Friday Fundamentals 186: Patrick Hudgins

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

In this episode of the Sales Hacker Podcast, we have Patrick Hudgins, Co-Founder and CEO at Delegate. Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession.

1. Creating careers with incentive compensation to prevent off-shoring
2. Running a business on profitability when not sourced through outside capital
3. Focusing on the employee retention for company growth

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

In this episode of the Sales Hacker Podcast, we have Patrick Hudgins, Co-Founder and CEO at Delegate. Join us for an in-depth conversation about scaling your company through incentives and employee retention, especially when facing a recession.

1. Creating careers with incentive compensation to prevent off-shoring
2. Running a business on profitability when not sourced through outside capital
3. Focusing on the employee retention for company growth

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Brian Murray, partner and COO of Craft Ventures and the co-founder of Cabal, joins Scott Barker to discuss his experience in the startup world and the metrics that define a successful startup. Brian discusses the burn multiple and why it's a better indicator than ARR for gauging a startup's performance. He elaborates on the idea of intellectual honesty, the distinction between genuine and false signals, and the importance of recognizing the difference between the two when gathering information. 

You won't want to miss out on Brian's insights into what he's learned from his time in the startup world, both the successes and failures.

Highlights:
(04:19) How the venture capital landscape is changing.

(04:45) The concept of burn multiple: How much burn does it cost to generate one new dollar of ARR?

(07:31) The relationship between companies and investors and how to get the most out of them.

(08:09) The misconception that more employees mean more success.

(08:45) The story that shaped Brian's career.

(11:46) The concept of intellectual honesty.

(13:10) How to discern true signals from misleading signals.

(17:22) Brian's achievements at Cotap.

(21:39) Brian's experience at Cabal and key learnings from there.

(26:27) Bitcoin as an inspiration.

(27:25) Why "contributor" is a more suitable word for an advisor.

(31:15) How much you should leave for strategic investors in an early round.

(36:10) Brian's learnings in his career.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/brian-m-b6952b15/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Friday Fundamentals 185: Ido Niv-Ron

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Host Scott Barker holds a jam session with regular guest, friend and mentor, Max Altschuler.  Max heads up the VC firm GTMfund, which is focused on investing in hyper-growth B2B SaaS companies. He is also the founder of Sales Hacker and has written three books that encompass his knowledge and expertise in the sales industry.

Guest Speaker Link:
LinkedIn: https://www.linkedin.com/in/maxaltschuler/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

In this episode of The GTM Podcast, we have Holly Firestone. She is in charge of creating the vision, strategy, and roadmap for the Venafi Community, which includes the Venafi Warrior and Jetstack Communities, on a worldwide scale.

Holly discusses her inspiring career journey, working with both Salesforce and Atlassian, and how she was involved in the growth of Community in two of these companies. She discussed her experience building this Community from scratch and talks about the misconceptions of having multitudinous people in the Community, and the ideal time to invest in the Community.

Highlights:
(4:05) Holly Firestone’s experience at Salesforce.

(11:03) Growth of the User Group Program while working for Atlassian.

(19:57) Why Community should not be a Marketing tool.

(22:45) Why Community is not growing to executive level.

(31:39) When to start investing in community.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/hollygfirestone/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resource:
Feature of Community Centre of Excellence by Holly Firestone in Why Community Needs A Seat At The Table (And How To Get One)

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

In this episode of the Sales Hacker Podcast, we have Ido Niv-Ron, CRO at Cloudshare, a former Israeli army soldier that became a startup expert for several companies. Join us for an informative conversation about the uncertainty in the economy for the last quarter of 2022 and in 2023 and how you can prepare for it. .

1. It’s never too late to make a career change, be open-minded to it
2. Keeping a level head in an uncertain economy for 2023
3. Finding opportunities in the economy with the uncertainty

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Mark Cranney is an enterprise go-to-market operator and three-time unicorn creator. Most recently, he was the COO at Skydio. He's also a founding operating partner at Andreessen Horowitz (a16z) and has been involved in the acquisitions of Opsware and Aster Data Systems by HP and Teradata, respectively.

What You Will Learn:

• How to create a winning culture.
• How to keep your competition at bay.
• How to hire talent that culturally fits your organization.

Highlights:
(02:25) Introducing Mark Cranney.

(03:48) Two books that shaped Mark's winning culture.

(10:39) How to keep your competition at bay.

(14:10) Three questions to ask when scouting for culture-fit talent.

(15:46) How to keep recruited talent motivated.

(16:16) "Process triumphs heroics." How Mark created and used playbooks to create winning cultures.

(23:00) Why you need to get more granular in your competitive strategy.

(35:17) How to create a winning culture without turning your team's culture toxic.

(37:18) "If it's not a competitive environment, for me, that's toxic."

(39:09) Mark's parting advice.

Guest Speaker Link:
https://www.linkedin.com/in/markcranney/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

Referenced Resources:
Books by Ben Horowitz: The Hard Thing About Hard Things & What You Do Is Who You Are.

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Friday Fundamentals 184: Haydar Al Saad

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.