Revenue Execution: Defining the Standard for Revenue Excellence

In this episode of From Vendorship to Partnership podcast, Ross interviews Pete Kazanjy, Founder of Atrium, a data-driven sales management platform that empowers sales managers to improve team performance.

After Pete’s previous startup was acquired he assumed going to a larger company that they’d have sales and GTM processes fine-tuned and instrumented, but realized that wasn’t the case. After many conversations he realized the problem was widespread: there wasn’t an easy way to use data to build a scalable GTM process. There was too much math and manual setup required, and sales leaders were relying on sales ops or other departments to collect that data. With passion for early stage GTM, he started Atrium.

In this episode Pete and Ross chat about:

In episode 3 of the From Vendorship to Partnership podcast, Ross interviews Alexa Grabell, CEO and Co-founder of Pocus, a product-led sales platform. Pocus helps sales teams harness product usage data without relying on engineering, so they can prioritize the best opportunities.

Alexa saw a need for something like Pocus while leading sales strategy & operations at DataMiner, where she built DIY solutions internally to provide sales with the data they needed. Then, while at Stanford’s business school, she dove deep into the customer discovery process, and Pocus was born.

This is a great episode for very early-stage founders or those who are just getting started with their idea! Alexa and Ross discuss:

In this very first episode of the Vendorship to Partnership, Ross interviews Scratchpad CEO and Co-Founder Pouyan Salehi. A serial entrepreneur, Pouyan draws on his deep expertise sharing what he’s learned from starting two companies creating software for sales teams. Pouyan and Ross cover a wide range of topics about the world of building a B2B SaaS company:

In the second episode of the From Vendorship to Partnership podcast, Ross interviews Reprise Co-CEO and Co-Founder Bryan Stevenson.

Throughout Bryan’s two decades of experience as a software engineer, leader, and co-founder at several startups, he struggled with the same problem: a disconnect between what is needed to sell a product and what is needed to actually satisfy customers. So he started Reprise, a tool that enables sales and marketing teams to easily create interactive demos and product tours.

Now, a year and a half into the Reprise journey, Bryan and Ross talk about: