In this episode of Leaders of Growth, Arthur Nobel sits down with Johanna Småros, Founder and CMO of the unicorn software company Relex Solutions, a supply chain & retail planning platform.

They discuss:

• How Relex Solutions was born and the company's roots in academic research that laid the foundation for its success.
• The importance of aligning customer and vendor interests.
• Why "pursuing your passion" isn't always the best career advice.
• The company's growth and evolution, including the decision to raise capital and the development of the founder's role as the company grew.
• The importance of customer obsession and happiness and how they relate to the company's success.
• Focusing on the problem instead of the competition.
• Why the company raised $500 Million last year and how it helped them to grow and expand.

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This podcast is brought to you by Knight Capital.

𝘕𝘰𝘵𝘦: 𝘛𝘩𝘪𝘴 𝘤𝘰𝘯𝘷𝘦𝘳𝘴𝘢𝘵𝘪𝘰𝘯 𝘸𝘢𝘴 𝘳𝘦𝘤𝘰𝘳𝘥𝘦𝘥 𝘪𝘯 𝘔𝘢𝘺 2022, 𝘢𝘯𝘥 𝘴𝘰𝘮𝘦 𝘰𝘧 𝘵𝘩𝘦 𝘧𝘪𝘨𝘶𝘳𝘦𝘴 𝘢𝘯𝘥 𝘯𝘶𝘮𝘣𝘦𝘳𝘴 𝘮𝘪𝘨𝘩𝘵 𝘣𝘦 𝘰𝘶𝘵𝘥𝘢𝘵𝘦𝘥.

Today, we had Brian Requarth on the show. Brian is the Co-Founder of Latitud, a company that provides community, infrastructure, and capital to tech companies. Additionally, he founded and exited VivaReal for $550m+. Brian is the author of the Amazon best-selling book Viva the Entrepreneur.

In this episode, Arthur from Knight Capital and Brian discuss:

• The challenges of scaling his company
• Balancing speed and growth
• Metrics to assess the company’s performance
• When does it make sense for a start-up to look at mergers and acquisitions?
• Running efficient boards

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Leaders of Growth is brought by Knight Capital.

In this episode, Arthur Nobel, Principal at Knight Capital, chatted with Arun Mani, CRO of Pleo, a spending management solution that offers smart payment cards for employees to buy work-related products while keeping the company in control of spending. The company is based in Copenhagen, raised over $420M, and has around +800 employees.

Arun scaled sales organizations at two successful companies (Appnexus & Freshworks) and served as s a C-level strategy adviser at Mckinsey and Accenture. He also founded NIA, a non-profit organization to promote women's education in developing countries. 

In this episode, Arthur and Arun discussed

• His background and career
• Typical challenges in companies at different stages - $20-$50, $50-100, and >$100 Focus vs. Diversification (new markets and products 
• 3 Scaling lessons to grow your company
• Internationalization
• Pitfalls of expanding to the US
• Channel Sales
• Serving mid-market vs. serving enterprises
• Having a Country Manager vs. VP of Sales

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Leaders of Growth is brought to you by Knight Capital

In this episode, Arthur Nobel, Principal at Knight Capital, chatted with Arun Mani, CRO of Pleo, a spending management solution that offers smart payment cards for employees to buy work-related products while keeping the company in control of spending. The company is based in Copenhagen, raised over $420M, and has around 1000 employees.

Arun scaled sales organizations at two successful companies (Appnexus & Freshworks) and served as s a C-level strategy adviser at Mckinsey and Accenture. He also founded “NIA - A ray of hope”, a non-profit organization to promote women's education in developing countries. NIA has helped over 1000 underprivileged girls reach for the stars through education.

In this episode, Arthur and Arun discussed

His background and career:

• Typical challenges in companies at different stages - $20-$50, $50-100, and >$100
• Focus vs. Diversification (new markets and products)
• Scaling lessons
• Internationalization
• Pitfalls of expanding to the US
• Channel Sales
• Serving mid-market vs. serving enterprises
• Having a Country Manager vs. VP of Sales

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Leaders of Growth is brought to you by Knight Capital.

In this episode, Arthur sat down with Jacco Van Der Kooij, Founder and Co-CEO at Winning by Design, which was the second-fastest-growing private company in Silicon Valley in 2021.

They discussed:

• How the go-to-market strategy aligns with the price of the product you are selling.
• What different kinds of people do you need sales organization grows through the stages.
• The essential factors to survive and grow as a SaaS
• New deals vs. Upselling
• The most important metrics for the Sales Organization
• Churn
• How can a sales leader set the stage with the help of the sales rock stars
• The differences between US and European startups

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This podcast is brought to you by Knight Capital

Ante Spittler is the Co-Founder and CEO at Moss, an all-in-one spend management solution with headquarters in Berlin, Germany.

Moss allows companies to pay all business expenses with virtual and physical credit cards, keep track of employee expenses without chasing receipts, and automate their accounting.

Moss reached its Series B stage and raised over $150 M in funding and quadrupled its team in the last 12 months.

In today’s episode, Ante and our host Arthur discussed how Moss was born, the challenges and learnings from scaling the company, and how they approached international expansion and scaling the team.

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Leaders of Growth is brought by Knight Capital.

Dan Balcauski is the founder of Product Tranquility, a consulting that helps B2B SaaS companies define pricing and packaging for new products.

Dan has 15 years of experience managing multiple products throughout their life cycles, from startups to publicly traded multinational enterprises.

In this episode, Arthur and Dan discuss:

- Common pitfalls in pricing
- Setting a pricing strategy
- The 3C's of pricing
- The SVCS Model for SaaS pricing
- How to approach targeting different industries and segments
- How to create good packaging
- Price classification
- Who should be responsible for pricing in an organization?

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Leaders of Growth is brought to you by Knight Capital.

In today's episode, we sat down with Matías Rodsevich, Founder & CEO of PRLab. This award-winning PR agency serves both tech startups and corporates and is one of the top five PR agencies in The Netherlands.

Matías is also the author of The PR Paradox, where he shares his insights and learnings on mastering PR as a startup or scaleup. He's also the PRLab community's founder, comprising over 1,300+ PR and marketing professionals.

In today's episode, Arthur Nobel from Knight Capital, and Matías, discuss:

2:25 The difference between PR for startups and corporates
4:20 The PR Paradox
5:45 PR myths and a model to succeed in PR
7:50 How much time should it take to see results?
10:40 How to get PR right
15:20 Strategies for getting featured in the media
26:00 How to build relationships with journalists
29:00 Should I hire a PR agency or have someone in-house?
33:00 The most common PR Mistakes

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Marija Dzemionaite is the Head Of Brand Communications at NordLayer (Nord Security.)

Nord Security is an internet privacy and security provider for individuals and businesses that raised over $100M in funds and reached the unicorn status in April.

Marija is an ex-Googler, marketer, and social media expert who led the rebranding of NordLayer. She is also an instructor at Domestika.

In this episode, Arthur and Marija discuss:

- What is great branding in 2022?
- What is branding and rebranding, and why it’s important
- Why implement a rebranding strategy and its goals
- Do’s and don’ts of rebranding
- How to balance demand generation and branding activities
- Brand as a competitive advantage

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Leaders of Growth is brought to you by Knight Capital

Thomas Inhelder is the Co-Founder and CFO of Yokoy; an AI-based spend management platform for medium and large enterprises.

Yokoy has raised over $100 M in funding and is at its Series B stage.

In this episode, Thomas and Arthur from Knight Capital discuss:

2:30 The current state of the market from a CFO perspective
4:50 Approach to Cash Burn and Growth
6:50 Break even
7:40 Cutting costs during a recession
9:00 KPIs to monitor
11:45 Dos and Don’ts of Scaling
14:15 How the company structure evolved
15:50 Scaling and productivity
20:40 Tool Stack
25:40 Processes

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Leaders of Growth is brought to you by Knight Capital