Uncharted Podcast #103, 5 Learnings From Being at The Largest In-Person Cloud Gathering in Two Years
Listen to this week’s episode below via Spotify below or access it on the Web
Our very own, Poya Osgouei talks through some of the learnings from the largest cloud gathering last week.
Connect with us and our guest
Uncharted Podcast #102, From Being Paralyzed to a Million+ First Year as Senior SDR with Jack Ryan
Listen to this week’s episode below or access it here
Three years after suffering from a spinal cord injury in a jujitsu class and being paralyzed from the neck down, Jack Ryan Greener hiked Mt. Whitney.
As an inspiring team member that Poya has been fortunate to work with, listen to the incredible story of how Jack went from being paralyzed to sourcing over $1M in revenue in his first year as an SDR at SaaStr.
Learn more about hassle free banking made for you at https://banknovo.com/uncharted
Uncharted Podcast #101, Reflecting on the first 100 episodes on the Uncharted Podcast and Announcing The Top 5 Most Listened Episodes
Listen to this week’s episode below or access it here
Over the last year, we’ve hosted close to 100 amazing guest, and we were fortunate enough to interview CEOs who were in the trenches navigating the COVID-19 pandemic, investors who were advising companies on how best to move forward, and operators who saw explosive growth given the shift to working from home. The Top Episodes Ranked by Listens:
Our 11th episode featuring Brendon Cassidy where he shares his playbook to creating highly cohesive and scalable sales power-houses
Our 40th episode featuring Dan O'Connell and Keith Messick where they share the benefits of a strong sales and marketing relationship
Our 20th episode featuring Carin Van Vuuren where she shares how leaders can Cultivate a Sense of Belonging and Inclusion at Work (in-person or remote)
Our 26th episode featuring Mandy Cole where she talks through the playbook to achieving record breaking sales despite the macro environment
Our 100th episode featuring Jason Lemkin as he pays forward his top lessons having successfully started and sold 3 different companies
Connect with us and our guest
Uncharted Podcast #100, Lessons Learned From a Lifetime in Entrepreneurship With SaaStr's Jason Lemkin
Listen to this week’s episode below and access the transcription of the episode here
Join us at SaaStr Annual at the end of September by signing up for one of the few expo passes still available. Get your expo pass for free -> here (link is here -> https://www.saastrannual.com/buy-tickets?promo=letsmeetatsaastr)
Jason shares his learnings, from his time as three time founder, and what he’s learned from a lifetime in entrepreneurship:
On foresight: Jason shares “If it seems I’m two steps ahead, it is because I've been thinking about this for five years, a hundred hours per week.” In Jason’s experience, the best founders he’s worked with are three to four steps ahead and can tell the entire future of an industry.
On balancing life and work: Jason admits it’s extremely difficult and nearly impossible but the one tactical advice that he got from his mentor that worked for him is to not take home the drama of a startup after 6 to 12 months. It will be too much for your family. Don’t overshare here after the early days. You need home to be about your family and a place to destress. Your family — they can’t take the constant drama, it’s too much for almost anyone. They will tune out.
On resiliency and going long: Jason shares a few personal stories that have convinced him to never quit and those that don’t quit after a million get rewarded with either a single, double, triple or home run. So buckle up and go long!
On investing: Jason shares that his formula is he wants to invest in founder’s that are better than him and have higher traction than he had when he was running EchoSign.
On the topic of the first outdoor SaaStr Annual:, Jason is most looking forward to everyone getting back together for the first ever in-person SaaStr Annual and bringing together a distributed community. Join us at SaaStr Annual September 27-29th by grabbing a free pass here -> here
On what he would advice his younger self, Jason shares:
Slow down big decisions, speed up the rest. I’m not the first to say this, but boy it’s correct. You may think you only have 24 hours, or 5 days, or a week to make a huge decision. But it’s okay to slow those one or 2 big decisions a year down. Just speed the rest up. That VC will still want to fund you. That BigCo will still want to buy you. That partnership can still happen, even if you need another week.
Find a mentor, a real one. Someone you can talk to about this stuff.
Jason demonstrates his kindness in big ways but also finds ways to find things in common with folks on his team he cares about – like looking up sweets and treats from their country of origin (Iran in Poya’s case) as a way to make a deeper connections with folks on his team
Take a deeper listen here
Connect with us and our guest
Uncharted Podcast #99, What's Required at the Different Stages of Growth From a Sales Leadership Lens With Robby Allen & Collin Stewart
Listen to this week’s episode below via Spotify or watch the video interview here
On this week's episode, we have Collin Stewart - Host of the Predictable Revenue Podcast welcome our very own Robby Allen, veteran sales leader and current VP of Sales at AgentSync.
I mean, what hasn’t Robby done in the world of sales? Grew Zenefits’ sales team to 250 reps. Grew Flexport’s sales development-sourced revenue by $80M, en route to a $110M Series C round, at just shy of a $1B company valuation. Now, he’s helping startups of all kinds grow their sales machines. Suffice it to say: Robby knows a thing or two in the world of revenue generation.
This week's episode was supported by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale), Indeed (get a $75 credit for your job post at www.indeed.com/scale) and Bambee (Get your HR Audit for free at Bambee.com/uncharted).
Uncharted Podcast #98, Top Do's and Don'ts To Have An Effective Start at a New VP Role With Bryan Elsesser, VP of Sales at Saastr
Listen to this week’s episode below via Spotify or listen on the web here
In the run up to the 2021 SaaStr Annual, our very own, Poya Osgouei sits down with Bryan Elsesser, VP of Sales at Saastr. Bryan shares tips and his perspective on what's been effective and useful during his first 6 months as the VP of Sales at SaaStr.
You can get 30% off your SaaStr Annual tickets by using promo code: "Poya30". Get your tickets here: https://www.saastrannual2021.com/buy-tickets?promo=poya30
You can connect with Bryan via LinkedIn (https://www.linkedin.com/in/bryanelsesser/)
Uncharted Podcast #97, What It's Like Starting Off Your Sales Career at a Large Company
Listen to this week’s episode below via Spotify or watch the video interview here
Poya Osgouei was recently on the "Beyond Quota" Podcast Hosted by Pouyan Salehi and Ross Pomerantz (Corporate Bro). Beyond Quota is video series and podcast that explores the real stories from the sales trenches often edgy and sometimes controversial. The video interview can be found here: https://bit.ly/3yk1xFv Each episode features guests who started their careers in sales and are now builders of companies, products, content, or have moved on to other careers. On this episode, we talk through Poya's experience working at large companies and using that to move to early-stage startups.
This week's episode was supported by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale), Indeed (get a $75 credit for your job post at www.indeed.com/scale) and Bambee (Get your HR Audit for free at Bambee.com/uncharted).
Uncharted Podcast #96, Understanding the Pros and Cons of Scaling a Family Business and Tips to Running it Successfully w/ Trevor Baldwin
Listen to this week’s episode below via Spotify below or access it on the Web
Trevor is the Chief Executive Officer of Baldwin Risk Partners. Trevor joined the Firm in 2009 as a Commercial Risk Advisor working primarily with healthcare and private equity clients, over time he led the firm’s Commercial Risk Management Group as Managing Director, followed by being BRP’s President & CEO.
Trevor has a background investing in and working with companies to shape their goals and success. Before joining Baldwin Risk Partners, Trevor worked at the private equity firm HealthEdge Investment Partners, LLC. While at HealthEdge, Trevor divided his time between working with portfolio companies on operational improvements and assisting in the execution of new transactions.
This week's episode was supported 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).
Connect with us and our guest
Uncharted Podcast #95, Driving Transformation in Healthcare with Kara Dennis, Head of Healthcare at Unqork
Listen to this week’s episode below via Spotify below or access it on the Web
As Head of Healthcare at Unqork, Kara Dennis leads our healthcare go-to-market strategy, owning our efforts with payers, providers, and life sciences companies.
Kara joined Unqork from Clarify Health Solutions, an advanced analytics company where she was SVP and GM of Life Sciences. Prior to Clarify, Kara was VP and Managing Director of Mobile Health at Medidata Solutions, a leading cloud provider of clinical trial technologies. Kara also spent several years in the Healthcare practice at McKinsey & Company, and worked at a biotech focused on developing therapies for intensive care units.
Through her experience in healthcare technology and clinical trials, Kara has worked with many global healthcare companies to improve clinical trial efficiency and evidence generation, and has deep experience with healthcare workflows and processes.
Connect with us and our guest
Uncharted Podcast #94, Democratizing healthcare And The Importance of Continuous Learning With Amy DuRoss, CEO and Co-founder of Vineti
Listen to this week’s episode below via Spotify below or access it on the Web
Amy DuRoss, CEO and Co-founder of Vineti, a committed patient advocate, is blazing a trail to orchestrate the supply chain to democratize treatments focused on personalized medicines. This is not her first moon shot to give power to patients.
Before co-founding Vineti, Amy focused on healthcare new business creation for GE Ventures/ healthymagination. Prior to GE, Amy was Chief Business Officer at Navigenics, a genomics company sold to Life Technologies in 2012. She was co-founder and Executive Director of Proposition 71, California’s $3B stem cell research initiative passed in 2004, as well as Chief of Staff at the resulting state grant oversight agency. Amy holds an MBA and MA/BA from Stanford University. She was named a 2016 Health Innovator Fellow by the Aspen Institute.
Connect with us and our guest
Uncharted Podcast #93, The Benefits of Product Led Growth and How to Run Sales in the Era of Product-Led Growth with AJ Bruno
Listen to this week’s episode below via Spotify below or access it on the Web
AJ leads the QuotaPath team as CEO & Co-Founder. Prior to QuotaPath, AJ spent 6 years at TrendKite, the company he founded and was president of in Austin, Texas. At TrendKite, AJ led 250+ employees to a successful acquisition by the public company Cision for $225 million in January 2019. Aside from his love of all things tech, AJ is the father of three young girls and is an avid pilot, frequently seen flying around in his Beechcraft Baron.
AJ is very active in the startup community. He’s an investor to dozens of startups and advisor and mentor to many. He currently sits as a Board Member of Philly Start Up Leaders, the largest community of entrepreneurs in Philadelphia. He is also an alumni of Dreamit Ventures, having completed the program with his first company, TrendKite.
Connect with us and our guest
Uncharted Podcast #92, The Founder's of CoSell Talk About Recruiting a Technical Co-founder & Working With Your (Non) Technical Co-Founder's with Pete Ryan and Andrew Burleson
Listen to this week’s episode below via Spotify below or access it on the Web
Poya Osgouei sits down and talked with Pete Ryan, and Andrew Burleson, the cofounder's of CoSell.
Connect with us and our guest
Uncharted Podcast #91, The Framework to Building the Ideal Customer Success Structure and Creating a Data-Driven Culture With Demandbase's Allison Metcalfe
Listen to this week’s episode below via Spotify below or access it on the Web
Allison Metcalfe is the Chief Revenue Officer for Demandbase. In her role, Metcalfe is responsible for leading Demandbase’s revenue operations.
Metcalfe joins Demandbase after a successful tenure at LiveRamp where she was responsible for building successful business lines and high-performing teams, including LiveRamp TV, the company’s multi-million dollar TV advertising division. Earlier in her career, Metcalfe was a Director of Customer Success at Demandbase. Furthermore, Metcalfe has held customer success roles at Salesforce (Data.com) and Equilar.
Metcalfe holds a Bachelor of Arts degree in Journalism and Sociology from the University of St. Thomas in St.Paul, Minnesota.
Connect with us and our guest
Uncharted Podcast #89, An Entrepreneur's Experience Taking Capital 15 Years After Company Formation And How to Rethink Leadership in Today's Changing World With Centercode's CEO, Luke Freiler
Listen to this week’s episode below via Spotify below or access it on the Web
Luke Freiler is the CEO and co-founder of Centercode, a delta testing solutions provider that helps hundreds of enterprises and high-growth tech companies bring dynamic and delightful products to market. A self-identified Tech Idealist, his mission is to create "less" technology by turning cutting-edge tech into products that fit seamlessly into the everyday lives of consumers. With a background in user experience and software development, Luke enthusiastically leads the design of the Centercode Platform, a comprehensive SaaS solution that enables companies to continuously engage with their audiences throughout product development and iteration. Prior to founding Centercode, Luke worked for Samsung, Ericsson, and Native Instruments, where he developed, tested, and helped launch and support a variety of B2B and B2C products.
Connect with us and our guest
Uncharted Podcast #88, How to Leverage the "Manager, Leader, Executive" Framework in Hiring & Why Foresight is So Critical in Executive Leadership With Josh Stein, Managing Partner at Threshold
Listen to this week’s episode below via Spotify below or access it on the Web
Josh is a managing partner and co-founder of Threshold. He currently holds board responsibilities at Chartbeat, Databook, LaunchDarkly, LendKey, Sanity, and Talkdesk. He is also actively involved with the firm's investments in AngelList, Doximity, Front, Loftium, and Rippling. His previous investments include Box (NYSE: BOX), Periscope Data (Sisense), Redfin (NASDAQ: RDFN), Selligy (Veeva Systems), SugarCRM (Accel/KKR), Swell (Apple), Tremor Video (NYSE: TRMR), Twilio (NYSE: TWLO), Yammer (Microsoft), and Yardbarker (Fox Sports Interactive).
Josh was a VP at Telephia, where he managed a group providing strategic analysis and information to the nation's largest wireless carrier. Previously, Josh was a co-founder, director, and the chief strategy officer for ViaFone (NYSE: SY), a leading provider of wireless enterprise applications. He has also held positions in product management at Microsoft and NetObjects, and was a management consultant at The Boston Consulting Group.
Josh holds a BA from Dartmouth College, an MBA from the Stanford University Graduate School of Business, and is a graduate of the Kauffman Fellows Program.
Josh was named by Forbes to its annual Midas List of top technology investors in three consecutive years and was twice recognized as a “top VC investor” by New York Times/CB Insights in their annual rankings. He was also a recipient of the Deloitte Fast 500 Venture Capitalist of the Year award.
This week's episode was supported by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale), Indeed (get a $75 credit for your job post at www.indeed.com/scale) and Bambee (Get your HR Audit for free at Bambee.com/uncharted or Bambee.com/scale)
Connect with us and our guest
Uncharted Podcast #87, The State of Sales Recruiting in 2021 and Launching a Software Business Out of an Existing Services Business With Carolyn Betts Fleming
Listen to this week’s episode below via Spotify below or access it on the Web
In this week's episode, we talk with the Founder & CEO of Betts Recruiting, Carolyn Betts Fleming. Carolyn is the CEO of Betts Recruiting, a trusted advisor to many, and a philanthropist. She is an alumna of Harvard Business School and a graduate of the University of North Carolina at Chapel Hill. Her business, Betts Recruiting, specializes in building businesses nationwide by introducing go-to-market professionals in the tech and innovative spaces. Betts was founded in 2009 and has been recognized as one of the Best Places to Work in many publications. Carolyn is involved in several non-profit organizations, such as Build, Beam, and Founders Pledge. She holds membership at Young President's Organization, and Entrepreneurs' organization.
This week's episode was supported by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale), and Bambee (Get your HR Audit for free at Bambee.com/uncharted or Bambee.com/scale). And get your SaaStr Annual Conference Pass at SaaStrAnnual.com
Connect with us and our guest
Uncharted Podcast #86, The Importance of Honest Customer Discovery Before Starting a Business In a Crowded Market With Omri Mor
Listen to this week’s episode below via Spotify below or access it on the Web
In this week's episode, we talk with the Co-founder & CEO at Routable, Omri Mor.
Growing up in Tel Aviv, Israel, Omri learned to appreciate music, art, food and other sensory experiences. After selling his first company, he and his now co-founder got together to catch up… over some pita and hummus. They began swapping stories of problems they encountered in processing payments to their third parties – so many problems that they were both required to build their own. After taking some time validate a solution in the market, Omri set out to build Routable – a modern bill payments, payouts and invoicing system, enabling companies to speed up payment processing through a secure platform.
Connect with us and our guest
Uncharted Podcast #85, The Value of Having a Co-Founder As Customer Zero With Armando Biondi and Gary Amaral
Listen to this week’s episode below via Spotify below or access it on the Web
In this week's episode, we talk with the co-founders of Breadcrumbs.io, Armando Biondi and Gary Amaral Breadcrumbs.io is a Revenue Acceleration Platform based on a co-dynamic lead scoring and routing engine living at the intersection of marketing and sales.
On today's show, we discuss how they came up with the idea for Breadcrumbs while focusing mostly on how they chose each other as co-founders, a challenge that many founders have, as well as some of their learnings going to market in a established market. Connect with Gary and Armando on LinkedIn, as well as on their website, Breadcrumbs.io.
This week's episode was supported by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale), Indeed (get a $75 credit for your job post at www.indeed.com/scale) and Bambee (Get your HR Audit for free at Bambee.com/uncharted).
Connect with us and our guest
#84, The Parallels of Competitive Swimming & Startups, How to Keep Your Composure as a Founder, and How to Build a Profitable Partner Ecosystems w/ Bryn Jones, CEO of PartnerStack
Listen to this week’s episode below via Spotify below or access it on the Web.
Bryn Jones is the CEO and Co-Founder of PartnerStack (PartnerStack.com), the highest-rated and easiest-to-use partner platform that empowers your partners to sell more of your product. Since 2015, PartnerStack has helped companies integrate and grow hundreds of programs, onboarded 450,000+ partners, and launched their own partner program for affiliates, agencies and resellers.
Connect with us and our guest
Uncharted Podcast #83, The Immigrant Mindset And How to Prioritize Your Mental Health With Poya Osgouei, 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).
Listen to this week’s episode below via Spotify below or access it on the Web
Poya Osgouei was recently on the "Be.Human" Podcast with Briana Carter and Kevin Russell. On this episode, we talk through Poya's experience escaping Iran and moving to the United States, as well as his recent experience with anxiety and how he is prioritizing his mental health.
Connect with us and our guest