Scale with Strive Podcast Sat, 11 Apr 2026 19:38:08 -0400 https://www.scalewithstrive.com en © 2026 Scale with Strive Podcast yes 34141f3a-8fa9-5d1c-aa00-770c2c7c6347 Scale with Strive episodic false Welcome to the Scale with Strive podcast - the place where you come to listen to some of the worlds most influential leaders in the SaaS industry!

]]> Buzzsprout (https://www.buzzsprout.com) Scale with Strive https://storage.buzzsprout.com/n9ccpqdzyn2m6mvvwgmdhphbwj3j?.jpg Scale with Strive Podcast https://www.scalewithstrive.com Adam Richardson Dylan Hoyle 'The Four Pillars of SaaS Growth' with Mark Stephenson 'The Four Pillars of SaaS Growth' with Mark Stephenson 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. 🚀

Our host is John Hitchen and on today’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.

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. 

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

 

Let’s Dive in! 

____________________________________________________________________________________________

 Connect with Mark here - https://www.linkedin.com/in/markstephenson-consultant/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

____________________________________________________________________________________________

Chapters

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


]]> 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. 🚀

Our host is John Hitchen and on today’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.

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. 

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

 

Let’s Dive in! 

____________________________________________________________________________________________

 Connect with Mark here - https://www.linkedin.com/in/markstephenson-consultant/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

____________________________________________________________________________________________

Chapters

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


]]> Scale with Strive Buzzsprout-17395349 Wed, 25 Jun 2025 10:00:00 +0100 2066 SaaS, sales, go-to-market strategy, ideal customer profile, talent acquisition, collaboration, sales process, customer success, growth strategy, Mark Stevenson 3 9 full false 'The Four Pillars of a GTM Playbook' with Quentin Packard 'The Four Pillars of a GTM Playbook' with Quentin Packard 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. 🚀 

Our host is John Hitchen and on today’s episode, we are excited to welcome Quentin Packard, Senior Vice President of Sales at Conduktor!

Starting his career in SaaS 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.

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.


Let’s Dive in! 

________________________________________________________________________________________

Connect with Quentin here - https://www.linkedin.com/in/qpackard/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

________________________________________________________________________________________

0:00.     Introduction to Quentin Packard

3:11.        Recruitment: Building the Right Team

11:49.     Onboarding: First 90 Days

17:30.     Pipeline Generation: The Oxygen of Sales

27:09.    Performance and Predictable Revenue

34:16.    Key Takeaways and Final Thoughts

]]> 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. 🚀 

Our host is John Hitchen and on today’s episode, we are excited to welcome Quentin Packard, Senior Vice President of Sales at Conduktor!

Starting his career in SaaS 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.

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.


Let’s Dive in! 

________________________________________________________________________________________

Connect with Quentin here - https://www.linkedin.com/in/qpackard/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

________________________________________________________________________________________

0:00.     Introduction to Quentin Packard

3:11.        Recruitment: Building the Right Team

11:49.     Onboarding: First 90 Days

17:30.     Pipeline Generation: The Oxygen of Sales

27:09.    Performance and Predictable Revenue

34:16.    Key Takeaways and Final Thoughts

]]> Scale with Strive Buzzsprout-17124148 Fri, 09 May 2025 09:00:00 +0100 2122 sales playbook, GTM, go-to-market strategy, recruitment, onboarding, sales process, performance metrics, predictable revenue, team building, leadership, sales culture, business growth 3 8 full false 'A GenAI Case Study: Waldo' with Dan Monahan 'A GenAI Case Study: Waldo' with Dan Monahan 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. 🚀 

Our host is John Hitchen and on today’s episode, we are excited to welcome Dan Monahan, Head of Sales at Waldo! 

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. 

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. 

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.  

Some of our key takeaways from the conversation were: 

💡 The factors to consider when considering joining an early-stage company 

💡 Exploring Waldo’s AI research platform and its GTM Strategy 

💡 Why sticking to your ICP, even in a busy market, is key  

 

Let’s Dive in! 

------------------------------------------------------------------------------------------------------------ 

Connect with Dan here - https://www.linkedin.com/in/danieljohnmonahan/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

------------------------------------------------------------------------------------------------------------ 

0:00            Introduction to Dan 

3:16              Why Dan Joined Waldo

7:33              Waldo's AI Research Platform Explained

11:20            Go-to-Market Strategy and Future Vision

21:09           Building Teams for AI Startups

24:35          Closing Thoughts 


]]> 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. 🚀 

Our host is John Hitchen and on today’s episode, we are excited to welcome Dan Monahan, Head of Sales at Waldo! 

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. 

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. 

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.  

Some of our key takeaways from the conversation were: 

💡 The factors to consider when considering joining an early-stage company 

💡 Exploring Waldo’s AI research platform and its GTM Strategy 

💡 Why sticking to your ICP, even in a busy market, is key  

 

Let’s Dive in! 

------------------------------------------------------------------------------------------------------------ 

Connect with Dan here - https://www.linkedin.com/in/danieljohnmonahan/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

------------------------------------------------------------------------------------------------------------ 

0:00            Introduction to Dan 

3:16              Why Dan Joined Waldo

7:33              Waldo's AI Research Platform Explained

11:20            Go-to-Market Strategy and Future Vision

21:09           Building Teams for AI Startups

24:35          Closing Thoughts 


]]> Scale with Strive Buzzsprout-17116971 Wed, 07 May 2025 17:00:00 +0100 1514 Dan Monaghan, Waldo, AI platform, sales strategy, startup growth, product market fit, customer insights, Gen.AI, team building, SaaS 3 7 full false 'From Boardroom to Sales Floor: Aligning Teams with Company Vision' with Niall Carey 'From Boardroom to Sales Floor: Aligning Teams with Company Vision' with Niall Carey 📢 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’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 
 
Today, we focus in on aligning sales teams with the Company Mission and Vision and some of our key takeaways from the conversation were: 

 💡 The disconnect between Vision and Action 

 💡 Storytelling as a Leadership tool 

 💡 Embedding the Company Vision in Sales Teams – and making it personal to them  

_____________________________________________________________________________________________

Connect with Niall here - https://www.linkedin.com/in/niallcarey/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/

 ____________________________________________________________________________________________

0:00.     Introduction to Vision Alignment Challenge

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




]]> 📢 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’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 
 
Today, we focus in on aligning sales teams with the Company Mission and Vision and some of our key takeaways from the conversation were: 

 💡 The disconnect between Vision and Action 

 💡 Storytelling as a Leadership tool 

 💡 Embedding the Company Vision in Sales Teams – and making it personal to them  

_____________________________________________________________________________________________

Connect with Niall here - https://www.linkedin.com/in/niallcarey/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/

 ____________________________________________________________________________________________

0:00.     Introduction to Vision Alignment Challenge

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




]]> Scale with Strive Buzzsprout-17107492 Tue, 06 May 2025 10:00:00 +0100 2471 sales leadership, company vision, team alignment, motivation, storytelling, sales culture, communication, emotional engagement, sales strategy, performance metrics, leadership, sales strategy, team alignment, compensation plans, crisis management, coachin 3 6 full false 'Why Hiring in Germany Requires a Different Approach' with Philip Nowak 'Why Hiring in Germany Requires a Different Approach' with Philip Nowak 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 Philip Nowak!

Philip has over 16 years’ experience working within senior sales roles within the Germany and DACH geographies and on today’s podcast, we focus in on why hiring in Germany requires a different approach.

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 

Let’s Dive in!

________________________________________________________________________________________

 Connect with Philip here - https://www.linkedin.com/in/philip-nowak-93b84221/

 Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

 Learn more about Strive here - https://scalewithstrive.com/

 _______________________________________________________________________________________

0.0           Introduction to German Market Challenges

4.11          Cultural Differences and Hiring Difficulties

7.32         Attracting German Talent Effectively

11.53       Managing Counter Offers and Commitment

18.06      Finding the Right Startup Profiles

32.06     German Work Culture and Location Strategy

40.05     Remote Working and Changing Benefits

 

 

]]> 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 Philip Nowak!

Philip has over 16 years’ experience working within senior sales roles within the Germany and DACH geographies and on today’s podcast, we focus in on why hiring in Germany requires a different approach.

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 

Let’s Dive in!

________________________________________________________________________________________

 Connect with Philip here - https://www.linkedin.com/in/philip-nowak-93b84221/

 Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

 Learn more about Strive here - https://scalewithstrive.com/

 _______________________________________________________________________________________

0.0           Introduction to German Market Challenges

4.11          Cultural Differences and Hiring Difficulties

7.32         Attracting German Talent Effectively

11.53       Managing Counter Offers and Commitment

18.06      Finding the Right Startup Profiles

32.06     German Work Culture and Location Strategy

40.05     Remote Working and Changing Benefits

 

 

]]> Scale with Strive Buzzsprout-17065487 Wed, 30 Apr 2025 10:00:00 +0100 2715 hiring, Germany, talent acquisition, fintech, MBUD, SaaS, employment, recruitment, cultural differences, candidate engagement, sales profiles, artist vs athlete, domain experience, cultural differences, work-life balance, remote work, office culture, comp 3 5 full false ‘Building & Scaling your Sales Playbook’ with Laura Smith ‘Building & Scaling your Sales Playbook’ with Laura Smith 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, John Hitchen and on today’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.  

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 – 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 

Let’s Dive in!
____________________________________________________________________________________________

Connect with Laura here - https://www.linkedin.com/in/laura-smith-67939913b/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

_____________________________________________________________________________________________

0:00.       Meet Laura: From Athlete to Cybersecurity Sales

8:56.        Laura's Career Journey and Athletic Background

16:05.     Why Sales Playbooks Matter for Startups

21:19       Creating an Adaptable Playbook That Scales

25:34.     Implementing and Measuring Playbook Success

29:37.     Key Lessons and Book Recommendations

]]> 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, John Hitchen and on today’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.  

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 – 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 

Let’s Dive in!
____________________________________________________________________________________________

Connect with Laura here - https://www.linkedin.com/in/laura-smith-67939913b/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

_____________________________________________________________________________________________

0:00.       Meet Laura: From Athlete to Cybersecurity Sales

8:56.        Laura's Career Journey and Athletic Background

16:05.     Why Sales Playbooks Matter for Startups

21:19       Creating an Adaptable Playbook That Scales

25:34.     Implementing and Measuring Playbook Success

29:37.     Key Lessons and Book Recommendations

]]> Scale with Strive Buzzsprout-16945394 Thu, 10 Apr 2025 09:00:00 +0100 1800 3 4 full false 'Key Lessons in Sales Leadership' with John Turner 'Key Lessons in Sales Leadership' with John Turner 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, John Hitchen and on today’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 Team.

💡 How to balance short term targets, with long term development. 

 
Let’s Dive in! 
 
________________________________________________________________________________  

Connect with JT here - https://www.linkedin.com/in/johnturner1000/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

_________________________________________________________________________________ 
 
Chapters

0:00     Introduction to JT's Leadership Journey

3:12     Difference Between Sales Management and Leadership

8:32     The Truth Is in the Field Philosophy

14:30   Four Legs of the Table: Hiring Great Sales Reps

22:48   Creating an Authentic Sales Culture

31:58   Navigating Leadership Challenges and Transitions

39:45   Learning from History: Leadership Insights

]]> 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, John Hitchen and on today’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 Team.

💡 How to balance short term targets, with long term development. 

 
Let’s Dive in! 
 
________________________________________________________________________________  

Connect with JT here - https://www.linkedin.com/in/johnturner1000/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

_________________________________________________________________________________ 
 
Chapters

0:00     Introduction to JT's Leadership Journey

3:12     Difference Between Sales Management and Leadership

8:32     The Truth Is in the Field Philosophy

14:30   Four Legs of the Table: Hiring Great Sales Reps

22:48   Creating an Authentic Sales Culture

31:58   Navigating Leadership Challenges and Transitions

39:45   Learning from History: Leadership Insights

]]> https://www.scalewithstrive.com/podcasts/ Scale with Strive Buzzsprout-16929319 Mon, 07 Apr 2025 10:00:00 +0100 2472 Keywords sales leadership, authentic leadership, sales management, hiring sales reps, sales culture, overcoming challenges, leadership lessons, business acumen, team building, strategic thinking 3 3 full false ‘Generative AI: Hype, Reality & What’s Next’ with Dave Joshua ‘Generative AI: Hype, Reality & What’s Next’ with Dave Joshua 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 Dave Joshua, Founder at Scale Gen AI, 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 – Integrating AI-driven sales, marketing, and customer success

✅ Enterprise Monetization – API, platform, and direct sales strategies

✅ D2C/B2C Growth – Scaling acquisition, prosumer/consumer segmentation, and retention

✅ Strategic Hiring – Building lean, high-impact GTM teams that leverage AI

✅ Exit Strategy – 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:
 
💡The growth of the Gen AI space in the last three years and where investment has concentrated. 
 
💡 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. 

 
Let’s Dive in!
 
________________________________________________________________________________ 

Watch the episode on YouTube 🎥 – https://youtu.be/lUpb-mpt-EU

Connect with Dave here - https://www.linkedin.com/in/davejoshua/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/

 _________________________________________________________________________________ 
 
Chapters

00:00     Introduction to Generative AI and Dave's Background

02:58      The Current State of Generative AI

06:03      Investment Trends and Market Dynamics in Gen.AI

09:12       The Role of Investors and the Impact of OpenAI

11:59        Challenges in Go-to-Market Strategies for Gen.AI

15:02       Navigating the Gen.AI Landscape: Opportunities and Risks

23:15        Navigating Market Pivots

26:49       Understanding Revenue Models and Growth Challenges

30:22       The Importance of Product Management

34:49       Identifying Ideal Customer Profiles

38:27        Pricing Strategies and Revenue Predictions

43:25       Future Trends in the Generative AI Market

]]> 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 Dave Joshua, Founder at Scale Gen AI, 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 – Integrating AI-driven sales, marketing, and customer success

✅ Enterprise Monetization – API, platform, and direct sales strategies

✅ D2C/B2C Growth – Scaling acquisition, prosumer/consumer segmentation, and retention

✅ Strategic Hiring – Building lean, high-impact GTM teams that leverage AI

✅ Exit Strategy – 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:
 
💡The growth of the Gen AI space in the last three years and where investment has concentrated. 
 
💡 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. 

 
Let’s Dive in!
 
________________________________________________________________________________ 

Watch the episode on YouTube 🎥 – https://youtu.be/lUpb-mpt-EU

Connect with Dave here - https://www.linkedin.com/in/davejoshua/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/

 _________________________________________________________________________________ 
 
Chapters

00:00     Introduction to Generative AI and Dave's Background

02:58      The Current State of Generative AI

06:03      Investment Trends and Market Dynamics in Gen.AI

09:12       The Role of Investors and the Impact of OpenAI

11:59        Challenges in Go-to-Market Strategies for Gen.AI

15:02       Navigating the Gen.AI Landscape: Opportunities and Risks

23:15        Navigating Market Pivots

26:49       Understanding Revenue Models and Growth Challenges

30:22       The Importance of Product Management

34:49       Identifying Ideal Customer Profiles

38:27        Pricing Strategies and Revenue Predictions

43:25       Future Trends in the Generative AI Market

]]> Scale with Strive Buzzsprout-16764507 Tue, 11 Mar 2025 08:00:00 +0000 2841 Generative AI, investment trends, go-to-market strategies, technology, startups, market dynamics, AI models, venture capital, industry growth, challenges, market pivots, revenue models, product management, customer profiles, pricing strategies, 3 2 full false From Pre-Sales to President’s Club: Transforming Solutions Teams into Revenue Engines From Pre-Sales to President’s Club: Transforming Solutions Teams into Revenue Engines 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 Laura Garvey, who was most recently VP of Solutions Consulting at Sprinklr!

Beginning her role as an IC, she worked at Sprinklr for over 8 years, with some of her Key Achievements being:

  • Scaling the EMEA solutions team while improving win rates.
  • Leading organisational restructure driving 53% YoY growth in product revenue.
  • Developing globally adopted sales methodologies and training programs


Some of my key takeaways from our conversation were: 
 
💡 The what, why and how of Forecasting - and its importance for identifying sales opportunities that might otherwise have been missed.
 
💡 How to use Solutions Consultants effectively as your 'ARR weapons' by linking their technical expertise to business outcomes effectively. 

💡 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. 

 
Let’s Dive in! 
 
________________________________________________________________________________  

Connect with Laura here - https://www.linkedin.com/in/lauraannegarvey/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/

 _________________________________________________________________________________ 
 
4:20                 Transforming Solutions Teams into Revenue Engines

8:26                The Importance of Forecasting

21:42                Linking Technical Expertise to Business Outcomes 

33:51              Organizational Change and Growth




]]> 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 Laura Garvey, who was most recently VP of Solutions Consulting at Sprinklr!

Beginning her role as an IC, she worked at Sprinklr for over 8 years, with some of her Key Achievements being:

  • Scaling the EMEA solutions team while improving win rates.
  • Leading organisational restructure driving 53% YoY growth in product revenue.
  • Developing globally adopted sales methodologies and training programs


Some of my key takeaways from our conversation were: 
 
💡 The what, why and how of Forecasting - and its importance for identifying sales opportunities that might otherwise have been missed.
 
💡 How to use Solutions Consultants effectively as your 'ARR weapons' by linking their technical expertise to business outcomes effectively. 

💡 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. 

 
Let’s Dive in! 
 
________________________________________________________________________________  

Connect with Laura here - https://www.linkedin.com/in/lauraannegarvey/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/

 _________________________________________________________________________________ 
 
4:20                 Transforming Solutions Teams into Revenue Engines

8:26                The Importance of Forecasting

21:42                Linking Technical Expertise to Business Outcomes 

33:51              Organizational Change and Growth




]]> Scale with Strive Buzzsprout-16724939 Mon, 03 Mar 2025 16:00:00 +0000 2539 3 1 full false Scaling Your SaaS Venture: Strategic Alignment and Operational Efficiency with Pablo Dominguez Scaling Your SaaS Venture: Strategic Alignment and Operational Efficiency with Pablo Dominguez 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 Pablo Dominguez, Operating Partner at Insight Partners, a leading VC firm in the B2B Software Space! 

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.  

Some of my key takeaways from our conversation were: 
 

💡 Ensuring goals are aligned from the overall company strategy and the importance of cascading objectives throughout the organization. 
 

💡 Achieving more by doing less, by not allowing distractions to take you away from your core focus. 

 
💡 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. 

 

If you're a founder in the B2B software space, looking to scale your business, this is certainly worth a listen! 
 

 Let’s Dive in! 
 
________________________________________________________________________________  

 
Watch the episode on YouTube 🎥 – https://youtu.be/OyckYHKDXfE

Connect with Pablo here - https://www.linkedin.com/in/pabtexas/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/solutions/  

 _________________________________________________________________________________ 
 
11:02                  Focus and Alignment in Business Strategy 

25:09                 Vendor Growth and Maturity Stages 

31:19                 Aligning Product, Engineering, Marketing, and Sales 

37:18                 Product-Led Growth and Sales Strategies 

51:14                 Strategic Decision Making and Growth Planning 

]]> 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 Pablo Dominguez, Operating Partner at Insight Partners, a leading VC firm in the B2B Software Space! 

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.  

Some of my key takeaways from our conversation were: 
 

💡 Ensuring goals are aligned from the overall company strategy and the importance of cascading objectives throughout the organization. 
 

💡 Achieving more by doing less, by not allowing distractions to take you away from your core focus. 

 
💡 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. 

 

If you're a founder in the B2B software space, looking to scale your business, this is certainly worth a listen! 
 

 Let’s Dive in! 
 
________________________________________________________________________________  

 
Watch the episode on YouTube 🎥 – https://youtu.be/OyckYHKDXfE

Connect with Pablo here - https://www.linkedin.com/in/pabtexas/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/solutions/  

 _________________________________________________________________________________ 
 
11:02                  Focus and Alignment in Business Strategy 

25:09                 Vendor Growth and Maturity Stages 

31:19                 Aligning Product, Engineering, Marketing, and Sales 

37:18                 Product-Led Growth and Sales Strategies 

51:14                 Strategic Decision Making and Growth Planning 

]]> Scale with Strive Buzzsprout-15072080 Mon, 20 May 2024 08:00:00 +0100 3502 full false 'Advice for Early-Stage Founders' with Ellen Chisa 'Advice for Early-Stage Founders' with Ellen Chisa 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, Dylan Hoyle and on today’s episode, I am excited to welcome Ellen Chisa, Partner at Boldstart Ventures! 

 Boldstart's speciality is partnering with Founders at inception, and today's conversation was centred around advice for Early-Stage Founders when looking to build a company. Some of my key takeaways from our conversation were: 
 

💡 The first steps that a Founder should take when they have an idea. 
 

💡 The specific qualities that VCs look for in Founders when considering investment. 

 
💡 Some of the common mistakes that Founders make when pitching to Venture Capitalists. 

 
Let’s Dive in! 
 
________________________________________________________________________________  

 
Watch the episode on YouTube 🎥 – https://youtu.be/OfwrJqPug-4 
 

Connect with Ellen here - https://www.linkedin.com/in/ellenchisa/ 
 

Connect with Dylan here - https://www.linkedin.com/in/dylanhoyle-saas-recruiter/

Learn more about Strive here - https://scalewithstrive.com/solutions/  

 _________________________________________________________________________________
 
9:09                  Navigating Early-Stage Startup Challenges 

 20:15             Navigating Early-Stage Venture Capital Relationships 

 25:05             Building Relationships with VCs Before Pitching 

 29:31             Market Trends and Investor Resilience 

]]> 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, Dylan Hoyle and on today’s episode, I am excited to welcome Ellen Chisa, Partner at Boldstart Ventures! 

 Boldstart's speciality is partnering with Founders at inception, and today's conversation was centred around advice for Early-Stage Founders when looking to build a company. Some of my key takeaways from our conversation were: 
 

💡 The first steps that a Founder should take when they have an idea. 
 

💡 The specific qualities that VCs look for in Founders when considering investment. 

 
💡 Some of the common mistakes that Founders make when pitching to Venture Capitalists. 

 
Let’s Dive in! 
 
________________________________________________________________________________  

 
Watch the episode on YouTube 🎥 – https://youtu.be/OfwrJqPug-4 
 

Connect with Ellen here - https://www.linkedin.com/in/ellenchisa/ 
 

Connect with Dylan here - https://www.linkedin.com/in/dylanhoyle-saas-recruiter/

Learn more about Strive here - https://scalewithstrive.com/solutions/  

 _________________________________________________________________________________
 
9:09                  Navigating Early-Stage Startup Challenges 

 20:15             Navigating Early-Stage Venture Capital Relationships 

 25:05             Building Relationships with VCs Before Pitching 

 29:31             Market Trends and Investor Resilience 

]]> Scale with Strive Buzzsprout-14960685 Fri, 26 Apr 2024 13:00:00 +0100 2114 2 6 full false 'Crossing the $100m ARR Chasm' with Joe Marcin 'Crossing the $100m ARR Chasm' with Joe Marcin  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 🎥 – https://youtu.be/ZeZ7cqrNQJM
 

Connect with Joe here - https://www.linkedin.com/in/jmarcin/
 

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/
 
 Learn more about Strive here - https://scalewithstrive.com/solutions/ 

 _________________________________________________________________________________
 
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

 

 

]]>  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 🎥 – https://youtu.be/ZeZ7cqrNQJM
 

Connect with Joe here - https://www.linkedin.com/in/jmarcin/
 

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/
 
 Learn more about Strive here - https://scalewithstrive.com/solutions/ 

 _________________________________________________________________________________
 
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

 

 

]]> Scale with Strive Buzzsprout-14728609 Tue, 26 Mar 2024 08:00:00 +0000 3992 2 5 full false 'The Art of Selling a Premium Product' with Usman Gulfaraz 'The Art of Selling a Premium Product' with Usman Gulfaraz 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 podcast, I’m excited to speak with Usman Gulfaraz!


With a strong pedigree background in the Tech Sales Space, Usman has worked for companies such as Oracle, Shape Security, Tessian and is now currently the CRO at Speechmatics, 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. 

💡 Selling a Premium Product – the Process, Marketing and Product Development required.

💡 And of course, Usman's philosophy around hiring great Sales Reps.


Let’s Dive in!

________________________________________________________________________________ 

 
Watch the episode on YouTube 🎥 –https://youtu.be/tG4JBn_xIiY

Connect with Usman here - https://www.linkedin.com/in/usman-gulfaraz-4447807/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/solutions/ 

 _________________________________________________________________________________

11:47   Keys to Success in Sales

19:57  Navigating Sales Challenges With Oracle

31:22  Positioning as a Premium Solution

41:07  Thought Leadership and Market Segmentation

50:08  Sales Process and Execution Strategies

58:13  Sales Pipeline and Product Development Strategies

1:14:37  Building Success Through Forward-Thinking

]]> 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 podcast, I’m excited to speak with Usman Gulfaraz!


With a strong pedigree background in the Tech Sales Space, Usman has worked for companies such as Oracle, Shape Security, Tessian and is now currently the CRO at Speechmatics, 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. 

💡 Selling a Premium Product – the Process, Marketing and Product Development required.

💡 And of course, Usman's philosophy around hiring great Sales Reps.


Let’s Dive in!

________________________________________________________________________________ 

 
Watch the episode on YouTube 🎥 –https://youtu.be/tG4JBn_xIiY

Connect with Usman here - https://www.linkedin.com/in/usman-gulfaraz-4447807/

Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/

Learn more about Strive here - https://scalewithstrive.com/solutions/ 

 _________________________________________________________________________________

11:47   Keys to Success in Sales

19:57  Navigating Sales Challenges With Oracle

31:22  Positioning as a Premium Solution

41:07  Thought Leadership and Market Segmentation

50:08  Sales Process and Execution Strategies

58:13  Sales Pipeline and Product Development Strategies

1:14:37  Building Success Through Forward-Thinking

]]> Scale with Strive Buzzsprout-14588601 Tue, 27 Feb 2024 20:00:00 +0000 4525 2 4 full false 'Lessons from a CISO' with Tammy Moskites 'Lessons from a CISO' with Tammy Moskites 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. 🚀

 Your host today are Sales Manager, Dylan Hoyle, and Strive's Founder, Adam Richardson. 


Today, we're very pleased to welcome Tammy Moskites from CyAlliance. 


Tammy is an ex-CISO for the likes of Venafi 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. 

 Let’s Dive In!

 _________________________________________________________________________________


Watch the episode on YouTube 🎥 – https://youtu.be/SnQFuuyPDFg


Connect with Tammy here - https://www.linkedin.com/in/tmoskites/


Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/


Connect with Dylan here - https://www.linkedin.com/in/dylanhoyle-saas-recruiter/


Learn more about Strive here - https://scalewithstrive.com/solutions/

 _________________________________________________________________________________


11:36  Prioritizing CISO Initiatives and Messaging

21:30  Navigating Challenges in Cybersecurity Startups


31:33  Startup Marketing Strategies for Traction


37:10  Networking and Buying Strategies for Success


47:09  Budget Prioritization in Risk Management


50:33  Career Advice and Humility in Leadership

]]> 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. 🚀

 Your host today are Sales Manager, Dylan Hoyle, and Strive's Founder, Adam Richardson. 


Today, we're very pleased to welcome Tammy Moskites from CyAlliance. 


Tammy is an ex-CISO for the likes of Venafi 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. 

 Let’s Dive In!

 _________________________________________________________________________________


Watch the episode on YouTube 🎥 – https://youtu.be/SnQFuuyPDFg


Connect with Tammy here - https://www.linkedin.com/in/tmoskites/


Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/


Connect with Dylan here - https://www.linkedin.com/in/dylanhoyle-saas-recruiter/


Learn more about Strive here - https://scalewithstrive.com/solutions/

 _________________________________________________________________________________


11:36  Prioritizing CISO Initiatives and Messaging

21:30  Navigating Challenges in Cybersecurity Startups


31:33  Startup Marketing Strategies for Traction


37:10  Networking and Buying Strategies for Success


47:09  Budget Prioritization in Risk Management


50:33  Career Advice and Humility in Leadership

]]> Scale with Strive Buzzsprout-14588148 Tue, 27 Feb 2024 19:00:00 +0000 3394 2 2 full false 'A Blueprint for Sales Excellence' with Drew Ganther 'A Blueprint for Sales Excellence' with Drew Ganther 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’m your host, Dylan Hoyle, and today I had the absolute pleasure of meeting with Drew Ganther. 

Drew is the VP of Sales at Grip Security, a company who are disrupting the Identity Management space. 

It was a fantastic conversation, with some of my key takeaways being: 

💡 His approach when educating the market on a new way to solve a problem and the evangelism piece that comes with it. 

💡 His approach on organizational and interpersonal dynamics, whether that be in deals or within your own organization. 

💡 The importance of an effective Channel strategy within the security ecosystem. 

 

Let’s Dive In! 

 _________________________________________________________________________________ 


 Watch the episode on YouTube 🎥 – https://youtu.be/lZyxTllZjZU 

 Connect with Drew here - https://www.linkedin.com/in/drew-ganther-754b282a/ 

 Connect with Dylan here - https://www.linkedin.com/in/dylanhoyle-saas-recruiter/ 

 Learn more about Strive here - https://scalewithstrive.com/solutions/ 

 _________________________________________________________________________________ 


 15:24  Strategic Thinkers and Evolving ICP 

22:07  Competitive Landscape and Business Sales Approach 

33:24  Building Sales Champions with Integrity 

41:30  Sales Leadership Challenges and Strategies 

50:09  Channel Led Strategy and Patience 

 

 

]]> 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’m your host, Dylan Hoyle, and today I had the absolute pleasure of meeting with Drew Ganther. 

Drew is the VP of Sales at Grip Security, a company who are disrupting the Identity Management space. 

It was a fantastic conversation, with some of my key takeaways being: 

💡 His approach when educating the market on a new way to solve a problem and the evangelism piece that comes with it. 

💡 His approach on organizational and interpersonal dynamics, whether that be in deals or within your own organization. 

💡 The importance of an effective Channel strategy within the security ecosystem. 

 

Let’s Dive In! 

 _________________________________________________________________________________ 


 Watch the episode on YouTube 🎥 – https://youtu.be/lZyxTllZjZU 

 Connect with Drew here - https://www.linkedin.com/in/drew-ganther-754b282a/ 

 Connect with Dylan here - https://www.linkedin.com/in/dylanhoyle-saas-recruiter/ 

 Learn more about Strive here - https://scalewithstrive.com/solutions/ 

 _________________________________________________________________________________ 


 15:24  Strategic Thinkers and Evolving ICP 

22:07  Competitive Landscape and Business Sales Approach 

33:24  Building Sales Champions with Integrity 

41:30  Sales Leadership Challenges and Strategies 

50:09  Channel Led Strategy and Patience 

 

 

]]> Scale with Strive Buzzsprout-14587964 Tue, 27 Feb 2024 19:00:00 +0000 3602 2 3 full false 'Mastering RevOps for Business Growth' with Jeremey Donovan 'Mastering RevOps for Business Growth' with Jeremey Donovan 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 you to Season 2!


We kick off this Season with a man who will need no introduction – if I say the words “Hey Salespeople!”, you’ll know, of course, that I am referring to the industry Thought Leader, Jeremey Donovan.


Jeremey is Executive Vice President Revenue Operations and Strategy at Insight Partners.


He is also an Author, Thought Leader, the man behind the SellingSherpa and has over 25 years industry experience, having worked for the likes of Gartner, SalesLoft and CB Insights.


Some of my key takeaways from the conversation today were:

💡 Breaking down RevOps – 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.


 Let’s Dive In!

 _______________________________________________________________________________________________


Watch the episode on YouTube 🎥 – https://youtu.be/G3uzVd0ns4E


Connect with Jeremey here - https://www.linkedin.com/in/jeremeydonovan/


Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/


Learn more about Strive here - https://scalewithstrive.com/solutions/

 

 

]]> 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 you to Season 2!


We kick off this Season with a man who will need no introduction – if I say the words “Hey Salespeople!”, you’ll know, of course, that I am referring to the industry Thought Leader, Jeremey Donovan.


Jeremey is Executive Vice President Revenue Operations and Strategy at Insight Partners.


He is also an Author, Thought Leader, the man behind the SellingSherpa and has over 25 years industry experience, having worked for the likes of Gartner, SalesLoft and CB Insights.


Some of my key takeaways from the conversation today were:

💡 Breaking down RevOps – 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.


 Let’s Dive In!

 _______________________________________________________________________________________________


Watch the episode on YouTube 🎥 – https://youtu.be/G3uzVd0ns4E


Connect with Jeremey here - https://www.linkedin.com/in/jeremeydonovan/


Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/


Learn more about Strive here - https://scalewithstrive.com/solutions/

 

 

]]> Scale with Strive Buzzsprout-14547834 Wed, 21 Feb 2024 17:00:00 +0000 3693 2 1 full false 'Lessons from a CRO' with Yotam Yemini 'Lessons from a CRO' with Yotam Yemini 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 today I’m really pleased to welcome Yotam Yemini, who shares his 15+ years’ experience of sales experience with us. 


Part of four different start-ups - and Advisor and  Angel Investor to more – Yotam has contributed to $100 million in revenue and $4 billion in valuation! 


Some of my key takeaways from today were: 

💡 What he believes makes a great sales-person 

💡 His philosophy around hiring

💡 His tips for turning around periods of under-performance within a team 

 

Lets dive in! 

 

Watch the episode on YouTube 🎥 –  https://youtu.be/rRzdPjEkQ4E


Connect with Yotam here - https://www.linkedin.com/in/yyemini/


Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/


Learn more about Strive here - https://scalewithstrive.com/solutions/

 

 

 

 

]]> 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 today I’m really pleased to welcome Yotam Yemini, who shares his 15+ years’ experience of sales experience with us. 


Part of four different start-ups - and Advisor and  Angel Investor to more – Yotam has contributed to $100 million in revenue and $4 billion in valuation! 


Some of my key takeaways from today were: 

💡 What he believes makes a great sales-person 

💡 His philosophy around hiring

💡 His tips for turning around periods of under-performance within a team 

 

Lets dive in! 

 

Watch the episode on YouTube 🎥 –  https://youtu.be/rRzdPjEkQ4E


Connect with Yotam here - https://www.linkedin.com/in/yyemini/


Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/


Learn more about Strive here - https://scalewithstrive.com/solutions/

 

 

 

 

]]> Scale with Strive 8c68cbf6-2786-4f70-84be-40f65b40635d Wed, 22 Nov 2023 08:59:09 +0000 3498 1 10 false How to set up your team for Success with Andrew Ermogenous How to set up your team for Success with Andrew Ermogenous Welcome to the Scale with Strive Podcast, the place whereyou come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀


I am your host, Adam Richardson and today I’m really pleasedto welcome Andrew Ermogenous, who is Head of North America at Atlan, a Series B Data Catalogue company, which is backed by the likes of Sequoia Capital, Insight Partners and Salesforce Ventures (just to name a few!).


Today was a really invaluable conversation, with some of mykey 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.

 

Let’s Dive In!


Watch the episode on YouTube 🎥 – https://youtu.be/v0EzSUq3yVY


Connect with Andrew here - https://www.linkedin.com/in/aermogenous/


Connect with Adam here -https://www.linkedin.com/in/saasheadhunter/


Learn more about Strive here -https://scalewithstrive.com/solutions/

]]> Welcome to the Scale with Strive Podcast, the place whereyou come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀


I am your host, Adam Richardson and today I’m really pleasedto welcome Andrew Ermogenous, who is Head of North America at Atlan, a Series B Data Catalogue company, which is backed by the likes of Sequoia Capital, Insight Partners and Salesforce Ventures (just to name a few!).


Today was a really invaluable conversation, with some of mykey 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.

 

Let’s Dive In!


Watch the episode on YouTube 🎥 – https://youtu.be/v0EzSUq3yVY


Connect with Andrew here - https://www.linkedin.com/in/aermogenous/


Connect with Adam here -https://www.linkedin.com/in/saasheadhunter/


Learn more about Strive here -https://scalewithstrive.com/solutions/

]]> Scale with Strive a4f37d5e-7bc4-496a-9cc6-e20e3d5bbfab Fri, 17 Nov 2023 14:54:12 +0000 4137 1 9 false 'Building a Channel led GTM strategy' with Eva-Maria Elya 'Building a Channel led GTM strategy' with Eva-Maria Elya 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 today I’m really pleased to welcome Eva-Maria Elya, who is VP Channel and MSSP at Lookout, a Cyber Security company. 


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:


💡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’s pile in a tough hiring market.

  

Let’s Dive In!

 

Watch the episode on YouTube 🎥 –  https://youtu.be/-Mzjblc8WGA


Connect with Eva-Maria here - https://www.linkedin.com/in/eva-maria-elya-30632263/


Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/


Learn more about Strive here - https://scalewithstrive.com/solutions/

]]> 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 today I’m really pleased to welcome Eva-Maria Elya, who is VP Channel and MSSP at Lookout, a Cyber Security company. 


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:


💡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’s pile in a tough hiring market.

  

Let’s Dive In!

 

Watch the episode on YouTube 🎥 –  https://youtu.be/-Mzjblc8WGA


Connect with Eva-Maria here - https://www.linkedin.com/in/eva-maria-elya-30632263/


Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/


Learn more about Strive here - https://scalewithstrive.com/solutions/

]]> Scale with Strive dbb763cd-67cd-4694-a3a6-e363791e9fc8 Fri, 17 Nov 2023 13:44:48 +0000 3052 1 8 false 'Creating a Data Driven Sales Function' with Chris Finan 'Creating a Data Driven Sales Function' with Chris Finan 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 podcast, I’m really pleased to introduce President and Advisor, Chris Finan.


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 Shape Security and ActZero.


Today we focused our conversation around Chris’ philosophies on building a data driven sales process with some of my key takeaways being:


💡 How his career in the Air Force set him up for a successful SaaS career.

💡 The cultural transformation required to move to a data driven sales approach.

💡 How to adapt your approach in times of economic uncertainty.


 Let’s Dive In!


 Watch the episode on YouTube 🎥 –  https://youtu.be/QtsC437FRxo


Connect with Chris here - https://www.linkedin.com/in/cfinan/


Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/


Learn more about Strive here - https://scalewithstrive.com/solutions/

]]> 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 podcast, I’m really pleased to introduce President and Advisor, Chris Finan.


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 Shape Security and ActZero.


Today we focused our conversation around Chris’ philosophies on building a data driven sales process with some of my key takeaways being:


💡 How his career in the Air Force set him up for a successful SaaS career.

💡 The cultural transformation required to move to a data driven sales approach.

💡 How to adapt your approach in times of economic uncertainty.


 Let’s Dive In!


 Watch the episode on YouTube 🎥 –  https://youtu.be/QtsC437FRxo


Connect with Chris here - https://www.linkedin.com/in/cfinan/


Connect with Adam here - https://www.linkedin.com/in/saasheadhunter/


Learn more about Strive here - https://scalewithstrive.com/solutions/

]]> Scale with Strive d08d7a79-8dbc-48ec-9d45-0ad97121932a Fri, 17 Nov 2023 11:09:06 +0000 4161 1 7 false 'How to secure VC Funding' with Jannis Fett 'How to secure VC Funding' with Jannis Fett 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. 🚀

I am your host, Adam Richardson and on today’s podcast, I’m excited to speak with Jannis Fett, Investment Manager at HV Capital.  

For those who don’t know, HV Capital is one of the oldest VC companies in Europe – with one of the biggest funds also. They are best known for investing in the likes of StoryBlok, Hadrian, and Sennder - to name but a few. 

Using Jannis’ 5 years' experience in the investment world, I pick his brains on: 

💡 The changes he has seen in the current market re funding.

💡 What sectors are still booming and attracting funding. 

💡 How you can scale through the key funding milestones. 

💡 How to best write a business plan and pitch for funding. 

 

If you are a Founder looking to better understand the investment world, this is a great listen for actionable advice and tips! 

Let's Dive In!

 

Watch the episode on YouTube 🎥

Connect with Jannis here

Connect with Adam here

Learn more about Strive here

 

]]> 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. 🚀

I am your host, Adam Richardson and on today’s podcast, I’m excited to speak with Jannis Fett, Investment Manager at HV Capital.  

For those who don’t know, HV Capital is one of the oldest VC companies in Europe – with one of the biggest funds also. They are best known for investing in the likes of StoryBlok, Hadrian, and Sennder - to name but a few. 

Using Jannis’ 5 years' experience in the investment world, I pick his brains on: 

💡 The changes he has seen in the current market re funding.

💡 What sectors are still booming and attracting funding. 

💡 How you can scale through the key funding milestones. 

💡 How to best write a business plan and pitch for funding. 

 

If you are a Founder looking to better understand the investment world, this is a great listen for actionable advice and tips! 

Let's Dive In!

 

Watch the episode on YouTube 🎥

Connect with Jannis here

Connect with Adam here

Learn more about Strive here

 

]]> Scale with Strive 85fe9930-cab5-47b7-833c-de982e4b66e5 Mon, 13 Nov 2023 13:13:28 +0000 3012 1 6 false 'How to Optimise your Pre-Sales Function' with John Weisensee 'How to Optimise your Pre-Sales Function' with John Weisensee 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 today I’m really pleased to welcome John Weisensee, who shares his 20+ years’ experience of commercial Pre & Post Sales experience with us. 

An incredibly humble guy, John has had a hugely successful career having worked for household names, including IBM.

But today I wanted to focus in today on his journey with Collibra – whom he joined when they were at Series B and took them on a journey through many funding rounds and stages of growth. 

Some key takeaways for me were: 

💡 How he built and scaled a Pre-Sales function from the ground-up – taking the team from 4 to 75.  

💡 When he believes Pre-Sales should get involved in the sales process – and the value they bring to the customer 

💡 How to target set for a Pre-Sales function and where he thinks the sweet spot is in terms of base and OTE split.  

 

A really insightful conversation - we hope you enjoy it!

Let's Dive In!

 

Watch the episode on YouTube here

Connect with John here

Connect with Adam here

Learn more about Strive here

]]> 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 today I’m really pleased to welcome John Weisensee, who shares his 20+ years’ experience of commercial Pre & Post Sales experience with us. 

An incredibly humble guy, John has had a hugely successful career having worked for household names, including IBM.

But today I wanted to focus in today on his journey with Collibra – whom he joined when they were at Series B and took them on a journey through many funding rounds and stages of growth. 

Some key takeaways for me were: 

💡 How he built and scaled a Pre-Sales function from the ground-up – taking the team from 4 to 75.  

💡 When he believes Pre-Sales should get involved in the sales process – and the value they bring to the customer 

💡 How to target set for a Pre-Sales function and where he thinks the sweet spot is in terms of base and OTE split.  

 

A really insightful conversation - we hope you enjoy it!

Let's Dive In!

 

Watch the episode on YouTube here

Connect with John here

Connect with Adam here

Learn more about Strive here

]]> Scale with Strive 3cf96894-b9c1-4091-829b-b8810c9d001d Thu, 26 Oct 2023 10:38:56 +0100 4318 1 5 false 'Emotional Intelligence' with Alexandre Pierrin-Neron 'Emotional Intelligence' with Alexandre Pierrin-Neron 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. 

I am your host, Adam Richardson  and on today’s episode, we are joined by Alexandre Pierrin-Neron, who is the RVP of  South EMEA for Lacework.  

With an impressive 30-year career, as you can imagine, we packed a lot in today’s podcast! 

With experience working for companies such as Cybereason, Splunk and Leapwork, he has supported some of the worlds leading vendors scale towards success, and has hired, developed and led some of the best sales reps in the software industry. 


In today’s episode, at Alex’s request, we focus on Emotional Intelligence and the importance of certain traits to look for when hiring for your GTM SaaS team. 

Some key things I think you will take from the episode today are: 

💡 Turning underperforming reps in to star players 

💡 The different types of Emotional Intelligence and how they present themselves in Sales Reps and Leaders 

💡 Alex’s thoughts around the importance of ‘Learn, Earn and have fun 


I personally really enjoyed recording this episode and sharing ideas with Alex – we hope you take a lot from it! 

Let's Dive In!


Connect with Alex here

Connect with Adam here

Learn more about Strive here

]]> 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. 

I am your host, Adam Richardson  and on today’s episode, we are joined by Alexandre Pierrin-Neron, who is the RVP of  South EMEA for Lacework.  

With an impressive 30-year career, as you can imagine, we packed a lot in today’s podcast! 

With experience working for companies such as Cybereason, Splunk and Leapwork, he has supported some of the worlds leading vendors scale towards success, and has hired, developed and led some of the best sales reps in the software industry. 


In today’s episode, at Alex’s request, we focus on Emotional Intelligence and the importance of certain traits to look for when hiring for your GTM SaaS team. 

Some key things I think you will take from the episode today are: 

💡 Turning underperforming reps in to star players 

💡 The different types of Emotional Intelligence and how they present themselves in Sales Reps and Leaders 

💡 Alex’s thoughts around the importance of ‘Learn, Earn and have fun 


I personally really enjoyed recording this episode and sharing ideas with Alex – we hope you take a lot from it! 

Let's Dive In!


Connect with Alex here

Connect with Adam here

Learn more about Strive here

]]> Scale with Strive fb2982a8-5e03-4188-a3ae-51ae53e292f2 Wed, 25 Oct 2023 14:28:22 +0100 3882 1 4 false 'How to maximise your Sales Process' with Ashraf Mohamed 'How to maximise your Sales Process' with Ashraf Mohamed 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. 

I am your host, Adam Richardson  and on today’s podcast, I’m really pleased to introduce Ashraf Mohamed, VP of Europe for Obsidian Security.  

After completing a degree in aero-nautical engineering, Ash moved into the world of SaaS Sales and has had a hugely successful career spanning 18 years, working for companies such as Fuze, Confluent and Lacework.  

He has significant experience in building out GTM teams from scratch into global leaders following the MEDDIC playbook 

Some of the key takeaways from today:

💡 How he gets customer buy in by drawing on his technical ability 

💡 How he operates as a Sales Leader and his top tips for success 

💡 His experience of working for prolific sales leaders and being hired by the likes of John McMahon 

 

We hope you enjoy listening, as much as we enjoyed recording! 

Let's Dive In! 

Connect with Ashraf ⁠⁠here⁠⁠

Connect with Adam ⁠⁠here⁠⁠

Learn more about Strive ⁠⁠here⁠⁠

]]> 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. 

I am your host, Adam Richardson  and on today’s podcast, I’m really pleased to introduce Ashraf Mohamed, VP of Europe for Obsidian Security.  

After completing a degree in aero-nautical engineering, Ash moved into the world of SaaS Sales and has had a hugely successful career spanning 18 years, working for companies such as Fuze, Confluent and Lacework.  

He has significant experience in building out GTM teams from scratch into global leaders following the MEDDIC playbook 

Some of the key takeaways from today:

💡 How he gets customer buy in by drawing on his technical ability 

💡 How he operates as a Sales Leader and his top tips for success 

💡 His experience of working for prolific sales leaders and being hired by the likes of John McMahon 

 

We hope you enjoy listening, as much as we enjoyed recording! 

Let's Dive In! 

Connect with Ashraf ⁠⁠here⁠⁠

Connect with Adam ⁠⁠here⁠⁠

Learn more about Strive ⁠⁠here⁠⁠

]]> Scale with Strive d5f87705-8ad7-4fe4-8739-afbd31fe087b Wed, 25 Oct 2023 13:57:58 +0100 4398 1 3 false 'Lessons from an Entrepeneur' with Philippe Humeau 'Lessons from an Entrepeneur' with Philippe Humeau 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!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.  Having sold his previous company around 7 years ago, he then co-founded Crowdsec, a Series A Cyber Security company that leverages the power of community to drive value for its customers. 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.  Philippe has a way of taking a complicated subject such as cyber security and making it sound simple – and we think you will love some of his analogies too! 

Some of my key takeaways that I think will resonate with you as listener were: 

💡 How he became 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. 

💡 The when, how and who of C-Suite hiring.  


I really enjoyed this conversation and hope you do too! Let's Dive In!

]]> 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!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.  Having sold his previous company around 7 years ago, he then co-founded Crowdsec, a Series A Cyber Security company that leverages the power of community to drive value for its customers. 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.  Philippe has a way of taking a complicated subject such as cyber security and making it sound simple – and we think you will love some of his analogies too! 

Some of my key takeaways that I think will resonate with you as listener were: 

💡 How he became 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. 

💡 The when, how and who of C-Suite hiring.  


I really enjoyed this conversation and hope you do too! Let's Dive In!

]]> Scale with Strive 441e5bd1-76b7-4e15-937c-e3a7af60da39 Wed, 18 Oct 2023 13:07:13 +0100 4109 1 2 false 'Treating Sales as a Science' with Mike Avery 'Treating Sales as a Science' with Mike Avery

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. 

I am your host, Dylan Hoyle and today I’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, LinearB.

Mike joined at Seed stage as one the founding salesperson and helped secure their $20m series A round and more recently their $50m Series B round from Battery ventures, salesforce ventures and tribe capital

I think you’ll also really enjoy today’s episode with some of my key takeaways being:

  • His checklist of considerations for anyone considering joining an early-stage company
  • His thoughts around treating Sales as a Science - and the crucial data points you should be tracking in order make better informed decisions
  • 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

Let's Dive In! 


Connect with Mike ⁠here⁠

Connect with Dylan ⁠here⁠

Learn more about Strive ⁠here⁠


]]>

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. 

I am your host, Dylan Hoyle and today I’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, LinearB.

Mike joined at Seed stage as one the founding salesperson and helped secure their $20m series A round and more recently their $50m Series B round from Battery ventures, salesforce ventures and tribe capital

I think you’ll also really enjoy today’s episode with some of my key takeaways being:

  • His checklist of considerations for anyone considering joining an early-stage company
  • His thoughts around treating Sales as a Science - and the crucial data points you should be tracking in order make better informed decisions
  • 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

Let's Dive In! 


Connect with Mike ⁠here⁠

Connect with Dylan ⁠here⁠

Learn more about Strive ⁠here⁠


]]> Scale with Strive 93f76fcf-13ba-428f-85f9-21a6a90d2a38 Tue, 17 Oct 2023 15:07:32 +0100 3654 1 1 false