Uncharted Podcast #82, Stephen Cornwell, Importance of Community Involvement, Learnings of Going to Market In A Competitive Market And Why Relevance Is The Secret To An Effective Learning Program
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Our guest this week is Steve Cornwell, Founder & CEO at Northpass, a learning platform that specializes in building custom platforms for external use cases such as customer education programs, partner programs and workforce programs. Prior to Northpass, Steve ran sales, marketing and operations for Edifice, an enterprise data services and SaaS analytics platform serving the retail industry that was acquired by SPS Commerce (Nasdaq: SPSC) in 2012.
This week's episode was supported by Bambee. Get a Free HR Audit at Bambee.com/uncharted
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Uncharted Podcast #81, Brendon Cassidy, On Why CoSelling is The Future and What To Look For When Hiring Your First Few Sales Candidates
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Poya and Robby interview Brendon Cassidy, who returns to the show as a Co-CEO and Co-Founder of CoSell, a company that helps organizations leverage referrals to find and accelerate sales deals. Prior to founding CoSell, Brendon was the first head of sales at LinkedIn (acquired by Microsoft for $26 Billion), a VP of Sales for EchoSign (acquired by Adobe), and Talkdesk (valued at $4 billion).
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Uncharted Podcast #80, Mark Selcow, Partner at Costanoa Ventures on His 3 Insights Scaling BabyCenter, Importance of Listening & How the Best Founder's Have Incredible Product and Market Insights
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Poya and Robby interview Mark Selcow, a General Partner at Costanoa Ventures, where he is focused on investing in the next generation of great enterprise technology companies. Prior to joining Costanoa, Mark was a serial entrepreneur and operator, who led organizations in the enterprise software and consumer Internet sectors. He co-founded and served as President of two companies. The first, BabyCenter, was a pioneer in the consumer Internet and grew to become a leader in the online parenting market. BabyCenter was sold to Johnson and Johnson in 2001. The second, Merced Systems, became the dominant provider of Performance Management software for large Customer Service functions. It was an innovator in combining operating data, complex derived metrics, and human factors, such as coaching, incentives, and games to achieve improvements in employee performance serving customers. Merced grew profitability from its first year of shipped product and was sold to NICE Systems in 2012.
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Uncharted Podcast #79, 3 Things That Successful Sales Reps Admire in Sales Manager and 3 Things They Don't with Briana Carter and Kevin Russell
This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at www.indeed.com/scale).
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We talk to Briana Carter and Kevin Russell who were formerly scaling the EMEA business for HackerRank. Most recently, they started a podcast called "Be.Human" which is a creative medium for them and experts to talk about what it means to live a life that is mindful, purpose-driven, messy, meaningful, and fulfilling.
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Uncharted Podcast #78, Responsibilities of a Chief of Staff in a Technology Company, And The Importance of Staying Close To Your Customers With Kristen Durham, VP of Startup Initiatives at Zendesk
This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at www.indeed.com/scale). You can listen below on Spotify or on the web
Kristen Durham is VP of Startup Initiatives at Zendesk. She previously served as the Zendesk Chief of Staff, and prior to that she spent four years at Silicon Valley Bank building its VC and technology banking practices in Latin America, China, and other emerging markets. Kristen holds an MS in Energy & Resources from UC Berkeley.
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Uncharted Podcast #77, Why Seed Is the New Series A, and the Three Qualities That Are Most Important for Startup Founders With Greg Sands, Founder & Managing Partner of Costanoa Ventures
This week's episode was supported by Indeed (get a $75 credit for your job post at indeed.com/scale)
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Poya and Robby interview Greg Sands, founder and managing partner at Costanoa Ventures. Prior to founding Costanoa, Sands was a Managing Director at Sutter Hill, where he invested in early stage enterprise software startups, such as Merced Systems, AllBusiness, Youku, Quinstreet, and Feedburner. He was the first product manager at Netscape Communications where he wrote the initial business plan, coined the name Netscape, and built the SuiteSpot Business unit from $0-$140M. He also served as a business development manager at Cisco where he architected a channel management plan. He served a term as the President of the Stanford DAPER (Athletics Department) Investment Fund and remains on the executive committee. He is also the former Trustee of the Stanford Business School Trust and former Chair of its Venture Capital Committee.
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Uncharted Podcast #76, Spekit CEO Melanie Fellay on Building an Enduring Company for the Enterprise
This week's episode was brought to you in thanks to Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/scale)
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Melanie Fellay is the CEO and Co-Founder of Spekit (https://spekit.co), the highest-rated and easiest-to-use digital enablement platform that maximizes employee productivity, helps you onboard faster and drives tool adoption by reinforcing your training and enablement in real-time, in any application.
Spekit was born out of the first-hand pain that Melanie and her co-founder Zari felt trying to drive tool adoption and enabling employees using outdated and ineffective solutions that couldn't keep up with today's pace of growth and change. Spekit became the solution to that pain and is now the software of choice for customers across sales enablement, learning & development and revenue operations roles.
Melanie is a BizOps and Enablement enthusiast with expertise driving Salesforce transformations and architecting employee-centric learning solutions. Melanie graduated from the University of Colorado, Boulder with a degree in Accounting & Finance. In her free time, Mel enjoys dancing to live music at Red Rocks or hanging with her mini-goldendoodle puppy, Rufus.
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Uncharted Podcast #75, Why scalable growth has nothing to do with speed & “the new eight" P's of marketing with Sheridan Gaenger
This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at www.indeed.com/scale). You can listen below on Spotify or on the web
In this episode of “Uncharted,” we welcome Sheridan Gaenger, growth marketer passionista. She’s shaking up the traditional five P’s of marketing by revealing that today, there’s actually eight and hint, they’re not tactics! How did she discover and why is she preaching “the new eight”? In under 2 years, she marketed separate companies through an IPO and a Fortune 100 acquisition. Sheridan knows how to scale demand smarter not harder. Her philosophy? - “Scale comes from embracing a strategic sequence, not tactics.” She learned quickly that growth teams who see repeatable success, not only lean into proven new marketing trends but more importantly they never stop embracing the un-sexy stuff like plumbing and metrics. Without fail, these teams follow eight disciplined steps. Tag in, because you’ll never think about growth marketing the same. Your revenue will thank you.
Sheridan, a bay area native is currently the Head of Revenue Marketing at Honeycomb.io and has spent the last 15 years in B2B marketing, often finding herself as the first marketer hired to build the foundation. In her spare time, Sheridan enjoys giving back to her community, traveling and hanging out with her family.
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Uncharted Podcast #74, Dance In The Chaos: Why The Journey Matters More Than the Destination w/Adam Greenberg
This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at www.indeed.com/scale). You can listen below on Spotify or on the web, as well as,
About our speaker:
Adam Greenberg is the CEO of iUNU, a Seattle-based startup that provides AI and computer vision technology to help greenhouse growers optimize their operations. iUNU & Mr. Greenberg have been recognized with a Medal of Excellence nomination from Greenhouse Grower, best new indoor growing technology from United Fresh Produce Association, and at age 30, Adam became a member of GPN's 40 Under 40 Class of 2020. Greenberg has been a speaker & panelist at numerous universities, associations, seminars, and conferences such as Hemp Industry Daily, MjBizCon, Indoor AgCon as well as University of Maryland’s annual MAVRIC technology conference. Mr. Greenberg created an AI symposium for Congressional staffers on Capitol Hill late last year, Farm Traveler featured Adam on their November 2020 podcast, Informing Choices on a February 2021 podcast, and Mr. Greenberg was a panelist on the IndoorAgCon January 21 webinar on AI & Robotics.
Adam founded iUNU in 2013 to revolutionize the greenhouse industry by using machine vision technology and iUNU recently closed its Series A funding of $7 million. His passion for agriculture came from his father who is a botanist and entrepreneur. Mr. Greenberg earned his degrees in Finance and Entrepreneurship from the University of Washington and is a former financial analyst at Amazon. Adam is a member of the Board of Advisors of the Southern Christian Leadership Council’s Global Policy Initiative and a member of the Board of Advisors of the Financial Services Innovation Coalition’s American Innovation & Opportunity Fund. He is a fifth-generation native of San Francisco and lives in Seattle, Washington where he enjoys traveling and the outdoors.
In Mr. Greenberg’s own words, “The credit for our success goes to the team at iUNU. Look at the change we’re making and look how far we’ve already come. At the end of the day, our goal is to add value to our customers.”
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Uncharted Podcast #73, How Curiosity Led to the Founding of Demostack with Jonathan Friedman
This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at www.indeed.com/scale). You can listen below on Spotify or on the web, as well as,
About our speaker and this episode:
Jonathan Friedman is the Co-Founder and CEO of Demostack, on this episode we talk about how Demostack got it’s start as a result of a problem that Jonathan experienced in his previous job and he wanted to do something about it. In short, Demostack wants to make it easy for companies to build software demos. This was a unique episode as software companies of all types face challenges in building a quality demo, one that doesn’t expose actual customer information, yet shows all of the functionality in a reasonably realistic way. And it’s great to see Demostack solve for this pain point.
We also discussed how Jonathan was able to raise $17.3 million in funding today from some of the most respected VC firms in the world led by Bessemer Venture Partners with help from GTM Fund and with participation from Operator Collective, Cerca Partners and a slew of individual investors.
Prior to Demostack, Jonathan built Tripactions Liquid, a Travel Payments product from the ground up where he helped take the project from a vague Fintech idea to a full blown strategic business unit in 12 months. Previously, Jonathan successfully brought multiple technology products from idea to market, with 2 successful exits. Those being Reactful and studentevents.com
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Uncharted Podcast #72, The compounding effect of industry knowledge and how to worry less with David Appel
This week's episode is brought to you by Cosell.io/scale where winning revenue teams are leveraging warm introductions to connect with their prospective buyers as well as Scratchpad.com, a favorite sales solution that allows you to do more selling and less salesforce clicking.
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In today’s episode, Robby and Poya sit down with David Appel.
David Appel is the Head of Software & SaaS at Sage Intacct, and is passionate about creating great B2B SAAS companies. Prior to Sage Intacct, David served as the Head of Direct Sales at Bill.com, where he grew business by 85% and tripled the team over his 18-month tenure. Previously, he held various sales leadership roles at leading software companies including NetSuite, IBM and Oracle. Having spent over 10 years as a startup sales advisor, David has helped many founders think about their own SaaS dashboards directly.
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Uncharted Podcast #71, The SPAC Experience from an Employee's Perspective & Future of the Electric Vehicle Industry I Wesley Thibault
This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/scale).
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Wesley Thibault is the Director of Mechanical Engineering at Romeo Power where he started as the founding engineer in 2016. Prior to that, he was a manufacturing engineer at Rolls-Royce. Wes is a graduate of University of California, Santa Barbara where he got both his bachelors and master's degree.
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Uncharted Podcast #70, How paying it forward helped Boast.AI raise $123 Million in funding, and Lloyed Lobo reflects on near death experience with COVID-19
This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/podcast).
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Lloyed is the co-founder and president of Boast.AI, a company that is working to streamline and automate access to billions in R&D credits and innovation incentives so companies can fuel their growth while preserving equity and avoiding red-tape. Armed with $123M USD in funding, Boast.AI is on a mission to help innovative companies become successful.
Lloyed also co-chairs Traction, a community of over 90k+ founders and tech professionals co-founded by Boast.AI, that brings leaders from the fastest growing companies like Shopify, Twilio, Slack, LinkedIn, GitHub, Cloudflare, and many more to share learnings on building, growing, and scaling startups via weekly webinars, regular meetups, and an annual conference.
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Uncharted Podcast # 69, Importance of attention to detail and who, what and when to hire when scaling your go-to-market with Jen Abel
This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/podcast).
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As a B2B entrepreneur, Jen Abel Founded and scaled JJELLYFISH. Abel is recognised for her skill in designing early-stage b2b go-to-market plans , specifically advising international companies on how they can best conquer the U.S. market. As a thought leader in B2B sales, Abel has been featured as a Cohost and speaker by brands including Conde Nast's Glamour, Techstars, and Boulder Startup Week. Abel advises early stage B2B startups on their sales strategy, along with Fortune 500 companies seeking to test new business models. With over a decade of early-stage startup expertise, Abel was also a Mentor for Techstars and Founding Enterprise Sales Member at General Assembly (acquired) and Y-Combinator startup, The Muse.
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#68 Importance of Confidence & How To Scale Your Finance Function I Monty Montgomery
This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/podcast).
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Monty has over 27 years of experience in financial management and business process outsourcing (BPO) services. Prior to becoming CEO of MontPac, Monty was CEO of Startup Financial Management Inc, CFO of TechFarm Ventures and CEO of Montgomery Financial Services Corp. Monty was also the acting CFO of Metacloud and he helped guide the company through its successful acquisition by Cisco. Monty has a passion for accounting and for providing services that help business owners become better informed enabling better business decisions.
On this episode, we talk through all things related to account and finance that you should be aware of as you scale your finance department.
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#67 Why Getting Started is More Important Than Anything with Noyo's Shannon Goggin
This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/scale).
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Shannon Goggin is the CEO & Co-Founder of Noyo, a technology company that uses software to enable data exchange between health insurers and apps that help employers and consumers manage their health insurance and other benefits. Shannon has raised money from top-tier Silicon Valley investors and is a leading voice on the changes and trends in the health insurance space. Noyo works with leading national insurance companies and cutting edge technology companies.
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#66 The Twists & Turns of Building Multiple Products and Companies with Pouyan Salehi and Cyrus Karbassiyoon
This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/podcast).
Serial entrepreneurs Pouyan Salehi and Cyrus Karbassiyoon have been on a 10 year journey building and scaling various enterprise products. in 2019, they founded Scratchpad, a workspace for revenue teams combining sales notes, spreadsheets, tasks, Kanban boards, search, collaboration, and sales process compliance in a single interface.
On this episode, we talk through all of their learnings in the last decade building as well as scaling multiple products and companies.
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#65 The Importance of Being a Mentor and Having a Mentor, How to Get Started I Abbas Haider Ali
This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/podcast).
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Abbas is the VP of Customers Success and Value Engineering at Segment (now a Twilio company) where he's building a cross-functional global value engineering team. Prior to Segment, Abbas had a 10 year stint at xMatters as CTO where he led the technology team.
Abbas embodies the pay it forward mentality by mentoring his time and giving back to the community through his involvement at PlatoHQ (the largest engineering and product mentorship community), as well as EverWise (now a torch company).
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#63 Using Your Personal Experience to Create a Mission Driven Company I Katie Kent
This week's episode is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale)
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Katie was born and raised in the Suburbs of Detroit, Michigan and spent the first years of her career in a boutique VC firm in San Francisco. It took her only a few months to come to the realization that she wanted to get back to building and made the leap to startup life joining Zipfian Academy as a co-founder and the first business hire.
After a successful acquisition, and a few years as a product manager at Flexport, Katie is now a co-founder at Placement where she and companny help jobseekers get jobs they didn't think was possible.
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#62 Everything In Life Is Temporary. The Key Is To Flow With The Natural Current Of Life I Steven Boone
This week's episode is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale)
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Steven is currently responsible for supporting the revenue team at Twilio that owns the company's revenue number by driving strategic initiatives. Prior to Twilio, Steven ran sales, marketing, and business development for Atrium, a legal technology startup that served high-growth companies. Prior to Atrium, he was Head of Revenue Operations at BloomReach, running sales operations, inside sales, and go-to-market strategy as the company raised nearly $100m and scaled to a 50+ person sales organization. Steven has studied at the University of California Berkeley School of Law and the University of Oregon.
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