SaaShimi

Aznaur Midov
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Podcast about software and cloud

  1. Season C - Ep. 9: Chris Golec, Co-Founder of Demandbase & Channel99, on Account-Based Marketing and Building Businesses

    17.12.2024

    Season C - Ep. 9: Chris Golec, Co-Founder of Demandbase & Channel99, on Account-Based Marketing and Building Businesses

    Chris discusses account-based marketing and shares stories about building Supplybase, Demandbase, and Channel99. BIO Christopher Golec is a seasoned entrepreneur with a record of fostering innovation and leading successful start-ups. Golec’s journey spans from his early days as a chemical engineer to becoming a key figure in the world of MarTech, with his co-founding of Demandbase, a pioneering B2B marketing platform, serving as a remarkable testament to his visionary leadership. His current venture, Channel99, has attracted funding from top-tier investors like GTMfund, Norwest Venture Partners, Jackson Square Ventures, and Bloomberg Beta. TIMESTAMPS 01:10 Account-based marketing 03:10 Path to Software 04:25 Supplybase 06:30 Demandbase  12:20 Demandbase’s GTM  17:30 Channel99 at work 24:00 First Hires 27:20 Lessons from building companies  30:10 Company culture 32:25 Favorite stage in a company’s lifecycle  34:15 The future of Channel99 34545 Tech Stack

    37 мин.
  2. Season C - Ep. 8: Gary Greenfield, Serial CEO, on Turning Around Software Companies

    07.11.2024

    Season C - Ep. 8: Gary Greenfield, Serial CEO, on Turning Around Software Companies

    Gary shares his experience turning around distressed software companies. BIO Gary has over thirty years of technology experience and has served in various senior executive capacities across the industry. He was most recently the CEO of Sectigo where he helped to turn the company around. Over his career, Gary had run six companies and served no more than 20 boards. TIMESTAMPS 01:10 Gary 01:50 Main causes for distress in Software companies 05:10 Why can’t CEOs apply the simple strategy 06:35 Selecting turnaround targets 09:00 Step-by-Step turnaround 13:10 Picking right people 16:15 Dealing with a cash burn  20:45 KPIs Gary tracks 24:00 Selling software of a struggling company 27:55 Changing cultures 29:30 Case study

    38 мин.
  3. Season C - Ep. 7: Andrew Davies, CMO of Paddle, on Marketing, PLG, Payments, and other

    09.10.2024

    Season C - Ep. 7: Andrew Davies, CMO of Paddle, on Marketing, PLG, Payments, and other

    Andrew discusses all things Marketing. BIO Andrew Davies is the CMO of Paddle, a payments infrastructure platform for high-growth SaaS companies serving over 3000 customers. He has more than 20 years of experience in start-ups ranging from leading global demand, advisory and consultancy. TIMESTAMPS 01:55 The role of CMO 03:30 What’s Paddle? 08:05 Paddle’s GTM 11:05 Structure of the Marketing Team 13:40 Marketing’s Contribution to Pipeline 16:10 Budgeting process for volume-based pricing 19:20 Marketing over the past several years 23:00 KPI of the Marketing Team 24:25 Building a Marketing team for startups 30:30 Learning from Companies he advises to 32:00 Accidental Marketer 33:55 Andrew's Tech stack

    37 мин.
  4. Season C - Ep. 6: Nick Mehta, CEO of Gainsight, on Creating a New Product Category + Past, Present, and Future of Customer Success

    04.09.2024

    Season C - Ep. 6: Nick Mehta, CEO of Gainsight, on Creating a New Product Category + Past, Present, and Future of Customer Success

    Nick discusses early days of Gainsight and how they were able to build a new product category - Customer Success - that since has become inseparable from SaaS. BIO Nick Mehta has been Chief Executive Officer of Gainsight, a leading customer success SaaS platform provider since February 2013. Prior to Gainsight, he served as Chief Executive Officer of LiveOffice, which was acquired by Symantec in January 2012. Before joining LiveOffice, Mr. Mehta served in several product management and engineering leadership roles at Symantec. TIMESTAMPS 01:10 The Song 01:45 Jbarra 04:00 The Rise of Customer Success 08:20 CSM Role: Then and Now 11:00 The Book as Marketing 13:50 The 10 Laws of Customer Success  15:25 Gainsight’s Customer Success Structure 20:00 How has Reduction in Force affected CS 21:00 Expansion of CS beyond Software 24:20 AI vs CSM jobs  26:35 Hiring your First CS Person 30:55 Types of Software that Doesn’t Need Customer Success 33:30 Future of Customer Success

    37 мин.
  5. Season C - Ep. 5: Rob Belcher, Managing Director at SaaS Capital, on Non-dilutive Debt for SaaS Companies

    08.08.2024

    Season C - Ep. 5: Rob Belcher, Managing Director at SaaS Capital, on Non-dilutive Debt for SaaS Companies

    Rob discusses the benefits and typical terms of Venture debt. BIO Rob is the managing director SaaS Capital, a financial institute that offers debt-based growth financing as alternative, non-dilutive capital for SaaS companies. Prior to SaaS Capital Rob held senior executive roles at Lighter Capital, an alternative lender to small technology companies. TIMESTAMPS 01:00 Rob and SaaS Capital 05:30 Recurring Revenue Lending Model 13:55 Retention as part of covenants 16:20 Borrowers’ Diligence items  22:30 Benefits of the Venture Debt 26:55 Venture Debt market over time 29:55 Challenges to grow SaaS companies 32:35 SaaS Capital’s GTM

    34 мин.
  6. Season C - Ep. 4: Tracy Eiler, CMO at OpenSesame, on Changes in SaaS Marketing

    24.07.2024

    Season C - Ep. 4: Tracy Eiler, CMO at OpenSesame, on Changes in SaaS Marketing

    Tracy discusses changes in marketing over the past several years and the first things she did after joining OpenSesame as CMO. BIO Tracy Eiler has driven marketing strategy for companies with a variety of revenue models including freemium, high velocity/small business, mid-market, enterprise, and OEM. She has start-up, public company, and M&A experience, and has marketed to line-of-business executives, end users, IT, and C-suite. Over her career, Tracy also held CMO positions at Alation, InsideView, MarkLogic, and senior marketing roles at Ingres (now Actian), Postini (acq. by Google), and Business Objects (SAP company). TIMESTAMPS 01:15 Making changes after joining a new company as a CMO 04:35 Evaluating Marketing strategies from the outside 09:35 Measuring contents’ ROI  12:15 What is OpenSesame? 19:35 Go-to-Market Strategy, and Role of Partnerships 24:25 Building a Pipeline 29:25 KPIs to measure Product Marketing  38:50 Changes in SaaS marketing over the years 42:40 ChatGPT and AI in Marketing

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

    11.07.2024

    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

    35 мин.
  8. Season C - Ep. 2: Craig Powell, CEO of Autura, on Growing a Company from $7M to $150M in Revenue

    20.06.2024

    Season C - Ep. 2: Craig Powell, CEO of Autura, on Growing a Company from $7M to $150M in Revenue

    Craig discusses the stages SaaS companies go through on their way to $150M in revenue. BIO Craig Powell serves as the CEO of Autura, the leading SaaS solution focused on vehicle management, traffic flow, and law enforcement productivity. He is the former CEO of Motus, a PE-backed SaaS company focused on mobile workforce solutions. At Motus, Craig drove revenue from $7 million to $150 million and executed several acquisitions, including the nine-month integration of $62 million of revenue into the Motus platform.  Additionally, Craig was the Founder and CEO of ConnectEDU, market leader in providing technology solutions for students seeking educational and career-oriented opportunities.  TIMESTAMPS 01:20 Craig Powell 03:30 Growing Motus from $7M to $150M 06:30 Why do founders get stuck? 10:00 Founders thinking  16:40 Phases of Growth: 10-25MM Revenue 21:40 $25MM+  20:50 Selling software is not a mystery 27:30 Autura 31:40 Metrics 34:20 Team structure 37:20 KPIs 38:10 Joining as CEO

    41 мин.
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Podcast about software and cloud

Информация

  • Автор
    Aznaur Midov
  • Годы выхода
    2020 - 2024
  • Выпуски
    43
  • Ограничения
    Без ненормативной лексики
  • Авторские права
    © All rights reserved.
  • Сайт подкаста
    SaaShimi