1 hr 2 min
The 'Enterprise Sales Gene' ft. D'Arcy Doyle, SVP Sales - Productboard Top of the Lyne
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- Business
D’Arcy spent 11 years at Oracle, selling database management systems on either side of the dot-com bubble bursting.
He is the man you’d get if you wanted to carve out an early advantage in the enterprise sector while going head-to-head with only one of the most viral tools of all time. Box became Dropbox’s worst nightmare in the enterprise sector during D’Arcy’s seven years there.
He’s who you’d get when you’ve cracked SMB and mid-market and are now beginning to go from $10M in ARR to $100M.
You want a man like him at the helm if you’ve found PMF, just raised a Series B round, and are beginning to set your sights on the Fortune 500.
And so late last year, we sat down with the current SVP of Sales at Productboard in an attempt to uncover the building blocks of the enterprise sales gene.
We cover a lot of ground here with D'Arcy, including:
00:00 The Dropbox Problem
1:50 Meet D'Arcy
3:23 Early lessons on identifying ICP
5:11 Choosing sales
7:09 Priorities today as SVP Sales, Productboard
8:02 Dealing with a recession as an early-stage company
10:12 Economic headwinds 2008 vs 2023
10:59 Selling during the dotcom bubble
13:44 Selling in times of budget cuts
15:15 Value engineering
17:26 Speaking to the C-suite
18:23 Box vs. Dropbox
23:04 Role of marketing in enterprise sales
24:38 Trade shows
27:25 Where PLG fails
30:15 Setting up a post-sales process
32:31 Does persuasion play a role in enterprise selling?
34:58 Traits he looks for while hiring
36:20 What separates the best from the rest in sales?
39:09 Closing an 8-figure deal
40:39 Differences in selling software in the '90s vs '23
44:22 Differences in software buyers in the'90s vs '23
46:16 How to deal with buyers' preconceived notions
47:21 Next steps for Productboard's GTM
53:14 Building customer-centric products
54:15 Rapid Fire
D’Arcy spent 11 years at Oracle, selling database management systems on either side of the dot-com bubble bursting.
He is the man you’d get if you wanted to carve out an early advantage in the enterprise sector while going head-to-head with only one of the most viral tools of all time. Box became Dropbox’s worst nightmare in the enterprise sector during D’Arcy’s seven years there.
He’s who you’d get when you’ve cracked SMB and mid-market and are now beginning to go from $10M in ARR to $100M.
You want a man like him at the helm if you’ve found PMF, just raised a Series B round, and are beginning to set your sights on the Fortune 500.
And so late last year, we sat down with the current SVP of Sales at Productboard in an attempt to uncover the building blocks of the enterprise sales gene.
We cover a lot of ground here with D'Arcy, including:
00:00 The Dropbox Problem
1:50 Meet D'Arcy
3:23 Early lessons on identifying ICP
5:11 Choosing sales
7:09 Priorities today as SVP Sales, Productboard
8:02 Dealing with a recession as an early-stage company
10:12 Economic headwinds 2008 vs 2023
10:59 Selling during the dotcom bubble
13:44 Selling in times of budget cuts
15:15 Value engineering
17:26 Speaking to the C-suite
18:23 Box vs. Dropbox
23:04 Role of marketing in enterprise sales
24:38 Trade shows
27:25 Where PLG fails
30:15 Setting up a post-sales process
32:31 Does persuasion play a role in enterprise selling?
34:58 Traits he looks for while hiring
36:20 What separates the best from the rest in sales?
39:09 Closing an 8-figure deal
40:39 Differences in selling software in the '90s vs '23
44:22 Differences in software buyers in the'90s vs '23
46:16 How to deal with buyers' preconceived notions
47:21 Next steps for Productboard's GTM
53:14 Building customer-centric products
54:15 Rapid Fire
1 hr 2 min