Afleveringen
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In this episode of The Goats of Growth, I interviewed Bobby Touran, Co-Founder of Rainbow, an insuretech company focusing on the restauant industry.
One of the biggest questions I had for Bobby was about the keys to raising money in 2024, given that it;s much more difficult than it was just a few years ago.
Enjoy the episode!
Bobbys Linkedin Profile
Timestamps
00:00 Introduction and background 04:27 Seizing Opportunities and Adapting to Change 13:07 Raising Funds and Building a Successful Business 37:22 The Importance of Team, Vision, and Value Proposition in Entrepreneurship -
In this episode I interviewed Michelle Benfer, Senior Vice President of the Accounts Payable and Accounts Receivable Product Lines for BILL.
I asked Michelle about a post she shared on LinkedIn that caught my eye about the Rule of 40 and how focusing on the right roles and the right intelligence in RevOps makes you less reliant on sales headcount.
Listen to the episode to find out more, including:
Balancing Profitability and Growth: Understanding the rule of 40 and its significance for public SaaS companies.
Driving Productivity: The critical role of RevOps and how to effectively align bonuses with productivity benchmarks.
Sales Enablement: Strategies for boosting productivity and disseminating best practices across the sales team.
Effective Sales Management: Tips for hiring well, coaching effectively, and focusing on pipeline management, performance, and culture.
Navigating 2024: Insights into the challenges of running a sales team and the importance of investing in the right resources. This episode is packed with actionable advice for sales leaders aiming to achieve a balanced and productive sales organization!
Tune in and let us know your key takeaway.
Michelles Linkedin Profile
Timestamps
00:00 Introduction to Michelle Benfer and Bill 01:37 The Rule of 40: Balancing Profitability and Growth 10:17 The Importance of Sales Enablement in Supporting the Sales Team 35:20 Challenges of Running a Sales Team in 2024 -
Zijn er afleveringen die ontbreken?
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In this episode, Steve Travaglini, the CRO that led LinkSquares from $500K to an astounding $50M in ARR in just 5 years, shares his entire journey.
Struggling with startup setbacks and doubt? Steve resilience, drive, and bias towards action, will inspire you in a way that could set you on path to the same kind of success. Of course, you'll have to do it without Steve.
Tune in to discover Steve's insights on:
Uncovering Success: The journey from setbacks to triumph, and the lessons learned along the way.
Building a Sales Culture: Hiring for grit and optimism to create an unshakable team.
Driving Revenue: The pivotal role of a game-changing product in the sales landscape.
The Blueprint for Growth: Strategies for forging an unbreakable sales culture and fostering explosive growth. This episode is packed with actionable advice for entrepreneurs and sales leaders aiming to achieve extraordinary success!
Tune in and let us know your key takeaway.
Steves Linkedin Profile
00:00 Introduction and Background 03:01 Getting Fired and Joining Link Squares 08:56 Building the Sales Team at Link Squares 15:54 Lessons Learned and Adjustments Made 32:10 Continued Growth and Challenges Faced 37:55 The Evolution of a Sales Leader 38:22 Staying Involved in the Day-to-Day Operations 39:23 Building a Sales Culture and Scaling a Sales Organization 40:12 Delegating and Working on the Business 44:09 Introducing WinRate 48:45 Addressing Pain Points in Pricing, Packaging, and Value Presentation -
On today's episode of The Goats of Growth, we have Tracy Sestili, Chief Revenue Officer of Intellimize!
Struggling to bridge the CMO-to-CRO gap? Tracy, a former CMO herself, reveals how marketing expertise can supercharge your CRO role. Can a marketing background be the secret weapon for CRO success? Tune in to discover Tracy's insights on:
Unlocking Growth: Collaboration, data-driven decisions, and the power of a user-friendly product. Scaling Revenue: Pricing, ICP, and the challenges (and rewards) of new market expansion. Product-Led Growth: Dominating your niche, lowering barriers to entry, and building brand advocacy. The Future of Sales: Adapting to change and the ever-evolving sales landscape.This episode is packed with actionable advice for marketing and sales leaders looking to drive explosive growth!
Tracys Linkedin Profile
00:00 Introduction and Tracy's Background. 03:30 The Value of a Marketing Background in the CRO Role. 11:45 The Importance of Cross-Functional Collaboration for CROs. 25:15 Addressing Pricing, ICP, and Product Feature Issues. 28:59 Strategies for Scaling Revenue. 32:19 Challenges of Expanding into New Markets. 35:35 The Challenges of Product-Led Growth. 37:24 Dominating a Market before Expanding. 39:12 Creating a Seamless User Experience. 44:09 Balancing Growth and Efficiency. 46:08 Motivation: Doing Impactful Work. 48:38 Personal Goals and Hobbies. 53:01 The Future of Sales Teams in 2024. -
In this episode of The Goats of Growth, we're joined by Solomon Kahn, the CEO behind Delivery Layer. We discuss his data industry journey and the inception of his brainchild, unveiling the niche market's potential as well as Delivery Layer's mission: furnishing robust tools for seamless data sharing—a sector long overlooked.
From the exhilaration of securing the inaugural client to navigating the complexities of missed opportunities, Solomon shares candid anecdotes. Tune in as he unveils his LinkedIn playbook, deciphering how strategic audience cultivation fuels outreach and cultivates promising leads.
Solomons Linkedin Profile
00:00 - Introduction to Solomon Kahn and Delivery Layer 03:32 - The Need for Delivery Layer in the Market 08:35 - Building Delivery Layer and Pricing Strategy 11:34 - The Power of Building an Audience on LinkedIn 22:50 - Future Growth and Challenges for Delivery Layer 35:50 - Exploring the Use Cases of Delivery Layer 46:19 - Building Trust and Reliability in the Data Industry 53:27 - The Long-Term Vision for Delivery Layer 57:26 - Motivation and Learning in the Data Industry 01:02 - Navigating the Jump from $100K to $1 Million in ARR 01:05 - The Importance of Sleep and Personal Well-being -
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)
Request for a future episode to delve into the seeds being planted for the next phase of go-to-market strategies. -
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 BurkeEach 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
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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.
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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. -
In this episode of "The Goats of Growth," I had the pleasure of speaking with Sherri Sklar, a seasoned tech growth strategist and Chief Revenue Officer, while also an Operating Partner at Edison Partners, which a growth equity firm. Sherri partners with Boards, CEOs, and executive leaders to help them build, scale and optimize their sales, marketing and customer success teams.
In this episode we discuss:
Strategies for effectively aligning sales and marketing efforts. How she first added Operating Partner to her CRO title The significant role her network track record of success has played The value of assessing talent and recruitng the best There sponsibilities of a CRO/Operating Partner Key metrics for gauging and optimizing success. Valuable insights into fostering a robust sales culture. All that and more.Tune in and enjoy the episode.
Sherri's Linkedin Profile
Sherri Sklar's expertise (00:01:02)
Overview of Sherri Sklar's expertise and career in tech growth strategy and revenue leadership.Defining the role of an operating partner (00:02:07)
Explanation of the role and purpose of an operating partner at a private equity firm.Operating partner expertise areas (00:04:10)
Discussion of the different function areas besides go-to-market that operating partners may focus on.Transition to operating partner role (00:09:24)
Sherri Sklar's transition from Chief Revenue Officer to operating partner and the circumstances leading to it.Networking and career opportunities (00:10:56)
The role of networking and relationships in career opportunities and job referrals.Impact on a portfolio company (00:13:29)
Sherris impact on a portfolio company's growth and success.Strategic decision-making (00:16:31)
The process of making strategic decisions and conducting assessments for growth strategies.Identifying common growth challenges (00:19:49)
Common challenges and areas for improvement in scaling companies, particularly related to identifying ideal customer profiles and aligning sales and marketing.Transitioning from fractional CRO to operating partner (00:25:01)
The path from being a fractional CRO to becoming an operating partner at a private equity firm and the necessary qualifications.The role of an operating partner (00:32:12)
The responsibilities and involvement of an operating partner in a private equity firm, including due diligence, creating plans, and being an advocate for portfolio companies.Measuring success and impact on portfolio companies (00:34:52)
Evaluating success and impact in terms of enterprise value, growth, bookings, and retention, and the key levers to impact results positively.Evaluating sales talent for portfolio companies (00:38:14)
The qualities and skills to look for in evaluating sales talent and the impact of getting the right talent on the commercial value of the company.Coaching and leadership (00:51:15)
Sherri discusses the importance of coaching and leadership in developing both talented and struggling team members.Building a great sales culture (00:54:33)
Sherri suggests a meaty question for the next guest about building a great sales culture and its impact on organizational success. -
In this episode of "The Goats of Growth," I have a podcast first in which you'lI hear my interview with not one guest, but two! Scott Anderson and Jason Ingargiola of And1 Advisors join me to discuss the 6 cultural pillars needed for building startups and that become unicorns which are:
Culture of Living Your Values Hire for Culture Coaching Culture Cross-Funtional Winning Culture Customer Centic Culture Learning CultureEnjoy the episode!
Here are the link to find out more about my guests and to get in touch with them.
Scott Andersons Linkedin Profile
Jason Ingargiolas Linkedin Profile
And 1 Advisors Website
Living Your Values (00:09:52)
Importance of embodying and holding each other accountable to company values for a successful culture.Foundation of Ownership (00:12:15)
Creating a culture where everyone takes ownership of their roles and decisions, fostering a sense of responsibility and accountability.Culture of Speed (00:13:26)
Encouraging innovation, learning from failures, and driving quick decision-making and execution to maintain a competitive edge.Feedback and Accountability (00:14:46)
Establishing a feedback loop and holding individuals accountable for aligning with the company's values and culture.Leadership Examples (00:16:47)
Illustrating the importance of upholding values through executive actions and the impact of living company principles in decision-making.Company Values in Action (00:18:08)
Demonstrating the significance of adhering to core principles through real-world examples from the consumer packaged goods industry.Mutuality (00:19:06)
Internal and external mutuality, vendor and partner relationships, and living company values.Hiring for Culture (00:20:09)
Recruiting best athletes, holding mutual accountability, and conducting separate cultural interviews.Determining Cultural Fit (00:24:30)
Objective and subjective hiring approaches, stability, repeatability, and scalability.Coaching Culture (00:31:14)
Creating a coaching culture, coaching for performance, and soft skills for effective coaching.The importance of listening and understanding (00:37:28)
Understanding the significance of active listening and interpreting communication styles for better understanding and mentorship.Mentor mentality and cultural dynamics (00:39:31)
Discussing the impact of adding team members on the cultural dynamics and the importance of maintaining core values.Cross-functional and winning culture (00:41:26)
Emphasizing the importance of a winning culture and recognizing and rewarding individuals based on their unique motivations.Customer-centric culture and client selection (00:48:29)
Exploring the significance of making customers part of the culture, being part of their culture, and focusing on ROI for successful partnerships.Saying no to potential clients (00:53:56)
Understanding the importance of selecting the right scope of work and being transparent with clients for long-term success.The importance of living company values (00:56:38)
The significance of being consistent with values and engaging with the CEO to uphold company values.Run a learning culture (00:57:26)
The challenges of implementing learning culture in organizations and the need to have a plan for personal and scalable learning.Accountability and onboarding academy (00:58:55)
The role of accountability in information sharing within the organization and the need for a structured onboarding academy.Culture drives retention and recruitment (01:00:59)
The impact of culture on retaining talent and driving recruitment strategy for a company.Rapid fire five questions (01:02:32)
A series of quick questions and answers related to personal motivations, goals, preferred ways of learning, favorite characters, and leisure activities.Advice to one's past self (01:09:15)
Reflections on advice to give to one's past self, including the importance of having a vision and staying true to oneself.Question for the next guest (01:11:33)
The hypothetical choice between a team of middling performers and a team with a couple of high performers and many struggling individuals, and the implications for scaling the business. -
In this episode of "The Goats of Growth, I talk with Mark Feldman, Co Founder & CEO of Revenue Base.
We disucss the pivotal world of data acquisition and its profound impact on business expansion and explore the delicate balance between quantity and quality in outreach strategies. Mark stresses the importance of active listening and adept problem-solving to drive sales aswell as the necessity of cultivating efficient growth in today's dynamic market.And if you're in need of understanding what the key strategies are for understanding and addressing customer needs on both logical and emotional levels, and how they contribute to driving sales, well we go into details in this episode.
Mark Feldmans Linkedin Profile
Mark Feldman's Background (00:01:06) Mark Feldman and Jay reminisce about their first meeting and Mark's career at Net Prospects.
Founding of Revenue Base (00:02:03) Mark discusses the impetus for starting RevenueBase and the problems it solves in data quality.
Challenges of Data Quality (00:02:28) Mark explains the frustration with data vendors and the focus on quality data at Revenue Base.
Time-consuming Data Acquisition (00:03:45) The discussion on the time-consuming and unreliable process of acquiring contact data and building lists.
Struggle with Data Quality (00:05:23) The continued struggle of database companies to provide quick access to accurate data for revenue and sales teams.
Acceptance of Bad Data (00:06:13) The normalization of dealing with bad data and the need for a shift in mindset towards data quality.
Steps for Marketing Growth (00:07:20) Mark Feldman advises on the steps for marketing growth, targeting the right audience, and personalized messaging.
Balancing Volume and Quality (00:14:28) Jay seeks advice on the balance between volume and personalization in outreach efforts.
Creating Segments for Targeting (00:18:30) Mark Feldman discusses the importance of creating segments and providing value to specific audience groups.
Scaling and Iteration (00:20:36) The discussion on finding the right messaging and knowing when to scale and iterate for growth.
The benchmark for change (00:21:43) Discussion on when to change strategies based on data benchmarks and the importance of recognizing false signals.
Avoiding early mistakes (00:23:19) The significance of listening to and understanding customer needs to avoid common mistakes that hinder growth.
Balancing growth and profitability (00:26:08) The shift in investor mindset towards growing efficiently and profitably, and the impact on valuations and exits.
Rapid fire five (00:28:00) Five quick questions to know more about Mark Feldman, including his motivations, preferred learning method, and favorite activities outside of work.
Learning from failure (00:30:21) Mark greatest defeat, lessons learned, and the importance of learning from failures to move forward.
Question for next guest (00:32:43) The question Mark suggests asking the next guest about advice they would give their younger selves at the start of their careers.
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In this weeks episode of The Goats of Growth, I found myself on the flip side of the microphone, participating in the insightful 'Allegos EnableMinute.' During our conversation, we delved into the nuances of strategic hiring, the art of coaching for success, and the pivotal role that revenue leaders play in steering the trajectory of growth.
Allegos Linkedin Profile
Allego.com
Jay Webb's background and the Goats of Growth (00:02:04) Jay Webb's role as the founder and CEO of the Goats of Growth, and the concept behind the name.
Interview and hiring process for revenue leaders (00:03:09) The initial steps and process involved in interviewing and hiring a revenue leader.
Qualities and characteristics of revenue leaders (00:06:02) The common qualities and characteristics organizations look for in a revenue leader.
Assessing a candidate's strategic vision and ability (00:09:18) Methods for assessing a candidate's strategic vision and ability to drive revenue growth.
Successful placements and standout candidates (00:13:06) Examples of successful placements for revenue leadership positions and standout candidates.
Key trends and emerging practices in revenue leadership (00:16:30) Discussion on key trends and emerging practices in the field of revenue leadership.
Succession planning for revenue leaders (00:19:17) The importance of succession planning for revenue leaders and the skills needed for the future.
Succession Planning (00:20:28) Importance of staying updated on skills and trends for CEOs and revenue leaders.
Early Conversations (00:21:38) The significance of starting conversations about leadership changes early to avoid disruptions.
Recruiting Mentality (00:22:26) Emphasizing the need for revenue leaders to have a proactive approach to talent identification and recruitment.
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In this episode I spoke with Kevin McShane, private equity Operating Partner and former linebacker of the 1988 National Champion Notre Dame Fighting Irish, who built a career in technology and a reputation as a CRO for creating enough value that would lead to multiple successful exits. We covered everything from the leadership lessons he learned from Coach Lou Holtz, his move in tech CRO roles, his advice for other CROs and operators who aspire to make the move into private equity, what makes a succeful private equity operating partner, and much more.
Kevin McShanes Linkedin Profile
Timestamps from the show:
Lessons from Coach Holtz (00:02:40)
Impact of Lou Holtz's leadership on the Kevins career and the importance of caring for every individual.Transition to Private Equity (00:07:27)
Kevins journey from CRO to operating partner, including successful exits and leadership principles.Difference Between Venture Capital and Private Equity (00:13:03)
Explanation of the distinctions between venture capital and private equity in terms of investment and ownership.From Operator to Operating Partner (00:15:16)
The impetus for the guest's transition to an operating partner role and the challenges and excitement of the new position.Training and Leadership (00:17:37)
The significance of ongoing training and leadership development in driving growth and success in organizations.Measuring Performance and Impact (00:22:54)
Discussion on the challenges of transitioning from day-to-day operations to a broader role and measuring impact in a new position.Building Trust and Collaboration (00:23:43)
Operating partner's role, building trust with the CEO and leadership, low ego and collaboration.Co-creating Playbooks (00:26:19)
Collaborative approach to combining playbooks, aligning on KPIs, and co-creating game plans.Measuring Success (00:30:29)
Metrics for measuring success: annual revenue growth, EBITDA, hiring/training, sales productivity, and hold period.Entering Private Equity (00:34:46)
Steps for transitioning to an operating partner role in private equity, research, and targeted outreach.Developing Talent and Leadership (00:42:06)
Motivation, extreme ownership, developing talent, and checking ego for leadership success.Favorite Character (00:47:49)
Kevin's admiration for Captain Miller from "Saving Private Ryan" and Tom Hanks' portrayal.Yoga Practice (00:49:00)
Kevin discusses the importance of checking ego and the lessons learned from practicing yoga.Discipline Equals Freedom (00:51:53)
Kevin emphasizes discipline, early rising, and self-care for leadership and personal success.Greatest Defeat (00:54:28)
Kevin suggests asking the next guest about their greatest defeat and the lessons learned from it.Reaching Out (00:55:21)
Kevin invites people to connect with him on LinkedIn to continue the conversation and share experiences.Passion for Leadership (00:56:18)
Kevin shares his passion for developing great leadership and building a supportive community. -
How do you hire for growth without over hiring?
That's part of what I spoke to Karl Sharman, Head of Talent at Forgepoint Capital, about in this episode where he shared his perpective on the following:
Why paying attention to ARR/Revenue per employee is so important and the alarming trend he saw happening 2H of 2022 The role of talent management and why he advices their porfolio companies to focus on performance efficiency How he helps their Founders/CEO to understand what great talent management looks like Why it's important that Forgepoint Capital invest in Founders and CEO's that are coachable What he looks for when evaluating CROs Why having the proper organizational design is so critical to managing burn rateAll that an more in this episode.
Karl Sharmans Linkedin Profile
The Southampton Football Club (00:01:10)
Discussion about the guest's experience and role at the Southampton Football Club.Talent Spotting in Football (00:03:50)
Talent spotting process and decision-making in football recruitment.Transition to Forge Point Capital (00:07:41)
Karls transition from the football world to working with Forgepoint Capital.Forge Point Capital's Investment Focus (00:10:07)
Overview of Forgepoint Capital's investment focus and portfolio companies.Talent Acquisition and Performance Management (00:15:03)
Discussion on the shift from talent acquisition to performance management and its impact on companies.The portfolio benchmarking (00:19:14)
Discussing the mixed portfolio and the benefits of sharing data and benchmarking for better understanding and decision-making.Performance management and development (00:21:32)
Exploring the positive aspects of performance management, including employee development, and dispelling negative connotations.Culture and talent management (00:23:24)
Discussing the impact of culture, naming, and positive language in talent management and the importance of coaching and educating founders and executives.Coaching and influencing founders (00:24:23)
Exploring the role of coaching and influencing founders and executives in making informed decisions and having a positive impact on their companies.Distribution of organization (00:27:07)
Examining the distribution of organizational resources, particularly in relation to engineering, and the importance of achieving a balanced organizational design.Measuring the value of a CRO (00:30:03)
Introducing the concept of valuing a Chief Revenue Officer (CRO) and discussing the criteria for measuring their impact and success.Factors affecting CRO tenure (00:31:24)
Exploring the reasons for the average 17-month tenure of CROs, including transparency, expectations, and onboarding, and the importance of context and experience in evaluating CRO candidates.Attributes of a top CRO (00:37:47)
Discussing the qualities and attributes of a top CRO, including energy, positivity, and previous experience, and the importance of building scorecards to identify top candidates.Tom Brady and NFL Player Comparison (00:38:40)
Comparing Tom Brady's role in NFL to hiring the right candidate for a company.Onboarding Responsibility (00:39:43)
Discussion on the responsibility of onboarding new hires, particularly for CEO and CRO positions.CEO's Role in Onboarding (00:40:22)
The importance of CEO involvement in onboarding, with a reference to Elon Musk's approach.Motivation and Impact (00:43:28)
Discussion on what motivates the speaker and the impact of making a difference.Long-Term Goal: Becoming CEO of Disney (00:44:44)
Karls ambition to become the CEO of Disney and the long-term goal associated with it.Community and Collaboration Impact (00:48:42)
The significant impact of community and collaboration on the speaker's career and business operations. -
In today's episode, I had the pleasure of speaking with Jared Robin, Co-Founder of RevGenius and a new side-hustle he calls The Collab. He revealed his secret about how he builds online, empathetic and inclusive communities which are now boasting a remarkable 40k+ members.
What intrigued me the most were Jared's organic growth strategies which were a combination of LinkedIn and a referral program. Pay close attention to the specific ways he used both. If community-building is anywhere on your radar, this episode is a must-listen.
Jared Robins Linkedin Profile
The value of a welcome email (00:01:05) Discussion on the impact of a well-written welcome email and its significance for the right audience.
Building empathetic communities (00:03:33) The approach to creating inclusive and empathetic communities for go-to-market leaders.
Creating a private community for senior leaders (00:06:04) The rationale and structure behind the creation of a paid private community for senior leaders.
Passion projects and community building (00:09:11) The philosophy behind passion projects and the importance of community movements.
The growth journey of Rev Genius (00:12:10) Insights into the initial steps and growth strategy of Rev Genius, including the decision to delay monetization.
Formation of Rev Genius and early growth tactics (00:14:57) The formation of Rev Genius, initial growth strategies, and the transition from LinkedIn chat to Slack.
Utilizing LinkedIn and referral programs for growth (00:20:27) The impact of using LinkedIn, referral programs, and badges for community growth and engagement.
Adviser role becomes the norm (00:21:40) Discussion about the trend of having multiple jobs and the experience of being invited to a new job.
Transition to Slack community (00:23:24) The shift to using Slack for the community, website development, and initial member growth.
Community engagement tactics (00:26:05) Strategies for community engagement, including onboarding, volunteer network, and managing engagement over time.
Sponsorship and revenue growth (00:34:21) The various ways sponsors engage with the community, revenue sources, and the core team's structure.
Team growth and revenue goals (00:42:29) Discussion about the need for team expansion based on revenue growth and the long-term revenue goals.
Sleep and leisure activities (00:45:14) Jared talks about his average hours of sleep and his favorite leisure activity.
Impact of AI and collaboration (00:46:36) Jared discusses the potential impact of AI and collaboration on future growth and development.
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In this episode of "The Goats of Growth," I had the pleasure of chatting with Carol Meyers, a seasoned go-to-market executive, about the ins and outs of serving on a company's board. We covered everything from snagging a board seat to the impact and responsibilities of board members, touching on the time commitment involved.
Carol shared some fascinating experiences, including insights into crisis management and the dynamics of board interactions. We also dived into the path to board membership for different C-level executives and unraveled the distinctions between a board of directors and advisors. A must listen and let us know your key takeaways.
Carol Meyers Linkedin Profile
Getting the First Board Member Seat (00:02:00) Carol Meyers shares her experience of getting her first board member seat and the value of being a potential customer.
Purpose of Asking Questions (00:04:36) Carol Meyers explains the reasons for asking questions during board meetings, including seeking clarification, provoking different viewpoints, and ensuring good governance.
Measuring Value as a Board Member (00:07:22) Carol Meyers discusses how she gauges her impact as a board member and the indicators of adding value, such as team and CEO appreciation and the implementation of ideas.
Time Commitment as a Board Member (00:09:58) Carol Meyers outlines the varied time commitments for board members, including meetings with company leaders, preparation for board meetings, and the flexibility required for unexpected events.
Weekly Meetings with CEO (00:12:24) Carol Meyers describes her weekly meetings with a CEO, emphasizing the evolving nature of discussions and the role of collaboration and support for the CEO.
Challenges Faced as a Board Member (00:13:42) Carol Meyers highlights potential challenges faced by board members, including crises, mergers, and leadership transitions, and the need for proactive and flexible responses.
Dynamics Between Board Members (00:16:08) Carol Meyers discusses the dynamics between board members, particularly in venture-backed companies, emphasizing the importance of prioritizing shareholder interests over personal agendas.
OpenAI and Sam Altman Board Situation (00:19:12) Jay asks Carol Meyers about the board situation with OpenAI and Sam Altman, seeking her opinion and explanation of what went wrong.
The unique situation (00:19:30) Discussion about a unique situation where a nonprofit board transitioned into a for-profit business, causing misalignment and poor handling.
Career path to the board (00:21:18) Advice for C-level executives on how to position themselves for a board seat, emphasizing personal responsibility, learning, and networking.
Importance of P&L responsibility (00:23:20) The significance of profit and loss responsibility for board members, and its relevance in board discussions and decision-making.
Transition to board roles (00:27:12) Advice for executives without a clear path to board seats, focusing on learning and broadening expertise to become valuable board members.
Board of directors vs. advisors (00:29:41) Differentiating between the roles of board of directors and advisors, including responsibilities and compensation.
Motivation and goals (00:33:14) Discussion on personal motivation and a big goal, with a focus on achievement and a light-hearted goal of improving at golf.
Learning preferences and sleep habits (00:35:34) Carol's preferred way of learning and staying sharp, and her transition to getting eight hours of sleep per night.
Leisure activities and favorite character (00:37:29) Carol's diverse leisure activities, including golf, boating, and traveling, and her admiration for Audrey Hepburn as a favorite character.
Introduction to Inflection (00:40:09) Introduction and discussion about the app "Inflection" and its features.
Using LinkedIn (00:42:10) The use of LinkedIn as the preferred platform for communication and networking.
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In this episode of "The Goats of Growth," I sit down with Breen Sullivan, founder of The Fourth Effect. We discuss her company's mission to match board-ready women with companies seeking new board members.
Our conversation took us through the intricacies of advisory versus governing boards, exploring the significance of directors and officers insurance, and dissecting the strategic roles governing boards play in the corporate landscape. A great discussion that shed light on boardroom dynamics.
Breens Linkedin Profile
You can tour the platform here.
Background and Founding of The Fourth Effect (00:01:26) Breens background and the founding of The Fourth Effect to empower women in board appointments.
Breaking into the Board Candidate Pipeline (00:03:41) Advice on entering the board candidate pipeline and positioning oneself for board roles.
Difference Between Advisory and Governing Boards (00:08:31) Explanation of the distinctions between advisory and governing boards, including contractual relationships and fiduciary obligations.
Stratifying Roles within the Governing Board (00:17:34) Discussion on selecting individuals for the governing board and their roles, emphasizing strategic high-level involvement.
Compensation and Independence in Fiduciary Boards (00:18:43) Insight into the compensation, independence, and trust aspects of fiduciary boards, emphasizing the importance of high trust and independence.
The difference between advisory and governing board (00:22:08) Discussion on the difference between advisory and governing boards, including liability and insurance.
Function of the governing board (00:25:31) Exploration of the role and expectations of governing board members in advising and impacting the company.
Types of directors (00:30:34) Explanation of the differences between independent directors, executive directors, and non-executive directors.
Word of mouth growth and backroom investment club (00:32:28) How the platform grows through word of mouth and the role of the backroom investment club in connecting companies and board candidates.
The importance of diversity and the link between boardrooms and cap tables (00:35:50) Discussion on the significance of diversity in boardrooms and the connection between board service and equity investment.
Rapid fire five and bonus question (00:38:54) A series of quick questions and answers, along with a bonus question about a personal fact not found on LinkedIn.
Reaching out to The Fourth Effect (43:43) Breen shares how to contact The Fourth Effect and invites listeners to visit their website.
Corporate Partnerships and Professional Development (46:06) Breen discusses opportunities for corporations to support women's memberships and professional development at The Fourth Effect.
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