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Adam Richardson

Presented by
Adam Richardson - 26/03/2024

1hr 6min

'Crossing the $100m ARR Chasm' with Joe Marcin

Episode 5

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀 

I am your host, Adam Richardson and on today’s episode, I am excited to welcome Joe Marcin, CRO at FirstUp! 

With other 25 years’ experience in the Software Sales world, Joe is a 3 times CRO who has spent the last 10 years focussed on scaling companies across the $100m ARR chasm. 


Some of my key takeaways from our conversation were:

💡 How your Hiring Profile changes as you scale – and how get people brought into change.

💡 The importance of robust processes and to move away from tribal knowledge and the importance of cross-functional alignment.

💡 The importance of technology and how to evaluate, and in some cases, consolidate this to help you scale. 


Let’s Dive in! 

Watch the episode on YouTube 🎥 – 

Connect with Joe here - 

Connect with Adam here - 

Learn more about Strive here -  


15:09  Sales Leadership and DNA Profiles 

20:37 Managing Organizational Change and Engagement 

24:45 Strategic Changes in Compensation and Processes 

29:37 Process and Accuracy in Sales Forecasting 

34:39 Signal and Value Hypothesis in Sales 

39:57 Process and Execution Strategies in Business 

45:21 Leveraging Technology for Revenue Operations 

52:59 Lessons in Scaling Organizations Beyond $100M 

1:00:28 Harmonizing Best Practices for Success