Leaders of Growth is the first podcast that helps B2B SaaS companies scale to $25M ARR and beyond. Arthur Nobel from Knight Capital brings insights from SaaS thought leaders, founders, and experts from fast-growing software companies to help you grow your business. Each episode covers different startup challenges, such as scaling teams, Go-to-Market, and the changing role of the founder in a growing organization. Leaders of Growth is brought to you by Knight Capital.?????? ??????? ?? ? ????????? ???????? ?? ?????????? ???????? ????????? ?? ????? ???? ??????. ??????? ?? ?????? ?????????????, ?? ??????? ???? ???????? ?? ???? ????? ?????????? ?? ? ?????????? ???? ??? ???? ?????? 4-6 ?????. ?? ????? ?? ????????? ?? ????? ??????? ???? ????? ????? ???????? ????? ?? ????? ?????????.For more information, visit our website at knight.capital
#58 How to Build a Replicable Sales Model, with Maurits Stuyver (Founder, Vondel Venture Development)
In this insightful episode, we sit down with Maurits Stuyver, the founder of Vondel Venture Development.Maurits has spent over a decade guiding tech companies to master international expansion and commercial acceleration. He brings her extensive experience working with diverse businesses, from B2B marketplaces to SaaS companies and technical software solutions.In our conversation, we delve into:- The nuances of sales management, from the role of qualitative and quantitative coaching to strategic forecasting.-Advice on building a replicable sales model.- Hiring and building a successful Sales team.- Insights on international expansion in the software industry.- The significance of setting success metrics in Sales and the importance of localization.Tune in!Leaders of Growth is brought to you by Knight Capital.
27/07/2023 • 50 minutes 15 seconds
#57 The Art of Efficient Growth: Balancing Flexibility and Processes in Sendcloud's Scaling with Bas Smulders (Co-Founder & CFO)
In today's episode, we embark on the journey of scaling a startup to an international company with Bas Smeulders, the Co-Founder and CFO of SendCloud. Bas shares invaluable insights from his decade-long experience transforming a garage-based startup into a thriving startup.In our conversation, we explore:• Scaling Challenges of SendCloud and Hiring Strategies,• The beginnings of SendCloud and how the founders started out in a garage selling smartphone accessories.• Mastering market dynamics, securing funds, and synergizing,• Achieving a balance between having a flexible culture and building strong processes,• The challenges of growing too quickly or too slowly.• Pivoting to a subscription model,• Diversifying customer segments and distribution channel• And more!
20/07/2023 • 33 minutes 37 seconds
#56 From Bootstrapping to Hyperscale: The Journey of Pieterjan Bouten (Co-Founder & Chairman, Showpad)
In today's episode, we delve into the world of scaling a business from a service to a product model with Pieterjan Bouten, the Co-founder and chairman of Showpad.PJ shares insights from his entrepreneurial journey, starting from his initial consulting career to co-founding two companies - Netlog and In The Pocket, and ultimately crossing the challenging line to a product business with Showpad.In our conversation, we explore:• The journey of Showpad through various stages of growth - from bootstrapping to international expansion, hyper-scaling, and maturation.• The strategic diversification of distribution channels, navigating from PLG motion to direct and outbound sales.• PJ's personal journey as a founder of Showpad, transitioning from the role of CEO to Chairman, and the self-discovery and growth that came with it.• The importance of trusting one's intuition and surrounding oneself with the right people.Let's div
13/07/2023 • 41 minutes 32 seconds
#55 Getting Acquired, with Sahin Boydas (CEO, RemoteTeam - a Gusto Company)
In this episode of "Leaders of Growth", we engage in an in-depth conversation with Sahin Boydas, the entrepreneur behind RemoteTeam, which was acquired by Gusto, a $10 billion company that focuses on providing payroll, benefits, and human resources management solutions for small businesses.In this conversation, we cover:Sahin’s entrepreneurial journey: From Turkey to AustinUnlocking growth with Fidle: A transformative tool for businessesInside Gusto's acquisition of RemoteTeam: Lessons from the trenches.How to prepare for an integrationBalancing career growth and personal satisfaction in remote teamsEmbracing the shift to remote work.Tune in to gather invaluable insights and strategies for navigating the ever-evolving B2B software landscape.
05/07/2023 • 46 minutes 9 seconds
#54 Behind the Numbers: Exploring SaaS Company Valuations and M&A Trends, with Marcin Majewski (Founder, Aventis Advisors)
Our latest episode features Marcin Majewski, Founder and Managing Director of Aventis Advisors, an M&A advisory firm focusing on technology and growth companies, who shares his insights and experiences from the front lines of technology mergers and acquisitions. Recently, Aventis Advisors launched comprehensive research on valuation trends and multiples in the Public and M&A market for SaaS companies.In this episode, we dive deep into Marcin's research and discuss:• How does the current market environment impact tech M&A valuations, and what should investors consider?• The differences between public and private multiples.• Why are SaaS businesses valued higher than on-premise software businesses, and how have their premiums changed recently?• How the "small company discount" market valuation trends.• Valuation Drivers: How does busines
11/05/2023 • 43 minutes 39 seconds
Unlocking Growth Opportunities: Strategy, Execution, and Performance Management with Asia Orangio (Founder, DemandMaven)
In today's episode, we dive into strategy, execution, and performance management for scaling your business with Asia Orangio, the CEO and founder of DemandMaven, where she helps early-stage startups and technology companies define their go-to-market strategy and grow with a data-driven approach. Asia was previously a Board Member at Moz.Today we discuss:• Scaling a Company Across Series A to C and common challenges.• Choosing the right KPIs . How focusing on the wrong KPIs can hinder growth.• Aligning Strategy, Execution, and Performance• Sales-led Growth vs. Product-led Growth• Value of customer research in driving growth• OKR, Wigs, and JTBD framework• Understanding Acquisition Channels for GrowthLike the episode? Subscribe and don’t miss out on the next one!
04/05/2023 • 45 minutes 47 seconds
#52 Barbra Gago (Founder @ Pando & Former CMO @ Miro) on Marketing and Unlocking Employee Progression
In this episode, we had an insightful conversation with Barbara Gago, founder and CEO of Pando and former CMO of Miro.We discussed:• The significance of aligning marketing and sales teams and experimenting with different channels.• Why you should tie marketing compensation to revenue results.• How to approach employee progression for retaining talent.Join us for an inspiring episode that delves into Barbara's founding journey.Like the episode? Subscribe and don’t miss out on the next one!
13/04/2023 • 41 minutes 13 seconds
#51 How to Optimize Go-to-market with Scott Stouffer (Co-founder, scaleMatters)
In this episode of Leaders of Growth, Arthur Nobel from Knight Capital interviews Scott Stouffer, CEO and co-founder of Scale Matters. Scott shares valuable insights on optimizing go-to-market for early and growth-stage B2B companies.Scott and Arthur discuss several topics, including:· The common inefficiencies in sales and marketing efforts of early and growth-stage companies.· A data-driven approach for determining the number of salespeople needed to achieve revenue goals.· Go-to-market management.· GTM maturity and how to leverage data according to your stage.· Go-to-market tech infrastructureLike the episode?Subscribe and don't miss out on the next one!This podcast is brought to you by Knight Capital.
22/03/2023 • 35 minutes 58 seconds
#50 Breaking the Mold: Lessons From a Category Creation Expert, with Joe Sawyer (CMO of unicorn Mirakl)
In this episode, Arthur delves into Category Creation with his guest, Joe Sawyer, the Chief Marketing Officer of Mirakl, a renowned enterprise marketplace SaaS platform that has raised $948 million.Listen out for:Importance of balancing vision and execution.When should companies start with category creation?How to compete against category creators.Elements of category creation.Challenges of category creation.Whether category creation is the right strategy for businesses.Like the episode? Subscribe and don't miss out on the next one!
01/03/2023 • 34 minutes 10 seconds
#49 Navigating the M&A Process, with Lowell Ricklefs (Founder, Traction Advising)
In this episode, Arthur speaks with Lowell Ricklefs, the Founder and Managing Partner of Traction Advising, a B2B SaaS-focused M&A firm. The conversation delves into the topic of Acquisitions, touching upon the following points:- Scaling challenges- How to prepare your company for an acquisition- The rationales behind acquiring a company- Differences between Private Equity funds and Strategics- A step-by-step understanding of the acquisition process- Working with an advisor vs. selling the company on your own- And more!Like the episode? Subscribe, and don't miss out on the next one!This podcast is brought to you by Knight Capital.
09/02/2023 • 38 minutes 18 seconds
#48 From Campus to Unicorn: How Research Led to a $5B Business, with Johanna Småros (Founder & CMO, Relex Solutions)
In this episode of Leaders of Growth, Arthur Nobel sits down with Johanna Småros, Founder and CMO of the unicorn software company Relex Solutions, a supply chain & retail planning platform.They discuss:• How Relex Solutions was born and the company's roots in academic research that laid the foundation for its success.• The importance of aligning customer and vendor interests.• Why "pursuing your passion" isn't always the best career advice.• The company's growth and evolution, including the decision to raise capital and the development of the founder's role as the company grew.• The importance of customer obsession and happiness and how they relate to the company's success.• Focusing on the problem instead of the competition.• Why the company raised $500 Million last year and how it helped them to grow and expand.Like the episode? Subscribe, and don't miss out on the next one!<b
19/01/2023 • 44 minutes 37 seconds
#47 Managing Your Board and M&A as a Startup, with Brian Requarth (Founder @ Latitud)
Today, we had Brian Requarth on the show. Brian is the Co-Founder of Latitud, a company that provides community, infrastructure, and capital to tech companies. Additionally, he founded and exited VivaReal for $550m+. Brian is the author of the Amazon best-selling book Viva the Entrepreneur.In this episode, Arthur from Knight Capital and Brian discuss:• The challenges of scaling his company• Balancing speed and growth• Metrics to assess the company’s performance• When does it make sense for a start-up to look at mergers and acquisitions?• Running efficient boardsLike the episode?Subscribe to the Leaders of Growth podcast!Leaders of Growth is brought by Knight Capital.
07/12/2022 • 17 minutes 46 seconds
#46 The Road to $100M ARR: New Markets & New Channels, with Arun Mani (CRO at Pleo)
In this episode, Arthur Nobel, Principal at Knight Capital, chatted with Arun Mani, CRO of Pleo, a spending management solution that offers smart payment cards for employees to buy work-related products while keeping the company in control of spending. The company is based in Copenhagen, raised over $420M, and has around +800 employees.Arun scaled sales organizations at two successful companies (Appnexus & Freshworks) and served as s a C-level strategy adviser at Mckinsey and Accenture. He also founded NIA, a non-profit organization to promote women's education in developing countries. In this episode, Arthur and Arun discussedHis background and careerTypical challenges in companies at different stages - $20-$50, $50-100, and >$100 Focus vs. Diversification (new markets and products 3
13/10/2022 • 40 minutes 29 seconds
#45 Building your Sales Organization, with Jacco van der Kooij (Founder, Winning by Design)
In this episode, Arthur sat down with Jacco Van Der Kooij, Founder and Co-CEO at Winning by Design, which was the second-fastest-growing private company in Silicon Valley in 2021.They discussed:How the go-to-market strategy aligns with the price of the product you are selling.What different kinds of people do you need sales organization grows through the stages.The essential factors to survive and grow as a SaaSNew deals vs. UpsellingThe most important metrics for the Sales OrganizationChurnHow can a sales leader set the stage with the help of the sales rock starsThe differences between US and European startupsLike the episode? Subscribe to Leaders of Growth or get the summary of this interview in the Leaders of Growth book.This podc
15/07/2022 • 34 minutes 50 seconds
#44 Scaling Moss to >400 FTE 2.5 Years After Launching, with Ante Spittler (Co-Founder and CEO)
Ante Spittler is the Co-Founder and CEO at Moss, an all-in-one spend management solution with headquarters in Berlin, Germany.Moss allows companies to pay all business expenses with virtual and physical credit cards, keep track of employee expenses without chasing receipts, and automate their accounting.Moss reached its Series B stage and raised over $150 M in funding and quadrupled its team in the last 12 months.In today’s episode, Ante and our host Arthur discussed how Moss was born, the challenges and learnings from scaling the company, and how they approached international expansion and scaling the team.Like the episode?Subscribe to the Leaders of Growth podcast!Leaders of Growth is brought by Knight Capital.
06/07/2022 • 23 minutes 42 seconds
#43 How to Price and Package your SaaS Product, with Dan Balcauski (Founder of Product Tranquility)
Dan Balcauski is the founder of Product Tranquility, a consulting that helps B2B SaaS companies define pricing and packaging for new products.Dan has 15 years of experience managing multiple products throughout their life cycles, from startups to publicly traded multinational enterprises.In this episode, Arthur and Dan discuss:- Common pitfalls in pricing- Setting a pricing strategy- The 3C's of pricing- The SVCS Model for SaaS pricing- How to approach targeting different industries and segments- How to create good packaging- Price classification- Who should be responsible for pricing in an organization?Like the episode? Subscribe to Leaders of Growth!Leaders of Growth is brought to you by Knight Capital.
30/06/2022 • 41 minutes 42 seconds
#42 PR for SaaS companies 101, with Matías Rodsevich (Founder of PRLab)
In today's episode, we sat down with Matías Rodsevich, Founder & CEO of PRLab. This award-winning PR agency serves both tech startups and corporates and is one of the top five PR agencies in The Netherlands.Matías is also the author of The PR Paradox, where he shares his insights and learnings on mastering PR as a startup or scaleup. He's also the PRLab community's founder, comprising over 1,300+ PR and marketing professionals.In today's episode, Arthur Nobel from Knight Capital, and Matías, discuss:2:25 The difference between PR for startups and corporates4:20 The PR Paradox5:45 PR myths and a model to succeed in PR7:50 How much time should it take to see results?10:40 How to get PR right15:20 Strategies for getting featured in the media26:00 How to build relationships with journalists29:00 Should I hire a PR agency or have someo
23/06/2022 • 36 minutes 8 seconds
#41 Rebranding Learnings from Unicorn Nord Security, with Marija Dzemionaite
Marija Dzemionaite is the Head Of Brand Communications at NordLayer (Nord Security.)Nord Security is an internet privacy and security provider for individuals and businesses that raised over $100M in funds and reached the unicorn status in April.Marija is an ex-Googler, marketer, and social media expert who led the rebranding of NordLayer. She is also an instructor at Domestika.In this episode, Arthur and Marija discuss:- What is great branding in 2022?- What is branding and rebranding, and why it’s important- Why implement a rebranding strategy and its goals- Do’s and don’ts of rebranding- How to balance demand generation and branding activities- Brand as a competitive advantageLike the episode? Subscribe, and don’t miss out on the next one!Leaders of Growth is brought to you by Knight Capital
15/06/2022 • 28 minutes 27 seconds
#40 Scaling Across Series B, with Thomas Inhelder (Co-Founder & CFO, Yokoy)
Thomas Inhelder is the Co-Founder and CFO of Yokoy; an AI-based spend management platform for medium and large enterprises.Yokoy has raised over $100 M in funding and is at its Series B stage.In this episode, Thomas and Arthur from Knight Capital discuss:2:30 The current state of the market from a CFO perspective4:50 Approach to Cash Burn and Growth6:50 Break even7:40 Cutting costs during a recession9:00 KPIs to monitor11:45 Dos and Don’ts of Scaling14:15 How the company structure evolved15:50 Scaling and productivity20:40 Tool Stack25:40 ProcessesLike the episode? Subscribe, and don’t miss out on the next one!Leaders of Growth is brought to you by Knight Capital
08/06/2022 • 30 minutes 6 seconds
#39 The Challenge of Tripling Your Team in a Year, with Christopher May (Co-CEO, Finoa)
Christopher May is the Co-Founder & Co-CEO of Finoa, a regulated custodian for crypto-assets, that offers custody and staking services to institutional investors and corporations.After working for over 4 years as a consultant at McKinsey, he founded the company in 2018.Finoa is at the Series A stage and raised over $20M in funding and its team tripled in the last year.In this episode, Arthur from Knight Capital and Christopher touched upon:2:40 Finoa's Story4:40 Scaling Challenges6:40 The Business Model10:00 Learnings of Fast-Scaling15:50 Hiring & Culture19:20 Building Culture Remotely27:00 Hiring For Remote Roles32:00 Evolving as a FounderLike the episode? Subscribe and don’t miss out on the next one!Leaders of Growth is brought to you by Knight Capital
01/06/2022 • 38 minutes 38 seconds
#38 Founders' Mental Health 101, with Dr. Michael Freeman
72% of entrepreneurs are directly or indirectly affected by mental health issues according to a study by Dr. Michael Freeman (UC Berkley).There’s no doubt that founders' mental health matters for startups. That’s why in this mental health month, we sat with the author of this research.Dr. Michael Freeman is a psychiatrist, a fourth-generation serial entrepreneur, and an executive coach, who serves on the faculty of the Department of Psychiatry at the University of California San Francisco School of Medicine. He has held CEO and C-level leadership positions in several public and private sector health care organizations, and he is currently the founder of ECcona, a global center for entrepreneur mental wellness.In this episode Arthur Nobel, from Knight Capital and Michael Freeman, sat down to discuss:5:00 The three dimensions o
25/05/2022 • 38 minutes 25 seconds
#37 Revenue-based Financing 101, with Henrik Grim (Capchase)
Henrik Grim is a General Manager of Capchase (Europe). Capchase is a revenue-based financial provider for recurring revenue businesses. Capchase has raised $549.6M in funding over 7 rounds and achieved unicorn status. In this episode, we delve into revenue-based financing. We explore what is it, how it works, how is the process, and if it’s suitable for your business.5: Do's and don'ts of scaling9:00 scaling to new geographies15: What is revenue-based financing?22:00 entry requirements27:00 how the process worksIf you liked the episode, subscribe, and don't miss out on the next one!
12/05/2022 • 36 minutes 48 seconds
#36 Scaling The Engineering Team, with Steffen Vollert (COO, volt.io)
In this episode, our host Arthur Nobel sat down with Steffen Vollert, COO of Volt.io.Volt.io is an open payments gateway that aims to reduce the cost and complexity of point-of-sale transactions. Volt acts as a global Open Banking payments aggregator and technology developer to scale merchant organizations. The company was founded in 2019 and raised over $27.8 M.They touched upon topics such as:5:30 Steffen’s experience in scaling Volt8:53 The challenges in scaling the Engineering organization10:15 How the team is structured12:10 How to decrease interdependence18:00 Extreme ownership and HR challenges24:00 headcount planning30:00 tracing the performance of the product teamLike the episode? Subscribe and don’t miss out on the next one!
06/05/2022 • 40 minutes 25 seconds
#35 Do's and Don'ts When Selling and Acquiring SaaS Companies, with Thomas Smale
In today’s episode, Arthur discusses M&A with Thomas Smale. Thomas is the CEO of FE International, an award-winning global M&A advisor of SaaS, e-commerce, and content businesses that has completed over 1000 acquisitions. Thomas began building and selling online companies in his early 20s and now has over a decade of experience in the SaaS Space.In this episode of Leaders of Growth, we cover:5:00 The acquisition process11.20 Do's and don'ts of the acquisition process13:40 Strategic acquires vs PE acquisitions20:00 Deal Structures27:00 Drivers in exit valuationsLike the episode? Subscribe and don’t miss out on the next one!
27/04/2022 • 40 minutes 10 seconds
#34 What’s the Difference Between a CPO and a VP of Product? With Gijo Mathew (CPO at VTS)
In this episode, Arthur Nobel discusses the role of the CPO with Gijo Mathew, Chief Product Officer at VTS, a real estate CRM software company. VTS has raised over $330M in funding over 9 rounds, and its currently in its Series D. Gijo has been a Product Leader for over 25 years in companies such as CA Technologies and Web.com.Today, they touch upon topics such as the role of the CPO, differences between a CPO and a VP of Product, the evolution of a CPO from a startup to scaleup phase, how to evaluate the success of a CPO, and how to keep the organization aligned.Like the episode? Subscribe and don't miss out on the next one!Explore more insights on Scaling SaaS companies at knight.capital
21/04/2022 • 39 minutes 57 seconds
#33 Recruiting Insights From a HRTech Company, with Louis Coulon (Founder of CleverConnect)
Louis Coulon is the co-founder of CleverConnect, an HR Tech that helps companies attract, convert and assess candidates. The company offers SaaS solutions for resume matching, video interviews, and smart career websites. CleverConnect started bootstrapping and is now at its Series B Stage and raised $35.5 M.Arthur Nobel, Principal at Knight Capital, interviews Louis in this episode. They touch upon topics such as:4:20 The State of the HR Market13:30 The Scaling Challenges of CleverConnect16:30 Key Learnings of Louis in his Journey19:00 Merging with another Company24:00 Things to Consider Before Merging27:00 Changing Roles as a Founder31:00 How Did the Team Develop Over Time
12/04/2022 • 41 minutes 14 seconds
#32 Setting Up Employee Equity Programs, with Christian Gabriel (Capdesk Founder & CEO)
Christian Gabriel is the CEO and founder of Capdesk, an equity management platform for private companies. Capdesk is currently at its Series A stage and raised $15M in funding.In this episode, Christian shares his journey and touches upon topics such as:1:20 How Capdesk was born7:30 Scaling challenges10:00 Recruiting15:00 Trends in startup equity18:50 Giving equity to employees28:00 What you should watch out for in a funding roundLike the episode? Subscribe to Leaders of Growth, and don't miss out on the next one!
07/04/2022 • 36 minutes 2 seconds
#31 The Only Scalable Management Tool, with Hugo Wernhoff
Hugo Wernhoff is the CEO and Founder of Kognity, an EdTech from Sweden that allows teachers to make more efficient use of teaching time and empowers students to take ownership of their learning. Kognity raised over $27 million and is currently in the Series B stage. In this episode, we delve into Hugo's role as a CEO and Founder and how self-awareness allowed him to make his job sustainable, build culture and grow his company.Listen out for:3:23 Learnings from Scaling Kognity5:48 Struggles of Being a Founder7:28 How to Overcome Personal Challenges12:00 Dealing with Uncertainty15:00 Personal Development For Founders18:26 How To Become Self-Aware20:18 How To Make The Founder Job Sustainable24:40 How To Assess Your Company Culture27:13 How To Create Culture Consciously32:30 The Importance of DiversityLike the episode? Subscribe to Leaders of Growth, and don't miss out on the next one.
31/03/2022 • 39 minutes 8 seconds
#30 Why Do You Need a Kickboxing Ring in Your Company, with Chris Zadeh
"Life is too short to permit yourself the luxury of living it badly." That's Chris Zadeh's motto.Chris is an entrepreneur turned Angel Investor. He joined the founders of BinckBank in 2000 as employee number six, and in 2003 he became managing director of the Netherlands.After eight years at BickBank, he left the company and traveled the world. He got a vision of cloud-based administration factories for banks on his trip. That was how Ohpen, the world's first cloud-native core banking platform, was born. Ohpen raised over $80M.Chris made his passions part of his routine as an entrepreneur. Being a founder didn't stop him from traveling and doing other activities such as yoga and martial arts. Today, Chris is an angel investor and non-executive board member. He walks his shepherd dogs Yucca and Myza before doing yoga and advises companies on how to scale via his company Whangai.nl. In this episode, Chris
24/03/2022 • 32 minutes 36 seconds
#29 Driving Business Value with Product, with Dave Martin
The 29th episode of Leaders of Growth features Dave Martin, Co-Founder at RightToLeft, where he leads the Momentum program to help scale SaaS products faster and bigger.Dave brings over two decades of Product leadership experience to his role as an executive coach. He has held C-suite roles including achieving 9 figure SaaS revenues leading to successful exit and worked on products for Google, Tes Global, PepsiCo, Bauer Media, CompareTheMarket, and various startups.Listen out for:2:00 Typical challenges of scaling Product4:45 Developing an ROI mindset in Product14:53 How to assess if Product and Engineering are collaborating effectively to drive ROI19:40 Taking “product impact bets” to drive business value24:00 Launching a new market32:30 How to make the handover of Product: From Founder to CPO/ VP of Product36:40 Key metrics to assess if you have a strong productLike the episode? Subscribe to Leaders of Growth a
17/03/2022 • 48 minutes 8 seconds
#28 How to Implement a SaaS Positioning Strategy, with Bob Wright
In this episode, we cover a fundamental element for SaaS companies: positioning. Arthur Nobel, Principal at Knight Capital, sat down with Bob Wright, Partner at Firebrick Consulting. Bob has been at the vanguard of innovative positioning and sales enablement strategies for the industry and is a frequent speaker and guest lecturer on these topics.Over his career, Bob has successfully driven category leadership and differentiation strategies for over 300 B2B technology companies including VMware, Microsoft, SAS, Citrix, as well many new category disruptors such as PLEX, Workday, HootSuite and New Relic.This time, we cover how to assess if you're solving a significant pain, how to build and operationalize a positioning strategy, how to monitor your strategy, good and bad examples, and more.Listen out for:5:00 Quantifying the value proposition: is it necessary?6:00 How to assess if you are solving a real pain7:30 Creating urgency<br
10/03/2022 • 43 minutes 57 seconds
#27 How Supermetrics made Marketing Scalable, with Edward Ford
In today’s episode, we sat down with the B2B SaaS Marketer Edward Ford, Demand Gen Director at Supermetrics. Edward helped double the Marketing team size and quadruple ARR in 2 years.In this episode we cover:3:00 Do’s and don’ts of scaling Marketing7:50 Developing you people and reinventing yourself as the company grows17:00 How to pick the right distribution channels21:00 How Supermetrics added new layers of distribution as they scaled24:00 Building your content strategy30:40 Structuring the Marketing team36:00 How to manage Marketing localization when expanding39:50 Which Marketing metrics Supermetrics use
03/03/2022 • 44 minutes 1 second
#26 Three Mistakes To Avoid When Scaling Sales, with Sally Duby
Today, we sat down with one of the Most Influential Women in Sales (AA-ISP). Sally Duby is the Chief Sales Officer and Partner at The Bridge Group, and in this episode, she brings insightful advice on how to set up Sales for success.Arthur and Sally discuss how SaaS companies can assess if they have a replicable sales model, training and onboarding Sales Frontline Managers, how to set Quotas, how to evaluate the health of your pipeline, and ramp-up times for SDR/AEs. Additionally, she shares 3 common mistakes to avoid when scaling Sales.Listen out for:3:50 Lessons from Sally Duby7:00 The importance of Alignment in the company14:00 Do I have a replicable sales model?16:00 Three Mistakes to Avoid 18:00 Training and Onboarding Frontline Managers27:00 How to Set Quotas32:00 How to evaluate if you have a healthy pipeline42:30 Which is a good ramp-up time for SDR/AEs?Like the episode? Subscribe </b
23/02/2022 • 47 minutes 19 seconds
#25 Experiencing Bankruptcy & Founding a Unicorn - With Aircall's Founder Jonathan Anguelov
In the 25th episode of Leaders of Growth, we’re thrilled to have Jonathan Anguelov, Founder & Managing Partner of Aircall. Aircall is a cloud-based call center and phone system. Aircall was founded in 2014 and has raised over $226 million in funding. The company reached unicorn status, becoming the 16th French unicorn.Listen out for:0:43 Background4:00 How to Find a Balance Between Growth and Cash Efficiency? / The Rule of 406:13 Do’s and Don’ts of Scaling10:06 How to Hire your Early Employees15:14 How to Develop as a Founder as the Company Grows25:00 How Aircall got to $50M ARR with Partnerships32:30 How to Align the Different Departments with the Sales Team35:20 Having Side Projects as a Founder
16/02/2022 • 42 minutes 41 seconds
#24 How to implement the Go-to-Ecosystem framework with Allan Adler
Allan Adler is a Managing Partner at Digital Bridge Partners and a world-class Ecosystems coach supporting managers, and executives to understand and incorporate partnership best practices. Allan is the creator of the GoToEcosystem Framework that helps companies unlock the potential of Ecosystem Orchestration.Listen out for:1:00 Background4:20 The four-wall syndrome and how digital transformation changed the SaaS industry9:25 What are channel ecosystems; upstream/downstream activities14:10 When to get started with ecosystems?22:40 How to activate an ecosystem partner?26:30 How to get started with Go-to-Ecosystem?
10/02/2022 • 34 minutes 31 seconds
#23 How to Build and Evaluate the Customer Success Team with Dave Blake
In today's episode, Arthur Nobel discusses how to build and evaluate the Customer Success team with our guest Dave Blake.Dave is the Founder & CEO of ClientSuccess, a Customer Success platform that helps companies drive customer retention. Previously, Dave has been the VP of Global Customer Success at Adobe.In this episode, we dive deep into the common mistakes in Customer Success, metrics to assess a CS team on, what to look for in a VP of Customer Success, compensation structures, and more!Listen out for:5.10 Common mistakes companies make in Customer Success6.30 How to create a culture of Customer Success from day 18.05 How to evaluate the CS team?14:25 Quantifying the value proposition18:20 How to listen to the customer's voice20:00 the golden standard of Customer Success21.30 What to look for in a VP of Customer Success26.35 how to structure the Customer Success organization27.40
01/02/2022 • 39 minutes 1 second
#22 How Factorial raised +$100M and scaled to +400 employees with Jordi Romero
In this episode, Jordi Romero, Founder and CEO at Factorial HR, shares his journey on scaling his company to its Series B, raising more than $100M and growing to over 400 employees. Factorial is an all-in-one HR software that helps you spend less time doing administrative tasks. Listen out for:1:00 How Factorial was born3:00 Jordi's journey6:00 The do's and don'ts of scaling8:35 Motivating the team after one year without revenue12:15 Internationalizing the company16:30 Scaling: differences between in scaling to Series A and B19:15 Maintaining your culture when scaling20:45 Promoting people from within the company21:50 Developing your culture internationally25:30 Driving happiness in the organization26:45 The fundraising process at Factorial31:30 What to look for in a VC36:20 Differences between raising a Series A round and a Series B round42:40
26/01/2022 • 44 minutes 15 seconds
#21 Zack Ross on getting started with OKR in SaaS
In this episode, Arthur Nobel discusses the OKR framework with our guest Zack Ross. They touch upon topics like implementing the OKR framework, do's and don'ts, how to determine priorities, OKR based compensation, the role that management plays, and more.Zack Ross is an OKR consultant and the founder of OKRWorkshop.com and OKRsTraining.com. He is also a Senior Technical Program Manager at VMware and a Global OKRs Coach and Mentor at Google. Listen out for:00:00 Background5:10 Getting Started With OKRs11:00 Common Challenges When Implementing OKR14:20 How to Determine Priorities16:40 Setting OKR Across the Organization21:00 To What Extent Do CEOs should get involved in defining OKRs?23:40 How to get Commitment 29:00 OKR-based Compensations37:30 Committed OKRs vs. Aspirational OKRs40:10 How to use this framework in contexts of high uncertainty?45:00 To
14/01/2022 • 49 minutes 2 seconds
#20 David Sakamoto on Scaling the Customer Success Organization
In this episode, Arthur discusses scaling the Customer Success department with our guest David Sakamoto. They touch on topics like scaling best practices, aligning Customer Success with other departments, CS OPS, CS metrics, and much more!David is the VP of Customer Success at GitLab and former Head of Customer Success at Cisco (The Americas).Listen out for:00:00 Background4:30 Scaling Best Practices and Common Mistakes7:30 How to Align CS with other departments11:50 Structuring the Handoff Between Sales and CS16:10 CS Ops19:20 How Does the Customer Input Goes All the Way to the CEO23:20 Customer Success Metrics25:50 Building a Revenue Driving Function in CS27:40 Incentive Structure31:00 The importance of Role Modeling and Leadership37:00 Content Recommendations
13/01/2022 • 36 minutes 48 seconds
#19 Felix Eichler on Building a Solid Startup Culture
Felix Eichler is the CTO and Founder of Userlane, a company that helps organizations tackle digital transformation by automating user onboarding. Felix is also Forbes 30 under 30.Listen out for:00:00 Background1:50 Pitfalls for companies in Series A and B3:50 Keeping a balance between not micromanaging and not letting go too much6:00 Founder Challenges when going from Series A to B and B to C8:30 How to develop and maintain a startup culture9:40 Writing down culture15:15 Launching different sales models18:20 Moving up-market22:20 Final thoughts
21/12/2021 • 24 minutes 23 seconds
#18 Jill Rowley on Partnerships, GTM, and Category Creation
In this episode, Arthur Nobel discusses Category Creation, Partnerships, and Go-to-market with our guest, Jill Rowley. Jill was one of the first 100 employees in Salesforce and the 13th employee in Eloqua, where she helped the company grow to its IPO and exit to Oracle. Moreover, she has been an advisor for the CEO of Marketo. Jill is currently a GTM advisor at Guild Education and Fund Advisor and LP at Stage 2 Capital.Listen out for:1:00 Background4:15 How do you define Go-to-market?8:30 Recommendations for Founders on GTM11:30 The Do’s and Don’ts of Scaling14:10 Becoming a Platform18:20 Category Creation29:00 When to start with Partnerships32:30 Activating a Channel36:10 Incentivizing Partners39:40 The importance of work-life balance 46:00 Content Recommendations
08/12/2021 • 51 minutes 28 seconds
#17 Brian Kardon on Marketing
In this episode, Arthur Nobel discusses Marketing with our guest Brian Kardon. Previously, Brian has been the CMO at Forrester, Eloqua, Lattice Engines, Fuze, and InVision and has +20 of experience in the field.He has joined several of these companies in the early days and scaled some of them to IPO level. Brian is considered as one of the 50 most influential CMOs according to Forbes.Listen out for:01:00 Background and career13:00 The role of the CRO15:00 Learnings on scaling a Marketing department17:50 Marketing Budgets20:50 Bringing new logos vs. Upselling22:10 Marketing Compensation25:00 Building a Marketing Team28:00 The importance of focus32:20 Marketing tech stack: adopting new tools37:40 How to structure Sales & Marketing across different industries40:00 Learnings
08/12/2021 • 44 minutes 12 seconds
#16 Gernot Schwendtner on Internationalization
In today's episode, we discuss Internationalization with our guest Gernot Schwendtner. Gernot is the founder of WeGrow, a firm specialized in helping startups launching abroad.Listen out for:00:40: Background2:55: Common Mistakes of Internationalization7:20: The right time to expand9:40: Where to expand?17:40: Expanding to Germany19:10: Internationalization Playbook24:40: How much time does it take to test a market?29:15: To how many countries expand at the same time?33:40: Head of Internationalization28:00: Models for Internationalization40:10: Hire local departments or internationalize remotely?42:40: SWAT teams46:10: Five personal learnings on internationalization41:40 Content recommendations
30/11/2021 • 50 minutes 38 seconds
#15 Jonno Southam on Culture and Hiring at Scale
In this episode, Arthur Nobel, Principal at Knight Capital, interviews Jonno Southam.Jonno is the Venture Capital Business Development Manager - Region Lead at Google. Previously, he worked for AWS and founded two companies that he exited.Listen out for:0:40 Background5:10 Biggest HR Challenges7:10 Hire now or wait for “the right candidate”?12:10 The Bar Raiser role21:40 How to assess Cultural Fit26:50 Talent DevelopmentLike this episode?Get your copy of the Leaders of Growth book on Amazon and learn from 47 first-hand stories on Growing Companies Across Series A to C: https://amzn.to/3w7hygAAll proceeds of the book will be donated to Princess Maxima Centrum.Subscribe to our podcast on iTunes, Spotify, or Google Podcasts and stay tuned.
23/11/2021 • 31 minutes 48 seconds
#14 Konstanty Sliwowski on Recruitment
Konstanty Sliwowski is the Founder and Managing Director of Caissa Recruitment, a Berlin-based recruitment company focusing on leadership and executive search within the tech and product fields. He has been in the recruitment industry for almost 20 years.Listen out for:00:40 Background2:30 Learnings from being an entrepreneur5:10 When to hire the first HR person6:40 Mistakes in attracting senior tech talent12:40 Winning “the war for talent”16:40 Which senior talent to hire depending on the stage of your company21:30 Hiring Remote Senior Leadership27:00 How to hire a CTO. Working with Recruitment Partners33:10 Running retrospectives and Learning
18/11/2021 • 34 minutes 59 seconds
#13 Matt Chappell on Sales and Go-to-Market
Matt Chappell is the VP of Sales at Silo and former VP at JP Morgan. When we had this conversation, he was still the SVP of Sales at Legion Technologies. Listen out for:00:40 Background3:10 Common pitfalls of scaling5:10 Product-market fit7:20 Best practices for scaling sales10:20 Launching a new distribution model with a different customer segment12:00 Compensation plans for teams that validate a new market14:10 Best practices for upselling16:40 Best practices and common pitfalls for churn20:10 Determining pricing levels25:30 Best practices for Sales Compensation Like this episode?Get your copy of the Leaders of Growth book on Amazon and learn from 47 first-hand stories on Growing Companies Across Series A to C: https://amzn.to/3w7hygAAll proceeds of the book will be donated to Princess Maxima Centrum.Subscribe to our po
09/11/2021 • 32 minutes 48 seconds
#12 Dan Steinman on Customer Success and Entrepreneurship
Dan Steinman is an expert in Customer Success and the Chief Evangelist of Gainsight. Listen out for:00:50 Background4:10 How to figure out if you are the right person to run the startup across the stages15:20 How teams and people evolve across the stages19:40 How to help your employees to stretch across the company’s growth22:20 How Customer Success evolves as the company grows28:30 The Subscription Economy vs. The Consumption Economy32:40 Usage-Based Pricing37:20 How to determine your value metric46:20 How much to spend on Customer Success
02/11/2021 • 49 minutes 22 seconds
#11 Andrew Michael on Churn
Andrew Michael is the Founder and CEO of Avrio and the host of Churn.FM. Listen out for:00:50 Background2:50 Developments in the Churn space5:40 Best practices8:10 Upselling: mistakes and best practices10:50 Pricing: Are you charging too much?11:40 How the different departments influence churn15:35 Aligning the departments16:45 Andrew’s experience at Hotjar and Success Stories21:00 How Customer Success can prevent churn23:45 Tool Stack for Customer Success28:20 Final thoughts and recommended content Like this episode? Get your copy of the Leaders of Growth book on Amazon and learn from 47 first-hand stories on Growing Companies Across Series A to C: https://amzn.to/3w7hygAAll proceeds of the book will be donated to Princess Maxima Centrum.Subscribe to our podcast on iTunes, Spotify or Google Podcasts and
25/10/2021 • 33 minutes 34 seconds
#10 Micha Breakstone on Founder Challenges
Micha Breakstone is Cofounder and CEO at Neuralight, Cofounder at Chorus.ai, and Angel Investor. Listen out for:00:40 Background02:35 Drivers for being an entrepreneur04:00 Founders’ challenges05:30 Best practices for founders07:30 How to prioritize initiatives09:00 How to hire Senior Management10:35 The challenges for each stage of growth12:30 Final thoughts Like this episode? Get your copy of the Leaders of Growth book on Amazon and learn from 47 first-hand stories on Growing Companies Across Series A to C: https://amzn.to/3w7hygAAll proceeds of the book will be donated to Princess Maxima Centrum.Subscribe to our podcast on iTunes, Spotify or Google Podcasts and stay tuned.
11/10/2021 • 17 minutes 5 seconds
#9 Katie Christian on Customer Success
In this episode, Arthur Nobel, our host and Principal at Knight Capital, interviews Katie Christian, Head of Customer Success at Calendly, the leading platform in automated scheduling. Listen out for:- 00:50 Background- 2:32 What is Customer Success- 4:18 Lessons from scaling a fast-growing company- 6:28 How to prevent churn- 9:36 Growth pains and how to deal with them- 11:20 CS in B2B vs. B2C companies- 13:36 Scaling Customer Success- 17:39 Metrics Like this episode? -Get your copy of the Leaders of Growth book on Amazon and learn from 47 first-hand stories on Growing Companies Across Series A to C: https://amzn.to/3mSFyDo. All proceeds of the book will be donated to Princess Maxima Centrum.-Subscribe to our podcast on iTunes, Spotify or Google Podcasts and