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Global Tech Leaders' Podcast

Global Tech Leaders' Podcast

By Ross Lauder
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.
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How we helped the SMB and got to $100 Million in The Process, by Co-Ceo of Madwire

Global Tech Leaders' Podcast

How we helped the SMB and got to $100 Million in The Process, by Co-Ceo of Madwire

Global Tech Leaders' Podcast

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Raghu Ravinutala, CEO and Cofounder at Yellow.ai tells us how consumers no longer need to be put on hold
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 Acquisition Onboarding Expansion 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 Governing culture Winning decision making Lastly, what does Raghu do for fun? Healthy sleep Love playing tennis Love watching Wimbledon Time with the kids
41:30
July 30, 2021
Eugene Zhang - Founder and CEO at TSVC explains how success in leadership is being stubborn but able to listen
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 Entrepreneur Cisco Systems 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 Three pillars Background and reason for starting a business The team to have fire, conviction Significant sacrifice, no brainer Leadership skills 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 Forward looking Realistic or pipe dream Renewable energy 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 No formula You let 3 pass Debate goes a little crazy Participation scheme Voting mechanism 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 Happiness Lastly, what do you do for fun and when do you have free time? Sports Play golf Reading Listening to podcasts
44:04
July 26, 2021
Jason Hartman CEO at Hartman Media explains the tragedy of inflation and how it picks your pocket every day!
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? Mass migration 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 Lobbying VAT type systems Consumption or sales tax Knowledge workers 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
33:26
July 23, 2021
Arne Allewaert, who is the Managing Partner at AMAVI Capital tells us how this new world has not fundamentally changed much
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 Property Developers 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? Daily routine Advertisements tailored Construction build process itself, what shifts is Arne seeing? Disruptive ideas Prefab construction Giant Lego blocks made in a factory No rework 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 Hybrid models 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? Being challenged Holistic overview Positive sustainable impact
38:50
July 19, 2021
Yanev Suissa - Managing Partner, Founder at SineWave Ventures shares why he will never retire
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: Diverse background Studied a lot Did lots of research Had an interest being a prosecutor Recruited into the Bush Administration Imposter syndrome 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 Approachable You need to know what you don't know Find the right team members Navigate networks Adjust to markets Community traction 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 Concentrated portfolio Recruiting the right members The right business model How does attitude towards entrepreneurship and money differ city to city? Valley focused Non-valley focused Always been virtual Very futuristic Broader perspective 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 Meditation movement 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
45:31
July 16, 2021
Andrew D’Souza, CoFounder and CEO of ClearCo, shares how seeing the potential in others, is what drives him
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: Nomad Moved to Silicon Valley A start up Moved back to Canada Raise money 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 Organic Inbound marketing Channel partners Working with other VC’s Ad agencies 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 Primarily Dublin Different bank markets Always operated as a globally company Replicating model 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 Music Learning a yookulele Voice notes
48:36
July 12, 2021
Richard Thornton - Non Executive Director, shares his journey and what advice he’d give his younger self
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 Gap year Learnt my kind of trade Fortunate early on Head hunted Then we have Richard share with us, what a Monday morning scaling looks like? You can never over plan Decisive Decision lead People and tools Triangulation We ask Richard to share with us the differences in series funding and the cultural piece: Hiring the key talent Sales and marketing Angel Investors Venture Capital Optimising Fund cycles Culturally, top line growth Private Equity Entrepreneurial spirit 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 Diversify Finding the north star Sales and growth International expansion 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!
48:35
July 9, 2021
Ryan Grant, Founder and CEO of Vori Health, shares with us why medicine needs to be re-humanised
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: Yale University Neurosurgeon Google Health Well trained as a spine surgeon Mental health Unnecessary surgery Surgical revenue 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 Biased views 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 Desensitised Designed to give you that good feeling Less happy Heavily false 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: Health coaches Nutritionists Social workers True care teams Share decision making What does the future look like to Ryan and why so passionate? People should be treated like family Patient centric Re-humanise medicine
37:31
July 5, 2021
Gene Zolotarev - CEO at Baltic Tech Ventures, tells why having clarity of your purpose is practical.
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 Astrophysics Love for technology was always there Super passionate Baltic as a startup ecosystem Then we have Gene explains what has changed that more companies are popping up all over the place: Evolution Luck Success stories Skype And we ask Gene to share with us what the talent landscape is and how do they internationalise? Inexpensive 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 Broader footprint 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: Personal experience People who get things done No excuses Full accountability for wins and loses Talking 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: Humble Public record 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
33:13
July 2, 2021
Mike Stevenson, the Regional Vice President at DocuSign shares with us how he believes that your success is in your hands.
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 What now? The sales cycle was not my primary focus Full circle 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 Process building 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 Scale organically 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 Great craic
43:01
June 28, 2021
The journey from thinking he was not smart enough to Head of Digital Sales at Vodafone. Jimmy Kehoe talks leadership.
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 Inside Sales 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 Data Invest in AI Propensity Video Conversation intelligence We believe in self qualification, we find out from Jimmy how and when he knows that pipeline is closable? Qualify Forecast 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
44:27
June 25, 2021
Rebecca Lauder - Dir. of Business Dev. At Slack shares a woman's perspective on the tech world
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 Humbling experience Specialization years Leadership years 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 Multi-mindedness 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 Love socialising Balance is not everything equally loaded Talk to each other Imposter syndrome Be vulnerable Ask questions 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 Emotional intelligence One to one time Buyer journey 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: People Technology
50:14
June 21, 2021
Daniel Vogel - Founder & CEO at Bitso tells us why working when it best suits you is embracing your freedom
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 Tech entrepreneurship 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: Email creation Internet creation 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 Digital art Fundamentally different Bridging gaps 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 Solving puzzles
49:00
June 18, 2021
Mark A. Pfister - The Board Architect, shares with us why the team that supports the leader is vital
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 Always learning 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 Be advised Select folks that are intelligently curious Thought process 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 Growth phases The team that are supporting the leaders Due Diligence 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 Responsibility Gaps in people that have had c-level titles Having the right IQ High level strategy
54:29
June 14, 2021
Rory Kelly - Customer Success expert shares the importance of knowing the human behind the customer.
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? Leadership 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 Globally professional Customer feedback Working hand in glove Legacy “stuff” 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. Deligh-sion We then touch on how he replicates passion and leadership. The profile of people Blueprint Finding your fire Being the example Nature of transparency Psychological safety 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
52:18
June 11, 2021
Liam Morley, Head of Talent Acquisition tells us about founders who put people first.
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? Very tough 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? Hiring potential Move forward our mission Passionate Excited about the technology Add to our culture Different perspective 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 Accessible 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: Very fluent Similar core values Inclusive Culture of belonging Has to be part of your everyday You can’t fix everything Situational questions 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
49:28
June 7, 2021
Alan McGlinchey, Vice President of Emerging Growth Companies at the IDA in Ireland, Shows Us How To Internationalise
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? Local currency Working in their languages Data privacy Over 40/50 years of business history An international base It needs to be easy for people to start businesses American MBA We ask Alan to tell us what benefits do US companies bring to Ireland when they land? Transfer of knowledge Transfer of ideas The opportunities 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? Its working Some want to go back to human interaction Broadband plan Tax laws 116 countries in EMEA Alan tells us what tech advantages he sees and what big things should we expect? Be careful Quantum New business models Self driving cars Climate change
30:29
June 4, 2021
Kevin Baum, CEO and Co-Founder of AgriWebb, Shares Data is Transforming Agriculture
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 Entrepreneur adjacent Food security More traceability 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. Venture Funds Self Funding Energy creation Angel Funder Government Grants 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? Changing habits 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 Value creation Then we have Kevin telling us how he engages and finds his target audience, farmers. Outbound approach 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? Hobby 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”. Team player High power functioning team Very supportive Huge amount of trust A culture of learning Balance Fun Taking the time to recover
53:38
December 18, 2020
Eugene Levin - Chief Strategy and Corporate Development Officer at SEMrush Explains What A Growth Mindset Looks Like
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. Organic content YouTube ads Search engines optimization market LinkedIn Social media TikTok Keyword research 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 Growth mindset Communication - provide feedback
51:44
December 4, 2020
Creating a Learning Platform that puts People and Culture First, and how that Launched a Global Footprint - with Brendan Noud, Co-Founder and CEO at LearnUpon
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. Entrepreneurial background “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. Ambition Paid marketing 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. Seeing progress 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
55:47
November 20, 2020
Henrique Aragão Shares How Genuine Curiosity Leads to Greater Impact over Experience.
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” Entrepreneurial Family 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 Genuine interest 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
57:20
November 12, 2020
Louise Walsh - a Recruiters Story in Hyper Growth Mode
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. Risk diverse. Find those who are up for an adventure. Align expectations. 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. Mutual benefit. Learning from bad experiences. The Force.
54:47
November 6, 2020
Raj Sabhlok, CEO of Pipedrive - On The Business of Creating Winning Teams
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. Personality Individuals that are teachable and want to learn Respect 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? Strong culture 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
46:09
October 30, 2020
Luke Freiler, CEO at Centercode shares how technology should be friendly and how it helps to measure impact.
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. Adaptability. “Naturally bleeding edge” Passion for solving problems. Collaborative environment. Measurable impact. Intellectually curious. Lastly Luke tells us who inspires him and what his winning routine looks like. Rich Morgan Gyming and running.
48:55
October 23, 2020
Ted Hawksford - How leading from the back, with a degree of responsibility unlocks true potential.
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. Leadership development. 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.
57:30
October 16, 2020
How True Grit leads to Sales Success with James Quigley
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. Human centered.
55:51
October 2, 2020
How we helped the SMB and got to $100 Million in The Process, by Co-Ceo of Madwire
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? Sales Process Lastly, JB shares stories of his early days where failure strikes and insight into some bad times.
52:07
September 18, 2020
Cara Pelander VP of Sales and Global Account Management at Aventri
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. We Cover: 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
50:43
August 14, 2020
Why Talent Is The Gateway to Scale with Nate Smith Founder & CEO - Lever
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. We Cover: 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
47:46
July 10, 2020
How to Truly Collaborate Remotely, René Lönngren - Director at Mural
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
45:35
July 3, 2020
Dan Murray - Creator IQ & Everything About Start Up Finance
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
51:00
June 26, 2020
From Large Global Player to High Growth Start Up - Kevin Parker, CEO at HireVue
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. We Cover: 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.
45:21
June 19, 2020
Why Sports Leadership Translates into Business Leadership - Bernard Jackman
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. We cover: 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.
45:23
June 12, 2020
100% Remote at Citrix - How to hire and onboard during a crisis and beyond with Maria Trivellato
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.
50:04
June 5, 2020
BREXIT & Ireland's Greatest Opportunities to come in Tech with Neale Richmond, TD in The Irish Government
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. EU Overview: 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.
41:34
June 2, 2020
The American Ex Pat European Experience with Ryan Schertzer
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
49:15
May 15, 2020
Planning For Hyper-Growth in EMEA with Mark Rudden of Browserstack
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. Career Growth: 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. Sales Philosophy: 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.
01:15:10
May 11, 2020
Tax, Tax, Tax - Uncovering EMEA Tax, Structure & Financial Operations with Michael Cronin
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
58:50
May 8, 2020
What They Don’t Tell You About Hiring German’s in Europe with Ralph Schonemann - DACH Sales & Renewals Leader
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
49:59
May 4, 2020
Managing both Sales & Customer Success - The Journey with Denis Vickers of Microsoft
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
45:05
May 1, 2020
European Women Leaders - From Marketing Coordinator to CMO
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. Brought to you by sf-talent.com 
52:52
April 27, 2020
BDR To Sales Director by Stephen Mulholland, EMEA Sales Director at FiveTran
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. Brought to you by sf-talent.com.
46:08
April 24, 2020
Success & 10 Things That Require Zero Talent
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. Brought to you by sf-talent.com
58:54
April 20, 2020
Diagnosing Your Customer Success Correctly with Jeff Cofield
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’? Brought to you by sf-talent.com
01:00:23
April 17, 2020
Hiring EMEA based Rockstars in Business Development & Why Tech Chooses Dublin?
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 Sales KPI's  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)? Brought to you by sf-talent.com. 
49:32
April 13, 2020
April 12, 2020
00:45
April 12, 2020