'Crossing the $100m ARR Chasm' with Joe Marcin

 Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀I am your host, Adam Richardson and on today’s episode, I am excited to welcome Joe Marcin, CRO at FirstUp!With other 25 years’ experience in the Software Sales world, Joe is a 3 times CRO who has spent the last 10 years focussed on scaling companies across the $100m ARR chasm.Some of my key takeaways from our conversation were: 💡 How your Hiring Profile changes as you scale – and how get people brought into change.💡 The importance of robust processes and to move away from tribal knowledge and the importance of cross-functional alignment.💡 The importance of technology and how to evaluate, and in some cases, consolidate this to help you scale. Let’s Dive in!  ________________________________________________________________________________  Watch the episode on YouTube 🎥 – https://youtu.be/ZeZ7cqrNQJM Connect with Joe here - https://www.linkedin.com/in/jmarcin/ Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/  Learn more about Strive here - https://scalewithstrive.com/solutions/  _________________________________________________________________________________ 15:09                Sales Leadership and DNA Profiles20:37                Managing Organizational Change and Engagement24:45                Strategic Changes in Compensation and Processes29:37                Process and Accuracy in Sales Forecasting34:39                Signal and Value Hypothesis in Sales39:57                Process and Execution Strategies in Business45:21                Leveraging Technology for Revenue Operations52:59                Lessons in Scaling Organizations Beyond $100M1:00:28             Harmonizing Best Practices for Success