Talk to Sales ›
1 min read

46: Pendo CEO Todd Olson - incentives drive outcomes

By Andrei Newman on Mar 16, 2021 1:52:46 PM

Todd Olson (CEO at Pendo) joined Scott Britton and Andrei Newman on the Business Is Human podcast.

Here are some key takeaways from the conversation:

  • Solving a problem or facing a challenge with someone is the best way to get to know them.
  • It’s important to be incredibly mindful of the behaviors you celebrate in your company. 
  • A key aspect of being able to take dollars online is the level of commitment you are asking for (monthly billing > yearly contract).
  • The best companies are accepting and embracing that people will want to try things before they buy them (you cannot hide behind slick marketing or a hyper charismatic salesperson anymore).
  • As a CEO, it’s important to avoid behavior that might make an exec feel disempowered.
  • Create a culture that makes employees feel comfortable with speaking to you and bringing pressing issues to light.
  • Invest in educating your salespeople on how to have an executive-level conversation. 
1 min read

45: R/GA CEO Sean Lyons - creating a brand that is an operating system

By Andrei Newman on Mar 16, 2021 12:04:50 PM

Sean Lyons (CEO at R/GA) joined Scott Britton and Andrei Newman on the Business Is Human podcast.

Here are some key takeaways from the conversation:

  • Design is not a veneer. It’s the interface you put in between your customers and your product. 
  • Your brand is a living, breathing thing that is dynamic and lives all over the internet (R/GA likes to call it an operating system).
  • Make a habit of carefully examining how you are spending your time and try to retool your schedule quarterly.
  • It’s great to have data to make decisions but that data should be informing your gut rather than leading it.
  • A CEO’s greatest pressure comes from setting the pace for the company and making decisions that create momentum
  • Think about how you can harness technology to creatively solve problems rather than just how to integrate it.
1 min read

44: RingDNA CEO Howard Brown - creating a culture that celebrates mistakes

By Andrei Newman on Feb 23, 2021 11:48:15 AM

Howard Brown (CEO at RingDNA) joined Scott Britton and Andrei Newman on the Business Is Human podcast.

Here are some key takeaways from the conversation:

  • Allowing people to autonomously enable themselves with software is a huge opportunity.
  • Hire people that can be coached, enjoy coaching, and have a thirst for learning
  • Create a culture where making mistakes is celebrated.
  • Coaching your people should not be an afterthought, it should be the first thought.
  • AI is not about replacing people, it is about augmenting and enhancing them.
  • It’s all about taking data, normalizing it, and using it to draw insights that allow you to improve customer or employee experiences
1 min read

43: CIENCE CEO John Girard - why sales skills are well preserved in the upcoming AI revolution

By Andrei Newman on Feb 23, 2021 11:44:36 AM

John Girard (CEO at Cience) joined Scott Britton and Andrei Newman on the Business Is Human podcast.

Here are some key takeaways from the conversation:

  • Meaningful B2B sales don’t close without a conversation between two humans.
  • Sales skills are very well preserved in this coming AI revolution.
  • The pandemic highlights the importance of raw interpersonal skills associated with having a meaningful, curiosity-driven conversation with a human being.
  • Zoom has allowed us to look at each other’s faces and detect body language in a new way.
  • It’s impossible for any of us to be on the other side of our own communication (getting objective feedback and improving it is an art).
  • The prospect to cash cycle has to be airtight in order to scale a bootstrapped company.
1 min read

42: Autodesk CRO Steve Blum - visualizing victory is key to cloud transformation success

By Andrei Newman on Feb 23, 2021 11:41:17 AM

Steve Blum (CRO at Autodesk) joined Scott Britton and Andrei Newman on the Business Is Human podcast.

Here are some key takeaways from the conversation:

  • Having a clear vision of the desired end result allows you to sell the mission to the people around you. 
  • People buy-in when they understand the why.
  • You will never have perfect data when you are doing something new/disruptive. 
  • Top professional athletes spend the majority of their time practicing and honing their craft. There isn’t enough practice in high-tech sales.
  • Leaders must focus on creating moments of impact (shared experiences that will always be remembered).
1 min read

41: Shopify GM of Revenue Loren Padelford - how to build and lead an infinite company

By Andrei Newman on Feb 23, 2021 11:37:47 AM

Loren Padelford (GM of Revenue at Shopify) joined Scott Britton and Andrei Newman on the Business Is Human podcast.
1 min read

40: Terminus CEO Tim Kopp - a marketer’s job is to create experiences

By Andrei Newman on Feb 9, 2021 12:43:33 PM

Tim Kopp (CEO of Terminus) discusses creating immersive experiences, focusing on customer LTV, customer marketing, and why winning builds great cultures. 

1 min read

39: Ironclad CCO Wyeth Goodenough on his mission to build the #1 customer success organization in SaaS

By Andrei Newman on Feb 9, 2021 12:37:30 PM

Wyeth Goodenough (CCO of Ironclad) discusses how to understand value across customer segments, why the right customer success engagement model depends on product complexity, and the importance of forming personal connections in business.

1 min read

38: Atlassian CRO Cameron Deatsch on why removing product barriers drives growth

By Andrei Newman on Feb 2, 2021 4:07:35 PM

Cameron Deatsch  (CRO of  Atlassian ) came on the Business Is Human podcast to discuss how to bring the best out of your people, how Atlassian has transformed over the past 9 years, and what aspects of himself he’s working to improve on.

Here are some key takeaways:
  • You can’t improve on a process that isn’t clearly outlined and standardize.
  • Exposing and socializing customer feedback across your GTM team is critical.
  • Good things happen every single time that we remove a barrier between someone who has a problem and their ability to use our product. 
  • The more value you provide to your potential customer base upfront, the more it will pay dividends down the road.
  • Slow down (many mistakes are a result of moving too quickly).
1 min read

37: Assent Compliance CEO Andrew Waitman on leadership, transparency, and black swans

By Andrei Newman on Feb 2, 2021 4:02:15 PM

In a complex and rapidly changing world, it has never been more critical for CEOs to provide leadership teams and their employees with the right level of context.

Business information must be absorbed, adapted, analyzed, and used to make productive decisions. Since businesses are highly complex, doing this correctly takes a certain level of organizational transparency.

If you are running a business today, one of the most important things is getting your people the information they need when they need it.

Andrew Waitman (CEO of Assent Compliance Inc) joined Scott Britton and Andrei Newman on the Business Is Human podcast to discuss when to hire/fire executives, how CEOs can establish a high level of context throughout their leadership team, and why most companies are their own worst enemies.

You can learn more about Andrew Waitman and Assent Compliance here.

1 min read

36: Chorus CEO Jim Benton on how to achieve strategic alignment

By Andrei Newman on Feb 2, 2021 3:59:45 PM

Jim Benton (CEO of Chorus) unpacks how to build an 'iconic team', design a system that empowers people to do their best work, and why strategic alignment is absolutely critical at scale. 

1 min read

35: Clio CEO Jack Newton on why frictionless customer experiences are an expectation

By Andrei Newman on Feb 2, 2021 3:53:18 PM

 Should lawyers offer wills and estate planning as a subscription?

1 min read

34: Greenhouse Customer Success Executive Sarah Bernard on how to drive complex change

By Andrei Newman on Jan 19, 2021 4:20:21 PM

 There is often an asymmetric relationship between "how important" execs say hiring is and how much time, thoughtfulness, and process companies actually have in place.

Who better to come shed light on how the best companies are fixing this then the team behind one of the leading technologies in the space!

Sarah Bernard , who leads Customer Success at  Greenhouse Software  (recently acq. by  TPG  for 500m), blew our minds with some of the insights she provided on how they do hiring at Greenhouse on the Business Is Human Podcast.

Here are some key takeaways:
  • Most leaders view talent as the most important strategic advantage but do not set up the processes that allow for effective hiring.
  • The customer success role leans into all the elements of complex change that you need customers to implement in order to be successful with your product.
  • Mapping the services offered by your CS team to the key ingredients of complex change (vision, incentives, skills, action plans, and resourcing) allows for better customer outcomes.
  • Greenhouse’s impact starts with identifying how mature a customer’s hiring process is.
2 min read

33: Hubspot EVP of Revenue Operations Alison Elworthy on how to build a growth flywheel

By Andrei Newman on Jan 19, 2021 1:29:41 PM

“There is no clear playbook for operations teams and the function has operated in a reactive way for a long time. Ops folks are innovative and they have big ideas but they get bogged down in massive to-do lists. We need to unleash operations teams and empower them to chase and realize big strategic initiatives.”

Alison Elworthy  (EVP of Rev Ops at  HubSpot ) joined  Scott Britton and Andrei Newman on the Business Is Human Podcast.

Here are some key takeaways:
  • Revenue operations is the key to breaking linear growth (growing faster than headcount).
  • Customers are seen as an output of the sales & marketing funnel yet they are really a big input into creating a growth flywheel.
  • Consider building your GTM strategy on top of the customer experience you’ve created.
  • There is no standardized playbook for ops and that’s why it’s been so difficult for them to be proactive.
  • It is the small moments of delight that really create evangelists.
  • Treating your support org as a cost center is a big mistake.

1 min read

32: Convene CEO Ryan Simonetti on why the companies that learn the fastest win

By Andrei Newman on Jan 19, 2021 1:29:35 PM

“Our leadership team accepted reality quickly. Once you accept reality and acknowledge the situation that you face, the second thing to do is quickly plan for the worst. It allowed us to move into action mode relatively quickly and give the company a shot to get through it.”

Convene  raised over $280MM over 10 years and was on the path to an IPO...then COVID hit.

In response to the crisis, CEO  Ryan Simonetti  had to re-invent their business and launch a digital event services product in the span of months.

When embarking on an entrepreneurial journey, you have to accept that things will break and go awry.

Those moments have an outsized effect on the outcome of a business.

Here's what Ryan learned:
  • The companies that see the reality most clearly will likely win.
  • Don’t be afraid to address the elephant in the room (every challenge is an opportunity in disguise).
  • Building a bridge that funnels learnings from TOFU back into the product building cycle is critical to success.
  • Having discipline is key because when motivation wanes discipline has to take over.
  • Momentum metrics should be the primary focus when launching a new product.
2 min read

31: G2 CEO Godard Abel on the power of conscious leadership

By Andrei Newman on Jan 19, 2021 1:29:31 PM

“A lot of times I think the best ideas are divine. Some greater universe, some greater energy that you are just tapping into. But I also find that for myself, I can only tap into this state when I am open, present, and all there."

Godard Abel  (CEO at  G2 ) joined  Scott Britton and Andrei Newman on the Business Is Human Podcast.

Here are some key takeaways:
  • The future of software purchasing will feature a more seamless connection between buyers and sellers.
  • Existing customers are a B2B software company's biggest growth channel.
  • Using fear and anxiety as fuel makes it difficult to be a highly effective leader.
  • Leaders with a hard edge risk discouraging their team from sharing the best ideas.
  • Exec teams should seek out coaching and development in parallel to establish a common language.
  • Companies that have 5 stars on G2 actually don’t do that well(the ideal rating is actually ~4.5/5).

1 min read

30: Troops CEO Dan Reich on Salesforce’s $28 Bn bet that Slack + CRM is the future operating system for work

By Andrei Newman on Dec 21, 2020 3:55:33 PM

"Distance from the front lines has probably killed more companies than many forces many companies usually talk about when discussing disruption."- Dan Reich

 Troops CEO  Dan Reich joined Scott Britton and  Andrei Newman on Business is Human to discuss the intersection of CRM + Messaging platforms like  and Slack.  

They discuss how teams can use messaging as an application engagement layer  to improve business outcomes, employee productivity, and engagement with all software & data.

2 min read

29: Sprout Social SVP of Sales Ryan Barretto on making customer experience a competitive advantage

By Andrei Newman on Dec 21, 2020 3:48:30 PM

“It’s ok that you don’t know the answer. Oftentimes people put on a facade and want to show they know the answer (even when they don’t). However, when you raise your hand and are vulnerable, tons of resources come your way and you get better faster because of it. It took me a while to realize this and if I had made the change sooner I think I would have gotten to where I am today quicker.”- Ryan Barretto

Ryan Barretto  (SVP of Sales at  Sprout Social, Inc. ) joined  Scott Britton  and Andrei Newman on the Business Is Human Podcast.

Here are some key points:
  • Customers should engage with a sales team because they truly feel like it will lead to a quicker evaluation of the software.
  • Adaptability and curiosity are critical for success in sales.
  • Hire ‘learn-it-alls’ not ‘know-it-alls’.
  • Aligning hiring rubrics across departments is key to building the type of talent density that produces outsized outcomes.
  • The ability to give effective feedback is second to none.
1 min read

28: Intercom SVP of Marketing Shane Murphy-Reuter on honing your GTM motion and messaging

By Andrei Newman on Dec 10, 2020 5:30:15 PM

"That functional job to be done is one part of it. There's an emotional part of it as well and this is where much more of the human human comes in. Maybe the head of support is afraid of losing their job, I mean that's emotional! If you can truly understand the one level deeper (emotional part of it), you will be able to communicate with your customers in a way that makes them feel like you truly get them." -Shane Murphy-Reuter

Getting the GTM motion right for your business and market is one of the highest leverage things you can do for your business.

Shane Murphy-Reuter (SVP of Marketing at Intercom) joined Scott Britton and Andrei Newman on the Business is Human podcast. 

Interesting ideas we discussed include:

  • The jobs to be done framework applied to GTM messaging
  • The importance of understanding your buyer
  • Investing and measuring brand (and why you should!)Being vulnerable as a leader
1 min read

27: Kustomer CEO Brad Birnbaum on why all industries need to be disrupted once a decade

By Andrei Newman on Dec 10, 2020 5:19:37 PM

“We wanted to reimagine customer experiences. We just didn’t see a modern product that was beautiful, easy to use, and designed for today’s communication on the market. The total addressable market (TAM) for SaaS-based customer service is humongous and growing at an incredibly rapid clip. Frankly, there aren’t that many strong emerging players in the space either which was interesting to us.”- Brad Birnbaum

Brad Birnbaum (CEO of Kustomer) joined Scott Britton and Andrei Newman on the Business Is Human Podcast.

Here are some key points:

  • All industries need to be disrupted and reinvented every 10 years.
  •  Companies re-evaluate their tooling once a year and the status quo isn’t always the best path forward (get creative about how you can facilitate this decision for prospects).
  • The most important decision you make is who you surround yourself with.
  • Getting client exposure within your role can better prepare you to handle early sales as a founder.
1 min read

26: Stripe Head of Growth Matt Yalowitz on the evolution of Stripe’s GTM motion

By Andrei Newman on Dec 10, 2020 5:15:17 PM

“If we are the sales team that is just a little bit more curious and consistently asks one more question than the competition. We will be able to understand the user’s needs that much more, which will not only lead to more sales but ultimately help us build a better solution for the customer.”- Matt Yalowitz

Matthew Yalowitz (Head of Growth at Stripe) joined Scott Britton and Andrei Newman on the Business Is Human Podcast.

Here are some key points:

  • Constant experimentation is critical to continued success.
  • Companies should be viewed as a system (that is interconnected) rather than a set of departments.
  • Curiosity and the ‘desire to ask questions’ are must-have traits for sellers today.
  • Traditional businesses (like a car wash) can be sophisticated software users too.
  • Politics and sales are both about understanding what problems are top of mind for others.

2 min read

25: Klaviyo CEO Andrew Bialecki on building a company culture of lifelong education

By Andrei Newman on Dec 10, 2020 5:10:05 PM

“One thing that stuck out to my co-founder and I is there were companies that would raise a ton of money, never be profitable, get acquired, and be applauded by others as ‘big successes’. Klaviyo was never meant to be an arbitrage play, we really wanted to build a lasting business that was sustainable and a real value add. We bootstrapped for 2-3 years and that taught us a lot about getting close to customers and learning how to run a business tight.” - Andrew Bialecki

Andrew Bialecki (CEO of Klaviyo) joined Scott Britton and Andrei Newman on the Business Is Human Podcast.

Here are some key points:

  • If a customer does not use a feature, it’s either because they don’t have time or it’s not easy enough to use.
  • Build software that people love to use (and interact with) and they will spread the word for you.
  • Finding work/life balance is a continuous life challenge.
  • Have empathy for your customers (not sympathy).
  • It’s scary how many businesses rely on middlemen like Google & FB.
1 min read

24: ZoomInfo CRO Chris Hays on the impact of the ZoomInfo acquisition

By Andrei Newman on Dec 10, 2020 4:53:37 PM

  “We bought  ZoomInfo  understanding that they were growing fast and had great data assets. What we didn’t expect to find was that they had such talented people and built out processes that were very complimentary to ours. This made for a very synergistic acquisition.” - Chris Hays

Chris Hays (CRO of ZoomInfo) joined Scott Britton  and Andrei Newman on the Business Is Human Podcast.

Here are some can’t miss takeaways:
  • Leaders should take cold calls, demos and read cold emails to see how other people are running their GTM strategy.
  • Having an informed narrative that is backed by hard data makes for shorter sales cycles and bigger checks.
  • Staying close to the pulse of the business and understanding the details is critical to success.
  • There were a surprising amount of companies running a GTM that was heavily reliant on events, trade shows, and in-person meetings pre-COVID.

2 min read

23: Electric AI CEO Ryan Denehy on lessons learned building out a world class exec team

By Andrei Newman on Dec 10, 2020 4:49:56 PM

“The biggest thing I am working on is trying to learn things faster because that is ultimately how I’m going to accomplish what I’m trying to do. There will always be people who are more qualified to do your job than you are but if you worry about learning faster, then over time you will become better than everyone else.”- Ryan Denehy

Ryan Denehy  CEO of  Electric  AI joined  Scott Britton  and Andrei Newman on Business is Human to discuss overcoming VC objections, key learnings from his past ventures, building out an exec team, and how to learn faster.

Some can’t miss takeaways:
  • It takes a great deal of time to figure out if someone has an ‘X factor’.
  • Having a strong understanding of business fundamentals (like margins and moat) will determine your ability to pivot and execute effectively.
  • It’s imperative that entrepreneurs are brutally honest with themselves about their business.
  • The dumbest thing you can do is reinvent the wheel for the purpose of reinventing the wheel. The greatest inventions are riffs on things that already exist.
  • Executive recruiting processes should eliminate as much doubt as possible.
  • Your customers have all the best answers to your problems.

 

2 min read

22: AppsFlyer Chief Customer Officer Ziv Peled on why the SaaS model is built on land and expand

By Andrei Newman on Dec 10, 2020 4:45:10 PM

“Do I want to meet this person again? Is this a person that I want to have another conversation with? I think these two questions sum up the entire CSM role for me and are fantastic questions to ask yourself following an interview with a potential candidate for a role in CS?” - Ziv Peled

Ziv Peled Chief Customer Officer at AppsFlyer joined Scott Britton and Andrei Newman on the Business Is Human Podcast.

Here are some nuggets of wisdom:

  • Hires today must be ‘plug and play'.
  • You need to be comfortable saying ‘no’ to customer feature requests.
  • CSMs should be measured by the value they drive for customers (not revenue).
  • The SaaS model is built on land and expand and you need to put yourself in a position to continuously drive more value for customers so that you can grow with them.
  • It’s important to drive organizational outcomes AND personal wins for key POCs.
  • Customer advisory boards can dramatically accelerate product-market fit.

 

2 min read

21: Flatiron Health Co-Founder Zach Weinberg on disrupting industries without expertise, the importance of customer development, and early stage investing.

By Andrei Newman on Dec 10, 2020 4:30:21 PM

“Founders need to be obsessed with the facts and the truth. It has to bother them when they do not have an answer to a critical question. The best founders go out and hunt for those answers immediately because they cannot sleep without understanding everything about their space.” - Zach Weinberg
Zach Weinberg  Co-founder of  Flatiron Health  joined  Scott Britton  and Andrei Newman on episode 21 of the Business Is Human Podcast.

We discuss disrupting industries without having prior experience, the importance of customer development, and how to analyze early-stage investments.

Here are some quick takeaways:
  • Being willing to say ‘I don’t understand’ and show vulnerability is a superpower.
  • Customer development is most effective when you establish a level of legitimacy with another person to make it worth their while.
  • Even the world’s best founder will have a hard time building anything substantial in the wrong market where the dollars just don’t exist.
  • Raising a round and acquiring another company in parallel is possible if you have a compelling story as to why it’s the missing piece.

 


2 min read

20: Front VP of Sales Andrew Berger on attacking a horizontal TAM, saying no, and driving internal alignment

By Andrei Newman on Dec 10, 2020 4:27:00 PM

“A huge TAM is amazing for recruiting, raising money, and inspiration. However, when the rubber hits the road it’s quite different. We used to try to make it work regardless of how the customer fit was. We are now more deliberate and pragmatic about whom we are going to market for.” - Andrew Berger
Andrew Berger  VP of Sales at  Front  joined  Scott Britton  and Andrei Newman on the Business Is Human Podcast to discuss how to attack a horizontal TAM, the importance of saying no, and how to effectively drive internal alignment

Here are some quick takeaways:
  • You need to be okay with churn amongst customers you are not building for (outside of ICP).
  • Saying ‘no’ to prospects that are bad fits will allow revenue teams to focus on the prospects that matter most (and make more money in the process).
  • Storytelling is especially critical when you cannot gather metrics from a prospect.
  • Effective managers drill down expectations yearly, quarterly, monthly, weekly, and take their people ‘along the journey.’

 


2 min read

19: Canva VP of Enterprise Sales John Eitel on evolving your GTM from B2C to enterprise B2B

By Andrei Newman on Dec 10, 2020 4:22:29 PM

“In my first 6 months at  Rackspace Technology , I remember flagging a broken process to my manager and she just looked at me and said, ‘what do you want to do about it?’ And I remember how refreshing that felt because I realized how much more fun and fulfilling early-stage work is for me.” - John Eitel

John Eitel VP of Enterprise Sales at Canva joined Scott Britton and Andrei Newman on the Business Is Human Podcast to discuss the right time to build out a GTM function, the process of moving up-market, and finding human <> stage fit.

Here are some quick takeaways:

  • Make sure to have the hard conversations early (it’s not an immediate return on investment).
  • Hire people who are willing to take problems into their own hands (self-starting and autonomous).
  • The story of your tenure is more important than the length of your stay (what did you do there?).
  • The sellers of 20 years ago are not sellers of today (the sales skillset has shifted dramatically).
  • Finding human <> stage fit is as easy as identifying the type of work you find the most fun.
2 min read

18: DoubleVerify VP of Revenue Operations Andrew Giordano on addressing the gaps created by hyper-growth and the power of random acts of kindness

By Andrei Newman on Dec 10, 2020 2:12:59 PM

“I was the managing director of EMEA and we were growing really quickly in headcount, revenue, and expanding geographically. When you do that, you get a unique view of the challenges that hyper growth presents. There were a couple of pockets of opportunity to set up processes that would allow us to scale our revenue org and enable healthy growth. We decided that Revenue Operations was a necessary department that would be responsible for the future growth trajectory of the business.” - Andrew Giordano
Andrew Giordano , VP of Revenue Operations at  DoubleVerify , joined  Scott Britton and Andrei Newman on the Business Is Human Podcast to discuss the value of revenue operations, when companies should start building the department out, and the relationship between ops and sales.

Here are some quick takeaways:
  • Change management in sales is notoriously difficult.
  • Rolling out a process is not a one-time job, it’s something you must constantly reinforce.
  • Sales just wants to feel like they have a say in the processes the ops team rolls out.
  • Small acts of kindness can have a big impact on your life.


2 min read

#17: Pandadoc Chief Revenue Officer Nate Gilmore on taking on large incumbents, creating wow moments in the buyer’s journey & the importance of hard truth

By Andrei Newman on Dec 10, 2020 2:09:02 PM

“Hard truth is the kindest gift that any friend has ever given me. It goes through the resistant mind and hits to the heart of what needs to happen in that particular moment in a way that cracks the egg open and allows you to be exposed.” - Nate Gilmore

Nate Gilmore, Chief Revenue Officer at PandaDoc,  joined Scott Britton and Andrei Newman on the Business Is Human Podcast to discuss taking on large incumbents, creating wow moments in the buyer’s journey & the assisted-sales model.

Here are some quick takeaways:

  • The large incumbent is a ‘worthy rival’.
  • Every business needs to be reinvented every 5-10 years and there are many different GTM & product strategies you can employ to achieve differentiation (and create market share).
  • B2B buying is beginning to look more and more like B2C where the buyer is coming in super informed.
  • It’s all about what the buyer wants to do and how they want to accomplish it today.
  • A software product is like an iceberg. You want to give the buyer enough context on that bigger vision so that they do not assume all the value lies in the tip.


1 min read

#16: Flexport Chief Customer Officer Ben Braverman on shifting the company focus from revenue growth to profitability

By Andrei Newman on Aug 4, 2020 2:52:26 PM

Ben Braverman (CCO at Flexport) talks about his experience taking Flexport from $0 to $1.35Bn in revenue and how they are now shifting their focus to becoming profitable.

#15: Hearst Chief Data Officer Mike Smith on the alexafication of databases

By Andrei Newman on Aug 4, 2020 2:49:47 PM

Mike Smith (Chief Data Officer of Hearst Magazines) discusses how the relationship between humans and databases is transforming and why that's making it easier for go-to-market teams to be data-driven.

 

1 min read

#14: LaunchDarkly CEO Edith Harbaugh on why saas founders should not expect overnight success

By Andrei Newman on Aug 4, 2020 2:45:42 PM

Edith Harbaugh (CEO of LaunchDarkly) talks about how she found the right co-founder, her first couple investor pitches, and shares some tips on how to effectively manage teams.

 

#13: Slack's Christina Kosmowski on the evolution of Customer Success

By Andrei Newman on Aug 4, 2020 2:42:11 PM

Christina Kosmowski (SVP of CS at Slack) talks about her experience being on the 1st customer success team ever at Salesforce and what she is focused on today at Slack.

 

#12: JumpCrew CEO Robert Henderson on why customer acquisition is becoming more nuanced

By Andrei Newman on Aug 4, 2020 2:38:45 PM

Robert Henderson (CEO of Jumpcrew) talks about why the buyer's journey is changing, growth mindset, and how people can become 'essential workers'.

 

1 min read

#11: Privy CMO Dave Gerhardt on why self-awareness is the key to personal & professional growth

By Andrei Newman on Aug 4, 2020 2:34:58 PM

Dave Gerhardt (CMO of Privy) talks about how his career took off once he was honest with himself about his biggest strength, copywriting.

 

#10: Attentive CEO Brian Long on how to get market validation & why entrepreneurship is addicting

By Andrei Newman on Aug 4, 2020 2:29:08 PM

Brian Long (CEO of Attentive) talks about the importance of trying to sell your idea before building any software and why many founders trick themselves into believing they have market validation before they actually do.

 

#9: Gainsight CEO Nick Mehta on building a human-first company

By Andrei Newman on Aug 4, 2020 2:19:46 PM

Nick Mehta (CEO of Gainsight) discusses how important it is for founders to carefully think about 'the why' and 'mission' behind their companies. He also touches on how retention has become the #1 metric being tracked across B2B SaaS as a result of COVID-19.

 

#8: Is AI stunting human potential?

By Andrei Newman on Aug 4, 2020 2:15:56 PM

#7: Remote work as a catalyst to being a better parent & leader

By Andrei Newman on Aug 4, 2020 2:13:08 PM

Breanden Beneschott (co-founder and COO of Toptal) talks about the hidden benefits of remote work and how it has helped him be a better parent and leader.

 

#6: Different humans at different stages

By Andrei Newman on Aug 4, 2020 2:10:41 PM

#5: Human approach to hiring

By Andrei Newman on Aug 4, 2020 2:07:48 PM

#4: Generating million dollar ideas

By Andrei Newman on Aug 4, 2020 2:04:36 PM

#3: Sales is an essay test

By Andrei Newman on Aug 4, 2020 2:02:00 PM

#2: What no one ever told you about working with people

By Andrei Newman on Aug 4, 2020 1:58:45 PM

#1: Starting a company is like a walk in the woods

By Andrei Newman on Aug 4, 2020 1:48:48 PM