The Goats of Growth Jay Webb

In this episode of "The Goats of Growth," I interview Jacco van der Kooij, founder of Winning by Design, about the challenges facing SaaS companies in achieving go-to-market fit.

Jacco explains that the "growth at all costs" mentality has led to inefficient spending on sales and marketing, resulting in unsustainable growth. Tune in to learn how he advocates for a shift towards process-centric strategies, emphasizing the need for data-driven decisions, cost efficiency, and the unique treatment of different market segments. 
Jaccos Linkedin Profile
Revenue Architecture (00:01:12)
Jacco's book "Revenue Architecture" and its insights into successful revenue leadership.
Has SaaS lost go to market fit? (00:01:48)
Discussion on a paper titled "Has SaaS lost go to market fit?" and its implications for venture-backed SaaS companies.
Product market fit and go to market fit (00:02:53)
Exploration of the concepts of product market fit and go to market fit, and their significance for sustainable growth.
SaaS companies' go to market challenges (00:04:23)
Analysis of the challenges faced by SaaS companies in maintaining go to market fit and the increasing cost of marketing and sales.
Impact of cost increase on go to market fit (00:05:22)
Discussion on the rising cost of acquiring revenue and its impact on go to market fit and sustainability.
Automation and evolving go to market strategies (00:11:13)
Insights into the potential impact of automation on certain tasks and the evolution of go to market strategies in response.
The role of the CFO and CRO in go to market strategies (00:13:47)
Exploration of the evolving roles of the CFO and CRO in managing go to market strategies for rapid growth companies.
Scaling and efficiency in go to market motions (00:17:25)
Consideration of tactics for scaling and maintaining efficiency in go to market motions for companies reaching the $200-300 million revenue level.
The importance of being process-centric (00:21:01)
Discussion on the shift from people-centric to process-centric organizations and the need for optimization and automation.
Impact of process automation on productivity (00:22:21)
Exploration of how automation and technology can increase productivity and revenue per headcount.
Skills and certification for executives (00:25:54)
Discussion on the necessary skills and certification for executives in the context of revenue architecture and the changing business landscape.
The need for education and certification in revenue architecture (00:29:32)
Exploration of the importance of education and certification for executives to understand revenue architecture and compound growth.
Investment in retention and expansion for revenue growth (00:32:10)
Insights into the shift from new revenue acquisition to investment in retention and expansion for revenue growth.
Challenges in shifting marketing and sales alignment (00:37:43)
Discussion on the challenges and time required for shifting marketing and sales alignment in organizations.
Balancing short-term demands and long-term growth (00:40:04)
Exploration of the paradoxical challenge of meeting short-term demands while focusing on long-term growth strategies.
Server, software, and GTM (00:41:13)
Discussion on the design and success rates of server, software, and go-to-market motion.
Success rates of server and software (00:41:57)
Explanation of the success rates of server (99%) and software (five nines).
Success rate of GTM (00:42:39)
Exploration of the success rate of companies in the go-to-market motion, defined as closing over a $3 million round in funding.
Vision and compound growth (00:45:41)
Discussion on the importance of vision and compound growth in go-to-market strategy.
Changing GTM motion (00:47:44)
Exploration of the evolving go-to-market motion and the need for proper architecture in sales strategies.
Exploring future topics (00:48:43)
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In this episode, you will hear the excerpts from 6 inetrviews I did for The GOATS of Growth book. I asked everyone the same question, which was, "What major setbacks did you face early on and how did you overcome them?"
In order of appearance, you will hear:
Ed Calnan Elissa Fink Mark Roberge John McMahon Laura Zwahlen Ryan Burke Each one of them has acheived, by definition, uncommon success, and all of them faced challenges early on in their journeys before they achived their respective success. Persistence, is the common theme that I took away from hearing their stories, and I think you will too. 
Enjoy

In this episode I had the pleasure of speaking with Kayvon Touran, CEO and Co-Founder of Zal.ai.
He shared how a career frustration he had inspired Zal which helps organizations implement career pathing and specifically to help them contextualize, apply and measure the efficacy of their learning and development programs. 
That said, more than anything, this episode is about the start of an entrepreneurial journey and how to take an idea and see it through all the way to builing a product with a market and a strategy to sell it. Lots of leanings along the way. 
Enjoy!
Kayvons Linkedin Profile

 
The ideation phase (00:02:05) Kayvon's journey in early stage technology startups.
The need for context in learning and development programs (00:03:19) Kayvon's realization of the context problem in workforce development and the need for personalized, dynamic, and applicable learning content.
Challenges in career pathing implementation (00:05:25) The difficulties and opportunities in implementing career pathing, the value of career pathing, and its challenges in terms of cost and time.
Creating alignment between strategic initiatives and career goals (00:07:11) The importance of creating alignment between an organization's strategic initiatives and employees' career goals, and the challenges faced in achieving this alignment.
The messy process of ideation and information gathering (00:16:56) The chaotic process of gathering information, following instincts, and overcoming doubts during the ideation phase.
Judging information and separating signal from noise (00:19:58) Kayvon's intuitive approach to processing information and the importance of combining different perspectives to determine the accuracy of the information.
Resources for Research (00:21:40) Kayvon talks about the various resources used for research, including programs and homegrown research.
Challenges in Job Architecture (00:25:33) Kayvon explains the challenges faced by companies in creating accurate job architecture and how Zol addresses these issues.
Career Path Tool and Skill Verification (00:28:44) Kayvon details the features of the career path tool and the importance of skill verification in their platform.
Staying Disciplined in Feature Development (00:30:54) Kayvon discusses the discipline required to avoid building unnecessary features and the focus on delivering value to users.
Building the First AI MVP (00:31:29) Kayvon explains the process of creating the first AI minimum viable product and the value-driven approach to development.
Customer Acquisition Strategy (00:37:40) Kayvon shares the strategy of building a community of interested individuals and incorporating customer feedback into the product development process.
Pricing and Commercializing (00:40:39) Discussion on pricing strategies and challenges in quantifying the value of solutions for changing job dynamics.
Iterative Process and Refinement (00:41:27) Emphasizing the iterative approach in developing the business, including pricing strategies and market positioning.
Investing in Company Growth (00:45:38) Strategies for reinvesting in the company to enhance product offerings and expand the customer base.
Target Market Segmentation (00:49:40) Segmenting the target market based on company size and tailoring offerings to specific audience and organizational needs.
 

In this episode of the "Goats of Growth" podcast, I interview Meshach Amuah-Fuster, a dynamic business leader. Meshach shares insights from his journey, emphasizing the evolving role of revenue-focused CEOs. We discuss topics such as customer lifetime value, cost management, and the delicate balance between growth and profitability. Our conversation also highlights the importance of data-driven decisions and creating value in today's digital age.

Whether you're just starting your ascent or already a seasoned CEO, this episode is packed with wisdom for every stage of your journey.
Meshachs Linkedin Profile
Becoming a CEO (00:02:34)
Meshach's transition from sales to CEO, driven by a passion for operational aspects and the evolving role of a CEO.
CEO's Revenue Focus (00:05:59)
The shift towards revenue-focused CEOs due to the paramount importance of top and bottom-line revenue and the need for hands-on leadership.
Leap from CRO to CEO (00:08:18)
The significance of the leap from CRO to CEO and the need to fill skill gaps for effective leadership.
Customer Lifetime Value to CAC Ratio (00:13:00)
Explaining the significance of the customer lifetime value to customer acquisition cost ratio and its impact on marketing investment decisions.
Cost-Cutting Decisions (00:19:03)
The impact of cost-cutting on different business models and the need to understand where to maximize top and bottom-line simultaneously.
Decisiveness in Making Business Decisions (00:21:02)
The importance of making quick decisions during crises and the process of decision-making in business.
Organizational Pivots and Decision-Making (00:25:45)
Discussion on the frequency and magnitude of organizational pivots, including quick changes and larger strategic shifts.
CEO's Time Management and Daily Routine (00:27:54)
Insight into the CEO's daily routine, including early rising, exercise, nutrition, writing, and time for thinking and planning.
Vision, Strategy, and Execution (00:31:59)
The relationship between vision, strategy, execution, and the significance of consistency and discipline in achieving success.
The valuation metrics (00:39:41)
Explanation of key components influencing the valuation of an organization, including run rate, retention rate, globalization, ROI, and barriers to entry.
Growth vs. profit focus (00:40:55)
Discussion on organizations' focus on growing valuation and exiting in a few years versus traditional profit-focused approach.
Creating value and tapping into emotional states (00:43:50)
Explanation of creating value and tapping into emotional states in sports and fashion industries to drive revenue and profit.
Importance of Vision vs. Execution (01:01:55)
Discussion on the significance of vision and execution in business strategy.

In this episode of "The Goats of Growth," I got a solo episode for you to keep yourself productive and motivated, especially if you're working solo as an entrepreneur or fractional CRO.
Jays Linkedin Profile
Change your latitude (00:06:40)
Discussing the benefits of changing work locations daily for increased focus and productivity.
Hire people who can do the teachable and repeatable (00:12:56)
Explaining the value of hiring help for tasks that are teachable and repeatable, allowing for focus on strategic activities.
Find and follow people who have walked in your path (00:15:23)
Highlighting the significance of seeking guidance and inspiration from those who have pursued a similar career path.
Do the hardest stuff first (00:18:28)
Stressing the importance of prioritizing challenging tasks early in the day to ensure focus and productivity.
Time block everything (00:20:19)
Emphasizing the benefits of scheduling and time-blocking activities to maintain a purposeful and focused workday.
Partnerships and Collaboration (00:21:25)
The speaker discusses the benefits of working closely with partners and finding someone to share experiences and accountability.
Involving Family in Business (00:22:23)
The speaker shares how involving family members, in this case, his wife, can provide support and help in managing the business.
Importance of Walks (00:23:17)
The speaker emphasizes the value of taking walks for mental clarity, idea generation, and strategic thinking.
Public Accountability (00:25:08)
The speaker talks about the importance of being publicly accountable, such as committing to regular podcast episodes, to stay productive and motivated.
Final Remarks and Call to Action (00:27:05)
The speaker concludes the episode, encouraging listeners to follow, rate, and share the podcast, and promises a guest for the next episode.

In this episode of "The Goats of Growth," I spoke with Vince Beese, Founder of Sales@Scale and Sales HQ. You'll hear his insights into how he consistenly scaled revenues for many companies, including an IPO and 3 other successful exits. But before sharing his strategic approach to growth, he added the caveat that nothing else will matter if you don't have product, market, fit. Once you have that,the real work begins and there is no silver bullet.  Find out how he finds sales at scale. 
A must listen to anyone.
Vinces Linkedin Profile
Understanding Product-Market Fit (00:02:25)
Achieving extreme growth relies on product-market fit. Vince discusses the importance of product-market fit in achieving substantial revenue growth.
Differentiating in a Crowded Space (00:09:53)
Vince explains the significance of understanding and communicating the unique value proposition and differentiation in a crowded market.
Generating Top Pipeline (00:13:45)
The discussion shifts to strategies for generating top pipeline, including channels, outbound communication, and the handoff process from leads to opportunities.
Testing and Data Reliability (00:15:15)
Vince highlights the importance of testing and data reliability in outbound communication, sharing insights on when to consider data reliable.
Benchmarking Response Rates (00:19:45)
The conversation touches on benchmarking response rates for outbound communication, providing insights for less experienced individuals.
Importance of Personalization in Enterprise Sales (00:21:26)
Exploring the significance of personalization in enterprise sales and strategies for achieving it at scale.
Scalability and Human Element in Sales (00:23:16)
Discussing the balance between scalability and the human touch in sales, including recruiting, coaching, and development.
Leveraging Networks and Referrals (00:26:03)
Highlighting the value of networking, referrals, and personal connections in sales and business growth.
Overcoming Bottlenecks in Revenue Growth (00:33:43)
Addressing common bottlenecks in revenue growth and challenges in advancing from one revenue milestone to the next.
Sales HQ and Co-Selling Community (00:38:53)
Introduction to Sales HQ, a co-selling community, and its vision for providing a collaborative environment for sales professionals.
Creating a Hybrid and Remote Sales Environment (00:39:56)
Vince explains the concept of recreating a collaborative and motivating environment for remote and hybrid sales teams.
Community and Collaboration at Sales HQ (00:40:45)
Vince emphasizes the importance of community, collaboration, and learning from each other in the sales environment.
Benefits of Hybrid Model and Expansion Plans (00:44:26)
Vince discusses the performance benefits of the hybrid model and his vision for expanding Sales HQ to other cities.
Personal Interests and Networking (00:49:10)
Vince shares his love for sports, particularly being a season ticket holder, and his passion for staying active.
Building a Great Sales Culture (00:50:02)
Vince highlights the importance of transparency, open communication, and trust in building a great sales culture.
Bonus Question: An Interesting Fact about Oneself (00:51:21)
Vince shares his go-to interview question and discusses the challenge of finding something genuinely interesting about oneself.