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Send us a textGuest: Mark Walker, CEO at Nue.io -- SaaS pricing isn't breaking because of AI — it's breaking because most revenue systems were never built for the speed and complexity of today's models.In this episode, Mark Walker, CEO of Nue.io, joins host Ken Lempit to unpack why modern SaaS and AI companies are abandoning legacy CPQ and billing stacks for a flexible, unified revenue infrastructure built for rapid change.Key highlights:Why legacy CPQ + billing can't support modern SaaS pricingHow committed consumption + bank-billed models are reshaping monetizationWhy speed of configuration is now a GTM advantageWhat RevOps must rethink as pricing experiments explodeHow elite teams thrive on hard problems and high-velocity executionIf you're a B2B SaaS founder, CRO, CMO, or RevOps leader navigating complex pricing models, upgrading your revenue stack, or preparing for next-gen AI monetization, this conversation will change how you think about scaling.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.
How do companies like Salesforce and Dell scale intelligence across every cloud?Aidan Gomez, co-founder and CEO of Cohere, explains how they're building AI that works across all enterprise systems and deploys anywhere, giving companies true flexibility and security.He joins Joubin Mirzadegan for a wide-ranging conversation on why synthetic data went from dismissed to indispensable, and how the race among AI labs is really unfolding.Guest: Aidan Gomez, co-founder and CEO of CohereConnect with Aidan: XLinkedInConnect with Joubin: XLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
The hardest company to build is the one you start after you've already succeeded.After scaling Yext into a platform powering millions of businesses, Howard Lerman chose to start over with Roam, the “Office of the Future,” where humans and AI work side by side from anywhere.On Grit, he joins Joubin Mirzadegan to talk about the solitude of leadership and what happens when you stop building for Wall Street.Guest: Howard Lerman, co-founder and former CEO of Yext, and founder and CEO of RoamConnect with Howard LermanXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
The hardest part of transformation is knowing what to let go of.Dan O'Connell, now leading Front as CEO and formerly on the board at Dialpad, joins Joubin Mirzadegan to explore the delicate balance between legacy and innovation as he leads a decade old company through the AI revolution.He also reflects on why courage and control can coexist in leadership, and what it means to “make decisions that give you energy.”Guest: Dan O'Connell, CEO of FrontConnect with Dan O'ConnellXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
How to Market to Cybersecurity's Most Elusive Buyers: AI, Emotion, and the Human Touch - Interview with Gianna Whitver and Maria Velasquez | Cyber Marketing Con 2025 Coverage | On Location with Sean Martin and Marco CiappelliCyberMarketingCon 2025 In Person & Virtual https://www.cybermarketingconference.comDec 7-10, 2025 in Austin, Texas Why Cybersecurity Marketing Demands a Different PlaybookThe cybersecurity industry presents a paradox for marketers. While practitioners work with cutting-edge technology, traditional marketing approaches consistently fall flat. Gianna Whitver and Maria Velasquez, co-founders of the Cybersecurity Marketing Society, have spent six years understanding why—and they're sharing those insights at CyberMarketingCon 2025 this December in Austin.The challenge begins with the audience itself. Security professionals operate under constant pressure, actively preventing threats while juggling competing priorities. This stress creates an environment where patience for marketing noise evaporates instantly. Unlike other industries where buyers might browse vendor websites or respond to cold outreach, cybersecurity practitioners have both the technical sophistication to evade tracking and the motivation to control their own buying journey."Our buyer is highly elusive," Whitver explains. "They're saving the world and their companies from threats. When vendors reach out, it's an interruption to critical work." This dynamic forces marketers to rethink fundamental assumptions about how business gets done.The numbers tell part of the story. With over 5,000 cybersecurity vendors flooding the market, standing out based solely on technical specifications has become nearly impossible. Many solutions address similar problems with comparable features. The differentiator, Velasquez argues, isn't in the technology itself but in how that technology transforms the buyer's daily experience."We have to shed that technical layer and go for the emotion," Velasquez says. "If they buy our product, how is it gonna make them feel? Are they gonna get their weekends back with family? Are they actually gonna go to sleep without stress?" This human-centered approach represents a fundamental shift from the feeds-and-speeds messaging that dominated cybersecurity marketing for years.The industry is witnessing what Velasquez calls an "evolution slash revolution" in marketing tactics. Humor, entertainment, and authentic storytelling are replacing dense whitepapers as the first touch point. The goal isn't to dumb down complex technology but to create space for meaningful engagement by first addressing the emotional reality of a stressful profession.Trust remains the currency that matters most. Peer recommendations carry exponentially more weight than any advertising campaign. Security professionals rely on trusted networks to validate purchasing decisions, making community building and genuine thought leadership more valuable than aggressive outreach. Word-of-mouth referrals from colleagues who have seen real results trump even the most sophisticated demand generation campaigns.The emergence of AI as a marketing buzzword presents both opportunity and risk. Whitver notes that countless vendors now position themselves as "AI-native" or "agentic AI" solutions without articulating meaningful differentiation. "If that's what you remember about their product, what do you actually do?" she asks. The challenge for marketers is communicating AI's business value without contributing to the noise.CyberMarketingCon 2025 addresses these challenges head-on. Running December 7-10 in Austin, the conference brings together more than 550 marketing professionals for hands-on workshops, peer learning, and practical strategy sessions. Dedicated tracks cover brand, demand generation, operations, communications, and product marketing, with special summits for CEOs and sales leaders.Hands-on AI workshops represent a conference highlight. Attendees can build marketing agents using n8n, explore Clay for go-to-market planning, or participate in a marketer-focused capture-the-flag hacking exercise. The "Marketing Time Machine" theme balances timeless fundamentals with forward-looking innovation, acknowledging that effective marketing requires both solid foundations and experimental thinking.What sets CyberMarketingCon apart is its community-first philosophy. Despite 40-50% year-over-year growth, organizers prioritize maintaining an intimate, reunion-style atmosphere. Many CMOs bring entire teams for what becomes a working offsite, with different members attending specialized sessions then synthesizing insights into unified strategies.The conference's success metric reflects this philosophy. "Our KPI is: is it worth your time?" Whitver says. In an industry where time represents the scarcest resource, that might be the most important question of all.For cybersecurity marketers navigating an increasingly complex landscape, CyberMarketingCon offers something rare—a chance to learn from peers facing identical challenges, build practical skills, and remember that even in a technical industry, it's humans talking to humans. CyberMarketingCon 2025 In Person & Virtual https://www.cybermarketingconference.comDec 7-10, 2025 in Austin, Texas GUEST:Gianna WhitverCo-Founder & CEO, Cybersecurity Marketing Society | Cybersecurity GTM Industry Resource | Cybersecurity Marketing | Bees & Cybersecurity | Podcast Host | Community | (I like to build things & laugh a lot & tell jokes)Maria Velasquez
Send us a textGuest: Brent Adamson, Co-Author of The Framemaking Sale & Co-Founder of A to B InsightSaaS sales teams obsess over beating competitors—but the real battle isn't across the table. It's in the buyer's mind.In this episode, Brent Adamson—co-author of The Challenger Sale and The Challenger Customer and Co-Founder of A to B Insight—joins host Ken Lempit to reveal why most SaaS deals are lost to no decision at all, and how his new book, The Framemaking Sale, helps buyers build the confidence to act. Brent explains how the sales playbook has evolved from “teach them what to think” to “help them trust themselves”—and why the future of B2B growth depends on changing how we sell, not what we sell.Key insights from this episode:Why no decision—not competitors—is killing SaaS dealsHow to turn buyer anxiety into deal confidenceWhy “trusted advisor” means helping customers trust themselvesHow marketing and sales can guide smarter, faster SaaS buyingThe mindset shift every B2B sales leader needs nowIf you're a B2B SaaS CRO, CMO, or founder looking to increase close rates, reenergize your go-to-market, and win against the status quo, this conversation will change how you think about selling.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.
Points of Interest00:00 – 00:39 – Introduction: Marcel introduces Simo Lemhandez, founder of Folk CRM, one of Europe's fastest-growing SaaS startups recognized by Product Hunt.00:42 – 02:18 – Defining Folk CRM: Simo explains Folk's mission to redefine CRM as an AI-native platform that centralizes all client touchpoints and automates busywork.02:21 – 04:20 – Origin Story: Simo shares how freelancing revealed the shortcomings of traditional CRMs and inspired him to build one that truly works for its users.04:31 – 07:26 – Product Philosophy: Folk deliberately focuses on small and mid-sized businesses (1–100 people) with a simple interface and complex backend automation.07:26 – 10:23 – Evolution of Go-to-Market: Simo outlines emerging trends: multichannel social selling, account-based marketing, and deeper personalization powered by AI.10:23 – 12:00 – Centralizing Context with AI: Marcel highlights how AI can synthesize client interactions across platforms, reducing manual data entry and complexity.12:01 – 13:16 – The “Army of Assistants”: Simo describes Folk's AI agents that enrich contacts, summarize meetings, and flag follow-ups—turning CRM into an active collaborator.13:16 – 16:13 – Human-in-the-Loop Design: Simo shares his framework for balancing automation and human oversight using a “workflow criticality × automation difficulty” matrix.16:13 – 19:54 – Platformization & SaaS Rationalization: Discussion on SaaS consolidation, where AI accelerates integration and reduces the need for fragmented tool stacks.20:03 – 23:10 – Building Flexible Architecture: Marcel and Simo explore how AI allows software to handle complex workflows while keeping user experiences simple.23:10 – 28:34 – The Future of Expertise: Both reflect on how AI lowers the barrier to competence but raises the premium on originality, strategy, and creativity.28:46 – 30:57 – Closing Thoughts: Simo encourages experts to embrace AI change cycles, stay curious, and focus on high-value creative work while AI handles repetition.Show NotesFOLK FREE TRIAL - use promo code PARAKEETO for 30% OFF your first 3 monthsConnect with SimoLove the PodcastLeave us a review here. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Before AI became a buzzword, a few true believers were already building.Since early 2022, Mati Staniszewski and his team at ElevenLabs have been among them, working to create voices that “actually represent emotions.”He shares with Joubin Mirzadegan how voice AI is transforming diverse fields, from delivering personalized healthcare for different age groups to amplifying creativity in filmmaking.Guest: Mati Staniszewski, co-founder and CEO of ElevenLabsConnect with Mati StaniszewskiXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
What if the key to entrepreneurial success isn't following a straight path, but embracing the unexpected turns along the way? In this episode of The Angel Next Door Podcast, host Marcia Dawood is joined by Madeline Reeves, a dynamic entrepreneur whose journey from aspiring pediatric oncologist to fintech leader and founder of Fearless Foundry challenges our assumptions about what it means to build a career—and a business—on your own terms.Madeline draws from her rich background in business development, creative consulting, and tech to share her experiences breaking into male-dominated industries and tackling challenges like workplace bias. Her story serves as a reminder that resilience, curiosity, and a willingness to rewrite the rules can shape not just businesses, but also lives.Throughout the episode, you'll hear practical insights on building authentic brands, leveraging strategic marketing, and thoughtfully integrating AI into creative processes. Madeline also dives into critical conversations around algorithmic bias and the importance of women shaping the future of technology. This is a must-listen for anyone looking for honest, actionable advice on modern entrepreneurship and the courage to do things differently. To get the latest from Madeline Reeves, you can follow her below!https://www.linkedin.com/in/madelinefearless/https://www.fearlessfoundry.com/ Sign up for Marcia's newsletter to receive tips and the latest on Angel Investing!Website: www.marciadawood.comDo Good While Doing WellLearn more about the documentary Show Her the Money: www.showherthemoneymovie.comAnd don't forget to follow us wherever you are!Apple Podcasts: https://pod.link/1586445642.appleSpotify: https://pod.link/1586445642.spotifyLinkedIn: https://www.linkedin.com/company/angel-next-door-podcast/Instagram: https://www.instagram.com/theangelnextdoorpodcast/Pinterest: https://www.pinterest.com/theangelnextdoorpodcast/TikTok: https://www.tiktok.com/@marciadawood
What's product-market fit like when you give people the power to do what they never thought was possible?On this rerun of Grit from April 2024, Victor Riparbelli, co-founder and CEO of Synthesia, shares how his platform gave billions a new way to create video without cameras, and explores a future where video and audio replace text as the primary way to share knowledge and content.Guests: Victor Riparbelli, CEO and co-founder of Synthesia and Josh Coyne, Partner at Kleiner PerkinsConnect with Victor RiparbelliX: https://x.com/vriparbelliLinkedIn: https://www.linkedin.com/in/victorriparbelli/Connect with Josh CoyneX: https://x.com/josh_coyneLinkedIn: https://www.linkedin.com/in/joshuacoyne/Connect with JoubinX: https://x.com/JoubinmirLinkedIn: https://www.linkedin.com/in/joubin-mirzadegan-66186854/Email: grit@kleinerperkins.comLearn more about Kleiner Perkins:https://www.kleinerperkins.com/
Send us a textGuest: Melanie Nabar, Vice President at Volition Capital -- SaaS founders often see only two funding paths—venture or private equity—but there's a smarter middle lane that keeps control where it belongs: with the founder.In this episode, Melanie Nabar, Vice President on the Software Team at Volition Capital, joins host Ken Lempit to unpack how growth equity works, when it's the right fit, and the scale-up mistakes that stall promising SaaS companies.Key insights from this episode:Why growth equity can fuel SaaS scale without losing controlThe biggest post-funding hiring mistake founders makeHow AI is reshaping go-to-market efficiency in SaaSIf you're a B2B SaaS CMO, CRO, or founder navigating scale-up challenges, funding strategy, or go-to-market transformation, this episode will help you see where real growth capital fits—and how to make it work for you.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.
Make your product irresistible, and everything else will follow.That's the philosophy of Grant Lee, co-founder and CEO of Gamma, an AI design platform with an 'anti-PowerPoint approach', used by over 50M people.This week on Grit, he also shares why enduring businesses aren't one person shows, and how their deliberate hiring process shapes and strengthens company culture.Connect with Grant LeeXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
Scaling a business globally comes down to leaders who align teams and drive them forward together.Snowflake serves over 12,000 customers, and early executives Chris Degnan and Denise Persson share how they scaled the company while keeping the unlikely pairing of sales and marketing perfectly aligned through hypergrowth.They join Joubin Mirzadegan to share insights from their new book, Make It Snow, revealing how they built Snowflake's ‘go-to-market engine' and fostered a customer-first culture across every function.Guests: Chris Degnan, former CRO and advisor to the CEO at Snowflake, and Denise Persson, CMO at Snowflake.Connect with Chris Degnan LinkedInConnect with Denise PerssonLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins:https://www.kleinerperkins.com/
What does it take to reinvent entire industries, over and over again?This week on Grit, Sebastian Thrun, the “godfather” of self-driving cars and massive open online courses, reflects on a career pushing the boundaries of technology across mobility, education, and AI.With Joubin Mirzadegan, he shares why he believes autonomous driving could become the biggest lifesaving technology in history, and how a wake-up call led him to found Udacity to truly democratize higher education.Guest: Sebastian Thrun, CEO of Stealth Startup, founder of Google X and UdacityConnect with Sebastian ThrunXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
What kind of founder builds a billion-dollar company around something anyone can use for free? Matt Mullenweg, co-founder of WordPress and CEO of Automattic, joins Joubin Mirzadegan to reflect on two decades of building the platform that now powers over 43% of all websites through cycles of doubt, decline, and reinvention.He also shares how Automattic aligns employees with its mission to democratize publishing and commerce through paid sabbaticals and remote work.Guest: Matt Mullenweg, co-founder of WordPress and founder and CEO of AutomatticConnect with Matt MullenwegXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
The apps and websites we use every day depend on systems most of us never see.Jay Kreps joins Joubin Mirzadegan to share how Confluent became the ‘central nervous system' for companies like Expedia and eBay, letting them respond to business operations instantly.They also break down why the myth of AI-driven efficiency falls short, and why building truly transformative companies takes far longer than most people expect.Guest: Jay Kreps, Co-Founder & CEO of ConfluentConnect with JayXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
Can a no-code giant reinvent itself in the AI-native era?This week on Grit, Airtable CEO Howie Liu shares what it means to “refound” a company, how speed comes from tearing up old playbooks, and why conversational AI is reshaping his product—and his company.Guest: Howie Liu, Co-Founder & CEO of AirtableChapters:00:00 Intro01:04 First startup & YC04:06 Salesforce acqui-hire07:31 Life-changing exit at 2211:07 Scaling too fast, layoffs14:04 Sparks vs. coasting growth19:33 Two years to launch24:04 Could AI Build It Faster?27:06 Vibe coding & AI startups36:47 Everyone can build software41:08 Refounding Airtable with AI51:04 Sprint vs. marathon58:15 Cap tables & control01:03:29 Always be hiring01:05:00 What grit meansLinks:Connect with HowieXLinkedInConnect with AirtableWebsite: airtable.comXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
For Bill McDermott, work has never been just a job.On this Labor Day rerun of Grit, first published Jan 9, 2023, the ServiceNow CEO reflects on what he learned from his earliest jobs and how he carried those lessons from a deli counter in Long Island to the boardroom of an $80B software company.We cover:Why Bill bought a deli when he was in high school — and how he competed against 7-Eleven (04:00)Interviewing at Xerox and wanting it more than anyone else (08:17)Unwavering optimism and being a source of strength for others (12:34)How a love of work has shaped Bill as a person (16:44)Facing challenges and keeping a promise to his father (22:00)Enjoying the present and keeping an eye on the future (30:01)Leaving Xerox for Gartner and learning from a tough experience (33:29)Sloan Kettering and Father Michael Judge (39:22)Following the “original dream” vs. building something new at ServiceNow (44:59)Losing an eye and getting a pep talk from two Medal of Honor winners (51:15)Why Bill started and ended his book with quotes from two Kennedys (01:01:21)Connect with BillXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner Perkins
Send us a textIn this high-energy episode of the Joey Pinz Discipline Conversations podcast, Joey sits down with Ryan Walsh, founding executive of Pax8 and chair of the GTIA Member Champions, to talk teamwork, technology, and transformation.
SaaS Scaled - Interviews about SaaS Startups, Analytics, & Operations
Today, we're joined by Marc Gonyea, Cofounder + Managing Partner of Blue Tusk Partners, an incubator for aspiring entrepreneurs, as well as a Cofounder + Board Member of memoryBlue, provider of sales development services for B2B and B2G technology companies. We talk about:The tough, tactical, and not sexy work of outbound salesWhat Marc & his cofounder did when faced with few things two knucklehead salespeople could do early in their careersWhere AI does – and does not- fit in the sales processHow memoryBlue helps make young professionals valuable to the marketplaceUsing AI tools to enrich data, build workflows, & automate emails. But then what??
How do you win when your competitors are the biggest companies in the world?This week on Grit, Dropbox co-founder and CEO Drew Houston retraces the path from a bus-stop prototype to competing head-on with Google, Apple, and Microsoft.He explains why grit is “learning to run toward discomfort,” and the moments he realized founders keep going “for the love of the game.”Guest: Drew Houston, Co-Founder & CEO of DropboxChapters:00:00 Trailer00:52 Introduction01:35 Towards full autonomy16:20 Coming back to school21:45 Golden ticket to California25:23 No one's born a CEO28:15 Y Combinator and a co-founder37:53 The craft of being a great CEO53:41 Metabolizing the stress1:10:14 Tactical advices and frameworks1:27:48 Who Dropbox is hiring1:29:35 What “grit” means to Drew1:32:10 OutroLinks:Connect with DrewXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
Even with AI, sales still comes down to human connection. This week on Grit, Dan Lee shares how Nooks automates busywork like research and dialing for thousands of sales teams, letting reps focus on the conversations that close deals.He also shares his “do more with less” approach, why cold calls still convert, and how to maximize human impact alongside AI.Guests: Dan Lee, CEO and Co-founder of Nooks and Leigh Marie Braswell, Partner at Kleiner PerkinsConnect with Dan Lee: XLinkedInConnect with Leigh Marie BraswellXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
What if your tools shared context like your team does?This week on Grit, Shishir Mehrotra shares how the Coda and Grammarly collaboration unlocks context as a “superpower,” reflects on his early days at Google and YouTube, and hints at a future where tools anticipate intent and amplify how we work.He also shares how this paves the way for agent-based workflows and AI-native communication, beginning with Superhuman's email experience.Guest: Shishir Mehrotra, co-founder of Coda and CEO of GrammarlyConnect with ShishirXLinkedInChapters: 00:00 Trailer01:24 Introduction02:09 Zoo vs safari12:02 A TV ahead of its time21:25 Product decisions31:25 The data behind the algorithm37:26 The AI native productivity suite48:06 Agents are digital humans57:55 Pressure trade-off1:12:50 Insulated from judgment1:25:19 Who Grammarly is hiring1:25:51 What “grit” means to Shishir1:29:30 OutroMentioned in this episode: YouTube, Ray William Johnson, Spotify, Twitch, MTV, Chris Cox, Facebook, TikTok, Google TV, Centrata, Google Chrome, Android, Gmail, Microsoft, Super Bowl, Mosaic, Panasonic, Sony, Susan Wojcicki, Rishi Chandra, Apple TV, Amazon Firestick, Comcast, LoudCloud (Opsware), Quest Communications, AT&T Southwestern Bell, Salar Kamangar, Patrick Pichette, Eric Schmidt, OpenAI ChatGPT, Google Gemini, Mark Zuckerberg, Meta Platforms, Sundar Pichai, Larry Page, Sergey Brin, Hamilton, Reid Hoffman, Sam Altman, Tesla, Waymo, Airtable, Notion, Max Lytvyn, Alex Shevchenko, Superhuman, Duolingo, Luis von Ahn, Khan Academy, MrBeast, Facebook Messenger, Snap (Snapchat), WhatsApp, Google+, Meta LLaMa, Satya Nadella, Tim Cook, Daniel GrossConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
Ivan Zhao joins Joubin Mirzadegan on Grit to break down how the company's minimalist design became a strategic edge in a world overwhelmed by bloated software. He shares why the AI agent still hasn't arrived, and how Notion's modular approach might be the closest thing to making it real.Guest: Ivan Zhao, co-founder and CEO of NotionMentioned in this episode: Fuzzy Khosrowshahi, Airbnb, Sequoia Capital, Linear, Figma, Apple, Things, Microsoft, BMW, Lumiere, The Beatles, The Rolling Stones, Eric Clapton, Rippling, Matt MacInnis, Inkling, Steve Jobs, Douglas Engelbart, Alan Kay, Bill Gates, OpenAI ChatGPT, Y Combinator, Andrej Karpathy, Toby Schachman, Simon Last, Spotify, SlackConnect with Ivan ZhaoXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
How did Tripadvisor become every traveler's starting point?Steve Kaufer joins Joubin Mirzadegan on Grit to break down how Tripadvisor became the internet's trusted travel companion, built on over a billion reviews and decades of trust. He also shares why early personalization fell short and how AI is finally doing what travel agents once did by understanding the traveler, but faster, smarter, and at scale.Guest: Steve Kaufer, co-founder of TripAdvisorChapters:(00:00) Trailer(00:45) Introduction(01:32) Early days of Tripadvisor(08:14) Catching the startup bug(18:42) Luck and timing(26:54) $200M: a combo of money and risk(37:37) I love creating stuff(40:45) Hardest part of being a public CEO(46:21) Never let a good crisis go to waste(51:54) An average traveler(55:49) Social proof vs artificial intelligence(1:02:59) Back in the saddle(1:09:54) Not for the faint of heart(1:12:16) What “grit” means to Steve(1:12:31) OutroMentioned in this episode: Google, Expedia Group, Barry Diller, Interactive Corporation (IAC), Uber, Dara Khosrowshahi, OpenAI ChatGPT, IMDb, CJ Affiliate (Commission Junction), Amazon, Google Chrome, Give Freely, Honey, Rakuten, Macy's, American Cancer Society, Google GeminiLinks:Connect with SteveXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
In this short segment of the Revenue Builders Podcast, we revisit the discussion with Shopify's CRO Bobby Morrison. We dive into the transformational "pod structure" they've adopted to align cross-functional teams more closely with customer outcomes. Drawing on lessons from his tenure at Microsoft, Morrison explains how Shopify's industry-specific pods streamline collaboration across sales, solution engineers, marketing, and customer success—leading to improved speed, accountability, and customer satisfaction. He also reveals how aligning incentives within these pods reduces internal friction and creates scalable, enterprise-grade execution. This episode is packed with strategic insight for CROs, sales leaders, and go-to-market operators aiming to drive operational efficiency and growth.KEY TAKEAWAYS[00:00:28] Shopify's shift to 16 industry-specific pods was designed to bring cross-functional teams closer to the customer.[00:01:00] Each pod includes sales, solution engineering, launch engineers, and partners all aligned around a single outcome.[00:02:00] At Microsoft, the team spent 70% of their time on internal orchestration, highlighting the inefficiency of siloed roles.[00:03:00] Shopify's pod structure includes defined primary and secondary roles with centralized responsibility and incentives.[00:03:49] All roles in a pod are measured against the same customer cohort, improving continuity and reducing disruption.[00:04:12] Morrison explains how aligning marketing with outcomes (not just MQLs) is helping Shopify eliminate interdepartmental friction.[00:05:00] Shopify is close to assigning at-risk compensation to marketing teams based on segment performance—creating real ownership.[00:05:49] The pod model drives faster decisions, stronger accountability, and less tug-of-war between siloed departments.QUOTES[00:01:00] "All aligned around a single outcome, which is helping our customers win."[00:02:39] "A sales rep could have as many as 87 different people they're working with internally to hit their objective."[00:03:49] "Now the pods are incentivized off of the same customer cohort."[00:04:59] "We're very close to assigning at-risk targets to our marketing team."[00:05:49] "Less tug-of-war that happens between siloed parts of the organization that have different KPIs."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/ai-driven-sales-innovation-with-bobby-morrisonEnjoying 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/
Guest: Adir Ben-Yehuda, CEO at Autonomy AIThe go-to-market playbook for AI SaaS is being rewritten in real-time, and those who cling to old models risk being left behind.In this episode, Adir Ben-Yehuda, founder and CEO of Autonomy AI, joins host Ken Lempit to share how his team went from zero to 70 customers in months by ditching outdated frameworks and building a brand buyers can trust.We unpack: ✅ Why “Crossing the Chasm” no longer applies in the age of ChatGPT ✅ How brand marketing now beats lead gen in AI go-to-market ✅ What it really takes to convert skeptical enterprise buyers ✅ The shift from SEO to “share of response” in AI search platforms ✅ Why every SaaS GTM leader must become an orchestrator—not just a doerAdir also breaks down the sales motion that helped Autonomy scale so quickly—and shares how his team leverages live demos and social proof to close deals in a single call.If you're a B2B SaaS CMO or CRO navigating AI adoption, rethinking pipeline strategy, or looking for a more effective way to win technical buyers, this episode is your cheat code.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.
Guests: Garrett Lord, co-founder and CEO of Handshake; and Mamoon Hamid, partner at Kleiner Perkins.Handshake set out to democratize career opportunity. In the process, it unlocked something more: a high-trust expert network built on verified talent and earned trust.This week on Grit, Garrett Lord shares how what began as a platform for student job seekers is now partnering with leading labs, enabling experts to train real-world AI systems. He explains how owning verified domain talent has become their core strategic edge, bypassing middlemen and turning a decade of trust into lasting advantage.Connect with Garrett LordXLinkedInConnect with JoubinXLinkedInEmailConnect with MamoonXLinkedInLearn more about Kleiner Perkins
Guest: Ray Meiring, Co-Founder & CEO at QorusDocsScaling a SaaS business from consultancy roots to enterprise success requires more than just great tech—it takes ruthless focus, smart go-to-market choices, and a deep understanding of your buyer.In this episode, Ray Meiring, co-founder and CEO of QorusDocs, joins host Ken Lempit to share the lessons learned on his journey from South Africa to the U.S. market and how QorusDocs carved out a winning niche in AI-powered proposal automation.We unpack: ✅ Why founder-led sales can't scale—and how to move beyond it ✅ The trap of chasing SMBs after funding (and what to do instead) ✅ How QorusDocs found product-market fit through one anchor customer ✅ What every SaaS CRO and CMO should know about RFP response teams ✅ The critical role of marketing in driving pipeline (not just sales)Ray also shares the moment venture funding pushed them off course—and how doubling down on their ideal customer profile helped them reset, rebuild, and grow more efficiently.If you're a SaaS CMO or CRO scaling into enterprise, navigating founder-to-function transitions, or wondering where AI really moves the needle, this episode is packed with firsthand insight.---Not Getting Enough Demos? Your messaging could be turning buyers away before you even get a chance to pitch.
Zach Perret saw a fintech explosion coming—and built the rails before it arrived.On this week's Grit, the Plaid co-founder and CEO retraces his path from building tools for developers to linking the world's largest banks, and how a failed $5.3B acquisition by Visa became a launchpad.He unpacks the pressure of operating in a tightly regulated industry, why rebuilding trust after the deal collapse was harder than expected, and how Plaid is navigating the shift from startup to staple—while staying obsessed with the end user.Links:Connect with ZachXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
SaaS Scaled - Interviews about SaaS Startups, Analytics, & Operations
Today, we're joined Marne Martin, the CEO of Emburse whose innovative travel and expense solutions power forward-thinking organizations. We talk about:Building fast-moving & scalable businesses that can lastHow to finance and grow profitable companies to reach an exitThe challenges of finding a competitive edge as GenAI accelerates innovationTesting monetizing AI alongside conventional SaaS monetization
Building great products is only half the battle—the other half is building them with marketing success baked in from Day One. Too many product teams operate in isolation, creating features customers don't understand or positioning that marketing can't sell.Heather Inocencio has cracked the code on building product teams that inherently understand marketing needs. With over 30 years of product experience, she's transformed organizations at companies like The RealReal (driving revenues from $100M to $400M leading to a $1.6B IPO) and Haute Look (scaling to 4M members and a $270M Nordstrom acquisition). Now founder of The Product Consult, she helps brands bridge the critical gap between product development and market success through embedded, hands-on product management that levels up entire organizations.Episode Highlights:Heather's journey from MCI Telecommunications to fractional CPO work (01:52)Why product management was misunderstood in the early 90s and the "German to French" translation role (02:30)The shift from enterprise to high-growth startups and common optimization gaps (03:45)How The Product Consult's embedded approach differs from traditional consulting (09:16)The three-part engagement process: assessment, integration, and successful exit (09:16)Identifying the right clients: transformation needs vs. just "butts in seats" (10:30)Building product-marketing integration from acquisition through engagement (19:15)Overcoming sales team resistance and breaking down departmental silos (23:16)The critical role of aligned success metrics across all departments (24:19)Product manager-company fit: matching disposition and communication styles (32:11)The relief factor: making work easier, not harder, through optimization (36:56)One action product leaders can take tomorrow: individual team assessment (36:56)The Product Consult: theproductconsult.com Graphos Product: GraphosProduct.com Buy "I Need That" and get Laurier's daily Need Feed emails: LMandin.com
Six leaders from across tech — from SaaS and semis to law and logistics — come together for our 250th episode milestone in this very special AI recap, where we unpack how new advances are transforming the way industries function, and how work gets done.Featuring:• Bret Taylor (Sierra Co-founder)• Winston Weinberg (Harvey Co-founder and CEO)• Matt Murphy (Marvell Technology Chairman and CEO)• Yamini Rangan (HubSpot CEO)• Chris Urmson (Aurora CEO)• Varun Mohan (Windsurf Co-founder and CEO)Connect with Joubin:- LinkedIn: https://www.linkedin.com/in/joubin-mirzadegan-66186854/ - X: https://x.com/Joubinmir Email: grit@kleinerperkins.comLearn more about Kleiner Perkins: https://www.kleinerperkins.com
Daragh Murphy is giving brands their own credit-card platform—no legacy bank required.On this week's Grit, the Imprint co-founder and CEO traces the leap from being a junior lawyer to closing nine-figure card deals.He breaks down the hidden economics of credit-card loyalty, the discipline of treating capital “like the last dollar,” and how AI will slash risk-and-support costs.Guest: Daragh Murphy, CEO & Co-Founder of ImprintChapters:00:00 Trailer00:48 Introduction01:30 Actualizing the dream08:37 Imprint11:37 Partnerships are massive16:48 Understand the market18:42 “Get more, spend more” tradeoffs23:57 Fishing in the wrong ponds31:32 Can't skip work32:43 Exciting and scary34:56 Pride and ownership46:50 The way you spend your day50:20 New technologies54:51 Who Imprint is hiring54:59 What “grit” means to Daragh55:34 OutroMentioned in this episode: Figma, Rippling, H-E-B Grocery Company, LP, Barclays US, IBM, Coinbase, Charlie Munger, Instagram, Hamptons, Google, Nick Huber, Ribbit, Ireland, WeWork, Adam Kim, Amazon, Shopify, Tobias Lütke, Duolingo, Parker ConradLinks:Connect with DaraghLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
AI-native startups are outpacing legacy SaaS companies across every metric—growth, product velocity, and market attention. In this episode, Sam, Asad, and AJ unpack why the GTM landscape is shifting fast. They dive into the resurgence of IPOs, the rise of rollups, and the cultural edge AI-first teams have when it comes to speed, experimentation, and brand building. Thanks for tuning in! New episodes of Topline drop every Sunday and Thursday. Don't miss GTM2025 — the only B2B tech conference exclusively for GTM executives. Elevate your 2026 strategy and join us from September 23 to 25 in Washington, D.C. Use code TOPLINE for 10% off your GA ticket. Stay ahead with the latest industry developments and emerging go-to-market trends with Topline Newsletter by Asad Zaman. Subscribe today. Tune in to The Revenue Leadership Podcast every Wednesday, where host Kyle Norton talks with real revenue operators and dives deep into what it takes to succeed as a modern revenue leader. You're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key chapters: (00:00) - Introduction (01:43) - Market Overview and Current Trends (05:52) - The Impact of AI on Business Dynamics (11:37) - Navigating the Challenges of SaaS vs AI Companies (17:25) - M&A Activity and IPO Market Insights (23:25) - Cultural Shifts in Tech Companies (29:23) - The Role of Social Media in Modern Marketing (35:33) - The Future of Go-to-Market Strategies (41:19) - Final Thoughts and Reflections
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
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
Send us a textIn this episode, we break down the essential steps to building a successful go-to-market strategy. Whether you're launching a new product, entering a new market, or refining your approach, understanding the key phases—from market research and customer segmentation to positioning, pricing, and channel selection—is crucial. Join us as we walk through each step, share practical tips, and explore real-world examples to help you craft a strategy that drives growth and maximizes your impact.في هذه الحلقة، نستعرض الخطوات الأساسية لبناء استراتيجية ناجحة للوصول إلى السوق. سواء كنت تطلق منتجًا جديدًا، أو تدخل سوقًا آخر، أو ترغب في تحسين أسلوبك الحالي، فإن فهم المراحل الرئيسية التي تشمل البحث عن السوق وتقسيم العملاء، وتحديد الموضع التسويقي، ووضع الأسعار، واختيار قنوات التوزيع، أمرٌ بالغ الأهمية. انضم إلينا بينما نستعرض كل خطوة، ونشارك نصائح عملية، ونستكشف أمثلة واقعية تساعدك في صياغة استراتيجية تعزز النمو وتزيد من تأثيرك في السوق. Support the showSupport the Podcast on:https://www.paypal.com/paypalme/okuwatly?locale.x=en_UShttps://www.buymeacoffee.com/MaBa3refSubscribe to Maba3ref Newsletter:https://maba3refbranching.beehiiv.com/Connect with Maba3ref Podcast:https://www.instagram.com/maba3refbyomarConnect on TIKTOK:https://www.tiktok.com/@okuwatly
In this episode of Confessions of a B2B Entrepreneur, Tom Hunt speaks with Gabe Lullo, CEO of Alleyoop, a leading SDR-as-a-service firm. Gabe unveils his groundbreaking employee-powered content machine, a unique strategy that remarkably drives 40% of Alleyoop's new business. Drawing from his sixteen years in sales and leadership, Gabe also shares how to overcome common cold outreach pitfalls with data-driven strategies, Alleyoop's 'plug and play' SDR teams for scalable B2B growth, and his unique journey from SDR to CEO. Essential listening for B2B founders, sales leaders, and marketing professionals looking to innovate their demand generation and future-proof their revenue engine.
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
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
Chris Urmson has spent the last 20 years pushing the limits of autonomous driving—first at Carnegie Mellon's DARPA Grand Challenge team, then as co-founder of Google's self-driving car project, now Waymo.On this week's episode, the Aurora CEO retraces that journey—from building robot cars in the desert to leading a public company pioneering driverless trucking.He shares why autonomy was always a matter of when, not if, how he handled a high-profile departure from Waymo, and what it takes to build at the intersection of deep tech, safety, and infrastructure.Now eight years into Aurora, Urmson says the future he's been chasing is finally within reach.Guest: Chris Urmson, Co-Founder & CEO of AuroraChapters: 00:00 Trailer00:43 Introduction01:59 FSD: are we there? 14:31 The competition, a million dollar check from LA to LV22:50 Dream like an amateur, execute like a pro32:30 Operate with integrity42:49 The future is here, unevenly distributed49:36 Underestimated decisions, minimizing regrets1:03:55 Retaining value1:16:45 Integrating self-driving1:28:20 Lifer1:29:25 Who Aurora is hiring1:29:53 What “grit” means to Chris1:30:15 OutroMentioned in this episode: Waymo, Google, Rivian, Dmitri Dolgov, Uber, Tesla, The DARPA Grand Challenge, Defense Advanced Research Projects Agency, United States Department of Defense, Carnegie Mellon University, Stanford University, FedEx, Werner Enterprises, Hirschbach, Schneider Electric, Larry Page, Sergey Brin, Sebastian Thrun, Batman, Kentucky Fried Chicken, Anthony Levandowski, Donald Trump, Apple iPhone, Airbnb, Blackmore, Stripe, Titan, Ford, Volkswagen, RJ Scaringe, Peterbilt Motors Company, The Volvo Group, Continental AG, Dara KhosrowshahiLinks:Connect with Chris UrmsonXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner Perkins
John Chambers led Cisco through the rise of the internet—transforming it into the world's most valuable company at its peak.On this week's Grit, the former Cisco CEO unpacks how he scaled the business from $70M to $50B+, pioneered M&A as a growth strategy with 180 acquisitions, and built what many called the best sales force in tech.Now leading his own venture firm, Chambers shares how he's backing the next generation of AI-native startups.Guest: John T. Chambers, Former Cisco Executive Chairman & CEO, JC2 Ventures Founder & CEOChapters: 00:00 Trailer00:45 Introduction01:45 Track record, relationships, trust13:21 Acquisitions every year17:32 Product-focused24:40 Family, dyslexia, and without shame30:46 Wang Laboratories35:59 Ready being CEO40:17 Reinventing your business50:08 Numbers don't lie54:09 Sales calls and making mistakes56:20 Adapting leadership style1:06:32 Best leadership year ever1:13:35 A busy, exhausting schedule1:22:07 Candid with me1:25:21 What “grit” means to John1:26:43 OutroMentioned in this episode: John Doerr, OpenAI, Wang Laboratories, IBM, Microsoft, Google, Amazon, Apple Inc., Meta Platforms, FMC Corporation, DuPont de Nemours, Inc., John Mortgage, Don Valentine, Sequoia Capital, Alcatel Mobile, Lucent Technologies, Inc., Verizon Communications Inc., AT&T Inc., Rick Justice, Pankage Patel, Larry Carter, CNBC, Jim Cramer, George Kurtz, CrowdStrike, Randy Pond, Rebecca Jacoby, Mel SelcherLinks:Connect with JohnXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
Matt Murphy transformed Marvell from a broad-based chip supplier into a $100B data infrastructure leader—powering the rise of AI, cloud, 5G, and custom silicon.On this week's Grit, the Marvell CEO shares how he refocused the company's strategy, led major acquisitions like Inphi ($10B) and Cavium ($6B), and positioned Marvell at the center of the next era of compute.He also reflects on lessons from his father, a longtime CEO, the discipline of running 90 miles a week, and how staying steady through industry cycles has set him apart.Chapters:00:00 Trailer00:47 Introduction03:00 Huge company, taking the long view10:28 Market cap shift to big tech14:44 The data infrastructure opportunity20:30 Massive economic opportunity31:33 Semiconductor industry and geopolitics40:46 Taiwan and Moore's Law 44:05 Getting hammered down 50%47:05 Silicon Valley51:15 All in despite risks55:37 The CEO checkbox1:01:22 Email from Matt, subject: Grit1:07:35 The higher you go1:15:44 Who Marvell is hiring1:20:14 What “grit” means to Matt1:24:40 OutroMentioned in this episode: Jim Cramer, Taiwan Semiconductor Manufacturing Company Limited (TSMC), Maxim Integrated, Mattel, Inc., Cisco Systems, Inc, Juniper Networks, Meta Platforms, Amazon.com, Inc., Cavium, Inc., Inphi Corporation, Aquantia Corporation, Mellanox Technologies, Nvidia Corporation, Microsoft Corporation, OpenAI, Anthropic, John Chambers, Facebook, Spotify, Airbnb, Google, Barack Obama, Ronald Reagan, Donald Trump, Intel Corporation, Robert Norton Noyce, Gordon Moore, Advanced Micro Devices, Inc. (AMD), Andrew "Andy" Stephen Grove, Bloomberg, Intuit Inc., Lip-Bu Tan, Sehat Sutardja, Whay S. Lee, Starboard Value, Rick Hill, Novellus Systems, Inc., Michael Strachan, Deloitte & Touche LLP, Apple Inc., Steve Jobs, Chris KoopmansLinks:Connect with MattLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
From a 350-square-foot home in South India to leading HubSpot, a $30B CRM powerhouse, Yamini Rangan's journey is nothing short of remarkable. In this episode, Yamini shares how she's guiding HubSpot through a post-pandemic shift toward product-led growth, the hard-won lessons behind building go-to-market alignment, and why human-centric leadership is her edge in an AI-first world. Plus, her take on why data is the new battleground in tech.Chapters: 00:00 Trailer00:52 Introduction02:22 Fire in my belly10:06 Constraints12:19 Peak performance16:38 Helping while in sheer panic21:43 The general ethos30:14 Customer value36:08 Excited and scared47:25 Becoming CEO54:19 Feeling behind1:01:51 Very lonely1:05:34 Losing credibility1:08:42 Slowing down, sitting still1:12:31 No patience to finish a book1:15:39 Who HubSpot is hiring1:15:54 What “grit” means to Yamini1:16:45 OutroMentioned in this episode: Sequoia Capital, Carl Pieri, Brian Halligan, Zoom Workplace, Meta Platforms, Google, Anthropic, Microsoft, Salesforce, Blockbuster Video, BlackBerry Limited, Axon Enterprise, Netflix, Snapchat, Harvey, Dharmesh Shah, Gödel, Escher, Bach: an Eternal Golden Braid, Sapiens: A Brief History of HumankindLinks:Connect with YaminiXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
David Rubenstein helped pioneer modern private equity—building The Carlyle Group into a $400B global investment firm from a modest D.C. office and a relentless fundraising streak. But beyond PE, his legacy spans presidential libraries, historic American artifacts, and a lifelong obsession with civic contribution.In this episode, David shares how he raised billions without a background in finance, why owning a baseball team was more than just a trophy purchase—and what building true generational success really means beyond wealth alone.Chapters:00:00 Trailer00:53 Introduction01:40 Family, wealth, class14:40 Happiness disparity and longevity19:25 I need more to give away more25:04 The relentless fundraiser 33:53 Kids and travel36:06 No track record, the great white buffalo38:59 Business and politics43:53 Fired from Washington45:52 Fundraising, presidents, podcast guests48:04 Private equity and sports53:44 Expenses — no charges55:49 Waking up with energy 57:26 Preserving copies1:02:05 Organizational architecture1:03:41 Bury me in my plane1:08:11 Not a big luxury spender1:10:32 What “grit” means to David1:10:50 OutroMentioned in this episode: Andrew Rubenstein, Stanford University, Bill Gates, Melinda Gates, Warren Buffett, Morgan Guaranty Trust Company, International Business Machines Corporation (IBM), Procter & Gamble Company, Forbes 400, Duke University, University of Chicago, Harvard Corporation, Johns Hopkins University, California Public Employees' Retirement System (CalPERS), President of the United States of America, Donald J. Trump, Jimmy Carter, John F. Kennedy Center for the Performing Arts, Smithsonian Institution, National Gallery of Art, George W. Bush, Barack Obama, Joe Biden, Arianna Huffington, Xi Jinping, Hank Greenberg, Stephen A. Schwarzman, Tim Cook, Jeff Bezos, Baltimore Orioles, Fred Trammell Crow, Harlan Crow, National Basketball Association (NBA), National Football League (NFL), Arctos Partners LP, Anthropic, Magna Carta Libertatum, Declaration of Independence, Emancipation Proclamation, Abraham Lincoln, US Constitution, National Archives, Lincoln Memorial, Thomas Jefferson Memorial, Mount Vernon, Monticello, Montpelier, Mark Cuban, Paul McCartneyConnect with David:X: @DM_RubensteinConnect with Joubin:X: @JoubinmirLinkedIn: Joubin MirzadeganEmail: grit@kleinerperkins.comkleinerperkins.com
Amplitude helped define the modern analytics stack, powering digital products with deep behavioral insights. But in a world shifting toward agentic interfaces and vertically integrated AI, even a category leader has to evolve.In this episode, CEO Spenser Skates shares how he's rethinking AI within the constraints of a 13-year-old codebase, why analytics remains Amplitude's competitive edge—and why taking the company public early was a risk worth taking. Links:Connect with SpenserXLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
Flexport was a breakout success—reimagining global trade with tech at its core. But when the freight market cooled and efficiency overtook service, things started to unravel. Founder Ryan Petersen stepped aside, handing the CEO role to former Amazon exec Dave Clark. Months later, he was back at the helm.In this episode, Ryan explains what went wrong, how he's rebuilding Flexport—cutting $300M in costs, restoring customer focus—and why promoting from within beats chasing outside stars. He also weighs in on Trump's proposed tariffs and what they could mean for the future of global trade.Chapters: 00:00 Trailer00:31 Introduction02:07 Meeting smart people, seeing the world03:40 Eroded margins09:52 Charismatic and overconfident15:32 Not an overnight decision20:08 The founder has returned23:10 Redoing the hiring26:38 No substitute for passion31:00 Working for and with my brother37:28 Working with forwarders42:14 Being a founder can be lonely47:49 Life's work54:06 The right person for the job1:00:55 19 countries1:04:57 Blowing people up1:07:24 Work and being a good dad1:08:34 Not doing it for money and loving money1:17:52 Import and export tariffs1:22:57 De minimis1:25:54 Panama and the Suez Canal1:36:50 Going public1:42:24 Who Flexport is Hiring 1:42:42 What "grit" means to Ryan1:43:06 OutroMentioned in this episode: Founders Fund, Amazon, Toyota Motor Corporation, Slack, Brex, Pedro Franceschi, Henrique Dubugras, United States Customs and Border Protection, ImportGenius, Michael Kanko, Y Combinator, Paul Graham, Intel Corporation, Shopify, Geely Holding (Zhejiang Geely Holding Group Co., Ltd.), The Volvo Group, Intuit TurboTax, David Petersen, BuildZoom, TechCrunch, Google, Figma, Barack Obama, Donald Trump, Jimmy Carter, Panama Canal Authority, United States Navy, Coinbase, Uber, AirbnbLinks:Connect with RyanXLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.comLearn more about Kleiner Perkins
Guest: Pedro FranceschiPedro Franceschi is the co-founder and CEO of Brex, a fintech company reshaping how businesses manage their finances.Originally from Brazil, Pedro went from teenage hacker to leading one of the most well-known names in modern financial technology—building a platform trusted by startups and enterprises alike.In this episode, Pedro shares what it took to launch “Brex 3.0,” why he moved to a single-CEO model, and how tough structural changes set the stage for leaner, faster growth.Chapters:00:00 Trailer00:46 Introduction01:45 Startup roller coaster05:21 Founders know how to have fun07:12 Belief barrier evolution12:00 Early state of life in Brazil13:23 Controlling variables15:32 Screen time19:23 Making small decisions23:27 Learning raises the bar26:15 People manager38:49 Getting underwater42:05 Growth accelerated47:51 Vision from the top down52:13 Leadership organization54:01 AI software engineering physics54:43 People complain about change59:42 Believers and non-believers1:04:09 Equity and bonus controversy1:08:40 Big swings and going public1:14:15 Control in unpredictability1:18:04 Living in a pixel1:19:52 Meditate, sleep, diet, exercise1:24:36 Mental health and stress1:33:12 Who Brex is hiring1:33:49 What "grit" means to Pedro1:34:39 OutroMentioned in this episode: Silicon Valley, Facebook, Meta Platforms, Inc., Mark Zuckerberg, Mastercard, Rio de Janeiro, iPhone, Bill Gates, Tim Urban, Jony Ive, Apple Inc., LinkedIn, Salesforce, Brian Chesky, Airbnb, Anthropic Claude, Cursor, Codeium Windsurf, Cognition Labs Devin, Vercel, Retool AI, Amplitude, Spenser Skates, Elon Musk, Tesla, Inc.Links:Connect with Pedro:XLinkedInConnect with Joubin:XLinkedInEmail: grit@kleinerperkins.comThis episode was produced by Kleiner Perkins and edited by IQvideo.The trailer and distribution for this episode were handled by Atomik Growth.Learn more about Kleiner Perkins
Before Zscaler was a $32B cloud security giant, it was just 10 engineers—half in Bangalore, half in a borrowed U.S. office.As founder and CEO of Zscaler, Jay Chaudhry bet $50M of his own money on one radical idea: secure the internet in the cloud.Born in a Himalayan village with no electricity, he built Zscaler into one of the world's top cybersecurity giants.In this episode, Jay breaks down why 50% of the Fortune 500 trusts Zscaler, why he still interviews candidates, and how he's incubating the company's next big AI bet.Chapters:00:00 Trailer00:42 Introduction01:21 His fifth company04:26 Entrepreneurs' existential fear10:53 Customer engagement and new innovations12:46 No private jets, no business class19:34 “I never used money”23:38 Born and raised in India26:17 Hiring legends30:35 Walking on water35:09 “Dolphining”39:55 Areas of weakness42:11 Passionate even on the weekends44:56 Work during roller coasters47:35 The weight of the world is on your shoulders49:21 Leveraging AI56:20 OutroMentioned in this episode: Elon Musk, Microsoft, Bill Gates, BlackBerry, Steve Ballmer, Satya Nadella, Hewlett-Packard (HP), IBM, John Fellows Akers, Steve Jobs, NeXT, Inc., Linux, Cisco, United Airlines, San Francisco International Airport, Sundar Pichai, Ravi Mhatre, Lightspeed Venture Partners, Six Flags, AI (artificial intelligence), securityLinks:Connect with JayLinkedInConnect with JoubinXLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner Perkins
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