Episode 1: Nick Mehta, Gainsight

In this inaugural episode of Second Acts, Krish sits down with Gainsight’s CEO, Nick Mehta, to arrive at the very heart of this “mission-critical," post-PMF stage of scaling a SaaS business. Nick: “If you’re not careful and you don’t watch that bookings growth and drive it, you’re going to hit a wall. Some markets don’t hit a wall quickly. For example, Salesforce kept going for a long time because the CRM market was so big. However…the reason Salesforce is worth a couple of hundred billion dollars and not 20/50 is Service cloud. They said, act one is Sales Cloud. Act two is Service Cloud. Then act three was Marketing Cloud and some other things.”—Chapters: 0:38: An introduction to Nick 1:57: Premise of this podcast series 6:10: Why most companies need a second act (way) sooner than they think8:38: How to figure out when you need the second act (mathematically) 14:01: Two factors that dictate this transition: cycle time and org charts15:52: The M&A patch18:13: Why a top-down motion can prove incredibly advantageous 21:28: How to approach different rights-to-win/product adjacencies28:38: The art of layering S-curves 33:50: The four things scale-ups need to be good at—Mentioned: So You’ve Raised a SaaS Mega Round: Now What? Invisible asymptotes My Top 10 Mistakes In 10 Years: Gainsight CEO Nick Mehta—Connect with Nick: XLinkedInMehtaPhysical—Connect with Krish:XLinkedIn—About Chargebee: Chargebee is a Revenue Growth Management platform that helps thousands of subscription businesses unlock second acts of scale. Learn more.