In this inaugural episode of Second Acts, Krish sits down with Gainsight’s CEO, Nick Mehta, to arrive at the very heart of this “mission-critical," post-PMF stage of scaling a SaaS business.

Nick: “If you’re not careful and you don’t watch that bookings growth and drive it, you’re going to hit a wall. Some markets don’t hit a wall quickly. For example, Salesforce kept going for a long time because the CRM market was so big. However…the reason Salesforce is worth a couple of hundred billion dollars and not 20/50 is Service cloud. They said, act one is Sales Cloud. Act two is Service Cloud. Then act three was Marketing Cloud and some other things.”

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Chapters:

0:38: An introduction to Nick

1:57: Premise of this podcast series

6:10: Why most companies need a second act (way) sooner than they think

8:38: How to figure out when you need the second act (mathematically) 

14:01: Two factors that dictate this transition: cycle time and org charts

15:52: The M&A patch

18:13: Why a top-down motion can prove incredibly advantageous 

21:28: How to approach different rights-to-win/product adjacencies

28:38: The art of layering S-curves 

33:50: The four things scale-ups need to be good at

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Mentioned:

So You’ve Raised a SaaS Mega Round: Now What?

Invisible asymptotes

My Top 10 Mistakes In 10 Years: Gainsight CEO Nick Mehta

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Connect with Nick:

X

LinkedIn

MehtaPhysical

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Connect with Krish:

X

LinkedIn

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About Chargebee:

Chargebee is a Revenue Growth Management platform that helps thousands of subscription businesses unlock second acts of scale. Learn more.