Uncharted Podcast #109 ft Ryan DeForest: The Benefits of Starting at a Established Company Prior to Launching Into Startups
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Ryan DeForest is Head of Strategy and Operations at Flatfile. Prior to joining Flatfile, Ryan was employee #12 at Gong where he helped create the entire Go To Market team over a 4.5 year period which included building 3 teams from scratch. He loves working with SaaS companies that are creating brand new markets and categories in order to establish and maintain their leadership within them.
This week's episode was brought to you with the support of Indeed and Netsuite so please check them out for a special promotion at indeed.com/scale and netsuite.com/scale
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Uncharted Podcast #108 featuring Jay Gaines: Why Sales is a Great Prerequisite for a Successful Marketing Career
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Jay Gaines is passionate about great marketing leadership that drives innovation, positive transformation, and measurable results. His career spans more than 20 years in a variety of B2B industries, and his experience includes organizational design and leadership, marketing strategy and planning, branding and category design, demand creation, sales and marketing alignment, and digital strategy. Jay has held executive-level marketing and business development positions at both well-established and startup b-to-b companies where he consistently transformed marketing organizations to achieve significant and measurable business contribution.
Jay is currently head of marketing at AgentSync, and prior to that, he was chief marketing officer at Forrester and SiriusDecisions.
Jay has worked as an advisor to many leading Chief Marketing Officers to drive positive organizational change, innovate, and help them to create the most effective, measurable, and focused marketing function possible. He holds a bachelor of arts degree from Columbia University.
This week's episode was brought to you with the support of bambee.com/scale and marpipe.com/uncharted
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Uncharted Podcast #107 featuring Chase Dimond: The Power of Positive Thinking and Top Tips for a Successful Email Marketing Program
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Chase is currently a Partner at Structured — a top ecommerce marketing agency, where he runs the email team. Since June of 2018, we’ve helped our clients send over a billion emails resulting in over $75 million in email attributable revenue. A few of our previous and current clients include: Orgain, The Chive, Original Grain, and CrossNet.
This week's episode was brought to you with the support of Indeed.com/scale, shopify.com/scale and getquip.com/uncharted
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Uncharted Podcast #106 featuring Jareau Wadé: Importance of Self-Care and Emotional Wellness in Reaching Your Full Potential
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Jareau Wadé is a payments entrepreneur and recovering engineer based in Atlanta, GA. He is the Chief Growth Officer at payments infrastructure company, Finix. Prior, Jareau led product partnerships for commerce and visual search at Pinterest and co-founded Balanced, a payments company that exited to Stripe in 2015. Jareau was also the head of data acquisition at Milo.com, a local shopping search engine acquired by eBay in 2010.
This week's episode was brought to you with the support of Bambee.com/scale and Netsuite.com/scale
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Uncharted Podcast #105 featuring Jenn Knight: Why Curiosity and Empathy are Crucial to Career and Business Transformation
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Jenn Knight is the Co-Founder & CTO at AgentSync. Additionally, Jenn Knight has had 3 past jobs including Head of Internal Systems at Stripe. As co-founder and CTO of AgentSync, Jenn Knight is building the tools and infrastructure powering the insurance industry. Knight has spent much of her technical career as one of the few women in the room, which makes her even more focused on hiring a diverse team at AgentSync.
This week's episode was brought to you with the support of shopify.com/scale, Indeed.com/scale and Netsuite.com/scale
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Uncharted Podcast #104, The Art of Creating Urgency in B2B Sales With CoSell's Brendon Cassidy
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Brendon Cassidy graduated from Saint Mary’s College of California, started his career in Recruiting, and then transitioned into sales where he eventually landed himself at LinkedIn in 2005 as employee #15, and LinkedIn’s first ever Head of Sales. Brendon’s next move was one that would change his life forever. He went to work for Jason Lemkin as the VP Sales at Echosign, which was eventually acquired by Adobe. After Echosign, Brendon went on to be the VP Sales at Talkdesk, now valued at over $10 billion. Then started his own consulting firm, Cassidy Ventures, where he helped found Gong, and most recently co-founded CoSell.io where he works as the Co-CEO.
This week's episode was brought to you through the support of Headspace. You deserve to feel happier, and Headspace is meditation made simple. Go to Headspace.com/uncharted for a free one-month trial with access to Headspace's full library of meditations for every situation. Sign up here --> Headspace.com/uncharted And Meet Novo, powerful and simple banking made for you with no hassles and no hidden fees. Sign up here -> https://banknovo.com/uncharted
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Uncharted Podcast #103, 5 Learnings From Being at The Largest In-Person Cloud Gathering in Two Years
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Our very own, Poya Osgouei talks through some of the learnings from the largest cloud gathering last week.
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Uncharted Podcast #102, From Being Paralyzed to a Million+ First Year as Senior SDR with Jack Ryan
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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
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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
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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
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Uncharted Podcast #99, What's Required at the Different Stages of Growth From a Sales Leadership Lens With Robby Allen & Collin Stewart
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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
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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
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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
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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).
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Uncharted Podcast #95, Driving Transformation in Healthcare with Kara Dennis, Head of Healthcare at Unqork
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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.
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Uncharted Podcast #94, Democratizing healthcare And The Importance of Continuous Learning With Amy DuRoss, CEO and Co-founder of Vineti
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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.
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Uncharted Podcast #93, The Benefits of Product Led Growth and How to Run Sales in the Era of Product-Led Growth with AJ Bruno
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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.
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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
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Poya Osgouei sits down and talked with Pete Ryan, and Andrew Burleson, the cofounder's of CoSell.
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Uncharted Podcast #91, The Framework to Building the Ideal Customer Success Structure and Creating a Data-Driven Culture With Demandbase's Allison Metcalfe
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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.
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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
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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.
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