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Marcelo Lombardo / Omie on leadership, scaling trust and why Silicon Valley go-to-market playbook doesn't always work
October 31: For this episode of the J Curve I am thrilled to bring you my conversation with Marcelo Lombardo, founder and CEO at Omie, a São Paulo based ERP platform that has raised over $138M from the likes of SoftBank, Tencent, Riverwood Capital, Dynamo, Velt, Bogari Capital, Hix Capital, Brasil Capital and Astella.
In today's episode we will learn:
1. Why is it so hard to build partnerships as a core sales channel? What was the impact of switching from digital ads to partnering with accountants on Omie's unit economics?
2. How to build, retain and scale trust with partners and customers in a low trust environment?
3. What are the unique characteristics of SMBs in Brazil? What are the unique challenges of launching an SMB-centric ERP platform in Brazil?
4. What's Marcelo's take on pricing model and why charging by the number of users or features doesn't work?
5. What's Marcelo's advice to the founders who have to switch from 'growth at all cost' mindset to sustainability mode?
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By Olga MaslikhovaOctober 31: For this episode of the J Curve I am thrilled to bring you my conversation with Marcelo Lombardo, founder and CEO at Omie, a São Paulo based ERP platform that has raised over $138M from the likes of SoftBank, Tencent, Riverwood Capital, Dynamo, Velt, Bogari Capital, Hix Capital, Brasil Capital and Astella.
In today's episode we will learn:
1. Why is it so hard to build partnerships as a core sales channel? What was the impact of switching from digital ads to partnering with accountants on Omie's unit economics?
2. How to build, retain and scale trust with partners and customers in a low trust environment?
3. What are the unique characteristics of SMBs in Brazil? What are the unique challenges of launching an SMB-centric ERP platform in Brazil?
4. What's Marcelo's take on pricing model and why charging by the number of users or features doesn't work?
5. What's Marcelo's advice to the founders who have to switch from 'growth at all cost' mindset to sustainability mode?