187 episodes

It takes 3 ingredients to build a software startup in today’s wild market: people, product and growth. Easier said than done. BUILD is here to help by featuring conversations between venture capitalist Blake Bartlett and the smartest folks in software. OpenView is a VC firm that invests in amazing companies like Datadog, Expensify and Calendly. Visit ov.vc for more details.

BUILD with Blake Bartlett OpenView Venture Partners

    • Business
    • 4.8 • 99 Ratings

It takes 3 ingredients to build a software startup in today’s wild market: people, product and growth. Easier said than done. BUILD is here to help by featuring conversations between venture capitalist Blake Bartlett and the smartest folks in software. OpenView is a VC firm that invests in amazing companies like Datadog, Expensify and Calendly. Visit ov.vc for more details.

    John Eitel (Canva): How PLG Founders Can Avoid Common Mistakes in Adding a Top-Down Sales Motion

    John Eitel (Canva): How PLG Founders Can Avoid Common Mistakes in Adding a Top-Down Sales Motion

    Adding a top-down sales motion is a make-or-break moment for PLG companies. If it’s done right, it can make you the next big thing in your category. If it’s not done right, it can break your team and ultimately compromise your position in the market. The answer? All-in commitment from the founders and key leaders. Enterprise PLG is a team sport!

    Key Takeaways:
    [00:06] The most common mistakes John sees PLG founder make when adding sales to a bottom-up or self-service motion [02:15] The hidden subtext to be helpful
    Mentioned in this episode:
    Sign up for OpenView's weekly newsletter
    John Eitel, Former Global Vice President of Sales & Success at Canva
    Canva
    Subscribe to Blake Bartlett on YouTube.
    Podcast produced by OpenView.
    View our blog for more context/inspiration.
    OpenView on Linkedin
    OpenView on Twitter
    OpenView on Instagram
    OpenView on Facebook

    • 2 min
    John Eitel (Canva): Bottom-Up + Top-Down

    John Eitel (Canva): Bottom-Up + Top-Down

    John built the global sales team at Canva, which allowed the company to expand further into the enterprise. He walks us through everything a PLG founder needs to know about adding a top-down motion to a bottom-up, product-led foundation. When should PLG companies do this? Why is it necessary? What is the strategy? And how do you do it IRL? 

    Key Takeaways:
    [4:35] Repeatability in enterprise customers and understanding where these deals stall out[8:01] Stall points in enterprise spending and getting purchase approval[10:30] Embracing a top-down motion for PLG companies[14:17] Combining bottom-up and top-down to scale business using customer success stories[17:24] Communicating to executives the story of what software adoption saves[20:24] A broader context and story of how the platform improves customer lives[22:47] How the data component can make or break sales efforts[27:40] Where is adoption happening and using data to determine who gets involved[30:10] How to get the entire company working with sales
    Mentioned in this episode:
    Sign up for OpenView's weekly newsletter
    John Eitel, Former Global Vice President of Sales & Success at Canva
    Canva
    Subscribe to Blake Bartlett on YouTube.
    Podcast produced by OpenView.
    View our blog for more context/inspiration.
    OpenView on Linkedin
    OpenView on Twitter
    OpenView on Instagram
    OpenView on Facebook

    • 37 min
    Annie Pearl (Calendly): Career Growth in Product Management

    Annie Pearl (Calendly): Career Growth in Product Management

    A product professional’s role changes dramatically over time as a company and product scales, and as the individual develops additional skills and experiences. Annie says you need to “product manage” your own career as a PM in this highly dynamic environment.

    Calendly is an OpenView portfolio company. For a full portfolio list please visit ov.vc

    Key Takeaways:
    [0:13] What it's like for Annie to product manage her career as a PM

    Mentioned in this episode:
    Sign up for OpenView's weekly newsletter
    Annie Pearl, Chief Product Officer at Calendly
    Calendly
    Subscribe to Blake Bartlett on YouTube.
    Podcast produced by OpenView.
    View our blog for more context/inspiration.
    OpenView on Linkedin
    OpenView on Twitter
    OpenView on Instagram
    OpenView on Facebook

    • 3 min
    Annie Pearl (Calendly): Building Enterprise Products

    Annie Pearl (Calendly): Building Enterprise Products

    Every PLG business will eventually have to build for the enterprise. Why? Bottom up adoption can indeed go “all the way up”...to the C-level of large organizations. But to get that 6- or 7-figure contract, you’ll need to beef up the product for the big leagues. Annie has gone through the journey at Glassdoor, and now at Calendly. She shares her playbook with us in today’s episode.

    Calendly is an OpenView portfolio company. For a full portfolio list please visit ov.vc

    Key Takeaways:
    [2:10] What it looks like for PLG businesses to embrace enterprise
    [4:42] Three components that make adopting enterprise easier said than done
    [7:49] How to tackle the PLG plus enterprise transition in terms of people
    [17:00] Maintaining simplicity and the end user experience as a philosophical north star
    [19:51] Trades offs of embracing enterprise products from the PLG standpoint, and how to manage them
    [22:57] Building solutions for personas and horizontal platforms
    [28:06] Platforms and opting into layers of complexity
    [30:01] Foundational step number one to building towards enterprise

    Mentioned in this episode:
    Sign up for OpenView's weekly newsletter
    Annie Pearl, Chief Product Officer at Calendly
    Calendly
    Subscribe to Blake Bartlett on YouTube.
    Podcast produced by OpenView.
    View our blog for more context/inspiration.
    OpenView on Linkedin
    OpenView on Twitter
    OpenView on Instagram
    OpenView on Facebook

    • 33 min
    Andrew Gazdecki (MicroAcquire): Founder M&A Mistakes

    Andrew Gazdecki (MicroAcquire): Founder M&A Mistakes

    Founders often shoot themselves in the foot when it comes to running an M&A process. Andrew points out the most common mistakes he’s seen, and how to avoid them.

    Key Takeaways:
    [0:23] The Biggest Mistake Founders Make Selling Their Business

    Mentioned in this episode:
    Sign up for OpenView's weekly newsletter
    Andrew Gazdecki, CEO of MicroAcquire
    MicroAcquire
    Subscribe to Blake Bartlett on YouTube.
    Podcast produced by OpenView.
    View our blog for more context/inspiration.
    OpenView on Linkedin
    OpenView on Twitter
    OpenView on Instagram
    OpenView on Facebook

    • 1 min
    Andrew Gazdecki (MicroAcquire): How to Sell Your Startup

    Andrew Gazdecki (MicroAcquire): How to Sell Your Startup

    There is a dearth of good advice on how to sell or exit your startup. Most people use outdated slogans like “companies are bought, not sold” but offer little practical advice to navigate a daunting M&A process. Andrew has sold two software companies previously, and now is building MicroAcquire, the founder-friendly marketplace for selling startups. He shares everything he knows about selling companies.

    Key Takeaways:
    [1:17] Andrew talks about Bizness Apps—his first company—and the experience of being a founder
    [3:01] What selling his first company was like for Andrew
    [4:09] Paths available to folks considering selling their startup outside huge IPOs and unicorn acquisitions
    [6:25] What does it take to sell the company?
    [8:35] The role of marketing in telling the story of your company for someone else to believe in and buy the company
    [10:39] Addressing myths about selling, and the reality that founders aren't trained to sell their businesses
    [16:03] Understanding why you want to sell, and setting it up for success
    [18:33] What is MicroAcquire, and how can startup founders leverage the service?

    Mentioned in this episode:
    Sign up for OpenView's weekly newsletter
    Andrew Gazdecki, CEO of MicroAcquire
    MicroAcquire
    Subscribe to Blake Bartlett on YouTube.
    Podcast produced by OpenView.
    View our blog for more context/inspiration.
    OpenView on Linkedin
    OpenView on Twitter
    OpenView on Instagram
    OpenView on Facebook

    • 23 min

Customer Reviews

4.8 out of 5
99 Ratings

99 Ratings

77WhoFan ,

This is gold

So many great insights and nuggets for the eternally curious in these episodes. Highly recommend to those in the PLG space looking for inspiration and direction.

And Blake does an awesome job removing himself and letting the speaker shine. Easy listen.

Ryan_R.T. ,

Timely Actionable Advice

It’s great to see this podcast shift it’s focus to be more timely with the current crisis. Great guests and actionable advice. Highly recommend for folks building SaaS companies through this pandemic.

pflombard ,

Great content. Really bad sound.

Great content, but pls make an effort to record better quality sound.

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