In this episode of “Sound Bites” with Bill Binch, Bill is joined by Nick Mehta, CEO of Gainsight.*

Nick shares his insights on embracing vulnerability in leadership, the importance of evolving as a CEO, navigating the challenges of scaling a SaaS business and how adopting a honey badger mentality drives relentless growth.

00:59 Meet Nick Mehta: Education and Career Highlights

05:03 Dunning Kruger Effect and Leadership Lessons

14:45 Succession Planning and Leadership

23:36 Hiring Challenges and Self-Awareness

27:07 Reinvention and Personal Growth

30:28 Balancing Fun and Seriousness in Leadership

This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.

The information and data are as of the publication date unless otherwise noted.

Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.

The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.

*Denotes a former or current Battery portfolio company. For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

In this episode of “Sound Bites” with Bill Binch, Bill is joined by Andy Kofoid, president of Databricks*. 

Andy shares his perspective on career development, the role of education in shaping a professional path and the work of scaling enterprises. 

04:27 Balancing Work and Education: Andy's MBA Experience

08:08 Leadership and Career Growth: Moving Beyond Individual Contributions

20:06 From Sales to Leadership: The Transition and Its Challenges

28:34 Scaling Businesses and Multi-Product Strategy

33:10 Industry Specialization and Its Impact on Growth

This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.

The information and data are as of the publication date unless otherwise noted.

Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.

The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.

*Denotes a former or current Battery portfolio company. For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

Stephanie Buscemi, chief marketing officer of Confluent*, joins Bill to discuss the complexities of Confluent’s marketing strategy, the importance of being data-driven and how generative AI is transforming the marketing landscape. 

05:51 The Role of Data in Marketing

09:29 Aligning Marketing with Product and Sales

21:13 Key Metrics for Marketing Success

27:39 The Evolution of Confluent: From Single Product to Platform

28:14 The Shift to Product-Led Growth in Marketing

31:59 Balancing Sales-Led and Product-Led Strategies

33:54 Navigating Multi-Product Sales and Organizational Structure

43:11 Building Effective Marketing Teams in Early-Stage Companies

47:55 The Impact of Generative AI on Marketing

53:27 Confluent.org: Data-Driven Philanthropy

This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.

The information and data are as of the publication date unless otherwise noted.

Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.

The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.

*Denotes a former or current Battery portfolio company. For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

Dennis Lyandres, former chief revenue officer at Procore, joins Bill to discuss Dennis’s role in scaling the company from $10M to nearly $1B in ARR and to share valuable frameworks for leadership and professional growth. 

14:49 Embracing the Power of Mentorship and Advisory Boards

24:42 Unlocking Career Growth: The Paradox of Being Too Good

27:20 Embracing the 'Who's Got the Monkey?' Philosophy

32:07 Go-to-Market Excellence: Merging Learning with Leadership

43:08 Generative AI: Revolutionizing the Go-to-Market Function

This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.

The information and data are as of the publication date unless otherwise noted.

Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.

The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.

For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

In this episode of Sound Bites with Bill Binch, Bill is joined by Jeanne Grosser, chief business officer at Stripe.

Jeanne shares her journey from Google to Stripe, highlighting the importance of company values, the shift from consumption to recurring models and the intricacies of interchange fees. Jeanne then shares with Bill her 'Buffalo Strategy' for company growth, Stripe's sales and revenue operations approach and the strategic pivot to targeting larger enterprises.

Jeanne emphasizes the significance of alignment between sales strategies and company growth, discussing her methods for segmentation, quota setting and the challenging but crucial integration of sales operations in a tech-centric company environment.

01:38 Jeanne's Transition from Google to Stripe: A Deep Dive

12:02 The Evolution of Stripe's Go-to-Market Strategy

16:44 Stripe's Approach to Enterprise Sales and Segmentation

31:58 The Importance of Revenue Operations in Scaling

This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.

The information and data are as of the publication date unless otherwise noted.

Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.

The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.

For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/

Carilu Dietrich, former head of marketing at Atlassian, joins Bill to discuss marketing’s crucial role in the supply chain of sales, planning strategies for companies, how ‘too much detail’ can make you seem junior, and the importance of continuous professional learning.

11:20 The Role of Marketing in Sales Success

20:48 Sales and Marketing Metrics: A Deep Dive

21:26 The Role of Revenue and Pipeline in Marketing

23:26 The Art of Effective Board Meetings

25:04 The Power of Bottoms-Up Planning

33:54 The Impact of AI on Marketing

This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.

The information and data are as of the publication date unless otherwise noted.

Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.

The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.

For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/

Stacey Epstein, former CMO of Freshworks, joins Bill and special co-host Dharmesh Thakker, Battery Ventures general partner, to discuss a range of compelling topics, from effective sales and marketing alignment to the implications of generative AI in content creation.  

12:05 The Role of Generative AI in Marketing

26:42 The Impact of AI on Job Roles

28:05 The Challenges of Marketing Attribution

31:31 The Importance of Metrics in Sales and Marketing

41:26 The Importance of Efficiency in Marketing

This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.

The information and data are as of the publication date unless otherwise noted.

Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.

The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.

For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

Michelle Benfer, former senior vice president of sales at HubSpot, joins Bill and special co-host Neeraj Agrawal, Battery Ventures general partner, to explore how to drive effective sales strategies in B2B SaaS companies, unpacking HubSpot’s innovative “upside-down” quota model, the importance of understanding buyer behavior in the sales process and how AI and machine learning will change go-to-market strategy. 

03:09 The Future of Sales

06:10 Analyzing Buyer Engagement

10:25 Upside-Down Quota Model

24:52 Catering to Multiple Personas

28:13 Create, Process, Close: Breaking Down the Sales Process

This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.

The information and data are as of the publication date unless otherwise noted.

Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.

The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.

For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

Abe Smith, head of international at Zoom, joins Bill and special co-host Neeraj Agrawal, Battery Ventures general partner, to delve into the intricacies of global expansion, strategies for entering new markets and the benefits of incorporating advanced features of digital tools like Zoom into global sales strategies. 

08:35 Strategies for International Expansion

19:28 The Importance of Localizing Business Operations

25:45 Different Approaches to International Expansion

35:09 Timing and Considerations for Entering a New Market

44:19 The Role of Leadership in Global Expansion

This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.

The information and data are as of the publication date unless otherwise noted.

Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.

The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.

For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

Patrick Moran, former CMO of Calendly, joins Bill to debate product-led vs. sales-led strategies, how best to align sales and marketing teams, how to structure a go-to-market organization and the value of GTM operations teams in a software business. 

02:55 Patrick's Career Journey and Transition into Tech

06:30 The Importance of End User Centricity

18:50 The Importance of Goal Setting in Sales and Marketing

25:45 The Evolution of Sales Models: From Traditional to New

36:18 The Transition from Sales-Led to Product-Led Growth

43:08 The Role of PLG in Delighting the End User

This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.

The information and data are as of the publication date unless otherwise noted.

Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.

The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.

For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/