The Global Tech Leaders' Podcast helping Business Leaders and Individual Contributors with actionable insights to hit their number and figure out the nuances of truly operating a business globally today. Squeezing the Essence of the Lessons Learnt from The Planets Top Tech Leaders. This is your guide to joining the fast track to Global market scaling.
Today we speak to Raghu Ravinutala CEO & Co-founder of Yellow.ai, the world’s leading CX automation / conversational AI / AI-powered chatbot. Yellow.ai combines the best of AI and human intelligence to automate customer experience and even internal employee support for over 700 big brands and enterprises like Sephora, Domino’s and Siemens.
Raghu has over 20 years of experience working in leadership roles across companies such as Texas Instruments and Broadcom. He can speak to AI, automation, improving customer experience, using digital assistants for internal business support and productivity, etc. India-based Yellow.ai most recently announced its expansion into the US and new voice AI capabilities that augment the company’s existing strengths of powering chat automation channels for websites, WhatsApp, Facebook, Instagram and more.
Yellow.ai also aims to democratize AI through its no-code/low-code bot builders, omnichannel virtual assistants, and ticketing automation. The company’s bots support 100+ languages.
We kick off by asking Raghu to share with us how he ended up here, his career thus far and his journey along the way.
Being aggressive in the market
Looking at the internet
WhatsApp is most used in India
We ask Raghu what he looks for when he looks at a new opportunity? And what makes Bangalore such a tech driven place?
Is my decision irreversible
Does it have an upside if its reversible
The climate is more conducive
Became an epicenter for all techies
We then have Raghu share his view of CX today and how AI is changing the game.
On demand experience
Real time conversation
Providing a personalised response
When someone has an emotion to express its better to a human
About the voice bot, we ask Raghu to dive deeper?
Trillions spent on voice interactions
Private and analog system
Responding in a human like voice in real time
We ask Raghu, how does it cope with all the accents and what does perfection look like?
Enables the experience for the customer and agent
We ask Raghu to share some use cases that transform how you deal with customers?
Customers getting their answers quicker
No que lines
No consumer gets put on hold
Helping beauty agents assist people in making a purchase
Then we ask Raghu to share how they would scale?
The customer journey
Hired some of the best leaders for these areas
Investing in technology and systems
What's his take on leadership and culture?
Punch above their rate
The ability to make decisions in a dynamic environment
Winning decision making
Lastly, what does Raghu do for fun?
Love playing tennis
Love watching Wimbledon
Time with the kids
In today's episode we speak to Eugene Zhang - Founder and CEO at TSVC, also one of the early senior members at Cisco and founding team member at Juniper. TSVC was founded in 2010 proud to be a leading early stage venture capital fund in Silicon Valley, investing in forward thinking ideas and cutting edge de-technologies as well as parking with exceptional founders and extraordinary entrepreneurial community. It has been ranked in the top early stage VC funds in Silicon Valley. Over these 11 years they have delivered outstanding returns for their investors by funding 160 startups in the deep tech focused areas such as SaaS, AI, GIPS, FinTech, Biotech, Blockchain and Semiconductors. With unicorns such as Zoom to their name.
We kick off by learning about Eugene's story and how his gotten to this point:
Employee working for high-tech companies
Worked with a lot of good and smart people
70 billion dollars
Started with angel investing
What drove you to drive opportunities and what special criteria did you think was important?
Religious about all founders with technical background
Background and reason for starting a business
The team to have fire, conviction
Significant sacrifice, no brainer
A vision, stubborn but can listen
Leadership skills, who and how does someone wow you?
When you lead, people follow
The first angel investors were friends
What technology do you believe is ground breaking?
Facing many unknown
Realistic or pipe dream
Openminded to what is different
Solar is so cheap
AI - formulation material, testing takes forever
Block chain, significant impact
NFT - Non-fungible token
Do you think you have a high tolerance for risky things or is it how you process risk?
Don't mess with Crypto
Every time we release a cheque I feel no risk
You let 3 pass
Debate goes a little crazy
Do you ever engage in discussion with founders who need help with culture?
Play the assisting role
We don't change structure
We leave you to run your own show
We ask them to raise the transparency
Zoom has a unique culture
Lastly, what do you do for fun and when do you have free time?
Listening to podcasts
In today’s episode we talk to Jason Hartman who is the Founder and CEO of Hartman Media. Jason Hartman has been involved in several thousand real estate transactions and has owned income properties in 11 states and 17 cities. His companies help people achieve The American Dream of financial freedom by purchasing income property in prudent markets nationwide. Jason’s Complete Solution for Real Estate Investors™ is a comprehensive system providing real estate investors with education, research, resources and technology to deal with all areas of their income property investment needs.
While running his successful real estate and media businesses, Jason also believes that giving back to the community plays an important role in building strong personal relationships. He established The Jason Hartman Foundation in 2005 to provide financial literacy education to young adults providing the all important real world skills not taught in school which are the key to the financial stability and success of future generations.
We kick off by asking Jason where he sees this new world?
Moving from high density cities
Virtual technology has caught on
Improving standard of living
Getting more house when leaving big cities
Governments and banks creating currencies
We ask Jason what is the gold standard and why is creating currencies so dangerous?
Huge debt problems in governments all over the world
Raising taxes won't work
Selling ports and islands
Inflate way out of the problem
The US owes a lot to China
Destroying purchasing powers
Inflations destroys the value of debt
Then we ask Jason to tell us what he means by the price is not compared to the right metrics?
People are doing it more
Many benefits from the pandemic
More working remotely
We then ask Jason to share why do governments not play catch up? Why can’t you increase taxes?
Governments all over the world are always the last to come around
VAT type systems
Consumption or sales tax
Inflation is a real threat
Gold is a measuring stick
Oil is still the most important commodity in the world after food and water
Lastly we ask Jason, where do we go when we can’t get interest rates any lower?
Central banks are buying and selling gold
In today’s episode we speak to Arne Allewaert, who is the Managing Partner at AMAVI Capital. Who are trailblazers in the PropTech sector. They are an independent investment vehicle in the European network established as fourth leading in the most prominent scale, active companies in the PropTech industry. A unique space.
We kick off by asking Arne to tell us about his career journey and how his gotten to this point and what he has learnt:
Impact on the daily life
Consulting firm in Belgium
Fund is funded by the whole ecosystem
A lot of scattered data out there
We then ask Arne how he feeds data into decision making and where does it start?
Identify potential data sources
Interesting models popping up from tech giants
What data is Google listening to?
Construction build process itself, what shifts is Arne seeing?
Giant Lego blocks made in a factory
Analyse the building site
We ask Arne what his sense is for the new world office space in his industry?
Fundamentally has not changed much, it accelerated the existing trends
Office tenants won't sign a lease for a long period of time
Hybrid work spaces
New function of offices are meeting points
Then we ask Arne, with the access to data, could it steer governmental decisions?
The UN is open to it
We then have Arne share his exciting game changing investments?
Convert a 2D to a 3D, you can see your future potential building, tour it and look out the window
Younger people with different expectations as the previous generation
Lastly we ask Arne to share what he thinks his superpower is and what his predictions for 50 years in the future are?
Positive sustainable impact
In today's episode we speak to Yanev Suissa - Managing Partner, Founder at SineWave Ventures, one the most humble profiles on LinkedIn. He has been exposed to so much during his career thus far; seems like he's lived many lives. From Broadway to studying gangs, to starting a venture fund, he worked under the Bush and Obama governments on renewable energy, spoke on the public sector and the direction it's headed, and had the good fortune to invest in companies like Databricks, SentinelOne and Evolv. He's also been to 160 countries.
We kick off by asking Yanev to share with us how he got to this point and how he has been able to achieve so much:
Studied a lot
Did lots of research
Had an interest being a prosecutor
Recruited into the Bush Administration
We ask Yanev what it is he looks for when he is eyeing investments:
Transformative, allow for innovation in a different way
Traditional and non-traditional
Diverse skills and a diverse team
Then we ask Yanev to share with us the kinds of personalities that he comes across, what he looks for and what are red flags:
Focus is on people
All about having people around that wins the race, a lot of luck
You need to know what you don't know
Find the right team members
Adjust to markets
We move on to asking Yanev to explain how he discerns whether or not it's ok to be focused on pre-revenue?
It's an art not a science
Stay and pray
Recruiting the right members
The right business model
How does attitude towards entrepreneurship and money differ city to city?
Always been virtual
We have Yanev talk about reinvention in the public sector:
Displaced and replaced
Amazon and Microsoft
Next we ask him what drove him to visit 160 countries and how that is linked to his culture:
Happy to travel alone
Different perspective on the world
Grateful for what you have
Does Yanev have plans of retiring, does he see an end to working?
Be open to opportunities
Feel strongly about my time, which will keep me working longer
Don't think I will ever retire
In today's episode we speak to Andrew D’Souza, Co-Founder and CEO of ClearCo. Andrew has had an illustrious career as a COO and CRO and has various other interludes along the way. One of the reasons we were keen to have him on the show is how he is reinventing the investment space.
We kick off with Andrew telling us how he got to this point and his journey thus far and what he does today:
Moved to Silicon Valley
A start up
Moved back to Canada
Alternative forms of financing
We then ask Andrew to share some affliction points and how is it that ClearCo can be so reasonable?
First ones that we met
From offer to due diligence
Get an offer in minutes
We’re in the passenger seat
Banks and debts
Then we have Andrew tell us how do they find their customers and how do they find him?
Invested a lot in the brand
Working with other VC’s
We move on to ask Andrew what drives him?
Seeing the potential in others
Entrepreneurs ready to take a risk
We ask Andrew to tell us how he goes about hiring people?
Ability to hire amazing talent from all over the world
Effective Zoom leadership
Why pick Dublin and what would be different in Europe? Any competition?
Tour from IDA
People on the ground in all markets
Different bank markets
Always operated as a globally company
Lastly we ask Andrew to share what he believes is his super power and how does he relax?
Making non obvious connections with people and products
Learning a yookulele
In today's episode, we talk to Richard Thornton, who is living the dream as a Non Executive Director on various board positions, having had a successful exit from Cint, having been their Chief Commercial Officer. Cint is very much in the data and analytics space which powers organisations to make good decisions. They have had a series of funding and now Richard has successfully navigated through the growth of that organisation and has now moved on to adding value to other organisations, which is unique from a guest perspective on our podcast so far.
We kick off by asking Richard to share his journey this far with us:
Bumps in the road
Learnt my kind of trade
Fortunate early on
Then we have Richard share with us, what a Monday morning scaling looks like?
You can never over plan
People and tools
We ask Richard to share with us the differences in series funding and the cultural piece:
Hiring the key talent
Sales and marketing
Culturally, top line growth
Then we ask Richard how he keeps people on board when the shift happens?
Shift in expectation
Raising the bar on performance and accountability
Has to be a realization
Finding the north star
Sales and growth
Lastly we ask Richard what advice would he give his younger self?
Identify a coach or mentor early on
Business is about people
Surround yourself with like minded people
Go with your gut!
In today's episode we speak to Ryan Grant, Founder and CEO of Vori Health. Vori Health is an all inclusive medical and health provider practicing holistic integrated approach starting with musculoskeletal care, it offers full service physical medicine rehabilitation care, physical therapy, prescriptions imaging and lab ordering, health coaching, nutritional guidance, community support and premium instructional content. The team consists of carefully selected board members across physicians licensed health care providers. Provides health services that are accessible at a click of a button from the comfort, convenience and privacy of a patient's home.
We kick off by asking Ryan what has lead him to this point, his career and why Vori Health:
Well trained as a spine surgeon
Incentives are miss aligned
We ask Ryan what is the impact with people reporting back pain because they are spending more time sat in a chair as they are no longer to commuting to work since COVID:
One in four people are actively depressed
Pain and dysfunction
It has increased depression due to isolation, lonely and sad
Increased amounts of pain and neck pain because of the way they are sitting
We get into mental health and ask Ryan, what is the medical balance:
Social media are increasing depression
Fear of missing out
People don't generally share their bad days
Instant gratification, we ask Ryan to share with us what are his concerns and what trends he sees and how Vori Health shakes things up:
Instant access to information
People are not disconnecting, even on vacation
Designed to give you that good feeling
A perfect image, is abnormal
It's the patients choice
We then have Ryan tell us why he thinks corporate environments are paying more attention to their employees wellness today:
It's the right thing to do
Higher rights of burnouts
Work ethics, how much harder can you work next year
Home is the office now
Promote wellness, they will actually be more productive
We move on to ask Ryan what his expansion plan is:
True care teams
Share decision making
What does the future look like to Ryan and why so passionate?
People should be treated like family
Today we Ross Lauder speaks to Gene Zolotarev - CEO at Baltic Tech Ventures, who are doing some incredible innovative approaches to investment in the Baltic region. He had a great career at a C level and we are keen to understand his motivations, what brought him to where he is, what's different about private equity and venture capital, what is specific about it in the Baltic region.
We kick off by asking Gene to tell us his journey and what brought him to where he is today:
Wanted to be scientist
Love for technology was always there
Baltic as a startup ecosystem
Then we have Gene explains what has changed that more companies are popping up all over the place:
And we ask Gene to share with us what the talent landscape is and how do they internationalise?
Value for money
Risk and reward
Every man for himself, hustle
Finally, we ask Gene to tell us all about Baltic and what projects are exciting:
Fundamentally different business model
Fundamentally different way of aligning ourselves with investors
Difference between venture capital and venture fund
How investors can get involved
Not looking for unicorns
We are publicly listed
No fees for co-investing
We dive deeper and ask Gene to share with us what they look for in founders and the shift from founder to CEO:
People who get things done
Full accountability for wins and loses
Liking someone is not part of the criteria
Analytical and scientific
Sales orientated and business savvy
We don't make demands
Lastly we ask Gene to tell us what are some of his super powers that have led him to where he is today:
I don't consider myself an expert
Practical perspective and clear thinking
Immediate tangible benefit
Own up to what you really want to do
Clarity of purpose
On today's show Ross Lauder and John Quigley speak to Mike Stevenson RVP at a company that needs to introduction, DocuSign. They IPO’d in April 2018 but prior to that they have raised a phenomenal $537m in funding and post IPO another $629m and share prices climbed from $24 to $39 the same day. With phenomenal 60% year on year growth. Their Dublin office started with 7 people and now 450 employees with 4,000 worldwide.
We get stuck in with Mike telling us about his career journey, how tech evolved during his time and how got to where he is today:
Fire in my belly
Your success in your own hands
I was committed
The sales cycle was not my primary focus
We dive deeper into Mike’s story, we ask him about massive scale to Europe and what his big learnings were learning Europe from the US.
This rocket ship
Jumping on a treadmill at full speed
A completely unique entity
Persevering through adversity
Leaving the ego at the door
We ask Mike to share his thought process on what performance conditions look like to him and his team.
Onboarding plan, day by day
Build a path to their success
Mike is obviously great at hiring, and so we ask him, how does he identify a potential rockstar.
Tell me about your failure
Sharing deep learning
Long term success
Finally we ask Mike what his experience of the Irish culture and experience of the locals and how it feels.
I felt welcome
The right kind of attitude
In today’s episode Ross Lauder speaks to Jimmy Kehoe, the Head of Digital Sales at Vodafone. He is someone who has grown up in a very much sales ethos through to leadership today, doing some incredible things by way of transforming organisations from a digital sales perspective and has lots to say in that regard.
We start by asking Jimmy Kehoe to share his journey and how he ended up where he is today.
I was not smart enough to be a software builder
I was fixing stuff for customers
I could empathise, I could listen
The One Minute Manager - its fundamental
Sales and Leadership
We dive deeper, and ask Jimmy to share his “old school selling” experience and what has been his learning and observation on how much the sales world has transformed.
They start inside first
It was happening before COVID anyway
92% of a field sales rep interaction with a customer was digital anyway
70% of people don't really want to see people face to face anyway, pre-COVID
62% of the buying journey is completed before anyone sees a sales person
Customers are more knowledgeable
After sharing great insights, we have Jimmy share with us what he believes are the relevant tools reps should have on hand today and how Vodefone has adapted and evolved with the times.
The inside guy versus the outside guy
Social - to nurture and teach, having a conversation
Invest in AI
We believe in self qualification, we find out from Jimmy how and when he knows that pipeline is closable?
Jimmy shares how leadership has changed and how he thinks technology has helped:
Supporting and coaching
The right thing to do
We’re still here
Lastly, as always we ask Jimmy what's his take on “craic” and culture.
What feeling do you get
Comes from the tone and behaviors of the leadership team
Everyone has a voice and everyone has an opinion
Everyone is equal
We’re all here to support
They feel empowered and supported
Not frightened to make mistakes and take risks
In today's episode Ross Lauder talks to Rebecca Lauder, Director of Business Development at Slack formally Oracle. She has had an illustrious career, impressive to the commercial world.
We kick off by asking Rebecca to share her journey with us and what lead her to this point:
Formative years doing shift work
Invested in me
We get into the progressiveness of society based on the education of women and their openness:
Partners on the same page
Authentic right to opinion
Fact and no emotion
We ask Rebecca to share with us what common barriers do women experience in the workplace:
If she can’t see it, she can’t be it
Internal pressure to keep progressing
Level of subtlety
Challenge yourself, don’t question yourself
We dive deeper into womanhood and juggling it all, we ask Rebecca how does she take care of yourself and her mental health with a busy work life, being a wife and a mother of three:
I prioritise being active
Balance is not everything equally loaded
Talk to each other
We move onto developing people and what that looks like for Rebecca and why did our parents see failure as bad and today we see failure as good, also has leadership gotten harder?
Legacy is my team
You can't formulate someone else's experience
Not about protecting people from failure, it's about helping them cope with it
One to one time
Tell stories when talking to customers
Emotional and human connection
You wont ask someone to marry on the first date
Lastly we ask Rebecca how she evaluates a company:
In today's episode Ross Lauder speaks to Daniel Vogel, Founder and CEO at Bitso, based outside of Mexico City. He is a serial entrepreneur, he's been involved in the corporate sector and he spent his college years in the US, he worked at Quantcast and now has set up Bitso, which is a very dynamic and interesting play in the Crypto space and the payment sector.
We start by asking Daniel to take us through his career thus far and how his gotten to this point:
Always loved working on projects
Self learning at 9 years old
Always wanted to be step ahead
I loved the chaos
Learnt about bitcoin at Quantcast
Rewriting a lot of rules
We ask Daniel to share with us what role does Bitso play in the industry, and how has this affected the Latin American market:
Financial services being rewritten
We help individuals onboard
The economics change
Transaction is cheaper
Basic financial services
Freeing of money
We then ask Daniel to share with us where he sees this revolution going:
Access to knowledge
Who can I hire, not for the necessities I have today but 24 months from now
Company culture and values
Drive change, humility and embrace your freedom
Work when it best suits you
Lastly we ask Daniel what's his take on craic and what does he do for fun:
Seeing my son develop and grow
Spent all of the pandemic time with him
In today's episode Ross Lauder speaks to Mark A. Pfister, he is the CEO and Chief Board Consultant at M. A. Pfister Strategy Group, Inc., an executive management board consulting firm serves as strategic advisory council for executives and boards in the public, private and non-profits sectors. He is chairman and CEO of Integral Board Group and creator of The Board as a Service Engagement Model which is accredited with an invention in the industry itself. He is a board director and board consultant having worked with hundreds of board public, private and non-profit organisations as their directors with focus on strategy, governance and technology particularly in cyber security. He speaks in over 80 events yearly, with international speaking towards topics of strategy, building an effective board for your company and becoming an exceptional board director candidate.
We kick of by asking Mark to tell us what lead him here and to share his journey thus far:
Large scale projects
Starting my own company
Always focused on leadership
Ask more questions
It's been a fun trip
We have Mark share some success stories and challenges:
If I knew back then, what I know now
Building a sounding group
From startups to global organizations
Select folks that are intelligently curious
We ask Mark, what is Board as a Service and what does that mean to him?
PE and VC world
Board as a service model
Operating as a board of advises
You don't have to give up voting rights
Skill set and balance of personality types
We find out from Mark what are the biggest challenges organisations face when they get to those categories when scaling:
Company is established
Who are they surrounding themselves with
The team that are supporting the leaders
Does that group bring clout
Debt investors/ loan officers
The bank tries to limit the risk
Its like your buying a seat
The right people bring a network
An oversight of governance
When making this kind of transition, what does that look like and how does he help:
They are not prepared for this
Gaps in people that have had c-level titles
Having the right IQ
High level strategy
In this episode Ross and John sit down with Rory Kelly. Rory Kelly brings a wealth of customer experience knowledge to the table, his worked across media agencies and more over in HubSpot as start off, very much on the customer success side bringing forth value to customers and avoiding that dirtiest of dirty word ‘churn’ to really help customers become their own rockstars.
He's been able to navigate through the very early insertions of HubSpot here in EMEA.
Growing that team and leading that team to its success.
We start by discussing Rory Kelly’s career journey, what brought him to where he is and what led to those decisions.
Fortunate and unfortunate events
Wanting to be a Chef and so the blog exists
A vibrant economy
What is customer success?
Getting customers to become their own rockstars
Who is the human behind the customer
Rory shares why sales leaders should invest in customer success.
The life cycle does not stop after the sale
Working hand in glove
Retention is not enough
Fearless, entrepreneurial and adventurous
He further tells us about phrases created at HubSpot and how it becomes part of their language.
We then touch on how he replicates passion and leadership.
The profile of people
Finding your fire
Being the example
Nature of transparency
What shapes me
Lastly, Rory shares some anecdotes and elements of “crack”.
Breaking down old school business practices
Nature of being your own boss
Humility and humbleness
In today's episode Ross Lauder speaks to Liam Morley, Head of Talent Acquisition at Rasa, they supply infrastructure around conversational AI giving tools really to the developer community to provide better and more usable products that are based around superior customer experience. They are hiring incredibly fast at the moment and growing to scale. They have been funded $26M in Series B. Keen to understand more about their culture, value and their product set and why it's disruptive in the market, where that's taken them and what they’ve learnt.
To kick off we ask Liam to share his story, what brought him to Talent Acquisition and why his so excited about Rasa of course:
It gave me the hunger
Knowing everyone's names and lunch orders off by heart
Rasa has the ability to change the way people interact with each other
The founders are people first
Started in sport and ended up in conversational AI
We ask Liam to explain, hiring at scale with a functional place older, and hiring at scale with a functional place but with a vision and mission, how does he see those two scenarios playing out and how do you maintain the candidate experience?
Working as consultants
Everyone wants to hire amazing people
Right people with the right balance for where we are at in the company
We then have Liam tell us how they identify a rock-star candidate?
Move forward our mission
Excited about the technology
Add to our culture
We get deeper into the technology and ask Liam to tell us more about it, what about it is so exciting and where he sees it going? This leads us to disruptive banking.
Rasa open source
Do our own research
Technical super smart great people
Next we ask Liam to share stories or anecdotes on transformational customer experience and what are his thoughts on people not wanting to talk to people during customer experience.
People using Rasa all over the world
Wife bot 2.0
We dive into culture and ask Liam what he believes it is and what is important for him when hiring the right person. And what is a “must have” question in an interview and what does Rasa view as leadership:
Similar core values
Culture of belonging
Has to be part of your everyday
You can’t fix everything
Who is your biggest success
Lead by example
Take days off, if you don't, your teams wont
Be honest with your team, tell them what's going
We should share our human side
In today's episode we speak to Alan McGlinchey, Vice President of Emerging Growth Companies at IDA Ireland. Everything European Expansion, we’ve had IDA mentioned in every podcast so far, so why would we not engage these guys and have them tell the story about what they do.
We kick off by asking Alan, for those who don't know, what is the IDA and what do they do?
Investment Development Agency
Working with international businesses to help them setup operations in Ireland to serve international markets
We have him tell us what are some of the pain points that these businesses experience and why does Ireland win?
Working in their languages
Over 40/50 years of business history
An international base
It needs to be easy for people to start businesses
We ask Alan to tell us what benefits do US companies bring to Ireland when they land?
Transfer of knowledge
Transfer of ideas
We know that the IDA is very big on trips and site visits etc, how have you been able to cope with that during this pandemic?
Company was good at reacting for staff
Moving in person to online
Then we ask Alan what are his views on the implications from the new world “work from home” and he believes companies will take advantage of it and what new challenges come with it?
Some want to go back to human interaction
116 countries in EMEA
Alan tells us what tech advantages he sees and what big things should we expect?
New business models
Self driving cars
In today's episode Ross and John speak to Kevin Baum, CEO and Co-founder at AgriWebb. AgriWebb is transforming global cattle and sheep production, farming management software that delivers profitability, provenance and sustainability across the supply chain. Focused on building software for livestock farmers, AgriWebb is Australia’s market leader and rapidly expanding across the globe in multiple markets namely South Africa, New Zealand, UK, US and Brazil.
We begin with Kevin telling us about his background, career and journey that led him to this point and his story in-between:
A strange city
Macro food system problems
We ask Kevin to share with us why some Silicon Valley businesses get more funding and touches on the investor community.
The planet is going to need 56% more food and reduce greenhouse gases by 75%, how are we tracking this as humans, where does Kevin feel we are headed?
I think we will solve it because we have to
Tracking date by using tools
Its big and it's scary
Kevin elaborates on what the tech world looks like in the near future for farmers:
Farmers are extremely innovative
Don't have the right tools
Farmers are ready for a digital revolution
Then we have Kevin telling us how he engages and finds his target audience, farmers.
Inside sales driven by content marketing
Make it as easy as possible for them to operate the way they want to
Self Serve Model
Finally we get to pick Kevin's brain on what the “perfect” customer looks like, what kind of financial model is used and how it adds value. Anything that shocked farmers?
Big scale farmers
Monthly or yearly subscription
Number of features, farms, users
Digitize the record keeping
Prompts business questions
Lastly we find out from Kevin what his leadership style is and what he believes is “culture”.
High power functioning team
Huge amount of trust
A culture of learning
Taking the time to recover
In today's episode, Ross and John speak to Eugene Levin, Chief Strategy and Corporate Development Officer at SEMrush. They are the authority in online visibility. Plenty of organisations talk about tens of thousands or hundreds of thousands of users that they have, they’re able to boast 6M users across 20B keywords.
We start with Eugene telling us more about his career thus far, his previous experience with Venture Capital and the journey that brought him to where he is today, SEM Rush.
Engineering to being Partner
“I used SEMrush myself for years”
I understood the value proposition
They were so profitable they didn't need my money
“The most exciting journey I've ever had”
We ask Eugene how he would best articulate what SEMrush is to a consumer or a small to medium business owner.
Help businesses get the attention of consumers across all major channels
Responsible for nothing but accountable for everything
Doesn't matter how good your plan is if you cannot execute it
Eugene further explains what keeps him busiest and which part of the business takes up most of his attention.
Primarily on Corporate Development
Where I want to spend most of my time is thinking
I can be better in many things than two people, but at some point, it's better just to hire two people to do this work
Later we discuss how Eugene navigates through some big personalities, some logical and some not.
Maintain company structure as flat
They don’t need to communicate with anyone outside their team to achieve results
We teach tolerance of others opinions
We move on to discussing what analytical frameworks.
When people come to the meeting, they should come with data because without data it would just be a conversation about opinions and my opinion always wins
We show people where to focus based on the market
We then ask Eugene where he thinks the majority of opportunities are online going forward in the new world.
Search engines optimization market
We’ve heard Eugene previously talk about how searchable audio is going to impact podcasting, we ask him to elaborate on that.
People will be able to search for what was said in podcasts and pull up the transcribing
People find you through discovery
Lastly, we ask Eugene what he thinks is his super power, and what he believes is his contribution to the culture at SEMrush.
Very few, very important decisions
The highest percentage of right decisions will be higher than the wrong decisions
Communication - provide feedback
In this episode Ross and John speak to Brendan Noud, Co-Founder and CEO at LearnUpon.
Brendan founded the company over a decade nearly at this stage, having had a decade of experience in the space. With a simple belief that a platform in the LMS and learning environment should be simple and quick to set up which is also backed by exceptional 24/7 customer support today. They boast over a 1000 customers worldwide with offices in the US, Australia and two across Europe. They are an indigenous Irish company that are winners of multiple awards and just announced a significant funding round of $56m.
“Combining my love for travel and seeing new places”
The thrill of the sale and chase
Brendan tells us about his drive, did he know he would be this successful and what major gaps did he see early on.
Watching the chances and risks my parents took
Complexity of product
Product has involved
He further explains whether he has sleepless nights about their software becoming too complex and how they have improved their digital customer experience.
A lot of automation
The platform and the people go hand in hand
You sign up to a team
We aim to add value from the first interaction
We understand what our customer want to achieve
Marketing leader in the space
Good fit, happy loyal customers that become advocates of LearnUpon
Very data driven
We then discuss how clients drive strategy and how he has structured sales and marketing to allow sales guys to engage with qualified buyers.
Clear on what markets we are focused on
Becoming a really strong solution for enterprise companies
Invest in our product and move up market
Creating high value content
A content engineer
We find out from Brendan what excites him and what gets him up in the morning. Brendan shares what he believes are his super powers.
Really great hires
The excitement of what we can achieve each day
The journey that we are on
Let the teams execute
Spending time on people and culture
Building out our team
A global company
Lastly we chat about what the future of learning looks like.
Importance of learning for the remote workforce
Avoiding and limiting user frustration
One thing you can control is who you hire
We don't take ourselves too seriously
We don't tolerate egos
We don’t mind getting our hands dirty
In today’s episode Ross and John speak to Henrique Aragão, VP and GM EMEA at G2. G2 is disrupting B2B tech buying by connecting buyers and vendors based on authentic customer driven reviews in real time. This allows organisations to get their validity of user interaction out to the marketplace.
We kick it off with Henrique sharing his background and experience as well as how he got to this point of his career.
Sales team and a pre-sales team
Being at the right place at the right time
“People took a chance on me”
Impact over experience
Henrique talks about his philosophy and key things you need to know to be successful in sales and how he best defines it.
Shaping outcomes for other businesses
Proven process and habits
We touch on how important it is to hire the right people and how Henrique discovers the “rockstar” candidates.
A great interviewee is a red flag
What are you really good at
Just because someone can do the job does not mean they’ll be good at it
Henrique then tells us about what he sees is the latest trends in the tech market place right now.
Anything that has online associated spiked
Any technology that enables remote working
From field marketing to online
Enabling digital processes
Lastly Henrique shares his sentiment on culture, what are people doing when leaders are not around.
A team of teams
“I try to live my values”
You can't argue with how I feel
"My truth, in the most loving way possible"
Alignment with company values and alignment with your personal values
Being committed to habits
In this episode Ross and John speak to Louise Walsh. Louise knows SaaS and Hyper growth with experience at Google, HubSpot, Atlassian and Mathspace. Additionally she’s worked across multiple cultures, languages and countries while juggling everything been thrown at you in a hyper growth scenario. Louise shares her storey on how to deliver while scaling.
Louise walks us through where she started her career and where she is today. Also, telling us about her passion for recruitment and where it began.
The Holy Trinity.
Always look after the sales business.
Hiring the first 50 to 100 and keeping standards high.
Buying software, like a gym membership, paying doesn't mean you will get fit.
Recruitment agencies that compliment you.
She tells us how clear she was on profiles, and how pushing through the hard times with motivation is key.
Diversity hiring and consistent effort.
“Making the culture and the company and the office appropriate and inviting for the types of people that you want to hire.”
What your motivators are.
Louise shares some anecdotes and stories around going the extra mile to get some of that class talent on board.
Customizing your offering to the person.
Asking someone to relocate from their home and family is a big deal.
Call it out early in the process.
What does the move look like to you?
Tailoring, getting to know your candidate and then personalizing the offering so that it tugs on their heart strings.
Louise explains how to sell people on a hyper scale culture.
Find those who are up for an adventure.
Honesty and transparency.
Opportunity to shape the culture.
Importance of behavior in every interaction and behaviors you don’t want passed.
Lastly Louise tells us how she prioritizes candidates, what help she uses and how she manages that process. Also vetting agencies and vendors.
Being prepared for an ever changing business climate.
Pulling through all your resources.
Learning from bad experiences.
In this episode Ross and John speak to Raj Sabhlok, CEO of Pipedrive. Raj is a seasoned software executive with a successful track record of guiding global technology companies who are competitive by nature. He gets excited about winning. He is a public speaker in SaaS and Cloud Computing and contributor to Forbes.
Raj starts with breaking down his career, from the beginning and where those early-stage decisions took him.
Technology Industry from the start
An old athlete - early development
Great companies are great teams
He further explains what his “rockstar” candidate looks like and how he goes about finding them.
Individuals that are teachable and want to learn
Constructive and working in a team
“Hiring is a bit of a coin flip”
We then talk about how Raj ensures his message resonates within the business and the team. And are people born with a high IQ?
Listening and learning
Be a business that you want to do with business with
Sales tools for salespeople
We move on to discuss some of the data that is available to sales reps and how it powers them.
We create a process for salespeople
Making it a fun and visual experience
Managing activities in support of selling
Doing what you say you are going to do
Usage and why it is key in SaaS
Lastly Raj shares what his key advice is for new CEOs; where to begin and how.
You are the focus point in the business
Self Aware and showing empathy
Spending a lot of time on the financials
Listen internally and externally
What are customers saying?
Persistence as a superpower
A self described generalist
In today's episode Ross and John speak to Luke Freiler, CEO of Centercode. Centrecode is a leading customer validation solution for gathering and prioritizing customer insights so that teams can deliver market dominating products.
We kick off this episode with Luke introducing us to his career and describes where he began and the journey his working life has taken him on. He also touches on how work life has changed due to software.
I really needed something I love.
Technology should be friendly and solve real problems.
Everything is getting more connected.
Products needing other products to work.
A lot more competition.
The need to continuously test.
Luke explains the importance of knowing what problem the product is solving.
Align the people with the problem.
Operating technology at scale.
He further talks about what he believes is his super power and we talk about the hits taken because of the pandemic.
Adaptability, we are forging new territory and solving new problems.
“Baked into our culture”
The best time to raise money is when you don’t need it.
Luke tells what a great candidate or talent looks like and how to identify it.
“Naturally bleeding edge”
Passion for solving problems.
Lastly Luke tells us who inspires him and what his winning routine looks like.
Gyming and running.
In this episode Ross and John speak to Ted Hawksford, with extensive background in HR with well known household names such as Microsoft, Booking.com and recently Liquid Planner. Really setting the tone for intelligent collaboration and working together in this new normal we’re all going through.
Ted Hawksford kicks off by telling us about his career this far, some inflection points and how certain experiences led him to where he is today.
A fantastic place to kick off your career.
You're not a customer, you're a guest.
It's not about you as the leader, it's about the service you are providing.
Affecting culture, leading people, managing change.
We then walk through some of his engagements as a leader and he shares stories about working with rockstars and unlocking potential.
Service wasn't a product yet.
Leaders building other leaders.
The most important skill is listening.
Inheriting a team.
When options convert into real money.
Curious, conscientious and capable.
Ted gives us insight into helping teams execute with project management. We touch on how the pandemic has forever changed the way we work and has productivity increased.
“Our scheduling engine. Planning intelligence”
Prioritisation of work, availability of resources and ranged estimates for completion of work.
Missing social interaction.
Learning is a key value.
A cohort of CEO’s.
Lastly we dive into what makes Ted great at what he does and what he believes is his super power.
With a degree of responsibility.
Servant leadership, leading from the back.
Engage to support.
I don't compete for talent, I pursue talent that is a perfect fit for your company.
In this episode Ross and John speak to James Quiqley, the founder and CEO of GoCanvas. Founded in 2008 GoCanvas is a mobile platform that makes it simple for any business to automate how work is done, replacing outdated processes and expensive paperwork. The GoCanvas App works on all smartphones and tablets, helping companies easily collect information across their organization, share it instantly with others and gain real-time insights on their business operations.
James shares his journey as an engineer and what drove him to make product and practices the best they needed to be with a highly mobile workforce.
Classically trained engineer, driven to find out how mobile technology can help other businesses
Sharing nuances; typically a company is led by an operational person, product side of the journey, and not the sales side of things; why is that?
Truly understanding what is possible, what can your product do to solve a customers problem
“You need someone that is rooted in what you do.”
James shares his advice for CEO’s of relatively early stage tech companies as they begin their journey.
Every phase, re-evaluate what your job is, recognise that it changes
Stay amazingly passionate; consistently aching to learn more;
“Growth is never a straight line.”
“How the CEO shows up, affects everyone.”
“Modelling and teaching empathy in the organisation and not sympathy.”
The Benjamin Franklin Strategy
He further shares how he navigates his high level corporate objectives to his organisation.
Operational systems and processes internally when setting quarterly OKR objectives.
Regular All Hands Meetings - how is everyone doing? (Rally Cry)
Having a unique view on how you see people; T-shape skill sets.
Furthermore, James shares how they engage customers through their Sales Process and how great qualities present themselves.
Can we have the customer do the work for us, in advance?
We insert our product in ways in which you’ll find us first and start exploring it.
Re-learning how to sell. Forgetting what you know.
Lastly James tells us what is different about GoCanvas and shares his super power.
Paper based solutions to digital transformation.
Capabilities of what your solutions provide.
Understanding our why and staying true to that. The benefits of the benefit.
We over hire and over interview, triple checking our work.
I am incredibly passionate about what we deliver and we resolve our customers' problems.
In this episode Ross and John speak to JB Kellogg, the founder and Co-CEO of Madwire. Founded the company at the age of twenty-eight and helped grow us to five thousand employees. Understanding his passion for helping small businesses grow.
Getting a start by working for FREE
Marketing is the food and water of business
Offering value first for free was the way of marketing
JB Kellogg speaks about the future of marketing and what that looks like. “You can’t be great without integrate.” Meaning you really need to have a fully integrated singular platform now from the business management and marketing side.
We specifically designed Marketing360 for small businesses
Do more of what's working and less of what's not, to unlock automation
Making software that is simple and powerful and that becomes an extension of their company
Good leaders know the way, they show the way and most importantly they go the way
How doing your part can create a great family working dynamic
Further discussing how accepting people for who they are creates a culture where talent is maximized and training is critical “setting people up for success”.
Stay ready mindset
They make the team better
Top three things to build teams
A+ Strategy + C+ People = C+ Results
A+ People + C+ Strategy = B+ Results
Championship leaders, that build championship teams which drives championship performance
JB explains how simplifying your mission, vision and goals can be easier articulated to your team and should be reiterated to the overall organization on a continuous basis.
What values are behind your goals?
Managing all your systems and CRM’s from one place
JB explains why they have no desire to work in enterprise, they enjoy how challenging it is and it is where they can make the most impact. Our goal is to have a diverse portfolio and work with clients from all and any industry.
Industries that have done well and not so well during the pandemic
Defining a lead and where are they coming from?
Lastly, JB shares stories of his early days where failure strikes and insight into some bad times.
In this episode, Ross and John speak with Cara Pelander, at Aventri. Cara shares how to excel as a leader in a new COVID world and how she’s always been able to work remotely at high levels of effectiveness. Cara has been a trailblazer in her career and she shares her secret sauce on how she turns each challenge into an opportunity to really make an impact.
Where to start your career as a global leader
Why Revenue is still key and why Account Management is more vital than ever
How to be successful as an Account Manager, what’s the revenue difference between an A and B player.
Why ‘Mindset’ trumps ‘Experience’ every time and what’s vital to find out in the interview process
What a Director does above and beyond a Manager
How to set expectations and manage up and ultimately be accountable
What her first job taught me about customer service
How Aventri are turning COVID around into an opportunity to grow in unprecedented times
The power of the virtual event in this new world
Hiring for diversity and how to embrace it for success
How female leaders can inspire and where to look for when you need advice
How she created a course to allow remote managers to deliver
How to foster culture while still being fully remote
How to she turned her biggest challenge into her superpower
What recent $100 purchase has improved her life
In this episode, Ross and John speak with Nate Smith, Founder & CEO at Lever. Nate shares his journey of how an engineering background led him to Product Management in Google and ultimately to founding his own company, Lever which he has been at the helm of for the past 8 years. Lever’s mission to offer talent leaders the reach of a marketing leader, the forecast of a sales leader, and the insight of a finance leader, in a unified TRM platform while making the whole process human. Lever’s customer-first approach has meant they’ve served the growing talent needs of customers from the SMB to household names such as Netflix and Spotify.
Engineering foundations and why User Experience tells you everything you need to focus on improving
Aligning business problems with your platform offering
Why hiring key talent is still the biggest challenge in reaching your strategic objective
What’s the mindset of a founder and CEO when getting started
Product Focus = Problem Focus and how to unify your team to a single vision
Why he values persistence and humility
Why Enterprise SaaS Sales should never be approached as ‘cookie-cutter’
Why If you’re not learning consistently you’re not hiring the right people
How segmentation led to greater sales effectiveness
Why internal hiring comes first
Critical hires versus continual hires and how to manage this optimally
How most people miss pipeline nurturing and what it costs them
Why it’s not the software but rather the methodology that brings success
Leadership style and how it’s important to set the tone across your organization
Why work-life balance should be results-based, not activity-based
In this episode, Ross and John speak with René Lönngren, Director of Europe at Mural. Rene has founded no less than 8 companies and been a mentor to many more undertaking serious scale. Now at Mural, he’s leading the change by enabling over 100,000 users in the Enterprise to collaborate remotely. Today, Mural’s customers include Spotify, SAP, IBM, Software.AG & booking.com.
In this episode we cover:
Capturing the early opportunities on the web in the late 90’s
‘Remote’ before ‘Remote’ was a thing
The different types of sales need vs want and creating demand
The digital whiteboard is the crux of taking offline - online
What actually makes a meeting productive and why
Collaborating across hundreds of thousands!
Leadership through a partnership, encouragement not enablement
What surprising industries are collaborating remotely today
Metrics that matter
Who are René heroes and how he dealt with overcoming internal mindset challenges
Setting the tone for remote culture
In this episode, Ross and John speak with Dan Murray, President and Board Member at Creator IQ the leader in Enterprise Influencer Marketing. Dan has an impressive career as former CFO at Dollar Shave club as well as holding senior positions at Yahoo and Fantdango. Dan shares with his insight into the startup space.
In this episode we cover:
Building the bedrock in education and learning from good leaders- Phase 1, 2 and 3.
Why ‘International’ experience was the most important phase of his career
Why a ‘Doer’ makes for a better leader
How to deploy capital effectively. What Metrics and Why.
Why closing the marketing loop is key and when to allow experiments
How to decide when to ‘Internationalise’
Why Influencer marketing grabs market share
Why not to hire people to motivate them!
Metrics to demonstrate a solid return for VC’s
When do decide to go profitable or raise further money
Usage = Churn at the CFO level!
COVID and how we overcame it with our customers
Advice to his 18-year-old self.
What does it mean to be a leader, style and cultural traits
In this episode, Ross and John speak with Kevin Parker, Chairman and CEO at HireVue. Kevin shares his story in leadership from organizations with 15,000 people to the start-up space of several hundred employees. Kevin shares insights into culture, tone and effective leadership at all levels. Now at HireVue we explore how they are breaking into 30% of the Fortune 500 to change the way top talent is hired having now done over 15million video interviews.
From a start in Accountancy to heading up Polycon and PeopleSoft.
How I learned from 18 months of crisis management and became a CEO.
Tell your team what you know and don’t know and how to be an internal ‘Trusted Advisor’
How HireVue went fully virtual because technology made us ready!
Over communicating is key and how to know when your team get it.
How to remove excuses from the interview process.
How to deal with the expectations of today’s millennial.
Dealing with poor candidate experience by removing it.
What KPI’s does Kevin care about.
Saas product value versus utilisation as a predictor of churn.
Why the CEO should own market intelligence
What environment supports business growth internationally.
Balancing your objectives with the VC’s plans for your org.
When to decide to go international and how to avoid mistakes.
Why QBR’s are a tax on a business and it’s traction.
What recent $100 purchase has Kevin made that made a difference to your productivity.
How HireVue helps hire for diversity today.
How to be ‘Human as the CEO and enable others for success.
In this episode, Ross and John speak with Bernard Jackman, Leinster and Ireland International and coach to FCG Grennoble and The Dragons. Bernard shares his transition from a 14 year career in professional rugby to the corporate world and why sports leadership is akin to business leadership.
How traditional farming meant I was always selling to people.
Why he chose Japanese because it’s that different and a conversation starter.
Why he feels mindset and adaptability are the cornerstones of success.
How to identify a leader regardless of culture.
Keeping 3 things front and centre each day and how to get it done.
Prep, prep prep…. Period!
How to deal with perfectionism and how a difficult team member may not be what they seem.
Spotting raw talent and deciding what to do next.
How data has replaced gut feel and how it serves you better.
Why COVID is the ultimate test of adaptability in the new ‘Abnormal’.
Always deliver as people remember those who deliver.
Crisis as an opportunity!
The jungle as a learning environment.
To be successful seek out those who are already being successful.
How the ‘Craic’ has opened doors for me internationally.
In this episode we speak to Maria Trivellato, Director of Talent Acquisition at Citrix who shares key insights in hiring, onboarding and managing in 'This New Normal', REMOTE. She shares with us how Citrix was born ready with their tech to support the expectations of new remote talent in areas such as:
Multicultural background and being a recruiter by chance!
How to go from Startup to Large MNC.
Transitioning from OnPrem to SaaS as a model.
How to translate American Culture into a European Context. (Different Countries not States).
Why marketing won’t work directly from the US in Europe.
Why remote can actually be up to 15% more productive than not.
What remote talent expect of you today.
Why you can’t forget about upskilling and reskilling your existing workforce while looking for new talent.
How Citrix was SO very ready to work remote.
What’s a ‘Virtual Offsite’ and how it gives that human touch 100% remotely.
Why recruiting is very like dating.
What does a ‘Rockstar’ leader look like for Citrix.
Why today’s young talent requires a different leadership toolset.
On this show I speak with Neal Richmond of the Irish Government, where we talk everything EU and BREXIT related. Ireland is remaining in the EU and while BREXIT has had negative connotations we explore some of the positive aspects of us remaining as the U.K. formally leaves. Neal shares how we have a much more global outlook today than when we first joined with a reduction in U.K. exports from 60% to now 10% as the USA is now our largest trading partner.
Neal shares what his career thus far and why he is passionate about community politics
What is the history of the EU and why was it formed.
Why has the EU benefited Ireland more than most, Socially, Politically and Economically.
Why has the British relationship with the EU always been difficult since the times of Churchill.
How close was the referendum and why the campaign was so visceral.
The Post BREXIT World:
What happens next for the U.K. and what are the opportunities for The Republic of Ireland.
Why being the only remaining Common Law and English speaking country brings massive opportunity.
Why it’s natural for EU Citizens to come to Ireland when they’ll require a VISA to live and work in the U.K. post BREXIT.
What are the differences between Physical Goods and Services Post BREXIT - The Backstop Versus The Frontstop.
Why the treat of a No-Deal BREXIT is still on the table.
What are the Tax and Standards likely to be from the U.K. going forward.
Why restricting immigration will ultimately hurt the U.K. in growing in a post BREXIT world and why this is Ireland biggest opportunity.
Why Ireland has 6,000 new jobs since BREXIT and this will only grow.
Neal finally explains what the ‘Craic’ means to him and why Ireland remains a prime location for the Tech Sector.
Brought to you by sf-talent.com.
Today Ross speaks to Ryan Schertzer who is currently a Sales Leader at Datastax. Ryan has spent his career across both on-Prem and SaaS businesses alike. He defines how to successfully deploy and manage an Inside Sales team. Ryan more specifically was a sales leader who successfully did the ‘whole EMEA thing’ as a US ex-pat.
Ryan and Tech:
How he became hooked on tech, way before it was cool!
Why we’re all in Inside Sales especially now and how field sales need to adapt to the new norm.
How COVID has forced the technology issue and helped remove non-valued activities across organizations globally.
Ryan’s Irish Experience:
The challenge I wanted but never expected from a throwaway conversation with the VP of Sales
Why they chose Ireland as a no-brainer destination.
The positive impact of the EMEA experience on my future career and personal journey.
What are the basic logistics of getting here and setup. ‘Assignment’ Vs. ‘Relocation’.
Moving from Dublin Ohio to Cork the REAL capital of Ireland and what culture shock looked like.
How I found different cultures within EMEA and how to manage them.
Which countries can you sell in English to and where does this not work.
What is Ryan’s advice for undertaking this experience. Why I learned more than I taught.
What are the costs you incur country to country and why.
How important is strong leadership when expanding.
Why a lower Corporation Tax rate leads to higher per capita receipts.
How career breaks are the maker of candidates in Europe.
Why Ireland is a brand that speaks for itself now.
Ryan’s experience of the ‘Craic’
Brought to you by sf-talent.com
In this episode, Ross and John speak to Mark Rudden, Head of EMEA Sales & Global Sales Operations at Browserstack. Mark has undertaken a massive project to scale out Browserstack’s EMEA presence out of their Dublin office. BrowserStack is seeing massive growth as organisations continue to move their web and app testing infrastructures to the cloud. With a Series A of $50m in funding from Accel Ventures the future is very bright. Mark also shares with us his career journey, moving into SaaS and his journey into sales and operational leadership.
Why having a miscellaneous start to your career is a great way to figure out what you’re actually good at.
How Salesforce was his Bachelor’s Degree in SaaS.
Why he favours chaos over politics.
The three P’s he uses to evaluate each SaaS company worth working for (Product, People, Progression)
Leadership and Company Growth:
How to be a ‘Servant Leader’ and have a people-first approach.
How to plan effectively for hiring in Hyper-Growth organisations.
How do you decide on strategy for your EMEA markets?
How does data determine your decision making - fail to plan, plan to fail!
How do you keep up the learning curve and balance lead flow to your reps.
What do sales professionals actually control in the sales process
Why getting an early 'No' is key.
How do you make a connection with new hires when training remotely. When to slow down and when to speed up.
Why does he recommend competitors?
Balancing a ‘land and expand’ strategy for perpetual value.
Browserstack - what do they do and what value do they offer to engineering teams.
Brought to you by sf-talent.com.
On this show, Ross speaks to Michael Cronin of Cronin & Co. on everything tax-related. We discuss what’s involved in setting up a European Operation for scale and what to avoid with the Tax authorities.
What is the corporation tax rate and why is it so favourable?
Tax Haven Vs Tax Advantages? Why does Ireland collect more tax than anywhere else with the lowest rate in Europe?
Company structure and what’s the best fit for you? Sole Entity, Group Structure, Branch Operations e.g. Pre-IPO US startup.
Ownership structures and obligations on company Directors and why Branch structures rarely make sense.
What is V.A.T. and what you need to know about when and what to charge?
What are the filing obligations you have once registered and the complications if you don’t!
How do you run payroll and what are your obligations.
What is BIK and when does it apply?
Banking, currency, and how to manage cross-jurisdictional operations effectively.
Banking for Scale. What facilities are available to me to protect against fluctuations in currencies.
BREXIT and why businesses won’t choose London in the future.
Why UK companies are coming to Ireland now for the first time.
Why Finance can be about craic as well.
Brought to you by sf-talent.com
In this episode Ross and John speak with Ralph Schonemann - DACH Sales and Renewals Leader on how to hire and manage for German speakers. We’ll uncover why a focus on the DACH market early on is vital to your EMEA success and how to sell a new role to a risk averse culture. Ralph brings 24 years of Tech experience and there is little he hasn’t seen in his career.
From Outsourcing to Insourcing
Change Management to Real Change Management
Speaking German both linguistically and culturally
Why selling in Germany requires more trust than other European Markets.
How to partner with System Integrators to win locally in DACH
Data Privacy in the German mindset.
Why Germans LOVE longer-term contracts.
What is the work in translating US culture to German culture.
How do you sell to German’s who’ve done their homework upfront.
What are the steps in negotiation for a DACH sale.
What is the currency, population and EU breakdown in DACH and why it matters.
Why Ralph decided to make Ireland his permanent home.
The Brexit benefit for Ireland.
Working from home in a German context.
Brought to you by sf-talent.com
In this episode, Ross and John speak to Denis Vickers, CSM Manager at Microsoft Ireland. Denis has worked with global players such as Dell, Citrix, Vodafone and now Microsoft and we explore what he’s learned in each role and how and why he’s transitioned from Sales to Customer Success.
How I went from IR£11k job offer to IR£18.5k job offer in one day?
Why relationships have been key in each stage of his success?
How do you define the difference between management and leadership?
What he finds are the attributes that make a good leader?
Denis shares why doing business in EMEA is different to the US in a more heterogeneous marketplace and how he approached each role separately on it’s own merits.
How Microsoft has re-invented themselves since Satya Nadella has stepped into the role?
How Microsoft are growing while still covering a broad and expansive marketplace?
How Microsoft are expanding their Customer Success function as they migrate from On-Prem to Cloud-based offering?
How to sell and retain at various levels of your client accounts?
Ireland’s talent pool and why people move here from all over Europe?
Brought to you by sf-talent.com
In this show, Ross and John speak to Riona Hegarty, CMO at Over-C. Riona has progressively grown her career by working across several legacy and modern marketing functions to become a CMO in today's modern tech scene. We'll walk through exactly how to scale with Marketing and moreover Sales accountability allowing the whole engine to function optimally.
Preparing for Career Growth
Why Cork is the ‘Real Capital’ of Ireland.
Why B2C marketing prepared me for B2B marketing in a steep learning curve.
What is a role redundancy and why Ireland is a more agile workforce.
Modern Marketing in B2B Tech Software
What I hated Tech Marketing at the start.
How do you trade off Brand Vs ROI.
What to do when sales don’t follow up on leads, even when you know they won’t
Why going back to the Old Skool can still work in a very noisy world.
Why today’s Buyers Journey is not linear and why revenue attribution is key.
How to beat the bad wrap marketing get and show value not just lead or direct revenue. ‘Not everything that matters can be measured and not everything that is measured matters.
How speaking to our customers broke down the barriers to real pains and marketing gold.
What to do when your customers don’t know what they want but you need to drive demand.
How to close the loop with sales and get them onboard to ultimately be productive.
Why all leads are not created equal and why certain lead types are not what you think.
How to avoid the continuing disconnect with sale and how to influence this.
How to not only have the difficult conversations with sales but also internally with marketing leadership.
Why the smallest difference has a huge impact on European marketing.
What the Leadership Skill set looks like in Marketing
How Ken Blanchard is a guiding light.
Why being a better leader is more important than your actual job.
How to know where your team are so you know where you are.
How you do your new job before you even get it.
Why getting a Mentor actually matters and also rating the value of your network.
Why not showing vulnerability is the ultimate career vulnerability.
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In this episode Ross and John speak to Stephen Mulholland, EMEA Sales Director at FiveTran. Stephen has taken his career from joining Salesforce as a BDR and through progressive promotions is now the EMEA Sales Director for FiveTran. Stephen shares some key insights on
How an education and your family business shapes your value set.
How he challenged his leaders to become a leader himself.
Why picking the right type of company on a growth path has been key to his success.
How using a defined sales methodology was a guiding light to his success.
What has changed in selling, what channels actually work now versus then.
Stephen describes how sport and a constant drive for improvement ultimately lead to his success even when faced with challenges along the way. Overall having a development plan has been crucial to this level of success.
How to make friends across the business and work cross-functionally.
How to learn the language of success while increasing your profile.
How do you develop your own emotional intelligence.
How a value system and ethics are crucial to others' expectations.
Stephen then shares why he’s so excited by the ‘Data’ and what it brings to today’s workforce at Fivetran as they’ve now crossed the 1,000 customer threshold.
What does the growth in online business mean to FiveTran.
Why there is always opportunity in difficult times.
How do you successfully onboard new hires and remotely.
What does culture look like when you are working remotely.
Stephen expresses his privilege to work in such a space and how details out how it’s your responsibility to set the trend and be exceptional.
How does US Tech deal with the differences between countries in Europe.
Selling beyond the EU to emerging countries and how culture dictates selling style.
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In this episode Ross and John speak to Alan Temple, Global Head of Sales for Quark software. Alan walks through how he came from humble beginnings as a Customers Services Rep to now being the Global leader of sales. We discuss how luck factors into the mix but moveover how to seize an opportunity or even know what it looks like.
How to bridge the gaps in what you have “not done” in your career?
How to avoid Shawshank syndrome and becoming institutionalized?
How he learned to take 1 step back to take 2 steps forward in learning a new skill?
During the course of his career he’s transitioned from Hardware to Software as a Service and explores some of the challenges this brought such as:
What do you do when you’ve never had to ‘Do Business Development’ before?
How do you handle customer retention when you’ve never had to?
How do you cope with effective and merit based promotions in a fast paced environment?
What is the data telling us and what can we do about it?
When do Business Development Reps actually turn profitable for the business?
Moreover, Alan talks about the training model that allowed him to scale from 0 - 25 reps and 100% year-on-year growth in EMEA. With this in place he then walks through how he targets his sales team and balances quantity versus quality of pipeline generated.
For companies coming to EMEA for the first time he then shares
Which countries mattered the most to his revenue number and why?
Which countries can you sell in English to and which you absolutely can not?
Why average hires do $250k and why those Rockstars with the edge sell over $1m?
What are the 10 things that require zero talent?
How to identify and deal with a bad hire in Irish law?
Finally, he explains the best way to sell your own products is to show others how you use your own product to win business.
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In this episode, Ross and John chat to Jeff Cofield, the Guru in all things Engineering, Services and Customer Success. Jeff has managed teams globally across North America, APAC and EMEA. Jeff has done Customer Success long before it was cool for global organizations such as American Express, Motorola, Quest, Dell and BMC.
Jeff talks about:
Doing Customer Success before Customer Success was even cool!
Who is your customer? External Vs Internal in a 6,000 person company.
Why the term “trusted advisor” is too overused and ineffective?
How do you manage the Sales Engineer to Sales Ratio and how to work with yours as a Sales Rep?
Why is demoing bad?
When does your customer provide an ROI and why are you onboarding the wrong customers?
John asks why it is that people are not taking advantage of 80% of the software they’ve paid for. It’s not just for the sake of churn management but more importantly because customers are not seeing the business impact they deserve. We then explore how we can use AI to front load and predict customer events ahead of time and proactively lead with value.
Why no news is always bad news in SaaS Customer Success?
How do you deliver globally with local expectations?
What does a successful customer onboarding look like?
What mediums do people expect to be served through today?
Why it’s all of our jobs to make our ‘Customers Successful’?
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In this episode, Ross Lauder and John Quigley speak to Donnacha Friel, the VP of Sales at Wrike.
For Candidates: Donnacha shares how he likes to flip each interview on its head. He unlocks how he hires great Business Development talent. Donnacha discusses the key values that he looks for in his team and ultimately what makes junior and senior salespeople alike successful. We explore how to nail an interview in key areas such as:
Training Vs Coaching
Activities for Success
Hunger Vs. Patients
How closing a deal is the easiest part of the sale?
When should I be asking for a promotion?
How to own your own success?
Your Values & You!
How to demonstrate experience when you have none? Donnacha explains how he was able to promote 35% of his sales org last year.
For Leaders: We talk about what's different in EMEA and why we shout more about market differences more so than most.
What languages should I focus on in EMEA?
What's different and what's the same in each country? (Currency, Tax, and buyers)
How to compensate for Quality Vs. Quantity?
Why does Tech choose Dublin (Tax, Talent, and Track Record)?
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