Archived: The Startup Guide To GrowthScaling and growing a startup can be tricky (and sometimes mysterious). It requires leaders to have a breadth of knowledge on company-building strategies across marketing, sales, product, and talent.

 

The Startup Guide to Growth, hosted by Sapphire Ventures, is the definitive podcast on growth strategies for startups. This podcast's mission is to provide leaders with the knowledge to help scale their business by hearing from accomplished company operators and builders. 


Join us as we demystify the latest trends, techniques, and strategies for startup success. This isn’t another high-level company philosophy podcast. Instead, this show will equip you with actionable growth insights that you can leverage to scale your company. Conversations on The Startup Guide to Growth will span across key scaling topics such as product-led growth, channel partnerships, growth marketing, product pricing, marketplace building, and selling to SMBs.

 

This podcast is hosted by Sapphire’s Portfolio Growth team that helps portfolio companies achieve operational excellence through a combination of go-to-market, business development, and talent expertise.

 

Ready to grow your startup and become a Company of Consequence? Tune in to The Startup Guide to Growth to learn from some of the leading company builders and operators today!

]]>en-usfalseSapphire Ventureswww.SapphireVentures.comRico Mallozzirico@sapphireventures.comepisodicCopyright: Copyright 2020-2023 Sapphire Ventures, LLC | All Rights Reserved | SapphireVentures.comTips And Strategies For Achieving GTM Success Across The European Region With Robbie O'Connor  Vis4rWsBuThu, 22 Jul 2021 10:00:00 GMT2821https://sapphireventures.com/podcast/tips-and-strategies-for-achieving-gtm-success-across-the-european-region-with-robbie-oconnorfalseHow do you set up your company for GTM success in Europe? Rico Mallozzi’s guest today is Robbie O'Connor, the General Manager of Notion, who’s had considerable experience with Google and Dropbox. In this episode, Robbie discusses how Europe presents incredible opportunities, but also incredible challenges, especially for startup tech companies. First off, you need to be mindful of your target region’s culture. Localizing your marketing strategy while integrating just enough innovation so as not to make your potential customers uncomfortable is essential. If you want to take a closer look at GTM success within Europe, then this episode’s for you. Don’t miss this! 

 

Robbie is the General Manager for EMEA at Notion, and their first feet on the ground in the region. He'll lead the way as Notion builds its enterprise motion, launches in new languages, and serves more customers across borders. He has experience heading EMEA sales at Asana and Dropbox, and before that was in charge of enterprise partnerships at Google Maps.


Love the show? Subscribe, rate, review, and share! www.SapphireVentures.com

]]>11Anchor Partnerships Around The World With Seann GardinerYn2dqgR5dvWed, 14 Jul 2021 10:00:00 GMT2040https://sapphireventures.com/podcast/anchor-partnerships-around-the-world-with-seann-gardinerfalseBuilding anchor partnerships is key to building your business. When it comes to channel partners, finding the right people is always the goal. Build partnerships around the world to help spread your brand. Learn how to find anchor partnerships with Seann Gardiner. Seann is the Senior Vice President of ThoughtSpot, who handles all their partnerships globally. He joins host Rico Mallozzi to talk about the importance of partnerships. Learn his partner model and how building relationships is important for your platform. Find more business opportunities today.


Love the show? Subscribe, rate, review, and share! www.SapphireVentures.com

]]>12Selling Open Source Managed Services In The Cloud With Javier MolinaW5X6BQX6lWed, 07 Jul 2021 10:00:00 GMT2732https://sapphireventures.com/podcast/selling-open-source-managed-services-in-the-cloud-with-javier-molinafalseSelling open source is different from selling in an enterprise SaaS environment. Rico Mallozzi's guest is Javier Molina, the Senior Vice President of MongoDB. Javier discusses with Rico how the reality of every business is the need to drive revenue. This is where the open-source managed service model comes in. In this model, the core functionality of the software is still available to anyone for free. But there are additional features customers can choose to purchase. Join in the discussion to learn from Javier’s sales and marketing strategies! 

]]>8Marie Gassée: Exploring The Role Of Growth In The World Of SaaS3tz5-lleZWed, 23 Jun 2021 10:00:00 GMT2129 https://sapphireventures.com/podcast/marie-gassee-exploring-the-role-of-growth-in-the-world-of-saasfalseAs SaaS companies continue to thrive in today's digital age, they are expected to constantly innovate as technological innovations happen. This makes the role of growth in this sector extremely important. Rico Mallozzi is joined by Marie Gassée, the VP of Growth at Confluent, to explain how they approach massive changes and shifts in today's ever-evolving self-serve model. She discusses how they experiment with their processes to achieve the most practical ways and what a good SDR compensation looks like. Marie also explores the significant contribution of data science in the go-to-market and why she loves this particular field so much.


Love the show? Subscribe, rate, review, and share! www.SapphireVentures.com

]]>9The RevOps Mindset: Think Strategically, Execute TacticallyRiMbiQpkEWed, 16 Jun 2021 10:00:00 GMT1469 https://sapphirekbdsta.wpengine.com/podcast/the-revops-mindset-think-strategically-execute-tacticallyfalseRevenue operations is an increasingly trendy model of commercial leadership that essentially brings together the operational teams under an umbrella leadership that allows for greater coordination. As companies look to transform, accelerate revenue, and improve productivity, the RevOps model eliminates the siloed nature of these operational teams and expedites the execution of change. Dan Carpenter has taken on this kind of role four times in his career. In his most recent position at PTC, he leads a team of 400 professionals who are responsible for the company’s revenue operations. This wealth of experience uniquely positions Dan to speak about all things RevOps, which he competently does in this conversation with Rico Mallozzi. Listen in as Dan shares his take on the roles and responsibilities of a best in class RevOps organization, the key balances between process, analytics and go-to-market strategy, how sales enablement can be supercharged with RevOps, and what makes a great RevOps leader.

]]>10Stephen Hallowell On Developing Sales Productivity With A Sales Enablement Teamq-VqL7sVbeWed, 09 Jun 2021 10:00:00 GMT1389 http://sapphirekbdsta.wpengine.com/podcast/stephen-hallowell-on-developing-sales-productivity-with-a-sales-enablement-teamfalseSales is the lifeblood of a company's growth trajectory. However, when not properly executed, it can be a contributor for cost overruns and stalled growth. So what can you do to veer away from underperformance in your sales organization and achieve the results you should be getting? Stephen Hallowell of Highspot joins this episode to give us the answers. Having led major sales transformation efforts at some of the fastest-growing technology companies over the past several years, Stephen has the strategies to help us develop sales productivity in our companies. He discusses getting strong sales efficiency across your teams, understanding the importance of operating a best-in-class sales enablement team, and when you should think about starting a sales enablement function. Join Stephen in this conversation as he moves us deeper into the topic, guiding us with the wisdom to not only know what great looks like, but also scale it in sales.

]]>6How DocuSign Defines Digital Experience With Robin Joycyh-pGkjjTWed, 02 Jun 2021 10:00:00 GMT2486falseDigital experience is all about giving people the best experience with as little friction as possible. DocuSign uniquely excels in this regard with a core product that is itself digital. Through its well-known eSignature product, DocuSign has become an early adapter of product-led growth before that very concept even existed. As people started to find themselves working remotely in the context of the pandemic, the company experienced an unprecedented growth in sales as people began to appreciate the pain point that it addresses. The company’s SVP, Robin Joy believes that even when the pandemic goes away, DocuSign will retain its command of its market because of the ease and efficiency that it offers. In this conversation with Rico Mallozzi, Robin shares how DocuSign defines digital experience, how her team has helped introduce millions of people to the platform through compelling web experiences, and how the company is gradually expanding its niche as a broader agreement cloud platform. She also discusses the role of performance marketing and enterprise tech and how best to manage leads between marketing and sales.

]]>3Designing Your SaaS Company For Growth With Steve Boakt7MZD3ldPgWed, 26 May 2021 10:00:00 GMT1500 http://sapphirekbdsta.wpengine.com/podcast/designing-your-saas-company-for-growth-with-steve-boakfalseWhen startups think about growth, they often focus on product and sales, but what is commonly overlooked is the critical role design can play in customer adoption. Steve Boak, the VP of Product Design at Datadog, and Rico Mallozzi explore the role of design in a developer tool company, how design can be a contributor to product adoption and growth, why it's important to let customers experience the whole product and the role of design in a DevOps company. They also get into how you can be consistent yet provide customization within your product, and the future of enterprise tech UX. 

]]>4The Rise Of Usage-Based Pricing And Insights On Enterprise Technology Pricing Strategy With Sam LeeQeFjm8_s7Wed, 19 May 2021 10:00:00 GMT2887 https://sapphirekbdsta.wpengine.com/podcast/the-rise-of-usage-based-pricing-and-insights-on-enterprise-technology-pricing-strategy-with-sam-lee/falseUsage-based pricing is not new. We’ve been using it for decades on our electric bills and whatnot. What’s new is that it has gained a lot more acceptance at present when it comes to pricing enterprise software. What is driving this acceptance and how has it helped SaaS startups in their growth? Sam Lee, the Director of Pricing Strategy and Monetization at Snowflake, discusses how this system works for his company and how it can work (or not work) for others. He also shares other insights about pricing strategy, including a discussion on why value-based pricing has become the most popular paradigm at present, as well as how companies can hone in to the perfect pricing mechanism for their products.

]]>3Building A High-Performing Sales Engine With Kyle ColemanqAcodQS6AzWed, 12 May 2021 10:00:00 GMT2502 http://sapphirekbdsta.wpengine.com/podcast/building-a-high-performing-sales-engine-with-kyle-colemanfalseThere is no one standard in creating a sales engine for a team, but any leader can drive everyone towards success by knowing the right factors to take into consideration for this. Joining Rico Mallozzi to discuss the right recipe for this is Kyle Coleman, the VP of Revenue Growth & Enablement for Clari. Together, they share how to determine the right synergies to apply in a sales engine, how to always align core values to business processes, the attitude of embracing failures, and the best strategies for hiring people to the team. Kyle also talks about his experiences and challenges in today's mostly virtual setting by telling the story of their transition to remote work, as well as a few important tidbits in doing email marketing.

]]>2Selling Against Tech Giants: The Sumo Logic Sales Formula With Steve FitzsoNOu_QJoWed, 05 May 2021 10:00:00 GMT1751 https://sapphirekbdsta.wpengine.com/?post_type=podcast&p=3243&preview=truefalseHow does a tech startup claim its rightful place among the ranks of goliath competitors? The team at Sumo Logic knows that it can’t just ram its head against 800-pound gorillas in the marketplace, so it devised ways to enter the house from the sides. The company’s Chief Revenue Officer, Steve Fitz is here on the show to explain how Sumo Logic combines a bottom-up sales motion with a top-down sales approach. He also talks about how to break down demand generation between sales and marketing, how to create real customer-centricity with your customer, and how to find the best sales candidates for your firm. Possessing over 25 years of experience in sales leadership, Steve throws in a few nuggets of valuable sales wisdom that you wouldn’t want to miss.

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