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2 min read

70: Ramp Co-Founder and CEO Eric Glyman- disrupting incumbents by realigning incentives

By Andrei Newman on Sep 15, 2021 11:48:04 AM

The “Good Guys” of the credit card industry, Ramp’s goal is to actively help customers spend less. We often are excited by reward points and bonuses when using a credit card; however, these incentives often delude us into spending more

Co-Founder and CEO Eric Glyman embarked on his mission with Ramp after discovering how customers were being deceived. The avid StarCraft player joined hosts Scott and Andrei to describe the misalignment between what customers want and what their credit card gives them- and how you can avoid it. Listen in to become a smarter spender and learn about a company disrupting a space dominated by incumbents.

Here are some quick takeaways:

  • When services such as expense management are generally provided at a cost, offering it for free is an effective way to secure a foothold in a market.
  • Banks and consumers have inherently different goals- understanding this is the first step in becoming a budget-savvy person.
  • In marketing efforts, directly show how your product or service addresses a customer’s needs rather than how other companies are lacking.
  • Be strategic with hiring- talented individuals often run in the same circles.
  • Don’t crush the butterfly- acquiring a company should be a delicate process to integrate the two entities.
2 min read

69: Microsoft VP of Startups Jeff Ma- bridging the chasm between innovation and enterprise

By Andrei Newman on Sep 15, 2021 11:44:44 AM

In the mid-1990s, a group of MIT students stunned casinos by winning extraordinary amounts of money playing Blackjack. These students, utilizing a data-driven card counting strategy, gained notoriety and became the subject of acclaimed books and films such as Bringing Down the House and 21.

One of the team members, Jeff Ma, went on to become a 4x founder and an executive at Twitter before joining Microsoft as VP of Startups. Jeff joined hosts Scott and Andrei to describe his key learnings from building and exiting several successful companies. The conversation covers misconceptions around funding as an end goal, aligning perspectives between enterprises and startups, and the most exciting areas in tech.

Here are some quick takeaways:

  • Aligning perspectives to avoid friction should be the first consideration when entering a partnership.
  • When partnering with an enterprise, startup founders often underestimate the sheer scale that they are dealing with- fully utilizing their resources is not a trivial task.
  • The size of large enterprises can hinder the rapid implementation of initiatives; however, it also makes accomplishments more rewarding.
  • Starting a company with the hope of being acquired is the wrong mindset.
2 min read

68: Thrasio COO Stephanie Fox- the art of goal setting in hypergrowth

By Andrei Newman on Sep 15, 2021 11:36:36 AM

Coming up with an idea and raising capital to execute is often seen as a “chicken or the egg” situation. According to Stephanie Fox, COO of Thrasio, having a viable idea comes first. Thrasio, which acquires and grows brands on Amazon, began with no outside funding when it bought a milk frother brand on Amazon.

3 years later, with over 150 brands acquired and a billion dollars in funding, the original idea has proven itself. Stephanie joined hosts Scott and Andrei to share her learnings from previous endeavors and how they prepared her to excel in her current role.

Here are some quick takeaways:

  • Though top-line growth is often celebrated, entrepreneurs need to refocus their priorities on profitability when the time is right.
  • Building a company is a cycle of being on fire, struggling, and readjusting and overcoming. The third step is where many fail.
  • Companies shouldn’t necessarily hit all their yearly goals- this suggests that the goals were too conservative.
  • Culture is deeper than free coffee and a relaxed dress code- it should involve every employee feeling a personal connection to the success of the company.
1 min read

67: Checkout.com CRO Nick Worswick- pinpointing bets with asymmetric upside

By Andrei Newman on Sep 15, 2021 11:33:17 AM

Checkout.com, already a leader in the payments space across Europe, is poised to make a splash in the North American market. With complex regulatory issues and technological inefficiencies to deal with, driving revenue initiatives is a massive challenge. However, that is exactly what CRO Nick Worswick was tasked with when he joined the company in February.

Nick joined hosts Scott and Andrei to illuminate his philosophies on joining new companies, building competitive moats, and pinpointing areas of opportunity. Here are some quick takeaways:

  • We instinctively want to quickly implement changes in a new role- this is a mistake. Take the time to listen to both customers and your team.
  • TAM is a misleading statistic- you must narrow it down to a serviceable market, and then to a sellable market
  • Despite the numerous companies sprouting up in the space, payments remains an area in need of a major overhaul
  • Take on initiatives with asymmetric upside- not every decision needs to be revolutionary
1 min read

66: Salesforce GM Bill Patterson- the next chapter of work and CRM

By Andrei Newman on Sep 15, 2021 11:30:55 AM

Salesforce is synonymous with CRM. The cloud-based company’s enterprise offerings were recently bolstered by the landmark acquisition of Slack for nearly $28B. Bill Patterson, EVP and GM of CRM at Salesforce, had a front-row seat to this monumental integration.

Bill joined hosts Scott and Andrei to discuss the synergies gained from the Slack acquisition, how to achieve work-life harmony, and how to stand out as a sales rep in an online environment.

Here are some quick takeaways:

  • Always operate with consideration of your core values. When crises like the Covid pandemic occur, these values will keep driving you forward
  • Business is the biggest platform for change. Find ways that your company can do good.
  • Ensure that your employees have the tools to communicate seamlessly both internally and externally
  • Calls per hour is an outdated metric for tracking a sales rep’s productivity- more attention should be paid to the quality of relationships being formed with clients
  • You don’t know everything. Be a learn-first person
1 min read

65: Rapyd CEO and Founder Arik Shtilman- building the AWS of FinTech

By Andrei Newman on Sep 15, 2021 11:27:01 AM

The idea for Rapyd was born when Arik Shtilman realized that there was no all-in-one financial services platform. Despite discovering the solution to this problem, the company failed to raise $3 million on just a $5 million valuation.

Over $800 million in funding later, and with goals of becoming a $100 billion company, Rapyd is poised to be the platform upon which any FinTech solution can be built. Listen in as Arik challenges misconceptions around entrepreneurship and describes Rapyd’s astronomical growth.

Here are some quick takeaways:

  • Although online transactions have been occurring for decades, there still remains a massive opportunity for disruptive innovation in this space
  • Pitching a product to a customer and pitching the company’s vision to an investor are completely different- entrepreneurs fail when they use the same pitch for both audiences
  • Raise capital when the market environment is right, not when you need it
  • Fundraising is the most important skill for an entrepreneur
2 min read

64: Box CMO Chris Koehler- winning and retaining the educated customer

By Andrei Newman on Sep 15, 2021 11:24:13 AM

Chris Koehler, currently serving as CMO of Box, has seen it all. He took the path less traveled all the way back to his days at Adobe. While heading Box’s customer success department, Chris interviewed several CMO candidates before stepping in and filling the role himself.

His experiences across distinct business areas provide him with a unique perspective that is valuable to those across every facet of an organization. Join hosts Scott and Andrei as Chris shares his marketing wisdom as well as the context around major career inflection points. 

Here are some quick takeaways:

  • Continuing to grow once a company has scaled requires a delicate balance of setting long-term goals while allowing for a flexible path to reach them
  • Being a ‘generalist’ is not a bad thing- it allows one to leverage their knowledge from other areas and provide new ways of problem-solving
  • Marketing is more than winning new customers- it should involve working with the customer success team to keep existing customers happy
  • Covid has accelerated the demand for self-service B2B products, and companies should invest in their e-commerce presence to keep up
1 min read

63: Bitly CEO Toby Gabriner- enabling the autonomous employee

By Andrei Newman on Sep 15, 2021 11:20:44 AM

Chances are you were directed to this episode via a shortened URL. You might not notice, but these shortened links are everywhere. Behind the scenes, Bitly is hard at work, shortening over 600 million links per month.

CEO Toby Gabriner joined the show to share the lessons he’s learned from his 9 months working the role. The biggest shift in corporate culture, according to Toby, is in decision-making occurring throughout the company rather than simply at the executive level. Listen in as Toby explains how leadership can empower their workforce.

 

Some key takeaways:

  • Covid provided an opportunity for companies to reflect on every aspect of the corporation, from organizational structure to the frequency of meetings
  • Leaders should create frameworks within which workers  have leeway to make decisions- this empowers and motivates employees
  • Experimentation with new corporate policies is a win-win, whether the outcome of the new policy is positive or negative
  • Transparency is key: everyone throughout a corporation should be on the same page so that knowledge sharing and collaboration is seamless 
2 min read

62: TripActions CRO Carlos Delatorre- sales is a science, not an art

By Andrei Newman on Sep 15, 2021 11:16:52 AM

TripActions, founded just 5 years ago, quickly became one of the fastest-growing companies in Silicon Valley after disrupting the $1.5T corporate travel market. CRO Carlos Delatorre joined the company shortly before the business world was decimated by the covid pandemic. Despite travel reaching a near standstill, Carlos helped the company vastly exceed performance expectations.

He joined hosts Scott and Andrei on the show to unpack how a corporate travel company managed to succeed during the pandemic. The lessons he learned are applicable to any company facing unprecedented challenges, especially from a sales perspective- make sure to give it a listen.

 

Here are some key takeaways:

  • Every major economic downturn has birthed long-lasting companies- the companies that were flexible and adapted during the pandemic will be the winners.
  • An excellent product is rendered useless without an equally competent sales team- a salesperson needs to be able to articulate the benefits of a product to a client’s specific needs.
  • The best sales reps utilize both top-down and bottom-up approaches.
  • Doing difficult things that make you better is a huge differentiator- the best sellers build their own pipeline.
1 min read

61: BlockFi CEO Zac Prince- blurring the line between crypto and traditional finance

By Andrei Newman on Jul 26, 2021 2:51:39 PM

From 1 employee to over 600 in just four years, BlockFi is leading the pack in the cryptocurrency space. CEO Zac Prince joined Scott Britton and Andrei Newman on the Built by Humans Podcast.

Listen in as he discusses the future of crypto and the catalysts that have contributed to BlockFi’s exponential growth. Here are some quick takeaways:

  • One innovative product, a crypto account that yields interest, lead to BlockFi doubling in size every quarter.
  • Scale and stickiness are effective ways of developing a competitive moat.
  • Customer support is an overlooked area in FinTech- taking advantage of this is an opportunity for competitive differentiation.
  • With rapid growth comes ever-changing job descriptions. Knowing where to focus your limited attention is a key skill. 
  • In the future, the lines between crypto, FinTech, and banking companies will become less rigid.
2 min read

60: NuCalm CEO Jim Poole- using neuroscience to get 2 hours of deep sleep in 20 minutes

By Andrei Newman on Jul 26, 2021 2:51:12 PM

NuCalm might be the most revolutionary company you’ve never heard of. Blending science-fiction and reality, it is a patented, FDA-approved system to effectively reduce stress and improve sleep.

NuCalm CEO Jim Poole joined hosts Scott and Andrei on the show to illuminate how the product works. This episode is a must-listen for anyone struggling with stress management. Some key takeaways:

  • As humans, we cannot understand the intangible or long-time horizons. This is why stress builds over time and has become an epidemic
  • The human prefrontal cortex is at a 36 million year evolutionary disadvantage to the ‘reptilian brain’, the area of the brain that initiates the stress response.
  • Resource allocation, a fundamental concept in business, also applies to our bodies. When under stress, oxygen is diverted from the brain
  • Chronic stress is not a badge of honor- it is highly counterproductive in terms of health and professional success.
  • Quality above all else- NuCalm has generated tens of millions in revenue with almost no marketing spend
1 min read

59: Bandwidth Inc. CCO Ryan Henley - creating a customer-centric company

By Andrei Newman on Jul 26, 2021 2:50:47 PM

On today’s episode of Built by Humans, Ryan Henley (Chief Customer Officer of Bandwidth) joins the show. Along with hosts Scott and Andrei, learn about how to manage the balance between keeping customers satisfied today and in the future. Some key takeaways:

  • Customer success today is a listening organization that is always trying to understand what customers are trying to solve. 
  • Driving product adoption across your customer base needs to be a continual effort, and if done correctly, it will buy the time needed for future product development. 
  • When a company buys your software, what they are really doing is outsourcing a piece of their customer experience onto you (which is why trust is so important). 
  • First impressions are huge. Make sure your organization is aligned and ready to provide great experiences on a consistent basis. 
1 min read

58: Harness.io CRO Jason Eubanks- The role of intrinsic motivation in the sales world

By Andrei Newman on Jul 26, 2021 2:50:22 PM

Jason Eubanks (CRO of Harness.io) joins the Built By Humans show to discuss the importance of intrinsic motivation in the business world. He outlines his process for motivating employees beyond just salary and benefits. Join hosts Scott and Andrei as Jason unpacks the ‘why’ behind working.

Some key takeaways from today’s episode:

  • Employees cannot reach their full potential by relying on external motivators
  • Being an effective business leader means understanding what drives employees
  • Creating individualized development plans for employees that rely on qualitative and quantitative data points can help increase talent retention
  • There is nothing wrong with wanting money; however, you need more than just that in order to differentiate yourself when it comes to sales
1 min read

57: Drift Founder and CEO David Cancel - being present leads to long-term progress

By Andrei Newman on Jul 26, 2021 2:50:01 PM

On today’s episode ,  David Cancel (Founder and CEO of Drift) the Built By Humans podcast. Listen in as David outlines his philosophies for being an effective leader. Some key takeaways:

  • Accepting that the future is out of your hands is an important step towards personal and professional growth.
  • Finding a balance between quality and quantity when hiring new personnel is a skill that is honed over time.
  • Effective internal communication is just as important as effective external communication. 
  • Remote work is a necessary and positive transition.
  • CRM is an area that is ready to be disrupted.
1 min read

56: Similarweb CRO Carrie Lazorchak - step out of your hiring bubble

By Andrei Newman on Jul 26, 2021 2:49:33 PM

On today’s episode of Built By Humans, Carrie Lazorchak (CRO of SimilarWeb) joined Scott Britton and Andrei Newman on the Built By Humans podcast. Here are some key takeaways from the conversation:

  • Personal and social engagement is a big factor in the satisfaction individuals find in their jobs. 
  • Millennials are highly adaptive and crave a variety of experiences which means managers have to re-think career pathing. 
  • Self-assessing your strengths and weaknesses will make it easy to identify the right career path.
  • Actively seek external feedback from others and use that as inputs into how you assess your competencies.
  • Diverse teams drive better outcomes.
2 min read

55: Frame.io CEO Emery Wells - better, faster, cheaper is a myth

By Andrei Newman on Jul 26, 2021 2:49:10 PM

On today’s episode of Built By Humans, Emery Wells (CEO of Frame.io) joined Scott Britton and Andrei Newman on the Built By Humans podcast.

Here are some key takeaways from the conversation:

  • It’s very difficult to market something (and capture people’s attention) when you build in an iterative fashion.
  • Building a culture of excellence is incredibly difficult because excellence itself is relative.
  • Creating alignment and a shared commitment to excellence is one of the most important things a founder can do. 
  • Providing examples of excellence and setting an expectation of how long or hard it is to achieve is critical.
  • Centralization at scale is possible if you build the right systems. 
  • If quality was only linked to time and money, every company would have the same outcomes.
1 min read

54: FinancialForce CEO Scott Brown - using systems thinking to break linear growth

By Andrei Newman on Jul 26, 2021 2:48:47 PM

On today’s episode of Built By Humans, Scott Brown, CEO of FinancialForce, shares his key to navigating tensions between CROs and CFOs and promoting collaboration between these two vital roles. 

Here are some of Scott’s amazing insights:

  • Making sure your CFO and CRO are aligned involves understanding their unique backgrounds and helping them empathize with each other’s perspectives.
  • Inspecting your organization for opportunities to optimize efficiency is just like getting your car a tune-up—essential to keeping it running smoothly.
  • Improving cross-functional efficiency requires knowing your business’s three or four biggest challenges and aligning every team around overcoming them.
  • Implementing automation and self-service features can help you business scale faster.
  • Maintaining your efforts toward churn can help you keep the customers you worked hard to secure.
2 min read

53:Templafy co-founder Christian Lund - building a career-defining organization

By Andrei Newman on Jul 26, 2021 2:48:24 PM

Christian Lund (co-founder of Templafy) joined Scott Britton and Andrei Newman on the Built by Humans podcast. Here are some of Christian’s best insights:

  • Embedded systems are so important in SaaS since people love working in applications and user interfaces they’re familiar with.
  • Transparent, open communication at every level can promote customer education and employee development.
  • Building something new means building for the future, which may involve taking the long road, rather than the shortcut, to success.
  • Visionary customers can help you build a visionary company. Look for early adopters who look forward to growing alongside your unique product offering.
  • Identifying the right executive hires is critical to a company’s ability to scale the organization and reach the next level.
  • Instilling self-awareness across the company involves being transparent and encouraging conversations about moving employees to new roles within the organization that help them grow. 
1 min read

52: Five9 CEO Rowan Trollope- don’t be a bad copy of someone else

By Andrei Newman on Jul 26, 2021 2:48:02 PM

Rowan Trollope (CEO of Five9) joined Scott Britton and Andrei Newman on the Built by Humans podcast. Here are some key takeaways from the conversation:

  • Thanks to technology, businesses no longer have to trade good customer service for a healthy margin.
  • Leaders have to create an environment where people feel that level of psychological safety to be themselves. 
  • Emulating others makes you a bad copy of someone else (humans have a really unique ability to pick up inauthenticity).
  • It is the most unusual part of humans that draws us in (authenticity attracts).
  • If a CEO wants to understand their business, go watch what your customer support reps are doing.
  • If you can automate 90% of support tickets that are tedious and repetitive, the support job becomes quite intellectually stimulating.
2 min read

51: Juniper Networks CSO Marcus Jewell - the unpredictability of human nature makes sales complex

By Andrei Newman on Jul 26, 2021 2:47:41 PM

 Marcus Jewell (CSO of Juniper Networksjoined Scott Britton and Andrei Newman on the Built by Humans podcast. Here are some key takeaways from the conversation:

  • The buying community is getting a lot younger and they are a bit less interested in the relationship part of a sale.
  • We doubled down on AI and micro-motivation tools to gamify the sales job and make work a bit more fun for our people.
  • Sales are very hard to fully understand from a psychological perspective because it is a human-to-human interaction (and humans are unpredictable). 
  • A good salesperson describes the process they will use to get to a good outcome rather than talk about the outcome or how much they are going to sell. 
  •  Salespeople today need to be incredibly dexterous with data so they can pick the important data points and use them to tell a compelling story.
  • You never really lose a customer, you just lose that customer at that time. You will always have an opportunity to get it back and win the deal so it’s important to make a good impression and be professional.
2 min read

50: Reboot.io CEO Jerry Colonna - removing your emotions from life’s roller coaster

By Andrei Newman on Jul 26, 2021 2:47:19 PM

Jerry Colonna (CEO of Reboot.io joined Scott Britton and Andrei Newman on the Built by Humans podcast. Here are some key takeaways from the conversation:

  • Becoming a better human is difficult because we are deathly afraid of confronting the parts of ourselves that we do not like.
  • One of the biggest fallouts of not normalizing struggle is that we presume we are the only ones going through difficulty
  • When you become the moviegoer and create a distance between you and your thoughts, life can be much more enjoyable.
  • False grit is the ability to take the punches life throws at you and deal with them. True grit is the capacity to adapt, let things go, and surrender.
  • The attempt to control the ups, downs, and unexpected changes of life is a feeble exercise since we do not know whether their long-term impact will be positive or negative. 
1 min read

49: Fivetran COO Taylor Brown- Chalking the field

By Andrei Newman on Jul 26, 2021 2:46:54 PM

Taylor Brown (COO of Fivetran) joined Scott Britton and Andrei Newman on the Built by Humans podcast. Here are some key takeaways from the conversation:

  • You have to make a decision about how good you want to be (and hire the people that match that level).
  • Fivetran tries to strike the balance between being a value-based and performant culture
  • People need to know their role, what you expect from them, and the rules in order to perform.
  • Giving people the right amount of ownership and letting them fail is key to growth.
  • Building a lasting, valuable business is a longer process than most people would expect.
  • Work-life balance is a moving target.
2 min read

47: Cloudinary VP of Sales Edan Gottlib - crises expose your strengths and weaknesses

By Andrei Newman on Jul 26, 2021 2:46:31 PM

 Edan Gottlib (SVP of Sales) at Cloudinary joined Scott Britton and Andrei Newman on the Built by Humans 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. 
2 min read

48: Salsify co-founder Rob Gonzalez - focusing on what you can control

By Andrei Newman on Jul 26, 2021 2:46:11 PM

Rob Gonzalez (CMO & co-founder of Salsify) joined Scott Britton and Andrei Newman on the Built by Humans podcast. Here are some key takeaways from the conversation:

  • Creating things is really hard to do unless you have huge blocks of time.
  • You always want to assume that people are operating with good intentions.
  • Preparing for 1v1s and career development conversations takes a ton of time and is very hard to do well.
  • When Product Marketing is not working it is death by a thousand cuts. 
  • Everyone always has a thousand pieces of advice and so the most important part is deciding what advice you’ll actually listen to. 
  • To the extent that your circle of concern is the same as your circle of control, that actually increases your ability to make changes in the world.
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