Uncharted Podcast #123 ft Brad van Leeuwen: The Crossover of SaaS and Fintech Plus Tips to Expanding to The US Market from Europe
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Brad is the co-founder and COO of Cledara. Cledara combines management tools for teams with a payments platform to help companies take control of the software they use to run their business. This allows them to operate more effectively across teams, comply with regulations and ultimately focus on what really matters - serving their customers.
Prior to Cledara, Brad was VP of Partnerships at Railsbank, the BaaS unicorn backed by Visa, where he was responsible for banking infrastructure globally and the company's go-to-market. Prior to Railsbank, Brad was Chief Partnerships Officer at dopay and a Principal at the EBRD, where he made early stage investments into fintech and financial services. He is also one of the longest serving and highest ranked Techstars startup mentors globally.
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Uncharted Podcast #122 ft Tim Glendenning: The Importance Of Trust: How To Build It and How to Assess for it
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Tim Glendenning is a seasoned content and SEO specialist whose marketing efforts can be found worldwide. His primary focus is to powerfully connect brands with their customers. He is also the Marketing Manager at OnTheClock, an employee time tracking app that helps small businesses track hours worked.
This Episode is brought to you with the support of Indeed and Bambee.
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Uncharted Podcast #121 ft Pete Kazanjy: Learnings From a Startup Pivot and Tips to Cultivating a Coaching Mindset
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Pete Kazanjy (LinkedIn, Twitter) is a serial founder, and seasoned early stage Saas executive, advisor, and investor. Pete founded TalentBin, a category-defining talent search engine and recruiting CRM, which exited to Monster Worldwide in early 2014. Pete currently is the founder of Atrium, a proactive sales performance analysis solution, author of Founding Sales, the definitive Startup Sales Handbook, and founder of Modern Sales, the nation’s largest sales operations, leadership, and enablement community.
At TalentBin, Pete went from product and product marketing founder generalist, to first sales rep, first sales manager, first VP of Sales, all the way to leading new product sales for 600+ sales reps at Monster worldwide. After Monster, he wrote a book on startup sales for founders and other first-time sellers, Founding Sales, documenting all the mistakes he made along the way, and solutions to them, so future founders can accelerate their go to market acumen.
Pete also founded and runs the canonical invite-only nationwide sales operations and management peer education community (Modern Sales), featuring 13,000+ members from a who’s who of sales operations, enablement, management, and leadership from 5k+ leading sales organization’s.
Additionally, Pete is a well known expert in early stage go to market and “founder selling” - helping organizations figure out their early critical positioning and selling activities. He has done substantial speaking and writing on the topic, including being a frequent contributor to First Round Review and Saleshacker, and advises a number of enterprise software companies on establishing and optimizing their sales and success motions.
Most recently, Pete founded a stealth HR Technology company in the performance management category, seeking to bring data centricity to the world of performance instrumentation and management.
Prior to TalentBin, Pete worked in product marketing and product at VMware, having graduated from Stanford in 2002.
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Uncharted Podcast #120 ft Aditya Kothadiya: What Get's Easier The Second Time Around as a Startup Founder and How to Get Better at Founder Led Sales
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Aditya Kothadiya is the CEO and co-founder of Avoma (https://www.avoma.com), an AI meeting lifecycle assistant that automates important tasks throughout the meeting's lifecycle, like preparing agendas, transcribing, and summarizing notes, updating the CRM, and providing coaching insights. Avoma was born out of the first-hand pain that Aditya experienced in his previous role while spending countless hours taking notes from sales and customer meetings and sharing that feedback with various stakeholders in product and marketing teams. He wanted to automate as many low-value tasks as possible and simplify and augment the high-value tasks from these important meetings' entire lifecycle. Aditya is a SaaS enthusiast with expertise in product management, design, sales, and marketing. Prior to Avoma, Aditya founded a successful startup Shopalize, Social commerce and marketing SaaS platform that was acquired by 247.ai. Before his startup career, Aditya worked in different engineering roles at Emerson and Infosys. He graduated from the University of Southern California, Los Angeles with a Master's degree in Electrical Engineering. In his free time, he enjoys spending time with his family and friends, reading books, and learning Tennis.
In Ep 120, we talk about:
The differences between living in Southern California and Northern California,
What gets easier and more difficult the 2nd time around as a founder,
As someone with a product background, what his experience was like as the first salesperson,
What’s helped Aditya improve his sales skills
Aditya’s framework for determining when to implement customer feedback,
What piece of advice would Aditya give his younger self?
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Uncharted Podcast #119 ft Jill Rowley: Why Account Based Networking and GTM Ecosystems are The Future of B2B Selling and Importance of Prioritizing Building a Professional Network Early in Your Career
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Jill Rowley spent 20 years in B2B SaaS as one of the first 100 employees, employee #13 at Eloqua, and she was recently the Chief Marketing Evangelist at Marketo. She's seen her fair share of acquisitions, including Eloqua by Oracle for $871 million), and Marketo by Adobe for 4.75 Billion.
She is currently an investor at Stage 2 Capital, a Go To Market Advisor at Guild Education, Vidyard, Terminus, and People.ai. and most importantly is passionate about “knowing thy customer”.
In this episode, we cover:
Why Jill’s upbringing and why she says she is more “hick than hip”?
How Jill has consistently able to be ahead of the trends or transformations in the software industry,
Why she thinks traditional Sales and Marketing practices are slowly becoming obsolete and why she is super bullish (and excited) about partner ecosystems and companies needing to prioritize GTM ecosystems,
How Jill defines ecosystems and why it’s the smarter way of reaching your customer,
What piece of advice Jill would give her younger self?
And you can follow Jill Rowley at www.linkedin.com/in/jillrowley or @Jill_Rowley on Twitter
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Uncharted Podcast #118 ft Ryan Narod: The Critical Skills Required of a Startup Marketer, and Secrets to Building a High Performing Marketing Engine
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Ryan Narod is the Head of Marketing at Mutiny, a Sequoia backed company that helps marketers convert their top of funnel demand into revenue, without engineers. Ryan was previously a Mutiny customer at Radar, where he led marketing. Prior to joining the startup world, Ryan led product marketing and growth for a number of Google businesses including Google Maps and Cloud.
In this episode, we cover:
The pro’s and con’s of being impatient,
The skills that are critical for marketing at startups vs. enterprises
How Ryan went from being a customer of Mutiny to leading marketing at Mutiny
Ryan’s framework and advice for startup’s building their tech stack from a marketing point of view,
Why does Ryan and the marketing team agree to own 100% of the demand/lead generation number for Mutiny and what makes him confident they’ll hit their demand goals,
How Marketing and Sales hold one another accountable at Mutiny.
What piece of advice would Ryan give his younger self?
This episode is brought to you with the support of Beam Organics and Indeed. Check them out at Indeed.com/scale and beamorganics.com/scale
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Uncharted Podcast #117 ft Miguel Fernández: How to Scale Communications Within Your Growing Team
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Miguel Fernández is co-founder and CEO of Capchase, the leading platform to automate non-dilutive financing for software businesses (over $2bn made available for software businesses in 18 months). Miguel lives and breathes SaaS and is constantly thinking about how to solve founders’ needs around cash and revenue management. Miguel suffered most of the pains that Capchase is trying to solve while scaling sales, customer success and international at Geoblink, before pursuing an MBA at Harvard Business School and dropping out to found Capchase in early 2020. When not at work, Miguel loves helping founders that are just starting out to help them achieve PMF as fast as possible.
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Uncharted Podcast #116 ft Jeremy Tsui: Debt Capital Vs. Venture Capital, and the Importance Of Peer Groups in Entrepreneurship
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Jeremy Tsui is the co-founder and CEO of Finley Technologies, a Y Combinator- and Bain Capital Ventures-backed software company that helps companies raise and manage debt capital. Jeremy was previously an investor within Goldman Sachs’ Merchant Banking Division, where he witnessed firsthand how relationships between borrowers and capital providers can be made more efficient with purpose-built reporting, transaction, and management software. Prior to Goldman Sachs, Jeremy specialized in financial risk modeling at Oliver Wyman, where he worked with clients like State Street, Truist Bank, and PNC. Jeremy holds a Bachelor of Business Administration from The University of Texas at Austin.
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Uncharted Podcast #115 ft Bardia Shahali: Tips to Building Your First Sales Team & Tips to Become a Long Tenured VP of Sales
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Bardia helps technical founders build and scale hyper-growth SaaS companies. He is currently the VP of Sales at Teleport, where he joined as the first sales hire. Before selling software, he honed his storytelling skills while working at a Hollywood talent agency. You can keep up with his latest thoughts at growthcompound.com.
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Uncharted Podcast #114 ft Karl Sun: How to Win Over Skeptical Investors, Balancing Optimism With Reality and Tips For Successfully Scaling Your Company Culture
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Karl Sun is co-founder and CEO at Lucid Software, a leading provider of visual collaboration software. With Lucid’s products—Lucidchart, Lucidspark and Lucidscale—teams can turn ideas into reality, clarify complexity, and collaborate visually, no matter where they're located. Prior to Lucid, Karl spent several years at Google, starting and leading business development at Google’s China office, opening Google’s patent department and setting patent strategy, and leading Google’s investments in advanced wind and battery technologies. Karl holds a B.S. and M.S. in EECS from MIT, an M.S. from MIT in Technology and Policy, and a J.D. from Harvard Law School. He has been honored as a Utah Business CEO of the Year and EY Entrepreneur of the Year.
Connect with Karl at https://www.linkedin.com/in/karlsun/
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Uncharted Podcast #113 ft Quang Hoang: a Case Study in Entrepreneurship Grit and Actionable Tips to Reducing Customer Churn by 300%
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Quang Hoang is the CEO and cofounder of Plato, and holds three Masters degrees. One in Aeronautics from ISAE-Supaero, a prestigious engineering school in France, as well as a Masters in Innovation Management + Design from École Polytechnique, and an MBA from HEC Paris. Before founding his first company, Quang also spent time as a strategy consultant. In winter of 2016, Quang's team was accepted into YCombinator, and while there, he found himself suddenly managing a team of engineers for the first time, which ultimately resulted in the founding of Plato in 2017. His mission is to help every engineering and product leader build better teams.
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Uncharted Podcast #112 featuring Kristi Faltorusso: Tips and Frameworks to Structuring your Customer Success Teams
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Kristi Faltorusso is an award winning Customer Success Executive with experience in building, scaling and transforming Customer Success organizations at hyper-growth B2B SaaS companies. Over the past decade she has helped many companies redefine Customer Success resulting in increased retention, long term revenue growth and customer advocacy. She is currently the VP of Customer Success at ClientSuccess, a leading Customer Success Management solution, where she leads Customer Success, Technical Support and Consulting. In addition, she is also the Founder of Keeping CS Simple, a content experience, supporting the simplification of Customer Success for Executives, CS Leaders, CPSs and more.
This episode is brought to you with the support of Indeed, Novo, Netsuite and Shopify.
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Uncharted Podcast #111 featuring Vasu Prathipati: Why Customer Feedback is Critical to Startup Success
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Vasu Prathipati is the founder and CEO of MaestroQA - software that empowers managers to coach customer service agents.He grew up in San Diego, went to the University of Pennsylvania, and started MaestroQA (after a couple pivots) right out of school. He loves living in New York City for its colorful, high energy, and fast-paced lifestyle and enjoys spending free time with people who are passionate about their craft and curious about the world.
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Uncharted Podcast #110 ft Dean Mathews & Mark Mathews: How a Life Event Taught These Entrepreneurial Brothers the importance of Love, Grit and Gratitude in Both Life and Business
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Dean and Mark Mathews are the founder's and partners of OnTheClock, an employee time tracking app that helps over 15,000 companies worldwide track time. Dean is the CEO & Founder, while Mark is the Co-Founder and Vice President of Product Development.
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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.
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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.
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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.
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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.
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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.
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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.
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