What do the most successful tech unicorns have in common? They use these 8 predictable elements in their sales pitch. And, Brendan Dell took notes so you don't have to.In this episode, Corrina is joined by Brendan—podcast host, GTM advisor, and founder of his course “The Billion Dollar Pitch Masterclass”. He's sharing what the biggest tech unicorns do differently – and how you can implement these proven winning strategies today.Data Breakout: Value SellingConnect with Brendan: https://www.linkedin.com/in/brendandell/Sign up for The Edge Newsletter: https://www.gong.io/the-edge/
In the middle of the Great Recession, Thomas Dohmke quit a stable job at a good company because “I wanted to build stuff again.” Specifically, he was inspired by the release of the first software development kit for iOS, and wanted to be part of the mobile revolution. Two companies later and halfway around the world, he is the CEO of software development powerhouse Github and on the precipice of another revolution — that of AI tools such as Github Copilot. Up to 40 percent of Copilot users' code is already being autocompleted by AI, and Thomas predicts that number could get to 80 percent in the next five years. “We are heading into a world where developers are much more architecture and system designers,” he says.In this episode, Thomas and Joubin discuss staying excited, A/B tests for life, triggering emails, “the toys you can't have,” self-driving car sensors, the first iPhone SDK, app testing, US work visas, life-changing money, Xamarin, is Github a social network?, being ultra-transparent, ghost text, ChatGPT and Midjourney, generating passion, rehearsing forever, Mittelstand companies, and the zen of LEGO.In this episode, we cover: Titles at Microsoft and working with CEO Satya Nadella (00:58) Being “85% happy” and the temptation to leave big companies for a startup (05:33) How Thomas went from early user to CEO of GitHub (09:22) Growing up in East Germany and the fall of the Berlin Wall (13:19) Why Thomas quit his job at the height of the financial crisis: “I wanna build stuff again” (22:28) Being acquired by Microsoft and coming to America (27:26) The startup mindset and “open-source” values (34:09) How Github's “AI programmer,” Copilot, will change everything for developers (40:32) When will generative AI have its “iPhone moment?” (45:44) Exponential change and preparing your kids for the unknown future (50:57) Communicating in English, and whether Thomas' family would ever go back to Germany (57:21) Tech culture in Europe vs. Silicon Valley and the pressure of “more” (01:01:19) The “LEGO room” in Thomas' house (01:07:18) Links: Connect with Thomas Twitter LinkedIn Connect with Joubin Twitter LinkedIn Email: email@example.com Learn more about Kleiner Perkins This episode was edited by Eric Johnson from LightningPod.fm
Elite Dealers is a brand new show brought to you by our very own CRO, Pim Roelofsen, where he talks with leading sales professionals across the industry where they share their best deals and what made their deals so special.In the second episode - Pim chats to Emerging Manager at GoCardless, Conor Hyland. Conor Hyland is an Emerging Manager at GoCardless, who has a 10-year career that has taken him across the globe.Of his 10 years in the sales industry, 7 were spent in the Middle East. Conor's first role was as a Community Affairs project manager with Microsoft, after which he would venture across to the Middle East. After starting as a Trade Development executive in Dubai for Enterprise Ireland, he would go on to have roles that led him to corporate training, revamping sales and GTM teams, and would speak at live events in front of over 400 people.After finishing his time in the Middle East with LinkedIn, Conor then went back to Ireland to do his MBA before joining GoCardless after desiring to enter the fintech space.Whether it was taking the plunge with Enterprise Ireland and moving to the Middle East or speaking to hundreds of people to train and revamp Go-To-Market teams, Conor Hyland has had a breadth of experience in his 10 years in sales
In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks with the CEO and Founder of Ignition, Derek Osgood.Ignition is a platform that helps companies create structured launch plans by providing tools and resources tailored to the launch process's specific communication needs. Derek advises businesses that treating each launch as a smaller version of future launches can help owners establish a defined process for launching new products or services. This approach helps ensure that each launch is well-planned and executed, and helps identify areas for improvement that can be applied to future launches. Additionally, having a tiered launch process that can adapt to different types of launches can be beneficial, as it allows the company to tailor its approach to the specific needs of each launch. Key points from the Episode:What is Launching?Insights on the Launching ProcessDisadvantages in Using Simple Platforms Ignition versus Project Management ToolAbout Derek Osgood: Derek is a former marketing exec turned founder, building Ignition – the collaborative GTM platform helping Product and Marketing teams to get new products to market faster and more effectively. Prior to founding Ignition, he was an early hire at Rippling where he stood up the Product Marketing function and helped scale the company to $20M in ARR. As a Product Marketing leader everywhere from startups to major brands like PlayStation, Derek has launched over 100 products and his products have generated over $1B in revenue. Now he's building the platform he wished he had along the way.He's an executive with broad marketing knowledge and talents. His skill set was polished while running massive P&Ls at PlayStation and constantly performing at startups. It includes all aspects of marketing, such as go-to-market, segmentation, product positioning, user acquisition and engagement, integrated offline marketing, digital performance marketing, creative development, and product management.About Ignition: It's a collaborative center designed with Product Marketing Alliance to manage GTM activities from start to finish. It assists Product Marketing and Product teams in increasing internal alignment by centralizing launch plans, assets, and execution in a single, visible source of truth, which automates internal communications and predicts whether products will ship on time or not.Ignition has embedded tools to help you execute tasks such as conducting pricing research, monitoring competition intelligence, and recommending planning modifications based on your goals, allowing you to produce better plans faster. Ignition is backed by some of the best investors in the valley, including Bling Capital, Hiten Shah, Jack and Max Altman, and executives from Uber, Opendoor, TechCrunch, Sentry and others. Our founding team has extensive experience building at high-growth, industry-leading companies like Rippling, Facebook, Craft and PlayStation.Links Mentioned in this Episode:Want to learn more? Check out the Ignition website at https://www.haveignition.com/Check out Ignition on LinkedIn at https://www.linkedin.com/company/haveignition/Check out Derek Osgood on LinkedIn at
In this episode you will learn:Why James became a VC despite having an opinion that it was a bad idea?How does Creative Ventures evaluate startups and why do they study the market they invest in deeply before looking at tech solutions for it?Why James doesn't invest in startups with R&D risk and also talk about the strict protocols they have in place to make investments?Why startups who don't share information about their tech or product is a sign of a really bad one?Does investing in more diverse founders outside of the elite networks that get most of the venture potentially offer better venture returns?What challenges are faced by healthcare startups in aligning the different stakeholders to ensure a successful GTM strategy?How even the end of the Ukraine war is not going to end the global food shortage and the challenges faced in agriculture to improve productivityAboutJames Wang is a General Partner at Creative Ventures, an early-stage VC focusing on healthcare, agriculture, and industrial technologies, and a co-founder of Lioness Health. Previously, he was on the core investment team at Bridgewater Associates, founded a non-profit consulting firm specializing in microfinance, and did a stint at Google X's Makani project.James holds an MBA from UC Berkeley where he was a Jack Larson Fellow in Entrepreneurship, a BA with Honors from Dartmouth, and an MS in Computer Science at Georgia Tech. He also holds a Data Science Specialization from the John Hopkins Bloomberg School of Public Health and completed the course track for a Ph.D. Designated Emphasis in Computational Sciences and Engineering at UC Berkeley.
Freshworks president Dennis Woodside copes with stress by running as often as he can, a habit that began when he was CEO of Motorola Mobility. So far, he has run “16 to 17” Ironman triathlons. He's also continually challenging himself in his professional life, leaving Motorola in 2014 to advise the founder-CEOs: Dropbox's Drew Houston, Impossible Foods' Pat Brown, and now Freshworks' Girish Mathrubootham. Dennis' advice for anyone working with founders is to “have empathy” for what they're going through, and to understand what motivates them. Without that understanding, he says, you won't be able to arrive at a shared vision for the company.In this episode, Dennis and Joubin discuss mega-acquisitions, the smartphone paradigm shift, triathlons and competitiveness, winning every category, “softening up,” global cities, Google interview questions, spreading Silicon Valley culture, the “chrome panda moment,” hiring the right people, “Where do you want to be in five years?”, evaluating new opportunities, and building trust with founders.In this episode, we cover: Google's acquisition of Motorola and how Dennis went from ad exec to first-time CEO (02:00) Did Dennis like being the CEO of Motorola? (08:04) The stress of the new job and dealing with it through exercise (13:02) Dennis' impressive résumé and what dinner conversation was like growing up (18:37) Going to Korea and choosing the harder path (23:00) Joining Google in 2003 as a general problem-solver (26:23) Hiring “scouts” all around the world to better understand the internet (30:41) Leaving Motorola to mentor Dropbox CEO Drew Houston (39:12) Checking your ego and the listening tour that wasn't (42:20) Dropbox's IPO and why the stock has been relatively flat (48:38) Changing jobs without breaks, and spotting new opportunities like Freshworks (52:19) Tips for working with founders and interrogating the status quo (58:02) Dennis' most unique OKR at Dropbox (01:02:39) Links: Connect with DennisLinkedIn Connect with Joubin Twitter LinkedIn Email: firstname.lastname@example.org Learn more about Kleiner Perkins This episode was edited by Eric Johnson from LightningPod.fm
Guest: Indus Khaitan, CEO and Founder at Quolum [@QuolumHQ]On LinkedIn | https://www.linkedin.com/in/khaitan/On Twitter | https://twitter.com/1ndusHost: Brendon RodOn ITSPmagazine | https://www.itspmagazine.com/itspmagazine-podcast-radio-hosts/brendon-rod____________________________This Episode's SponsorsAre you interested in sponsoring an ITSPmagazine Channel?
Un relato de Miguel Garrido de Vega para GTM y Noviembre Nocturno en homenaje al universo de "The Last of Us". En Septiembre de 2013, una pandemia sin precedentes se desata en los Estados Unidos; la aparición repentina de una variación mutada de la cepa del hongo Cordyceps que afecta a los humanos convirtiéndolos en horrorosas criaturas caníbales, es el inicio del cambio de paradigma... una nueva era... cualquiera que no esté infectado es enemigo del hongo, un huésped necesario para propagar el virus mediante un mordisco. Veinte largos años después del brote del virus, la mayor parte de la humanidad ha desaparecido, quedan muy pocas personas que hayan sobrevivido al virus. zonas de cuarentena, ley marcial, milicias, saqueadores, cazadores y presas... Cualquier humano que sea detectado con el virus será sacrificado inmediatamente, sin peros ni excusas, no hay excepción. Unos pocos osbreviven vagando a su suerte entre las ruinas, unos pocos, a pesar de todo, lo intentan... Pero lo mas revelador es que en el corazon del apocalipsis, el hongo no es lo peor que puede pasarte Suscríbete a GTM https://gamestribune.com/ @GamesTribune https://www.instagram.com/gamestribune/ Sigue a Miguel Garrido en sus redes: https://twitter.com/Caballero_Tinta Síguenos en redes y si te gusta lo escuchas pulsa el botón de apoyar en Ivoox: https://linktr.ee/noviembrenocturno Escucha el episodio completo en la app de iVoox, o descubre todo el catálogo de iVoox Originals
From the SaaStock 2022 Bootstrap Stage: Dave Kellogg, Executive in Residence, Balderton Capital, discusses how to drive your SaaS GTM efficiency in the next two years using these key strategies and tactics. With the need to extend cash runways, a threatening macro environment, and never-ending pressure to improve efficiency, SaaS startups today are thinking hard about how to improve the efficiency of their go-to-market (GTM) operations as they enter the 2023 planning season. In this fast-paced presentation, Balderton's SaaS executive-in-residence, Dave Kellogg, will discuss strategies and tactics that work -- and that don't work -- to improve the efficiency of your GTM operations.
Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, events, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.Subscribe to the LinkedIn newsletterKeep on scrolling for a list of this month's resources2023 PredictionsEnablement Trends for 2023 (by SEC)This article from Sales Enablement Collective — features a teaser of some of the winners of their 2023 Ones to Watch focused on enablement stars in the space and trends–which is coming out soon! Highlights Include: Enablement leaning into AI - Thomas K. CheriyanA focus on building real sales skills “This will also affect enablement organizations' hiring strategy, with a need for enablers with a successful sales background.” - Aaron EvansEnablement specialization and a move to specialized expertise, CS Enablement, BDR, Enablement etc - Celine GreyTying enablement programs to the right things. “...enablement teams should associate their programs to behaviors and things they can directly influence.” - Nick LawrenceFelix's 2023 PredictionsGetting more done with less - Enablers need to create greater business impact with fewer resources. Prediction 1: Enablers will be more strategic in their approach (impact on GTM strategy and impact on stakeholder perception)Prediction 2: 2023 will be the year of AI - AI won't steal your job but the people most comfortable with AI tools will. Prediction 3: Increased Enablement maturity levels outside the US.Devon's 2023 PredictionsPrediction 1: AI - ChatGPT - as an essential part of the enablement workflowPrediction 2: Real Investment in the Enablement Function → with a focus on Revenue Enablement orchestration, team structure, and openness to more varied backgrounds in the role for sales enablement.Prediction 3: A Move Beyond Revenue Enablement - Enablement expanding to other teams in the organization like product and engineering! (we're already seeing the need for it)What are your predictions for Enablement in 2023? Let us know in the comments below! Jobs Are you looking for an Enablement job? Check out the latest Sales Enablement job board (brought to you by Steffaney Zohrabyan) or add yourself to the Enablement Squad Talent Directory.Are you a hiring manager looking for great talent? Message Steffaney Zohrabyan to add
Building your tech stack as a startup can either help you soar to new highs, or become your biggest nightmare and slow you down. Our guest today is helping founders navigate that path, Taylor Lint is Co-Founder and CEO of Swantide, a platform that automates the configuration and management of your GTM tech stack.Before this week's episode, we welcome back John Ruffolo to chat about the news making headlines in the Canadian and global tech markets.About Taylor Lint:Taylor Lint is the Founder & CEO of Swantide. Prior, Taylor led engineering and product at Replica, an analytics company that spun out of Alphabet's Sidewalk Labs. Previously she led engineering for the launch of LinkedIn's Talent Insights product. Taylor studied Information Science and German at Cornell.In this episode we discuss:(0:00:26) News Roundup with John Ruffolo talking about ClearCo, BMO x Georgian Partners, Quantum Computing, Sequoia's make good, IP Law, and Microsoft as king of M and A(0:20:10) Taylor's journey into the tech world(0:21:58) Lessons launching LinkedIn Talent(0:23:28) What Taylor learned at Sidewalk Labs(0:26:32) The process of spinning out Sidewalk Labs into a separate entity from Alphabet(0:27:39) Why Taylor decided to tackle the GTM Tech stack problem(0:29:34) Data you need to infor your GTM strategy(0:31:13) When is the right time to invest in GTM(0:32:36) Typical startup GTM strategies and mistakes(0:35:18) Goal setting for GTM(0:36:06) How Swantide makes the GTM better(0:39:23) Eliminating isolated documents and data with Swantide(0:41:18) Best practices to set up and maintain your CRM(0:44:30) Advice for early-stage startups around data collection(0:46:25) Other considerations around preparing to scale later(0:48:49) How Swantide's $7M Seeed round came together with Menlo Ventures alongside Village Global, NEO, and a handful of strategic angelsFast Favorites:*
In this episode, we speak to Piet Loubser, the SVP of Marketing for Privacera about privacy and data governance issues for CMOs.Piet Loubser serves as Global Senior Vice President of Marketing at Privacera, Inc where he is responsible for leading all aspects of marketing. His professional career includes more than 30 years in the Hi-Tech industry driving product, sales and marketing strategies in numerous companies transforming product focused GTM into customer solutions centric GTM to accelerate growth. Prior to Privacera, Piet held executive leadership positions in marketing and sales at market leading companies including SymphonyAI, Paxata, Hortonworks, Informatica, SAP and Business Objects. As part of the executive leadership teams at these global technology companies, he has built deep expertise across the entire Product to GTM value chain to drive growth strategies at all levels of organizational size. Piet holds a B.S. degree in computer science and applied mathematics from the University of Stellenbosch in South Africa.Learn more about Piet LoubserLearn more about PrivaceraFollow Peter Mahoney on Twitter and LinkedInLearn more about PlannuhJoin The Next CMO CommunityRecommend a guest for The Next CMO podcastProduced by PodForte
The best advice Brex founder and co-CEO Henrique Dubugras ever received came from Snap CEO Evan Spiegel: The best CEOs, Spiegel told him, are “extremely authentic to themselves ... If you try to emulate being Elon Musk and you're not like that, you're just gonna fail.” This wisdom has empowered Dubugras and his co-founder, Pedro Franceschi, to focus on the places where they can be most effective at Brex, and to be more authentic with their coworkers. In this episode, Henrique and Joubin discuss coaches vs. therapy, mutual crushes, “hacker famous,” big egos, why missions are overrated, dropping out of college, CEO's identities, the “Silicon Valley mold,” trojan-horsing Max Levchin, pivoting after two years, going to the ground, compensation and hiring myths, core customers, fixing expense report policies, and joining the Expedia board.In this episode, we cover: Growing up in Brazil and Henrique's relationship with his mom (01:07) The first company he sold, Pagar.me, and his co-founder Pedro Franceschi (07:11) Becoming “successful” and why it's fine to have a “f**ked up motivation” (10:35) ADHD, dueling superpowers, and focusing on the right things (15:56) Being an authentic CEO and not reading books (19:51) The radical changes Brex has experienced in the past three years (24:40) Brex's new spend management product and landing initial customers (30:30) The messages sent by how Brex structures its employee compensation (34:07) How Henrique and Pedro recruited top talent when they were just getting started (38:57) Pivoting a $12 billion company: “We can't do all these things” (43:33) The challenges of becoming more of an enterprise company than a Fintech one (50:34) Links: Connect with Henrique Twitter LinkedIn Connect with Joubin Twitter LinkedIn Email: email@example.com Learn more about Kleiner Perkins
In todays episode of the SellingSaas Podcast, Duane chats with Corey Kossack from Aspireship about his take on the recent layoffs, his vision for how companies will get valued in the near future, and what they ultimately need to do in order to pull themselves out of it. 2:00 - How companies hired too many too fast without first establishing product market fit 3:30 - what Evaluations have done to staffing at start ups and what companies can do to control growth 4:30 - how the rules of growth have the same for the last decade, but now have changed so dramatically and struggle to make that change 6:30 - how to shield yourself from an economic winter, regardless of what's going on with the economy. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society. Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.
In this episode, Duane Default interviews Mark Ackers from MySalesCoach.com that has a similar background to his own in terms of working in customer-facing roles. The guest discusses their experience in selling retail and working in cafes and bars, and how this experience has helped them in their current career. The conversation provides helpful advice for those looking to get into sales or grow their career in this field EPISODE HIGHLIGHTS: 0:00:55The Advantages of Experiencing Adversity in Your Career0:03:42The Impact of a Good Mentality in the Workplace0:05:10How I Found Success: Sales Teacher and Entrepreneur If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society. Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.
Daniel Langley chats with Luke Smaul, VP Professional Services at Flashpoint. Luke has worked in the digital industry for over 20 years, applying strategic thinking to new go-to-market and business models. He has successfully spearheaded large multinational digital transformation projects for Fortune 100 companies before going out on his own to bring his expertise to others. Luke's passion is creating new business models across a range of verticals in both the discrete and process space using IoT Edge sensors, big data, and advanced analytics. He advises global and early-stage firms focusing on digital strategy, sales/marketing, and go-to-market (GTM) planning leveraging his prior executive experience at GE Digital, Flashpoint, and his own firm, Chakra. We hope you enjoy this episode! All feedback is welcome and we'd love for you to comment your views on each show. #manufacturingIT #manufacturingtechnology #MES #industry40 #ManufacturingOperationsManagement #ManufacturingIntelligenceSystems #ManufacturingExecutionSystems #ProcessAutomationSystems #IndustrialInternetofThings #IIoT #ComputerSystemValidation #ProcessControlSystems #DataHistorianSystems #AdvancedAnalytics #SCADA #Syncade #DeltaV #Pasx #RockwellFactoryTalk #rockwell #PlantPAx #AllenBradley #RSLogix #SiemensSimatic #siemens #SimaticBatch #PCS7 #Step7 #WincCC #Wonderware #GE #SAP #PomsNet #Apriso #Werum #OSI #LIMS #800xA #flashpoint
Mark Roberge is the founder and Managing Director of Stage 2 Capital and previously was the Chief Revenue Officer at HubSpot from 2007 to 2016. Mark is also the author of the best-selling book "The Sales Acceleration Formula".The lessons learned over his nine years leading revenue at HubSpot have led to several new endeavors including creating a Sales curriculum being taught at Harvard Business School and founding Stage 2 Capital. We started the podcast by discussing "The Sales Acceleration Formula" which was first published in 2015. The bool was stimulated by a breakfast between Mark and enterprise sales influencer and author, Jill Konrath. It evolved from a concept called "The Art and Science of Sales" to become the basis for the book. The Sales Acceleration Formula is essentially an autobiography of how Mark built and scaled the revenue organization at HubSpot.The presence of Customer Relationship Management (CRM) systems enabled Sales to become more data-driven, and changed how Mark leveraged that data to inform how he built and managed the sales organization. One of the most interesting perspectives Mark shared was how he and his management team used the data being generated from the CRM. Using the insights from the CRM data changed how HubSpot Sales Managers were able to better coach sales reps based on the "signals" being generated. Foundational to capturing those insights was the need to develop a very well-defined and structured sales process that generated performance metrics at each stage of the sales process.We quickly pivoted to a leading sales technology of the day, Conversational Intelligence. I asked Mark why with the ability to capture and listen to every Sales conversation has not made full sales funnel performance a more data-driven, sale management and coaching process.Mark highlighted one reason is that Sales organizations are often so focused on "chasing the number", that they do not carve out the time to step back, take a strategic planning approach to the future based on historical performance metrics and incorporate that into the planning process. This "reactive mode" cascades and impacts the organizational culture to one of high urgency - low value reactions versus one of high value - low urgency strategic activities leading to increased performance.Another topic we discussed was the 360 lead review process at HubSpot, which lead to the concept of the SMarketing SLA (Service Level Agreement). Marketing and Sales co-owned the pipeline generation and lead development process, and as a result consistently led to analysis of pipeline generation performance. Far too often, there is significant friction between Sales and Marketing, which can be addressed by leading into the data. This starts with defining what a "lead" really is and starting to measure lead performance and conversion across the entire lead-to-customer process.Finally, we discussed the catalyst for founding Stage 2 Capital. Stage 2 Capital is unique in that the Limited Partners (investors) are primarily successful B2B SaaS Go-to-Market executives who can provide both capital and applied operating experience across each stage of a B2B SaaS company's growth. One of the important findings was the failure rate to scale across different stages of growth is much too high. The Science of Scaling was based on research that Mark conducted across several early-stage companies, and then he applied the "challenges of scale" to the formation of Stage 2 Capital.If you are considering raising funding for your SaaS company, or are just looking at how to more efficiently scale your revenue generation engine at the next phase of growth, the conversation with Mark Roberge is extremely instructive based upon the experience and success of Mark and hundreds of other GTM executives involved in Stage 2 Capital.
Karl Soderlund, senior vice president of North America ecosystems at Palo Alto Networks, joins Larry Walsh to talk about what it takes for channel leadership and teams to continuously challenge themselves to look for improvements and better ways of doing things. Technology is a driving force behind the transformation of the way businesses operate. One important aspect of this transformation is the channel, which vendors use to get their products to market through partners. Staying ahead of the competition and meeting customers' evolving expectations require channel managers and teams to constantly seek ways to improve their strategies and operations. Getting teams to pursue continuous improvement isn't always easy. Some channel teams may become complacent, content with mediocre performance as long as it meets their basic needs. Others may adopt “best practices” and conform to standard structures and performance levels rather than trying new approaches. Some channel teams may avoid change due to perceived obstacles or cultural resistance to new ideas. Implementing change is always a challenge. Questioning the status quo is even harder. It takes vision, planning, analytical skills, talented individuals, valuable insights, strong leadership, and, above all, courage. Companies that are willing to commit to continuous improvement, even when they're already achieving notable success, tend to stay ahead of the competition and are better equipped to weather market shifts. One such company that has consistently demonstrated a commitment to challenging the status quo, identifying and solving problems, and innovating its channel programs is Palo Alto Networks. With one of the most effective and well-structured channel programs in the industry, the vendor may seem to have little room for improvement, yet its channel leadership and management team are always seeking ways to enhance their programs, processes, and partner relationships. Karl Soderlund, senior vice president of North America ecosystems at Palo Alto Networks, is an instrumental figure in the company's culture of continuous improvement and challenging the status quo. In this episode of Changing Channels, Soderlund discusses with host Larry Walsh the importance of not settling for mediocrity and not being afraid of change when it comes to channel strategies and programs. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics Changing Channels Is a Channelnomics production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel. Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa Guest Karl Soderlund: https://tinyurl.com/3kv5brbd In the Margins: https://tinyurl.com/2sun9z5s © 2112 Enterprises LLC
EPISODE HIGHLIGHTS: 0:00:53The Benefits of a Product-Led Approach to Customer Enablement0:02:42The Importance of Enablement in Customer Success0:05:24The Importance of Customer Enablement and Retention The conversation discusses the difference between customer enablement for a product that is easy to use, versus one that is more complex. Salesforce is cited as an example of a complex product that has certification programs to help users learn how to use it. The conversation also mentions the idea of customer enablement as a way to help users understand how to use the tool to achieve specific goals or solve specific problems. Having enablement in place for customer success also makes customer success reps more effective. If they can, instead of having to hop on the phone and just deal with problems that are coming up on the call, if there's a more programmatic approach or training materials or recorded training materials. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society. Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.
I cannot say enough about our guest today. Barrett King, Sr. Manager - GTM Strategy, Global Partner Ecosystem at HubSpot, joins me to run through how go-to-market with solutions partners. We've spent some time on previous episodes (refer to the episode with Justin Graci if you like this topic) on partner GTM, but I cannot tell you the listeners we have given you enough on the subject until we hear from Barrett. In this episode, we will highlight 3 key areas of partner GTM: Inception of a partner program When you're ready for partnerships What partnerships are and will for your org And how can you further develop that output Are partners offense or defense Misconception of “Affiliates” vs “Partners” Discovery of partners Defining personas Attracting partners How much of this is on sales vs marketing Enablement What is bare bones enablement What matters most to early partners When and where certifications come in What partners need in year 2 Sponsors: Reveal - A free account mapping solution. Partnerstack - Partner tracking and payouts. Partnerhub® - for finding and managing your partnerships.
SaaS startups in India have seen significant growth in recent years. The country's SaaS market is expected to grow at a compound annual growth rate of 22.5% from 2020 to 2025, reaching a value of $6.3 billion. A few of the factors driving this growth are:Increasing adoption of cloud computingAvailability of advanced tech infrastructure in IndiaSupport from the Government of India for funding, mentorship, and other resources to entrepreneurs. In India, there are Investors and founders who have witnessed the evolution of SaaS in India. With his notable investments like Whatfix, LimeChat, GTM Buddy, Alok has built his own thesis for SaaS over the years.Tune in to hear Alok sharing about the top SaaS companies in India, what all has changed in his investing thesis, the categories he's most bullish on, and why SaaS sector is only going to rise in the coming years. Notes - 01:53 - How Alok got into investing02:44 - Evolution of SaaS in India08:16 - Definition of global category leaders in SaaS10:02 - Is there a known pattern in the US for his portfolio companies in India? 13:23 - SaaS investments in 202214:02 - Next 3-4 years for SaaS in India19:03 - Building a GTM engine in the US with a seed round in India23:00 - Focus on reducing burn24:51 - Growth in more & more $100Mn ARR companies in India29:14 - The Edge India has in creating successful SaaS startups 31:28 - Major shift in his thesis in the past years38:21 - His focus on AI automation startups43:55 - Thesis on Developer-Centric Softwares48:50 - Backing founders at Idea Stage58:34 - What he looks for in founders?Also, try out a 30-day free trial of Zoho Payroll, and simplify your Payroll journey as an entrepreneur! https://zoho.to/zoho-payroll
“When you create something,” says ServiceNow CEO Bill McDermott, “that gives you the ability to help and do good and achieve for the most people possible.” Bill left his first corporate job at Xerox for a short stint at Gartner, then served as CEO of SAP for nearly a decade. He made one more transition three years ago because he saw a great opportunity to help make ServiceNow a defining enterprise software company. “I knew it could happen,” he says. “What I didn't know is just how unbelievably right I was.”In this episode, Bill and Joubin discuss fist-pumps, shoplifting teens, Bill's superpowers, needing to be needed, marriage as a partnership, why every relationship matters, difficult relocations, breast cancer, the FDNY's chaplain, and the Medal of Honor. In this episode, 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) Links: Connect with Bill Twitter LinkedIn Connect with Joubin Twitter LinkedIn Email: firstname.lastname@example.org Learn more about Kleiner Perkins
In todays episode of the SellingSaas Podcast, Duane sits down with Corey Kossack from Aspireship in wide ranging conversation about the struggles of launching a business right before COVID hit and had to learn how to survive on very minimal revenue coming in, but the lessons learned from that time period are ones they wouldnt trade for anything. EPISODE HIGHLIGHTS: 1:45 - Surviving with close to zero revenue as a business and how non-conventional of a start up its been 2:20 - learning how impactful and important it is to truly connect to your customers and your ideal customers. 4:40 - Using the experience of launching right before COVID and using it to take action before something strikes, instead of waiting until its too late. 6:20 - Telling the story of skill acquisition and how it MUST become the number 1 controllable action we all can take, regardless of economy If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society. Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.
Mona Akmal is CEO and Co-founder at Falkon AI, a product and engineering veteran, helping companies build resource-driven teams. From beginning as a software developer at Microsoft to being the CEO of the number one GTM intelligence tool, she has gained her expertise with time and patience. She has worked with Microsoft, Amperity, Code.org, and Zulily and raised 0 to 11 million with ARR in 15 household brands. Today, John and Mona Akmal will discuss "revenue intelligence" in this expert insight interview.
Episode #21 of "Can I get that software in blue?", a podcast by and for people engaged in technology sales. If you are in the technology presales, solution architecture, sales, support or professional services career paths then this show is for you! Are sales reps still needed? Should Sales Reps and SAs have a variable commission plan? Eric Heikkila, who formerly led all of GTM/sales for AWS globally, is now the GTM leader for the hot new serverless data caching startup Momento. He sat down with us to really geek out about how they're approaching the sales motion given that they can start from scratch and aren't weighed down by existing legacy sales structure and process. Listen to see how he answers these questions, and many more like product-led vs. sales-led growth, selling directly vs. through a cloud marketplace to save time and effort in the procurement process, and how the skillset required to be an SDR, SA, and Sales Reps have evolved over the last 10 years After that there is a short segment to showcase Bobby Zeik, an innovative artist doing really interesting work with spray paint, and he talks about his inspirations as well as his process for getting the work onto canvas. Contact us on Twitter or LinkedIn to suggest companies or tech news articles worthy of the podcast! Our website: https://softwareinblue.com Twitter: https://twitter.com/softwareinblue LinkedIn: https://www.linkedin.com/showcase/softwareinblue Make sure to subscribe or follow us to get notified about our upcoming episodes: Youtube: https://www.youtube.com/channel/UC8qfPUKO_rPmtvuB4nV87rg Apple Podcasts: https://podcasts.apple.com/us/podcast/can-i-get-that-software-in-blue/id1561899125 Spotify: https://open.spotify.com/show/25r9ckggqIv6rGU8ca0WP2 Links mentioned in the episode: Momento's Home Page: https://www.gomomento.com
With more than 1,200 employees, it isn't easy for Gong co-founder and CEO Amit Bendov to stay in touch with everyone. So, his team has established a series of regular programs to communicate the company's priorities and give workers a chance to ask questions. And despite the revenue intelligence company's scale, they've established a core value called No Royalty: “You're supposed to be able to communicate with anybody in the company,” Amit says. “You're no better than anybody.”In this episode, Amit and Joubin discuss name pronunciation, education and culture, communicating in English, family as pseudo-co-founders, remote work, AI customer management, missing the quarter, “Google for enterprise,” drinking your Kool-Aid, “win as a team,” GPTChat and other AI breakthroughs, and solving problems vs. pursuing opportunities.In this episode, we cover: The “captain's table” and spreading company priorities (02:12) Amit's first jobs and splitting his time between the US and Israel (06:47) The differences in work culture between the two countries, and returning to the office (14:19) Amit's pre-gong jobs at Click Software, Panaya, and Sisense, and how he got the idea for Gong (18:40) Starting a new company in your 50s and why “nobody wanted to invest in us” (24:58) Gong's brand, its culture, and the lines before personal and professional (32:15) The art of company-building and enjoying the ride (34:59) Professional struggles and two embarrassing stories about cars (39:57) Being on autopilot, and the pros & cons of letting your mind wander (45:05) Automation vs. personal human relationships, and what AI can do that humans can't (48:04) If Amit were starting Gong over from scratch, what would he do differently? (55:08) Links: Connect with Amit Twitter Linkedin Connect with Joubin Twitter LinkedIn Email: email@example.com Learn more about Kleiner Perkins
In todays episode of the SellingSaas Podcast, Duane chats with Tim Geisenheimer about how as the CEO of Correlated, he leans on their existing customers as product advocates in sales cycles instead of just the traditional GTM strategies to have a major impact on closing rates, customer belief and some the highest confidence in product usage. EPISODE HIGHLIGHTS: 1:00 - Leaning on Existing customers as a advocates in the sales cycle 2:00 - when good fit customers ask for it, why would you fight it? 3:15 - the two most important things to consider when adopting PLG or selling into a market using a PLG strategy If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society. Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.
Ted Blosser joins Collin Stewart on this episode of the Predictable Revenue podcast to discuss the difference between go to market fit (GTM) and product market fit. Ted is the Chief Enablement Officer (CEO) at WorkRamp, an all-in-one learning management system. Highlights include: the difference between go to market and product market fit and why the two are commonly confused (3:36), WorkRamp's unique journey to achieve GTM fit (5:30), how Ted generated $100-200k a day in pipeline on LinkedIn alone (8:15), the biggest stumbling blocks to building a successful outbound engine (16:55), how to determine when you've reached product market fit (24:47), dealing with AE churn before finding GTM fit (30:06), how to find the right salesperson for your product (40:10), why direct experience isn't always the most important factor in hiring (43:39), why WorkRamp chose to hold off on specializing their sales team (48:07), and why in the future product market fit will be the key to raising capital (54:40).
Michel Jourdain Jr., Promoter & Racing Driver. Jourdain has competed in racing series around the world, including IndyCar, NASCAR, Touring Cars and Rally. He is also the promoter of Super Copa, Mexico's largest racing series, including GTM, Truck, Formula 5 and Mexbike while competing himself. Online Race Industry Week 2022: 5 days, 55 hours of LIVE webinars, 150+ race industry speakers, 110 countries represented in attendance. From EPARTRADE, RACER.com, & SPEED SPORT. Presented by ETS Racing Fuels, Scott Lewis Associates, & Total Seal Piston Rings. Sponsored by ARP Inc, Performance Plus Global Logistics, & Motul.
In todays episode of the SellingSaas Podcast, Duane sits down with Meagan Davis from Hunters to chat about the need for patience when implementing sales enablement and understanding the real timeline involved, and how important it is to define the measurable's you're looking to impact so you can track how effective it is over time. EPISODE HIGHLIGHTS: 0:48 - Losing patience in the enablement plan when its hard to connect the strategy directly to new revenue. 2:15 - How long does it take to actually rollout a sales enablement strategy and why? 4:15 - defining the metrics and the key results you're looking to impact will make the biggest difference when rolling out enablement If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society.Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.
Changing Channels welcomed dozens of seasoned and insightful channel leaders from around the world and across the industry to share their experiences in developing modern routes to market. As we transition to the new year, Channelnomics is revisiting some of the best moments of Changing Channels over the last 12 months. We're looking back at the deep thoughts and experiences shared by numerous industry executives, including: Rob Rae, Datto Cheryl Cook, Dell Technologies Louise McEvoy, Trend Micro Ted Schumann, Planet One (now Avant) Michelle Hodges, Ivanta (formerly of GitLab) John Dusett, Ingram Micro Cloud Lou Serlenga, Nile Dan Tomaszewski, Kaseya In addition, we recall some of the most salient soundbites of our top five guests of the year. Justin Crotty of NetEnrich on the importance of demonstrating value in managed services Kim King of Hitachi Vantara on building consensus in developing new systems Todd Palmer of Tanium on the fallacy of finding the right partners Eric Buck of Google on the value of distribution in bringing cloud services to market Patrick Pulvermuller of Acronis on the impact of the Russo-Ukraine War Check out the great Changing Channel highlights of the year or see the full episodes on the Channelnomics YouTube channel. Follow us, Like us, and Subscribe! Channelnomics: https://channelnomics.com/ LinkedIn: https://bit.ly/2NC6Vli Twitter: https://twitter.com/Channelnomics Changing Channels Is a Channelnomics Production Follow @Channelnomics to stay current on the latest #research, #bestpractices, and #resources. At @Channelnomics — the voice of thought leadership — we define #channel trends, chart new #GTM strategies, and #partner with industry leaders to champion #diversity in the channel. Episode Resources Host Larry Walsh: https://bit.ly/3beZfOa In the Margins: https://tinyurl.com/2sun9z5s © 2112 Enterprises LLC
In todays episode of the SellingSaas Podcast, Duane sits down with Tim Geisenheimer from Correlated to talk about some of the growth they're seeing in the market as it relates to product-led growth, non-traditional GTM strategies, and some of the things that are working for them as a startup as well. EPISODE HIGHLIGHTS: 1:05 - Can't just be sales getting feedback for "what works," needs to be every one rallying around the customer journey and optimizing for product adoption and usage. 2:30 - How to start the conversation with product and engineering to get onboard with and prioritize the work for product-led growth. 4:30 - including product and engineering teams in the GTM strategy discussions so they understand the need 5:50 - Traditional campaigns are 't working anymore, so what is? Word of mouth. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society. Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.
Jon Levin has been teaching at Stanford for more than 20 years, and has been the dean of the famous Graduate School of Business since 2016. Although teaching at Stanford puts him in contact with some of the most promising future entrepreneurs in tech, he says he hasn't yet been tempted to leave academia for a startup because “I actually love being part of an institution that's gonna be around for hundreds of years.” As public trust in institutions has eroded in recent years, Jon and his colleagues have had to make changes. For example: Proactively challenging GSB students to think about “What does it mean to be a leader of an organization in today's world?”In this episode, Jon and Joubin discuss honorific names, applying research in the real world, matching med school students, the “endless frontier,” the globalization of innovation, the entrepreneurial “itch,” the erosion of trust in institutions, US-China relations, students from Ukraine and Russia, what the GSB admissions staff looks for, self-awareness, the “Touchy Feely” class, and the serendipity of in-person classes. In this episode, we cover: The John Bates Clark Medal, and researching economic topics like auction design (01:56) Nobel Prize winners at the Stanford GSB and the uniqueness of the US university system (10:15) Teaching entrepreneurial students and the value of institutions (16:30) Being affirmative vs. reactive and how Jon measures success (23:07) International MBA students and the importance of geographic diversity (27:27) Growing up in an academic family and how Jon's theory of teaching (34:47) The qualities that “great” GSB alumni have in common, and the gradual changes to business school cohorts (39:12) The qualities of “great” faculty and what was lost when classes moved to Zoom during COVID (47:06) Links: Connect with JonLinkedIn Connect with Joubin Twitter LinkedIn Email: firstname.lastname@example.org Learn more about Kleiner Perkins
Uri Levine - Co-Founder of Waze and Author of Fall in Love with the Problem, Not the Solution: A Handbook for Entrepreneurs If you are afraid to fail, in reality, you have already failed. Uri Levine is a passionate entrepreneur and disruptor, a two-time ‘unicorn' builder (Duocorn). He is co-founder of Waze, the world's largest community-based driving traffic and navigation app, which was acquired by Google for $1.1 billion in 2013, and former investor and board member in Moovit, ‘Waze of public transportation', which was acquired by Intel for $1 Billion in 2020. Levine has built more than a dozen startups and has seen everything ranging from failure, midlevel success, to immense success. Unicorns—companies that reach a valuation of more than $1 billion—are rare. Uri Levine has built two. Levine is co-founder of Waze, —the world's leading commuting and navigation app with more than 700 million users to date which Google acquired in 2013 for $1.15 billion—and his second unicorn, Moovit. Dubbed “the Waze of public transportation,” Moovit was sold for $1 billion to Intel in 2020. In his new book, Fall in Love with the Problem, Not the Solution: A Handbook for Entrepreneurs, with a foreword by Steve Wozniak, co-founder of Apple, Levine reveals the formula and key components of building a successful start-up that drove those companies to compete with industry veterans and giants alike. Significant tech companies in the world today—Tesla, Waze, WhatsApp, Facebook, Uber, Netflix—were start-ups not that long ago, but Levine believes the next generation of entrepreneurs will make an even bigger impact. As a mentor and teacher, Levine intends to help entrepreneurs disrupt inefficient markets and improve under-functioning services, to focus on solving society-wide problems while saving consumers time and money. Barrett Young - Senior VP Fleet Safety Strategy at Netradyne Our automobile driving artificial intelligence has almost 37,000 years' worth of training. Barrett Young is a strategic and innovative leader with half a decade in fleet safety and fleet management technology and over a decade of integrated marketing experience for both B2B SaaS and B2C companies. He has developed and led strategic go-to-market initiatives of advanced safety technology and the roll-out of the ELD mandate. He is passionate about GTM analysis and has a fury for big thinking and innovation that scale companies and revenue. With roads increasingly more crowded with delivery drivers and commercial vehicles, driver safety is top of mind for everyone. Between road risks and driver safety concerns, small and medium businesses (SMBs) with fleets face unique challenges in today's climate. In fact, a recent survey revealed that two-thirds (66%) of decision makers at SMBs with fewer than 1,000 employees and five or more vehicles in their commercial fleets are making financial decisions based on immediate needs instead of safety. Smart tech and A.I. driving solutions may make staying on top of driver safety and saving money easier for these owners. With businesses making safety a priority for their fleet of drivers, this keeps all drivers safe on the road.
In todays episode of the SellingSaas Podcast, Duane sits down with Meagan Davis, and chats about the different expectations of customer-facing teams, and how most of the time it is just sales that is expected to bring in results. Support reps need to be able to handle chats and fix problems, while customer success managers are responsible for keeping accounts executives happy. EPISODE HIGHLIGHTS: 0:01:03 - The Different Roles of a Customer Facing Team0:02:49 - Sales Enablement: The Biggest Challenges Facing Revenue Teams0:05:21 - The Importance of Sticking to a Plan in Sales The conversation discuss sales enablement from the perspective of improving mindset and skillsets to help revenue teams. They discuss some of the challenges that sales reps and revenue teams face, including the no decision cop out, and how sales enablement can help address those challenges. Finally, they talk about the importance of mindset in sales enablement, and how it can help sales reps push themselves further. Meagan talks about the importance of having a sales mindset in order to stick to a sales plan and be successful. They talk about how a sales plan takes discipline and patience to execute, and how it can be helpful to have a mentor or coach to help with guidance. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society. Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.
Phil Vallender, Director of Blend Marketing, joins the show to discuss changing B2B buyer preferences and his team's method for adapting. As Phil notes, buyers are attempting to remain as anonymous as possible, with a strong partiality for data privacy, the avoidance of cold calls and spam messages, and a general disinterest in a seller's “lead nurturing events”. Phil offers his read on changing preferences and what his team does to enable buyers to self-serve through the buyer's journey and what this means for his team's GTM and approach to inbound for themselves and their clients—a strategy he's coined “inbound demand generation”. Phil explains inbound demand generation at the tactical level and what it means for the deployment of HubSpot and the associated strategies executed within. Specifically, Phil shares how the HubSpot CMS can be such an impactful tool to account for, and align with, this shift to yield positive results.
In todays episode of the SellingSaas Podcast, Duane sits down with Tim Geisenheimer from Correlated, and discuss the importance of Customer Success Managers (CSMs) and how they are often undervalued or ignored by product development teams. They also lament the lack of information and education available to CSMs, making it difficult for them to properly measure the health score of their customers. EPISODE HIGHLIGHTS: 1:20 - Health Score: A New Way to Measure Customer Engagement2:30 - Using specific tools to automate messaging and re-engage customers and cross sell opportunities. 3:20 - Who owns the health scoring process in a Saas company? Companies can use health scoring to improve their marketing and sales strategies. Health scoring can help identify areas where customers are disengaged, at risk of churn, or ready for cross-sells. The goal is to help teams prioritize accounts and winnow down lists into more manageable chunks. And, discuss who is responsible for monetization within a company. They explain that it is often a collaborative effort between different teams, including product, engineering, design, marketing, growth, sales, customer success, and ops. They note that growth marketing teams and sales teams often work closely with monetization efforts, as they are responsible for conversion and expansion. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society. Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.
In todays episode of the SellingSaas Podcast, Duane sits down with Meagan David from Hunters to chat about necessary its become over the last few years and how its over looked until a company puts a process in place, then it becomes an asset they can't do without. EPISODE HIGHLIGHTS: 0:01:03- Sales Enablement: The Importance of Training and Development0:02:15- Sales Enablement: The Biggest Misconceptions0:05:02- Basics in onboarding with new hires, and the ongoing check ins as they progress in their employment. The biggest challenge with sales enablement is that there is no one clear definition of what it is, and where it fits into an organization. Additionally, there is a lack of understanding of why sales enablement is necessary. Without a clear understanding of what sales enablement is and why it's important, it's difficult to build a business case for it. One way to overcome this challenge is to focus on specific programs, such as employee onboarding, and to attach it to specific metrics, such as the total cost of sales. By doing this, you can demonstrate the value of sales enablement and build a case for it within your organization. The salesperson and account executive can own the entire deal process and close on their own a deal that was not inherited from someone else on the team or their manager. For an account executive, leading indicators of success can be practice activities leading up to that, such as being able to pitch the company they are with without any prompts. Everyone at every company should be able to tell a stranger what their company does. If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today's society. Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.
In this conversation, we speak with James McGillicuddy. James was previously Head of Strategy at Carta ($7.4B valuation) where he brought products like CartaX to market, and before that was the COO and early team member of SourceGraph — a universal code search tool company valued at $2.6B. He was also early at RelateIQ (acquired by Salesforce for $390M) and played college football for Stanford under Jim Harbaugh. Some highlights: how James approached decisions on which early stage companies and founders to work with, lesson learned from building and scaling GTM at the zero to one stage from earliest days to unicorn-level for multiple companies, approach to building teams and why he loves it, and some really fun stories and lessons from playing college football with legendary coach Jim Harbaugh. We hope you enjoy this episode as much as we did.LinksFollow James on TwitterHit subscribe to keep up with new episodes!Follow Ashish and Zane on Twitter for summariesClick here to share feedback — it only takes a minute
“Think about the pandemic without the internet,” says Cloudflare co-founder and COO Michelle Zatlyn. The world's sudden shift to doing almost everything online only worked because network engineers, IT administrators, and internet infrastructure companies like Cloudflare had done the work. Michelle says that, both personally and professionally, she's fine being under the radar because she doesn't need to be publicly reminded of the importance of her job: “It's like all the roads, the tunnels, the bridges ... when it works, it's magic. Really, you don't even know we exist.”In this episode, Michelle and Joubin discuss the pressure of success, advice for founders, low-drama startups, the power of the Cloudflare blog, internet security, the cross-country U-Haul trip, sweating the details, San Francisco as a “power center,” helping the next generation of founders, “the airplane effect,” injecting tension, why learning is a superpower, and choosing to feel the bumps in the road.In this episode, we cover: Carrying the torch for women in infrastructure and “just getting started” (01:15) Being under the radar and the over-glamorization of founders (07:19) Why it's so hard to hire & empower a great team (15:35) How Cloudflare is building a better internet (22:08) How Michelle, Matthew Prince, and Lee Holloway met and why they started Cloudflare (28:23) “Losing” at TechCrunch Disrupt's Startup Battlefield — and turning it into a win (34:10) Building remote vs. choosing to be in the SF Bay Area (40:54) “I don't understand why anyone starts companies” (46:28) How to run the best board meeting ever (55:31) Why Michelle brought her kids to the New York Stock Exchange for “Mom's Special Day” (01:00:51) The skill that sets good founders apart from great ones (01:02:34) How a back injury took away a year of Michelle's life (01:10:16) Links: Connect with Michelle Twitter LinkedIn Connect with Joubin Twitter LinkedIn Email: email@example.com Learn more about Kleiner Perkins
Season's greetings everyone! And welcome to the next episode. This one is a special one. Not only because it's our 200th episode, but we have a real mover and shaker in the payment space to help us celebrate it! He's a 30-year payments veteran with a passion for flying and a self-proclaimed “fintech geek.” Fortis CEO Greg Cohen is a true leader in payments.This episode is sponsored by Citizens Pay. With Citizens Pay, merchants have the security of a leading national bank and an omnichannel platform designed to streamline the buying process. If you want to learn more about Citizens Pay, visit https://citizensbank.mvk.co/2hycr where you can find additional information about Citizens Pay and the buy now pay later payment model.For those of you who may not know, Fortis is a fintech company with a mission to make software companies better through embedded payments. They offer a processor neutral gateway that caters specifically to the hospitality, healthcare, specialty retail, B2B and VAR industry sectors. And their employee headcount sits at about 250 dedicated team members, with an annual processing volume upwards of $20 billion in the North American continent. And that's just their cereal box stats. Their real drive is in their competitive advantage! The company's edge in the marketplace revolves around a guided journey for their customers through vertical specialization. This means customers can use their gateway, proprietary technology, GTM guidance and feature functionality to walk/jog/run towards their goal of being a:· Payment facilitator/Payfac· ISO/Agent· Or a successful referral partner Whatever the destination, Fortis can guide the journey. And, according to Greg, it's this ability to talk the talk and walk the walk in a very vertical specific manner that gives Fortis the right to win in just about every industry sector. Tune in to hear Greg talk about his fascinating journey to CEO, including what motivated him to get his private pilot's license and why flying is truly his great escape. We also talk about upcoming trends to expect in the industry over the next few years, including an uptick in mergers and acquisitions, the globalization of Omnichannel payments and a faster path towards the embedded experience.
In search of business intelligence and GTM insights, we look to our customers and to our customer data. But today's guest shares with us a critical and untapped resource: our frontline team members. Learn how to better understand customer value by engaging your employees on the topic.Our guest is Chris Wallace, the Co-founder and President of Innerview Group, an internal brand consultancy that helps their clients win from within. This conversation covers:The How/When/Why of surveying your frontline people about customer valueWhy you must develop a process to discover value in your own businessHow different types of customers get different value from the same offerWhat the give and take process is from the top to the bottomHow to close the loop and unlock the passion of your team More information about Chris and today's topics:LinkedIn Profile: https://www.linkedin.com/in/christopherewallace/Company Website: https://innerviewgroup.com/Other Relevant Links:https://innerviewgroup.com/infront/E-book - https://innerviewgroup.com/wp-content/uploads/2022/11/FrontlineInsights-eBook.pdf Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Amazon, or Google Podcasts, and find more episodes on our blog.
Oskari Saarenmaa is Founder & CEO of Aiven, the fully managed, open source cloud data platform. Their platform combines all the tools needed to connect and manage open source data services such as Apache Kafka, Grafana, MySQL, Redis, InfluxDB along with many others. They have also open sourced a number of projects themselves (see here on GitHub). Aiven has raised $420M from investors including IVP and Atomico. In this episode, we discuss automation as a core value, finding a role in the open source ecosystem across multiple projects, the importance of 24/7 support when you have global customers, learning GTM as a technical team & more!
Grit has never been just about business, and success is not a vaccine against stress, anxiety, or depression. On today's special episode, Joubin looks back at nine past interviews and the advice shared by guests who have been through difficult personal challenges. You can find links to the full interviews these clips came from below.In this episode: CCO Forter, Ozge Ozcan on burning out like a phoenix and the “dark side” of grit (01:05) CMO Samsara, Sarah Patterson on the value of being vulnerable — and specific — with your employees (06:14) Co-Founder & CEO Clari, Andy Byrne on his “dark year” and reframing big problems as moments in time (11:00) Former CRO at Notion, Olivia Nottebohm on accountability, empathy, and what people will remember when you're dead (21:28) Former CRO at HubSpot, Mark Roberge on crippling anxiety attacks and the importance of finding time for your own health (28:25) Founder & CEO Thrive, Arianna Huffington on the growing cultural acceptance of talking about burnout, stress, and sleep (37:13) Co-founder of Intuit, Scott Cook on spending time with family and recording your memories (44:11) Former President at NetApp, Tom Mendoza on how to find out who your real friends are (49:15) CRO Snowflake, Chris Degnan on the motivating power of fear (55:53) Links: Connect with Joubin Twitter LinkedIn Email: firstname.lastname@example.org Learn more about Kleiner Perkins