) - The role of SDRs in the age of AI (16:15) - What should SDRs do now? (25:26) - Using SPIFS to drive change (36:09) - Conclusion and final thoughts (37:25) - Up next: the real life of a CEO

From Vendorship to Partnership
Operationalizing Deal Excellence with Nicole Brambila, CRO at Medely (Revisited)

From Vendorship to Partnership

Play Episode Listen Later Jun 17, 2025 25:58


We're bringing back some fan favorite episodes! This week, we're bringing back Nicole Brambila's interview from January 2024. Nicole Brambila is the CRO at Medely. Nicole brings more than a decade of sales leadership experience to the conversation. Before Medely, Nicole worked at Deputy, Eventbrite, and LoopNet. In this episode, Ross and Nicole discuss how to operationalize deal excellence by being curious and intuitive, and following proven processes.

Paradigm Shift of Healthcare
The Benefits of Clinical Trials in Latin America for Medtech Startups

Paradigm Shift of Healthcare

Play Episode Listen Later Jun 17, 2025 28:45


Julio Martinez-Clark, co-founder and CEO of contract research organization (CRO) bioaccess®️, joins hosts Michael Roberts and Scott Zeitzer to discuss why Latin America is a great place for clinical trials for medical devices. Julio explains how both the startup and the patients benefit from studies conducted in Latin America, and what startups should be thinking about as they get ready to begin first-in-human studies. Hosted on Acast. See acast.com/privacy for more information.

PODCAFÉ DA TI
Silvio Signori | Como a Tecnologia Transformou o Sistema Financeiro Brasileiro

PODCAFÉ DA TI

Play Episode Listen Later Jun 17, 2025 71:30 Transcription Available


Send us a textSilvio Signori, CRO e Diretor de Riscos Integrados da SPC Grafeno, compartilha sua trajetória singular no mercado financeiro e de tecnologia. Com passagens por grandes bancos e pela fundação da Grafeno, Silvio conta como viveu e liderou, verdadeiras revoluções digitais no Brasil, da era dos modens à era dos dados.☕Falamos sobre:- O nascimento do “30 horas”

Go To Market Grit
Stord's Plan to Take on Amazon's Logistics Advantage | Sean Henry

Go To Market Grit

Play Episode Listen Later Jun 16, 2025 58:23


What does it take to build the logistics backbone for the next generation of commerce?Sean Henry, founder and CEO of Stord, joins Kleiner Perkins partner Ilya Fushman and Grit host Joubin Mirzadegan to talk about scaling a national fulfillment network that now moves 50 million packages a year and reaches 15% of U.S. households.They explore how Stored is using AI to connect warehouses, middle-mile routes, and delivery promises into one smart system. The goal: to give every brand an Amazon Prime-like advantage.Guest: Sean Henry, Co-Founder & CEO of StordLinks:Connect with Sean HenryXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins

Venture Daily
Four of Silicon Valley's Top Execs Have Just Enlisted in the U.S. Army

Venture Daily

Play Episode Listen Later Jun 16, 2025 15:39


The U.S. Army is enlisting Silicon Valley's top tech execs into a new elite Reserve unit, tapping their brains to modernize battlefield technology. Kevin Weil (CPO, OpenAI), Shyam Sankar (CTO, Palantir), Bob McGrew (former CRO, OpenAI and engineering director, Palantir), and Andrew “Boz” Bosworth (CTO, Meta) are trading their hoodies for fatigues to help drag Pentagon systems out of the digital dark ages.Featured Guest: Ramsey Brame, co-owner, partner, and head of growth, Quadrant AdvisoryDOWNLOAD PUBLIC: ⁠⁠Public.com/venture⁠⁠Invest in everything—stocks, options, bonds, crypto. You can even earn some of the highest yields in the industry—like the 7% or higher yield you can lock in with a Bond Account. Public is a FINRA-registered, SIPC-insured platform that takes your investments as seriously as you do. Fund your account in five minutes or less at ⁠⁠public.com/venture⁠⁠ and get up to $10,000 when you transfer your old portfolio.All investing involves the risk of loss, including loss of principal. Brokerage services for US-listed, registered securities, options and bonds in a self-directed account are offered by Public Investing, Inc., member FINRA & SIPC. Public Investing offers a High-Yield Cash Account where funds from this account are automatically deposited into partner banks where they earn interest and are eligible for FDIC insurance; Public Investing is not a bank. Cryptocurrency trading services are offered by Bakkt Crypto Solutions, LLC (NMLS ID 1890144), which is licensed to engage in virtual currency business activity by the NYSDFS. Cryptocurrency is highly speculative, involves a high degree of risk, and has the potential for loss of the entire amount of an investment. Cryptocurrency holdings are not protected by the FDIC or SIPC.A Bond Account is a self-directed brokerage account with Public Investing, member FINRA/SIPC. Deposits into this account are used to purchase 10 investment-grade and high-yield bonds. The 7%+ yield is the average, annualized yield to worst (YTW) across all ten bonds in the Bond Account, before fees, as of 5/15/2025. A bond's yield is a function of its market price, which can fluctuate; therefore, a bond's YTW is not “locked in” until the bond is purchased, and your yield at time of purchase may be different from the yield shown here. The “locked in” YTW is not guaranteed; you may receive less than the YTW of the bonds in the Bond Account if you sell any of the bonds before maturity or if the issuer defaults on the bond. Public Investing charges a markup on each bond trade. See our ⁠⁠Fee Schedule⁠⁠. *⁠⁠Terms and Conditions⁠⁠ apply.

Off Topic
宇宙空間で「製薬工場」を作るVarda Space Industries CRO エリック・ラスカー氏インタビュー 【OT in the US】 #2

Off Topic

Play Episode Listen Later Jun 16, 2025 41:22


YouTubeとSpotifyでビデオポッドキャスト公開中(0:00) OP(1:30) Vardaとは?(3:20) 宇宙で医薬品を製造するメリット(13:12) 製薬とリエントリーの2軸(19:14) スペーステックのビジネスモデル構築(20:50) 最高収益責任者(CRO)エリック・ラスカーさんの経歴(28:25) Vardaの目指しているもの(30:25) LAのエルセグンド(31:50) あなたの”眠れないくらい”考えること(33:03) 守るべきルール、壊すべきルール(33:55) オフィスツアーhttps://www.varda.com/<About Off Topic>Podcast:Apple - https://apple.co/2UZCQwzSpotify - https://spoti.fi/2JakzKmOff Topic Clubhttps://note.com/offtopic/membershipX - https://twitter.com/OffTopicJP草野ミキ:https://twitter.com/mikikusanohttps://www.instagram.com/mikikusano宮武テツロー: https://twitter.com/tmiyatake1

CMO Convo
DITCH the frankenstack | How to use AI to streamline your workflows with Elaine Zelby, TofuHQ

CMO Convo

Play Episode Listen Later Jun 16, 2025 47:37


Tired of juggling a million different marketing tools? In this special episode of CMO Convo, brought to you by TofuHQ, Join us as we chat with Elaine Zelby, Tofu's CRO and Co-founder, about how AI can help simplify your marketing tech stack and streamline your workflows. Elaine shares her insights on overcoming the challenge of 'Frankenstacks' - those bloated, unwieldy collections of point solutions that haunt so many marketing teams.

the csuite podcast
Show 253 - Future of Payments: Real-Time, Cross-Border & Embedded Finance - Money20/20 Europe Pt 5

the csuite podcast

Play Episode Listen Later Jun 16, 2025 30:59


Explore the biggest fintech trends shaping the future of global payments in our fifth episode recorded live at Money20/20 Europe in Amsterdam. In this exclusive set of interviews for the c-suite podcast, produced in partnership with LHV Bank and recorded on their booth at event, we talk about partnerships, consumer behaviour, regulation and blockchain, diving deep into what's next in payments. Our guests for this episode were: 1/ Moshe Winegarten, CRO, Ecommpay 2/ Angela Hull, VP Global Payment Partners, PPRO 3/ Robert Kraal, Co-Founder, Silverflow 4/ Asya Karakus, Head of Payment Partnerships, SumUp 5/ Phil Harding, Commercial Director, Cashflows

Three Cartoon Avatars
EP 147: How Chris Degnan Built Snowflake's Sales Org From Scratch

Three Cartoon Avatars

Play Episode Listen Later Jun 13, 2025


Chris Degnan is one of the most legendary CROs of this generation. He joined Snowflake as employee #13 and the 1st sales hire. He scaled the sales org from 0 to over $3B in ARR, spanned four CEOs, and retired as CRO after 11 years. In his first podcast post-retirement, Chris opened his CRO playbook, from early enablement to hiring rigor and fending off threats from competitors. He also reflects on lessons from working with leaders like Frank Slootman, John McMahon, and Sridhar Ramaswamy. If you're a founder or running sales at a startup, this one is for you. (00:00) Introduction to Chris's Journey at Snowflake (01:47) Navigating Leadership Changes (04:39) The Importance of Sales Methodology and Enablement (10:22) Near-Death Experiences and Company Resilience (13:39) Building a Strong Sales Organization (27:25) Hiring and Scaling the Sales Team (34:52) Board Dynamics and Mentorship (44:29) The Influence of John McMahon (46:22) Leadership Styles and Intuition (46:56) Launching Snowflake Japan (49:39) Learning from Leaders (55:10) The Importance of Competitive Moats (59:12) Snowflake vs. Databricks (01:07:45) Public vs. Private Markets (01:14:03) Sales and Marketing Synergy (01:26:17) Final Thoughts and Future Plans Executive Producer: Rashad Assir Producer: Leah Clapper Mixing and editing: Justin Hrabovsky Check out Unsupervised Learning, Redpoint's AI Podcast: https://www.youtube.com/@UCUl-s_Vp-Kkk_XVyDylNwLA

Molecule to Market: Inside the outsourcing space
From brink of bankruptcy to boom

Molecule to Market: Inside the outsourcing space

Play Episode Listen Later Jun 13, 2025 55:43


In this episode of Molecule to Market, you'll go inside the outsourcing space of the global drug development sector with Garren Hillow, Executive Coach and Author. Your host, Raman Sehgal, discusses the pharmaceutical and biotechnology supply chain with Garren, covering: Why not being a PhD scientist really helped him in selling science How recruiting for glory enabled him to hire the best people on the planet Buying a CRO business and getting comfortable with the risk of bankruptcy Going all in on his business, and sticking true to its core vision, enabled this David to beat the sector's Goliaths From struggling to make payroll, to the perfect storm that led to a $190m sale Garren Hilow is a biotech entrepreneur, advisor, and speaker best known for co-founding Abveris, an antibody discovery company he scaled without venture capital and ultimately sold to Twist Bioscience for $ 190 M. His journey is a masterclass in building a high-value, capital-efficient business in one of the world's toughest industries. At Abveris, Garren focused on resourcefulness, sales mastery, and building a sellable system, not just a company, allowing him to achieve a major exit while staying true to his entrepreneurial ideals. Today, Garren works with founders and CEOs across life sciences and B2B sectors, helping them build scalable, independent businesses without sacrificing control. He's passionate about empowering entrepreneurs to create long-term value through practical skills like sales, leadership, and strategic marketing, always with an eye on sustainable, founder-friendly growth. Please subscribe, tell your industry colleagues and join us in celebrating and promoting the value and importance of the global life science outsourcing space. We'd also appreciate a positive rating!  Molecule to Market is also sponsored and funded by  ramarketing, an international marketing, design, digital and content agency helping companies differentiate, get noticed and grow in life sciences.

The Leading Difference
Maria Artunduaga | Founder & CEO, Samay | Innovating COPD Detection, Leading with Legacy, & Perseverance

The Leading Difference

Play Episode Listen Later Jun 13, 2025 40:46


Maria Artunduaga is the founder & CEO of Samay, the winner of the 2024 MedTech Innovator accelerator, as well as a groundbreaking physician, scientist, and inventor. Maria discusses her inspiring journey from a small town in Columbia to leading a top MedTech company in the US. After pivoting away from plastic surgery training, she channeled her efforts into creating Sylvee, an AI wearable sensor for COPD patients. Maria shares her relentless determination, innovative problem-solving strategies, and the creation of a company culture that emphasizes learning and diversity.    Guest links: https://www.samayhealth.com/home | https://www.linkedin.com/in/drartunduaga/  Charity supported: ASPCA Interested in being a guest on the show or have feedback to share? Email us at theleadingdifference@velentium.com.  PRODUCTION CREDITS Host: Lindsey Dinneen Editing: Marketing Wise Producer: Velentium   EPISODE TRANSCRIPT Episode 057 - Maria Artunduaga [00:00:00] Lindsey Dinneen: Hi, I'm Lindsey and I'm talking with MedTech industry leaders on how they change lives for a better world. [00:00:09] Diane Bouis: The inventions and technologies are fascinating and so are the people who work with them. [00:00:15] Frank Jaskulke: There was a period of time where I realized, fundamentally, my job was to go hang out with really smart people that are saving lives and then do work that would help them save more lives. [00:00:28] Diane Bouis: I got into the business to save lives and it is incredibly motivating to work with people who are in that same business, saving or improving lives. [00:00:38] Duane Mancini: What better industry than where I get to wake up every day and just save people's lives. [00:00:42] Lindsey Dinneen: These are extraordinary people doing extraordinary work, and this is The Leading Difference. Hello, and welcome back to another episode of The Leading Difference podcast. I'm your host Lindsey, and I am delighted to welcome as my guest today, Maria Artunduaga. Maria is a physician, scientist, and inventor with 60 plus prizes, including becoming the first woman to lead a US LATAM company to win MedTech Innovator, the world's most competitive accelerator for medical technology surpassing over 1300 global companies. A top 1% student in Columbia, her country of birth, she relocated to the US to pursue plastic surgery training, but abandoned it to dedicate herself to solve the problem that killed her grandmother-- a lack of home technologies that can detect COPD exasperations early. Maria has raised 5.2 million, almost 60% in non-dilutive capital from NSF and NIH to build Sylvee, an AI wearable sensor that can provide COPD patients with continuous data on pulmonary functions similar to what continuous glucose monitoring sensors do for diabetic patients. Her invention has been featured by a hundred plus media outlets, including Forbes, TechCrunch, Bloomberg, Fierce Healthcare, and more. Before Samay, Maria completed postdoctoral studies in human genetics at Harvard Medical School, started a plastic surgery residency at the University of Chicago, and completed two master's degrees, one in global public health at the University of Washington, and another in translational medicine at the University of California at Berkeley and San Francisco. She lives in Mountain View, California with her husband, 2-year-old daughter, and four pets. In her free time, she enjoys flamenco dancing, bolero singing, traveling the world, and fostering diversity in and outside the workplace by mentoring underrepresented scientists and entrepreneurs. All right. Well, thank you so much for being here, Maria. I'm so excited to finally get a chance to speak with you. I'd love if you would share a little bit about your background and your career trajectory. What led you to MedTech? [00:02:40] Maria Artunduaga: Sure. So it's gonna be a little long and I'm gonna tell you everything about my life because the personal history is very important to me and for my company too. So, as you have noticed, I have an accent. So, I grew up in Columbia in a very small town in the southern part of the country. My parents were both doctors and I'm the oldest of four kids and two of us followed their lead. So my life in my city was pretty chill. Everyone knew everyone. I spent most of my days at a Catholic school studying very hard on weekends where I usually spent tagging along my parents to doctor events. One of the things that I really like to tell, it's how my parents work as entrepreneurs really shaped my life. They were real pioneers. They built in my hometown the first big clinic back in the eighties and the nineties. And my mom was the only woman in that group, and she actually was the CEO for a while, which was a big deal. She was the only woman in a partnership of 10 people. And watching them build that clinic, that hospital really taught me a lot about dealing with uncertainty and finding solutions. Every day we'll have supper or lunch and I'll just hear all of these challenges and stories, their struggles and how they solve things. Something that was, that is definitely super helpful in what I do now, right? So, and then I was 16 and after high school I moved to Bogota, the capital, which is up in the mountains, it's very cold. I got a scholarship 'cause I was always a very good student. You know, career I spent my last year, I spent nine months in the US. Honestly, coming to the US blew my mind. The technology that I got to see, the speed, effects on science, it was nothing like I've ever seen before, and that was true inspiration for me. So I knew that I had to come to the US. I needed to come back to learn from the best, of course. And it's interesting because my parents didn't want me to relocate to the US. I was the oldest. I was supposed to follow into their footsteps and obviously, like inherited that clinic, right? That hospital, we call it clinic, it's actually a hospital. And I was a very contrarian. I didn't listen to them. I told them, you know, I really wanna be where the best people are. And what I did was that I, it took me three years to save the money to come to the US, to get Harvard to actually sponsor me my visa because they wouldn't pay me for the first year. So I remember I had to save $30,000, which in pesos is significant. So back in 2007, so many years ago, I made it to Boston, and the original idea was that I wanted to become a pediatric plastic surgeon and bring that level of care back to Columbia. I spent four years of researching a genetic ear condition that's called microtia. And with that work, I was able to land a plastic surgery residency spot or position at the University of Chicago. And I shared this with a lot of people. I actually had a really negative experience. Things didn't go as planned. I actually faced discrimination. I eventually, you know, had to leave and I made the top choice to never ever go back into clinical practice. And I changed paths. I was 32 years old and yeah I decided to switch gears. I retrained into public health and tech. And then in 2016, I moved to the Bay Area where I am right now. And I got another scholarship to finish master's in translational medicine at UC Berkeley and UCSF. And during the courses that I took, some of them with business class etc., etc., I decided to found Samay in 2018. I really wanted to build something that would really make a difference in respiratory medicine. And this is where my grandmother comes. So my, the grandmother, my abuela, her name was Sylvia and she had Chronic Obstruct Pulmonary Disease or COPD and she's the reason behind my company. So, she often couldn't tell when her symptoms were getting worse. That's a huge problem. Catching the respiratory attacks, exacerbations is definitely key to keeping people outside of the hospitals, and obviously feeling their best to have a better quality of life. So, that's what we are trying to solve with a company, right? If we are able to catch those exacerbations even with a day or two notice in advance, right, that we can all make a difference. And so by missing these exacerbations, we are having really high expenses in hospitalizations and ER visits and the problem we trying to solve is that today technologies that are adequate enough to be used outside of the hospital because the ones that are considered to be the gold standard, they are very expensive. They are confined to their hospitals and they are very difficult to complete for the patient, especially when they're exacerbating. They need to blow out forcefully for about 10 seconds, 21 times. So what we are doing is, we are developing a sensor that makes it super simple for people to use it at home to track their lung function without doing those forceful maneuvers and ideally in the future to warm them, right? Like to let them know when things are starting to go south or obviously, you know, not going very well, and that's what it's all about. I mean, that's what we do with Sylvee right here. And it's wearable sensor and we have done significantly well over the past couple of years. We actually just won MedTech Innovator. [00:08:04] Lindsey Dinneen: Yeah. Significantly well over the last few years. Yes. So congratulations on that, and I want to dive into all of those exciting milestones in just a second. But I am, first of all, so inspired by your story. Thank you for just sharing that your resilience and your grit and your determination are really admirable. So thank you for sticking with something that was not easy, not an easy path. [00:08:29] Maria Artunduaga: I know. I know. [00:08:31] Lindsey Dinneen: It continues not to be, ironically, as we've kind of touched on before, but just going backward a little bit in your story. So I, it sounds to me like getting the opportunity to watch your parents have this incredible impact on their community and the healthcare and the opportunity is just so valuable for you. And even just learning about how your mom was the CEO and those kinds of things, did that help shape the idea for you that not only is entrepreneurship possible, is innovation and healthcare possible, but you can also be this in incredible leader as a woman in whatever capacity? I would just love to dive into that. [00:09:13] Maria Artunduaga: Yeah, it's super interesting, right? My mom really taught me a lot about leadership. She's a surgeon, so you can imagine how good of a leader she is in the operating room at home, everywhere, right? I mean, she's definitely the general, that's how I call her. And I honestly, I try to replicate, so my leadership and styles pretty much shaped by her. So I always call her my best role model whenever somebody asks me about the question, right? So I'm just like her. I lead from the front. I like setting the pace by working the hardest. So I really like to lead by example and I also, just like she did, and obviously because of her surgical training, I hold myself to a really high standard, and I expect everyone on my team to do the same. So people in my company know that I'm very strict, I'm very disciplined, and they know that from the beginning. It's so funny because when I interview all of them, at the final interviews with me, and I actually do the anti sale to join Samay. It's like, this is, these are all the reasons why you shouldn't join. I start describing myself as a very intense, obsessed CEO with insomnia, which I still have, because I really wanna make this work, right? So, yeah, I, ask them, and most of them say yes. I really like, I attract people that like challenges, especially intellectual challenges. So, yeah, to this point, most of them say yes. Some of them have obviously, you know, because probably too much. But at the same time, I tell them, "Look, this is going to be very hard in terms of the deliverables, the things that we're expecting from you." But at the same time, my goal is to not only help people with respiratory problems, I try to sell the company as a company where everyone that gets hired can be themselves and thrive. So, so for example, I tell them," Look, I'm trying to be the boss that I never had." And this goes obviously very tied to the very negative experience that I had during my surgical residency and even before, right? So, I never had a boss that really supported me, who recognize my true self and those characteristics as good things, right? So they always try to tone me down. I'm very energetic, as you can notice, and I'm also super ambitious. I'm really ambitious. I wanna do all of these great things. And they always thought that I was aiming for too much, especially for a woman. It's like, " You need to lean in, Maria. You need to behave." So I remember my residency, they were criticizing like, "Why are you behaving like this, Maria? Why are you asking so many questions? You're asking too many questions. You look more as an internal medicine doctor. Why are you always smiling, Maria? Why are you so happy?" So now, with everyone that I hire, what I try to do is that I focus on understanding their dreams and I try to figure out how this job is gonna help them get there. So if they wanna become a top engineer, maybe they wanna learn managerial skills, or they wanna run operations, or they eventually wanna become a founder themselves. So I try to create a partnership with them where they obviously help me succeed with the company, build Samay, but at the same time they get to do this personal growth. So it's extremely important that they get to place where they wanna be. [00:12:32] Lindsey Dinneen: Yeah, that's wonderful. And such a gift to your employees. And I also honestly, that sort of anti interview or whatever technique is brilliant because you do want it to be a fit for everyone, and it's so much better to have aligned expectations from the start. So, oh my goodness, that's so interesting. So, okay, so then. Speaking into that, how do you develop a company culture for yourself? You've learned from some pretty negative experiences, so obviously that's what not to do, but you know, as you're crafting your own company culture now, what kinds of things are sort of your core values, other than of course, your hard work and your excellence and holding yourself and others to high standards, but what kinds of things do have you developed that make it special to be where you are? [00:13:19] Maria Artunduaga: Yeah, I mean, that's a really good question. I'm very true to myself, and one of the things that I wanna do with Samay, it's I wanna create legacy. If you go to my WhatsApp, that's exactly the little logo or the slogan that's below my name: I'm creating or building my life's legacy. That's how I pitch myself. So I really wanna be remembered as someone that made healthcare more accessible, especially for the people that get left behind. So growing up in Columbia, I saw firsthand how unfair things will be and I wanted to change that. So that's how the values of Samay go, people first. I think legacy, it's extremely important, right? It's about getting those life changing tools and opportunities into the hands of people who really need them. And again, it's not necessarily, the group that we're building. It's the own experience of building a company with me, learning from the company, from the people that are working with. I really wanna make it accessible for people. And I wanna also be obviously a source of inspiration. You don't necessarily need to be this perfect person to be a CEO. You know, life is a struggle and that's totally fine. Just be very passionate about building legacy, right, your work and how you're impacting other people. And especially for me, I do a lot of work with women and minorities. I really wanna empower them to chase their dreams in science and technology. I really care about people. I don't know, I'm selfless about me. It's all about the others and creating legacy and being remembered. So, yeah, that's how I, that's how I roll. [00:14:59] Lindsey Dinneen: I love that. I love that. So speaking of you embracing the CEO role, when you first started your company, did you feel ready to step into this kind of position? Or was it something where you just were like, "You know what? I see the need. I know I can make a difference in this field. I'm gonna do it and I'll learn along the way." [00:15:19] Maria Artunduaga: No, not at all. And let, so there's a very good anecdote that I'm sharing. Again, back to all of these life changing experiences. I got into medtech because of, I don't know, somehow the planets got aligned, right? So I was doing a master's in public health because I thought that was going to be my real call, working for Gates in Seattle, because that's where I actually lived for about two years. Then I came to realize that it was very bureaucratic. It's very, was very slow. I have a type A personality. I really like to fix things very quick. I like to implement stuff. So I decided to do a second master's degree, and as I mentioned, here in Berkeley, I decided to join one of Atma METs minority programs for students, right? It's called SMDP. And I remember that was back in 2016, and they sent me to Minneapolis for the big conference. And that's where I got my first real taste of MedTech. And I remember watching the MedTech Innovator finals with Paul Grand. He was introducing the program, the finalist. I remember clearly seeing all of his pitches and how Green Sun Medical CEO won, and it was a game changer to me because when I saw them pitch, it was very exciting. You know, all these technologies, the many millions of people they could definitely impact, I saw that, and it clicked. I could turn the scientific ideas into something that helps millions in a way, the way how I would practice medicine, but in a more impactful way. So interesting story though. So the other thing that was very inspiring or at least that motivated me, I was the only person in the room who looked like me and spoke with an accent from South America, from Latin America. So it was like two reasons behind it. For me, it was I wanna be a medtech entrepreneur, but at the same time I wanna be able to break the glass ceiling, right? The first Latina physician CEO building a company that has hardware, software, and AI, this is what we actually do. And yeah, so it, it's mainly that. I really like challenges and I'm very motivated to show people that I can do things that might seem impossible or too difficult. So I really like showing people that anything is possible with a lot of hard work and determination. So yeah, that's mainly it. [00:17:47] Lindsey Dinneen: I love that. Embracing those challenges, running full steam at them and having that, I don't know, that gumption is fantastic too. And the desire, like... [00:17:57] Maria Artunduaga: Thank you. [00:17:57] Lindsey Dinneen: ...you said, to break through those ceilings and to represent and say, "No, it is possible." It is, and I love that. So, excellent. Okay, so can you share a little bit about the journey that the company has gone under recently and some of the really exciting milestones? I know there have been bumps and whatnot, but maybe some of the exciting things that have been developing and what you're looking forward to as you continue down the road. [00:18:24] Maria Artunduaga: Sure. I mean, whew. There are so many things that have been happening for the last couple of months. So it's been a long journey. It's been six years so far. Initially, you know, I wanted to build a company with an idea that was inspired, obviously, by the fact that I lost my grandmother to exacerbation and also because, at the time, I didn't know what I wanted to build. When I was doing an interview with a pulmonologist, what I realized was that I could actually build a technology that could be inspired by consumer devices, so hearing aids for example. And funny story is that my husband who is also Columbian, and went to MIT, he's been working at Google for over a decade and he's an auto engineer. He does a lot of things. He's very smart and he's one of the main architects. What I decided to do back then was, let's repurpose hearing aid technology by sending signals through the chest, and let's use the physical principle of acoustic resonance to understand what's going on inside of the lungs. And that's exactly what we are doing. We have 10 granted patents so far. We have 20 more pending on pulmonary so far. So we've done a lot of things. So we've tested that device on 450 people almost. All of our numbers of accuracy are over 90. Sensitivities and specificities are also between 82 to 98. Right now we are starting to see changes a few days before an exacerbation is actually diagnosed by a physician, which is extremely exciting. We have data from two people. Obviously it's a small sample size. We are following eight of them, and we're aiming to finish at 60 to hundred people in the next year or so. So that's our main goal. We've raised 5.2 million, 60% of that money is coming from grants, federal grants, and we just submitted a breakthrough designation to the FDA about a week ago, so fingers crossed, though, we get it right? There are a lot of things in the pipeline, things that are very exciting. Right now I'm super excited 'cause those six years were very hard. I was running a science project with my nails, getting money from grants, help from people who have known me forever. It was very hard for me to recruit a full-time CTO. So my husband has been helping me with some hours here and there. And we have right now 12 people in Columbia. So for developers, designers, clinical researchers, we are running most of our operations in Latin America because it's extremely, well, obviously cost efficient, and more importantly, we have access to people that are patients especially that are, that exacerbate more often. So we are to leverage all the different angles that we can get. [00:21:04] Lindsey Dinneen: Yeah. Wow. So lots of exciting things in the works and in the future, and oh my goodness, I'm so excited, can't wait to continue to celebrate all those wonderful accomplishments. So I'm curious, as you've taken this journey and even before with your other health experiences and finding this path, are there any moments all along the journey that really stand out to you as affirming, "Yes, I am in the right place at the right time, in the right industry." [00:21:31] Maria Artunduaga: Yeah, beyond the MedTech Innovator, the experience eight years ago, I mean, every day I find that this is the perfect fit for me. I always tell people, "Look, entrepreneurship is not for everyone. It really needs to be a fit of personality." So when I talked to my parents, because at the beginning they weren't very agreeable with the idea of me becoming an entrepreneur 'cause physicians don't do this, right? I was sort of like a black sheep of a family, 'cause my sister, she's successful and she's a pediatric radiologist as she's working for an academic center in, in Dallas. So, my personality, I'm Type A. I'm very anxious. I really like doing things super fast. I really like to get things done, right? So, I dunno if I picked the wrong career, probably could have done a better job as an engineer, as a scientist myself. So at heart, I'm a true scientist. That's what I really enjoy. I like practicing medicine, sort of miss it a little bit, but I'm more in the quest of solving questions and discovering, right? That's what really excites me. And then, every day is a new day when you're building a company. And the challenges that I have every day, all of the problems I have to solve, I really enjoy the process of solving them. And this is a little crazy. Who gets excited with problems, right? So, I don't know, that's probably me. So I guess every day, the moment I go home or that I go to sleep, I say, "This is perfect. I don't think I'll be as happy as I am right now if I had stayed medicine. I don't think so." [00:23:10] Lindsey Dinneen: Wow. And that says a lot. And that just affirms to you on a daily basis, "Yeah. I am doing what I'm supposed to be doing. That's wonderful. [00:23:17] Maria Artunduaga: Exactly. Right. It's like, yeah, I'm good at this thing. You know? I like solving problems. I got, I really enjoy the fires. I really like them. I's like, I don't know. I'm, yeah. I'm addicted to them. [00:23:30] Lindsey Dinneen: I love that. Well, and that is unusual, and I'm curious, do you? But it's a great thing. No, it's a wonderful thing. Yeah, no, absolutely. I love that. So, so when you're at finding yourself up against a problem, do you start with any particular kind of established framework? Do you like to just brainstorm solutions? How do you approach problem solving? [00:23:53] Maria Artunduaga: Gosh, this is a really good question. It's like, you know, if I had to teach something, right? So I'm very good at solving problems, at connecting different disciplines, right, to solve those issues. So for example, the way how I go about them, first of all, I don't get frustrated or too anxious about it. I always try to think first, right? And then, yeah, I start brainstorming. I'm very quick at thinking, my mind goes super quick. I have a whiteboard right behind me. I do a lot brainstorming on my own. I ask a lot of questions too. So I rely on a lot of people, and I get a lot of feedback on the way, how I think a problem needs to be solved. And obviously with time and experience, the older that you get, the better you become, right? So yeah, honestly, every problem is different. I just like seeing it from different angles, right? I'm very good with social stuff. I'm very good with arts too. I really like doing science, learning a about engineering. I really like different ways of solving problems. For example, I remember that I we had this NIH grant and we were working collaboration with a big, famous academic center right here. And things weren't working very well. That was through during a pandemic and I was getting charged things that we actually didn't approve. So things were getting a little awkward. I decided to finalize that agreement. But then I got through this situation that I had no access to patients here in the States, and at the time, I didn't have my clinical site in Columbia opened up. So what I did was the craziest thing, which is what I did, was that I bought an $80,000 machine and I came into an agreement with a friend from medical school who has a pulmonary practice in South Florida, one of the largest pulmonary practices. He's a partner with nine other guys, and they see probably a hundred patients every day. Can you imagine that? So respiratory patients, and I told him, "Look, I don't have any money to pay your rent, but I'm gonna give you equity for that rent, and you're gonna use this machine from Monday through Thursday, and I'm going to test your patients from Friday to Saturday. And I'm going to bring people, I'm going to become my own CRO, right? So I'm gonna bring people, doctors, from Columbia on a J1 visa as a research scholar visa. I'm gonna train them and I'm gonna get them to do the recruitment, review everything, test the patients. We are going to become our own CROs, and we are going to do as many people as we can every single week." So we were able to do 430 people in a span of a probably a year and a half. Something that usually would cost us thousands of dollars. I dunno how much money I spend, probably just 300,000 to do everything. Can you imagine? I mean, that's significantly cheap compared to any other quote that I've been getting from an academic center. So, I sometimes go for the crazy idea, right? Like, what's the craziest thing that I could think of? I literally, I write it down, right? And then I just try to double check with my lawyer. "Am I doing something illegal here?" And I, yeah, I cross reference with other founders. " I'm thinking of doing this, how that's that sound?" And they're like, "This is pretty non-traditional, Maria, but I mean, if you can get it done..." I'm like, "Yeah, of course I can get it done." And I just get it done. I just don't take a no for an answer. I'm very good at also finding, convincing people to jump on board with the vision, the mission. This excitement, this energy, people really get very engaged with Samay and with me as a founder, and they love it. Most of these people either have invested in the company, they are helping me many more hours, pro bono, literally free, and we are building together. [00:27:43] Lindsey Dinneen: Wow, that is so cool. And what a fantastic story. Thank you for sharing that one as well. Oh my word. [00:27:50] Maria Artunduaga: I have way too many stories to share. This is the one I really like to, to tell people. [00:27:55] Lindsey Dinneen: I love that, and I love the willingness to come up with those crazy ideas. And it might be just so crazy that it works. So, hey, you never know until you try, and that's fantastic. Oh my gosh, I love that approach. Alright, so pivoting the conversation a little bit just for fun. Imagine you are to be offered a million dollars to teach a masterclass... I know! ...to teach a masterclass on anything you want. What would you choose to teach? [00:28:22] Maria Artunduaga: Yeah. So, good question. So, gosh, I, I tackle problem. So my, my brain again is very good at figuring stuff out. That plus the fact that I'm very stubborn. So if I'm into something, I don't give up easily. And now I'm gonna tell the story about our winning MedTech Innovator. We beat 65 companies globally, right? And I still like, sort of, I cannot process that we won. So the story goes like this, but a year ago, I tried to raise five millions, my very first institutional round, and I totally flopped. [00:28:55] Lindsey Dinneen: Oh. [00:28:56] Maria Artunduaga: I only got $200,000 because multiple funds that I was talking to, they wanted me to feel half of the round before weighing any money or signing anything. So you can imagine. So do I got, you know, chicken or the egg problem? I failed. And instead of crying or mopping, I thought, "Okay, wait. I got into Medtech Innovator. You know what? I'm just gonna win that competition, still $350,000." And why not? So obviously people, my advisors, my best friend, "Like, you're crazy. It's the most competitive thing ever. You're not established in the field. People know who you are, but it's not like you have exited a company or anything, right? You're not even an engineer, Maria." So what I did was, again I went back to my whiteboard. Again, I probably should have become an engineer before, I dunno. I'm really good at solving problems. So I was like, "You know, this is a problem. These are the different ways how I can tackle this." And more importantly, I'm very good at the studying stuff. I really like, again, knowing, wisdom, information. I just love that. I really love that. So what I did was, I treat it like a big project, and I talked to the past winners, anyone who had done or won any sort of like prize with MedTech Innovator, and I figure out their secret sauce. So I either talk to them, I studied every single video, every single pitch. I spend many hours studying everyone who had one or had done significantly well throughout the accelerator. So what I discovered was the accelerator was kind of a school, like a school. So the harder you work, the better you do. And one of the things that I realized was that mentors and reviewers were key players. So I focused on building those connections. I met with many of them. I probably spent about, I don't know, probably four to five hours meeting with mentors, anyone who I thought could help me somehow, obviously, for free, because a lot of the help that they give used for free. And I also spent a lot of time doing homework, the webinars, et cetera, et cetera. I ask a lot of people for advice. I really got people excited about Samay. I recruited my mentors and they got on board from day one. Because of that, I started building those relationships and it was authentic. I mean, don't get me wrong, this wasn't like, you know, I'm trying to play anybody. I really care about what they had to say, and I incorporate all that feedback into my company to this day. So the other thing is, I make sure to go to everywhere, every webinar, every event, everything. My camera was always on, because most people, when they do their webinars, they don't even turn on their cameras, right? So I was very engaged. I was asking questions, I was getting involved with everything. Same thing with the Slack channel that we have for MedTech Innovator. I was helping people, I was sharing stuff. I was even offering to make introductions. I really made sure that people knew who I was. And I obviously also asked the MedTech Innovator people, the staff, for help, feedback, right? Am I doing this right? What do you think I should do? Anything that you can share with me that you think. I was very clear with them. I wanna go to the, I wanna get to the finals. I told them, and I remember they telling me, "Oh, Maria, about getting to the finals, it's so hard. It depends on the strategics and the sponsors." And I was like, " I'm gonna get there. What do you think I should do?" So I literally ask a lot of people how I needed to get there. And with the finals, the way how they pick the finalist, it's actually the mentors who go in front of the strategics, and they sort of champion your company. And they really went to bat for us. They told them how committed I was, the many people that from my team were actually going for participating to the winner because I brought people from my team... [00:32:45] Lindsey Dinneen: Yeah. [00:32:46] Maria Artunduaga: You know, very few founders did that. I brought people from Colombia, obviously online, people who barely could understand English. But, I made them prepare questions. "You need to do this and that we need to be super engaged. We need to help other people." And they saw it was hard work. And at the end, we got into the finals and what I realized was, okay, so after the finals, I understood that the game was, obviously it changed. The way how the winner is chosen is that the audience votes, right, during The MedTech Conference. So what I did was, I went all in on social media. We made an awesome video for the best video competition. I remember that that was the first thing that I did back in June. I scheduled two weeks. I flew to Columbia. I hired right people. I made sure that I was perfect, so I was part of the creative team. I designed everything. Again, I really like arts, right? That's why, one of the reasons why I didn't, I was in pleasantry and that's why I really like dancing too, right? So I'm obsessive with everything that we do. I really am into the details and I supervise everything. And we also got into the finals for the best video competition. So I was going to this problem from every single angle. I didn't let anything up to chance. I, yeah, I'm a freak. I'm a control freak. That's what I did. I remember that even for the pitch, the four and a half minute pitch, I practiced, I don't know how many hours, but every single thing that I say that was obviously memorized, needed to be perfect. The way how I, let's go back to dancing since you're a dancer yourself, the way how I moved my hands, right? The way, how I walked on that stage, everything was rehearsed. So, yeah, I mean, I just I worked my ass off. I mean, everything was the way it needed to be and that's how we won. [00:34:39] Lindsey Dinneen: Yeah. Wow. That's great. What a fantastic story. Yeah. Amazing. Yes. I love how it's so choreographed. Yeah, that's [00:34:48] Maria Artunduaga: great. It was choreographed, [00:34:50] Lindsey Dinneen: I love that. Excellent. Well, I know you have touched on the importance of legacy and how much that means to you, but how do you wish to be remembered after you leave this world? [00:35:03] Maria Artunduaga: Oh gosh. Yeah. I mean, so I have a little daughter, I want to some somehow replicate the same experience that I had with my mom. Maybe she doesn't even realize how much of the inspiration and the impact that she had on me. And again, leading by example, I don't spend a lot of hours with my daughter, right? I have a nanny for 12 hours. So my salary goes to her payment, right? Yeah, I wanna be remembered as somebody who tried very hard, who literally, instead of saying things, I walked the talk. The things that I said I was going to say. For example, I'm very opinionated with anything diversity and inclusion because, as I've said, I've experienced discrimination myself. So I walk the talk, I build a product, I build the change. I worked really hard. I impacted a lot of people. And more importantly, the world has changed somehow because I existed. So that's that. It's as simple as that. I wanna help other people get to fulfillment of their lives and their dreams. And yeah, and I obviously wanna be happy while I do all of these things. And more importantly, I wanna feel that I learned a lot. I really like learning. The process of learning every single day, learning a new thing makes me super happy. So if I don't learn something new, I consider day as, you know, as like a flop or something. So yeah, it's very simple. I'm actually a very simple person, I'm not that complicated. [00:36:30] Lindsey Dinneen: Yeah. Okay. And then final question. What is one thing that makes you smile every time you see or think about it? [00:36:39] Maria Artunduaga: Oh, cute. I mean, obviously my daughter. So I'm a mom. I'm 44, well, almost 45, and I had her at 42. So just thinking about her makes me smile every single time. She's a miracle baby. She's, you know, after four years of IVF, eight retrievals, it finally happened. I finally had her, and having her in my life has turned my world upside down in the best way. She's determined, and she's only three. She's diving into doing all sorts of things. She's doing gymnastics, she's building Legos, she's doing engineering stuff. I really like that "I can do anything attitude" and obviously I'm sort of like reinforcing her to do anything she wants to try. So seeing her try all these new things, all this confidence that I, that she has. It's like, I don't know. I mean, that inspires me. That motivates me to be a better mom, a better CEO, and to do exactly the same thing with the people that I work with. So everyone in my company, I I tell them I'm a mom, right? So, remember that, and I try to do the same with them. It's like I tell them, what do you wanna do? What do you wanna learn this month? What do you need? Right? My work as a CEO is getting the resources and put out the fires. Just tell me, and this is your playground, so I'm trying to do exactly the same with my daughter too. But yeah, I'm very happy with her. [00:38:07] Lindsey Dinneen: Aw, that's wonderful. I'm so glad. Well, oh my goodness, this conversation has been amazing. I kind of wish it didn't have to end, but I also wanna respect your time 'cause obviously you have so much going on. But thank you so much for sharing about your story, your advice. You're so inspiring, and I know this is gonna inspire so many people to go for it, and not to have the fear, to have that problem solving mentality, and growth mindset and learning and, hey, look where curiosity got you. [00:38:37] Maria Artunduaga: Yeah, exactly. That's a perfect slogan. It's all about that curiosity and it gets you places. Look at me. [00:38:43] Lindsey Dinneen: Yeah, exactly. Yeah. And this is just the start. [00:38:47] Maria Artunduaga: Yes, of course. [00:38:48] Lindsey Dinneen: Indeed. So I just wanna say thank you again for your time today, and we just wish you the most continued success as you work to change lives for a better world. [00:38:58] Maria Artunduaga: Thank you so much and thank you again for invitation. I really enjoyed it. [00:39:02] Lindsey Dinneen: Yeah, absolutely. Me too. And we are honored to be making a donation on your behalf as a thank you for your time today to the American Society for the Prevention of Cruelty to Animals, which is dedicated to preventing animal cruelty in the United States. We really appreciate you choosing that organization to support and thank you just again, so very much for your time here today. Yeah, and holy cannoli, thank you so much to our listeners for tuning in, and if you're feeling as inspired as I am right now, I'd love it if you'd share this episode with a colleague or two, and we'll catch you next time. [00:39:44] Ben Trombold: The Leading Difference is brought to you by Velentium. Velentium is a full-service CDMO with 100% in-house capability to design, develop, and manufacture medical devices from class two wearables to class three active implantable medical devices. Velentium specializes in active implantables, leads, programmers, and accessories across a wide range of indications, such as neuromodulation, deep brain stimulation, cardiac management, and diabetes management. Velentium's core competencies include electrical, firmware, and mechanical design, mobile apps, embedded cybersecurity, human factors and usability, automated test systems, systems engineering, and contract manufacturing. Velentium works with clients worldwide, from startups seeking funding to established Fortune 100 companies. Visit velentium.com to explore your next step in medical device development.

“What It’s Really Like to be an Entrepreneur”
The Conversion Code: Sahil Patel on 130,000 A/B Tests and Landing Page Secrets for Entrepreneurs

“What It’s Really Like to be an Entrepreneur”

Play Episode Listen Later Jun 12, 2025 17:13


Ready to unlock the secrets to skyrocketing your conversions? Next up on That Entrepreneur Show, we're diving deep with Sahil Patel, CEO of Spiralyze, a leading force in predictive CRO and data-driven landing page optimization. With over two decades of experience, including leading his own successful SaaS company (ER Express) for 11 years, Sahil has masterminded over 130,000 A/B tests, working with giants like Netflix, Lowe's, and the NBA.In this high-impact episode, Sahil will reveal:Surprising lessons from 130,000 A/B tests that will revolutionize your landing page conversion strategy.The 4 best practices for A/B testing done right in 2024, ensuring you get meaningful results.How to run efficient A/B tests even without massive traffic.Crucial insights and hard-won lessons for first-time CEOs navigating the entrepreneurial journey.If you're an entrepreneur serious about optimizing your digital presence, maximizing your leads, and scaling your business with data-backed precision, Sahil's expertise is a goldmine you cannot afford to miss!Support the showWant the freebie from our guest? Question for our guest or Vincent? Want to become a guest or show partner? Email Danica at PodcastsByLanci@gmail.com.Show Partners:Coming Alive Podcast Production: www.comingalivepodcastproduction.comJohn Ford's Empathy Card Set and App: https://www.empathyset.com/ Music Credits: Copyright Free Music from Adventure by MusicbyAden.

Honest eCommerce
Bonus Episode: Defining Success Before Launching Anything with Tim Wilson

Honest eCommerce

Play Episode Listen Later Jun 12, 2025 35:14


Tim Wilson is the Head of Solutions at facts & feelings, a consultancy focused on helping organizations put their data to productive use through clear thinking, aligned teams, and actionable insights. A seasoned analytics leader, Tim brings over two decades of experience across enterprise BI, agency strategy, and digital analytics to help brands translate complexity into clarity.Before co-founding facts & feelings, Tim led analytics practices at multiple agencies, advised Fortune 500 companies on digital data strategy, and built out BI infrastructure at a $500M B2B tech firm. He's also the co-author of Analytics the Right Way: A Business Leader's Guide to Putting Data to Productive Use and co-host of the long-running Analytics Power Hour podcast.Whether clarifying what “success” really looks like before a new feature launch or helping teams choose the right level of analytical rigor for a given decision, Tim focuses on making data work for the business, not the other way around. He offers a practical framework for leaders overwhelmed by dashboards, and a philosophy for analysts who want to be more than just report generators.In This Conversation We Discuss: [00:39] Intro[01:15] Shifting from in-house roles to agency work[02:16] Highlighting the cost of overbuilding tech stacks[04:36] Pushing back on data-only decision making[07:13] Avoiding narrow ad metrics that mislead growth[10:08] Using AI to scale low-effort interactions smartly[12:38] Translating ideas into testable hypotheses[19:02] Differentiating high-credibility opinions in UX[20:00] Using split tests to validate costly changes[21:14] Skipping tests for clear conversion blockers[23:32] Filtering user recordings for CRO opportunities[26:13] Using logic when data can't prove causality[29:39] Measuring what actually matters in performanceResources:Subscribe to Honest Ecommerce on YoutubeIntelligent business consultancy obsessed with less and better factsandfeelings.io/Data and analytics podcast analyticshour.io/Follow Tim Wilson linkedin.com/in/tgwilsonIf you're enjoying the show, we'd love it if you left Honest Ecommerce a review on Apple Podcasts. It makes a huge impact on the success of the podcast, and we love reading every one of your reviews!

Drive
Driving Trust in Testing and Background Screening with Marc Bourne and Grady Phillips, Workforce QA

Drive

Play Episode Listen Later Jun 12, 2025 45:25


Understanding the ins and outs of driver testing and background checks can make all the difference in a trucking career. For Marc Bourne and Grady Phillips, supporting drivers means building trust through transparency and clear communication around testing and background screening.  In this episode, Chelsea Faulkner sits down with Marc Bourne, Vice President of Background Screening, Training, and Compliance Services at Workforce QA, and Grady Phillips, CRO at Workforce QA, who both bring a unique background to trucking, to explore how testing processes can be fair, straightforward, and driver-friendly. They discuss how companies can move beyond just ticking boxes to fostering honest, respectful relationships. You'll hear them bust common myths about drug and background testing, explain why drivers should take charge of their own records, and share how ongoing education and advocacy help create a safer, better-informed trucking community. Marc and Grady stress the importance of treating drivers like people and giving them clarity about what's tested and why it matters. In this episode, you'll hear about: Why trust is the foundation of driver testing and records How to advocate for yourself with MVR, PSP, and background checks How digitization can improve the hiring process Resources: Grady Phillips on LinkedIn Marc Bourne on LinkedIn HandledNow Website HandledNow on Facebook Chelsea on LinkedIn Episode highlights: (00:00) Intro and background of Marc Bourne and Grady Phillips (00:07:00) Why trust matters between drivers and companies (00:14:00) The power of clear communication and candidate experience (00:16:00) Debunking common myths about background checks (00:22:30) Understanding MVR, PSP, and clearinghouse records (00:32:00) Keeping up with policy changes and regulations (00:37:00) How digital tools are changing testing and record keeping (00:39:00) Rapid fire: driver questions and redesigning testing (00:43:00) Making drivers feel supported, not singled out (00:44:30) How to connect with Marc and Grady

Sales Leadership Podcast
Episode 317: Megan Prince CRO @ Zeni.ai , Sales is About BECOMING…Not Attaining.

Sales Leadership Podcast

Play Episode Listen Later Jun 11, 2025 59:57


Megan Prince is the CRO of Zeni. Zeni is what happens when AI meets accounting and the Zeni team is turning heads with industries all around the world. Megan is one of the most exciting CRO's in AI to watch right now. She's an elite leader who has had an incredible run from SDR to CRO…and has created a leadership style any leader would benefit from learning. She blends individual development with accountability, delivers results without sacrificing culture, and starts with Mindset…not just mechanics…as the ultimate lever for performance. Today Megan joins us and shares why the best leaders focus on what people are becoming as the ultimate roadmap to what the team ultimately is attaining in an episode unlike any other we've had in show history. You can connect with Megan on LinkedIn here. (https://www.linkedin.com/in/megan-prince-60a782121/) You can check out Zeni here (https://www.zeni.ai/). For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here. (https://www.patreon.com/c/SalesLeadershipUnited) Be sure to check out the full video of this episode on our YouTube channel here.

Limited Supply
S12 E10: The Data-Driven Way to Make More Money Online (with Dylan Ander, Founder + CEO of Heatmap.com)

Limited Supply

Play Episode Listen Later Jun 11, 2025 48:23


Are your ads converting? Is conversion rate a vanity metric? What's the deal with split testing? This week's guest, Dylan Ander, loooooves websites, conversions, ads, and more—and he's even known as the CRO Guy. He founded Heatmap.com to help brands get real-time behavior on their websites.  Nik and Dylan dive deep into why most brands obsess over ad creative but ignore the real moneymaker: the website. Dylan unpacks the fundamentals of user psychology, shares the truth about what CRO actually means (spoiler: it's not just button colors), and breaks down how he approaches copywriting, landing pages, and full-site redesigns without relying on guesswork.  Plus, in the age of AI, are analytics ever going to go away? Dylan doesn't think so.   Omnisend - email & SMS marketing so good, it's boring! You've got enough exciting stuff to worry about. Let us be the reliable platform you can depend on. Make an average $68* for every $1 you spend. Start for free! Visit ⁠⁠⁠https://your.omnisend.com/limitedsupply Want more DTC advice? Check out the Limited Supply YouTube page for more insider tips.   Check out the Nik's DTC newsletter: https://bit.ly/3mOUJMJ   And if you're looking for an instant stream of on-demand DTC gold, check out the Limited Supply Slack Channel for Nik's most unfiltered, uncensored thoughts.   Follow Nik: Twitter: https://www.twitter.com/mrsharma

The Official SaaStr Podcast: SaaS | Founders | Investors
SaaStr 805: CRO Confidential - 5 Ways AI Has Already Changed SaaS Sales Forever with Perplexity's CBO. Hosted by Sam Blond

The Official SaaStr Podcast: SaaS | Founders | Investors

Play Episode Listen Later Jun 11, 2025 34:04


SaaStr 805: CRO Confidential - 5 Ways AI Has Already Changed SaaS Sales Forever with Perplexity's CBO Dmitry Shevelenko. Hosted by Sam Blond. Join Sam Blond in the latest episode of CRO Confidential live from SaaStr Annual, featuring Dmitry Shevelenko, Chief Business Officer at Perplexity. Dive deep into how cutting-edge AI can transform your go-to-market strategies, sales processes, and organizational efficiency. Explore key topics like leveraging AI for demand generation, advanced meeting preparation, pipeline management, and more. Learn from Dmitry's expertise on integrating AI to accelerate business growth and gain insights into Perplexity's innovative approach to AI-powered sales. Perfect for tech founders, sales leaders, and AI enthusiasts looking to stay ahead in the rapidly evolving sales and customer acquisition landscape. ------- Hey everyone, we just hosted 10,000 of you at the SaaStr Annual in the SF Bay Area, and now get ready, because SaaStr AI is heading to London!   On December 2nd and 3rd, we're bringing the SaaStr AI to the heart of Europe. This is your chance to connect with 2,000+ SaaS and AI executives, founders, and investors, all sharing the secrets to scaling in the age of AI.   Whether you're a founder, a revenue leader, or an investor, SaaStr AI in London is where the future of SaaS meets the power of AI.   And we just announced tickets and sponsorships, so don't wait! Head to SaaStrLondon.com to grab yours and join us this December in London.   SaaStr AI in London —where SaaS meets AI, and the next wave of innovation begins. See you there! --------------------------------------------------------------------------------------------   This episode of the SaaStr podcast is sponsored by: Attio This episode is brought to you by Attio — the AI-native CRM. Connect your email, and Attio instantly builds a powerful CRM - with every company, contact and interaction you've ever had. Get 15% off your first year at https://attio.com/saastr -------------------------------------------------------------------------------------------- This episode of the SaaStr podcast is sponsored by: Attention.com   Tired of listening to hours of sales calls? Recording is yesterday's game. Attention.com unleashes an army of AI sales agents that auto-update your CRM, build custom sales decks, spot cross-sell signals, and score calls before your coffee's cold. Teams like BambooHR and Scale AI already automate their Sales and RevOps using customer conversations. Step into the future at attention.com/saastr   --------------------------------------------------------------------------------------------

Moving Medicine Forward
Why Strategic Financial Planning is Critical to Advancing Clinical Trials

Moving Medicine Forward

Play Episode Listen Later Jun 11, 2025 15:30


In this episode of “Moving Medicine Forward,” host Jeremy Strand sits down with Brian Lawrence, Chief Financial Officer at CTI, to explore how strategic financial planning is critical to advancing clinical trials, particularly in rare disease research. Brian shares insights on balancing profitability with purpose in one of the world's most highly regulated industries, reflecting on early career decisions, global expansion, trial funding challenges, and the growing influence of AI in finance. 00:36 Brian shares how early interests in math and accounting, along with a few great mentors, led him into finance and the clinical research space. 02:17 Why Brian opted for a smaller accounting firm over a Big Four company and how that decision shaped his career. 03:16 How his love for process improvement and early experiences with digital transformation prepared him for the dynamic contract research organization (CRO) environment. 04:03 Brian discusses CTI's evolution: growing four times in size, expanding globally, and staying true to its rare disease focus. 05:00 The challenge of maintaining profitability while upholding the highest standards in research and compliance. 06:00 Brian explains the hidden costs of operating globally, including banking, compliance, and cybersecurity.  07:10 Why financial planning is critical in biotech, where projects can be halted suddenly due to safety or funding concerns. 09:00How investment trends and economic shifts post-COVID have tightened budgets and forced CROs and sponsors to adapt. 10:00 Brian breaks down the financial implications of trial diversity, especially in rare diseases with complex study designs. 11:12 The role of AI and digital tools in modern CRO operations, and why CTI is taking a deliberate approach to adoption. 13:00 Brian sees technology as a way to eliminate low-value tasks and empower finance teams to focus on strategic insights. 14:00 Through initiatives like CTI Cares and “Mission Moments,” Brian explains how CTI connects internal teams to the bigger picture of patient impact. 

AdExchanger
The Next Level Of Niche, With Puck's New CRO

AdExchanger

Play Episode Listen Later Jun 10, 2025 50:38


Forget the well-worn narrative that digital media publishers are always on their back foot, says Liz Gough, the co-founder and newly minted CRO of Puck. In a world of social media soundbites, Puck is proving that there's a place for long-form, in-depth, dishy journalism.

Predictable B2B Success
Marketing Sales Alignment: The 208% Revenue Growth Secret

Predictable B2B Success

Play Episode Listen Later Jun 10, 2025 48:51


What drives B2B marketing success—and why do so many companies get it wrong? In this episode of Predictable B2B Success, we sit down with Andy Culligan, a straight-talking marketing leader, fractional CMO, and former CRO with a wealth of experience steering SaaS brands through turbulent growth. Andy gets candid about why 79% of marketing leads go nowhere and how the disconnect between sales and marketing is silently draining your revenue potential. Listen as Andy unpacks the real secrets behind turning your marketing into a revenue machine (hint: there's no magic bullet, just honest, consistent work) and why fancy attribution models might not be as valuable as you think. Discover the “human interface” role of SDR teams, the power of true sales-marketing alignment, and why some of the most critical tactics—like analyst relations and active thought leadership from company executives—fly under the radar until it's almost too late. If you've ever grappled with stagnant pipeline, siloed teams, or wondered when it's time for a fractional CMO, Andy's battle-tested frameworks and blunt advice will give you a fresh perspective on how to unlock your business's next growth phase. Don't miss this episode, brimming with actionable insights and surprising truths. Some areas we explore in this episode include: Marketing as a Revenue Driver – How effective marketing directly impacts business growth and revenue, particularly in SaaS and B2B.Sales and Marketing Alignment – The necessity of tight collaboration between marketing, sales, and SDR teams.Evolving Marketing Mindset – Andy's transition from traditional marketing to a revenue-focused approach in tech.Demand Generation & Brand Consistency – The importance of consistent, holistic demand generation and brand efforts.Marketing Attribution Challenges – Difficulties in measuring marketing's impact on revenue and why practical metrics matter.Fractional vs. Full-Time Leadership – When to hire a fractional CMO, common hiring mistakes, and scaling leadership.Scaling Teams Through Growth Stages – When and how to grow marketing and SDR teams as companies scale.Account-Based Marketing Strategies – Concrete ABM tactics that engage high-value accounts with tailored plays.Short-Term vs. Long-Term Marketing Needs – Balancing immediate revenue goals with brand-building activities.Overlooked Growth Levers – The importance of analyst relations and getting executives involved in brand efforts.And much, much more...

Modern Day Marketer
Why Content Is a Revenue Engine (Not Just a Marketing One) with Selma Chauvin, CRO of Agorapulse

Modern Day Marketer

Play Episode Listen Later Jun 10, 2025 24:42


“If you think content is a marketing thing, you're already doing it wrong,” says Selma Chauvin, Chief Revenue Officer at AgorapulseIn this episode of The Content Cocktail Hour, host Jonathan Gandolf welcomes Selma Chauvin to discuss how content must evolve from random acts of marketing into a critical tool for revenue growth. As a former marketer turned CRO, Selma unpacks how she flipped Agorapulse's content strategy—starting at the bottom of the funnel and scaling upward—driven by sales insights and real customer conversations. Selma and Jonathan dive into how to bridge the gap between content creation and sales usage, why marketers should stop obsessing over attribution, and how aligning revenue teams can unlock smarter content strategies.In this episode, you'll learn:Why the biggest content mistake is prioritizing production over promotionHow to reverse-engineer content from real sales conversationsWhat a CRO can do to finally unite marketing and salesResources:Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jonathan-gandolf/Explore AudiencePlus: https://www.agorapulse.com/Connect with Selma on LinkedIn: https://www.linkedin.com/in/selma-chauvin/Explore Agorapulse: https://www.agorapulse.com/Timestamps:(00:00) Intro(02:00) Content's two halves: production vs. promotion(05:00) Why most content never gets used by sales(08:45) Sales as the customer of content(11:30) Flipping the funnel: starting with bottom-of-funnel insights(15:15) Building content with fewer assumptions(20:00) Why CROs should not come from sales(23:45) How Selma leads revenue at Agorapulse(25:30) “Let's stop marketing ourselves and just do business”

The Revenue Formula
We just leaked Jacco's new playbook. Here's what's inside.

The Revenue Formula

Play Episode Listen Later Jun 10, 2025 52:24


We got our hands on Jacco van der Kooij's latest GTM playbook. The one he's only been sharing behind closed doors at high-ticket, invite-only events. And yes, we're leaking it. This isn't just a few new tactics. It's a complete shift in how revenue leaders think about growth. No more chasing leads at all costs. No more funnels that fall apart at scale. Instead, it's about turning your users into your biggest growth engine. We dig into what's changing, what companies like Notion and Snowflake are doing differently, and why this approach might be the healthiest way to grow in B2B right now. Never miss a new episode! join our newsletter at revenueformula.substack.com (00:00) - Introduction (01:24) - Exploring the New Playbook (08:04) - Activating Your User Base (23:01) - The tiered users ecosystem (29:43) - Cohort-Based Events (36:56) - Human-Led Growth: The Power of Real Connections (43:21) - The New Playbook: Integrating Sales and Success (51:23) - Up next: The SDR Playbook

ACRO's Good Clinical Podcast
S3: E8 AI on the Prize: How AI is Modernizing Clinical Operations

ACRO's Good Clinical Podcast

Play Episode Listen Later Jun 10, 2025 32:08


In this episode, Jonathan Norman (Director, Localisation Services, YPrime) and Laura Russell (Senior Vice President, Head of Data and AI Product Development, Advarra) join the podcast to discuss how artificial intelligence is transforming today's clinical operations. They dive deeper into how AI can be used to improve protocol design, drive efficiency in localization processes, and modernize clinical operations to expand access to trials and get treatments to patients sooner. 

We Live to Build
CRO, AI, and a Week in Total Darkness with Matthew Stafford | We Live to Build Podcast #240

We Live to Build

Play Episode Listen Later Jun 10, 2025 27:35


Your website is bleeding money. Matthew Stafford, Managing Partner at Build Scale Grow, breaks down the brutal truths behind conversion rate optimization (CRO) and how AI, simplicity, and better communication can save your business from digital death.We talk about:⚙️ The CRO mistakes killing your conversions

Go To Market Grit
Family, Focus, and 350M Users: Inside Zoom with Eric Yuan

Go To Market Grit

Play Episode Listen Later Jun 9, 2025 74:47


Eric Yuan turned a simple belief into Zoom, the platform that kept the world moving through a once-in-a-century shutdown and redefined modern work. On this episode of Grit, the Zoom CEO shares why velocity beats size, how a family-first ethos powered his leadership during COVID, and why the coming wave of AI dwarfs the original internet boom. He details how he's refreshing Zoom's culture for 7,500 people, opting for virtual deal calls over in person meetings, settling into life as an empty-nester, and keeping Zoom nimble enough to outpace Big Tech and the next wave of AI startups.Guest: Eric S. Yuan, Founder & CEO of ZoomChapters: 00:00 Trailer00:44 Introduction01:47 Walking with swagger03:48 Extremely exciting moment10:05 Classic innovators' dilemma12:59 Laser-focused bandwidth17:56 Family first: lead by example22:09 Everybody was doing their road shows25:34 The entire world was dependent28:04 Community care31:57 Valuation and a co-founder35:17 A lot of unhappy days39:25 Building Zoom for consumers46:57 Holograms?52:01 Home53:23 Huge competition, high velocity1:00:33 Where companies get wrong1:04:52 Giving back1:13:12 Who Zoom is hiring1:13:24 What “grit” means to Eric1:14:24 OutroMentioned in this episode: Webex by Cisco, Glean, Apple, HP, Netscape, Yahoo, Brian Armstrong, Emilie Choi, Coinbase, New Limit, Elon Musk, Windy Hill, Magic Leap, Rony Abovitz, Jony Ive, OpenAI ChatGPT, Bill McDermott, ServiceNow, Carl EschenbachLinks:Connect with EricXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins

Brand in Demand
A.I. is changing the way we sell: How Christina Brady is reinventing sales training

Brand in Demand

Play Episode Listen Later Jun 9, 2025 53:16


In this episode of Founder Talk, we sit down with Christina Brady, CEO and Co-Founder of Luster, an AI-powered platform that's fundamentally transforming how sales teams are trained, coached, and developed. Drawing from 18+ years of experience as a top revenue leader, trainer, and exec coach, Christina shares the origin story behind Luster and the painful gap it solves: most companies can't actually see where their sales teams are struggling until it's too late.Here's what you'll learn from Christina:✅ How Luster uses generative AI and predictive analytics to map skill gaps before they impact revenue✅ Why most enablement and coaching strategies fail—and what founders can do differently✅ The power of running real-life sales simulations with AI agents trained to replicate tough buyers✅ Real-world results: 42% higher average contract values, 50% faster new-hire ramp times, and 2x pipeline efficiency✅ How Christina went from CRO to venture-backed founder—raising a multi-million dollar seed round with no prior exits✅ Why human connection still matters more than ever—even in an AI-driven future✅ The real story behind founding Luster (including a hilarious in-flight LinkedIn encounter with Alex)✅ Founder's life lessons: balancing ambition, motherhood, and leadership with clarity and purposeWhether you're building a sales team, scaling an AI product, or looking for practical wisdom on what it takes to go from concept to venture-backed execution—this episode is a masterclass in modern go-to-market leadership.Where to Find Christina BradyLinkedIn: https://www.linkedin.com/in/christinapbrady/Website: https://www.luster.ai/Want to work with us? Here at Impaxs Marketing we partner with 7-8 figure B2B companies to help them build their own internal content team, take control of their brand, and grow their business through video content and social media marketing. No need to outsource your content to an agency ever again!  We do this by implementing our proven 5-step process we call, “Brand5 Content System”. ⁠https://impaxs.com⁠Subscribe to my weekly CMO briefing for unfiltered insights on the biggest marketing shifts, real-life strategies I'm using to scale companies fast, and key lessons from real-world experience—what's working, what's not, and why. No fluff, no filler—just actionable insights you can use immediately. Sign up now to stay ahead:https://impaxs79863.activehosted.com/f/12

The MedTech Podcast
#84 Fast-Tracking Clinical Trials with Julio G. Martinez-Clark: LATAM Strategy, FIH Studies & MedTech Market Access

The MedTech Podcast

Play Episode Listen Later Jun 9, 2025 29:01


Julio G. Martinez-Clark CEO of Bioaccess and President of IAOCR/GCSA Americas is a MedTech trailblazer helping startups accelerate First-in-Human (FIH) clinical trials across Latin America, with over 20 years of experience spanning healthcare, telecom and venture capitalIn this episode, we unpack why more MedTech companies are turning to LATAM for faster, more cost-effective trial execution. Julio shares how his Miami-based CRO helps deliver 58-day CE mark approvals, his experience supporting 100+ device startups and why time, not money, is the most precious currency for early-stage founders. We also touch on trial quality, regulatory strategy and why he believes Latin America will play a defining role in the next era of global MedTech innovationTimestamps:[00:00:47] Why LATAM Is the Next MedTech Trial Hub[00:02:21] The Problem with FIH Trials in the U.S.[00:04:42] How bioaccess® Reduces Approval Timelines by 70%[00:06:01] Strategic Sites, Patient Retention & CRO Infrastructure[00:08:17] Do LATAM Trials Hold Up to FDA & EU Scrutiny?[00:10:43] The Fundraising Pressure Behind Faster Clinical Results[00:12:22] Founder Mistakes in In-House Trial Management[00:14:11] Why LATAM May Overtake Eastern Europe in FIH Volume[00:17:26] Regulatory Standards, UNESCO, and Regional Quality[00:20:10] Julio Outside the Office: Family, Fitness & PodcastingGet in touch with Julio - https://www.linkedin.com/in/juliomartinezclark/Learn more about Bioaccess - https://www.bioaccessla.com/ Get in touch with Karandeep Badwal - https://www.linkedin.com/in/karandeepbadwal/ Follow Karandeep on YouTube - https://www.youtube.com/@KarandeepBadwalSubscribe to the Podcast

Revenue Builders
Building High-Performance Cultures with Paul Capombassis

Revenue Builders

Play Episode Listen Later Jun 5, 2025 58:05


In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth.ADDITIONAL RESOURCESLearn more about Paul Capombassis:https://www.linkedin.com/in/paul-capombassis-3684b211/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:59] Building a High-Performance Culture at MongoDB[00:04:45] Characteristics of a Disruptor in Sales[00:06:56] Challenges of Selling Disruptive Technology[00:16:11] Importance of Leadership and Enablement[00:21:57] Adapting to Change in a Fast-Growing Company[00:23:58] Coaching and Developing Leaders[00:30:21] Adapting Leadership for Business Growth[00:31:56] The Importance of Authentic Leadership[00:33:32] Recruitment and Enablement Strategies[00:34:40] Domain Expertise vs. Scaling with Hunters[00:38:22] Leader Development Programs[00:41:51] Challenges in Assessing Team Strengths[00:47:06] Second Line Leadership Responsibilities[00:50:23] Inspiring Through AuthenticityHIGHLIGHT QUOTES"When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing.""Every time you make a hire... it's a million-dollar bet that you're taking.""Change requires discipline. And discipline is really hard.""High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement.""Great leaders today are the best coaches.""The best leaders today are the ones that can connect technical capabilities to business outcomes."

Selling With Social Sales Podcast
AI-Assisted Prospecting: Intent Signals & Multichannel | MSP #301

Selling With Social Sales Podcast

Play Episode Listen Later Jun 3, 2025 42:58


  Wow, did you know that the secret to Nooks' sales success is a surprising ratio of BDRs to AEs? They're breaking the mold and it's paying off big time. But how are they doing it? Find out in this podcast episode and prepare to be amazed. Stay tuned for the unexpected twist that's revolutionizing their sales strategy. Want to transform your outbound sales game and see genuine connections with prospects? Discover the solution that will boost your productivity and help you achieve these results. Let's dive in and revolutionize your outbound sales strategies. AI and Human Touch: The New Sales Edge Hannah Willson, CRO at Nooks, reveals how blending advanced AI tools with genuine human engagement is transforming outbound sales. By leveraging intent signals and AI-driven prospecting while maintaining authentic connections, sales teams can build stronger pipelines and accelerate growth. This is Hannah Willson's story, this week's special guest: Hannah Willson's introduction to the world of leveraging AI in outbound sales strategies stemmed from her role as the CRO at Nooks. It was her hands-on experience in coaching sales teams and her deep understanding of the challenges in pipeline development that propelled her towards exploring modern shifts in sales tactics. Witnessing the evolution of intent signals and the potential of AI-driven approaches, Hannah recognized the immense impact of integrating advanced technology with human-to-human engagement in sales. This realization kindled her commitment to embracing innovative sales techniques, positioning her as a trailblazer in navigating the dynamic sales landscape. Hannah's journey serves as an inspiring example for sales leaders, encouraging them to adapt and thrive in the ever-evolving sales domain through strategic utilization of AI and cutting-edge sales methodologies. Sales is changing so much right now. We have technology that we never had before. It's the organizations that are really leveraging that technology and still leveraging the human element that are the ones that are really accelerating over others. - Hannah Willson About Hannah Willson Hannah Willson, the Chief Revenue Officer at Nooks, boasts an impressive 20-year sales career, with a decade at a major publicly traded company and another decade at startups in the Bay Area. Her current role sees her driving outbound sales strategies using Nooks' comprehensive AI platform, including parallel dialers, AI bots for sales coaching, and AI prospector tools for automated list building and research. With her transition from being a long-time customer to now leading Nooks' sales team, Hannah brings a unique blend of firsthand experience and strategic leadership to the table. Her expertise in modern pipeline development and the fusion of technology and human touch in sales makes her a sought-after voice in the outbound sales landscape. In this episode, you will be able to: Master AI for outbound sales in order to revolutionize your approach and skyrocket your results. Cultivate a thriving calling culture that can transform your sales team's performance and boost morale. Embrace the human element in modern sales, a key to forming genuine connections and closing more deals. Harness intent signals for pipeline development that can supercharge your lead generation efforts and drive conversions. Unveil social selling best practices for B2B sales that can unlock new opportunities and expand your client base.   The key moments in this episode are: 00:00:00 - Challenges in Pipeline Development 00:03:16 - Hannah's Background and Nooks 00:05:10 - Hannah's Athletic Experience 00:07:21 - Shifts in Modern Pipeline Development 00:12:29 - Building a Calling Culture 00:13:34 - Importance of Building a Calling Culture in Sales Teams 00:15:34 - Importance of Sales Channels and BDRs 00:17:22 - Human-to-Human Engagement in Sales 00:18:22 - The Future of Sales and AI 00:21:55 - Evolution of Intent Signals and AI-Driven Approach 00:26:05 - Importance of Preparation for Sales Calls 00:26:56 - Addressing Pipeline Development Issues 00:28:53 - Leveraging LinkedIn for Pipeline Development 00:32:33 - Social Engagement Challenges and Solutions 00:38:12 - Reimagining SDR-to-AE Ratio 00:39:02 - Importance of Hiring the Right Model 00:39:53 - Connecting with Hannah 00:41:03 - Favorite Movie and Personal Insight 00:41:44 - Podcast Closing and Call to Action Timestamped summary of this episode: 00:00:00 - Challenges in Pipeline Development Hannah discusses the difficulties in modern pipeline development, emphasizing the changing landscape and the need for organizations to leverage technology and the human element to accelerate their pipeline building efforts. 00:03:16 - Hannah's Background and Nooks Hannah shares her sales background and her recent role as CRO at Nooks, a comprehensive AI platform for outbound sales. She highlights Nooks' capabilities and her personal experience as a customer before joining the company. 00:05:10 - Hannah's Athletic Experience Hannah reveals her collegiate swimming experience and draws parallels between swimming and sales, emphasizing the importance of repetition, practice, and continuous improvement in both disciplines. 00:07:21 - Shifts in Modern Pipeline Development Hannah discusses the evolving strategies in modern pipeline development, highlighting the ineffectiveness of traditional methods and the increasing reliance on technology. She emphasizes the importance of leveraging technology while still maintaining the human element in sales efforts. 00:12:29 - Building a Calling Culture Hannah addresses the challenges of building a calling culture within sales organizations, emphasizing the time-consuming nature of cold calling and the reluctance of reps. She highlights the benefits of technology in simplifying the cold calling process and the importance of setting a productive and efficient calling culture. 00:13:34 - Importance of Building a Calling Culture in Sales Teams Hannah reflects on the fun and camaraderie of sales teams in the past and emphasizes the need to continue fostering a positive and engaging work environment, especially with remote teams. 00:15:34 - Importance of Sales Channels and BDRs Hannah discusses the importance of utilizing multiple sales channels and the role of BDRs in self-sourcing deals. She emphasizes the need for a combination of different channels based on the organization and buyer preferences. 00:17:22 - Human-to-Human Engagement in Sales The discussion delves into the significance of real human-to-human engagement in sales, particularly at events, through cold calls, and on social media. The emphasis is on genuine connections and meaningful interactions. 00:18:22 - The Future of Sales and AI Hannah highlights the importance of human-assisted AI in the sales process, where technology assists in gathering data and providing suggestions, but the human touch remains essential for meaningful engagement. 00:21:55 - Evolution of Intent Signals and AI-Driven Approach The conversation delves into the shift from old-school intent models to modern AI-driven approaches, emphasizing the depth and richness of intent signals and their impact on generating high-quality pipeline for sales teams. 00:26:05 - Importance of Preparation for Sales Calls Preparation is key before a discovery call or cold call to prevent hang-ups. Having all information in one place helps customize emails and improve engagement. 00:26:56 - Addressing Pipeline Development Issues New CROs should prioritize pipeline assessment. Looking at inbound and outbound segments helps identify and fix pipeline issues. 00:28:53 - Leveraging LinkedIn for Pipeline Development Consistent LinkedIn engagement and authentic, personalized posts from SDRs and customers can drive inbound leads and improve sales engagement. 00:32:33 - Social Engagement Challenges and Solutions Many reps struggle with posting and commenting on social media. AI tools like Flypost help streamline content creation and humanize engagement with prospects. 00:38:12 - Reimagining SDR-to-AE Ratio Nooks has a unique SDR-to-AE ratio based on pipeline generation and conversion rates, challenging traditional ratio-based structures. Tailoring team size to pipeline economics has been successful for Nooks. 00:39:02 - Importance of Hiring the Right Model Hannah discusses the importance of hiring the right model for their organization and how they constantly monitor and replicate successful models. They focus on investing in SDR organization to make them more productive using technology. 00:39:53 - Connecting with Hannah Mario asks Hannah the best way to connect with her. She suggests reaching out to her on LinkedIn and emphasizes the importance of a personalized connection request referencing the podcast. 00:41:03 - Favorite Movie and Personal Insight Hannah shares her all-time favorite movie, Elf, and how it always makes her laugh. Mario highlights the importance of mentioning Elf when reaching out to Hannah, providing a personal touch in sales interactions. 00:41:44 - Podcast Closing and Call to Action Mario thanks the audience for listening and encourages them to leave a 5-star rating and review for the podcast. He also promotes the use of FlyMSG to increase productivity. Reimagining Team Structure for Results Nooks challenges traditional sales models with a unique SDR-to-AE ratio, tailoring team size based on pipeline generation and conversion rates. This innovative approach, combined with a focus on hiring the right talent and investing in productivity tools, has fueled their sales success. Building a Winning Sales Culture The episode emphasizes the importance of cultivating a vibrant calling culture and using multiple sales channels. Consistent preparation, personalized outreach, and embracing technology like AI-driven coaching and content tools empower teams to create genuine connections and drive better results. The resources mentioned in this episode are: Connect with Hannah Willson on LinkedIn and mention specific insights from the Modern Selling podcast to start a meaningful conversation. Download FlyMSG at flymsg.io to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help others discover the valuable content. Reach out to Nooks for more information on their comprehensive AI platform for outbound-related activities, such as parallel dialer, AI bots for coaching, and AI prospector tool for automated list building and research. Watch the movie Elf for a good laugh and a fun time. Enjoy unlimited access until May 30th     Enjoy unlimited access until May 30th     Enjoy unlimited access until May 30th  

Go To Market Grit
Bret Taylor's Journey Leading Salesforce, Sierra & OpenAI

Go To Market Grit

Play Episode Listen Later Jun 2, 2025 89:48


Over the past two decades, Bret Taylor has quietly helped shape the arc of Silicon Valley.From co-creating Google Maps to steering Facebook, Salesforce, and OpenAI, he's been behind some of the most consequential products in tech. Now, with his new company Sierra, he's starting from zero—again.In this conversation, Bret opens up about how founders navigate identity, why the best ideas often come from everyday friction, and how staying relentlessly focused can unlock real momentum in AI.Guest: Bret Taylor, Co-Founder of SierraChapters:00:00 Trailer00:49 Introduction01:57 Saving OpenAI09:15 Overwhelming yet capable of a lot13:36 Father and founder16:49 History is written by the victors22:13 How you price matters35:58 Stickiest piece of software49:48 The first realtime social network55:34 Facebook CTO who rewrote Google Maps1:02:10 Least known, most impressive1:11:39 The best way to predict the future1:16:22 Most personally passionate1:21:22 Currency of reputation1:27:17 Away from work1:28:35 Who Sierra is hiring1:28:58 What “grit” means to Bret1:29:18 OutroMentioned in this episode: Google Maps, Salesforce, OpenAI ChatGPT, Meta Facebook, X (formerly Twitter), Sam Altman, Elon Musk, Mark Zuckerberg, Google, Marissa Mayer, Excite, MSN, AltaVista, Amazon, Harvey, Airbnb, Coinbase, Apple, John Doerr, Cursor, Codeium Windsurf, Perplexity, xAI, Kleenex, Amazon Web Services (AWS), FriendFeed, Tumblr, Kevin Gibbs, Google Maps, Yelp, Trulia, iOS App Store, Blackberry, Facebook Messenger, Marvel Avengers, Slack, Quip, Leonardo da Vinci, Clay Bavor, Microsoft, Eric Schmidt, Alan Kay, Brian Armstrong, Brian Chesky, Shopify, SiriusXM, Patrick CollisonLinks:Connect with Bret TaylorXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins