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SaaSy Talk Unfiltered
By Ricky and SeanTechnology
SaaSy Talk Unfiltered episodes
- SaaSy Talk S01.26: The Rebel's Journey: A Dive into the CFO Role with Alka Tandan from Gainsight
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
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Visit our Website:
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Follow Ricky Sevta on Linkedin:
https://www.linkedin.com/in/rickysevta/
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https://www.linkedin.com/in/seandiljore/
42 min - SaaSy Talk S01.25: Inside the Mind of a Successful Global Sales Leader: Pete Blackhurst
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
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Visit our Website:
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Follow Ricky Sevta on Linkedin:
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Follow Sean Diljore on Linkedin:
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46 min - SaaSy Talk S01.24: Scaling Globally and Innovating Customer Experience: David Leach on his Journey with Cin7
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:
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Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
Subscribe to our Newsletter:
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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/
37 min - SaaSy Talk S01.23: The Journey from Sales to Customer Success: Insights from Justin Sefrin, VP at Housecall Pro
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 #startup34 min - SaaSy Talk S01.22: The Importance of Managing Inputs in Sales Performance
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
49 min - SaaSy Talk S01.21: From Australia to Global: Insights from Cyara's CEO, Alok Kulkarni
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 computers00:07:00 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:
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Follow Sean Diljore on Linkedin:
https://www.linkedin.com/in/seandiljore/
#Leadership #SaaSyTalk #CEO #Founder #business #investing #vc #venturecapital #entrepreneur #startup
39 min - SaaSy Talk S01.20: WorkWave CEO David G discusses transparency, challenges, and scaling in field service software
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
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Subscribe on Linkedin: https://www.linkedin.com/company/saasy-talk-unfiltered
Subscribe to our Newsletter:
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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/
40 min - SaaSy Talk S01.19: The Challenges of Hiring the First Sales Leader in a Startup
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:
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Subscribe on Apple:
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Subscribe on YouTube:
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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/
57 min - SaaSy Talk S01.18: The Power of Marketing Magic: Insights from Rob Lips, Former CSO of Intuit
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
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42 min - SaaSy Talk S01.17: Building a Successful B2B SaaS Brand: Insights from Gong's Chief Evangelist
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
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45 min
About SaaSy Talk Unfiltered
From the publisher's feed
Join Ricky and Sean as they chat with phenomenal guests – the top SaaS Founders, Leaders, Investors, and Individual Contributors out there. Our mission? To share their stories, the rollercoaster…
journeys they've taken, and the invaluable lessons they've acquired. Tune in for an unfiltered and enlightening exploration of the world of SaaSy Talk!