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Scale with Strive Podcast
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Innhold levert av Scale with Strive. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av Scale with Strive eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.
Welcome to the Scale with Strive podcast - the place where you come to listen to some of the worlds most influential leaders in the SaaS industry!
17 episoder
Merk alt (u)spilt...
Manage series 3574308
Innhold levert av Scale with Strive. Alt podcastinnhold, inkludert episoder, grafikk og podcastbeskrivelser, lastes opp og leveres direkte av Scale with Strive eller deres podcastplattformpartner. Hvis du tror at noen bruker det opphavsrettsbeskyttede verket ditt uten din tillatelse, kan du følge prosessen skissert her https://no.player.fm/legal.
Welcome to the Scale with Strive podcast - the place where you come to listen to some of the worlds most influential leaders in the SaaS industry!
17 episoder
Todos os episódios
×1 Scaling Your SaaS Venture: Strategic Alignment and Operational Efficiency with Pablo Dominguez 58:22
58:22
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58:22Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 I am your host, Adam Richardson and on today’s episode, I am excited to welcome Pablo Dominguez , Operating Partner at Insight Partners, a leading VC firm in the B2B Software Space! Pablo has over 25 years' experience in the SaaS industry and today I tapped into his incredible knowledge of the industry, focusing in on achieving more by doing less through operational efficiency. Some of my key takeaways from our conversation were: 💡 Ensuring goals are aligned from the overall company strategy and the importance of cascading objectives throughout the organization. 💡 Achieving more by doing less, by not allowing distractions to take you away from your core focus. 💡 The different stages of growth throughout the lifetime of the software business - and knowing when the right time is to launch new products, expand into new territories or when it's time to pivot. If you're a founder in the B2B software space, looking to scale your business, this is certainly worth a listen! Let’s Dive in! ________________________________________________________________________________ Watch the episode on YouTube 🎥 – https://youtu.be/OyckYHKDXfE Connect with Pablo here - https://www.linkedin.com/in/pabtexas/ Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/ Learn more about Strive here - https://scalewithstrive.com/solutions/ _________________________________________________________________________________ 11:02 Focus and Alignment in Business Strategy 25:09 Vendor Growth and Maturity Stages 31:19 Aligning Product, Engineering, Marketing, and Sales 37:18 Product-Led Growth and Sales Strategies 51:14 Strategic Decision Making and Growth Planning…
1 'Advice for Early-Stage Founders' with Ellen Chisa 35:14
35:14
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35:14Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 I am your host, Dylan Hoyle and on today’s episode, I am excited to welcome Ellen Chisa , Partner at Boldstart Ventures ! Boldstart's speciality is partnering with Founders at inception, and today's conversation was centred around advice for Early-Stage Founders when looking to build a company. Some of my key takeaways from our conversation were: 💡 The first steps that a Founder should take when they have an idea. 💡 The specific qualities that VCs look for in Founders when considering investment. 💡 Some of the common mistakes that Founders make when pitching to Venture Capitalists. Let’s Dive in! ________________________________________________________________________________ Watch the episode on YouTube 🎥 – https://youtu.be/OfwrJqPug-4 Connect with Ellen here - https://www.linkedin.com/in/ellenchisa/ Connect with Dylan here - https://www.linkedin.com/in/dylanhoyle-saas-recruiter/ Learn more about Strive here - https://scalewithstrive.com/solutions/ _________________________________________________________________________________ 9:09 Navigating Early-Stage Startup Challenges 20:15 Navigating Early-Stage Venture Capital Relationships 25:05 Building Relationships with VCs Before Pitching 29:31 Market Trends and Investor Resilience…
1 'Crossing the $100m ARR Chasm' with Joe Marcin 1:06:32
1:06:32
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1:06:32Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 I am your host, Adam Richardson and on today’s episode, I am excited to welcome Joe Marcin , CRO at FirstUp ! With other 25 years’ experience in the Software Sales world, Joe is a 3 times CRO who has spent the last 10 years focussed on scaling companies across the $100m ARR chasm. Some of my key takeaways from our conversation were: 💡 How your Hiring Profile changes as you scale – and how get people brought into change. 💡 The importance of robust processes and to move away from tribal knowledge and the importance of cross-functional alignment. 💡 The importance of technology and how to evaluate, and in some cases, consolidate this to help you scale. Let’s Dive in! ________________________________________________________________________________ Watch the episode on YouTube 🎥 – https://youtu.be/ZeZ7cqrNQJM Connect with Joe here - https://www.linkedin.com/in/jmarcin/ Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/ Learn more about Strive here - https://scalewithstrive.com/solutions/ _________________________________________________________________________________ 15:09 Sales Leadership and DNA Profiles 20:37 Managing Organizational Change and Engagement 24:45 Strategic Changes in Compensation and Processes 29:37 Process and Accuracy in Sales Forecasting 34:39 Signal and Value Hypothesis in Sales 39:57 Process and Execution Strategies in Business 45:21 Leveraging Technology for Revenue Operations 52:59 Lessons in Scaling Organizations Beyond $100M 1:00:28 Harmonizing Best Practices for Success…
1 'The Art of Selling a Premium Product' with Usman Gulfaraz 1:15:25
1:15:25
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1:15:25Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 I am your host, Adam Richardson and on today’s podcast, I’m excited to speak with Usman Gulfaraz ! With a strong pedigree background in the Tech Sales Space, Usman has worked for companies such as Oracle , Shape Security , Tessian and is now currently the CRO at Speechmatics , a Series B funded 'Speech to Text' AI Platform. Some of my key takeaways from our conversation were: 💡 The challenges and sacrifices of being a top performing Sales Rep. 💡 Selling a Premium Product – the Process, Marketing and Product Development required. 💡 And of course, Usman's philosophy around hiring great Sales Reps. Let’s Dive in! ________________________________________________________________________________ Watch the episode on YouTube 🎥 – https://youtu.be/tG4JBn_xIiY Connect with Usman here - https://www.linkedin.com/in/usman-gulfaraz-4447807/ Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/ Learn more about Strive here - https://scalewithstrive.com/solutions/ _________________________________________________________________________________ 11:47 Keys to Success in Sales 19:57 Navigating Sales Challenges With Oracle 31:22 Positioning as a Premium Solution 41:07 Thought Leadership and Market Segmentation 50:08 Sales Process and Execution Strategies 58:13 Sales Pipeline and Product Development Strategies 1:14:37 Building Success Through Forward-Thinking…
1 'A Blueprint for Sales Excellence' with Drew Ganther 1:00:02
1:00:02
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1:00:02Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 I’m your host, Dylan Hoyle , and today I had the absolute pleasure of meeting with Drew Ganther . Drew is the VP of Sales at Grip Security , a company who are disrupting the Identity Management space. It was a fantastic conversation, with some of my key takeaways being: 💡 His approach when educating the market on a new way to solve a problem and the evangelism piece that comes with it. 💡 His approach on organizational and interpersonal dynamics, whether that be in deals or within your own organization. 💡 The importance of an effective Channel strategy within the security ecosystem. Let’s Dive In! _________________________________________________________________________________ Watch the episode on YouTube 🎥 – https://youtu.be/lZyxTllZjZU Connect with Drew here - https://www.linkedin.com/in/drew-ganther-754b282a/ Connect with Dylan here - https://www.linkedin.com/in/dylanhoyle-saas-recruiter/ Learn more about Strive here - https://scalewithstrive.com/solutions/ _________________________________________________________________________________ 15:24 Strategic Thinkers and Evolving ICP 22:07 Competitive Landscape and Business Sales Approach 33:24 Building Sales Champions with Integrity 41:30 Sales Leadership Challenges and Strategies 50:09 Channel Led Strategy and Patience…
1 'Lessons from a CISO' with Tammy Moskites 56:34
56:34
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56:34Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 Your host today are Sales Manager, Dylan Hoyle , and Strive's Founder, Adam Richardson . Today, we're very pleased to welcome Tammy Moskites from CyAlliance . Tammy is an ex-CISO for the likes of Venafi and now runs a Consultancy advising Early-Stage Cyber Security startups. Today's conversation was a little bit different than our typical, with some of my key takeaways being: 💡 What is keeping a CISO up at night - and how their priority initiatives have changed. 💡 What parameters a Founder can look at to determine Product Market Fit - and how Founders can successfully drive growth at the top of the sales funnel for the company. 💡 How we can tailor our message towards CISOs in today's market. Let’s Dive In! _________________________________________________________________________________ Watch the episode on YouTube 🎥 – https://youtu.be/SnQFuuyPDFg Connect with Tammy here - https://www.linkedin.com/in/tmoskites/ Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/ Connect with Dylan here - https://www.linkedin.com/in/dylanhoyle-saas-recruiter/ Learn more about Strive here - https://scalewithstrive.com/solutions/ _________________________________________________________________________________ 11:36 Prioritizing CISO Initiatives and Messaging 21:30 Navigating Challenges in Cybersecurity Startups 31:33 Startup Marketing Strategies for Traction 37:10 Networking and Buying Strategies for Success 47:09 Budget Prioritization in Risk Management 50:33 Career Advice and Humility in Leadership…
1 'Mastering RevOps for Business Growth' with Jeremey Donovan 1:01:33
1:01:33
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1:01:33Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 I am your host, Adam Richardson , and on today’s episode I am excited to welcome you to Season 2! We kick off this Season with a man who will need no introduction – if I say the words “Hey Salespeople!”, you’ll know, of course, that I am referring to the industry Thought Leader, Jeremey Donovan . Jeremey is Executive Vice President Revenue Operations and Strategy at Insight Partners . He is also an Author, Thought Leader , the man behind the SellingSherpa and has over 25 years industry experience, having worked for the likes of Gartner , SalesLoft and CB Insights . Some of my key takeaways from the conversation today were: 💡 Breaking down RevOps – What is it? How does it help your business? Why is it important? 💡 How to know if you are ready to make your first RevOps hire. 💡 What skillsets to look for when making that hire. Let’s Dive In! _______________________________________________________________________________________________ Watch the episode on YouTube 🎥 – https://youtu.be/G3uzVd0ns4E Connect with Jeremey here - https://www.linkedin.com/in/jeremeydonovan/ Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/ Learn more about Strive here - https://scalewithstrive.com/solutions/…
Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 I am your host, Adam Richardson and today I’m really pleased to welcome Yotam Yemini, who shares his 15+ years’ experience of sales experience with us. Part of four different start-ups - and Advisor and Angel Investor to more – Yotam has contributed to $100 million in revenue and $4 billion in valuation! Some of my key takeaways from today were: 💡 What he believes makes a great sales-person 💡 His philosophy around hiring 💡 His tips for turning around periods of under-performance within a team Lets dive in! Watch the episode on YouTube 🎥 – https://youtu.be/rRzdPjEkQ4E Connect with Yotam here - https://www.linkedin.com/in/yyemini/ Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/ Learn more about Strive here - https://scalewithstrive.com/solutions/…
1 How to set up your team for Success with Andrew Ermogenous 1:08:57
1:08:57
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1:08:57Welcome to the Scale with Strive Podcast, the place whereyou come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 I am your host, Adam Richardson and today I’m really pleasedto welcome Andrew Ermogenous , who is Head of North America at Atlan , a Series B Data Catalogue company, which is backed by the likes of Sequoia Capital , Insight Partners and Salesforce Ventures (just to name a few!). Today was a really invaluable conversation, with some of mykey takeaways were: 💡 Why Atlan are so well positioned for success in the Data Catalogue Market. 💡 The importance of documentation in a remote-first global organisation. 💡 How enablement is important for setting your team up for success. Let’s Dive In! Watch the episode on YouTube 🎥 – https://youtu.be/v0EzSUq3yVY Connect with Andrew here - https://www.linkedin.com/in/aermogenous/ Connect with Adam here -https://www.linkedin.com/in/saasheadhunter/ Learn more about Strive here -https://scalewithstrive.com/solutions/…
1 'Building a Channel led GTM strategy' with Eva-Maria Elya 50:52
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50:52Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 I am your host, Adam Richardson and today I’m really pleased to welcome Eva-Maria Elya , who is VP Channel and MSSP at Lookout , a Cyber Security company. Starting as only their third employee in EMEA, Eva has a lot of significant experience to share about building out a GTM Strategy and some of my key takeaways were: 💡How to build out a scalable channel led GTM strategy. 💡How to continually evolve your model to monopolise the market you operate in. 💡How to get your CV to the top of a HM’s pile in a tough hiring market. Let’s Dive In! Watch the episode on YouTube 🎥 – https://youtu.be/-Mzjblc8WGA Connect with Eva-Maria here - https://www.linkedin.com/in/eva-maria-elya-30632263/ Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/ Learn more about Strive here - https://scalewithstrive.com/solutions/…
1 'Creating a Data Driven Sales Function' with Chris Finan 1:09:21
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1:09:21Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the world's most influential leaders of the SaaS industry. 🚀 I am your host, Adam Richardson and on today’s podcast, I’m really pleased to introduce President and Advisor, Chris Finan . Unlike most, Chris actually started his career as a Pilot and Intelligence Officer in the US Air Force! He has now spent over 10 years in the Cyber Security Industry, with two acquisitions under his belt - and he has also been involved in companies such as Shape Security and ActZero . Today we focused our conversation around Chris’ philosophies on building a data driven sales process with some of my key takeaways being: 💡 How his career in the Air Force set him up for a successful SaaS career. 💡 The cultural transformation required to move to a data driven sales approach. 💡 How to adapt your approach in times of economic uncertainty. Let’s Dive In! Watch the episode on YouTube 🎥 – https://youtu.be/QtsC437FRxo Connect with Chris here - https://www.linkedin.com/in/cfinan/ Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/ Learn more about Strive here - https://scalewithstrive.com/solutions/…
1 'How to secure VC Funding' with Jannis Fett 50:12
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50:12Welcome to the Scale with Strive podcast - the place where you come to listen to some of the worlds most influential leaders of the SaaS industry. 🚀 I am your host, Adam Richardson and on today’s podcast, I’m excited to speak with Jannis Fett, Investment Manager at HV Capital. For those who don’t know, HV Capital is one of the oldest VC companies in Europe – with one of the biggest funds also. They are best known for investing in the likes of StoryBlok, Hadrian, and Sennder - to name but a few. Using Jannis’ 5 years' experience in the investment world, I pick his brains on: 💡 The changes he has seen in the current market re funding. 💡 What sectors are still booming and attracting funding. 💡 How you can scale through the key funding milestones. 💡 How to best write a business plan and pitch for funding. If you are a Founder looking to better understand the investment world, this is a great listen for actionable advice and tips! Let's Dive In! Watch the episode on YouTube 🎥 Connect with Jannis here Connect with Adam here Learn more about Strive here…
1 'How to Optimise your Pre-Sales Function' with John Weisensee 1:11:58
1:11:58
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1:11:58Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 I am your host, Adam Richardson and today I’m really pleased to welcome John Weisensee, who shares his 20+ years’ experience of commercial Pre & Post Sales experience with us. An incredibly humble guy, John has had a hugely successful career having worked for household names, including IBM. But today I wanted to focus in today on his journey with Collibra – whom he joined when they were at Series B and took them on a journey through many funding rounds and stages of growth. Some key takeaways for me were: 💡 How he built and scaled a Pre-Sales function from the ground-up – taking the team from 4 to 75. 💡 When he believes Pre-Sales should get involved in the sales process – and the value they bring to the customer 💡 How to target set for a Pre-Sales function and where he thinks the sweet spot is in terms of base and OTE split. A really insightful conversation - we hope you enjoy it! Let's Dive In! Watch the episode on YouTube here Connect with John here Connect with Adam here Learn more about Strive here…
1 'Emotional Intelligence' with Alexandre Pierrin-Neron 1:04:42
1:04:42
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1:04:42Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the worlds most influential leaders of the SaaS industry. I am your host, Adam Richardson and on today’s episode, we are joined by Alexandre Pierrin-Neron, who is the RVP of South EMEA for Lacework. With an impressive 30-year career, as you can imagine, we packed a lot in today’s podcast! With experience working for companies such as Cybereason, Splunk and Leapwork, he has supported some of the worlds leading vendors scale towards success, and has hired, developed and led some of the best sales reps in the software industry. In today’s episode, at Alex’s request, we focus on Emotional Intelligence and the importance of certain traits to look for when hiring for your GTM SaaS team. Some key things I think you will take from the episode today are: 💡 Turning underperforming reps in to star players 💡 The different types of Emotional Intelligence and how they present themselves in Sales Reps and Leaders 💡 Alex’s thoughts around the importance of ‘Learn, Earn and have fun I personally really enjoyed recording this episode and sharing ideas with Alex – we hope you take a lot from it! Let's Dive In! Connect with Alex here Connect with Adam here Learn more about Strive here…
1 'How to maximise your Sales Process' with Ashraf Mohamed 1:13:18
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1:13:18Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the worlds most influential leaders of the SaaS industry. I am your host, Adam Richardson and on today’s podcast, I’m really pleased to introduce Ashraf Mohamed, VP of Europe for Obsidian Security. After completing a degree in aero-nautical engineering, Ash moved into the world of SaaS Sales and has had a hugely successful career spanning 18 years, working for companies such as Fuze, Confluent and Lacework. He has significant experience in building out GTM teams from scratch into global leaders following the MEDDIC playbook Some of the key takeaways from today: 💡 How he gets customer buy in by drawing on his technical ability 💡 How he operates as a Sales Leader and his top tips for success 💡 His experience of working for prolific sales leaders and being hired by the likes of John McMahon We hope you enjoy listening, as much as we enjoyed recording! Let's Dive In! Connect with Ashraf here Connect with Adam here Learn more about Strive here…
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