SaaSy Talk Unfiltered

About The Guest(s): Brooke Roberts is the co-founder, director and 3EO (co-CEO) of Sharesies and mother of two. At Sharesies, their vision is to give someone with $5 and $5m the same money opportunities. Sharesies is a wealth app with over half a million investors who’ve collectively invested billions of dollars. Sharesies also partners with NZX and ASX listed companies so they can know and communicate to their retail investors, support with capital raises and provide staff share schemes. Brooke is passionate about creating equal opportunities and business being a force for good—she puts a lot of focus on making sure Sharesies has a positive impact on people, customers, communities, and the environment. Brooke was the co-winner of the 2020 Women of Influence- Business award, alongside co-founder, Sonya Williams. Brooke was also awarded the 2022 NZ Hi-Tech Inspiring Individual and 2022 NZ Services Entrepreneur of the Year, alongside co-founders Sonya and Leighton. Episode Summary: In this engaging interview with Brooke Roberts, co-founder of Sharesies, the discussion revolves around the birth and growth of the company. Brooke shares insights into the co-founding moment of Sharesies, the challenges and motivations they faced, the unique three-CEO model, decision-making frameworks, go-to-market strategies, early challenges, entering the Australian market, and the future vision of Sharesies. The conversation delves into the values, purpose, and mission driving Sharesies to provide financial empowerment for all users. By detailing the strategic decisions, challenges, and successes along the way, Brooke offers a glimpse into the intriguing entrepreneurial journey behind Sharesies. Key Takeaways: Brooke and her team conducted thorough research before launching Sharesies, focusing on understanding users' beliefs and experiences around money. Sharesies started as an investment platform and has since evolved into a comprehensive wealth app, offering access to KiwiSaver, savings, insurance, and more. The company's unique three-CEO model enhances decision-making and fosters collaboration among the founders. Sharesies expanded into the Australian market, adapting their product to suit the regulatory differences and market needs. Brooke envisions Sharesies as the heart of wealth and aims to provide financial freedom and empowerment to individuals globally. Notable Quotes: "The risk of not doing this is greater than doing it." - Brooke Roberts "People want to be investors. They do feel left out, jargoned out. Those that are investors can have a way better experience." - Brooke Roberts Chapters 0:00 The Birth and Growth of Sharesies: A Journey with Brooke Roberts 3:27 The Unique Three-CEO Model at Sharesies 7:32 Go-to-Market Strategy and Early Challenges for Sharesies 11:00 Fundraising Strategies and the Importance of Mission-Aligned Investors 15:18 Expanding Sharesies to Australia Amidst Regulatory and Market Challenges 22:34 Regrets, Surfing, and Sharesies' Future Vision 23:36 Sharesies' Evolution from Investment Platform to Comprehensive Wealth App 25:40 Quick fire-round Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/    Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/   Follow Sean Diljore on Linkedin:https://www.linkedin.com/in/seandiljore/

About The Guest(s): Born to a Swiss father, and a Maori mother of Te Arawa descent, I’m a little different, and I love it. At the time of writing this, I’ll be splitting my time between being a Dad to two lil lads under 3, sport and mountain bike addict, wannabe chef, and helping Auror empower more retailers around the world to stop crime, for good. Episode Summary: In this episode, Marcus delves into his experiences at Auror, a crime intelligence platform, and shares valuable insights on building a global brand. From his upbringing in the culinary world to his transition into marketing, Marcus provides a captivating narrative of his journey. He discusses challenges faced while scaling the team, the impact and opportunities that COVID-19 presented, and strategies for competing with bigger brands in the US market. The conversation also touches on the importance of metrics, data-driven decision-making, and the nuances of entering and scaling in new markets. Key Takeaways: Marcus emphasises the importance of being bold and confident when entering new markets, particularly the US He stresses the significance of testing hypotheses in real-time, adapting strategies on the fly, and staying agile Listening to customers, understanding different markets, and being hyper-focused are key strategies for success The value of authenticity and human connection sets the foundation for sustainable growth in business Building a cohesive team, aligned goals, clear communication, and centre of excellence are imperative for maintaining synergy in sales and marketing efforts Notable Quotes: Be bold, listen, and test hypotheses early to accelerate growth in new markets Executing well and aligning global and regional goals are crucial for sustained success Staying authentic and connected to customers sets the tone for building a strong brand in competitive markets Chapters 0:00 Building a Global Brand: Lessons from Marcus at Auror 2:37 Auror's Crime Intelligence Platform Reduces Retail Theft Significantly 3:30 Challenges and Strategies in Scaling a Growing Company 6:54 Strategies for Global Expansion and Market Penetration 10:59 Strategies for Market Entry and Scaling Up 16:59 Strategies for Entering and Succeeding in the US Market 24:44 Leadership Evolution and Maintaining Team Cohesion at Auror 29:12 Quickfire Round: Marcus's Favourites from Sports to Peanut Butter

About The Guest(s): Adam Clark, one of NZ's leading tech entrepreneurs. He was co-founder and CEO of Groov, and of mobile banking software provider M-Com, which was acquired by Fiserv in 2011 and now serves over 3,000 banks globally. Since returning to New Zealand in 2012, Adam has played a key role in the establishment and growth of many of the country's most promising software companies, including two further exits via acquisition. He has also been deeply involved as an investor and board member in companies such as Tradify, Parrot Analytics, and UneeQ. Episode Summary: In this episode, Adam Clark shares his blueprint for startup success, drawing from his experience founding M-com and successfully exiting the company through acquisition by Fiserv. The conversation delves into the early days of M-com, navigating the dot-com bubble, expanding to the US market, and the challenges and triumphs of building a successful business. Adam emphasizes the importance of deliberate planning, the value of frugality, and the necessity of building high-quality products to succeed in the competitive startup landscape. Key Takeaways: Building a startup requires a high level of deliberateness, with a focus on planning and execution. Frugality and efficiency are key factors in the success of a startup, especially in a market with limited resources. Partnerships can be accelerants for growth but require careful consideration and deep investment to be successful. Learning from failures and adapting quickly is crucial for startup founders to thrive in a rapidly evolving environment. Founders should prioritize building a strong founding team with high intellect, energy, and a shared passion for solving problems. Notable Quotes: "You can't outsource the hard work. The hard work's going to be there." - Adam "The people are everything. Look for a founding team that is super focused, really smart, and high-energy." - Adam Chapters 00:18 Founding mcom: The Early Days 01:08 Navigating the Dot-Com Bubble 02:30 Expanding to the US Market 04:16 The Fiserv Acquisition Journey 05:02 Challenges and Successes in the US 14:11 Bootstrapping and Fundraising Insights 19:50 The Evolution of the New Zealand Startup Ecosystem 26:18 Challenges for New Zealand Startups 26:39 Value of Experienced Board Members 28:16 The Realities of Partnerships 32:40 Investing in Startups: Lessons Learned 41:49 Quick Fire Round: Fun Questions Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/    Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/   Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/  Subscribe on Linkedin: ⁠ https://www.linkedin.com/company/saasy-talk-unfiltered⁠

About The Guest(s): Aneesh is the Founder and CEO of The Wishly Group. With over 17+ years in sales, most recently at Pinterest, Aneesh works with emerging organizations to accelerate their revenue. He currently operates as a Fractional Revenue Accelerator by tapping into orgs' sales, marketing and community initiatives. Most recently, Aneesh has been coined as one of LinkedIn's first GTM Talent Agents, representing the likes of John Barrows, Kevin Dorsey, Morgan Ingram, Devin Reed and Jen Allen.Episode Summary: In this episode, Aneesh discusses the future of LinkedIn influencers and revenue acceleration. He shares his experience in the B2B space and how he has brought his media background to LinkedIn. Aneesh explains his role as a fractional revenue accelerator and talent manager for LinkedIn sales creators. He emphasizes the importance of integrating sales, marketing, and community to build a modern revenue engine. Aneesh also discusses the challenges and opportunities for LinkedIn creators, the impact of gamification and AI on the platform, and the need for quality control in content creation. Key Takeaways: The B2B space is experiencing the influence of marketing seen on platforms like TikTok and Instagram. Aneesh's role as a fractional revenue accelerator involves integrating sales, marketing, and community to build a modern revenue engine. LinkedIn creators need to focus on creating content that solves problems, provides valuable assets, sells transformation, and engages socially. Brands should look for consistency, engagement rates, and brand alignment when partnering with LinkedIn creators. The future of LinkedIn influencers lies in strategic partnerships, speaking engagements, and multi-channel presence. Notable Quotes:  B2B space is getting the influence of marketing that you would have seen on TikTok, Instagram, and Snapchat." - Aneesh "You need to be able to come up with ideas and concepts that drive people down the purchase funnel." - Aneesh "Quality control is so important because who you choose to align with, are they financially motivated or do they actually care about your brand?" - Aneesh Chapters 00:43 Current Ventures and Business Model 01:53 Revenue Accelerator Explained 03:25 LinkedIn as a Platform for Influencers 07:50 Challenges and Opportunities for LinkedIn Creators 12:20 Navigating Personal Branding and Employment 17:42 Technical Difficulties and Connection Issues 17:55 The 4S Method for Content Creation 20:27 Future of Content Creation and AI 21:27 Quality Control in Content Creation 23:59 Strategic Partnerships and Brand Alignment 28:12 Quick Fire Round: Personal Favorites 31:17 Conclusion and Final Thoughts Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered   Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/    Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/   Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): Nick Houldsworth is Co-founder of Prosaic, which uses open banking and generative AI to automatically find tax deductions for sole traders and small business owners from personal bank, card and loan accounts, to share with their accountant or post to Xero or HNRY. He is also a beachheads advisor with NZTE. Previously he was Exec GM of Product at Xero, leading the developer API and app store, and before that CMO of retail software startup Vend. In the early 2000s he briefly played mandolin in Scotland's second most popular country band. Episode Summary: Join us in this episode as we sit down with Nick Houldsworth, he shares valuable insights into his tech journey, from his unconventional entry into the industry to his experiences at Vend and Xero. He discusses the importance of being scrappy in the early stages of a startup, highlighting the necessity of understanding customer needs and staying adaptable. Nick elaborates on the lessons learned at Vend that remain relevant as he navigates the challenges of scaling his new startup, Prosaic. Through a thoughtful reflection on his past experiences, Nick provides strategic advice on prioritisation, hiring, and cultivating a vibrant company culture. Key Takeaways: Embrace the hustle in the early stages of a startup and be prepared to do whatever it takes to move the business forward. Focus on understanding customer needs and solving common problems to drive the growth of your startup. Prioritise hiring based on the vision of where the company will be in the future, aligning talent with the evolving needs of the organisation. Setting clear expectations with hires and fostering a culture that values action and problem-solving can shape the company's identity and trajectory. Stay intentional about the company's culture by hiring diverse talent that embodies shared values while bringing fresh perspectives to the table. Notable Quotes: We've got something to hook on to - let's see how we can optimise that and grow that part of it while we start to think about what's next." - Nick "Let's be intentional about the next hires, focusing on roles that align with our future growth and set clear expectations with new team members." - Nick Chapters 01:01 Introduction and Greetings 01:11 Nick's Journey into Tech 01:43 From Music to IT 02:15 Early Career in Tech 03:41 Joining Vend and Xero 05:51 Lessons from Vend 08:39 Starting Prosaic 11:32 Early Stage Strategies 21:59 Prioritization and Hiring 27:37 Forecasting the Future of SaaS 28:20 The Importance of Culture in Scaling 29:10 Advising Early-Stage Startups 30:20 Intentional Hiring and Setting Expectations 34:09 Leveraging Past Connections for Talent 39:02 Social Media Strategy for Startups 43:34 Reflecting on Achievements and Future Goals 46:05 Quick Fire Round: Fun and Favorites Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/  Follow Nick Houldsworth on LinkedIn https://www.linkedin.com/in/nickhouldsworth/ Follow Prosaic on LinkedIn https://www.linkedin.com/company/prosaic/ Visit Prosaic Website https://www.prosaic.works/

About The Guest(s): Ozan Unlu is the CEO and Founder of Edge Delta. As a researcher, engineer, technologist, and business leader, he spent many years of his life in Turkey and has additionally resided in Portland, Seattle, and San Francisco. After years working as a software developer automating monitoring technologies server side at Microsoft, Unlu was part of the early team that built cloud computing platform Azure and subsequently the security team that handled all zero-day vulnerabilities across all Microsoft services. Though successful in the early years of his career at Microsoft, Unlu took the opportunity to join Silicon Valley Tech startup Sumo Logic as the first solution architect at corporate HQ. Helping grow Sumo Logic's ARR from $3M to $150M and stepping into a sales management role, Unlu contributed to the company's future successful IPO. While serving as a trusted advisor to hundreds of companies, including some of the largest in tech, travel, finance, retail, and gaming, Unlu's unique experience and perspective on monitoring and observability led him to identify critical gaps in the market. Accelerating data growth requires a next-gen observability solution able to scale to petabytes and Unlu founded Edge Delta to meet these needs. Today, Edge Delta is Series B, has raised $82M, and is a leader in observability with a focus on data pipelines and continuous AI. Episode Summary: In this episode, Ozan, founder and CEO of Edge Delta, joins the show to discuss his journey in the tech industry and the birth of Edge Delta. Ozan shares his background in engineering and his experience working at major tech companies before starting his own startup. He explains how Edge Delta is revolutionizing data observability in a world where data volumes are growing exponentially. Ozan also discusses the challenges of transitioning from a technical role to a founder and the importance of building the right team. Key Takeaways: Edge Delta is a startup focused on data observability, addressing the challenges of managing and analyzing massive volumes of data in a rapidly evolving technological landscape. The data volumes being generated by organizations have grown exponentially in recent years, and traditional observability solutions are struggling to keep up. Edge Delta offers a new architecture and approach to handle the increasing data volumes. Ozan emphasizes the importance of having a strong team and the need to fill skill gaps when building a startup. It's crucial to have a diverse set of skills and expertise to tackle the challenges that arise. Founders need to be prepared for the ups and downs of the startup journey. It requires resilience, determination, and the ability to adapt to changing circumstances. Ozan highlights the importance of celebrating milestones and reflecting on the progress made. It's easy to get caught up in the day-to-day challenges, but taking time to acknowledge achievements can boost morale and motivation. Notable Quotes: "I think the biggest learning experience I had early, and maybe this is just founder conviction, founder, what do you, whatever you want to call it, overconfidence. The realization of how interconnected every single small part of the business is." - Ozan Unlu Chapters 00:07 Journey into Tech: From Intel to Edge Delta 00:57 Exploring Edge Delta: Revolutionizing Data Observability 02:53 The Startup Leap: Challenges and Mindset Shifts 05:53 From Developer to Founder: Navigating the Startup World 08:58 Scaling a Tech Startup: Sales, Growth, and Innovation 19:10 Reflecting on Progress and Navigating Challenges 21:54 Navigating Startup Funding: Insights and Strategies 22:20 The Reality of Startup Success and the Importance of Commitment 23:12 Pitch Deck Essentials: Putting Your Team First 25:41 Choosing the Right VC Partner: A Two-Way Street 27:24 Building Your First Leadership Team: What to Look For 29:49 Defining Success and Future Ambitions for Edge Delta

About The Guest(s): Kelly Breslin Wright has over 30 years of experience in leadership, sales, operations, and strategy. Kelly has served in multiple executive roles, including as President and Chief Operating Officer at Gong and as Executive Vice President (CRO) at Tableau Software. Kelly is currently Founder and CEO of her own thought leadership platform Culture Driven Sales. Additionally, Kelly has been a Board Director at public and private companies, including Fastly (NYSE:FSLY), Plum (NASDAQ: PLUMIU), Gong, Lucid, Even, and Amperity. She has advised many technology companies, including Dropbox and Asana. She is an adjunct professor at the University of Washington’s Foster School of Business.Earlier in her career, Kelly spent time at Bain & Company, McKinsey & Company, Bank of America, Dale Carnegie Training, and AtHoc. She earned her BA from Stanford University and MBA from The Wharton School at the University of Pennsylvania. Episode Summary: In this episode, Kelly Breslin Wright shares her remarkable journey from selling books door-to-door to becoming a key figure at Tableau Software, guiding the company from its inception through to a successful IPO and beyond. With a focus on the critical role of culture in sales and business success, Kelly discusses her transition into board roles and teaching, emphasizing the importance of mission, vision, and alignment in creating effective teams and compelling sales strategies. Highlights include her insights on building a board for startups, prioritizing people in businesses, and her unique perspective on sales as a deeply human and culturally driven process. Key Takeaways: Kelly's early experiences in sales and entrepreneurship shaped her passion for helping people and running her own business. The importance of aligning sales with the overall company strategy and having a clear mission and vision. The role of culture in driving sales and creating a positive work environment. The need for companies to rate people and culture as top priorities. The challenges and considerations in building an effective board and assessing team dynamics during company growth. Notable Quotes: “Culture ties back to the overall essence of the company”  - Kelly Breslin Wright "Every single person in the company is a guardian of the culture." - Kelly Breslin Wright "The best salespeople have high empathy, are good communicators, and can emotionally connect with others." - Kelly Breslin Wright “I have always had the same priorities…#1 People, #2 People, #3 People.” - Kelly Breslin Wright Chapters 00:21 From Selling Books to Executive Roles: Kelly's Career Path 04:50 Teaching the Art of Sales: Kelly's University Course 11:14 The Essence of Company Culture and Its Impact on Sales 14:21 Guardians of Culture: Every Employee's Role 16:27 Balancing Data-Driven Decisions and Maintaining Culture 20:24 Core Values and Operating Principles: The Foundation of Culture 26:25 Mission, Vision, and Values: More Than Just Words 28:24 Navigating Business Challenges and Priorities 28:50 The Three Pillars of Success: People, PIML, and Culture 29:33 The Importance of the Right Team for Growth 31:48 Evaluating Leadership and Team Dynamics for Expansion 34:11 Cultural Fit vs. Experience in Hiring Decisions 39:44 Culture-Driven Sales: Connecting on a Deeper Level 42:46 Effective Board Composition and Its Impact 46:30 Legacy and Personal Reflections 48:25 Quick Fire Round Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Stephanie Jenkins is the VP of Global Sales at PandaDoc. Prior to PandaDoc Stephanie served as the CRO at rapidly growing Series C startups, and at Glassdoor as the VP of Sales where she scaled the company from an unknown, small-scale start-up to a SaaS recruiting giant (8M →400M ARR). In 2018, she led the team through a successful exit event, an acquisition from Recruit Holdings for 1.2B. Stephanie’s strengths are adaptability, agility, building systems and processes for scale, and creating mission-driven teams.  Episode Summary: In this episode, Stephanie shares her journey into the tech industry, starting from her desire to move to California and work in the tech industry. She discusses her experience at Glassdoor and the lessons she learned during the company's rapid growth. Stephanie also talks about the importance of work-life balance and how she prioritizes her family while still achieving success in her career. She provides insights into adapting and innovating sales strategies, the impact of her career decisions on her personal life, and her leadership philosophy in motivating her team. Stephanie also discusses the future of Pandadoc and her excitement about AI and its potential in the tech industry. Key Takeaways: Stephanie's journey into the tech industry started with her desire to move to California and work in the tech industry, which led her to join Glassdoor and eventually become the Global VP of Sales at Pandadoc. Glassdoor's growth taught Stephanie the importance of adaptability and experimentation in sales strategies, such as bundling products together and running effective proof of concepts. Stephanie prioritizes work-life balance and believes in creating a system of regular review of metrics to deliver the right performance while still being present for her family. As a leader, Stephanie focuses on understanding her team's goals and helping them achieve success both in their careers and personal lives. Stephanie is excited about the future of Pandadoc, particularly in the areas of AI, contract lifecycle management, and configure price quote solutions. Notable Quotes: "It's not the strongest or fastest species that survives, but the ones that can adapt the fastest." - Stephanie "You have to find the thing that makes you love what you do, that you get up excited to do every day." - Stephanie "You have to think about who you're working for, what are we doing, how are we helping people, and then how am I helping this company and helping further that mission." - Stephanie Chapters 00:25 Stephanie's Journey into Tech 03:31 From Sales Beginnings to Global VP 05:17 Lessons from Glassdoor's Growth 07:23 Adapting and Innovating in Sales Strategies 10:56 Exploring Work-Life Balance and Career Choices 14:59 Work-Life Balance in the Tech World 20:28 The Impact of Career Decisions on Personal Life 21:59 Leadership Philosophy and Team Motivation 24:01 Implementing Work-Life Balance in Sales Teams 27:07 The Freedom and Responsibility Model in Sales 30:31 A Week in the Life of a Sales Leader 33:00 Future Aspirations and the Impact of AI 34:09 Legacy and Personal Reflections 35:09 Quick Fire Round: Favorites and Preferences Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): As the Founder of revenue•x, a GTM and revenue advisory providing fractional CRO services, Neil focuses on helping small and medium-sized businesses build an efficient GTM motion that results in a full pipeline and recurring revenue through people, processes, and platforms. Neil brings 25+ years of learning within B2B SaaS, technology, consulting and data businesses, where he has helped lead companies through different growth stages, including $0-$3M, $3-$6M, $20-$50M, and $100M-$200M+. Neil's other passion is PORCH, an exclusive community for immigrant entrepreneurs, which he founded with his son Hunter.  Neil speaks often on the power of community and go-to-networks to help businesses grow and practices what he preaches through his contributions as an Ambassador, and the Chair of the Fractional/Consultant/Advisor group at Pavilion, a Featured Thought Leader at Sales Assembly, and an Advisor at Gartner Sales Community. His background includes leadership positions at RIWI (CRO), Environic Analytics (SVP of Marketing and Partnerships), Deloitte (VP), Dentus (SVP / Managing Partner),  Rogers (Sr Director), and Nielsen (VP). Always trying to live by the POP principles (Passionate, Optimistic, Perseverance), Neil prides himself on having a perfect say/do ratio. Episode Summary: In this episode, Neil shares his journey from working in the corporate world to becoming a fractional CRO and founder of Porch. He discusses the challenges and rewards of entrepreneurship, the rise of fractional roles in the market, and the importance of building relationships in sales and marketing. Neil also talks about his passion for helping immigrant entrepreneurs and the mission of Porch to provide support and resources to this community. Key Takeaways: Fractional leadership is a growing trend in the business world, offering companies the expertise of experienced professionals on a part-time basis. Building relationships and leveraging warm outreach strategies are becoming more effective than traditional cold outbound methods. Events and in-person interactions are still crucial for building meaningful connections and driving business growth. Porch is a community for immigrant entrepreneurs in Canada, providing support, resources, and networking opportunities to help them succeed in a new market. Neil emphasizes the importance of continuous learning and staying up-to-date with new technologies and strategies in sales and marketing. Notable Quotes: "I think we all have different risk factors or different things that make us take a jump or not take a jump." - Neil "Fractional CRO is about getting your hands dirty. I'm doing everything that a full-time CRO would do, just on a part-time basis." - Neil "Outbound strategies are getting harder and harder. We need to focus on warm outreach and building relationships." - Neil Chapters 00:09 Neil's Personal and Professional Journey 02:11 Transitioning from Corporate to Entrepreneurship 04:31 The Rise of Fractional Roles and Neil's Current Ventures 04:51 Reflecting on Career Choices and the Impact of COVID-19 10:23 Exploring the Fractional CRO Role and Its Benefits 18:51 Giving Back: BeFractional and Porch Initiatives 23:16 Empowering Immigrant Entrepreneurs: The Forge Community 25:53 Shifting Gears: Go-to-Market Strategies and Business Insights 27:11 The Evolution of Outreach: Embracing Warm Strategies Over Cold 31:56 Navigating the AI Landscape: Strategies for Authentic Engagement 37:16 Looking Ahead: Neil's Focus for 2024 and Beyond 40:00 Quick Fire Round: Personal Insights and Preferences Revenuex- https://www.linkedin.com/company/revenue-x/ #Befractional - https://www.linkedin.com/company/befractional-org/ PORCH - https://www.linkedin.com/company/porchcommunity/ Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/ 

About The Guest(s): Don McKenzie is co-founder of Tribe Global Ventures, a B2B focused VC that helps Australian and New Zealand companies scale into the UK and/or the US. Prior to entering the world of VC, Don founded companies including through to the ASX in sectors such as B2B SaaS, construction, insurance services, and consulting. Don’s focus is working with portfolio companies to traverse the predictable problems of high growth using various organisational life cycle development tools.    Episode Summary:  In this engaging podcast episode, Don shares his journey from a tech-enthusiast developing algorithms in his youth, to building a successful tech platform and steering through the complexities of entrepreneurship and investment. Delving into the realms of angel and VC investments through his experiences, he emphasises the importance of empathy and authenticity in supporting startups. The conversation highlights the challenges and opportunities in the tech industry, underscoring the significance of product-market fit, effective messaging, and the intrinsic value of learning from failures. Don's passion and insights into building healthy, resilient businesses, and fostering founder growth make for a compelling narrative, offering valuable lessons and inspiration for founders and investors alike. Key Takeaways: Founders should prioritise go-to-market strategies and focus on solving real problems that customers are willing to pay for. Building a healthy organisation with high trust and respect is crucial for long-term success. Founder transition requires careful planning and a systemic approach to align structure, vision, and mission. The current investment landscape requires startups to demonstrate real value and solve significant problems to attract funding. Authenticity and integrity are key to building successful businesses and maintaining strong relationships. Notable Quotes: "Your story doesn't matter. It's the counterparties' story that matters. You've got to work out a way to open the door to get into their story." - Don "Success is not just about passion and vision. It's about the underlying structural elements that often go unnoticed." - Don Chapters 00:38 Introduction and Guest Welcome 00:46 Don's Journey into Tech and Entrepreneurship 03:54 Insights on Startups and Angel Investing 05:17 The Importance of Learning from Failures 09:37 Challenges Aussie and Kiwi Startups Face 13:39 The Power of Product-Led Growth (PLG) 16:27 Investment Strategies and Go-to-Market Scaling 20:47 Founder to Professional CEO Transition 29:51 The Pitfalls of Founder Transition 32:15 Navigating the SaaS Bubble: Lessons and Strategies 42:00 Investment Strategies and Founder Advice for 2024 47:01 Personal Reflections and Future Aspirations 47:51 Rapid Fire Round: Getting Personal Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/

About The Guest(s): Andrew grew up in South Africa and built one of the country’s largest healthcare consulting businesses. He has lived, worked, and run businesses on six continents, and has been a salesperson for 25 years.Andrew is the author of The 11th Habit, a Tedx speaker, and a lecturer at Northwestern University’s Kellogg School of Management.Andrew is the founder of Habits at Work, where he and his team help customer-facing teams build relationships, create and leverage trust, and uncover their customer’s needs beyond what’s on the surface. Episode Summary:  In this episode, Andrew Sykes discusses the importance of trust in sales and how it can be built in the first few minutes of a conversation. He shares his journey from being an actuary to starting his own business and becoming a professor of sales. Andrew emphasizes the need for salespeople to be trustworthy and highlights the perception-based nature of trust. He also discusses the current state of sales training and the opportunity to professionalize the sales profession. Andrew provides practical tips for building trust, such as making a positive first impression, finding common ground with prospects, and making promises and delivering on them. In this conversation, Andrew Sykes shares insights on building trust and making a strong first impression. He emphasizes the importance of building trust through small promises and micro-moments rather than grand gestures. Andrew also provides tips on building trust in a boardroom setting, such as greeting each person individually and taking the time to connect with them. He discusses the power of storytelling in sales and how well-told stories can inspire and influence others. Andrew's personal origin story framework is also shared as a tool for building trust. Lastly, Andrew shares his favorite sports team, music genre, movie, and place to visit. Key Takeaways: Trust is crucial in sales and can be built in the first few minutes of a conversation. Salespeople should strive to be trustworthy and focus on building trust with prospects. The current sales training model often emphasizes quantity over quality, but there is an opportunity to professionalize the sales profession. Practical tips for building trust include making a positive first impression, finding common ground with prospects, and making and delivering on promises. Building trust is about making small promises and delivering on them in micro-moments. In a boardroom setting, take the time to greet each person individually and connect with them on a personal level. Storytelling is a powerful tool in sales as it allows others to see a future that includes their personal transformation. Craft a personal origin story that includes one sentence about credibility, one about why you do what you do, and one impactful sentence about the privilege of what you get to do. Notable Quotes: "Customers decide that they want to buy from you before they decide if or what they want to buy from your company." "Your job is to stand apart as someone who others view as trustworthy." "Sales is the conversational art of helping another by speaking their preferred future into existence." "A well-told story is the gift of allowing others to see for themselves a future that has an opportunity for personal transformation." Chapters 00:00 Introduction and Background 02:11 The Importance of Trust in Sales 10:00 Building Trust in the First Five Minutes 17:10 The Flaws of the Current Sales System 23:19 Shifting Towards a Customer-Centric Model 29:47 Creating Trust from the Start as an Entrepreneur 37:30 Building Trust in a Boardroom Setting 41:02 Authenticity and Personal Background 43:25 The Importance of Storytelling in Sales 48:03 Legacy and Personal Transformation 50:43 Quick Fire Round Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/ 

About The Guest(s): Nicole Brambila is an experienced tech leader and Chief Revenue Officer (CRO) with a diverse background in sales and management. She began her career in the wine industry before transitioning to the tech sector. Nicole has worked at companies such as Eventbrite and Deputy, where she held various roles and gained valuable experience in sales, storytelling, and cross-functional collaboration. Currently, she is the CRO at Medely, a marketplace for nurses, where she is focused on solving human problems in the healthcare industry. Episode Summary: In this episode, Ricky and Gauri interview Nicole, a seasoned tech leader and CRO. Nicole shares her unconventional journey from the wine industry to tech, highlighting the importance of active listening and empathy in sales. She discusses the human element in technology and the challenges of working in a global role. Nicole also emphasises the value of mentors, both male and female, in her personal growth as a leader. As she navigates her new role as CRO, Nicole focuses on building a strong foundation and shaping the future of the business. Key Takeaways: Transitioning from outside sales to inside sales taught Nicole the importance of actively listening, which became a foundational skill in her career. As a leader, it is crucial to be empathetic rather than sympathetic, as empathy allows for progress and understanding. Working in global roles taught Nicole the significance of not making assumptions and being open to learning from different cultures and perspectives. Nicole aims to be more intuitive and trust her instincts as a leader, while also hiring people who are better than her in certain areas. In her current role, Nicole is focused on building a strong foundation, utilising data as a source of truth, and shaping the future direction of the business. Notable Quotes: "Empathising with both the rep, the business, and the prospect is incredibly important, but sympathising with them doesn't actually allow you to progress forward." - Nicole  "Don't make assumptions and don't assume you know anything. Let them teach you, and you'll be much better for it." - Nicole  Chapters 00:06 Journey to CRO: From Wine to Tech 02:40 The Human Element in Technology and Career Progression 07:09 Leadership Evolution and Embracing Mistakes 09:49 The Role of a CRO: Challenges and Daily Operations 13:48 Personal Growth and Mentorship in Leadership 20:55 Cultural Differences in Global Roles 32:58 Strategic Planning and Future Goals 35:10 Quickfire Round and Closing Thoughts Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Meet Lindsay, the Associate Director of Content & Campaigns at Goldcast. With a knack for creating impactful content, Lindsay focuses on showcasing how B2B marketers can leverage events as top revenue-driving channels. Check out goldcast.io to discover the power of events for brand and business growth. With a diverse background spanning various industries, Lindsay brings a wealth of experience to the table. From the largest credit union in Alabama to a renowned nonprofit brand and a SaaS company with multiple acquisitions, she's a seasoned content leader and strategist. Lindsay excels in building content engines, fostering team relationships, crafting holistic messaging across channels, and creatively driving business goals. Beyond her work, Lindsay is passionate about educating others. She's presented on topics like podcasting, content marketing, digital strategy, and nonprofit leadership at prestigious events such as CU Social Media Conference and Together Digital Indy. Lindsay also serves her community as a member of the Junior League of Indianapolis, a writer for Indy Maven, and a supporter of the Humane Society for Hamilton County. She's a graduate of leadership programs like United Way's Leadership United and Indy Hub's 1828 program, showcasing her commitment to personal and professional growth. Episode Summary: In this episode, Lindsay, Director of Content and Campaigns at Goldcast, joins the show to discuss the power of event and content marketing. Lindsay shares her career journey, transitioning from financial services to non-profit organizations and eventually finding her place in the tech industry. She emphasizes the importance of aligning content with product development and shares insights on leveraging dark social strategies for brand positioning. Lindsay also highlights the value of events in brand creation and awareness, providing tips on planning and budgeting for both large and small-scale events. The conversation concludes with a discussion on the role of podcasts in content marketing and the changing landscape of marketing, including the consumerization of B2B marketing.Key Takeaways: Transitioning into a new role and industry requires adaptability and a willingness to learn. Dark social strategies have evolved into evangelism, providing organic opportunities to reach new audiences. Events are a powerful tool for brand creation, awareness, and lead generation. When planning events, it's important to align content with product development and consider both large and small-scale options. Starting a podcast can be a valuable content engine, allowing for the positioning of brand point of view and integration into other marketing channels. Notable Quotes: "Dark social has now evolved into evangelism. It's about finding organic opportunities to get in front of new audiences where it doesn't cost a lot of money." - Lindsay  "Events are a goldmine of content. It's a lever to position your brand, get in front of your audience, and integrate into other marketing efforts." - Lindsay  Chapters 00:05 Lindsay's Career Journey and Transition into Tech 02:32 The Dark Side of Tech: Pros and Cons 03:47 A Day in the Life of a Director of Content and Campaigns 05:36 Exploring Dark Social Strategy and Evangelism 08:09 Tips for Early Stage Founders on LinkedIn Presence 15:18 The Power of Events in Brand Creation and Awareness 19:20 Strategies for Attending Events and Maximizing Impact 25:37 The Role of Podcasts in Content Marketing 27:42 Leveraging Podcasts for Brand Positioning 29:48 Adapting to a New Role and Industry 31:46 The Changing Landscape of Marketing 32:21 The Consumerization of B2B Marketing 34:02 Advice for Aspiring Content and Campaign Managers 34:11 The Importance of Networking and Project Management 37:25 Reflecting on Personal Legacy and Mentorship 39:55 Quickfire Round Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered

About The Guest(s): Amy Volas is a sales fanatic turned entrepreneur, bitten by the startup bug many moons ago. Having sold $100MM in revenue, and two successful exits, she founded Avenue Talent Partners (ATP) to help startups make confident hiring decisions by improving the art and science of executive sales and customer success hiring. ... without the cringe. She is an LP at Stage 2 Capital, advises a handful of founders, and is writing a book about startup hiring pitfalls. Off-duty, Amy combines her love of nature with a quirky fascination for Windex. Episode Summary:  In this episode, Amy Volas joins Ricky & Sean to discuss the hiring process for early-stage startups. She emphasises the importance of taking a strategic approach to hiring and understanding the specific work required for each role, rather than getting caught up in job titles. Amy shares valuable insights on common pitfalls in early-stage hiring and provides actionable tips for founders to navigate the complexities of building their teams. She also discusses the challenges of hiring based on someone's past experience and highlights the need to focus on their ability to do the work required for the next phase of the business. Key themes discussed in this episode include rethinking the hiring process, understanding the work over titles, navigating venture capital and hiring challenges, and identifying true achievers in interviews. Key Takeaways: Hiring is not an experiment; it requires time, strategic thinking, and a deep understanding of the work required for each role. The interview process should focus on understanding the specific work needed and determining if hiring is necessary in the first place. Job titles can be misleading, and it's important to focus on the skills and abilities required for the role rather than getting caught up in titles. Hiring based solely on someone's past experience may not guarantee success; it's crucial to assess their ability to do the work required for the next phase of the business. Choosing the right venture capital partner is essential, as their support and guidance can greatly impact hiring decisions and the overall success of the business. Notable Quotes: "Hiring is not an experiment. The interview process is not meant to quantify and qualify what good looks like. It's to slow down, to take a breath, and to actually figure out, do I even need to hire for what I think I need to hire?" - Amy "Just because someone has been at big logos and has seen a company grow doesn't mean they know how to do the work that needs to be done to get your business to the next level." - Amy "Revenue expansion and retention solve every problem. Instead of seeking validation from everybody else, listen to your customer, listen to your team, look for the patterns and themes, and let that guide you." - Amy Chapters 00:31 Meet Amy Volas: A Journey Through Sales and Leadership 01:59 Navigating the Complexities of Early-Stage Hiring 05:03 The Misconceptions of Hiring Based on Titles 06:44 The Importance of Understanding the Work Over the Title 12:31 Navigating Venture Capital and Hiring Challenges 16:37 Choosing Wisely: The Impact of Hiring Decisions 23:06 The Reality of 'Been There, Done That' in Hiring 25:03 Decoding the 'Been There, Done That' in Hiring 25:23 The Power of Outbound Strategies: A Real-World Example 26:29 Career Progression Myths in Tech 29:04 Identifying True Achievers in Interviews 30:18 Amy's Personal Success Story 32:09 The Main Actor vs. Support: A Unique Perspective 34:38 Quick Fire Round: Amy's Favorites Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/

About The Guest(s): Janine Laughlin is a seasoned global marketer with over 20 years of experience driving revenue and growth for B2B SaaS companies. She is a data-driven marketing leader with expertise in go-to-market strategy, integrated marketing, advertising, digital strategy, ABM, campaign management, and field marketing. She has helped high-growth startups scale faster through pipeline management and funnel optimization. An empowering leader, Janine has a history of building collaborative and productive teams. She has proven success in increasing market share and revenues, driving business growth, and improving ROI.Currently, Janine is the Head of Demand Generation at Lighthouse, the leading commercial platform for the travel and hospitality industry, headquartered in London, England. She leads a team of digital and field marketers in North America, EMEA, APAC, and LATAM, and is responsible for driving marketing-sourced pipeline. Episode Summary: In this episode, Janine discusses the evolution of demand generation and the importance of adapting to changes in the B2B SaaS industry. She shares her journey into marketing and the role mentorship has played in her career. Janine also provides insights into the challenges and strategies in SaaS businesses, the process of building and restructuring a global demand gen team, and the key metrics she tracks in the marketing funnel. She emphasises the importance of sales and marketing alignment and offers advice for finding the right mentor. Janine concludes by sharing her typical work week and tech stack, as well as her excitement for emerging technologies like ABM and AI in marketing. Key Takeaways:  Buyers are doing extensive research on their own before making a purchasing decision, so it's important to have a strong digital presence and social proof. Mentorship is crucial for career growth, and it's important to give back by mentoring others. When joining a new organization, take the time to understand the business, market, and competitors before making any major changes. Restructuring the demand gen team can lead to increased efficiency and collaboration across regions. Key metrics to track in the marketing funnel include traffic, engagement, conversion rates, and ROI. Nurturing leads is essential for building relationships and increasing conversion rates. Sales and marketing alignment is crucial for success, and regular communication and goal-setting are key. A well-rounded marketing team should include roles such as product marketing, brand strategy, content creation, marketing operations, and digital marketing. Emerging technologies like ABM and AI are exciting opportunities for marketers to improve targeting and efficiency. Notable Quotes: "You don't know what you don't know. Having someone that really exposed me to all facets of marketing and being there for me... I couldn't have gotten to where I am today without her." "ABM is a real thing that buyers are doing a lot of research on their own before they even go to your website... It's constantly shedding light on the dark funnel and how to use lead scoring and grading to get someone identified and then be able to retarget them." - Janine on the importance of ABM in marketing. Chapters 0:00 The Evolution of Demand Generation 00:32 Introduction and Greetings 00:42 Getting to Know Janine and Her Role at Lighthouse 01:32 Janine's Journey into Marketing 02:53 The Importance of Mentorship in Janine's Career 05:29 Challenges and Strategies in SaaS Businesses 07:17 Building and Restructuring a Global Demand Gen Team 11:57 Understanding Conversion Metrics and Funnel Optimization 19:01 Sales and Marketing Alignment in an Organization 21:26 Janine's Typical Work Week and Tech Stack 37:42 The Future of Marketing 

About The Guest(s): Alex embarked on his career at CDW, spending eight years immersed in sales, cultivating a passion for customer relations and revenue growth. He led two pivotal chapters, propelling businesses from inception to $9M and later to $22M. As the Co-founder and CEO of SceneDoc, a pioneer in 'mobile-first' data collection for global first responders, he steered the company to acquisition by Tyler Technologies (NYSE: TYL) in December 2018. Post-acquisition, Alex assumed key roles at Tyler, ANDE Corporation, Qumu (acquired by Enghouse Systems), and Spatial Data Logic (acquired by Gauge Capital), showcasing his leadership prowess. Presently, he dedicates the majority of his energy to advising startups, providing fractional and interim CEO/CRO services, and occasionally investing in early-stage ventures. At the helm of Dena Growth, his consulting and advisory venture, Alex boasts a proven track record in steering tech companies to success. Over his career, Alex has advised over 90 startups, led or supported five acquisitions, and helped in the raising of $75 million in venture capital and private equity, Alex is a driving force in the tech ecosystem. Episode Summary: A candid conversation with Alex Kottoor, co-founder of SceneDoc, sharing significant moments from his journey of conceptualising, growing, and eventually selling his company. Kottoor details SceneDoc's evolution, starting from their days as a note-taking app to their impactful niche as a service for public safety entities. He discusses the challenges and achievements they faced, from hiring the right team to finding product-market fit. He also stresses the importance of being customer-obsessed, having a supportive spouse, and advises new entrepreneurs to trust their gut and start their journey as soon as possible, closing the session with further insights on investment cycles, funding, and sales methodologies. Key Takeaways: Building a successful startup requires a combination of domain expertise, sales skills, and the ability to adapt to the needs of the market. Hiring the right team at each stage of growth is crucial, and founders should prioritize hiring for the stage they are in rather than solely focusing on domain expertise. Founders should be prepared to weather the storm and have a high pain tolerance, as running a startup is a constant grind. Founder-led sales can be effective, but it's important to transition to a VP of sales at the right time and hire someone who can scale the sales process. Understanding the market and focusing on a specific target audience can lead to predictable growth and attract the attention of larger players in the industry. Notable Quotes: "You need to hire for the stage of growth you're at and not lose sight of the type of business you're trying to build." "Pain tolerance is key. You have to be able to weather the storm and crawl through the mud longer than everybody else." "The more you can be in the trenches with prospects and customers, the more optionality you'll have in funding the business." Chapters 00:23 The Journey of Building SceneDoc 02:37 The Turning Point: From Picky Note to SceneDoc 04:49 The Growth and Evolution of SceneDoc 05:37 Challenges and Learnings in the Early Days 08:26 Building the First Team and Overcoming Challenges 11:34 The Evolution of Leadership Style and Team Building 18:50 Reflections on the Journey and the Reality of Running SceneDoc 21:38 The Strategy Behind SceneDoc's Success 25:51 The Unconventional Approach to Enterprise Sales 28:20 The Journey to Predictable Growth 28:52 Transitioning from Founder-led Sales 29:31 The Role of a CEO in Sales 30:32 Understanding Investment in Startups 30:57 The Importance of Knowing Your Market 32:15 The Decision to Raise Capital 33:14 The Biggest Mistake and Rewarding Moments 35:32 Advice for Aspiring Founders 37:35 The Next Wave of Dana Growth 41:02 Quick Fire Round Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered

About The Guest(s): After spending a decade in the fire department, Matt founded UpLaunch in 2016 and was the CEO through its successful acquisition in 2020. After his exit, he partnered with Dan Martell as the COO of SaaS Academy, the largest coaching & training program for B2B SaaS founders in the world. Inside of SaaS Academy, Matt oversees the Growth Accelerator program, where he coaches early stage founders to find product market fit, hone their go-to-market strategies, and make their first few key hires in the business. Most recently, Matt has utilized his wealth of experience in the world of SaaS businesses to co-author the book “Software as a Science: Unlock Limitless Revenue Growth Without Losing Control”.  Outside of his work at SaaS Academy, Matt is a husband, father of three young boys, and spends most of his spare time reading, weightlifting, cycling, and running. In this episode, Matt Verlaque shares his journey from being a firefighter to becoming a tech entrepreneur and eventually the COO of SaaS Academy. He discusses the challenges he faced as a first-time founder and the importance of focusing on a specific niche. Matt also emphasizes the value of effective time management and the power of having an assistant. He provides insights into the future of SaaS and the impact of AI on businesses. Tune in to gain valuable insights from Matt's experiences and expertise. Key Takeaways: Scaling a startup requires focusing on a specific niche and solving a problem for a target audience. By narrowing your focus, you can better understand your customers' needs and provide a solution that truly meets their requirements. Overcoming self-doubt as a founder involves focusing on solving the next problem in front of you and working the process. By breaking down challenges into manageable steps and staying focused on the task at hand, you can overcome self-doubt and make progress towards your goals. The calendar is a tool for organizing and protecting your time, allowing you to prioritize what matters most. Hiring an assistant can be a game-changer for founders, as it frees up time and allows them to focus on high-value tasks. Notable Quotes: "The calendar is actually a defense mechanism against chaos and not the thing that causes chaos." "The first hire outside of the founding team should be an assistant who can make you better and help you do the things you need to do." "Interviewing is a skill to be developed just like writing code or doing a sales call." "I just want to figure out how to unlock entrepreneurship for young people who have the predisposition and the personality traits to be great at it." Chapters 00:34 The Birth of a Side Hustle 02:03 Challenges of Early Stage Founding 02:46 The Role of SaaS Academy in Growth 03:41 The Transition from Founder to CEO 05:12 The Importance of Customer Interaction 09:59 Building and Scaling the Team 12:42 Overcoming Self-Doubt and Embracing the Journey 24:32 The Future of SaaS and AI 26:44 The Struggles of First-Time Founders 27:22 The Power of Time Management and Calendar Organization 29:10 The Importance of Hiring an Assistant 34:19 The Value of a Test Project in Hiring 42:59 The Future of Entrepreneurship Education 45:04 Quick Fire Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Bringing over 20 years of comprehensive sales experience, Michelle is an accomplished sales leader with a love for all things sales. Her experience consists of 11 years of sales leadership and 9 years of being an Individual contributor. She has spent the last 6 years at G2, before G2 she had a long tenure at CareerBuilder and also Quill.com.  Michelle has honed her expertise in building a collaborative, high-performing sales culture and also has been recognized for her commitment to developing Sales Professionals, not just in their sales career, but by helping them set and achieve personal goals that will improve their lives as a whole. Michelle resides in the Chicago area and has 2 young kids. In her free time, she loves to run, read suspense books, and play tennis.  Episode Summary: In this episode, Michelle Vu, VP of Sales at G2, shares her journey into the world of tech sales and provides valuable insights into the sales process. She emphasizes the importance of effective discovery and asking the right questions to uncover customer pain points. Michelle also discusses the onboarding process for sales teams, the role of account executives in prospecting, and the challenges of forecasting. She highlights the significance of metrics and conversions in evaluating sales performance and shares her approach to deal reviews. Michelle's passion for developing sales talent and her excitement for leveraging AI in sales make this episode a must-listen for anyone in the sales industry.Key Takeaways:  Effective discovery and asking the right questions are crucial in sales to understand customer pain points and provide value. The onboarding process for sales teams should focus on developing skills in uncovering pain points and having meaningful conversations with customers. Account executives should take ownership of prospecting and not solely rely on other sources for pipeline generation. Metrics such as conversion rates and the number of contacts in an account are important indicators of sales performance. Deal reviews and collaborative selling play a significant role in improving sales outcomes and addressing challenges. Notable Quotes: "You can learn your product, but what you need to learn is how to uncover pain and have meaningful conversations with customers." - Michelle Vu "Sales is not a lone wolf role anymore. You have to be okay with taking advice and giving advice." - Michelle Vu Chapters 02:15 From Office Supplies to Tech Sales 04:16 The Importance of Face-to-Face Selling 06:27 The Role of Discovery in Sales 07:14 Onboarding Process for Sales Teams 09:19 The Role of Account Executives in Prospecting 11:14 Preparing for Success in 2024 and Beyond 13:03 A Day in the Life of a Sales Leader 15:39 Hiring the Right Salespeople 16:37 The Importance of Feedback in Sales 19:05 Transitioning to Metrics 20:29 Dealing with the 'Ronaldo's' of Sales 21:07 Setting Expectations and Maintaining Consistency 22:04 Discussing Forecasting Challenges 24:23 The Importance of Deal Reviews 29:27 Quick Fire Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/   Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Warren Zenna is a 25-year veteran of the Sales and Marketing industry and the Founder and CEO of The CRO Collective, a strategic B2B consultancy that uniquely focuses on the success of Chief Revenue Officers and the CEOs who appoint them. Warren’s vision for The CRO Collective was to create a platform and community that solves the pervasive B2B revenue misalignment by supporting the success and appointment of CROs. Prior to the existence of The CRO Collective, CROs had no dedicated resource for training, development, tools or community to support their unique and critical role in the B2B technology sector.  The CRO Collective’s mission is to finally solve the pervasive issue of revenue misalignment through the deepening of the relationship between the employer and employee. The CRO Collective’s mission is to help CROs succeed and help CEOs build CRO-Ready Organizations. An innovator with a mission, purpose and real results, Warren is a well-known public speaker and content contributor whose work has been featured in Forbes, MediaPost, Adxchanger, eMarketer and Digiday Episode Summary: In this episode, Warren discusses the role of the Chief Revenue Officer (CRO) and the importance of aligning sales, marketing, and customer success functions within a business. He shares his journey into the CRO role and how his experience shaped his approach. Warren emphasizes the need for a CRO who can strategically understand the customer journey and unify the three customer-facing functions to achieve the best customer outcomes. He also highlights the challenges of finding the right CRO and the importance of CRO readiness within a company. Key Takeaways: The CRO is the most important person in a B2B company as they are responsible for aligning sales, marketing, and customer success functions to drive revenue growth. A good CRO should have a deep understanding of the customer journey and be able to strategically unify sales, marketing, and customer success to achieve the best customer outcomes. Companies often face revenue misalignment due to the lack of a high-level perspective and integration between sales, marketing, and customer success functions. The role of the CRO is evolving, and there is a shift towards CROs with expertise in revenue operations and customer success. CRO readiness is crucial before hiring a CRO, as it involves understanding the organizational health, identifying areas for improvement, and ensuring the company is prepared for a CRO. Notable Quotes: "You need someone who can look at a business at a high level strategically and understand the moving parts and how they unify together to make the best customer outcome." - Warren "The problem is there's no one minding the store from a high-level perspective. It can't be the CEO. It should be the chief revenue officer." - Warren Chapters 00:34 Warren's Journey into the CRO Role 01:55 The Importance of Understanding the Customer 04:20 The Problem with Current Business Models 05:30 The Disconnect Between Marketing, Sales, and Customer Success 07:53 The Birth of the CRO Collective 15:43 The Relationship Between CRO and COO 27:27 The Consequences of Accepting Investment: A Shift in Company Culture 33:29 The Importance of Understanding the Organizational Health Before Hiring a CRO 37:46 The Importance of Focusing on Customer Growth 38:18 Quick Fire Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Sahil Patel is the CEO of Spiralyze, a leading company specializing in predictive CRO and data-driven website optimization. Prior to Spiralyze, Sahil was the CEO and founder of ER Express, a successful SaaS company, which he led for 11 years before its sale in 2021. With over 23 years of experience in sales, operations, software development, and finance, Sahil also holds an undergraduate degree from Emory University and an MBA from Harvard. Throughout his career, Sahil has worked with renowned organizations such as Netflix, Podium, NBA, Lowe’s, Harvard University, and Gusto. He specializes in website conversion optimization, running over 130,000 A/B tests for clients, and offers unique insights into best practices for efficient A/B testing. Episode Summary: In this episode, Sahil Patel shares his journey as a CEO and the lessons he has learned along the way. He discusses the challenges and rewards of being a CEO, the impact of the role on personal life, and the importance of mental health and support. Sahil emphasizes the value of simplicity in business and the power of building a strong team. He also provides insights into his approach to goal-setting and time management. Key themes discussed in this episode include the intrinsic and extrinsic rewards of being a CEO, the challenges of balancing work and family life, and the importance of seeking help and support. Sahil's personal experiences and reflections offer valuable insights for aspiring CEOs and entrepreneurs. Key Takeaways: Being a CEO is emotionally taxing and requires resilience. The job is not just about achieving external success, but also finding intrinsic rewards in creating value for customers and developing your team. Balancing work and family life is a challenge for CEOs, but it is important to prioritize personal relationships and be present for your loved ones. Seeking professional help, such as therapy, and joining peer groups can provide valuable support and guidance for CEOs. Keeping goals and plans simple and focused is key to success. Having a clear vision and working on a few key priorities can lead to better outcomes. Building a strong team and creating a positive work environment are essential for long-term success as a CEO. Notable Quotes: "When you're the CEO, there's not a lot of social kudos. No one's giving you a performance review and saying, 'Here's three things you did well last quarter.' And here's a couple of things I want you to work on." "If you're the CEO that can create that kind of workplace where people are no longer being paid to be there, they want to be together, I think that's number one." "Get the help before you need it. When you're in crisis mode, you don't have a lot of options. If you can work on yourself before you're in crisis mode, you're going to be in a stronger place." Chapters 00:08 Sahil's Journey to CEO 00:13 The Story of Spiralize 01:44 The Challenges and Rewards of Being a CEO 07:19 The Impact of Being a CEO on Personal Life 11:01 The Intrinsic and Extrinsic Rewards of Being a CEO 13:59 The Importance of People in a CEO's Journey 15:45 Reflections on the First CEO Gig 20:08 Balancing Work and Family Life 20:53 The Importance of Mental Health and Support 22:20 Challenges of Young Entrepreneurs 23:05 Tools for Personal and Professional Growth 27:43 The Power of Simplicity in Business 29:52 Reflections on Leadership and Legacy 33:44 Quick Fire Round: Getting to Know Sahil Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Victoria is an experienced SDR Leader, most recently awarded top 60 SDR Leaders in the space. She currently is the Director of Sales Development for NAMER and LATAM over at LivePerson.  She started her journey at LivePerson as an SDR about 4 and a half years ago and has been there ever since. She is passionate about managing SDRs and SDR Leaders and helping them reach their career goals and full potential.  Episode Summary: In this episode, Victoria shares her journey into the tech industry and provides valuable insights for aspiring SDRs. She emphasizes the importance of doing thorough research on top tech companies, reaching out to people at those companies, and networking to break into the industry. Victoria also discusses the role of SDRs in a tech company, the skills required to be successful, and the significance of onboarding and training. She highlights the need for a strong tech stack and the importance of using tools effectively. Additionally, Victoria shares her perspective on career progression for SDRs and the role of SDR Managers in supporting their growth.Key Takeaways: Conduct thorough research on top tech companies and reach out to people at those companies to break into the industry. Start as an SDR to gain valuable experience and learn the fundamentals of sales. Focus on building relationships and networking to create opportunities for career growth. Utilize a strong tech stack and ensure proper onboarding and training for SDRs. SDRs should be motivated by hitting their numbers, making money, and career progression. Notable Quotes: "Starting out as an SDR is the best way to break into the tech industry and learn the fundamentals of sales." - Victoria "SDRs are a privilege, not a necessity. They play a crucial role in generating interest, booking meetings, and qualifying leads." - Victoria "The role of an SDR is to generate interest, book meetings, and qualify leads. It's all about creating opportunities for the sales team." - Victoria Chapters 00:47 Victoria's Early Career and Transition into Tech 03:35 Victoria's Career Progression at LivePerson 04:49 Advice for Aspiring SDRs 05:38 Tips for SDRs Looking to Break into Tech 08:36 Building a Successful SDR Team 12:31 The Role of SDRs in a Tech Company 13:49 The Importance of Onboarding and Training for SDRs 19:01 Career Progression and Transition for SDRs 22:30 The Future of SDR Roles and Career Opportunities 31:55 Understanding Commission Payouts 33:19 Tracking Key Metrics for Success 35:24 Exploring the SDR Tech Stack 36:50 Debating Where SDRs Belong in an Organization 42:16 Becoming an SDR Manager: Skills and Pathways 44:16 The Value of Mentorship and Personal Development 47:58 Quick Fire Round including The Great Peanut Butter Debate Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/  #Leadership #SaaSyTalk #CEO #Founder #business #investing #vc #venturecapital #entrepreneur #startup

About The Guest(s): Dan Balcauski is the founder and Chief Pricing Officer at Product Tranquility, based in Austin, TX. He focuses on helping high-volume B2B SaaS CEOs define pricing and packaging for new products. Over his career, he has worked in both B2C and B2B companies ranging from startups to publicly traded enterprises. Summary: In this episode, Dan Balcauski joins Ricky and Sean to discuss the complexities of SaaS pricing. He shares insights from his career in the tech industry and explains how he transitioned into entrepreneurship. Dan highlights the most common mistakes made in the early stages of SaaS businesses and emphasises the importance of understanding customer value and market segmentation. He also provides practical advice on determining initial pricing and explains the process of pricing as a continuous journey. The episode concludes with a discussion on the pitfalls of freemium strategies and the benefits of value-based pricing.Key Takeaways: Pricing is not just about the dollar amount; it's about who and how you charge. Understanding your customer and their needs is crucial for successful pricing. Startups often make the mistake of trying to emulate the pricing strategies of large companies without considering their unique market and customer base. Pricing should be an ongoing process, not a one-time event. It should be continuously evaluated and adjusted based on market dynamics and customer feedback. Freemium strategies may not be the best approach for SaaS businesses, as they can lead to low conversion rates and create friction within the organisation. Value-based pricing, which focuses on the differentiated value a product provides to customers, is a more effective and sustainable pricing model. Notable Quotes: "When it comes to SaaS pricing, most executives think that what you charge determines your success. In fact, who and how you charge determines your success." - Dan Balcauski "You don't build average products because there's no average person. Similarly, there's no average price." - Dan Balcauski "Pricing is not an event, but a process. It should be continuously evaluated and adjusted based on market dynamics and customer feedback." - Dan Balcauski Chapters 00:06 Guest's Journey into Tech 01:36 Transition into Entrepreneurship 03:02 Challenges and Mistakes in Pricing 03:17 Understanding the Importance of Pricing 06:39 The Role of Pricing in Early Stage Startups 07:43 The Process of Pricing 14:32 The Impact of Economic Climate on Pricing 19:02 Pricing in the Context of Competition 19:58 Understanding Your Competition and Customers 20:39 Defining Your Market and Customer Segment 21:14 The Innovator's Dilemma and Disruptive Business Models 22:36 Understanding Different Market Segments and Value Proposition 23:18 Innovative Monetization Strategies 24:44 Understanding Customer Value and Pricing Orientations 25:17 The Journey of Pricing: From Cost-Based to Value-Based 29:33 The Pitfalls of Freemium Strategy 35:46 Closing Thoughts and Personal Insights Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ #Leadership #SaaSyTalk #CEO #Founder #business #investing #vc #venturecapital #entrepreneur #startup #pricing

About The Guest(s): Shantanu Shekhar is currently Senior Director of GTM Operations for Gong and leads go-to-market strategy, process excellence and cross-functional alignment for their international markets. Prior to Gong, Shantanu has held key revenue operations / GTM leadership positions at LinkedIn and Nitro, and is a former management consultant from Bain & Co. Shantanu lives in the warm confines of Dublin, Ireland along with his wife and two kids. Summary: In this episode, host Ricky interviews Shantanu Shekhar, Senior Director of Revenue Operations at Gong. Shantanu shares his journey into the tech industry, his experience working in San Francisco, and his interest in sales and technology. He discusses the role of RevOps in early-stage companies, the importance of cross-functional collaboration, and the impact of AI on RevOps. Shantanu also provides insights into his daily work as a RevOps leader and the tools he uses to optimise revenue operations. Key Takeaways: Shantanu emphasises the importance of having a dedicated RevOps team early on in a company's growth to ensure scalability and efficiency in the go-to-market engine. RevOps should be housed in an organisation where the CxO is comfortable with data-driven decision-making and can provide guidance and support to the RevOps team. AI is becoming an ally for RevOps, particularly in forecasting deals and providing insights into pipeline management and deal progression. Shantanu highlights the need for RevOps to focus on both strategic initiatives, such as segmentation and planning, and operational tasks, such as quota management and data analytics. Enablement plays a crucial role in RevOps, helping drive adoption of processes and systems and measuring outcomes. Notable Quotes: "RevOps is about designing and powering the go-to-market engine, optimising the value chain for customers and the company." - Shantanu  "RevOps needs to have an unbiased view grounded in data and reality, enabling all teams rather than favouring one." - Shantanu  "AI will be an ally for RevOps, driving efficiency and providing insights from large data sets." - Shantanu  Chapters 00:18 Guest's Experience in San Francisco and Interest in Tech 01:13 Transition to Tech and Move to Ireland 02:30 Understanding RevOps 06:07 RevOps in Early Stage Companies 10:23 RevOps and Cross-Functional Collaboration 14:10 RevOps and Product Teams 21:18 Operational Cadence in RevOps 23:36 The Importance of a Strong Team and Data Analytics 25:29 The Changing Role of RevOps in Company Decisions 29:57 Tactical Approach to Forecasting Deals 32:01 The Future of RevOps and the Impact of AI 32:52 Favourite Tools in RevOps 35:02 Reflections on Career and Future Aspirations Where to find Ricky / SaaSyTalk? Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered   Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/    Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/   Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Oana Manolache is the CEO and co-founder of Sequel.io. This platform helps data-driven marketers boost revenue by hosting webinars on their own websites and repurposing video content at AI speed. As privacy laws and social algorithms change, Oana envisions a future where every brand creates its own channel, content, and customer journey, leading to widespread de-platformization. Previously, she served as a country board member, led marketing efforts, and was a spokesperson for HP in one of the company's most profitable units. Her work spanned Western Europe and North America, earning her a spot on the Forbes 30 under 30 list. Oana has worked and lived in numerous countries, considers herself a global citizen, and is a staunch advocate for the power of diversity, which led her to build a fully remote SF-based company culture. Summary: Oana shares her journey from working at HP to becoming a founder of Sequel.io. She emphasizes the importance of asking for what you want and working hard to achieve your goals. Oana also discusses the challenges she faced as a young woman in a male-dominated industry and the lessons she learned from her corporate experience. She highlights the significance of building a strong team and creating a positive company culture. Oana talks about the rewarding moments of being a founder, such as acquiring the first customer and building an incredible team. She also reflects on the mistakes and challenges she encountered along the way, including the struggle to find the right pricing strategy. Oana provides insights into balancing product development and go-to-market strategy, as well as the importance of customer feedback in shaping the product roadmap. Key Takeaways: Ask for what you want and don't be afraid to take on new challenges. Work hard and put in the effort to build a successful company. Surround yourself with like-minded people and build a community of founders. Focus on solving customer pain points and building a product that adds value. Be transparent with pricing and avoid discounting as a desperate sales tactic. Quotes: "Having a business owner mentality and being a good team player are crucial traits for success." "Listen to the market and go to your customers when you're trying to build, rather than looking at competitors." "Build with your customers and find innovative ways to solve their problems." "Discounting is the wrong time when you're using it as a desperate sales tactic." "Surround yourself with like-minded people and build a community of founders." "Focus on solving customer pain points and building a product that adds value." "Be transparent with pricing and avoid discounting as a desperate sales tactic." Chapters 00:12 Introduction and Guest Welcome 00:16 Oana’s Career Journey and Transition to Entrepreneurship 02:34 Challenges and Achievements in Early Career 04:16 Lessons Learned from Corporate Experience 06:04 Building a Successful Team and Company Culture 08:01 Most Rewarding Moments as a Founder 09:43 Overcoming Challenges and Mistakes in the Founder's Journey 12:50 Balancing Product Development and Go-to-Market Strategy 20:53 Approach to Pricing Strategy and Discounting 26:12 Planning for the Future and 2024 Outlook 27:59 Advice for Aspiring Entrepreneurs 29:27 Quick Fire Round and Conclusion Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/   Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): John is CTO at Exergenics which optimises the performance of chilled water plants for commercial buildings. With over 25 years of experience in digital product development and engineering, he leads the technology strategy and vision for Exergenics, delivering innovative solutions that reduce energy consumption and costs for clients worldwide. John is also Technical Advisor to Fallback.ai which uses voice-cloning to help automate sales pipelines. John is also the owner of Yellow Utes, an automated Ute Hire service. Prior to current engagements, John was the Global Head of Product and Engineering for CBRE Host, a B2B2C workplace mobile and SaaS platform for the commercial real-estate sector. He founded and scaled Host in under three years, deploying it in five continents, four languages, and hundreds of commercial towers globally. John holds multiple certifications in agile project management, scrum, and cloud computing, and has co-authored a publication on commodity trading. He is passionate about building amazing teams and impactful digital products that solve real-world problems and drive business value.Summary: In this episode, John shares his remarkable career journey, from starting in sales during the dot com boom in Silicon Valley to founding his own startup and leading product development at CBRE. He discusses the challenges and successes he encountered along the way, including the importance of pivoting business models, building a product culture within a traditional company, and bridging the gap between sales and engineering teams. John also provides insights into the future of product development, including the role of AI and natural language interfaces.Key Takeaways: John's career journey highlights the importance of being adaptable and willing to pivot in the face of changing circumstances. Building a product culture within a traditional company like CBRE requires collaboration and buy-in from sales and operations teams. Prioritising product development requires a quantifiable framework that considers the value to the business and avoids becoming solely driven by short-term sales. The future of product development lies in natural language interfaces and agent-driven development, where products seamlessly integrate with AI systems to fulfill user needs. Balancing go-to-market efforts with product development is crucial to avoid burning out the sales team and prevent the product from becoming fragmented or outdated. Notable Quotes: "The first year or two was pivoting on the business model... being okay to pivot. It's not the end of the world." - John "Your product releases get slower, your product degrades over time... putting your margin at risk." - John Chapters 00:05 John's Career Journey and Early Experiences 00:42 Transition to Freelancing and Founding TopStocks 01:10 Lessons from TopStocks and Move to CBRE 02:04 Success and Challenges at CBRE 03:50 Venturing into Startups Again: Exergenics and Fallback AI 04:58 Reflecting on Past Startup Experiences 06:13 Navigating the Challenges between Product and Sales 08:21 Balancing Customer Needs and Product Roadmap 19:34 The Future of Product Development 23:54 John's Personal Reflections and Future Aspirations Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ #Leadership #SaaSyTalk #CEO #Founder #business #investing #vc #venturecapital #entrepreneur #startup #cto #cpo #tech

About The Guest(s): James is a senior executive leader at Xero, with a background working in innovation and technology across a range of fintech, banking and retail organisations. He is responsible for defining the future state and strategic direction of technology at Xero, including the use of emerging technologies to solve customer problems. James is passionate about democratising access to digital solutions, and hosts Future Focus — a Xero series looking at the latest tech trends and what they mean for small businesses and their advisors around the world. Summary: In this episode, host Ricky interviews James Bergin, the Executive GM of Technology Strategy and Integration at Xero. James shares insights from his journey in the technology and banking sectors, discussing the importance of continuous learning and the complexity of banks and technology. He also delves into the role of AI in streamlining processes and the potential of blockchain in business. James highlights the need to focus on solving problems and adopting emerging technologies with a purpose. He shares his excitement for AI, the metaverse, and green tech, and provides a sneak peek into how Xero is using AI to streamline manual processes for their subscribers. Key Takeaways: Continuous learning is crucial in the rapidly evolving technology landscape, and organisations should prioritise staying informed about emerging technologies. When adopting new technologies, it is essential to focus on solving specific problems and not get caught up in the hype. AI has the potential to augment human intelligence and streamline manual processes, providing valuable insights and saving time for small businesses. The metaverse, although still in its early stages, holds promise for blending physical and digital realities, but it is important to differentiate between virtual reality and augmented reality. Green tech, particularly carbon accounting and decentralized digital identity, presents opportunities for businesses to address sustainability and traceability challenges. Notable Quotes: "AI really gets its power when it's not so much about the artificial intelligence, but where it's augmenting human intelligence." - James Bergin "Innovation means to create something new in order to change something established." - James Bergin Chapters 00:06 Guest's Journey to Xero 00:22 Guest's Early Career and Transition to Architecture 02:30 Guest's Experience at ASB Bank 03:01 The Importance of Continuous Learning 03:42 The Complexity of Banks and Technology 04:16 The Role of Technology in Streamlining Processes 06:54 Guest's Current Role at Xero 11:03 The Role of AI in Business 15:12 The Future of Tech Trends 16:49 The Role of Blockchain in Business 25:23 The Future of Xero 26:26 Guest's Legacy and Future Plans 28:39 Quick Fire Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Glen Kruger joined Raymond James’ Technology and Services team in 2023. His expertise includes strategic M&A for vertical business software companies and their financial sponsors, notably those in the Construction and Field Service markets. Glen has executed 70+ M&A transactions including the sale of FieldRoutes to ServiceTitan, Real Green Systems to WorkWave, and TrackTik to Trackforce Valiant. At Raymond James, he continues to focus his attention on trends impacting the demand for Service Management and Connected Worker platforms. Prior to Raymond James, Glen was a Managing Director at Houlihan Lokey (which had acquired his predecessor firm GCA) and has previously been a member of the Technology investment banking groups at Oppenheimer & Co. and Keybanc Capital Markets. Glen earned an MBA in Finance from Babson College and a BSc in Mechanical Engineering from the University of Natal, South Africa. Summary: Glen shares his journey from being a mechanical engineer to becoming an investment banker in the software industry. He discusses the role of bankers in the software investment process and the importance of market making. Glen also provides insights into the field services sector and the trends and shifts he is seeing in the market. Key Takeaways: Glen's transition from mechanical engineering to software development was driven by the demand for Y2K fixes. Bankers play a crucial role in making a market for software investments and identifying demand for different types of deals. It is important for early-stage founders to invest in relationships with bankers to gain valuable advice and guidance. The field services sector is experiencing growth and presents opportunities for software companies, especially in the face of labor shortages. Debt funding is a form of financing that involves borrowing money from lenders and repaying it over time, typically with interest. Quotes: "Bankers ought to know where the demand has come from, and not all interest is created equal." - Glen "A good banker will talk to young companies, give them solid advice, and stick with them until they are ready to raise significant capital or look at a meaningful exit." - Glen "The software is becoming more valuable to business owners, therefore more valuable generally." - Glen Chapters 00:05 Transition from Engineering to Investment Banking 02:13 Introduction to the Role of Bankers 02:42 Understanding Different Types of Bankers 03:13 The Importance of Market Making in Banking 03:20 Identifying Demand and Interest in Business 04:09 The Value of Experienced Bankers 04:45 Pros and Cons of Independent Capital Raising 05:15 The Importance of Building Relationships with Bankers 10:43 The Role of Bankers in Pitching Business 13:25 Expanding Business to North America 17:37 Focus on Field Services Sector 27:41 Current Market Trends and Shifts 30:55 Impact of Macro Trends on Field Services 35:17 Future of Field Services and Construction 36:03 Differences Between Construction and Service Businesses 37:03 The Role of Software in Construction and Service Industries 38:30 The Impact of Economic Climate and Labor Shortage on Software Adoption 40:30 The Aging Workforce and the Role of Software in Service Trades 43:19 Understanding Debt Funding in Business Transactions 47:07 Quick Fire Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): Bryan Law is an experienced marketing executive and the Chief Marketing Officer (CMO) at ZoomInfo. With a background in consulting and corporate strategy, Bryan has worked with global brands such as Rackspace, Tableau, and Google. He is known for his expertise in data-driven marketing strategies and his ability to empower teams to drive success. Bryan is passionate about building strong relationships with customers and leveraging data to make informed decisions.Summary: In this episode, Bryan Law, CMO of ZoomInfo, shares his career journey and discusses the importance of empowering teams and leveraging data in marketing strategies. He highlights the challenges he faced when transitioning into the digital marketing space and emphasizes the need for a strong data foundation. Bryan also talks about the role of storytelling with data and the value of understanding customers and their buying situations. He provides insights into building a leadership team and cultivating a consultative approach. Additionally, Bryan discusses the challenges and opportunities for ZoomInfo in expanding brand awareness and driving revenue growth. Key Takeaways: Building personal connections and making a difference in people's lives is the most rewarding aspect of a career. A strong data foundation is essential for effective marketing strategies and decision-making. Understanding customers and their buying situations is crucial for driving revenue and staying top of mind. Empowering teams and fostering a consultative leadership approach leads to success. Overcoming challenges and taking risks can open up opportunities for career advancement. Notable Quotes: "People want to be valued members of a winning team on an inspiring mission." - Bryan Law "Feedback is a gift. If people are bothering to give you feedback, it means they're investing in you." - Bryan Law Chapters 00:26 Introduction and Guest Welcome 00:32 Bryan’s Career Journey and Early Interests 02:04 Transition into Marketing and Experience at Rackspace 02:35 Role at Tableau and Move to Salesforce 02:46 Joining ZoomInfo and Embracing MarTech 03:06 Challenges and Learnings in Digital Marketing 04:15 A Day in the Life of a CMO 05:19 Importance of Data in Decision Making 05:55 Takeaways from Previous Roles 07:43 Leveraging Data in Marketing Strategies 09:52 Building Strong Relationships between Marketing and Sales 17:50 First 100 Days at ZoomInfo 20:01 Leveraging Relationships and Efficiency in Sales and Finance 20:51 Understanding Customers and Their Buying Situations 23:07 Building a Leadership Team and Cultivating a Consultative Approach 25:24 Overcoming Challenges and Expanding Brand Awareness 28:54 Looking Forward: Industry Perspective and Future Plans 31:14 Embracing Risks and Opportunities for Career Advancement 33:47 Reflections on Career and Personal Growth 34:25 Fun Facts and Personal Preferences Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered  Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): eWebinar Cofounder and CEO, Melissa Kwan, has spent 13 years in startups and built three successful companies without venture capital backing. Her previous startup, a real estate tech company, was acquired in 2019. As a revenue-driven founder specializing in B2B sales and business development, she has learned how to build companies with very few resources — by automating what she could, outsourcing wherever possible, and inspiring talented people to join her team with shared focus and enthusiasm. Over the last decade, Melissa has come to believe that happiness should be the foundation of one’s career, not the other way around, and that the way to achieve this is by intentionally designing one’s life. This belief was born in part from the soul-crushing experience Melissa endured giving the same webinar over and over again while onboarding and training customers for her previous SaaS company. She wanted to free others from the same trap by giving them a way to automate their repetitive webinars, so they could get their time back and spend it doing something else they value more instead of being tied to Zoom all the time. Summary: Melissa Kwan shares her career journey and how she got into the tech industry. She talks about the founding moment of eWebinar and how it solves the problem of automating live webinars. Melissa also discusses the challenges of working with dev shops and the importance of hiring contractors. She emphasizes the importance of bootstrapping and being profit-driven in order to maximize return on investment. Melissa also highlights the power of personal branding on LinkedIn and the impact it has had on her business. She shares her thoughts on the difficulties of building a product-led growth company without capital and the importance of choosing a business model that aligns with your lifestyle. Key Takeaways: Melissa advocates for lifestyle over revenue in her business. Hiring contractors and working remotely allows for flexibility and cost-effectiveness. Dev shops are great for existing products but not for building from zero to one. Personal branding on LinkedIn can help build an audience and create a supportive community. Building a product-led growth company without capital is extremely difficult. Quotes: "I want to be known as the founder that advocates for lifestyle over revenue." "Revenue is second to lifestyle and happiness." "For a product-led company, you need a team of people. The hardest person to find is the SEO expert." "I made a list of 10 non-negotiables and found a product that feeds that." "I love the lifestyle that I have now, which is no sales call, no support call, small team, no custom features." Chapters 01:17 The Birth of eWebinar 02:51 Building a Successful Team 04:22 Overcoming Challenges with Dev Shops 06:06 The Art of Bootstrapping 08:24 Balancing Profit and Personal Needs 21:00 The Power of LinkedIn and Personal Branding 23:02 Transition from Sales-led to Product-led 24:21 The Struggles of Cold Outreach and Finding Leads 25:13 Discovering the Power of LinkedIn for Business Growth 25:55 The Journey of Building an Audience on LinkedIn 26:40 The Importance of Personal Branding in Business 27:32 The Impact of Writing and Building a Supportive Community 28:33 The Shift from Company Brand to Personal Brand 29:08 The Challenges of Product-Led Growth (PLG) Companies 29:31 The Transition from Product-Led to Sales-Led 31:59 The Importance of Skill Sets in a Company 32:06 The Difficulty of Building a Product-Led Company without Capital 33:37 The Role of SEO in a Product-Led Company 35:38 Choosing Lifestyle Over Revenue 36:51 The Final Thoughts on Building a Business Around Lifestyle 38:08 The Importance of Understanding Your 'Why' in Business 41:42 Quick Fire-Round

About The Guest(s): Nisha Baxi is the Director of Digital Customer Success & Community at Gong and former Head of Marketing and founding team member of Monte Carlo Data. She has had the pleasure of growing a prominent Silicon Valley entrepreneurship community organization to 15K members, built programs and frameworks at Microsoft, Salesforce, and Facebook that are still used today continuing to drive adoption and fostering loyalty.  Her passion comes from the joy of bringing people together to achieve a common goal. You'll find Nisha putting together a panel of Fortune 100 execs, enabling teams who are passionate about a new idea, and mentoring and being mentored by folks along the way. Nisha is also the Co-chair of Tiffany Circle NCCR, Board Member of the Silicon Valley Chapter and is on the Committee of the SF Gala which raises $1M annually for the Red Cross. She has been a volunteer since 1999 when she joined as a High School Freshmen in Youth Services and confers the Annual Nisha Baxi Award for the Volunteer of the Year for a Youth yearly.  Nisha is on the Board of Directors for the American Red Cross, enjoys golfing and lives in Mountain View, CA with her husband, Neel Mehta.  Summary: In this episode, Nisha Baxi, Head of Community at Gong, shares her insights on the power of community building. She discusses her career journey, the importance of connecting people on multiple attributes, and practical tips for starting and maintaining a community. Nisha also dives into the challenges of community building and how to measure its effectiveness. She emphasizes the value of giving back and leaving a legacy of helping others. Key Takeaways: Building a community is essential for building brand equity and creating a category in the market. Connecting people on multiple attributes leads to the most successful communities. Starting small and focusing on connecting people with similar challenges or interests is a great way to begin building a community. Measuring the effectiveness of a community can be done through metrics such as support case deflection, product feedback, acquisition touchpoints, user-generated content, and customer success. The ultimate goal of community building is to create a space where people can learn, connect, and support each other. Notable Quotes: "The most successful communities are ones where you connect people on not just one attribute, but two really good ones." - Nisha Baxi "In order to get brand equity, you need strong content and a strong community. That's how you build a category." - Nisha Baxi "People judge you by what you've done, not by your potential." - Nisha Baxi Chapters 00:06 Career Journey and Experience in Big Companies 02:25 Insights from Working in Startups 02:57 Role as Head of Community at Gong 03:36 Building and Maintaining a Community 04:29 The Importance of Connecting on Multiple Attributes 07:38 Practical Tips for Starting a Community 15:05 Measuring the Effectiveness of a Community 15:26 The SPACES Framework for Community Building 23:19 Favorite Community Building Story 26:25 Discussing Challenges in Tech 26:41 Keeping People Excited and Engaged 27:09 The Importance of Building a Community 33:14 Career Advice and Personal Legacy 44:30 The Great Peanut Butter Debate 45:22 Wrapping Up the Discussion Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Louise has over 20 years experience in technical and leadership roles across a range of sectors and disciplines, including technology, real estate, facilities management, and working as an electrician in the mining industry. This diverse experience underpins her passion for how people and technology can shape real estate experiences and improve the world we live in.Louise joined Schneider Electric in November 2020, as the Vice President Digital Buildings, Australia, leading a 350 strong team delivering sustainability and efficiency solutions to the built environment.Prior to that Louise was at AMP Capital, where she was most recently the Program Director for Technology and Innovation, ensuring delivery of client and business value from technology investment and leading real estate's digital and innovation team. Louise has also held senior roles in property management, operations and facilities management. Louise is a Graduate of the Australian Institute of Company Directors, a member of Chief Executive Women, holds a Masters of Facilities Management, and remains a qualified electrician. Summary: Louise shares her unique career journey, from starting as an apprentice in the mining industry to becoming a leader at Schneider Electric. She discusses the challenges and opportunities in the industry, including the shift towards open platforms and the integration of IoT. Louise also highlights the importance of diversity in leadership teams and the need for continuous learning and skill development. She emphasizes the role of AI in making buildings more efficient and addresses the challenges of the skills shortage in the industry. Louise concludes by sharing her vision for the future and the legacy she hopes to leave as a leader. Key Takeaways: Louise's career path was unique, starting as an apprentice in the mining industry and transitioning into facility management and real estate. The industry has seen significant changes in the past decade, with a shift towards open platforms and the integration of IoT. Diversity in leadership teams is crucial for success, including a mix of skills, backgrounds, and experiences. AI plays a significant role in making buildings more efficient and addressing the challenges of the skills shortage. Louise's vision for the future includes continued growth and development in her role at Schneider Electric. Quotes: "I would like for people that have worked in the businesses I lead to look back at that period and be like, that was a good part of my career." "The biggest challenge locally, I think it holds true globally, is going to be skills shortage." "It's about investing in and growing their capability rather than reducing the workforce." "The application of technology to meet outcomes and getting that right is crucial." Chapters 00:42 Louise's Unique Career Journey 01:45 Transition into Facility Management and Real Estate 02:28 Role at Schneider Electric 03:21 Industry Changes Over the Last Decade 04:18 Adapting to Open Platforms and IoT 04:59 Challenges and Solutions in Data Integration 08:12 Working with Partners and Vendors 13:49 The Future of Schneider Electric 18:09 Leadership and Career Reflections 22:56 Looking Ahead: Challenges and Opportunities 25:38 Conclusion and Final Thoughts Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): Michael is an award winning leader. He was part of the management team that grew advertising technology company Criteo (NASDAQ: CRTO) from 50 to 2,500 employees and $2BN USD in annual revenue. Prior to Criteo, Michael was Managing Director of AOL UK. He has also held executive positions in the US and has lots of experience scaling businesses internationally. Michael is currently the CEO of Tradify, a job management application used by thousands of trade businesses globally to simplify their job quoting, scheduling, management and invoicing.Summary:  Ricky and Sean interview Michael Steckler, the CEO of Tradify. Michael shares his journey into the tech industry, from starting in media sales to working at Microsoft and Criteo. He discusses the challenges and rewards of transitioning from a founder to a CEO and the importance of building a strong leadership team. Michael also talks about the unique aspects of the New Zealand tech scene and the opportunities and challenges of running a global software company from a remote location. He emphasizes the importance of having a support structure as a CEO and the value of networking and learning from other leaders. Michael shares his insights on budget planning, pricing strategy, and the key factors that have contributed to Tradify's success. He also discusses the importance of authentic company values and metrics in driving business growth.Key Takeaways: The strongest founders recognize their weaknesses and build a team that complements their strengths. Moving from a founder to a CEO requires measurable impact, trust, credibility, and understanding company culture. Building a support structure as a CEO is crucial, including a strong network of mentors and peers. The most rewarding moments for Michael at Tradify are seeing long-term employees reflect on the company's growth and impact. Building a successful company culture involves authentic values, leading by example, and fostering open communication. Key factors contributing to Tradify's success are a great product, understanding the customer, and a scalable go-to-market strategy. Metrics play a crucial role in driving business growth, differentiating between vanity metrics and operational metrics. Quotes: "The strongest founders...assemble great teams and recognize that." "If you're going to be a CEO, you need to...thoroughly understand that business." "Values aren't about being that value 100 percent...It's about calling each other out on it." "Having a great product and understanding your go-to-market are the key factors in cracking the code for business success." "Understanding...the most important metrics to the business...is probably the most important thing for me." "Understanding the difference between vanity metrics and metrics that really drive the business...is important." "If you have a bad ENPS, everything else you're worrying about is irrelevant." "Keep executing, keep growing the business, keep growing the team, do all the things that we're doing well, and fix things that we're not doing so well." "The number one thing I care about is respect...That is the most important thing." Chapters  00:00 Michael’s Background 00:05 Journey into Tech and Early Career 03:28 Taking the Helm as CEO of Tradify 04:35 Reflections on Past Experiences and Lessons from Microsoft and Criteo 06:05 Adjusting to NZ's Tech Scene 08:02 Transition from Founder to CEO 09:35 First 100 Days as CEO 17:05 Building a Support Structure as a CEO 19:39 Learning from Mistakes and Pricing Strategy 23:57 A Day in the Life of a CEO 25:39 Budget Planning for 2024 28:12 Most Rewarding Moments at Tradify 29:52 Building a Successful Company Culture 35:19 Cracking the Code: Tradify's Success Factors 40:20 Looking Ahead: Future Plans for Tradify 42:06 Quick Fire Round: Getting to Know Michael Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered

About The Guest(s): Kallie McConkie is the Senior Vice President of Customer Experience and Success at ActiveCampaign. Since joining in 2018, Kallie has been instrumental in growing the team across the globe to support customer-facing teams, including customer support, onboarding, customer education, solutions consulting, customer success management, and implementation functions to create remarkable customer experiences, helping businesses grow using customer experience automation.   As a MarTech veteran, Kallie started her career at Constant Contact, where she was responsible for educating their customers on using email marketing and social media to grow their businesses. From there, she joined HubSpot, pre-IPO, and spent 4 years building and growing a paid customer training program that educated thousands of customers across the globe on inbound marketing. Kallie is a proud member of Chief and an active participant in the Chicago Tech Customer Success community, participating in the Sales Assembly Customer Success Leadership Council. She received her bachelors from Michigan State University.  Summary: Kallie McConkie shares her journey into the tech industry, from working for a non-profit to becoming a marketing expert. She discusses her experience at HubSpot and the importance of a customer-centric approach. Kallie also talks about the challenges and rewards of building teams in different countries and the importance of in-person interactions. She emphasizes the power of transparency in leadership and the need for clear communication. Kallie provides valuable insights into marketing for SMBs and the importance of automation tools. She also discusses the company's plans for 2024 and the exciting possibilities of AI in business. Key Takeaways: Kallie stumbled into the tech industry by chance and has been in Martech for the past 15 years. HubSpot's collaborative and customer-centric approach was a valuable lesson for Kallie. Building teams in different countries requires understanding and adapting to different cultures and regions. In-person interactions are crucial for building relationships and creating a strong company culture. Transparency in leadership is essential for building trust and motivating teams. Marketing automation tools can help SMBs streamline their marketing efforts and engage with customers more effectively. ActiveCampaign is focusing on strategic programs and expanding its presence in different regions. Kallie is excited about the possibilities of AI in business and its potential to improve efficiency and customer experience. Quotes: "If I as a leader cannot explain the why, I shouldn't be doing something." - Kallie "There is no substitute for in-person interactions. You can't build the same relationships and connections on a Zoom call." - Kallie "Be transparent and tell people what you're able to, with the right context." - Kallie "Invest in tools that will help you not spend the majority of your time on marketing." - Kallie "AI can be really powerful and help small businesses be more efficient in their day-to-day operations." - Kallie Chapters 00:00 Introduction and Kallie’s Journey into Tech 00:13 Transition from Non-Profit to Tech 02:13 Experience at HubSpot and Customer-Centric Approach 03:29 Strategic Programs and Daily Operations 04:00 Expansion into Costa Rica 06:28 Building Teams in Different Countries 08:40 Adapting to Different Cultures and Regions 14:34 Importance of In-Person Interactions 20:33 Transparency in Leadership 21:53 The Power of Transparency in Business 23:03 The Importance of Explaining 'Why' in Leadership 25:01 Switching Business Strategies: From Sales to Customer Growth 27:06 Marketing Tips for Early Stage Founders 30:13 Planning and Budgeting for 2024 33:13 Personal and Professional Excitements for 2024 33:26 The Excitement and Fear of AI in Business 35:37 Quickfire Round: Getting to Know Kallie Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered

About The Guest(s): Steven is a seasoned sales leader with extensive experience in the tech industry. He started his career at Discover Org (now ZoomInfo) and played a crucial role in scaling the organization from 4 reps to 400 reps. Steven has a deep understanding of sales processes, team composition, and the importance of specialization in driving success. Summary: Steven shares his journey into the tech industry, starting from a Craigslist posting at Discover Org. He discusses the challenges and learnings he faced while scaling the organization, emphasizing the importance of specialization in sales roles. Steven explains the role of segmentation in sales and how it contributes to the success of the organization. He also highlights the grading system used to measure the performance of account executives and the impact it has on lead routing. Steven discusses the concept of playbooks in sales and how they help streamline processes and improve performance. He shares insights into maintaining performance and growth in a scaling business, emphasizing the importance of open communication and continuous improvement. Steven also discusses the alignment between sales and marketing and the role it plays in driving success. He shares his thoughts on forecasting and the importance of data-driven decision-making. Finally, Steven talks about the future of ZoomInfo and the focus on building a modern go-to-market strategy. Key Takeaways: Specialization is key in sales roles to ensure maximum efficiency and performance Segmentation of sales roles, such as new logo acquisition and CS, helps drive success and maximize value Grading AEs based on performance metrics allows for better coaching and development Playbooks are essential in sales to streamline processes and ensure consistency across the team Open communication and a culture of continuous improvement are crucial for maintaining performance and growth in a scaling business Alignment between sales and marketing is essential for driving success and achieving revenue goals Data-driven forecasting and decision-making are crucial for accurate planning and execution The future of ZoomInfo focuses on building a modern go-to-market strategy that leverages data, software, and automation to drive success Quotes: "We made a bunch of mistakes early on… just continually iterating, measuring, bifurcating roles, figuring out the best motion." "One of our advantages was always that segmentation and bifurcation of some of the roles." "The AE scorecard is the backbone of how we measure and stack rank our account executives." "Data allows us to figure out how we onboard, how we enable, and then how we consistently coach." "The best companies have a mix of people who've been there for a long time and understand the why of the company, and people who've done it before." - Sean "Forecasting is one of the areas where we're constantly looking to improve… it's a big math equation." "We've shown up differently and are more focused on meeting the customer where they are today." "No matter where the SDR sits, targets and alignment matter." Chapters 00:00 Introduction 00:55 Challenges and Learnings in Scaling the Org 02:26 The Importance of Specialization in Sales 02:41 The Role of Segmentation in Sales 03:48 Grading Sales Reps and its Impact 06:16 The Role of Data in Sales Performance 16:11 The Concept of Playbooks in Sales 18:02 Maintaining Performance and Growth in a Scaling Business 21:19 Open Communication and Growth 21:29 Aligning Sales and Marketing for Success 22:07 The Importance of Setting Targets Together 23:25 The Art of Negotiation and Collaboration 23:51 The Challenges of Being a Public Listed Company 24:11 The Art and Science of Forecasting 24:38 Understanding Win Rates and Their Impact 28:21 The Importance of Keeping Opportunities Open 30:21 Adapting to Changes in the B2B SaaS Selling Environment 36:52 The Role of SDRs in an Organization 38:06 The Future of ZoomInfo 39:40 Quick Fire Round

About The Guest(s): Devin currently the Director of Content & Thought Leadership at Clari where he's responsible for brand, content, and pipeline contribution. He also advises B2B marketing teams and publishes The Content Strategy Reeder, a weekly newsletter about growth strategies and tactics for creating memorable content. You can subscribe here, for free.Summary: Devin Reed shares his career journey from sales rep to content strategy director. He talks about his early struggles in finding a job in the tech industry and how he ended up at ClearSlide in San Francisco. He also shares the unexpected love story that led him to his wife, who was his hiring manager at ClearSlide. Devin then discusses his experiences at Gong and Clari, and how he transitioned from sales to marketing. He emphasizes the importance of being honest in interviews and following your passion. Devin also talks about the birth of his newsletter, The Reeder, and the key elements of creating engaging content. He concludes by discussing his desire to reshape the game and find a better way in his career.Key Takeaways: Be honest in interviews and follow your passion. Insightful, relevant, and actionable content is highly engaging. Content marketing should be tied to strategic company goals and revenue. Focus on solving problems and changing the way people think and act. Reshape the game and find a better way. Quotes: "I'm not here to build another Gong. I'm here to build Clari 2.0." "Content marketing should be tied to strategic company goals that the CEO cares about." "Content creation becomes extremely important when you look at it from an outcome lens." "Content marketing is a long tail strategy that requires patience and belief in thought leadership." "Reshape the game and find a better way." "I hope my legacy is that I helped a lot of people as I go through reshaping the game." "If you eat crunchy peanut butter, you're a psychopath." "Feet in the sand and the sun out. I'm happy." Chapters 00:14 Devin’s Early Career Journey 00:29 Struggles and Breakthroughs in the Tech Industry 03:32 Unexpected Love Story 07:15 Transition from Sales to Marketing 11:44 Experiences at Gong and Clari 26:19 The Job Rejection That Sparked a Journey 27:24 The Birth of The Reeder: A Freelance Writing Venture 28:07 The Power of Personal Branding and Building an Audience 29:38 The Art of Creating Engaging Content 34:25 The Shift in Sales and the Rise of Content Marketing 43:02 The Legacy of Reshaping the Game 44:27 The Lighter Side: A Quick Fire Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): Kevin "KD" Dorsey is a highly experienced sales leader and entrepreneur. He has built successful sales organizations in various industries and is known for his expertise in sales strategy and leadership. KD emphasizes the importance of understanding people in sales and how this has been a consistent factor in his success across different industries.Summary: KD shares his personal journey into sales and explains how he discovered his talent for pattern recognition, which led him to pursue a career in sales. He emphasizes the importance of understanding people in sales and how this has been a consistent factor in his success across different industries. KD also provides valuable tips for young salespeople, including the power of pattern recognition and the importance of asking the right questions to understand customers' needs. He discusses the BIPC methodology (Behaviors, Issue Diagnosis, Process, Skill, and You) that he teaches to his managers to help them coach their reps effectively. KD also highlights the significance of positive recognition and celebrating the process rather than just focusing on the results. Key Takeaways: Pattern recognition is a valuable skill in sales and can help identify opportunities and make informed decisions. Understanding people is crucial in sales, as it allows for effective communication and the ability to address customers' needs. Asking the right questions is essential to gain insights into customers' motivations, fears, and desired outcomes. The BIPC methodology (Behaviors, Issue Diagnosis, Process, Skill, and You) can help managers coach their reps effectively. Positive recognition and celebrating the process are powerful motivators for behavior change and skill development. Quotes: "People, people like life is all about people. Leadership is all about people. Selling is all about people." - KD "You are not emailing a persona, you are emailing a person." - KD "It's easy to stand out in sales because most emails look the same. Be creative and find what works for you." - KD "Celebrate the process. Positive recognition is more powerful for behavior change than negative, constructive criticism." - KD Chapters 00:00 Introduction and Personal Journey into Sales 02:03 The Importance of People in Sales 03:43 The Art of Understanding People 04:27 Tips for Young Salespeople 04:42 The Power of Pattern Recognition in Sales 05:57 Building Successful Sales Organizations 11:40 The Role of Marketing in Sales 17:43 The Importance of Humor in Sales 23:02 Hiring Process and Characteristics for Salespeople 28:28 The Importance of Perseverance in Hiring 28:37 The Art of Hiring: Defining and Grading 29:02 The Pitfalls of Feature Dumping in Sales 29:41 The Need for Change and Improvement in Sales 31:31 The Power of Practice in Sales 32:01 The Role of Training in Sales 32:15 The Importance of Practice in Sports and Sales 34:45 The Art of Motivating Sales Teams 42:45 The Role of Leadership in Sales 48:01 The Importance of Celebrating Success in Sales 48:01 The Power of Positive Recognition in Sales 49:08 Quick Fire Round Links Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  Chapters https://www.linkedin.com/in/seandiljore/

About The Guest(s): Meg is an accomplished Sales and Operations leader with experience streamlining processes and driving execution for organizations in all stages of growth.  She specializes in organizations in hyper-growth mode or preparing for acquisitions and other key financial events.  Meg is the Vice President of Revenue Operations at Rev.com, a leading global speech-to-text service.  Her love for helping others embrace change is Meg's favorite part of leadership. It makes up for her love for Manchester United and the Dallas Cowboys.Summary: Meg shares her career journey, from starting in sales and CPG to her current role in revenue operations. She explains the role of revenue operations and how it differs from sales operations. Meg emphasizes the importance of process, people, and development in revenue operations and offers insights into building a successful revenue operations team. She discusses the challenges and solutions in revenue operations, including getting buy-in, measuring effectiveness, and avoiding pitfalls. Meg also touches on the role of enablement in revenue operations and the future of revenue operations with the integration of AI.Key Takeaways: Revenue operations is focused on process, people, and development. Start with process to provide a foundation for success. Building a revenue operations team in a startup requires a nimble and adaptable mindset. RevOps should align with the C-suite and have clear goals and strategies. Effective revenue operations requires strong cross-functional relationships. Quotes: "RevOps is the business police, but we're really here to make sellers and the go-to-market motion successful." "RevOps supports sales, marketing, and finance to drive revenue." "Good RevOps leaders are grounded and people-oriented." "You have to be intentional with how you present a process or the benefit or data." "Quota setting should be equitable role to role and represent success for each role." "Compensation plans are only as effective as someone can regurgitate them." "RevOps should use AI as a tool to make processes more efficient." Chapters: 00:00 Introduction and Guest Background 01:24 Journey into Revenue Operations 03:14 Understanding the Role of RevOps 04:09 Building a RevOps Team 06:57 Challenges and Solutions in RevOps 08:54 Differentiating Sales Ops and RevOps 10:16 Measuring the Effectiveness of RevOps 11:54 The Role of Enablement in RevOps 14:54 Tech Stack Considerations in RevOps 18:13 Pitfalls to Avoid in RevOps 19:28 Setting Quotas in RevOps 21:14 Understanding Compensation Plans 22:08 RAMP Time and Its Importance 30:09 Building Cross-Functional Relationships 32:37 Favorite Business Tools 34:59 The Role of AI in Sales 36:52 Quickfire Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Samantha McKenna, CEO of #samsales Consulting, is an award-winning sales leader, brand ambassador for LinkedIn, LinkedIn Sales [In]sider, angel investor, board member, and highly sought-after speaker. She has broken 13 sales records and believes great sales are rooted in exceptional manners, and consistently looks for opportunities to continue growing the company’s philanthropic efforts.With more than 80,000 LinkedIn followers, Sam has inspired sales professionals with her tangible sales tips and actionable advice used daily by executives and teams alike. Sam has been named a Top 50 Woman in Revenue, Top 25 Women in Revenue, Top 20 Women in Sales Leadership, The 100 Best LinkedIn Influencers, appears as one of the faces of LinkedIn Sales Navigator’s marketing campaigns, and has been named a Top Ten LinkedIn Sales Star several times over. She has a deep commitment to helping women succeed - particularly those who are military spouses - as well as individuals from underrepresented backgrounds. Sam is dedicated to shining a light on her trademark Show Me You Know Me  and #givefirst mantras - and together with her team, raised over $50,000 for charity in both 2021 and 2022 with the innovative #samsales ‘Show Me You Know Me  ’ Charity Event.Key Takeaways: Motivation in sales comes from a competitive spirit and the desire to constantly excel. Starting your own business allows for more control over your time and the opportunity to make a broader positive impact. Challenges in running a business include making tough decisions and figuring out how to grow without external funding. Hiring the right people involves looking for individuals with a process, intellectual curiosity, and the ability to build rapport. Building a repeatable sales process requires understanding your accounts, running targeted plays, and leveraging LinkedIn for relationship building. Urgency in sales is a differentiator and shows respect for the prospect's time. Being responsive and quick in following up with leads can make a significant impact on closing deals. Quotes: "Quality over quantity is key in sales. Take the time to research and personalize your outreach." - Sam McKenna "Treat your book as a business and take risks to differentiate yourself in the market." - Sam McKenna "Move your ass. Being urgent in sales shows respect for the prospect's time." - Sam McKenna Chapters:  00:00 Introduction and Initial Conversation 00:13 Sam's Motivation and Drive in SaaS Sales 01:41 Starting Sam Sales: The Journey and Vision 04:20 Challenges and Rewards in Running a Business 09:39 The Impact of an All-Woman Business 11:46 Sam's Unique Approach to Sales 15:22 Building Genuine Relationships in Sales 20:50 Hiring the Right People for Sales Success 26:37 Hiring Mistakes in Startups 27:08 Common Misconceptions in Hiring 27:59 The Importance of Skill Set in Hiring 28:09 Building a Repeatable Sales Process 29:10 Understanding Your Accounts 31:17 The Importance of Relationship Building in Sales 32:54 Building a Brand and Treating Your Book as a Business 37:45 The Role of LinkedIn in Sales 40:09 The Future of Sales 42:08 The Importance of LinkedIn for Salespeople 46:48 The Urgency in Sales 49:11 Quick Fire Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered  Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/

About The Guest(s): Jason Atkins is the co-founder of Cake, a global SaaS company that provides equity management solutions for startups. With a background in finance and a passion for innovation and entrepreneurship, Jason has been instrumental in building Cake into a leading player in the equity space. He is dedicated to driving the growth of the company and helping startups around the world succeed. Summary: In this episode, Jason Atkins, co-founder of Cake, shares his journey of building a global SaaS company from the Gold Coast. He discusses the founding moment of Cake and the problem they were trying to solve in the equity space. Jason also talks about the challenges they faced in the early days and the importance of usability in SaaS products. He shares insights into the fundraising journey and provides practical tips for early-stage founders. Jason then dives into the go-to-market strategy for global expansion and the importance of understanding your customer. He highlights the role of marketing in business growth and the power of community-led marketing. Finally, Jason discusses his priorities as a CEO and gives a glimpse into the future plans for Cake. Key Takeaways: Cake was founded to bring the speed and innovation of blockchain to the traditional equity space. Building a startup from scratch is extremely challenging, but focusing on learning and minimizing expenses can make a big difference. Access to the right people and funding is crucial in the early days of a startup. Usability is a key factor in the success of a SaaS product, and understanding your customer's buying process is essential. When expanding globally, it's important to identify your customer and focus on the markets where they are buying. Being present where your customers are and building a strong community can drive growth and success. Jason's top priorities as a CEO are evangelism, sustainable revenue growth, and building a strong team. Quotes: "If you're in a new space, just give. Volunteer, help others, and learn as much as you can." - Jason  "Raise as little money as possible, learn as fast as possible, and focus on achieving milestones." - Jason  "Be where your customers are and spend time with them. People want to work with good people." - Jason  "Product-led growth is about solving a problem and being there when your customers need you." - Jason  Chapters:  00:00 Introduction and Founding Moment 00:05 The Problem and Solution 01:30 Choosing a Co-Founder 03:28 Challenges in the Early Days 09:23 The Importance of Usability in SaaS 11:15 Fundraising Journey and Tips 17:37 Celebrating Success and Global Expansion 22:38 Global Expansion and Learning from Different Markets 23:11 Understanding the Product and Market Strategy 23:37 Challenges and Successes in Market Expansion 24:20 The Importance of Identifying Your Customer 27:52 The Role of Marketing in Business Growth 31:45 The Journey of a CEO: Priorities and Future Plans 34:49 Quick Fire-Round Equity Toolkit: https://www.cakeequity.com/equity-toolkit Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered   Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/    Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/   Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): Marina Golemis is the Senior Vice President of North American Sales at ShipBob, a technology-enabled fulfilment platform that supports over 7,000 e-commerce companies. Her leadership has contributed to the company's incredible growth, as she has been involved in every part of the Customer Acquisition process, as well as Customer Success, Implementation and Sales Engineering. She is recognized for her insights into how leaders can trust themselves and their perspectives, which is integral to the role of a sales leader​.   Marina lives in the suburbs of Chicago with her husband and two daughters.  When not nerding out on sales podcasts, Marina can be found at her local yoga studio. Summary: Marina shares her journey into the tech industry, starting with a job in logistics after college. She then worked for a fashion startup before joining ShipBob. Marina discusses her role overseeing both sales and customer success and how it has improved alignment between the two teams. She also talks about the challenges of scaling a team and the importance of setting up processes and hiring the right people. Marina emphasises the value of honesty and transparency in customer success and shares her approach to forecasting and revenue retention. She also highlights the importance of consistency in leadership and the lessons she has learned from her mentors. Key Takeaways: Marina's early career in sales taught her the importance of grit and the value of working in a field you are passionate about. Success managers can benefit from learning sales skills to proactively identify opportunities for upselling and cross-selling. Revenue retention and growth should be a key metric for success teams, and quotas should be set based on attainable goals. Scaling a team requires setting up processes and hiring the right people, as well as maintaining consistency in leadership. Forecasting can be challenging, but understanding the factors that can impact revenue and maintaining open communication with customers can help improve accuracy. Quotes: "We don't want to be the company doing layoffs every year where people aren't bought in because they're always scared that tomorrow's their last day." - Marina "Consistency and leadership is so important. I know what to expect from my boss, and that consistency helps me come prepared and anticipate his questions." - Marina Chapters:  00:06 Marina's Journey into Tech 01:33 Joining ShipBob and Company Growth 01:57 Balancing Sales and Customer Success 05:08 Upselling and Cross Selling Strategies 07:46 The Hiring Process and Team Scaling 10:15 The Importance of Culture Fit in Hiring 13:22 Maintaining Team Size and Increasing Productivity 15:47 Forecasting Methodology in Sales 16:09 The Art of Revenue Forecasting 16:21 Challenges in Forecasting and Overcoming Them 17:31 Impact of Macroeconomic Downturn on Business 17:44 Adapting to Market Changes and Building Resilience 18:59 The Power of Peer Groups and External Influence 20:05 Career Progression and Growth at ShipBob 20:32 Addressing Quota Challenges and Ensuring Team Success 21:43 The Importance of Accountability and Transparency in Leadership 22:04 Learning from Mistakes and Adjusting Expectations 27:07 Maintaining Consistency and Positivity in Leadership 27:58 Quick Fire Round and Closing Remarks Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered  Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): Alka Tandan is Chief Financial Officer at Gainsight. Tandan has over 20 years of corporate finance and operations experience in the technology industry, mostly focused on SaaS. She began her career in investment banking where she helped take Salesforce and Google public and has held various strategic and operational roles at MetricStream, Actian Corporation, and SAP. Tandan is also a limited partner and advisor for the venture fund Operator Collective as well as an angel investor, and is a founding member of The F Suite, a community platform for Chief Financial Officers of leading venture capital funds and high growth technology companies. Summary: Alka shares her journey growing up in Silicon Valley and how her parents' background in engineering influenced her career in tech. She discusses the challenges and realities of working in Silicon Valley, as well as the impact and influence of being a woman in the industry. Alka also talks about the importance of building strong relationships in business and how she navigates the role of CFO with a human-first approach. She reflects on her proudest moments in her career, including Gainsight's acquisition by Vista, and discusses the challenges and opportunities of scaling a SaaS company. Alka shares her strategies for adapting to economic downturns and planning for the future amidst uncertainty. She also highlights exciting developments at Gainsight, including recent acquisitions and the company's focus on the post-sales journey. Key Takeaways: Growing up in Silicon Valley and being surrounded by tech influenced Alka's career in the industry Building strong relationships and effective communication are key to success in business Being a human-first CFO means being transparent, approachable, and explaining decisions to build trust Planning for the future requires scenario planning and regular review of the business's financials Gainsight is focused on filling the entire post-sales journey and leveraging AI for future growth. Quotes: "Being in an environment like Silicon Valley, my uncle being an entrepreneur, you just start dreaming big." "The most important reason this deal matters is that we've proven you can win in business by being human first." "We're not just a customer success company anymore. We're looking at owning the entire post-sales journey." Chapters:  00:08 Guest's Early Life and Career Beginnings 02:02 Growing Up in Silicon Valley 02:37 Career Milestones and Achievements 02:47 Challenges and Realities of Silicon Valley 03:54 Impact and Influence as a Woman in Tech 06:07 Journey to Becoming a CFO 08:24 Building Strong Relationships in Business 10:26 Adapting to Economic Downturn 12:51 Challenges in Scaling a SaaS Company 15:56 Learning from Business Mistakes 18:06 Proudest Moments in Career 19:35 Adopting a Human-First Approach in Business 23:48 Navigating Transparency and Confidentiality 26:45 Adapting to Unpredictable Situations 27:04 Team Alignment and Decision Making 27:13 Impact of Investment on Team Communication and Planning 27:28 Increased Alignment and Regular Meetings with Investors 30:11 Planning for 2024 Amidst Uncertainty 30:29 Strategies for Navigating Economic Changes 32:34 The Importance of Regular Review and Adaptability 33:23 Understanding Cash Flow for Business Flexibility 34:04 Exciting Developments and Future Plans for Gainsight 35:28 Quick Fire Round: Getting to Know Alka Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/   Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): Pete Blackhurst is a High Growth SaaS revenue leader who has over 22 years of experience and has built and managed high-performance global revenue teams across early to late-stage companies ranging from $2m-$100m ARR across multiple verticals. Known for his motivational and dynamic leadership style, Pete fosters a collaborative and results-driven leadership approach. He believes in empowering individuals to reach their full potential with continuous improvement and mentoring, resulting in a cohesive and high-performing culture across the revenue team.  Summary: Pete discuss his journey into tech and sales, the skills and competencies he has developed, and the importance of having a sales playbook. They delve into the hiring process, the traits Pete looks for in candidates, and the challenges and rewards of running global sales teams. The conversation touches on the impact of burnout in the sales industry and the need for open discussions about mental health. Key Takeaways: Pete's competitive nature and desire to win have been driving forces in his sales career A sales playbook is essential for onboarding and success in an org Asking candidates about their hobbies can provide insight into their character and drive A good sales playbook translates the vision and strategy of the org into actionable tactics The hiring process should involve multiple stages, including role plays and feedback sessions A good ramp-up period for an AE is around six months, but it can vary depending on the company and location The culture of an org is crucial for success and should prioritise collaboration, communication, and continuous learning The sales industry needs to address the issue of burnout and have open discussions about mental health Tech plays a significant role in sales operations but can also create challenges with data collaboration between systems AI has the potential to automate monotonous tasks and allow salespeople to focus more on the customer and the opportunity Quotes: "If anyone tells you that they didn't get into sales for money, they're lying." - Pete  "If they haven't got any questions for me, that's a big red flag." - Pete  "Sales are the first to go because ideally, they're the people who bring in the money." - Pete  "Burnout is a big thing. There's a lot of mental health issues in sales." - Pete  "AI is going to help salespeople do monotonous tasks and focus more on the customer and the opportunity." - Pete  Chapters:  00:00 Introduction and Welcome 00:07 Pete’s Journey into Tech and Sales 03:08 Defining a Good Sales Playbook 04:38 Hiring Process and Traits for Success 15:12 Challenges and Mistakes in Sales Leadership 23:09 Understanding the Importance of Financials in an Organization 23:33 Key Metrics and Red Flags in Evaluating a Company 24:05 The Challenge of Accessing Private Company Information 24:59 The Role of Company Culture in Decision Making 25:44 Defining a Good Culture in Sales 26:09 The Impact of Burnout in the Sales Industry 26:31 The Importance of Teamwork and Accountability in Sales 27:18 The Five C's Methodology for a Winning Culture 34:56 The Role of Tech Stack in Sales Operations 37:20 The Rewards and Challenges of Running Global Teams 40:34 Addressing Burnout and Mental Health in Sales 42:54 Quick Fire Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered   Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/    Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/   Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): David is the global CEO at Cin7, having joined in 2019. He is passionate about culture and loves the challenge of building a large and global SaaS business. Prior to Cin7, David held executive positions at ezyVet, Qrious and Orion Health. Summary: David shares his journey in the tech industry, from his early days as a young boy tinkering with technology to his current role as CEO of Cin7. He discusses the challenges and rewards of leading a company, the importance of building a strong leadership team, and the strategies he uses to drive alignment and engagement within the organisation. David also talks about the role of metrics in business growth, the process of mergers and acquisitions, and the future of Cin7. Key Takeaways: David's passion for technology started at a young age, and he has always been drawn to coding and IT support. Building a successful leadership team is crucial for company growth, and David focuses on hiring experts in their field who align with the company's strategy. Communication and alignment are key to driving engagement within the team, and David uses tools like all-hands meetings and cascading comms to ensure everyone is on the same page. Overcoming challenges and learning from mistakes is an important part of leadership, and David emphasises the importance of being straight up with team members and addressing performance issues early. Scaling a business globally requires a globally-minded approach and a focus on providing a consistent customer experience across different time zones and geographies. Quotes: "The standards you walk past are the standards you set." "Calling things out is quite important." "Complexity is the enemy of growth." "Culture is a super strength for us." "We want to step change the customer experience and put a lot of effort into it." "We're going to innovate the customer experience and be great at innovation." Chapters:  00:00 Introduction and Early Days in Tech 00:49 Growing Up and Moving to New Zealand 01:39 Rewarding Moments at Cin7 02:56 Challenges and Overcoming Obstacles 03:28 Product Challenges and Customer Experience 05:37 Learning from Mistakes and Improving Customer Experience 08:43 Building a Successful Leadership Team 10:06 Driving Alignment and Engagement within the Team 13:49 Importance of Metrics in Business Growth 17:05 Cultivating a Winning Culture 21:27 Scaling a Business: The Importance of Local Presence 22:32 Mergers and Acquisitions: A Key Pillar of Business Growth 24:15 Lessons from Successful Business Transactions 27:01 The CEO's Focus: People, Strategy, and Culture 28:58 Maintaining Effective Communication with the Board 30:54 The Future of Cin7: Innovation and Customer Experience 32:29 Fun Facts and Personal Preferences Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered  Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/   Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/  Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): Justin Sefrin is the Vice President of Customer Success at a major field service management platform, Housecall Pro. His focus is on leading teams across all post-acquisition functions, serving over 35,000+ home service businesses, and delivering on our mission of championing them to success. He has spent the last decade immersed in the B2B SaaS space, predominantly engaging in early-stage startups, with a passion for serving teams, developing people, and driving output. New York native who migrated to Sunny Southern California, who loves his coffee, his family, and the great outdoors. You'll find him, with his  wife, and daughter cruising the 101, blasting tunes, looking for their next adventure. Summary: Justin shares his journey into the tech industry, starting with his background in sales and how he got lured into the world of technology. He discusses the challenges and learnings from his early career experiences and how they shaped his transition into customer success. Justin emphasizes the importance of building strong relationships with customers and the transferable skills between sales and customer success. He also talks about the delicate balance between customer acquisition and retention and the strategic plays that can help achieve that balance. Justin highlights the significance of metrics and incentives in customer success and how they can drive success and align with the overall business goals. He also touches on the composition of a customer success team in early-stage companies and the importance of having a strong foundation in customer success from the beginning. Key Takeaways: The transition from sales to customer success can be smoother than expected, as there are transferable skills between the two roles. Building strong relationships with customers and being genuinely interested in their success is crucial in customer success. Balancing customer acquisition and retention requires a clear focus on the mission and understanding the needs of customers. Metrics and incentives in customer success should align with the overall business goals and focus on inputs rather than just outputs. In early-stage companies, having a customer success team from the beginning can help set a strong foundation for growth. Quotes: "CS is so complex and evolving that the more we invite a unique perspective, the better it becomes." "CS and sales should work well together, forming a healthy tension that benefits both teams." "Controlling what you can control and focusing on inputs is key to success in CS." "Having a strong foundation in customer success from the beginning can serve a company better as it scales." "AI can be a valuable tool in customer success, helping to make better-informed decisions and support customers more effectively." Chapters: 00:00 Introduction and Guest Welcome 00:06 Guest's Journey into the Tech Industry 01:24 Challenges and Learnings from Early Career Experiences 04:01 Transition from Sales to Customer Success 07:47 Balancing Customer Acquisition and Retention 09:37 Metrics and Incentives in Customer Success 15:40 Advice for Transitioning from Sales to Customer Success 17:33 Building a Customer Success Team in Early Stage Companies 26:54 Looking Ahead: Future Plans and Excitements 28:31 The Role of AI in Customer Success 30:43 Quick Fire Round: Personal Preferences Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/  #CEO #Founder #startup

About The Guest(s): KG has been in sales/sales leadership for over 25 years. Currently the CRO of www.InsideSalesExpert.com where he helps leaders at early stage tech startups avoid mistakes, the mistakes he  made, when growing their sales teams. With KG, you get experience, not inexperienced opinions.  Here are some of his successes: - 8 startups, 3 startups have had liquidity events - Built teams of 30 salespeople to 550 salespeople, often starting from only a few or 0 salespeople - Built multiple Inside Sales, SDR/BDR, Account Management and Enterprise Sales teams. - Author of "It Happened On The Sales Floor: 100 Sensational Stories about Sales Leadership Screw-Ups and Big Wins" - And he's made lots and lots of mistakes. There's over 10 sales leadership guides on his site that can help you avoid some of the mistakes he's made in the past. Summary: Kevin Gaither shares his journey into sales, from studying engineering to finding success in the tech industry. He emphasizes the importance of sales fundamentals, such as hard work, continuous learning, and tracking metrics. He also discusses the challenges of managing sales teams and the need for clear expectations and boundaries. Kevin highlights the importance of deal reviews and compensation planning in driving sales success. In addition, he reveals his favorite sports team, music genre, movie, and dream travel destination. Key Takeaways: Salespeople should focus on the things they can control, such as their work ethic and continuous learning. Tracking metrics and optimizing performance based on data is crucial for success in sales. Sales leaders should set clear expectations and boundaries with their teams to avoid confusion and maintain professionalism. Deal reviews and analyzing both closed won and closed lost deals can provide valuable insights for improving sales performance. Compensation plans should be simple, aligned with company goals, and clearly defined to avoid misunderstandings. Quotes: "You can't manage outputs. You can only manage inputs." - Kevin orsey "The inmates don't run the asylum." - Kevin  "You can't be friends with your sales reps. You can be friendly and respectful, but there needs to be a clear boundary." - Kevin  "If you don't define expectations, you're asking for trouble." - Kevin  "Keep compensation plans simple, aligned with company goals, and clearly defined." - Kevin  Chapters:  00:00 Introduction and Guest's Background 00:07 Kevin's Journey into Sales 00:35 Transitioning from Customer Service to Sales 01:29 The Importance of Sales Fundamentals 01:55 Tips for Accelerating Sales Abilities 03:02 The Power of Tracking Metrics in Sales 04:23 The Reality of Sales Performance Distribution 05:04 The Importance of Hard Work and Discipline in Sales 06:17 The Role of Sales Leaders in Employee Success 07:04 The Importance of Scripting in Sales 10:38 The Power of Reverse Engineering in Sales 11:48 The Importance of Sales Leadership 12:09 The Role of Sales Leaders in Employee Motivation 15:04 The Importance of Setting Expectations in Sales 20:02 The Role of Sales Leaders in Hiring 23:52 The Importance of Deal Reviews in Sales 27:53 The Role of Sales Leaders in Compensation Planning 30:13 Conclusion and Final Thoughts Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/  #Leadership #SaaSyTalk #CEO #Founder #business #investing #vc #venturecapital #entrepreneur #startup #GTM #marketing

About The Guest(s): Alok Kulkarni is the co-founder, CEO, and chairman of software company Cyara, whose CX Assurance platform is used by more than 300 global brands. Alok founded Cyara in 2006 in Melbourne with Luan Tran and Bonny Malik, with the vision that an easy-to-use CX Assurance platform could help enterprises be confident that they were delivering great customer experiences each and every time. Cyara has grown steadily since its founding, adding new products and teams around the world to help realise this vision. The company’s headquarters are now in Silicon Valley, with offices in Australia, Ireland, and India. Originally from Mumbai, Alok moved to Melbourne with his family as a teenager. Alok has an MBA in entrepreneurship and technology from Melbourne Business School, and a bachelor’s degree in electrical and computer systems engineering from Monash.Alok is married with two sons and his passions include all things technology, travelling, spirituality, and lifelong learning. Summary: Alok, CEO and Co-founder of Cyara, shares his journey in the tech industry and the founding of Cyara. From his early years in India to his move to Australia, Alok's passion for technology and automation led him to start Cyara, a company focused on testing and monitoring contact center technology. Alok discusses the importance of hiring the right people, building a strong team, and the lessons he has learned along the way. He also shares his insights on scaling globally, mergers and acquisitions, and the future of customer experience. Key Takeaways: Alok's passion for technology and automation led him to start Cyara, a company focused on testing and monitoring contact center technology. Hiring the right people and building a strong team is crucial for scaling a company. Alok emphasizes the importance of trust, respect, and humility in building a positive company culture. Scaling globally requires a strategic focus on key markets, such as the US, and understanding the specific needs and preferences of customers in those markets. Alok believes that AI will have a significant impact on customer service and customer experience, transforming the industry and creating new opportunities. Quotes: "You've got to hire people who are smarter than you, people who've done things before that you haven't." - Alok "Scaling the company has been about hiring the right people and building the systems to evaluate and support them." - Alok "If you want to do something, you just have to go for it." - Alok "The more you can work out beforehand what you're going to do, the better it is for both companies." - Alok "Customer experience is going to be disrupted by AI, transforming what the existing agent population does." - Alok Chapters: 00:00:15 Alok's early interest in tech and passion for computers 00:07:00 Rewarding moments and challenges in scaling Cyara 00:13:00 Alok explains how he attracted early leadership team members through equity 00:18:22 Ricky asks Alok about his top priorities as a CEO 00:23:00 Focusing on the US market for growth 00:26:35 Changing one thing: raising capital earlier 00:32:04 AI's impact on customer service and experience 00:34:46 Quick Fire-Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/  #Leadership #SaaSyTalk #CEO #Founder #business #investing #vc #venturecapital #entrepreneur #startup

About The Guest(s): David F. Giannetto serves as CEO of WorkWave, where he has led the company to become an industry-leading partner that delivers premier field service and last mile, full lifecycle SaaS software and solutions. His focus is on creating an organization of empowered employees focused on unifying field service, workforce management, sales and marketing, and payment facilitation fintech to provide customers with a tangible competitive advantage in their local markets. He has recently been named a Top 10 SaaS CEO and a Top 10 Software Leader in NJ.He has nearly 30 years of experience leading and managing international organizations focused on the deployment and usage of enterprise-level technology. Prior to his time as an executive for software companies, he was CEO of The Telos Group and the practice lead of the nationally respected EPM consulting practice of J.H. Cohn (CohnReznick). Earlier in his career, he was a hands-on service leader for Airborne Express and an Officer in the US Army. He is the author of three books and nationally respected thought-leader on how information and technology can drive business performance. Giannetto received his MBA from Rutgers University and his undergraduate degree from Monmouth University. He has won awards as both a wildlife photographer and a Delaware river decoy carver. He currently resides in Ringoes, NJ. Summary: David discusses the importance of transparency in business metrics and the challenges and rewards of scaling a company. He shares his journey into the tech industry and how he ended up at WorkWave. David also talks about the impact of culture and the role of mistakes in leadership. He highlights the qualities he looks for in leaders and the key elements of a winning culture. David shares his excitement for the future of WorkWave and the company's focus on internationalization and acquisitions. Key Takeaways: Transparency in business metrics is important for telling the story of a company's performance and growth. Building a winning team requires finding the right balance between experience and hunger for success. Culture is set by the CEO and should be authentic and aligned with the company's goals. Scaling a company requires trusting and empowering others to make decisions and manage operations. The key metrics to track depend on the ownership structure and goals of the company. Quotes: "Transparency and honesty are important in telling the story of WorkWave's performance and growth." "You're either a fit or you're not because you can go get a very senior person, but if they're not hungry, they won't be willing to go the extra mile." "Culture is set by the CEO and should be authentic and aligned with the company's goals." "Scaling a company requires trusting and empowering others to make decisions and manage operations." "The key metrics to track depend on the ownership structure and goals of the company." Chapters: [00:00] Transparency and publishing numbers [05:29] Merging multiple companies successfully [08:58] A CEO's mistake and recovery [10:29] Quiet quitting in the workplace [14:29] Financially disciplined growth [17:21] Embracing change and forward thinking [22:09] Being too authentic hurts the organization [24:38] Challenges of rapid scaling [28:17] Leadership style evolution [32:52] What's the next phase look like? [35:37] Quick Fire-Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered   Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/    Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/   Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): Helping founders build out their GTM strategies and teaching sales reps how to earn the right to ask questions, which questions to ask, and when is the primary driver for Richard. He brings 20+ years of experience, having done all the roles, SDR, AE, Manager, Director, VP of Sales, and Director of Sales Ops to the table. His client list includes Fortune brands as well as start-ups, including Zoom, Salesforce, Human Interest, Dusty Robotics, Gainsight, and more. He's also the co-founder of Surf and Sales as well as the host of the Surf and Sales Podcast and his newest podcast, Sales Rants with Richard. He lives in Northern California with his wife, Cathy, sons, Riley and Bodhi, and two Cavapoos, Lola and Luna. Summary:Richard Harris discusses the challenges and benefits of remote work and the future of office work. He emphasizes the importance of trust between employers and employees and the need for open discussions about preferences and needs. Richard also shares his favorite sports team, music genre, and movies. Key Takeaways: The future of office work should involve open discussions about preferences and needs to find the right balance. Trust between employers and employees is crucial for successful remote work. Building a career can happen remotely, but it requires opportunities for real conversations and connections. Richard's favorite sports team is the Denver Broncos, and his favorite movie is Shawshank Redemption. Quotes: "There is zero trust between the employee and the employer. The employer doesn't trust the employee, particularly salespeople, to do their job, and they never have." - Richard Harris "The only way I ever see return to office happening in full is if we go through a really massive 2008 type recession." - Richard Harris "I'm a smooth guy these days. It's too fucking hard to spread the crunchy peanut butter." - Richard Harris ​Chapters:  00:00:28 Richard's early interest in sales and business 00:07:26 Richard's value and expertise recognized by clients 00:10:17 Defining a sales playbook: specific to use cases 00:12:30 Challenges of hiring the first sales leader 00:16:31 Hiring the first sales leader is a common mistake 00:19:45 Sales is often blamed for missed goals and unrealistic expectations 00:20:28 Difficulty in identifying true sales professionals 00:25:23 Importance of hiring stage-appropriate sales roles 00:31:40 Average tenure of sales leaders 00:37:00 The need for honest conversations 00:43:00 Richard expresses concern for employees with flexible work arrangements. 00:53:51 Quick fire round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/  Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/ Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): Rob Lips is a highly experienced C-level executive with extensive expertise in SaaS go-to-market, marketing, sales, and M&A across F500 enterprises and high-growth SaaS firms. Notable for strategic leadership, collaborating with senior management and boards. Highlights: INTUIT Stint: A 20-year journey at INTUIT, where roles included Chief Sales (Revenue) Officer, General Manager, and VP Product Management / Marketing, shaping the company's success. PROCTER & GAMBLE Background: A solid foundation in brand management and operations during a 9-year tenure. Board Member: Served as a board member for 3 years, contributing hands-on expertise in business planning, marketing, sales execution, and M&A alongside C-level leaders. Summary: Rob Lips discusses the importance of marketing in driving the success of a product or company. He emphasizes the need for effective communication and articulation of a product's value proposition to the target audience. Rob shares his early experiences in marketing and how he realized the power of understanding customer needs and positioning a product accordingly. He also highlights the role of marketing in the success of companies like Apple, where innovative products were coupled with strong marketing strategies. Key Takeaways: Effective marketing is crucial for the success of a product or company, as it helps articulate the value proposition to the target audience. Understanding customer needs and positioning a product accordingly is key to driving sales and gaining a competitive advantage. Marketing plays a significant role in the success of companies like Apple, where innovative products are coupled with strong marketing strategies. Quotes: "If they just didn't market it well at all, they couldn't articulate to the end user why their product met their needs better than other things in the marketplace." - Rob L "Find big unmet customer needs that your product can solve better than others." - Rob L ​Chapters:  00:00:55 Understanding customer needs is key to successful marketing. 00:02:00 Apple's marketing helped their products stand out in the market. 00:11:19 Ways to build alignment: strategy, expectation setting, process, org structure, compensation 00:13:00 Metrics to focus on for a 5 million ARR business 00:14:32 Importance of brand strategy in generating demand 00:16:00 Tips for early-stage companies on demand generation through online advertising 00:19:49 Understand market differences when expanding to North America 00:22:00 Assumptions can damage expansion into the US 00:22:31 Partnerships as influencers and value improvement 00:27:00 Measure everything but avoid analysis paralysis 00:30:00 Rob's transition from CMO to advisory board roles 00:37:25 Importance of intentional board makeup based on vision and strategy 00:38:38 Quickfire round  Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered   Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/    Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/   Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/ 

About The Guest(s): Udi Ledergor is a five-time Marketing leader at B2B start-ups and currently the Chief Evangelist at Gong. As Chief Evangelist, Udi oversees Gong’s market leadership through new product launches and thought leadership. On his journey from Marketer #1 to Gong’s Chief Marketing Officer, he led the creation of the revenue intelligence category, pioneered an iconic, human-centric brand, and led Gong's Marketing efforts from zero to hundreds of millions in revenue. Passionate about startups and brands during the day, whisky, music, and social activism at night, Udi is also an author, speaker, mentor, angel investor, board director, and advisor based in San Francisco. Summary:  In this episode, Udi Ledergor, the CMO of Gong, shares his journey into the tech world and discusses the marketing strategies that have contributed to Gong's massive growth. He emphasizes the importance of content marketing and thought leadership in establishing Gong as an authority in the sales industry. Udi also highlights the significance of alignment between sales and marketing teams and the need for a customer-centric approach in product launches. He concludes by discussing the future of marketing and the role of AI in content creation. ​ Key Takeaways: ​- Content marketing and thought leadership are essential for establishing a brand as an authority in the industry. - Sales and marketing teams should align their goals and focus on generating sales qualified opportunities. - Employee advocacy can be achieved by making it easy for employees to share and engage with content and by highlighting the benefits for them. - AI should be used as a tool to assist and enhance human decision-making, rather than replacing it entirely. - The future of marketing lies in creating valuable and meaningful experiences for customers. ​ Quotes: ​- "Great marketing makes your company appear to be two years ahead of where it really is." - "Brand is way too important to leave it to marketing." - "AI should be used like many technologies to automate what can and should be automated and to guide and help or co-pilot you." - "Peanut butter needs to be smooth. You will never convince me otherwise." ​ Chapters:  00:01:52 Pivotal moment with mentor leading to marketing leadership 00:03:39 Collaboration with Amit Bendov at multiple companies 00:04:01 Marketing strategy: content marketing and thought leadership 00:08:00 Building the iconic brand of Gong 00:16:00 Recognizing that sales is a team sport. 00:17:00 Having a close relationship between sales and marketing leaders. 00:22:00 The shift towards focusing on sales qualified opportunities (SQOs) 00:34:00 Brand is important and everyone in the company contributes 00:37:39 Small companies should focus on doing things differently, not better. 00:41:00 Quick Fire-Round Subscribe on Spotify:  https://open.spotify.com/show/3ZVkJ12FIqD39oqgj7Kcjq  Subscribe on Apple:  https://podcasts.apple.com/us/podcast/saasy-talk-unfiltered/id1709426070 Subscribe on YouTube:  https://www.youtube.com/@SaaSyTalkUnfiltered   Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered Subscribe to our Newsletter: https://substack.com/@saasytalkunfiltered Visit our Website:  https://saasytalkunfiltered.transistor.fm/    Follow Ricky Sevta on Linkedin:  https://www.linkedin.com/in/rickysevta/   Follow Sean Diljore on Linkedin:  https://www.linkedin.com/in/seandiljore/