Skip to main content
Tech Sales Insights

Tech Sales Insights

By Randy Seidl + David Nour

Technology Sales, Sales Management, and Sales Leadership insights and best practices, by a community of global best practitioners. Learn more at SalesCommunity.com
Where to listen
Apple Podcasts Logo

Apple Podcasts

Google Podcasts Logo

Google Podcasts

Overcast Logo

Overcast

Pocket Casts Logo

Pocket Casts

RadioPublic Logo

RadioPublic

Spotify Logo

Spotify

E89 Compensation Driving the Behavior You Want
E89 Compensation Driving the Behavior You Want
This episode is sponsored by OpenSymmetry, our Plan-Deploy-Manage Sales Compensation Technology sponsor. OpenSymmetry provides best practice advice and considerations when assessing, deploying, and managing Sales Performance Management technologies.
47:56
August 11, 2022
E88 The Modern CRO - Grit, Hypergrowth and Embracing Change
E88 The Modern CRO - Grit, Hypergrowth and Embracing Change
This episode is sponsored by our two Up & Coming Sponsors salesbricks and Spotlight.ai. Salesbricks , our CPQ sponsor, is a better way to manage quote-to-cash for your enterprise, inside-sales, and self-service go-to-market motions. Spotlight.ai, our Value Intelligence sponsor, provides a Value Intelligence AI driven platform to transform sales discovery, auto build differentiated business cases and optimize value positioning for field and remote teams.
50:45
August 04, 2022
E87 Keeping it Real While Always Learning
E87 Keeping it Real While Always Learning
This week's episode of Tech Sales Insights LIVE features guest Frank Palumbo, Corporate VP at AMD Pensando This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations and results.
43:28
July 28, 2022
E86 Value of the CRO Partnering with Field Enablement
E86 Value of the CRO Partnering with Field Enablement
This week's episode of Tech Sales Insights LIVE features guest Tom Ammirati, CRO at PlainID This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud platform.
58:48
July 21, 2022
E85 The Future of Partnering
E85 The Future of Partnering
This week's episode of Tech Sales Insights LIVE features guest Henri Richard, VP & Executive Partner, Global Sales Practice at Gartner This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through their self-service ValueCloud Platform.
53:02
July 13, 2022
E84 Selling & Sales Leadership During Tough Economic Times
E84 Selling & Sales Leadership During Tough Economic Times
This week's episode of Tech Sales Insights LIVE features guest Henri Richard, VP & Executive Partner, Global Sales Practice at Gartner This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through their self-service ValueCloud Platform.
40:51
July 05, 2022
E83 Operationalizing Sales
E83 Operationalizing Sales
This week's episode of Tech Sales Insights LIVE features guest Sean Foster, Chief Revenue Officer, Anomali This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through their self-service ValueCloud Platform.
52:45
June 24, 2022
E82 Building Trusted Relationships
E82 Building Trusted Relationships
This week's episode of Tech Sales Insights LIVE features guest Andy O’Brien, SVP General Manager North America, OpenLegacy The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations and results.
53:07
June 17, 2022
E81 Building an Early Stage Startup
E81 Building an Early Stage Startup
This week's episode of Tech Sales Insights LIVE features guest Nik Oberhuber, VP of Sales at Fortanix. This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built by Revenue Innovators for Revenue Innovators. Outreach allows you to Commit to accurate sales forecasting, Replace manual processes with real-time guidance, and Unlock actionable customer intelligence that guides you and your team to win more often.
49:20
June 10, 2022
E80 Who Dares Wins
E80 Who Dares Wins
This week's episode of Tech Sales Insights LIVE features guest Arthur Filip, Chief Growth Officer at Publicis Sapient This episode is sponsored by Gong, enabling revenue teams to realize their fullest potential by unveiling their customer reality. The patented Gong Revenue Intelligence Platform captures and understands every customer interaction, then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions.
50:55
June 02, 2022
E79 The Art of Founder Selling
E79 The Art of Founder Selling
This week's episode of Tech Sales Insights LIVE features guest Brian Kelly, CEO of CloudGenera This episode is sponsored by The Alexander Group, our GTM & Sales Compensation partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations and results.
54:33
May 31, 2022
E78 How Revenue Leaders Should Think About Consulting and Angel Investing
E78 How Revenue Leaders Should Think About Consulting and Angel Investing
This week's episode of Tech Sales Insights LIVE features guest Max Altschuler, VP of Sales Engagement at Outreach This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built for Revenue Innovators by Revenue Innovators. Outreach allows you to commit to accurate sales forecasting, replace manual processes with real-time guidance, and unlock actionable customer intelligence that guides you and your team to win more often.
58:34
May 19, 2022
E77 Selling to Enterprise Customers in a Hybrid World
E77 Selling to Enterprise Customers in a Hybrid World
This week's episode of Tech Sales Insights LIVE features guest Piyush Mehta, CEO of Data Dynamics This episode is sponsored by Sales Impact Academy, the world’s leading go-to-market learning platform providing a continuous live learning solution for high-growth tech companies
51:45
May 13, 2022
E76 Building Your A-Game for Sales and Partnering
E76 Building Your A-Game for Sales and Partnering
This week's episode of Tech Sales Insights LIVE features guest Bill Swales, VP and Channel Chief at VMware. This episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partners. The Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to The Alexander Group for data-driven insights, actionable recommendations and results.
55:47
May 05, 2022
Integrators & VARs Bringing Value to End Users and Vendors
Integrators & VARs Bringing Value to End Users and Vendors
Sendoso, the leading Sending Platform, helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. By integrating digital and physical sending strategies, companies can increase the effectiveness of their existing go-to-market programs and improve their relationships with customers. Trusted by over 800 companies, Sendoso is an essential part of successful demand generation, account-based, and customer experience programs.
58:33
April 28, 2022
DEI Best Practices
DEI Best Practices
This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built by Revenue Innovators for Revenue Innovators. Outreach allows you to Commit to accurate sales forecasting, Replace manual processes with real-time guidance, and Unlock actionable customer intelligence that guides you and your team to win more often.
57:12
April 21, 2022
Building a World Class GTM Team from the Ground Up
Building a World Class GTM Team from the Ground Up
This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud platform. ValueCloud turns customer value into enterprise-class strategic assets, that are easy to access and use by your team. Messaging, positioning and proving the economic value of your solutions, has never been faster, easier or more scalable than it is today.
51:57
April 15, 2022
E72 - How To Build A Company That Changes The World with Dan Wright
E72 - How To Build A Company That Changes The World with Dan Wright
This episode is sponsored by CaptivateIQ, the Commission Software sponsor of the Sales Community. Created by a team with decades of commissions experience, CaptivateIQ is pioneering the new standard in commission management and enabling companies to reclaim the power of incentives with a platform build for revenue teams
58:54
April 11, 2022
E71 - Selecting the Right Company for Your With Chris Smith
E71 - Selecting the Right Company for Your With Chris Smith
This episode is sponsored by Sales Impact Academy. Sales Impact Academy is the world's leading go-to-market learning platform providing a continuous live learning solution for high-growth technology companies.
58:06
April 04, 2022
E70 - Is Marketing Divorced from Sales Reality? With Mike Troiano
E70 - Is Marketing Divorced from Sales Reality? With Mike Troiano
This episode is sponsored by Taos, an IBM Company, empowering enterprises to operate efficiently, rapidly innovate, and scale their business. As a comprehensive Technology Solutions Partner, Taos simplifies today’s complex digital landscape by providing both strategic and technical guidance while implementing transformative solutions. The company specializes in cloud strategic consulting, migration, and 24x7x365 operations and managed services powered by its DevOps practice.
56:30
March 25, 2022
E69 - Sales Engagement Best Practices: From Rep’s to CRO’s with Mark Kosoglow
E69 - Sales Engagement Best Practices: From Rep’s to CRO’s with Mark Kosoglow
This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built by Revenue INnovators for Revenue Innovators. Outreach allows you to Commit to accurate sales forecasting, Replace manual processes with real-time guidance, and Unlock actionable customer intelligence that guides you and your team to win more often.
01:00:05
March 17, 2022
E68 - Sales From a VC Perspective with Peter Bell
E68 - Sales From a VC Perspective with Peter Bell
This episode is sponsored by CaptivateIQ, the Commission Software Sponsor of the Sales Community. Created by a team with decades of commissions experience, CaptivateIQ is pioneering the new standard in commission management and enabling companies to reclaim the power of incentives with a platform built for revenue teams.
01:02:05
March 14, 2022
E67 - What Wall Street CXO's Now Look for in a Tech Partner with David Reilly
E67 - What Wall Street CXO's Now Look for in a Tech Partner with David Reilly
This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud platform.
58:37
March 09, 2022
E66 - Conquering Zero to $10m+ARR with Seth Robbins, HYPR
E66 - Conquering Zero to $10m+ARR with Seth Robbins, HYPR
This episode is sponsored by CaptivateIQ, the Commission Software Sponsor of the Sales Community. Created by a team with decades of commissions experience, CaptivateIQ is pioneering the new standard in commission management and enabling companies to reclaim the power of incentives with a platform built for revenue teams.
55:45
March 02, 2022
E65 - Building a NDR (Net Dollar Expansion) Machine with Brandon Sweeney, HashiCorp
E65 - Building a NDR (Net Dollar Expansion) Machine with Brandon Sweeney, HashiCorp
This episode is sponsored by Sales Impact Academy. Sales Impact Academy is the world's leading go-to-market learning platform providing a continuous live learning solution for high-growth technology companies. Sales Impact Academy is solving this industry crisis by bringing together the world’s best talent to teach structured, live online courses with high learning design principles.
54:05
February 24, 2022
E64 The Great Resignation is the Great Recruitment with Ken Grohe, Taos
E64 The Great Resignation is the Great Recruitment with Ken Grohe, Taos
This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey. DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud® platform. ValueCloud® turns customer value into enterprise-class strategic assets, that are easy to access and use by your team. Messaging, positioning and proving the economic value of your solutions, has never been faster, easier or more scalable than it is today.
56:33
February 16, 2022
 E63 - The First 90 Days with Bill Hogan, Beyond Identity
E63 - The First 90 Days with Bill Hogan, Beyond Identity
This episode is sponsored by Outreach, the first and only Engagement AND Intelligence platform, built by Revenue Innovators for Revenue Innovators. Outreach allows you to Commit to accurate sales forecasting, Replace manual processes with real-time guidance, and Unlock actionable customer intelligence that guides you and your team to win more often.
58:36
February 04, 2022
E62 - Discipline in Leadership Operating Cadence with Mitch Breen, Infoblox
E62 - Discipline in Leadership Operating Cadence with Mitch Breen, Infoblox
This episode is sponsored by Emissary.io. Uncover opportunities, drive pipeline, and close deals. Backed by Google Ventures, Canaan Partners, and G20 Ventures, Emissary's sales intelligence platform connects enterprise sales and marketing teams with executive advisors from their target accounts for account intelligence that converts.
57:25
February 03, 2022
E61 - COVID Improving Go-To Market with Jonathan Martin, WEKA
E61 - COVID Improving Go-To Market with Jonathan Martin, WEKA
This episode is sponsored by Gong, enabling revenue teams to realize their fullest potential by unveiling their customer reality. The patented Gong Revenue Intelligence Platform™ captures and understands every customer interaction, then delivers insights at scale, empowering revenue teams to make decisions based on data instead of opinions.
58:03
February 03, 2022
E60 - Leadership Qualities and Talent Management with Chris Riley, Automation Anywhere
E60 - Leadership Qualities and Talent Management with Chris Riley, Automation Anywhere
This weeks episode is sponsored by The Alexander Group, our GTM & Sales Compensation Partner. Alexander Group provides revenue growth consulting services to the world’s leading sales organizations. When clients need to grow revenue, they look to Alexander Group for data-driven insights, actionable recommendations and results.
58:47
February 03, 2022
E59 - Product Led Growth: The Playbook with Kris Hartvigsen, Dooly
E59 - Product Led Growth: The Playbook with Kris Hartvigsen, Dooly
This week's episode is sponsored by Sendoso. Sendoso, the leading Sending Platform, helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. By integrating digital and physical sending strategies, companies can increase the effectiveness of their existing go-to-market programs and improve their relationships with customers.Trusted by over 800 companies, Sendoso is an essential part of successful demand generation, account-based, and customer experience programs.
57:41
February 03, 2022
E58 - Entrepreneurial Mindset For All with John McCarthy, Mainline Information Systems
E58 - Entrepreneurial Mindset For All with John McCarthy, Mainline Information Systems
This weeks episode is sponsored by Sendoso. Sendoso, the leading Sending Platform, helps companies stand out by giving them new ways to engage with customers throughout the buyer’s journey. By integrating digital and physical sending strategies, companies can increase the effectiveness of their existing go-to-market programs and improve their relationships with customers.  Trusted by over 800 companies, Sendoso is an essential part of successful demand generation, account-based, and customer experience programs.
01:00:55
December 10, 2021
E57 - Value Selling with with Tim Page, DecisionLink
E57 - Value Selling with with Tim Page, DecisionLink
This episode is sponsored by DecisionLink, a Customer Value Management platform that automates business value conversations across the entire customer journey.  DecisionLink uniquely delivers customer value management at scale through our self-service ValueCloud® platform. ValueCloud® turns customer value into enterprise-class strategic assets, that are easy to access and use by your team. Messaging, positioning and proving the economic value of your solutions, has never been faster, easier or more scalable than it is today.
59:49
December 09, 2021
E56 - The Other Side of the Desk A View on Acquiring New Technology with Andy Brown, Sand Hill East
E56 - The Other Side of the Desk A View on Acquiring New Technology with Andy Brown, Sand Hill East
Join Randy and Nour to welcome Andy Brown, CEO & Founder of Sand Hill East onto this weeks episode of Tech Sales Insights LIVE: 'The Other Side of the Desk: A View on Acquiring New Technology'
01:00:60
November 24, 2021
E55 - Driving Exponential Growth with Marty Sanders, Vectra AI
E55 - Driving Exponential Growth with Marty Sanders, Vectra AI
Join Randy and Nour to welcome Marty Sanders, Senior Vice President Americas at Vectra AI onto this weeks episode of Tech Sales Insights LIVE: 'Driving Exponential Growth'
51:56
November 24, 2021
E54 - Talent Agent for Business Leaders with Rick Diana, Trinitas Talent
E54 - Talent Agent for Business Leaders with Rick Diana, Trinitas Talent
Join Randy and Nour to welcome Rick Diana, Talent Agent at Trinitas Talent Management onto this weeks episode of Tech Sales Insights LIVE: 'Talent Agent for Business Leaders'
01:02:43
November 24, 2021
E53 - Coaching The Next Generation with Tim Puccio, LoginVSI
E53 - Coaching The Next Generation with Tim Puccio, LoginVSI
Join Randy and Nour as we welcome Tim Puccio, Senior Vice President Global Sales at Login VSI onto Tech Sales Insights LIVE.
52:55
November 24, 2021
E52 - Leading A Modern-Day Salesforce with Ed Carter, Zimperium
E52 - Leading A Modern-Day Salesforce with Ed Carter, Zimperium
Join Randy and Nour as we welcome Ed Carter, CRO at Zimperium onto tomorrows episode of Tech Sales Insights LIVE: 'Leading A Modern Day Sales-Force'
56:42
November 24, 2021
E51 - Winning Inclusive Culture for ALL with Armughan Ahmed & Rola, KPMG
E51 - Winning Inclusive Culture for ALL with Armughan Ahmed & Rola, KPMG
Join Randy and Nour as we welcome Armughan Ahmad, Managing Partner & President, Digital at KPMG and Rola Dagher, Global Channel Chief at Dell Technologies onto Tech Sales Insights LIVE
56:27
November 24, 2021
E50 - The Human Factor of Selling with Tanya Helin, Stack Overflow
E50 - The Human Factor of Selling with Tanya Helin, Stack Overflow
Join Randy and Nour as we welcome Tanya Helin, Managing Director - Teams and Enterprise Sales- East & EMEA at Stack Overflow onto Tech Sales Insights LIVE!
54:42
November 24, 2021
E49 - Today's Data Driven Sales Rep with Mike Cotoia, Tech Target
E49 - Today's Data Driven Sales Rep with Mike Cotoia, Tech Target
This week's episode is sponsored by our prospect intent partner TechTarget, the global leader in purchase intent-driven marketing and sales services that deliver business impact for enterprise technology companies.
52:32
November 24, 2021
E48 - A Predictable Approavh to Expanding Sales into New Markets or New Products with Mark Roberge, Stage 2 Capital
E48 - A Predictable Approavh to Expanding Sales into New Markets or New Products with Mark Roberge, Stage 2 Capital
This week's episode is sponsored by our gifting partner Sendoso, the leading Sending Platform, helping companies stand out by giving them new ways to engage with customers throughout the buyer’s journey.
56:28
November 24, 2021
E47 - Tech Stack Optimization with Justin Michael, HYPCCCYCL
E47 - Tech Stack Optimization with Justin Michael, HYPCCCYCL
Join Randy and Nour as we welcome Justin Michael, Co-Founder of HYPCCCYCL onto Tech Sales Insights LIVE
52:22
November 24, 2021
E46 - Enterprise Selling With Cloud Marketplace with John Jahnke, Tackle.io
E46 - Enterprise Selling With Cloud Marketplace with John Jahnke, Tackle.io
Join Randy and Nour as they welcome John Jahnke, CEO of Tackle.io onto Tech Sales Insights LIVE: 'Enterprise Selling With Cloud Marketplaces'
56:18
November 24, 2021
E45 - How To Scale An Enterprise SaaS Company Through Alignment & Focus with Mark Thurmond, Tenable
E45 - How To Scale An Enterprise SaaS Company Through Alignment & Focus with Mark Thurmond, Tenable
Join Randy and Nour to welcome this weeks Tech Sales Insights LIVE guest Mark Thurmond, COO at Tenable:  'How To Scale An Enterprise SaaS Company Through Alignment & Focus'
53:59
November 24, 2021
E44 - Lessons Learned As A Board Member with Sue Barsamian, Five9
E44 - Lessons Learned As A Board Member with Sue Barsamian, Five9
Join Randy and Nour as they welcome on Sue Barsamian as this weeks featured guest on Tech Sales Insights LIVE. Sue currently sits on the board of a number of companies including Five9, Box, NortonLifeLock, Gainsight, and Xactly Corp.
55:46
November 24, 2021
E43 - How to Build The Highest-Valued CyberSecurity IPO ever with Mark Parrinello, SentinelOne
E43 - How to Build The Highest-Valued CyberSecurity IPO ever with Mark Parrinello, SentinelOne
Join Randy and Nour as they welcome Mark Parrinello, Senior VP of Worldwide Sales at SentinelOne onto Tech Sales Insights LIVE
01:00:33
November 24, 2021
E42 - SaaS Sales Best Practices Shawn Green, Saltmine
E42 - SaaS Sales Best Practices Shawn Green, Saltmine
Join Randy and Nour as they welcome Shawn Green, Chief Revenue Officer at Saltmine onto this weeks episode of Tech Sales Insights LIVE
59:28
November 24, 2021
E41 - How To Pick A Company Build a High Performing Sales Team Ed Walsh, Chaos Search
E41 - How To Pick A Company Build a High Performing Sales Team Ed Walsh, Chaos Search
Join Randy and Nour for the next Sales Community Tech Sales Insights Live AMA as they welcome on Ed Walsh, CEO of ChaosSearch: 'How To Pick a Company and Build a High Performing Sales Team.
01:01:35
November 24, 2021
E40 - The Call for Improvement in the Mental Health of Sales Richard Harris, The Harris Group
E40 - The Call for Improvement in the Mental Health of Sales Richard Harris, The Harris Group
His passion is helping companies close the gap between the old school feature and benefits approach to focus on earning the right to ask questions, which questions to ask and when to do it. Richard believes success comes when people stop talking about what they do and get them to start talking about the pains they solve. He ties all this together by focusing on a more relaxed conversational selling style that helps people go from strangers to acquaintances to trusted business allies.  Richard has been named a Top 25 Inside Sales Professional by the American Association of Inside Sales for the last 4 years. As well as a Top 10 Sales Development Leader as voted by Inside Sales and Sales Hacker. Published in Huffington Post, Inc, and most recently NBCNews  Richard lives in Northern California with a wife, Cathy, 2 boys, Riley (13) and Bodhi (11), and their dog Lola.
58:22
November 24, 2021
E39 - Building Value- Based Relationships With CIOs Brian Bark, Sinclair Broadcast Group (SBG)
E39 - Building Value- Based Relationships With CIOs Brian Bark, Sinclair Broadcast Group (SBG)
Brian is an experienced information technology and business executive, responsible for evolving and shaping a new enterprise information management technology strategy and organization whose mission is to enable a clearer picture of the business, maximize return on IT investments, generate operational efficiencies, and strengthen the delivery of IT services.   Prior to joining Sinclair in June ‘18, he was HPE's North American Chief Business and Digital Innovation Strategist, in the Office of the CTO. There, he collaborated closely with enterprise customers to translate HPE’s portfolio of assets and services into actionable and quantitative plans that drive business performance and achieves desired outcomes.   Previously, he worked at Smiths Group from 2000-2015, plc., a London-based FTSE 100 engineering/manufacturing business. His diverse industry background includes wireless telecommunications components, security and defense equipment, medical devices, and energy services.   Prior to joining Smiths, he enjoyed a professional baseball career highlighted by a period playing in Major League Baseball’s Boston Red Sox in 1995. He holds a bachelor’s degree from North Carolina State University and a master’s degree in Information Systems from UMBC.
51:34
November 24, 2021
E38 - From AE to CEO - The Sales Superpower Kris Rudeegraap, Sendoso
E38 - From AE to CEO - The Sales Superpower Kris Rudeegraap, Sendoso
Kris has more than a decade of sales experience and has spent time in sales at Talkdesk, Yapstone, and Piqora. During that time, he discovered that creating meaningful engagements through direct mail and gifting was an effective way to drive demand and increase sales—which helped inspire the idea for Sendoso. Kris is a California native and CSU-Chico alum currently residing in the Bay Area.
35:46
November 24, 2021
E37 - Delivering Trustecd AI at Scale Ben Taylor, Data Robot
E37 - Delivering Trustecd AI at Scale Ben Taylor, Data Robot
As the leader in Augmented Intelligence, DataRobot is committed to democratizing AI by enabling organizations across the globe to use AI to solve their most pressing challenges.  Prior to joining DataRobot, Dan served as Chief Operating Officer at AppDynamics, the leader in application performance management (APM). During his tenure, he was instrumental in helping AppDynamics increase annual recurring revenue 100x and establish the company as the largest and fastest-growing APM vendor. AppDynamics was acquired by Cisco in 2017 for $3.7 billion.
58:11
November 24, 2021
E36 – New book your GoTo sales advisor with Peter Bell, Sales Community
E36 – New book your GoTo sales advisor with Peter Bell, Sales Community
The great content in this book includes 400+ best practices/ideas/suggestions: - A sales IQ assessment - 134 best practices submitted by 97 Sales Community Advisory Board members, some of the best in the industry   - 2 handbooks from Walter Brown (long time EMC sales consultant) with 190 rules/best practices, timeless words of wisdom, one focused on sales reps and another on sales managers - 72 best practices from Tony and Randy - A summary of current tech sales methodologies   - A VIP one-sentence summary of each of the best practices from Tony and me  Don't miss what promises to be an exceptional discussion of B2B Tech Sales best practices, found anywhere!
55:05
November 24, 2021
E35 – Self service analytics and insightful decision making with Chris Lynch CEO, AtScale
E35 – Self service analytics and insightful decision making with Chris Lynch CEO, AtScale
Prior to AtScale, Chris co-founded and was a General Partner at Accomplice, a venture capital firm investing in early-stage tech companies. Chris has held leadership roles at tech startups like Vertica, Acopia Networks, and Arrowpoint Communications.
50:22
November 24, 2021
E34 – Winning With The Channel with Terry Richardson, AMD
E34 – Winning With The Channel with Terry Richardson, AMD
Terry oversees AMD's North American growth with channel partners. He is responsible for the sale of commercial client and server offerings and server components to all partner types including resellers, distributors, national solutions providers, and MSPs. He is driving a go-to-marketing strategy that is aligned with the industry’s leading OEMs and ISVs.  Prior to joining AMD, Terry spent 11 years at HPE in a number of partner-facing and customer-facing leadership roles. He led high-performing teams and successfully sold products and solutions to some of the company’s largest customers and business partners.  Prior to joining Hewlett Packard, Terry held executive management positions at EMC Corporation, Data General, and SEPATON, Inc. He began his career in sales at Burroughs Corporation (now Unisys).   Terry graduated from Boston College’s Carroll School of Management with a BS degree in Computer Science and Marketing and lives in Hopkinton, MA.
01:00:05
November 24, 2021
E33 – Leading A Modern Day Sales-Force with Latané Conant, 6sense
E33 – Leading A Modern Day Sales-Force with Latané Conant, 6sense
Latané is passionate about empowering marketing leaders to confidently lead their teams, company, and industry into the future. She is laser-focused on leveraging technology and data to build marketing programs that result in deals, not just leads. Latané is known across the tech industry for her creativity, competitiveness, and boundless energy.
58:39
November 24, 2021
E32 – Every Seller is an Inside Seller Now with Kristen Twining, FireMon
E32 – Every Seller is an Inside Seller Now with Kristen Twining, FireMon
Kristen is an experienced executive sales leader with a demonstrated success in building teams, large-scale transformation, strategy, program execution, operational excellence, solution selling, acquiring new markets, and accelerating growth.   FireMon is the leading network security policy management company that delivers continuous security for hybrid enterprises through a powerful fusion of vulnerability management, compliance, and orchestration. In her role, Kristen leads a team of business development reps and territory sales managers.    Prior to joining FireMon, Kristen was the VP of the North America Inside Sales organization for HPE, where she was responsible for building a best-in-class, high-performing sales culture. Kristen serves as the President of the Dallas Chapter for the American Association of Inside Sales Professionals (AA-ISP) and is a proud member of the Executive Advisory Board for the Sales Program at University Texas Dallas.    Kristen is a Magna Cum Laude graduate of Bentley University, where she earned a B.S. in Marketing and Spanish.
58:53
November 24, 2021
E31 – Partner of the Future with Meaghan Sullivan, SAP
E31 – Partner of the Future with Meaghan Sullivan, SAP
In this role, Meaghan is tasked with accelerating awareness and consideration in the Small Medium Enterprise (SME) segment for SAP as well as global partner revenue through channel marketing and commercial sales practices. Meaghan focuses on demand generation activities to provide SAP partners with innovative programs, campaigns, and resources that enable them to more efficiently market their SAP solutions and services.  Prior to SAP, Meaghan was VP of channel and SMB strategy at HP. Before joining HP, she held various business and market development positions at Motorola, Pillar Data Systems, and BakBone Software. She also performed Strategic Alliances at Veritas and worked in Product Marketing and strategic sales account executive at Quantum Corporation.  Meaghan studied international business, economics, and Japanese at Konan University in Japan and the University of Puget Sound in the U.S.
39:35
November 24, 2021
E30 – Zero to $2B Acquisition with Steve Corndell, Turbonomic
E30 – Zero to $2B Acquisition with Steve Corndell, Turbonomic
Steve joined Turbonomic in February 2012, and during his tenure has served in a variety of sales leadership roles, including Sales Director, RVP of Sales for the Commercial and Enterprise businesses, and most recently GM & VP of Sales for Commercial. He also played an integral role in the design and implementation of Turbonomic's Enterprise and Commercial Sales organizations, in addition to launching Turbonomic’s Channel Sales team. Steve is currently responsible for revenue across North America from the Commercial and Enterprise teams, as well as driving alignment between sales, customers, and partners.  Steve has over a decade of experience in technology sales leadership. Prior to Turbonomic, he served in a variety of sales roles at EMC (now Dell Technologies), including running EMC’s Direct Market Reseller team as a Solution Specialist.  Steve is a graduate of Bryant University and holds a Bachelor’s degree in Management and Marketing.
51:30
November 24, 2021
E29 - Rethinking Our Personal Touch with Steve Fitz, Sumo Logic
E29 - Rethinking Our Personal Touch with Steve Fitz, Sumo Logic
Join Randy Seidl and David Nour for this episode of the Sales Community's Tech Sales Insights podcast, as they host Steve Fitz, Chief Revenue Officer at Sumo Logic. Steve is responsible for Sumo Logic’s worldwide customer and field operations efforts, including aspects of customer-facing activities including sales, channels, customer success, and support, as well as professional services.  Prior to joining Sumo Logic, Steve was Sr. Vice President of Worldwide Field Operations for MapR. He was also President & GM of Avaya U.S. Operations leading the go-to-market transformation in Avaya’s private equity turnaround. Previous to that Steve held executive positions in general management and sales at Isilon Systems and EMC Corporation, leading and scaling the go-to-market organizations globally for both later stage startup and growth companies. Steve will be our guest on LinkedIn LIVE today at Noon ET, so hope you'll join us for a live Q&A. We also turn the show notes from this podcast into more in-depth articles, so check them out on SalesCommunity.com. We have some great guests coming up, so hope you'll subscribe to Tech Sales Insights wherever you consume podcasts or at SalesCommunity.Com/Events. 
30:36
May 12, 2021
E28 - Evangelizing a New Category with Mary Beth Vassallo, Nexthink
E28 - Evangelizing a New Category with Mary Beth Vassallo, Nexthink
Join Randy Seidl and David Nour for this episode of the Tech Sales Insights Podcast as they host Mary Beth Vassallo, VP & GM - North America at Nexthink. Mary Beth brings 25 years of sales leadership and go-to-market experience, specializing in building and transforming teams into high-performing organizations. She joined Nexthink in April 2017 with an ARR of roughly $4M, 20 customers, and a small office in downtown Boston. Over the last four years, her emphasis as the VP of North America has been on building the team and driving the business by attacking the large enterprise market. Using a value selling motion the North America team has generated $40M in ARR, grew the customer base to over 100 companies, while tripling the average revenue per customer. Prior to Nexthink, Mary Beth was the VP of Sales for the Application Delivery Software business and VP of Global Accounts for the Networking business at HPE. Prior to HPE, Vassallo was the VP of Global OEM Sales at Blue Coat Systems. She also held various executive sales leadership positions at Voltaire (Mellanox, now NVidia), Brocade, and EMC. Vassallo holds a Bachelor of Arts degree in Mathematics from Syracuse University. Don't forget, Mary Beth will be our guest on LinkedIn LIVE today at Noon ET. We turn the show notes from these podcasts into more in-depth articles, so check them out on SalesCommunity.Com. We have several outstanding guests joining us in the next several weeks, so subscribe to Tech Sales Insights wherever you consume podcasts.
36:23
May 05, 2021
E27 - Platform Shifts with Keegan Riley, Sysdig
E27 - Platform Shifts with Keegan Riley, Sysdig
Join David Nour and Randy Seidl on this episode of the Sales Community's Tech Sales Insights Podcast with Keegan Riley, the Chief Revenue Officer for Sysdig. Sysdig is a San Francisco-based cybersecurity startup with over $200M in VC funding from Accel Partners, Bain Capital Ventures, Insight Venture Partners, Glynn Capital, and Goldman Sachs.  Before joining Sysdig in 2018, Keegan was VP and General Manager of North America Data Storage at Hewlett Packard Enterprise, running a $1.5B/year P&L. He joined HPE via the acquisition of Nimble Storage, where as VP of Americas Sales he helped build the company from VC backed startup, through a successful IPO, and the eventual acquisition to HPE. Prior to Nimble, he held engineering, sales, and leadership roles at HP Lefthand Networks, EMC Corporation, and multiple startups. Outside of work, Keegan dedicates most of his philanthropic efforts to St. Jude Children’s Research Hospital. He is part of the St. Jude Chicago Advisory Council and serves as the Committee Chair for the St. Jude Chicago Golf Classic, an event that has raised over $25M for the St. Jude Mission. He’s also participated in the St. Jude Memphis Marathon several times as a sponsor, fundraiser, and (very slow 5k) runner. Keegan holds a B.S. in Electrical Engineering from the USC Viterbi School of Engineering, and an MBA in Management and Organization from the USC Marshall School of Business. He lives in the Chicago area with his wife and two daughters. Keegan is also our Tech Sales Insights Live on LinkedIn today at Noon ET - Join us! Show notes from this podcast will be featured in the Sales Community.
38:47
April 28, 2021
E26 - Curve Benders with David Nour
E26 - Curve Benders with David Nour
He is a senior leadership/board advisor, educator, executive coach, and bestselling author. Internationally recognized as the leading expert on applications of strategic relationships in profitable growth, sustained innovation, and lasting change, he is the author of eleven books, including bestsellers Relationship Economics® (Wiley) and Co-Create (St. Martin’s Press), as well as the forthcoming Curve Benders (Wiley, 2021). He serves as a trusted advisor to global clients and coaches corporate leaders and is an adjunct professor at the Goizueta Business School at Emory University. He was recently named to the Global Gurus Top 30 Leadership Professionals and the Thinkers 50 Radar Class of 2021 lists. A Forbes Leadership contributor on the Future of Work, and an Inc. contributor on Relationship Economics, his unique insights have been featured in various prominent publications, including The Wall Street Journal, The New York Times, Fast Company, Huffington Post Business, Entrepreneur, and Knowledge@Wharton. He’s also the host of the popular Curve Benders podcast. Born in Iran, he immigrated to the U.S. as a teenager with $100, limited family ties, and no fluency in English. He graduated from Georgia State University with a bachelor’s degree in business management and went on to earn an Executive MBA from the Goizueta Business School at Emory University. Join Randy Seidl on this episode of the Tech Sales Insights Podcast with co-host, David Nour. BTW, Nour will be Randy's guest on Tech Sales Insights LIVE today at Noon ET, so join us on LinkedIn, Facebook, YouTube, and Twitter. We turn the show notes from these podcasts into more in-depth articles, so check them out in the Sales Community. We have several fabulous guests coming up in the next several weeks, so hope you'll subscribe to Tech Sales Insights wherever you consume podcasts.
40:17
April 21, 2021
E25 - Business Case Focus with Greg Scorziello
E25 - Business Case Focus with Greg Scorziello
Join David Nour and Randy Seidl on this episode of the Sales Community's Tech Sales Insights Podcast with Greg Scorziello from London, UK. Greg is a highly effective leader with over 30 years of experience creating and building international operations for early-stage and mid-size companies such as EMC when it was a sub 100 person entity. Listen to learn how Greg helps leaders quantify the strategic value and commercial impact that their solutions/services deliver to their clients. His proven methodology has enabled businesses to increase average order size and gross profit by up to 10x which in turn has a material impact on accelerating business growth. Greg is also our Tech Sales Insights Live on LinkedIn today at Noon ET - Join us! Show notes from this podcast will be featured in the Sales Community.
43:12
April 14, 2021
E24 - Coaching the Five C's with Cheryl Cook, Dell Technologies
E24 - Coaching the Five C's with Cheryl Cook, Dell Technologies
Join David Nour and Randy Seidl for this episode of the Sales Community Tech Sales Insights podcast with Cheryl Cook, SVP of Global Partner Marketing at Dell Technologies. Beyond her main global responsibilities for branding, partner program marketing, channel events, partner communications, and MDF/BDF program investments and execution, Cheryl drives long-term partner marketing strategy, together with Global Alliances, OEM, and global and regional business teams. A vocal advocate for the partner community, Cheryl is a 20+ year partner veteran, known as an innovative, collaborative leader who creates compelling business solutions that accelerate partners’ success. Prior to her current role, Cheryl served as Vice President, Global Channels and Alliances, leading channel strategy for the company worldwide. Her responsibilities included setting Dell’s partner strategy company-wide, as well as developing and executing channel programs, training, certification, and global marketing programs that enabled partners to grow their business with Dell. Cheryl and her team contributed to the growth of Dell’s global channel business from 33% to over 40% of Dell’s total revenue. Prior to running Dell’s channel business, Cheryl served as Vice President of Enterprise Solutions, where she was responsible for the go-to-market strategy and execution for Dell storage, server, networking, and related software businesses. Cheryl has more than 25 years of IT and high-tech experience. A contributor to Fortune Magazine’s 50 Most Powerful Women’s community, Cheryl is an active proponent of women in business and technology. Cheryl is the founder and executive sponsor of the Dell Technologies Women’s Partner Network, an initiative that supports and empowers our community of women partners. Cheryl also contributes to Dell’s Women in Action and Dell Women's Entrepreneur Network. Honored by CRN numerous times as one of the Power 100 Women of the Channel, 50 Most Influential Channel Chiefs and Top 100 Channel Sales Leaders, as well as Channel Partners Top Gun 51, Cheryl serves on the board of directors for ARC Document Solutions, is a member of Channel Focus Club 50 and holds a Bachelor of Science in Computer Science from the University of Florida.
41:10
April 07, 2021
E23 - Two Winners in Every Deal with Colin Mahony, Vertica
E23 - Two Winners in Every Deal with Colin Mahony, Vertica
He leads the Vertica business for Micro Focus, helping the world's most data-driven organizations leverage and monetize their business data through advanced analytics and machine learning. Founded in 2005, Vertica offers one of the industry's most advanced analytics platforms for ingesting, processing, and storing large volumes of continuously flowing information.  In 2011, he joined HP as part of the highly successful acquisition of Vertica and took over as VP and GM of HP Vertica, where he guided the business to remarkable annual growth and recognized industry leadership. Prior to Vertica, he was VP at Bessemer Venture Partners, primarily focused on enterprise software, telecom, and digital media investments. Prior to Bessemer, he worked at Lazard Tech Partners and was a Senior Analyst at the Yankee Group.  He earned an MBA from Harvard Business School and a Bachelor's degree in Economics with a minor in Computer Science from Georgetown University. Join David Nour and Randy Seidl on this episode of the Tech Sales Insights podcast with Colin Mahony.
38:05
March 31, 2021
E22 - Leading From Within with Craig Hinkley, WhiteHat Security
E22 - Leading From Within with Craig Hinkley, WhiteHat Security
He joined WhiteHat Security as CEO in early 2015, bringing more than 20 years of executive leadership in the technology sector. In this role, he is driving customer-centric focus throughout the company, broadening WhiteHat's global brand and visibility beyond the application security space and security buyers, to the world of the development organization and DevSecOps approach to application development. Prior to joining WhiteHat, he served as VP and GM of the LogLogic business unit for TIBCO Software, where he was responsible for global field sales and operations, client technical services, engineering, R&D, product design, and product management. Before TIBCO, he served as the GM of HPE's Networking Business in the Americas. Earlier in his career, he held positions at Cisco Systems and Bank of America. He earned a bachelor's degree in Information Technology from the Swinburne University of Technology in Australia. Join David Nour and Randy Seidl on this episode of the Tech Sales Insights podcast with Craig Hinkley. BTW, three quick points: Craig will be our guest on LinkedIn Live, today at Noon ET - hope you'll join us. We turn the show notes from these podcast interviews into more in-depth articles, so check them out on Sales Community. We have some fabulous guests joining us in the coming weeks including Greg Scorziello, Keegan Riley, Mary Beth Vassallo, and Cheryl Cook, so hope you'll subscribe to the #TechSalesInsights wherever you consume podcasts.
40:06
March 24, 2021
E21 - Grit, Passion, and Intellectual Curiosity with Andrew Ettinger, Astronomer
E21 - Grit, Passion, and Intellectual Curiosity with Andrew Ettinger, Astronomer
He is currently the Chief Revenue Officer of Astronomer which is the commercial developer behind the popular open-source project Apache Airflow. With a deep passion for helping emerging and disruptive technology companies build sustainable teams that thrive and deliver significant value to the marketplace, he has a long track record of sales success. He most recently spent 10 years at Pivotal Software leading them from $0-500M in ARR in 4 years to an IPO. He is very active in the start-up community both investing and advising companies on the best Go-To-Market strategies and plans to effectively build, operate, and scale organizations. Join Randy Seidl and David Nour on this episode of the Sales Community's #TechSalesInsights podcast with Andrew Ettinger. BTW, three quick points: Andrew will be our guest on LinkedIn Live today at Noon ET. Join us for a live "Ask Me Anything" session. We turn these podcast interviews into more in-depth articles, so check them out at SalesCommunity.com We have some fabulous guests joining us in the coming weeks, so hope you'll subscribe wherever you consume podcasts or at SalesCommunity.com/Events.
33:03
March 17, 2021
E20 - Three 'Ships' with Jennifer Haas
E20 - Three 'Ships' with Jennifer Haas
Chief Revenue Officer / Executive Vice President of Sales and Marketing, Jennifer Haas, is known for building, scaling and leading high-performance teams focused on profitable revenue growth, customer success, and operational excellence. For two decades, she has had the honor of holding progressive global leadership positions in Fortune 100 companies and start-ups in the technology and healthcare sectors. She brings with her a deep understanding of the sales process, a willingness to roll up her sleeves, and a calculated approach to leadership. She has a unique mix of big company pedigree and entrepreneurial fortitude with well-rounded business acumen. Most recently, Haas went from leading a national Business Development team in a $1.6B segment of the $40B tech company Oracle to having P+L responsibility as the CRO / EVP of Sales and Marketing for a SaaS company focusing on digital medicine in the healthcare market. Haas serves on the board of Mama Hill’s Help and was the Chairman of the Oracle Rep Advisory Board. She is a regular panel participant and speaker in the tech space and the partner community. Haas has a B.S. from the University of Washington and has completed executive education at UW Foster Business School for Corporate Governance and MIT for Financial Leadership. Haas makes her home in Orange County with her husband and stepson. Passions include international travel, boating, hiking, and giving back. She is a healthy lifestyle and vibrant real food advocate and a masters swimmer. Certified in Scuba and a capable yacht captain. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Jennifer Haas. Don't forget, three quick points: Seidl and Nour host each week's guest on a live Q&A live stream on LinkedIn, YouTube, and Facebook, so check out the SalesCommunity.com/Events or #TechSalesInsights for updates. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.        We have some fabulous guests joining us in the next several weeks, so learn more at SalesCommunity.com/Events.
32:15
March 10, 2021
E19 - Mission-Driven Founders with Ed Sim, Boldstart Ventures
E19 - Mission-Driven Founders with Ed Sim, Boldstart Ventures
He is the founder of boldstart ventures, a day one partner, and a true believer in developer first and SaaS founders. boldstart is often the first investor working closely with technical founders at company formation. He is currently a board member/observer of Snyk, Kustomer, BigID, Env0, and Cycle. Notable first check investments include Superhuman, Security Scorecard, and Front. He previously co-founded Dawntreader Ventures where he led first-round investments in LivePerson (NASDAQ: LPSN), GoToMeeting (acq. By Citrix), and Greenplum (Pivotal Software). He has a BA in Economics from Harvard. Join David Nour and Randy Seidl on this episode of the #TechSalesInsights podcast with Ed Sim. Three quick points: Ed will be our guest on a livestream Q&A on Linkedin, Facebook, and YouTube - Wed, 3/3 at 2 PM ET - Join Us We turn the show notes from these podcasts into articles, so check them out on SalesCommunity.Com  We have some fabulous guests coming up, such as Jennifer Haas, Andrew Ettinger, CRO at Astronomer, Craig Hinkley, CEO at White Hat Security, Mary Beth Vassallo, VP & GM of North America at NextThink, and Keegan Riley, CRO at SysDig. Stay up to date at SalesCommunity.com/Events
41:01
March 03, 2021
E18 - Personal Accountability with Peter Quirk, HPE
E18 - Personal Accountability with Peter Quirk, HPE
He is a VP/GM of Top Accounts, responsible for HPE’s Hybrid IT, Intelligent Edge, Software, and Services. His organization spans 84 countries and owns all aspects of the HPE customer relationship. The accounts are led by the Enterprise Account Executives (EAE), Enterprise Account Manager (EAM), PointNext, Storage, and Server Specialists. The EAEs & EAMs are responsible for the executive relationship and coordinating the HPE specialists who in turn, work with our clients to transform, manage, and evolve businesses to take advantage of their traditional IT assets and the Cloud. By harnessing Hybrid IT, the Intelligent Edge, and flexible consumption models securely, customers create significant business value. His team is accountable for more than 1.3+ billion in revenue, interfacing across HPE's global business units, ensuring strong synergies between product and service teams, to bring the full power of the HPE portfolio to customers globally. Prior to joining HP, he spent four years at CommVault Systems (CV), where he held the District Sales Manager role for the Northeast; Before CV he spent six years at EMC / Legato Systems where he was the AVP Sales Northeast. As part of the EMC software group, he was responsible for managing sales of the company's Information Management Software and Infrastructure Software product offerings. Prior to EMC as President of The Edward S. Quirk Co., he managed all aspects of the commercial & retail tire business for nine years. He started his career in technology at Computer Associates International, Inc. as a field account manager, and soon became a Sr. account manager. He is a graduate of Boston College where he received a B.S. degree from the Carroll School of Management. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Peter Quirk. Don't forget, three quick points: Seidl and Nour are hosting Peter for a live videostream interview, so check out the SalesCommunity.com/Events or #TechSalesInsights for updates. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.       We have some fabulous guests joining us in the next several weeks, so learn more at SalesCommunity.com/Events.
32:15
February 24, 2021
E17 - Action-Oriented Executives with Ken Dougherty, Dell EMC
E17 - Action-Oriented Executives with Ken Dougherty, Dell EMC
He is the Vice President, Americas Enterprise Preferred Sales at Dell EMC. In this role, he oversees the go-to-market strategy and field sales organization for a $1.5 billion business across the Dell Technologies portfolio. He brings over 20 years of experience leading sales at storage and enterprise software companies. He excels at building high-performance sales teams and driving significant revenue growth. Prior to joining Dell EMC, he served as Vice President of North America Sales at Kaminario leading direct and indirect sales. Prior to Kaminario, he led the HP Big Data sales organization for the Eastern U.S. and Canadian markets where his team delivered double-digit growth and consistently overachieved sales goals throughout his six-year tenure. In 2011, he was recognized as Global Sales Leader of the Year at HP. He also led the Eastern and Canadian Region at Compellent, establishing new markets and delivering triple-digit revenue growth. Ken began his sales career at StorageTek and spent 10 years in various sales and sales management positions. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Ken Dougherty. Don't forget, three quick points: Seidl and Nour are hosting Ken for a live video stream interview, so check out the SalesCommunity.com/Events for #TechSalesInsights for updates.      We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.       Our next guest will be Ricardo Di Blasio, the Chief Revenue Officer at CommVault - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
29:15
February 17, 2021
E16 - Thinking Big Enough with Kevin Haverty, ServiceNow
E16 - Thinking Big Enough with Kevin Haverty, ServiceNow
He serves as the Chief Revenue Officer for ServiceNow, a $4.5 billion SaaS provider. He is responsible for overseeing the global sales organization, including sales enablement, industry solutions, and global sales operations. Prior to his CRO role, he served as Executive Vice President, Worldwide Sales (and other senior positions) from 2011–2020. Before ServiceNow, he served in leadership roles at EMC, Data Domain, Thomson Financial, and Brocade. He has been on the Board of Directors for Drift since 2018. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Kevin Haverty. Don't forget, three quick points: Seidl and Nour are mixing things up and will host this week's guest at a live YouTube video stream interview, so check out the Nour Group or Sales Community YouTube Channels for #TechSalesInsights for updates.     We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.      Our next guest will be Ken Dougherty, Vice President of Sales - Enterprise Preferred at Dell EMC - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
30:11
February 10, 2021
E15 - Purposeful Obstacles Beyond Your Comfort Zone with KC Choi, Samsung
E15 - Purposeful Obstacles Beyond Your Comfort Zone with KC Choi, Samsung
As the Corporate EVP and GM of the Global B2B/B2G Team at Samsung Electronics, he is responsible for the sales and go-to-market leadership for Samsung mobility products, services, and solutions including 5G, Knox Security Galaxy, Note, Galaxy Tab, wearables and IoT to Samsung's global enterprise customers and partners. Previously, he was the SVP of Global Systems Engineering of Dell EMC's world-class technical presales engineering organization that helped its customers and partners transform their information technology capabilities to realize the best outcomes in today's digital economy. Earlier in his career, he joined Compaq/HP as Director of Americas Solutions Architecture, before being promoted to VP of Americas Solutions Architecture, Cloud and Total Customer Experience. Originally from Seoul, South Korea, he graduated from UC Irvine with a BA/BS in Economics and Electrical Engineering. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with KC Choi. Don't forget, three quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates.    We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.     Our next guest will be Kevin Haverty, Chief Revenue Officer at ServiceNow - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
37:31
February 03, 2021
E14 - Undetracted Learning with Bill Swales, VMWare
E14 - Undetracted Learning with Bill Swales, VMWare
He is the Vice President and Channel Chief of the Americas Partner Organization at VMWare, where he is responsible for indirect routes to market for the Americas: United States, Latin America, and Canada, which includes Solution Providers, Corporate Resellers, Public Sector Partners, OEMs, Systems Integrators and Outsourcers, ISVs, and Distributors. Prior to VMware, he was Group Vice President for the Alliances and Channels Sales organization in Oracle's North America Technology Division where he was recognized by technology news source CRN as one of the "Top 50 Most Influential Channel Chiefs." A fierce competitor, he is highly regarded by partners, peers, and team members for his deep understanding of channel and business fundamentals, combined with a data-driven, no-nonsense approach to delivering results. Prior to Oracle, he was Senior Vice President of Worldwide Sales for the Cloud Systems and Solutions Group at Seagate Technology. His experience includes leading the Industry Standard Server and Storage business units at Hewlett Packard, where he held full P&L responsibility throughout the Americas region. He has also held leadership positions and senior sales roles at EMC, IBM, and McData Corporation. He holds a B.S. in Business from DePaul University and has participated in the Harvard Executive Education Program. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Bill Swales. Don't forget, three quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates.   We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.    Our next guest will be KC Choi, EVP and Global Leader, B2B Mobile at Samsung - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
29:11
January 27, 2021
E13 - Sales Operating Plan with Mark Stephenson, Evisort
E13 - Sales Operating Plan with Mark Stephenson, Evisort
He’s a Silicon Valley tech sales veteran, and the Chief Customer Officer for Evisort, an artificial intelligence (AI) technology company, having recently closed a $15 million Series A funding round led by Vertex Ventures and M12, Microsoft’s venture fund, with participation by Amity Ventures and Serra Ventures. Overseeing marketing, sales, and customer success, he has complete accountability to build strategy and execution around the full customer lifecycle. He helps clients optimize the use of Evisort’s “google for contracts” software-as-a-service (SaaS) contract analytics solution which has embedded AI capability to read and understand the meaning in legal documents like contracts. He helps clients create greater agility and effectiveness around how contracts and legal documents are generated, approved, processed, and renewed. With over 25 years of sales leadership expertise in technology solution sales at high-growth, venture-backed firms as well as at scale enterprises such as Cisco and HP, he previously led Avi Networks where he rapidly scaled the business until the company’s successful acquisition by VMware in 2019. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Mark Stephenson. Don't forget, three quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates.  We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.   Our next guest will be Bill Swales, VP and Channel Chief at VMWare Americas - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
27:40
January 20, 2021
E12 - What's Your Brand with Peter McKay, CEO - Snyk
E12 - What's Your Brand with Peter McKay, CEO - Snyk
He is Chief Executive Officer of Snyk (pronounced Sneek), leading a worldwide organization that is disrupting the security industry. Prior to Synk, he was the Co-CEO, President, and Board Member at Baar, Switzerland-based Veeam Software with over 3,500 employees, 240K customers, and $1 Billion in bookings. His previous leadership roles include SVP and GM of the Americas at VMWare, GM of Watchfire at IBM, EVP of Sales at PTC, and SVP at Computer Associates. He is a graduate of Northeastern University with a BS BA in Accounting and Finance, loves cycling, and spending time with his family. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Peter McKay. Don't forget, three quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates. We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.  Our next guest will be Mark Stephenson, CRO at Evisort - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
34:47
January 13, 2021
E11 - Keep Flying the Airplane with Brian Bell, CEO - SportsEngine
E11 - Keep Flying the Airplane with Brian Bell, CEO - SportsEngine
He is Chief Executive Officer at SportsEngine, responsible for setting the overall direction and product strategy for the company, as well as new growth initiatives. Prior to SportsEngine, he held several executive positions at technology companies including President/COO at Code42, Executive Director, Americas Sales at Dell, and Vice President of Worldwide Sales at Compellent Technologies. He holds a Bachelor's degree in Human Factors from the United States Air Force Academy and a Master's degree in Human Factors from the University of Illinois. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Brian Bell. Don't forget, three quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com. Our next guest will be Peter Mckay, CEO of Snyk - don't miss it, wherever you subscribe to podcasts or at SalesCommunity.com/Events.
31:04
January 06, 2021
E10 - Making Bold Moves with Jas Sood, HPE
E10 - Making Bold Moves with Jas Sood, HPE
She is the Vice President and GM of HPE’s North America Infrastructure and Services Business. Over her 25-year career at HPE, she has held roles of increasing responsibility and gained a unique depth of management and leadership experience. She has strong Sales, financial, and business acumen and has spent her entire career in the technology industry.  She has a reputation for personal integrity, independent thinking, and collaboration with others in order to drive business results. Prior to her current role, she has held numerous prior executive-level roles at HPE in Sales, Finance, and Operations. She obtained her undergraduate degree in Economics from UC Irvine and an MBA from Pepperdine University. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with Jas Sood. Don't forget, two quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates, and  We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
31:52
December 16, 2020
E9 - Out of Your Comfort Zone with Jeff Casale
E9 - Out of Your Comfort Zone with Jeff Casale
He has a consistent track record of leading and scaling high growth organizations from sub $20M to billions through complex and often ambiguous go-to-market challenges. Success has required creating and executing bold strategies to enter new markets and build predictable revenue growth. The most important foundational element has been a proven track record of servant leadership. Creating an environment where people are growing and developing as they take risks and make the mistakes necessary for ongoing success. He most recently served as President DT Select Group at Dell Technologies, now a $10 billion business, responsible for strategic planning, business operations, go-to-market, and management of key functions for Dell's most strategic global relationships, including sales, channels, services, and field marketing.  Previously he spent five years at VMware and led business operations for the company’s Americas region, bringing more than 20 years of experience in U.S. and international markets, storage and information software, and global sales and service. Prior to VMware, he spent 19 years at EMC, where he led global channels, OEMs, and go-to-market strategy. While at EMC he also held executive and operational leadership positions for sales and services across Latin America and for the company’s Europe, Middle East, and Africa (EMEA) regions. Join Randy Seidl and David Nour on this episode of The Sales Community #TechSalesInsights podcast with servant leader and board advisor, Jeff Casale. Don't forget, two quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates, and We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
33:29
December 09, 2020
E8 - Going Above and Beyond with Rich Wenning, CyberArk
E8 - Going Above and Beyond with Rich Wenning, CyberArk
He is the Senior Vice President of North American Sales for CyberArk. In this capacity, he leads an organization focused on CyberArk’s identity security portfolio. CyberArk protects against advanced cyber threats, supports compliance initiatives, and empowers digital transformation. Anchored in privilege access management, CyberArk adaptively manages access for a broad range of human and machine identities, from any location or device, across cloud and hybrid environments, and throughout the DevOps pipeline. He has over 25 years of industry experience, and he’s held a variety of senior leadership and client-facing positions with Palo Alto Networks, IBM, Cisco Systems, and Hewlett-Packard Company. He has a passion for building a culture of learning, empowerment, and engagement, reinforcing the right traits, values, and behaviors that lead to client success. A native New Englander, and avid baseball fan, he has served on the Board of Directors for the Greater Boston Chamber of Commerce, and the Customer Advisory Board at Inwood House. He is a graduate of Northeastern University in Boston, and he received his MBA from Fordham University in New York City. He lives in a suburb west of Boston with his wife and two children. Join Randy Seidl and David Nour on this episode of the Sales Community #TechSalesInsights with Rich Wenning. Don't forget, two quick points: Seidl and Nour host each week's guest in a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates, and  We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
31:49
December 02, 2020
E7 - Passion for Learning with Peter Bell, Amity Ventures
E7 - Passion for Learning with Peter Bell, Amity Ventures
He is the General Partner at Amity Ventures where he focuses his energy and expertise on partnering with entrepreneurs to build companies of consequence. He has spent three decades starting, building, and investing in technology businesses. His thematic areas of focus include Machine Learning, Big Data, Cybersecurity, Internet of Things, Autonomous Logistics, Data Analytics, Cloud Computing, Personal/Mobile Commerce, FinTech, and Enterprise Software. He has served on the boards of numerous technology companies over the past two decades including, most recently, Gigamon, LevelUp (acquired by Grubhub), Ocarina (acquired by DELL), Turbonomic, WePay, Qumulo, and ENJOY.  He is currently on the board at Vowel, an emerging leader in enterprise collaboration, Column, a platform for public notice, and Playco, a leader in mobile gaming. He began his career at Price Waterhouse in Boston. In late 1986, he began to sense the opportunities arising in the information age of enterprise computing and joined an exciting young company in Natick, Massachusetts, EMC Corporation. He relocated to San Francisco in 1987 to help lead EMC initiatives in Silicon Valley. EMC was acquired by Dell in September 2016 for $67 billion. In 1998, he embarked on his own entrepreneurial journey and co-founded StorageNetworks, a pioneer in cloud computing. He led the company as its CEO and completed an IPO in 2000. After stepping down as CEO in 2003, he formed his own investment firm, Stowe Capital, focusing on early-stage investments in enterprise software, data center infrastructure, and consumer internet companies. He was a member of the faculty at MIT Sloan School of Management from 2003 to 2006, where he taught entrepreneurship. He was also a Distinguished Executive in Residence and member of the faculty at Boston College from 2003 to 2010, where he taught at the Carroll School of Management. In 2006, he joined Highland Capital Partners, a leading global venture capital firm, where he led investments in early and growth-stage technology companies, eventually becoming the Managing General Partner of the firm.  He lives in the San Francisco Bay Area with his family, serving as a Trustee at Sacred Heart Schools Atherton from 2012 through June 2018. He joined the Board of Trustees of Boston College in 2000 and currently serves as a Trustee Associate. He is also an advisor to the Shea Center for Entrepreneurship at Boston College. He holds a BS in Management from Boston College, an MBA from the Harvard Business School, and an Honorary Doctorate from Babson College. Join Randy Seidl and David Nour on this episode of the #TechSalesInsights podcast with Peter Bell. Don't forget, two quick points: Seidl and Nour host each week's guest at a Twitter Chat, so search Twitter for #TechSalesInsights for the latest updates, and  We turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
38:23
November 25, 2020
E6 - Love to Build with Bill Hogan, SecurityScorecard
E6 - Love to Build with Bill Hogan, SecurityScorecard
He is a recognized industry leader in the IT and Security Field. As the Chief Revenue Officer of SecurityScorecard, the leader in security ratings, his team serves global clients such as GE, McDonald's, Charter Communications, All State, AIG, and Bank of NY Mellon to name a few. He is a seasoned executive with a proven track record leading high performing teams solving enterprise-class problems.  He previously ran Global Financials and Strategic Accounts at Fortinet. Before Fortinet, he served as President and Chief Revenue Officer at Webhouse, Inc. He spent a decade at NetApp as VP of Global Accounts, Financial and America’s Enterprise. At HP, he served as its GM of Storage Virtualization Systems Group, after its acquisition of StorageApps where he served as VP of Sales. Earlier in his career, he spent a decade at EMC in various sales and sales leadership roles.  He serves on various charitable boards, including Diocese of Brooklyn Futures in Education, Alive and Hope Foundation, Tuck RUSH for Literacy, St Baldrick’s Foundation, and St Agnes CYO. Join Randy Seidl and David Nour on this episode of the #TechSalesInsights podcast with Bill Hogan. Don't forget that we turn the show notes from these podcasts into more in-depth articles, so check them out at SalesCommunity.com.
39:15
November 18, 2020
E5 - Make the Number with Ken Grohe, WEKA
E5 - Make the Number with Ken Grohe, WEKA
He is a technology veteran, bringing more than three decades of SaaS and storage leadership to his role as President and Chief Revenue Officer (CRO) for WekaIO. Prior to joining the company, he was CRO of Samsung’s Stellus Technologies, a leading data systems company that addresses the way companies capture, store, access, and process unstructured data. Prior to Stellus, he served as President of SignNow, SVP, and GM of Barracuda Networks, and CRO of Virident, a Western Digital Company. He also had an impressive 25-year career at Dell EMC, finishing as VP and GM with a focus on the global flash business. In addition to being an international best-selling author, he holds a degree from Stanford University Graduate School of Business and a BS, cum laude, in Management from Boston College. Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Ken Grohe.
41:07
November 11, 2020
E4 - First in a Role to Grow Something with Paola Doebel, Ensono
E4 - First in a Role to Grow Something with Paola Doebel, Ensono
She joined Enonso in May 2020 from Hewlett Packard Enterprise (HPE) where she served as the Vice President and General Manager for the North America Compute, Software Defined, High-Performance Computing (HPC) and Artificial Intelligence (AI) team. Prior to her North America roles at Ensono and HPE, she lived with her family in Asia-Pacific for 8.5 years where she held various technology leadership roles at Dell Technologies and HPE. She has held multiple roles at HPE in Asia-Pacific from strategy and operations to leading the APJeC Datacenter and Hybrid Cloud business based in Singapore. Prior to joining HPE, she was a Director at Dell Technologies (Dell) in APJ where she led the Enterprise Infrastructure and Options businesses for the region based in Seoul, South Korea, and Singapore. She started her technology career at Dell based in Austin, Texas, and North Carolina where she held roles ranging from product management to global business and product development. She graduated with a Bachelor of Arts in English Literature from the University of Pennsylvania in Philadelphia, and currently lives in the Chicago area with her family. Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Founding Advisory Board Member of the Sales Community, SVP and Managing Director of North America at Ensono, Paola Doebel. Don't forget, we turn the show notes from our podcasts into unique #TechSalesInsights position papers, so come join us in the Sales Community to learn more.
33:47
November 04, 2020
E3 - Imagining the Possible with Frank Rauch, Check Point Software
E3 - Imagining the Possible with Frank Rauch, Check Point Software
His responsibilities include strategy, execution, and results for Check Point Channel Partners around the globe. His last position was Vice President of VMware’s Americas Partner Organization. In this role, he was responsible for indirect routes to market for the Americas, which include national and regional solution providers, public sector partners, original equipment manufacturers, system integrators and outsourcers, ISVs, and distributors. Prior to VMware, he was Hewlett-Packard’s Americas Vice President and General Manager of Enterprise Channels. He also held VP roles in strategy and direct sales with HP. He started his career with IBM in sales and executive staff roles. He and his teams have been recognized with over 65 channel awards and he has been personally recognized with 13 CRN Channel Chiefs awards and has been ranked consistently in the CRN Top 25 Channel Sales Leaders. He is a graduate of Drexel University with degrees in Marketing and Computer Systems Management. He lives in the Philadelphia area and is active on several advisory, non-profit, and partner advisory boards. In his spare time, he also enjoys mentoring students and startups.  Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Frank Rauch, Head of Check Point’s Worldwide Channels. We turn the show notes from our podcasts into unique #TechSalesInsights position papers, so come join us in the Sales Community to learn more.
39:53
October 28, 2020
E2 - High-Performance Culture with Jim Sullivan, President & CEO - NWN Corp.
E2 - High-Performance Culture with Jim Sullivan, President & CEO - NWN Corp.
With more than 30 years of enterprise technology industry experience, he has a track record of scaling both emerging and established companies for rapid global growth. As President of Actifio from February 2011 until May 2019, he helped drive this copy data management software pioneer to a unicorn valuation of $1.3 billion, more than 3,500 global customers, and a 50% CAGR. He co-developed the company’s strategy and led sales, presales, channels, and OEM distribution, from pre-revenue to achieving high growth, positive cash flow, and global operations. Prior to Actifio, he served as the President of enterprise storage technology provider XIV, responsible for the company’s business direction and go-to-market model, including sales, marketing, and global services operations. After XIV was acquired by IBM in 2008, he spent three years as Vice President of IBM Storage, generating more than $1 billion in total sales. He spent six years as CEO of CentrePath Network, and prior to that spent 12 years helping to grow EMC Corporation from $80 million to more than $10 billion in annual global sales, serving in several senior management positions culminating in Senior Vice President of Sales. He served on the boards of AppIQ until its acquisition by HP in 2005, and Diligent, a deduplication software pioneer acquired by IBM. He currently serves as chairman of the board of Weka.io, maker of a software-defined file system, and is a board member of Titus Software, a Blackstone portfolio company. He is active as a member of YPO (Young Presidents’ Organization), and with his Alma Mater, Boston College. Join Randy Seidl and David Nour on this episode of the Sales Community Tech Sales Insights podcast with Jim Sullivan, President, and CEO of NWN Corporation. We turn the show notes from our podcasts into unique #TechSalesInsights position papers, so come join us in the Sales Community to learn more.
40:35
October 21, 2020
E1 - Sales Community Vision with Randy Seidl, Founder and CEO
E1 - Sales Community Vision with Randy Seidl, Founder and CEO
He is a global technology board director, CEO, CRO, executive recruiter, sales community leader, consultant, advisor, and investor with extensive sales and executive leadership experience. Put simply, he helps companies and individuals grow.  He is known for his unique ability to scale emerging growth and Fortune 500 technology companies as well as individual’s careers. Uniquely, he has worked in startups/smaller companies and industry-leading organizations such as Hewlett Packard, Sun Microsystems, StorageTek, and EMC Corporation. He has a record of consistently increasing company value through his strategic leadership, go-to-market expertise, people skills, and his extensive executive relationship network.  His COVID moment, that you'll hear about in this episode, led to his planned launch of the SALES COMMUNITY this month as a sales social network with a mission to be the best resource to add value to technology sales professionals by providing a community where members can: promote equity, diversity, and inclusion, learn more and grow, give and get feedback, network, access a library of best in class resources, and have fun. Join us on this inaugural episode of the Tech Sales Insights with the Sales Community founder and CEO, my friend, Randy Seidl.
20:21
October 14, 2020