Artificial Intelligence

Cyber Security

Data

DevOps

FinTech

MarTech

Product & Engineering

SaaS

Picture of Adam Richardson, Co-Founder of Strive

Meet Adam.
Adam is a Co-Founder and Managing Director of Strive.&nbsp;
Adam supports all of our key relationships, Globally, as well as having overall responsibility for the leadership of the company, including strategy, client management, line management of internal staff, operations and hiring world-class recruiters to join Strive.&nbsp;
 A Quote that he lives by: "Intelligence without ambition is like a bird without wings". 
A Fun Fact about Adam: He can do a 3x3 Rubiks Cube in 97 seconds!

Adam Richardson

Meet Adam. Adam is a Co-Founder and Managing Director of Strive, running all global operations.

Meet John.
John is our Managing Director, USA and has worked at Strive for four years.&nbsp;
John manages our US function, headquartered in Tampa, Florida and has overall responsibility for the leadership of the US Office, including strategy, client management, line management of internal staff, operations and internal recruitment.&nbsp; 
A Quote that he lives by: "Persistence is insurance against failure"
John's Top Tip for Team Management: Management is all about double-checking and understanding people's drivers.&nbsp;

John Hitchen

Meet John. John is our Managing Director, USA, based out of our Tampa Office. 

Picture of Alex Elliott, Director at Strive

Meet Alex.
Alex is an Investor and Strategic Director at Strive.&nbsp;
Following the sale of his recruitment firm, Liquid Personnel, in 2016 (PE sale), he has now joined the Strive Board of Directors to help scale the business and support our international expansion.
 A Quote Alex lives by: "Excellence is achieved by mastery of the fundamentals".
Alex's Top Tip for Team Management: The most important question a manager can ask is "what do you think?".

Alex Elliott

Meet Alex. Alex is an Investor and Strategic Director at Strive. 

Picture of McKenzie Powell, Operations Director at Strive

Meet McKenzie.
McKenzie is our Operations Director and has worked at Strive for five years.&nbsp;
McKenzie runs all things operational for both the UK and US offices - heavily supporting the Directors, Shareholders and Internal Team on a day to day basis.
&nbsp;
A Quote that she lives by: "Consistency is Key."
McKenzie's Biggest Achievment: Leading the Strive US Expansion project, resulting in Strive opening their first US base in Tampa, Florida.&nbsp;

McKenzie Powell

Meet McKenzie. McKenzie is our Operations Director and has worked at Strive for five years. 

Picture of Helen Groves, Director at Strive

Meet Helen.
Helen is our Non-Executive Finance Director and has supported Strive for three years.&nbsp;
Helen works with Strive, giving support and advice on financial matters to the Directors and Shareholders.
 A Quote that she lives by: "Don't judge a book by its cover".
A Fun Fact about Helen: When watching Formula One racing, she morphs from a mild-mannered Accountant to a manic screamer!

Helen Groves

Meet Helen. Helen is our Non-Executive Finance Director and has supported Strive for three years. 

Image of Helen Dwyer, Head of Marketing at Strive

Meet Helen.
Helen is our Head of Marketing and has worked at Strive for three years.&nbsp;
Helen runs all things marketing for both the UK and US offices - heavily supporting the team with event planning, content creation, podcast hosting and managing our active TA Community.&nbsp;&nbsp;
&nbsp;
A Quote that she lives by: "Life is what happens whilst you're busy making other plans."
Helen's Biggest Achievment: Coming top in the Country for the REC CertRP qualification - and subsequently being awarded with a 'Cleverest Person in the World' trophy!

Helen Dwyer

Meet Helen. Helen is our Head of Marketing and has worked at Strive for three years. 

Image of Nathan Burke, Delivery Manager EMEA at Strive

Meet Nathan.
Nathan is our Delivery Manager for EMEA and has worked at Strive for one year.
Nathan focuses on partnering with Sales Leaders / Founders to build out their GTM teams across EMEA, whilst also managing a team of highly skilled HeadHunters.&nbsp;
&nbsp;
A Quote he lives by: &ldquo;There are two types of people: Those who say they can and those who say they can&rsquo;t, both are usually right!&rdquo;
A Fun Fact about Nathan: I have travelled across 12 States in the US - and coached soccer in 6 of them!

Nathan Burke

Meet Nathan. Nathan is our Delivery Manager for EMEA and has worked at Strive for one year.

Image of Luke Mannion, Global Head of Product & Engineering at Strive

Meet Luke.
Luke is our Global Head of Product &amp; Engineering and has worked at Strive for one year.
&nbsp;
A Quote he lives by: &ldquo;The harder you work, the luckier you get!&rdquo;
A Fun Fact about Nathan: I played cricket in St Lucia!

Luke Mannion

Meet Luke. Luke is our Global Head of Product & Engineering and has worked at Strive for one year.

Picture of Max Cullen, SaaS Sales Recruitment Headhunter

Meet Max.
Max is a Principal Consultant and has worked at Strive for one year.&nbsp;
Max focuses on partnering with Sales Leaders / Founders to build out their GTM teams across the USA and EMEA.
&nbsp;
A Quote he lives by: "Life&rsquo;s short, don&rsquo;t waste your energy on what you can&rsquo;t control. Keep it pushing."
Max's Top Tip for Team Motivation: Every person in a team is unique, and therefore driven by different things. To get the best out of a team, you must first understand every individual&rsquo;s motivations and work to align them to that of the team.&nbsp;&nbsp;

Max Cullen

Meet Max. Max is a Principal Consultant and has worked at Strive for one year. 

Picture of Naomi Walsh, SaaS Sales Recruitment Headhunter

Meet Naomi.
Naomi is a Principal Consultant and has worked at Strive for five years.&nbsp;
Naomi support companies across the USA in building their Go-To-Market teams.&nbsp;&nbsp;
&nbsp;
A Quote that she lives by: "Do not wait for opportunities, create them."
A Top Tip Naomi would give her Clients: Always provide a positive candidate experience when interviewing - remember that the hiring process is also an opportunity to showcase your Company&rsquo;s culture &amp; values. Be sure to provide a positive &amp; respectful candidate experience, regardless of whether or not you ultimately offer them the job.&nbsp;

Naomi Walsh

Meet Naomi. Naomi is a Principal Consultant and has worked at Strive for five years. 

Image of Iwan Robertson, Global Business Development Manager at Strive

Meet Iwan.
Iwan is a Global Business Development Manager and has worked at Strive for two years.
Iwan supports in building &amp; scaling our GTM Business Development function.
&nbsp;
A Quote Iwan lives by: "Success does not come from avoiding failure, it comes from, embracing it, learning from it and using it as fuel for moving forward."
Iwan's Biggest Achievement: Completing the Three Peak Challenge!

Iwan Robertson

Meet Iwan. Iwan is a Global Business Development Manager and has worked at Strive for two years. 

Picture of James Prickett, SaaS Sales Recruitment Headhunter

Meet James.
James is a Senior Headhunter at Strive and has worked at Strive for two years.&nbsp;
James specialises within the Data and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Quote James lives by: "A journey of a thousand miles begins with a single step"
James' Biggest Achievement: Trekking 200km across the Sahara Desert!

James Prickett

Meet James. James is a Senior Headhunter and has worked at Strive for two years. 

Image of Dan Nicholson, Senior HeadHunter at Strive 

Meet Dan.
Dan is a Senior Headhunter at Strive and has worked at Strive for two years.&nbsp;
Dan specialises within the Data and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Fun Fact about Dan: I road tripped across the West Coast of the US, covering 4 States and over 2,000 miles of driving - in only 4 days!
Dan's Biggest Achievement: Running the Great North Run, smashing my target time of 1hr40 - whilst raising over &pound;3,000 for 'Beating Bowel Cancer UK' in the process!
&nbsp;

Dan Nicholson

Meet Dan. Dan is a Senior Headhunter and has worked at Strive for two years. 

Image of Josh Bunce, HeadHunter at Strive 

Meet Josh.
Josh is a Senior Headhunter at Strive and has worked at Strive for one year.&nbsp;
Josh specialises within the Data and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Fun Fact about Josh: In my free time, I complete in Brazilian Ju Jitsu competitions up and down the country!
A Quote that Josh lives by: "You can&rsquo;t get out of it, so you might as well get into it"

Josh Bunce

Meet Josh. Josh is a Senior Headhunter and has worked at Strive for one year. 

Image of Joe Nolan, Senior Headhunter at Strive

Meet Joe.
Joe is a Senior Headhunter at Strive and has worked at Strive for one year.&nbsp;
Joe specialises within the Data, AI and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
Joe's Biggest Achievement:&nbsp;Running my first 3 marathons in the space of 5 months in 2024 &ndash; next stop sub-3 hours in Amsterdam this year!
Joe's Top Tip for Clients: Look for candidates who have built pipeline from scratch, demonstrated persistence, adaptability and have a hunger to learn &ndash; their black book of contacts will only get them/you so far.

Joe Nolan

Meet Joe. Joe is a Senior Headhunter and has worked at Strive for one year. 

Image of Jody Chandler, Senior Headhunter at Strive

Meet Jody.
Jody is a Senior Headhunter at Strive and has worked at Strive for one year.&nbsp;
Jody specialises within the Data and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Quote that Jody lives by: &ldquo;It is better to travel well than to arrive&rdquo;
A fun fact about Jody: I come from a long line of maritime workers and nearly pursued a career in Marine Operations right up until I couldn&rsquo;t get my lifejacket on in the final interview. All they said was, &ldquo;Jody&rsquo;s a sharp dresser and a great communicator.&rdquo; Fair to say, that&rsquo;s when I realised sales was probably more my thing.

Jody Chandler

Meet Jody. Jody is a Senior Headhunter and has worked at Strive for one year. 

Image of Renee Talburt, Senior Headhunter at Strive

Meet Renee.
Renee is a Senior Headhunter at Strive and has worked at Strive for one year.&nbsp;
Renee specialises within the Data, AI and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
Renee's Biggest Achievement: Being able to buy my first car as an adult outright after driving a 2006 Ford Escape for most of my early teens and 20s!
A Quote that Renee lives by: &ldquo;Always assume positive intent&rdquo;&nbsp;
&nbsp;

Renee Talburt

Meet Renee. Renee is a Senior Headhunter and has worked at Strive for one year. 

Image of Hunter Bedwell, Headhunter at Scale with Strive

Meet Hunter.
Hunter is a Headhunter &nbsp;and has worked at Strive for one year.&nbsp;
Hunter specialises within the Data and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Fun Fact about Hunter: I trained with Team USA women's squad prior to the 2024 Olympic Games!
A Quote that Hunter lives by: "Hard work beats talent when talent doesn't work hard!"

Hunter Bedwell

Meet Hunter. Hunter is a Headhunter  and has worked at Strive for one year. 

Meet Emma.
Emma is a Headhunter &nbsp;and has worked at Strive for one year.&nbsp;
Emma specialises within the Data and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Fun Fact about Emma: I&rsquo;m originally from North Carolina, and I have a 3-year-old English Cream Golden Retriever named Mac!
A Quote that Emma lives by: "Success is the sum of small efforts, repeated day in and day out."

Emma Page

Meet Emma. Emma is a Headhunter  and has worked at Strive for one year. 

Image of Trystan Orbe, Headhunter at Scale with Strive

Meet Trystan.
Trystan is a Headhunter &nbsp;and has worked at Strive for one year.&nbsp;
Trystan specialises within the Data and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
Trystan's Top Tip for Candidates: Embrace change&mdash;it often leads to unexpected opportunities. Some of the most rewarding paths are only discovered when you're open to exploring new directions.
A Quote that Trystan lives by: "Every man has two lives, and the second starts when he realizes he has just one"

Trystan Orbe

Meet Trystan. Trystan is a Headhunter  and has worked at Strive for one year. 

Image of Morgan Wiosna, Headhunter at Strive

Meet Morgan.
Morgan is a Headhunter at Strive and has worked at Strive for one year.&nbsp;
Morgan specialises within the Data, AI and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Quote that Morgan lives by: &ldquo;No risk, no reward - growth lives where comfort ends&rdquo;
Morgan's Biggest Achievement: Completing my master's degree and achieving my doctorate at university.

Morgan Wiosna

Meet Morgan. Morgan is a Headhunter and has worked at Strive for one year. 

Image of Andrew Fastiggi, Headhunter at Strive

Meet Andrew.
Andrew is a Headhunter at Strive and has worked at Strive for one year.&nbsp;
Andrew specialises within the Data, AI and Cyber Security spaces, generating the best candidates for well-respected Tier 1 vendors.
&nbsp;
A Quote that Andrew lives by: &ldquo;Pressure creates diamonds.&rdquo;
Andrew's Top Tip for Clients: Critical interviewing delivers high-value candidate profiles, don&rsquo;t hesitate to ask the tough questions.

Andrew Fastiggi

Meet Andrew. Andrew is a Headhunter and has worked at Strive for one year. 

<div class="OutlineElement Ltr SCXW216538945 BCX0">
Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world's most influential leaders of the SaaS industry 🚀
</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">
I am your host, Adam Richardson and on today's episode, we are joined by Philippe Humeau, a trained engineer who ventured into the world of entrepreneurship from the young age of 23.&nbsp;&nbsp;
</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">
Having sold his previous company around 7 years ago, he then co-founded <a href="https://www.crowdsec.net/" target="_blank" rel="noopener">Crowdsec</a>, a Series A Cyber Security company, that leverages the power of community to drive value for its customers.&nbsp;
</div>
<div class="SCXW216538945 BCX0">
<div class="OutlineElement Ltr SCXW216538945 BCX0">
He has worn many hats over his career, including CEO, CTO, CSO and CMO roles. It is clear that he is a true all-rounder and that really shows in our conversation today.&nbsp;&nbsp;
</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">
Philippe has a way of taking a complicated subject such as Cyber Security and making it sound simple &ndash; and we think you will love some of his analogies too!&nbsp;
</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">
Some of my key takeaways, that I think will resonate with you as a listener were:&nbsp;
</div>
<div class="ListContainerWrapper SCXW216538945 BCX0">
💡 How he came to be an entrepreneur and some of his key lessons learnt.
💡 Lessons learned from global expansion.
💡 His thoughts on Product Led Growth versus Sales Led Growth.&nbsp;
💡 The when, how and who of C-Suite hiring.&nbsp;&nbsp;
</div>
</div>
&nbsp;
I really enjoyed this conversation and hope you do too!&nbsp;
Lets Dive In!&nbsp;
&nbsp;
<hr>
&nbsp;
Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/r6RTYnL9a60" target="_blank" rel="noopener">https://youtu.be/r6RTYnL9a60</a>
Connect with Philippe here - <a href="https://www.linkedin.com/in/philippehumeau/" target="_blank" rel="noopener">https://www.linkedin.com/in/philippehumeau/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
&nbsp;
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>

Today, we are joined by Philippe Humeau, Co-Founder and CEO of Crowdsec, a Series A Cyber Security Company.

'Lessons from an Entrepreneur' with Philippe Humeau

Episode 2

<div class="OutlineElement Ltr SCXW216538945 BCX0">Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world's&nbsp;most influential leaders of the SaaS industry. 🚀</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">I am your host, Dylan Hoyle and today I&rsquo;m really pleased to welcome Mike Avery, who is the VP of Sales at one of the most exciting scale up vendors in the market right now, <a href="https://linearb.io/" target="_blank" rel="noopener">LinearB</a> 🚀</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">Mike joined at Seed stage as one of the founding salespeople and helped secure their $20m Series A round and more recently their $50m Series B round from Battery Ventures, Salesforce Ventures and Tribe Capital.</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">I think you&rsquo;ll also really enjoy today&rsquo;s episode with some of my key takeaways being:</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">💡 His checklist of considerations for anyone considering joining an early-stage company.</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">💡 His thoughts around treating Sales as a Science - and the crucial data points you should be tracking in order make better informed decisions.</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">💡 How important it is to have a slick interview process, how important it is to convey the opportunity in a compelling manner and how important it is to treat hiring like a sales process.</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">Let's Dive In!&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0"><hr>Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/aJE5AfhEHbY" target="_blank" rel="noopener">https://youtu.be/aJE5AfhEHbY</a></div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">Connect with Mike here - <a href="https://www.linkedin.com/in/mikeaverysaas/" target="_blank" rel="noopener">https://www.linkedin.com/in/mikeaverysaas/</a></div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">Connect with Dylan here - <a href="https://www.linkedin.com/in/dylanhoyle-saas-recruiter/" target="_blank" rel="noopener">https://www.linkedin.com/in/dylanhoyle-saas-recruiter/</a></div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">Learn more about Strive here - <a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a></div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>

Today, we are joined by Mike Avery, VP of Sales at LinearB, a Series B DevOps Company.

'Treating Sales as a Science' with Mike Avery

Episode 1

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
I am your host, John Hitchen and on today&rsquo;s episode, I am excited to welcome John Turner (JT), CRO and Strategic Advisor at companies such as Stairwell and Observe.AI.
JT is a Sales Leader whose career spans from some of the biggest names in the Tech Industry.
✅ He's led a 400-person sales team in a 250 million emerging tech sales team at Symantec.
✅ He took TriNet through an IPO.
✅ He was responsible for the global sales team at Google Cloud Security Products.
These days, he's advising in high-growth startups, including one of Forbes' 50 AI companies.
JT has seen every single side of this market engine, from Startup to Global scale, and he brings a straight talking, deeply strategic approach to Sales Leadership. Today, we focus in on all things Sales Leadership and some of our key takeaways from the conversation were:
💡 Sales Leader Fundamentals - the differences between Sales Leadership and Sales Management.
💡 How to build a world-class Sales Teams.
💡 How to balance short term targets, with long term development.
&nbsp;
Let&rsquo;s Dive in!
&nbsp;
<hr>
&nbsp;
Connect with JT here -&nbsp;<a href="https://www.linkedin.com/in/johnturner1000/">https://www.linkedin.com/in/johnturner1000/</a>
Connect with John here - <a href="https://www.linkedin.com/in/johnhitchen/">https://www.linkedin.com/in/johnhitchen/</a>
Learn more about Strive here - <a href="https://scalewithstrive.com/">https://scalewithstrive.com/</a>
&nbsp;
<hr>
&nbsp;
Chapters
0:00&nbsp; &nbsp; &nbsp;Introduction to JT's Leadership Journey
3:12&nbsp; &nbsp; &nbsp;Difference Between Sales Management and Leadership
8:32&nbsp; &nbsp; &nbsp;The Truth Is in the Field Philosophy
14:30&nbsp; &nbsp;Four Legs of the Table: Hiring Great Sales Reps
22:48&nbsp; &nbsp;Creating an Authentic Sales Culture
31:58&nbsp; &nbsp;Navigating Leadership Challenges and Transitions
39:45&nbsp; &nbsp;Learning from History: Leadership Insights
&nbsp;
&nbsp;

Today we are joined by John Turner, CRO & Strategic Advisor in high-growth startups!

'Key Lessons in Sales Leadership' with John Turner

Episode 20

Emotional Intelligence

Expansion

Funding

Hiring

Management

Sales Team Structure

Sales Tips

Staff Retention

Strategy

Sales

Talent

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
&nbsp;
Our host is John Hitchen and on today&rsquo;s episode, we are excited to welcome Mark Stephenson, Fractional CRO, Advisor and GTM Coach!
Mark brings over 30 years of experience in Solution Sales and Go-To-Market Leadership, having worked with high growth venture-backed SaaS companies like Evisort and AVI Networks, as well as large organizations such as HP and Cisco. He's built a reputation for consistently delivering outstanding results, surpassing quota in 24 out of 27 years.
&nbsp;
Today, we focus in on SaaS Growth, and the four pronged growth approach that Mark believes is essential here: Ideal Customer Profile (ICP), Talent, Collaboration and Sales Process.
&nbsp;
Some of our key takeaways from the conversation were:
💡 What defines an ideal customer profile in today's market?
💡 Strategies for identifying and attracting top talent in competitive markets
💡 Best practices for improving cross-functional collaboration between sales, marketing, and product team
💡Metrics and KPIs to measure the success of a sales process
&nbsp;
Let&rsquo;s Dive in!
&nbsp;
<hr>
&nbsp;
Connect with Mark here - <a href="https://www.linkedin.com/in/markstephenson-consultant/">https://www.linkedin.com/in/markstephenson-consultant/</a>
Connect with John here - <a href="https://www.linkedin.com/in/johnhitchen/">https://www.linkedin.com/in/johnhitchen/</a>
Learn more about Strive here - <a href="https://scalewithstrive.com/">https://scalewithstrive.com/</a>
&nbsp;
<hr>
Chapters&nbsp;
00:00 Introduction to Mark Stephenson
02:56 Understanding the Ideal Customer Profile
05:51 Talent Acquisition and Sales Debt
09:59 Collaboration in SaaS Organizations
16:45 Sales Process Design and Implementation
&nbsp;
&nbsp;
&nbsp;

Today we are joined by Mark Stephenson, Fractional CRO, Advisor and GTM Coach!

'The Four Pillars of SaaS Growth' with Mark Stephenson

Episode 26

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
Our host is John Hitchen and on today&rsquo;s episode, we are excited to welcome Quentin Packard, Senior Vice President of Sales at Conduktor!
Starting his career within Operations, Quentin rose through the ranks before transferring over to commence his Sales career as an SDR and making his way up to a Global Head position.
Quentin has worked for some fantastic companies, such as Splunk, where he joined the business when they were under a Billion in Revenue and under 1,000 employees in the business. By the time he left, they'd grown to over 9,000 employees and multiple Billion Revenues in ARR.
Today, we focus in on the GTM playbook, and the four pillars that Quentin believes are essential here: Recruitment, Onboarding, Sales Process and Performance / Predictable Revenue.&nbsp;
Some of our key takeaways from the conversation were:
💡 Strategies and key attributes to look for in talent
💡 Optimizing the pipeline generation strategy.
💡 Metrics and Strategies to drive performance.
&nbsp;
Let&rsquo;s Dive in!&nbsp;
&nbsp;
<hr>
&nbsp;
Connect with Quentin here -&nbsp;<a href="https://www.linkedin.com/in/qpackard/">https://www.linkedin.com/in/qpackard/</a>
Connect with John here - <a href="https://www.linkedin.com/in/johnhitchen/">https://www.linkedin.com/in/johnhitchen/</a>
Learn more about Strive here - <a href="https://scalewithstrive.com/">https://scalewithstrive.com/</a>
________________________________________________________________________________________________
&nbsp;
0:00.&nbsp; &nbsp; &nbsp;Introduction to Quentin Packard&nbsp;
3:11.&nbsp; &nbsp; &nbsp; Recruitment: Building the Right Team
11:49.&nbsp; &nbsp; Onboarding: First 90 Days
17:30.&nbsp; &nbsp; Pipeline Generation: The Oxygen of Sales
27:09.&nbsp; &nbsp; Performance and Predictable Revenue
34:16.&nbsp; &nbsp; Key Takeaways and Final Thoughts
&nbsp;
&nbsp;

Today we are joined by Quentin Packard, Senior Vice President of Sales at Conduktor!

'The Four Pillars of a GTM Playbook' with Quentin Packard

Episode 25

&nbsp;
Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀&nbsp;
Our host is John Hitchen and on today&rsquo;s episode, we are excited to welcome Dan Monahan, Head of Sales at Waldo!&nbsp;
Dan has a rich background in Sales and Leadership within the SaaS Space, beginning his career at ZeroTurnaround (which was later acquired by Perforce), before joining Forestry.io, leading a large Sales and Sales Engineering team.&nbsp; Moving on to Snyk, he helped grow the revenue from $30M ARR to $300M ARR - and now he is at the very early stages of Waldo, an AI company focused on research and strategy.&nbsp;
&nbsp;
Today, we focus in on the Gen AI space and the company Dan has recently joined, Waldo. We explore the factors he considered before making his move, what the product does and delve into the competitive space of Gen AI. &nbsp;
Some of our key takeaways from the conversation were:&nbsp;
💡 The factors to consider when considering joining an early-stage company&nbsp;
💡 Exploring Waldo&rsquo;s AI research platform and its GTM Strategy&nbsp;
💡 Why sticking to your ICP, even in a busy market, is key &nbsp;
&nbsp;
Let&rsquo;s Dive in!&nbsp;
&nbsp;
<hr>
&nbsp;
Connect with Dan here - <a href="https://www.linkedin.com/in/danieljohnmonahan/" target="_blank" rel="noopener">https://www.linkedin.com/in/danieljohnmonahan/</a>
Connect with John here -&nbsp;<a href="https://www.linkedin.com/in/johnhitchen/" target="_blank" rel="noopener">https://www.linkedin.com/in/johnhitchen/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/" target="_blank" rel="noopener">https://scalewithstrive.com/</a>
&nbsp;
<hr>
&nbsp;
0:00&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Introduction to Dan&nbsp;
3:16&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Why Dan Joined Waldo
7:33&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Waldo's AI Research Platform Explained
11:20&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Go-to-Market Strategy and Future Vision
21:09&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Building Teams for AI Startups
24:35&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Closing Thoughts&nbsp;
&nbsp;
&nbsp;

Today we are joined by Dan Monahan, Head of Sales at Waldo! 

'A Gen AI Case Study: Waldo' with Dan Monahan 

Episode 24

&nbsp;
📢 Welcome to Season 3 of the 'Scale with Strive Podcast' - the place to come to listen to some of the world's most influential leaders of the SaaS industry. 🚀
Our host today is Adam Richardson and on today&rsquo;s episode, we are excited to welcome Niall Carey, Founder at Fractal Advisory.
After 15+ years leading high-performing sales teams in organisations such as DocuSign and Salesforce, Niall has now transitioned into fractional leadership to help ambitious companies scale smarter and faster.
As a Fractional CXO / VP of Sales, he partners with Founders, CEOs, and Investors to:
✅ Build and scale sales teams to consistently hit targets
✅ Design and execute Go-To-Market strategies
✅ Drive predictable, sustainable revenue growth
✅ Coach and mentor emerging sales leaders
✅ Prepare organisations for expansion and growth
&nbsp;
Today, we focus in on aligning sales teams with the Company Mission and Vision and some of our key takeaways from the conversation were:&nbsp;
💡 The disconnect between Vision and Action
💡 Storytelling as a Leadership tool
💡 Embedding the Company Vision in Sales Teams &ndash; and making it personal to them
&nbsp;
<hr>
&nbsp;
Connect with Niall here - <a href="https://www.linkedin.com/in/niallcarey/">https://www.linkedin.com/in/niallcarey/</a>
Connect with Adam here - <a href="https://www.linkedin.com/in/saasheadhunter/">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here - <a href="https://scalewithstrive.com/">https://scalewithstrive.com/</a>
&nbsp;
<hr>
&nbsp;
0:00. Introduction to Vision Alignment Challenge&nbsp;
5:42. The Disconnect Between Vision and Action
11:34. Making Vision Personal to Sales Teams
16:20. Storytelling as a Leadership Tool
22:37. Embedding Vision in Sales Culture
27:30. Aligning Compensation with Company Goals
32:50. Leadership Training and Crisis Management
37:00. Rapid-Fire Leadership Insights
&nbsp;
&nbsp;

Today we are joined by Niall Carey, Founder at Fractal Advisory!

'From Boardroom to Sales Floor: Aligning Teams with Company Vision' with Niall Carey

Episode 23

&nbsp;
Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry.&nbsp;🚀 
I am your host, Adam Richardson and on today&rsquo;s episode, I am excited to welcome Philip Nowak
Philip has over 16 years&rsquo; experience working within senior sales roles within the Germany and DACH geographies and on today&rsquo;s podcast, we focus in on why hiring in Germany requires a different approach.
&nbsp;
Some of our key takeaways from the conversation were: 
💡 Why the German market can bring its own unique hiring challenges
💡 How to effectively attract talent to your organisation in Germany
💡 Strategies for selecting the right location in Germany when hiring your first reps 
&nbsp;
Let&rsquo;s Dive in!
&nbsp;
<hr>
&nbsp;
Connect with Philip here - <a href="https://www.linkedin.com/in/philip-nowak-93b84221/">https://www.linkedin.com/in/philip-nowak-93b84221/</a>
&nbsp;
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/">https://www.linkedin.com/in/saasheadhunter/</a>
&nbsp;
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/">https://scalewithstrive.com/</a>
&nbsp;
<hr>
&nbsp;
0.0&nbsp;&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Introduction to German Market Challenges
&nbsp;
4.11&nbsp; &nbsp; &nbsp; &nbsp;Cultural Differences and Hiring Difficulties
&nbsp;
7.32&nbsp; &nbsp; &nbsp; &nbsp; Attracting German Talent Effectively
&nbsp;
11.53&nbsp; &nbsp; &nbsp; Managing Counter Offers and Commitment
&nbsp;
18.06&nbsp; &nbsp; &nbsp; Finding the Right Startup Profiles
&nbsp;
32.06&nbsp; &nbsp; &nbsp; German Work Culture and Location Strategy
&nbsp;
40.05&nbsp; &nbsp; &nbsp;Remote Working and Changing Benefits
&nbsp;
&nbsp;
&nbsp;
&nbsp;
&nbsp;
&nbsp;

Today we are joined by Philip Nowak, a seasoned Sales Leader in the DACH region!

'Why Hiring in Germany Requires a Different Approach' with Philip Nowak

Episode 22

&nbsp;
Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀&nbsp;
I am your host, John Hitchen and on today&rsquo;s episode, I am excited to welcome Laura Smith, Director of North American Sales at Strike!
Laura is an ex-athlete turned Sales expert, who has carved out a space for herself in the Cyber Security world. With a background in criminal justice and computer science, she's not just selling software, she's helping businesses protect themselves from real threats.
Laura's known for her ability to work complex Enterprise deals, build Go-To-Market strategies from scratch and consistently hit targets.
&nbsp;
Today, we focus in on building and scaling your Sales Playbook and some of our key takeaways from the conversation were:
💡 Why a Sales Playbook is so important for early-stage companies
💡 How to start building a Sales Playbook &ndash; who to involve in the process, what components to include and how to make it adaptable.
💡 How to roll out your Sales Playbook, how to embed it and how to keep it relevant and updated
&nbsp;
Let&rsquo;s Dive in!&nbsp;
&nbsp;
<hr>
&nbsp;
Connect with Laura here -&nbsp;<a href="https://www.linkedin.com/in/laura-smith-67939913b/">https://www.linkedin.com/in/laura-smith-67939913b/</a>
&nbsp;
Connect with John here -&nbsp;<a href="https://www.linkedin.com/in/johnhitchen/">https://www.linkedin.com/in/johnhitchen/</a>
&nbsp;
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/">https://scalewithstrive.com/</a>
&nbsp;
<hr>
&nbsp;
Chapters
0:00.&nbsp; &nbsp; &nbsp; &nbsp; Meet Laura: From Athlete to Cybersecurity Sales
8:56.&nbsp; &nbsp; &nbsp; &nbsp; Laura's Career Journey and Athletic Background
16:05.&nbsp; &nbsp; &nbsp; Why Sales Playbooks Matter for Startups
21:19&nbsp; &nbsp; &nbsp; &nbsp;Creating an Adaptable Playbook That Scales
25:34.&nbsp; &nbsp; &nbsp;Implementing and Measuring Playbook Success
29:37.&nbsp; &nbsp; &nbsp; Key Lessons and Book Recommendations
&nbsp;
&nbsp;

Today we are joined by Laura Garvey, Director of North American Sales at Strike!

‘Building & Scaling your Sales Playbook’ with Laura Smith

Episode 21

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀 I am your host, Adam Richardson and on today&rsquo;s episode, I am excited to welcome&nbsp;<a href="https://www.linkedin.com/in/davejoshua/" target="_blank" rel="noopener">Dave Joshua</a>, Founder at&nbsp;<a href="https://www.scale-gen.ai/" target="_blank" rel="noopener">Scale Gen AI</a>, a Consultancy which helps Generative AI startups and creators move beyond founder-led growth with lean, AI-powered Go-To-Market (GTM) strategies. Dave has spent 20+ years leading GTM, marketing, sales, and revenue strategy for AI companies, including Stability AI and other generative AI pioneers. His expertise covers, amongst other things:
✅ AI-Native GTM &ndash; Integrating AI-driven sales, marketing, and customer success
✅ Enterprise Monetization &ndash; API, platform, and direct sales strategies
✅ D2C/B2C Growth &ndash; Scaling acquisition, prosumer/consumer segmentation, and retention
✅ Strategic Hiring &ndash; Building lean, high-impact GTM teams that leverage AI
✅ Exit Strategy &ndash; Positioning for IPO, acquisition, or sustainable growth
 Today, we focus in on all things Gen AI and some of my key takeaways from our conversation were: &nbsp; 💡The growth of the Gen AI space in the last three years and where investment has concentrated.&nbsp; &nbsp; 💡 GTM Strategies for Gen AI start-ups - including Proof of Concept, identifying ICP, product simplification and Customer Acquisition Costs. 💡 The future of the Gen AI space.&nbsp; &nbsp; Let&rsquo;s Dive in! &nbsp; ________________________________________________________________________________&nbsp; Watch the episode on YouTube 🎥 &ndash;&nbsp;<a href="https://youtu.be/lUpb-mpt-EU" target="_blank" rel="noopener">https://youtu.be/lUpb-mpt-EU</a>
Connect with Dave here -&nbsp;<a href="https://www.linkedin.com/in/davejoshua/" target="_blank" rel="noopener">https://www.linkedin.com/in/davejoshua/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/" target="_blank" rel="noopener">https://scalewithstrive.com/</a>
&nbsp;_________________________________________________________________________________&nbsp; &nbsp; Chapters 00:00&nbsp; &nbsp; &nbsp; &nbsp; Introduction to Generative AI and Dave's Background
02:58&nbsp; &nbsp; &nbsp; &nbsp; The Current State of Generative AI
06:03&nbsp; &nbsp; &nbsp; &nbsp; Investment Trends and Market Dynamics in Gen.AI
09:12&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;The Role of Investors and the Impact of OpenAI
11:59&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; Challenges in Go-to-Market Strategies for Gen.AI
15:02&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Navigating the Gen.AI Landscape: Opportunities and Risks
23:15&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Navigating Market Pivots
26:49&nbsp; &nbsp; &nbsp; &nbsp; Understanding Revenue Models and Growth Challenges
30:22&nbsp; &nbsp; &nbsp; &nbsp; The Importance of Product Management
34:49&nbsp; &nbsp; &nbsp; &nbsp; Identifying Ideal Customer Profiles
38:27&nbsp; &nbsp; &nbsp; &nbsp; Pricing Strategies and Revenue Predictions
43:25&nbsp; &nbsp; &nbsp; &nbsp; Future Trends in the Generative AI Market
&nbsp;
&nbsp;
&nbsp;

Today we are joined by Dave Joshua, Founder at Scale Gen AI!

‘Generative AI: Hype, Reality & What’s Next’ with Dave Joshua

Episode 19

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀&nbsp; &nbsp;I am your host, Adam Richardson and on today&rsquo;s episode, I am excited to welcome <a href="https://www.linkedin.com/in/lauraannegarvey/" target="_blank" rel="noopener">Laura Garvey</a>, who was most recently VP of Solutions Consulting at <a href="https://www.sprinklr.com/" target="_blank" rel="noopener">Sprinklr</a>! Beginning her role as an IC, she worked at Sprinklr for over 8 years, with some of her Key Achievements being:
<ul>
<li>
Scaling the EMEA solutions team while improving win rates.
</li>
<li>
Leading organisational restructure driving 53% YoY growth in product revenue.
</li>
<li>
Developing globally adopted sales methodologies and training programs
</li>
</ul>
 Some of my key takeaways from our conversation were:&nbsp; &nbsp; 💡 The what, why and how of Forecasting - and its importance for identifying sales opportunities that might otherwise have been missed. &nbsp; 💡 How to use Solutions Consultants effectively as your 'ARR weapons' by linking their technical expertise to business outcomes effectively.&nbsp; 💡 How to structure your SC team as the business grows to ensure optimal ratios - and how to onboard and train these team members efficiently and effectively.&nbsp; &nbsp; Let&rsquo;s Dive in!&nbsp; &nbsp; ________________________________________________________________________________ &nbsp; Watch the episode on YouTube 🎥 &ndash;&nbsp;<a href="https://youtu.be/H0hoYhh-SWw">https://youtu.be/H0hoYhh-SWw</a>
Connect with Laura here -&nbsp;<a href="https://www.linkedin.com/in/lauraannegarvey/">https://www.linkedin.com/in/lauraannegarvey/</a>
Connect with Adam here - <a href="https://www.linkedin.com/in/saasheadhunter/">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/">https://scalewithstrive.com/</a>
&nbsp;_________________________________________________________________________________&nbsp; &nbsp; 00:00&nbsp; &nbsp; Introduction to Laura Garvey and Her Journey
03:00&nbsp; &nbsp; Transforming Solutions Teams into Revenue Engines
07:56&nbsp; &nbsp; The Importance of Forecasting in Sales
14:00&nbsp; &nbsp; Data Quality and CRM Usage in Forecasting
18:49&nbsp; &nbsp; Building a Culture of Accountability in Data Management
20:14&nbsp; &nbsp; Empowering Sales Teams with Data
22:00&nbsp; &nbsp; Linking Technical Expertise to Business Outcomes
30:12&nbsp; &nbsp; Identifying Red Flags in Sales Processes&nbsp;
34:01&nbsp; &nbsp; Driving Organizational Change for Revenue Growth
&nbsp;
&nbsp;

Today we are joined by Laura Garvey, VP of Solutions Consulting at Sprinklr!

‘From Pre-Sales to President’s Club: Transforming Solutions Teams into Revenue Engines’ with Laura Garvey

Episode 18

<div class="OutlineElement Ltr SCXW59132446 BCX0">
Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
I am your host, Adam Richardson and on today&rsquo;s episode, I am excited to welcome&nbsp;<a class="Hyperlink SCXW59132446 BCX0" href="https://www.linkedin.com/in/pabtexas/" target="_blank" rel="noreferrer noopener">Pablo Dominguez</a>,&nbsp;Operating Partner at <a class="Hyperlink SCXW59132446 BCX0" href="https://www.insightpartners.com/" target="_blank" rel="noreferrer noopener">Insight Partners,</a> a leading VC firm in the B2B Software Space!<span class="EOP SCXW59132446 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}">&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
Pablo has over 25 years' experience in the SaaS industry and today I tapped into his incredible knowledge of the industry, focusing in on achieving more by doing less through operational efficiency. &nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
Some of my key takeaways from our conversation were:&nbsp; &nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
💡 Ensuring goals are aligned from the overall company strategy and the importance of cascading objectives throughout the organization.&nbsp; &nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
💡 Achieving more by doing less, by not allowing distractions to take you away from your core focus.&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
&nbsp; 💡 The different stages of growth throughout the lifetime of the software business - and knowing when the right time is to launch new products, expand into new territories or when it's time to pivot.&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
&nbsp;
If you're a Founder in the B2B Software Space, looking to scale your business, this is certainly worth a listen!&nbsp; &nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
<span class="EOP SCXW59132446 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559685&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}">&nbsp;Let&rsquo;s Dive in!&nbsp; &nbsp; 
<hr>
&nbsp;&nbsp; Watch the episode on YouTube 🎥 &ndash; <a href="https://youtu.be/OyckYHKDXfE">https://youtu.be/OyckYHKDXfE</a><a href="https://youtu.be/OyckYHKDXfE">&nbsp;</a> &nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
Connect with Pablo here - <a href="https://www.linkedin.com/in/pabtexas/">https://www.linkedin.com/in/pabtexas/</a><a href="https://www.linkedin.com/in/pabtexas/">&nbsp;</a> &nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
Connect with Adam here - <a href="https://www.linkedin.com/in/saasheadhunter/">https://www.linkedin.com/in/saasheadhunter/</a><a href="https://www.linkedin.com/in/saasheadhunter/">&nbsp;</a> &nbsp; Learn more about Strive here - <a href="https://scalewithstrive.com/solutions/">https://scalewithstrive.com/solutions/</a>&nbsp;&nbsp;
&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0"><hr>
&nbsp;
11:02&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Focus and Alignment in Business Strategy
25:09&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Vendor Growth and Maturity Stages
31:19&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Aligning Product, Engineering, Marketing, and Sales&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
37:18&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Product-Led Growth and Sales Strategies&nbsp;
</div>
<div class="OutlineElement Ltr SCXW59132446 BCX0">
51:14&nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Strategic Decision Making and Growth Planning&nbsp;
&nbsp;
</div>

Today we are joined by Pablo Dominguez, Operating Partner at Insight Partners, a leading VC Firm. 

'Scaling Your SaaS Venture: Strategic Alignment and Operational Efficiency' with Pablo Dominguez

Episode 17

Today we are joined by Ellen Chisa, Partner at Boldstart Ventures. 

'Advice for Early-Stage Founders' with Ellen Chisa

Episode 16

<div class="OutlineElement Ltr SCXW251445741 BCX0">&nbsp;</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
Welcome to the Scale with Strive&nbsp;podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
I am your host, <a class="Hyperlink SCXW251445741 BCX0" href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noreferrer noopener">Adam Richardson</a> and on today&rsquo;s episode, I am excited to welcome <a class="Hyperlink SCXW251445741 BCX0" href="https://www.linkedin.com/in/jmarcin/" target="_blank" rel="noreferrer noopener">Joe Marcin</a>, CRO at <a class="Hyperlink SCXW251445741 BCX0" href="https://firstup.io/" target="_blank" rel="noreferrer noopener">FirstUp</a>!&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
<span class="NormalTextRun SCXW251445741 BCX0" data-ccp-charstyle="normaltextrun" data-ccp-charstyle-defn="{&quot;ObjectId&quot;:&quot;f124a5a6-8119-4b68-b4c5-aa029dcaf3d0|33&quot;,&quot;ClassId&quot;:1073872969,&quot;Properties&quot;:[201342446,&quot;1&quot;,201342447,&quot;5&quot;,201342448,&quot;1&quot;,201342449,&quot;1&quot;,469777841,&quot;Calibri&quot;,469777842,&quot;&quot;,469777843,&quot;Calibri&quot;,469777844,&quot;Calibri&quot;,201341986,&quot;1&quot;,469769226,&quot;Calibri&quot;,268442635,&quot;22&quot;,335559704,&quot;1025&quot;,335559705,&quot;1033&quot;,335551547,&quot;2057&quot;,335559740,&quot;259&quot;,201341983,&quot;0&quot;,335559739,&quot;160&quot;,469775450,&quot;normaltextrun&quot;,201340122,&quot;1&quot;,134233614,&quot;true&quot;,469778129,&quot;normaltextrun&quot;,335572020,&quot;1&quot;,469778324,&quot;Default Paragraph Font&quot;]}">With other 25 years&rsquo; 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.<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}">&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
&nbsp;
Some of my key takeaways from our conversation were:
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
💡 How your Hiring Profile changes as you scale &ndash; and how get people brought into change. 
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
💡 The importance of robust processes and to move away from tribal knowledge and the importance of cross-functional alignment.
💡&nbsp;The importance of technology and how to evaluate, and in some cases, consolidate this to help you scale.&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559685&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}">&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
Let&rsquo;s Dive in!&nbsp; &nbsp; 
<hr></div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
Watch the episode on YouTube 🎥 &ndash; <a href="https://youtu.be/ZeZ7cqrNQJM">h</a><a href="https://youtu.be/ZeZ7cqrNQJM" target="_blank" rel="noopener">ttps://youtu.be/ZeZ7cqrNQJM</a><a href="https://youtu.be/ZeZ7cqrNQJM" target="_blank" rel="noopener">&nbsp;</a> &nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
Connect with Joe here - <a href="https://www.linkedin.com/in/jmarcin/" target="_blank" rel="noopener">https://www.linkedin.com/in/jmarcin/</a><a href="https://www.linkedin.com/in/jmarcin/" target="_blank" rel="noopener">&nbsp;</a> &nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
Connect with Adam here - <a class="Hyperlink SCXW251445741 BCX0" href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noreferrer noopener">https://www.linkedin.com/in/saasheadhunter/</a>&nbsp; &nbsp; 
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/">https://scalewithstrive.com/solutions/</a>&nbsp;&nbsp;
&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0"><hr>
&nbsp; 15:09&nbsp; Sales Leadership and DNA Profiles<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
20:37 Managing Organizational Change and Engagement<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
24:45 Strategic Changes in Compensation and Processes<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
</div>
<div class="OutlineElement Ltr SCXW251445741 BCX0">
29:37 Process and Accuracy in Sales Forecasting<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
</div>
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34:39 Signal and Value Hypothesis in Sales<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
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39:57 Process and Execution Strategies in Business<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
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45:21 Leveraging Technology for Revenue Operations<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
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52:59 Lessons in Scaling Organizations Beyond $100M<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
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1:00:28 Harmonizing Best Practices for Success<span class="EOP SCXW251445741 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:259}">&nbsp;
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&nbsp;
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Today we are joined by Joe Marcin, CRO at FirstUp, the world's first intelligent communication platform. 

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

Episode 15

Welcome to the Scale with Strive podcast,&nbsp; the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
I am your host,&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">Adam Richardson</a>&nbsp;and on today&rsquo;s podcast, I&rsquo;m excited to speak with&nbsp;<a href="https://www.linkedin.com/in/usman-gulfaraz-4447807/" target="_blank" rel="noopener">Usman Gulfaraz</a>!
 With a strong pedigree background in the Tech Sales Space, Usman has worked for companies such as<a href="https://www.oracle.com/" target="_blank" rel="noopener">&nbsp;Oracle</a>,&nbsp;<a href="https://www.f5.com/" target="_blank" rel="noopener">Shape Security</a>,&nbsp;<a href="https://www.tessian.com/" target="_blank" rel="noopener">Tessian</a>&nbsp;and is now currently the CRO at&nbsp;<a href="https://www.speechmatics.com/" target="_blank" rel="noopener">Speechmatics</a>, a Series B funded 'Speech to Text' AI Platform.
 Some of my key takeaways from our conversation were: 
💡 The challenges and sacrifices of being a top performing Sales Rep.&nbsp; 
💡 Selling a Premium Product &ndash; the Process, Marketing and Product Development required. 
💡 And of course, Usman's philosophy around hiring great Sales Reps.
 Let&rsquo;s Dive in! ________________________________________________________________________________&nbsp;
&nbsp; Watch the episode on YouTube 🎥 &ndash; <a href="https://youtu.be/tG4JBn_xIiY" target="_blank" rel="noopener">https://youtu.be/tG4JBn_xIiY</a> 
Connect with Usman here -&nbsp;<a href="https://www.linkedin.com/in/usman-gulfaraz-4447807/" target="_blank" rel="noopener">https://www.linkedin.com/in/usman-gulfaraz-4447807/</a> 
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a> 
Learn more about Strive here - <a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>&nbsp;
&nbsp;_________________________________________________________________________________ 11:47&nbsp; &nbsp;Keys to Success in Sales 
19:57&nbsp; Navigating Sales Challenges With Oracle 
31:22&nbsp; Positioning as a Premium Solution 
41:07&nbsp; Thought Leadership and Market Segmentation 
50:08&nbsp; Sales Process and Execution Strategies 
58:13&nbsp; Sales Pipeline and Product Development Strategies 
1:14:37&nbsp; Building Success Through Forward-Thinking
&nbsp;
&nbsp;

Today, we are joined by Usman Gulfaraz, CRO at Speechmatics, a Series B Speech to Text AI Company. 

'The Art of Selling a Premium Product' with Usman Gulfaraz

Episode 14

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<span class="NormalTextRun SCXW227894856 BCX0" data-ccp-charstyle="normaltextrun" data-ccp-charstyle-defn="{&quot;ObjectId&quot;:&quot;2ebe62dc-b41b-4f8d-9971-9ecc27a9f237|6&quot;,&quot;ClassId&quot;:1073872969,&quot;Properties&quot;:[469775450,&quot;normaltextrun&quot;,201340122,&quot;1&quot;,134233614,&quot;true&quot;,469778129,&quot;normaltextrun&quot;,335572020,&quot;1&quot;,469778324,&quot;Default Paragraph Font&quot;]}">Welcome to the Scale with Strive podcast, <span class="NormalTextRun SCXW227894856 BCX0" data-ccp-charstyle="eop" data-ccp-charstyle-defn="{&quot;ObjectId&quot;:&quot;2ebe62dc-b41b-4f8d-9971-9ecc27a9f237|7&quot;,&quot;ClassId&quot;:1073872969,&quot;Properties&quot;:[469775450,&quot;eop&quot;,201340122,&quot;1&quot;,134233614,&quot;true&quot;,469778129,&quot;eop&quot;,335572020,&quot;1&quot;,469778324,&quot;Default Paragraph Font&quot;]}">the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀&nbsp;
</div>
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I&rsquo;m your host, <a class="Hyperlink SCXW227894856 BCX0" href="https://www.linkedin.com/in/dylanhoyle-saas-recruiter/" target="_blank" rel="noreferrer noopener">Dylan Hoyle</a>, and today I had the absolute pleasure of meeting with <a class="Hyperlink SCXW227894856 BCX0" href="https://www.linkedin.com/in/drew-ganther-754b282a/" target="_blank" rel="noreferrer noopener">Drew Ganther</a>.&nbsp;
</div>
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Drew is the VP of Sales at <a class="Hyperlink SCXW227894856 BCX0" href="https://www.grip.security/" target="_blank" rel="noreferrer noopener">Grip Security</a>, a company who are disrupting the Identity Management space.&nbsp;
</div>
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It was a fantastic conversation, with some of my key takeaways being:<span class="EOP SCXW227894856 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
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💡 His approach when educating the market on a new way to solve a problem and the evangelism piece that comes with it.&nbsp;
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💡 His approach on organizational and interpersonal dynamics, whether that be in deals or within your own organization.&nbsp;
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💡 The importance of an effective Channel strategy within the security ecosystem.&nbsp;
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&nbsp;
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Let&rsquo;s Dive In!&nbsp;
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&nbsp;
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_________________________________________________________________________________&nbsp;
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<span class="EOP SCXW227894856 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}">&nbsp;
</div>
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Watch the episode on YouTube 🎥 &ndash;  <a class="Hyperlink SCXW227894856 BCX0" href="https://youtu.be/lZyxTllZjZU" target="_blank" rel="noreferrer noopener">https://youtu.be/lZyxTllZjZU</a>&nbsp;
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Connect with Drew here - <a class="Hyperlink SCXW227894856 BCX0" href="https://www.linkedin.com/in/drew-ganther-754b282a/" target="_blank" rel="noreferrer noopener">https://www.linkedin.com/in/drew-ganther-754b282a/</a>&nbsp;
</div>
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Connect with Dylan here - <a class="Hyperlink SCXW227894856 BCX0" href="https://www.linkedin.com/in/dylanhoyle-saas-recruiter/" target="_blank" rel="noreferrer noopener">https://www.linkedin.com/in/dylanhoyle-saas-recruiter/</a>&nbsp;
</div>
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Learn more about Strive here - <a class="Hyperlink SCXW227894856 BCX0" href="https://scalewithstrive.com/solutions/" target="_blank" rel="noreferrer noopener">https://scalewithstrive.com/solutions/</a>&nbsp;
</div>
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&nbsp;
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_________________________________________________________________________________&nbsp;
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&nbsp;
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15:24&nbsp; Strategic Thinkers and Evolving ICP&nbsp;
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22:07&nbsp; Competitive Landscape and Business Sales Approach&nbsp;
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33:24&nbsp; Building Sales Champions with Integrity&nbsp;
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41:30&nbsp; Sales Leadership Challenges and Strategies&nbsp;
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50:09&nbsp; Channel Led Strategy and Patience&nbsp;
&nbsp;
</div>

Today, we are joined by Drew Ganther, VP of Sales at Grip Security, a Series B Cyber Security Company. 

'A Blueprint for Sales Excellence' with Drew Ganther

Episode 13

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&nbsp;🚀
Your host today is&nbsp;Strive's Founder, <a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">Adam Richardson</a>.
Today, we're very pleased to welcome <a href="https://www.linkedin.com/in/tmoskites/" target="_blank" rel="noopener">Tammy Moskites</a> from <a href="https://www.cyalliance.com/" target="_blank" rel="noopener">CyAlliance</a>.
Tammy is an ex-CISO for the likes of <a href="https://venafi.com/" target="_blank" rel="noopener">Venafi</a> - and now runs a Consultancy advising Early-Stage Cyber Security startups.
Today's conversation was a little bit different than our typical, with some of my key takeaways being:
💡 What is keeping a CISO up at night - and how their priority initiatives have changed.
💡 What parameters a Founder can look at to determine Product Market Fit - and how Founders can successfully drive growth at the top of the sales funnel for the company.
💡 How we can tailor our message towards CISOs in today's market.
&nbsp;
Let&rsquo;s Dive In!
&nbsp;_________________________________________________________________________________
&nbsp;
Watch the episode on YouTube 🎥 &ndash; <a href="https://youtu.be/SnQFuuyPDFg" target="_blank" rel="noopener">https://youtu.be/SnQFuuyPDFg</a>
Connect with Tammy here -&nbsp;<a href="https://www.linkedin.com/in/tmoskites/" target="_blank" rel="noopener">https://www.linkedin.com/in/tmoskites/</a>
Connect with Adam here - <a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Connect with Dylan here - <a href="https://www.linkedin.com/in/dylanhoyle-saas-recruiter/" target="_blank" rel="noopener">https://www.linkedin.com/in/dylanhoyle-saas-recruiter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
&nbsp;

Today, we are joined by Tammy Moskites,  CEO & Founder at CyAlliance,  an Executive Advisory Service.

'Lessons from a CISO' with Tammy Moskites

Episode 12

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
I am your host, <a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">Adam Richardson</a>, and on today&rsquo;s episode I am excited to welcome a man who will need no introduction &ndash; if I say the words &ldquo;Hey Salespeople!&rdquo;, you&rsquo;ll know, of course, that I am referring to the industry Thought Leader,&nbsp;<a href="https://www.linkedin.com/in/jeremeydonovan/" target="_blank" rel="noopener">Jeremey Donovan</a>.
Jeremey is Executive Vice President Revenue Operations and Strategy at <a href="https://www.insightpartners.com/" target="_blank" rel="noopener">Insight Partners</a>.
He is also an <a href="https://www.amazon.co.uk/stores/Jeremey-Donovan/author/B007LTO6M6?ref=dbs_a_mng_rwt_scns_share&amp;isDramIntegrated=true&amp;shoppingPortalEnabled=true" target="_blank" rel="noopener">Author</a>, Thought Leader, the man behind the <a href="https://sellingsherpa.com/" target="_blank" rel="noopener">SellingSherpa</a> and has over 25 years industry experience, having worked for the likes of <a href="https://www.gartner.co.uk/en/about" target="_blank" rel="noopener">Gartner</a>, <a href="https://www.salesloft.com/" target="_blank" rel="noopener">SalesLoft</a> and <a href="https://www.cbinsights.com/" target="_blank" rel="noopener">CB Insights</a>.
&nbsp;
Some of my key takeaways from the conversation today were:
💡Breaking down RevOps &ndash; What is it? How does it help your business? Why is it important?
💡How to know if you are ready to make your first RevOps hire.
💡What skillsets to look for when making that hire.
&nbsp;
Let&rsquo;s Dive In!
&nbsp;
<hr>
 Watch the episode on YouTube 🎥 &ndash; <a href="https://youtu.be/G3uzVd0ns4E" target="_blank" rel="noopener">https://youtu.be/G3uzVd0ns4E</a>
Connect with Jeremey here - <a href="https://www.linkedin.com/in/jeremeydonovan/" target="_blank" rel="noopener">https://www.linkedin.com/in/jeremeydonovan/</a>
Connect with Adam here - <a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here - <a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;

Today, we are joined by Jeremey Donovan,  Executive Vice President Revenue Operations and Strategy at leading VC Firm, Insight Partners.

'Mastering RevOps for Business Growth' with Jeremey Donovan

Episode 11

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Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
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I am your host, Adam Richardson and today I&rsquo;m really pleased to welcome Yotam Yemini, who shares his 15+ years&rsquo; experience of sales experience with us.&nbsp;
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Part of four different start-ups - and Advisor and&nbsp; Angel Investor to more &ndash; Yotam has contributed to $100 million in revenue and $4 billion in valuation!&nbsp;
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Some of my key takeaways from today were:&nbsp;
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💡 What he believes makes a great sales-person&nbsp;
💡 His philosophy around hiring
💡 His tips for turning around periods of under-performance within a team&nbsp;
</div>
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&nbsp;
Lets dive in!&nbsp;
&nbsp;
<hr>
Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/rRzdPjEkQ4E" target="_blank" rel="noopener">https://youtu.be/rRzdPjEkQ4E</a>
Connect with Yotam here -<a href="https://www.linkedin.com/in/yyemini/" target="_blank" rel="noopener"> https://www.linkedin.com/in/yyemini/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;
&nbsp;
&nbsp;
</div>
</div>

Today, we are joined by Yotam Yemini, CRO at Oort, a Series A Cyber Company.

'Lessons from a CRO' with Yotam Yemini

Episode 10

Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
I am your host, Adam Richardson and today I&rsquo;m really pleased to welcome <span style="mso-ascii-font-family: Calibri; mso-fareast-font-family: 'Times New Roman'; mso-hansi-font-family: Calibri; mso-bidi-font-family: Calibri; color: black; mso-font-kerning: 0pt; mso-ligatures: none; mso-fareast-language: EN-GB;"><a href="https://www.linkedin.com/in/aermogenous/" target="_blank" rel="noopener">Andrew Ermogenous</a>, who is Head of North America at <a href="https://atlan.com/" target="_blank" rel="noopener">Atlan</a>, a Series B Data Catalogue company, which is backed by the likes of <a href="https://www.sequoiacap.com/" target="_blank" rel="noopener">Sequoia Capital</a>, Insight Partners and <a href="https://salesforceventures.com/" target="_blank" rel="noopener">Salesforce Ventures</a> (just to name a few!).
&nbsp;
Today was a really invaluable conversation, with some of my key takeaways were:
💡 Why Atlan are so well positioned for success in the Data Catalogue Market.
💡 The importance of documentation in a remote-first global organisation.
💡 How enablement is important for setting your team up for success.
&nbsp; 
Let&rsquo;s Dive In!
&nbsp;
<hr>
&nbsp;
Watch the episode on YouTube&nbsp;🎥 &ndash; &nbsp;<a href="https://youtu.be/v0EzSUq3yVY" target="_blank" rel="noopener">https://youtu.be/v0EzSUq3yVY</a>
Connect with Andrew here - <a href="https://www.linkedin.com/in/aermogenous/" target="_blank" rel="noopener">https://www.linkedin.com/in/aermogenous/</a>
Connect with Adam here - <a href="https://www.linkedin.com/in/saasheadhunter/">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;

Today we are joined by Andrew Ermogenous, Head of North America at Atlan, a Series B Data Catalogue company.

'How to set your team up for Success' - Andrew Ermogenous

Episode 9

Welcome to the Scale with Strive Podcast, the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
I am your host, Adam Richardson and today I&rsquo;m really pleased to welcome <a href="https://www.linkedin.com/in/eva-maria-elya-30632263/" target="_blank" rel="noopener">Eva-Maria Elya</a>, who is VP Channel and MSSP at <a href="https://www.lookout.com/" target="_blank" rel="noopener">Lookout</a>, a Cyber Security company.&nbsp;
Starting as only their third employee in EMEA, Eva has a lot of significant experience to share about building out a GTM Strategy and some of my key takeaways were:
&nbsp;
💡How to build out a scalable channel led GTM strategy.
💡How to continually evolve your model to monopolise the market you operate in.
💡How to get your CV to the top of a HM&rsquo;s pile in a tough hiring market.
&nbsp;&nbsp;
Let&rsquo;s Dive In!
&nbsp;
<hr>
Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/-Mzjblc8WGA" target="_blank" rel="noopener">https://youtu.be/-Mzjblc8WGA</a>
Connect with Eva-Maria here - <a href="https://www.linkedin.com/in/eva-maria-elya-30632263/" target="_blank" rel="noopener">https://www.linkedin.com/in/eva-maria-elya-30632263/</a>
Connect with Adam here -<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener"> https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener"> https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;

Today we are joined by Eva-Maria Elya, VP Channel and MSSP at Lookout, a Series F Cyber Security Company. 

'Building a Channel led GTM strategy' with Eva-Maria Elya

Episode 8

Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world's&nbsp;most influential leaders of the SaaS industry. 🚀
I am your host, Adam Richardson and on today&rsquo;s podcast, I&rsquo;m really pleased to introduce President and Advisor, <a href="https://www.linkedin.com/in/cfinan/" target="_blank" rel="noopener">Chris Finan</a>.
Unlike most, Chris actually started his career as a Pilot and Intelligence Officer in the US Air Force! He has now spent over 10 years in the Cyber Security Industry, with two acquisitions under his belt - and he has also been involved in companies such as <a href="https://www.f5.com/" target="_blank" rel="noopener">Shape Security</a> and <a href="https://actzero.ai/" target="_blank" rel="noopener">ActZero</a>.
Today we focused our conversation around Chris&rsquo; philosophies on building a data driven sales process with some of my key takeaways being:
<span style="font-size: 12.0pt; font-family: 'Segoe UI Emoji',sans-serif; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Segoe UI Emoji'; mso-font-kerning: 0pt; mso-ligatures: none; mso-fareast-language: EN-GB;">💡 How his career in the Air Force&nbsp;set him up for a successful SaaS career.
<span style="font-size: 12.0pt; font-family: 'Segoe UI Emoji',sans-serif; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Segoe UI Emoji'; mso-font-kerning: 0pt; mso-ligatures: none; mso-fareast-language: EN-GB;">💡 The cultural transformation required to move to a data driven sales approach.
<span style="font-size: 12.0pt; font-family: 'Segoe UI Emoji',sans-serif; mso-fareast-font-family: 'Times New Roman'; mso-bidi-font-family: 'Segoe UI Emoji'; mso-font-kerning: 0pt; mso-ligatures: none; mso-fareast-language: EN-GB;">💡 How to adapt your approach in times of economic uncertainty.
<span lang="EN-US" style="mso-ascii-font-family: Calibri; mso-fareast-font-family: Calibri; mso-hansi-font-family: Calibri; mso-bidi-font-family: Calibri; color: black; mso-themecolor: text1; mso-ansi-language: EN-US;">&nbsp;
Let&rsquo;s Dive In!
&nbsp;
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Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/QtsC437FRxo" target="_blank" rel="noopener">https://youtu.be/QtsC437FRxo</a>
Connect with Chris here - <a href="https://www.linkedin.com/in/cfinan/" target="_blank" rel="noopener">https://www.linkedin.com/in/cfinan/</a>
Connect with Adam here -<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener"> https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener"> https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;

Today we are joined by Chris Finan, President and Advisor, with over 10 years' experience in the Cyber Security Industry.

'Creating a Data Driven Sales Function' with Chris Finan

Episode 7

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Welcome to the Scale with Strive podcast - the place where you come to listen to some of the worlds most influential leaders of the SaaS industry. 🚀
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I am your host, Adam Richardson and on today&rsquo;s podcast, I&rsquo;m excited to speak with Jannis Fett, Investment Manager at <a href="https://www.hvcapital.com/" target="_blank" rel="noopener">HV Capital.</a>&nbsp;<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
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For those who don&rsquo;t know, HV Capital is one of the oldest VC companies in Europe &ndash; with one of the biggest funds also. They are best known for investing in the likes of StoryBlok, Hadrian, and Sennder<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}"> - to name but a few.&nbsp;
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Using Jannis&rsquo; 5 years' experience in the investment world, I pick his brains on:<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
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💡 The changes he has seen in the current market re funding.
💡 What sectors are still booming and attracting funding.<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
💡 How you can scale through the key funding milestones.<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:720,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259,&quot;335559991&quot;:360}">&nbsp;
💡 How to best&nbsp;write a business plan and pitch for funding.<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
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If you are a Founder looking to better understand the investment world, this is a great listen for actionable advice and tips!<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">&nbsp;
<span class="EOP SCXW178984898 BCX0" data-ccp-props="{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;201341983&quot;:0,&quot;335551550&quot;:1,&quot;335551620&quot;:1,&quot;335559685&quot;:0,&quot;335559737&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:160,&quot;335559740&quot;:259}">Let's Dive In!
<hr>
&nbsp;
Watch the episode on YouTube 🎥 &ndash; <a href="https://youtu.be/UQDI1sX6_cM" target="_blank" rel="noopener">&nbsp;https://youtu.be/UQDI1sX6_cM</a>
Connect with Jannis here -<a href="https://www.linkedin.com/in/jannis-fett-b0b443a9/" target="_blank" rel="noopener"> https://www.linkedin.com/in/jannis-fett-b0b443a9/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/">https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;
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Today, we are joined by Jannis Fett, Investment Manager at HV Capital, a VC Investment Company.

'How to secure VC Funding' with Jannis Fett

Episode 6

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Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world&rsquo;s most influential leaders of the SaaS industry. 🚀
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I am your host, Adam Richardson and today I&rsquo;m really pleased to welcome John Weisensee, who shares his 20+ years&rsquo; experience of Commercial Pre &amp; Post Sales experience with us.&nbsp;
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An incredibly humble guy, John has had a hugely successful career having worked for household names, including IBM.
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Today I wanted to focus in today on his journey with <a href="https://www.collibra.com/us/en" target="_blank" rel="noopener">Collibra</a> &ndash; whom he joined when they were at Series B and took them on a journey through many funding rounds and stages of growth.&nbsp;
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Some key takeaways for me were:&nbsp;
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💡 How he built&nbsp;and scaled a Pre-Sales function from the ground-up &ndash; taking the team from 4 to 75.&nbsp;&nbsp;
💡 When he&nbsp;believes Pre-Sales should get involved in the sales process &ndash; and the value they bring to the customer.
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💡 How to&nbsp;target set for a Pre-Sales function and where he thinks the sweet spot is in terms of base and OTE split.&nbsp;&nbsp;
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&nbsp;
A really insightful conversation - we hope you enjoy it!
Let's Dive In!
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&nbsp;
Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/59U0Iiwtqxw" target="_blank" rel="noopener">https://youtu.be/59U0Iiwtqxw</a>
Connect with John here -<a href="https://www.linkedin.com/in/john-weisensee-2661348/" target="_blank" rel="noopener"> https://www.linkedin.com/in/john-weisensee-2661348/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
&nbsp;
&nbsp;

Today, we are joined by John Weisensee, VP of Solution Engineering at cr8dl.ai, a PE backed AI Company.

'How to Optimise your Pre-Sales Function' with John Weisensee

Episode 5

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Welcome to the Scale with Strive Podcast,&nbsp;the place where you come to listen to some of the world's most influential leaders of the SaaS industry. 🚀
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I am your host, Adam Richardson&nbsp; and on today&rsquo;s episode, we are joined by Alexandre Pierrin-Neron, who is the RVP of South EMEA for&nbsp;<a href="https://www.lacework.com/" target="_blank" rel="noopener">Lacework</a>. &nbsp;
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With an impressive 30-year career, as you can imagine, we packed a lot in today&rsquo;s podcast!&nbsp;
With experience working for companies such as Cybereason, Splunk and&nbsp;Leapwork, he has supported some of the world's leading vendors scale towards success - and has hired, developed and led some of the best Sales Reps in the software industry.&nbsp;
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He has also helped in raising significant funding - 62 million Euros in the case of Leapwork!
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In today&rsquo;s episode, at Alex&rsquo;s request, we focus on Emotional Intelligence and the importance of certain traits when hiring for your GTM SaaS team.&nbsp;
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Some key things I think you will take from the episode today are:&nbsp;
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💡 Turning underperforming reps into star players.
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💡 The different types of Emotional Intelligence and how they present themselves in Sales Reps and Leaders.&nbsp;
💡 Alex&rsquo;s thoughts around the importance of &lsquo;Learn, Earn and have Fun'.
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&nbsp;
I personally really enjoyed recording this episode and sharing ideas with Alex &ndash; we hope you&nbsp;take a lot from it!&nbsp;
Let's Dive In!
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&nbsp;
Watch the episode on YouTube 🎥 &ndash; &nbsp;<a href="https://youtu.be/T2rsfnJjIwI" target="_blank" rel="noopener">https://youtu.be/T2rsfnJjIwI</a>
Connect with Alex here -<a href="https://www.linkedin.com/in/alexandrepierrinneron/" target="_blank" rel="noopener"> https://www.linkedin.com/in/alexandrepierrinneron/</a>
Connect with Adam here -&nbsp;<a href="https://www.linkedin.com/in/saasheadhunter/" target="_blank" rel="noopener">https://www.linkedin.com/in/saasheadhunter/</a>
Learn more about Strive here -&nbsp;<a href="https://scalewithstrive.com/solutions/" target="_blank" rel="noopener">https://scalewithstrive.com/solutions/</a>
<div class="OutlineElement Ltr SCXW216538945 BCX0">&nbsp;</div>
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Today, we are joined by Alexandre Pierrin-Neron, RVP of South EMEA at Lacework, a Cloud Security Company.

LISTEN ON

Key Learnings from some of the most successful professionals and entrepreneurs across the SaaS sector.

'Key Lessons in Sales Leadership' with John Turner

'Lessons from an Entrepreneur' with Philippe Humeau

'Treating Sales as a Science' with Mike Avery