SaaShimi

Aznaur Midov

Podcast about software and cloud

  1. Season C - Ep. 3: Pablo Dominguez, Operating Partner at Insight Partners, on What a Unicorn Knows

    2024-07-11

    Season C - Ep. 3: Pablo Dominguez, Operating Partner at Insight Partners, on What a Unicorn Knows

    Pablo discusses the role of operating partners, sales orgs, and his book What a Unicorn Knows. BIO Pablo Dominguez focuses on partnering with Insight’ Partners' portfolio companies to build and scale effective commercial teams through the application of proven and repeatable go-to-market and operational best practices. He brings over 20 years of experience working on Salesforce effectiveness engagements across startups and various global 2000 companies. Prior to joining Insight, Pablo was the Vice President of Global Business Operations and Customer Experience at NYC-based startup AppNexus. AppNexus is a leading independent ad tech company which was acquired by Xandr (division of AT&T) in 2018 for approximately $2B. Pablo joined AppNexus in 2014 and was responsible for building a Business Operations organization which provided support for Sales, Services, Marketing, and Product Line teams as well as driving annual strategic planning and key initiatives across AppNexus. TIMESTAMPS 01:15 Intro 06:05 Main issues Pablo sees post-acquisition 07:55 Dynamics between Operating Partners and Management 09:45 Go-to-Market Fit 12:15 KPIs based on the company stage 13:15 Coming up with a quota 18:35 Failures: Leadership or Talent fault? 22:55 Industry Changes over the past 5 years 25:15 Sales Teams Going Through Layoffs 28:00 Product disruption 29:15 What a Unicorn Knows 31:15 Strategic Speed 33:55 Pablo’s tech stack Support this podcast at — https://redcircle.com/saashimi/donations

    35 min

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Podcast about software and cloud