Uncharted Podcast

Sri is the co-founder and CEO of the leading Customer Onboarding Platform, Rocketlane, and the #1 customer onboarding community, Preflight. He is passionate about all things CX and start-ups. Sri has spent his last decade building and scaling SaaS businesses. His last start-up was acquired by Freshworks (NASDAQ:FRSH) in 2015.

This week's guest is Tom Lavery.  Tom has over 15 years of experience in high-growth VC/PE-backed SaaS companies.  Tom is currently the CEO and Founder of Jiminny, a Conversation Intelligence Platform that helps companies maximize their team's revenue.  Prior to starting Jiminny, he was SVP at Reward Gateway and saw them through two PE-backed buyouts. You can connect with Tom on LinkedIn

This week's episode is re-purposed from a Webinar we did at SaaStr that features Todd White, the Co-Founder and VP of Sales at GuideCX. Todd grew up professionally in the software sales world starting as an SDR and now running the sales team at GuideCX. As the Co-Founder of GuideCX, he helps his customers provide the best customer onboarding experience. You can follow Todd on LinkedIn: https://www.linkedin.com/in/🦈todd-white-504a1b1b

This week's speaker is Tobias Dawes. Tobias has more than 15 years' experience working in cloud and systems architecture for some of the most respected FTSE 100 institutions including IBM, Barclays and the Bank of England. With a decade spent working in the Salesforce ecosystem, working for a range of technology start-ups, Dawes went on to ServiceWare as its director of solutions architecture, where he led its expansion across EMEA. Based on his own experience across the financial services and technology sector, he realised there was a need to automate and streamline pre-sales documents (RFPs, RFIs, DDQs). It is this that led him to launch Avnio, an ambitious software company that accelerates business to closed won. Dawes believes that new technology presents an opportunity to explore new ways of working and doing business, however, leaders must be willing to embrace change and innovation.

This week's guest is Mark Dembitz, General Manager of APAC at Lark.  Mark is a seasoned and innovative leader with 18 years of international B2B experience in business development, sales, and key account management. As General Manager of Lark's APAC division, he leads a team of go-to-market professionals and is responsible for the growth and strategy of a leading communication and collaboration tool. Mark's diverse background includes a start in finance, 13 years in the startup and scale-up world, and expertise in utilizing cutting-edge technology to drive change in energy, commodities, and maritime sectors. With a passion for connecting people and companies, he is a strong believer in using technology to enhance productivity, collaboration, and mobility. Mark holds a B.A. in East Asian Studies from Brown University and an MBA from INSEAD, is fluent in 5 languages, and has lived and worked across Asia since 2006. He has traveled to over 90 countries and is always eager to experience new cultures and places.  You can find Mark Dembitz on LinkedIn

This week's guest is Adam Tesan. Adam is the CRO of Chargebee, a recurring billing and subscription management platform that helps SaaS and SaaS-like businesses.  You can follow Adam on LinkedIn: https://www.linkedin.com/in/adamtesan

Maxwell Lu is the Founder and CEO of Pilot AI that keeps your sales team focused on closing while giving you visiblity to customer calls by automatically update and populate your CRM directly from your sales calls. Previously, Max was head of sales operations at Welcome and Head of Technology at Clipboard Health.  You can find follow Maxwell on LinkedIn: https://www.linkedin.com/in/maxwell-lu-60b85269/ This episode is brought to you with the support of CoSell, visit them at Cosell.io to learn about relationship led growth

Our very own, Poya Osgouei recently appeared on The Dock Pod. Tune in as the conversation covers steps on going to market as a startup, what's happening in the SaaS markets, the benefits of playing the long game as well as why everyone should do a social media detox. Check out their podcast show and show them some love.

This week's guest is David Iankelevich. David is the CEO and Co-Founder of d + i consulting, where he partners with B2B SaaS companies on their sales, marketing, and operations strategies to drive sustainable growth. You can follow David on LinkedIn: https://www.linkedin.com/in/davidiankelevich/

Poya shares some of the lessons he is grateful to have learned over the years. 

David Campbell is the CEO and Co-Founder of Tropic, a full-service SaaS platform that helps companies automate their software procurement with data, tools and services. In just a little over three years, Tropic has raised $65 million from prominent venture capitalists, built a team of 160+ and manages hundreds of million in spend for fast-growing companies like Docusign, Intercom, Notion and Zapier. Prior to Tropic, David was a Global Business Manager in the Financial Services Group at Microsoft, where he worked directly with CXOs at top Fortune 500 companies and architected 9-figure software agreements to help steer large digital transformation projects. Before joining Microsoft, David served nearly 5 years at BounceX (now WunderKind) where he quickly rose up the ranks to become VP of Strategic Accounts and led a large team and drove strategy for all 7-figure accounts.

This Week's guest is Max Altschuler. Max heads up the VC firm GTMfund, which is focused on investing in hyper-growth B2B SaaS companies. He is also the founder of Sales Hacker and has written three books that encompass his knowledge and expertise in the sales industry. You can follow Max on LinkedIn: https://www.linkedin.com/in/maxaltschuler/ This episode is brought to you with the support of Indeed, learn more at Indeed.com/scale

In this episode, Robby interviews Poya on his top learnings and lessons from selling over $25 Million in sponsorships at SaaStr.

This week's episode features Todd White. Todd grew up professionally in the software sales world starting as an SDR and now running the sales team at GuideCX. As the Co-Founder of GuideCX, he helps his customers provide the best customer onboarding experience.   You can follow Todd on LinkedIn: https://www.linkedin.com/in/🦈todd-white-504a1b1b

This week's episode features Cristina Vila. Cristina is the CEO and Co-Founder of Cledara, a leading platform that combines management tools for teams with a payments platform to help companies take control of the software they use to run their business. Cristina won the 2021 EMEA Women in Payments Unicorn Challenge and was featured in Forbes Spain as one of the 21 changemakers of the year for the work Cledara is doing in reshaping how companies think about software. She was also chosen as one of the top 5 Female-Founders in Enterprise SaaS outside of the US by Melinda Gates’ Pivotal Ventures and Microsoft’s M12. You can follow Cristina on LinkedIn: https://www.linkedin.com/in/cvilavives This episode is brought to you with the support of Indeed, learn more at Indeed.com/scale

This is a story of moving at a young age from Iran to the United States and some lessons I've learned along the way. 

This week's guest is Paul Albert. Paul has grown his career through software sales starting as a SDR in the early 2000's before SDR was a standardized term. He's progressed his career though multiple start ups and scale ups. A Canadian by birth he moved to the UK to set up operations for then Vision Critical (now Alida) where he made the most important cold call of his life, the one where he met his partner and mother of his two kids. Paul has held leadership positions at Vision Critical, Zappi, Freespee and has now embarked on the mission to scale Payhawk into a world class customer facing organization. He is a strong believer that we are entering the golden age of sales. This is evidenced by the domination of the subscription model which fundamentally needs to be customer centric to ensure maximum CLV. An avid learner who loves to teach and empower teams to become the best version of themselves, each and every day. Paul resides in a small village in South Cambridgeshire with his wife, two daughters and Malamute, Loki. You can connect with Paul on LinkedIn at https://uk.linkedin.com/in/paulalbert

This week's episode features Waseem Daher. Waseem is a three-time founder with two successful exits (Ksplice acquired by Oracle and Zulip acquired by Dropbox) alongside recently raising $100+ Million from Jeff Bezos (and other notable funds) at a $1.2 Billion valuation. To learn more about Pilot and get 20% off, visit Pilot.com

This week's episode features Akash Khanolkar. Akash is the CEO and Co-Founder of Octane, the Leading Usage-based Billing Platform. Octane is a drop-in metered billing system that gives you flexibility to bill how you want.. You can connect with Akash at https://www.linkedin.com/in/akash-khanolkar-54649188 This episode is brought to you with the support of indeed, visit them at indeed.com/scale Please join us at SaaStr Annual, and get 30% off your pass by using "poya" -> https://www.saastrannual.com/buy-tickets?promo=poya

This week's episode features Stevie Case. Stevie got her start as a quake pro gamer and now finds herself as the Chief Revenue Officer of Vanta whose mission is to protect consumer data and restore trust in internet businesses. Prior to Vanta, Stevie was at Twilio for nearly six years where she was most recently responsible for Twilio's Mid Market Sales Team in North America.  You can connect with Stevie at https://www.linkedin.com/in/steviecase/ Please join us at SaaStr Annual, and get 30% off your pass by using "poya" -> https://www.saastrannual.com/buy-tickets?promo=poya

This week's episode features Patrick Hudgins. Patrick is the CEO of Delegate, a RevOps-as-a-Service company that helps venture backed startups accelerate growth across their Go-to-Market technology stack. You can connect with Patrick at https://www.linkedin.com/in/patrickhudgins This episode is brought to you with the support of indeed, visit them at indeed.com/scale Please join us at SaaStr Annual, and get 30% off your pass by using "poya" -> https://www.saastrannual.com/buy-tickets?promo=poya Or apply for a complimentary diversity and inclusion pass here -> https://www.saastrannual2022.com/equality-inclusion-balance

Kris Bondi is the CEO and Co-Founder of Mimoto. Prior to founding, Mimoto, Kris was a seasoned marketing professional with more than 20 years of international marketing experience. Kris brings her history of creating hockey stick adoption, prominent brand reputation, and substantial mindshare to her role. Kris has served as a marketing leader for companies such as LogDNA, Bitnami, Iron.io, Moka5, TIBCO and Mashery. Prior to that, Kris advised global brands on GTM and strategic positioning where her clients included Visa, Starbucks, NEC and Qlik. Kris holds a BA in communications rhetoric and political science from the University of Pittsburgh.

Our guest this week is Guy Rubin, Founder and CEO at Ebsta. Poya and Guy discuss the impact engagement has on sales revenue and how being data-driven is necessary in order to scale your business. Come meet your peers at SaaStrAnnual.com and you can use promo code "Poya" for 30% off -> https://www.saastrannual2022.com/buy-tickets?promo=Poya You can find follow Guy on LinkedIn: https://uk.linkedin.com/in/rubinguy This episode is brought to you with the support of indeed, visit them at indeed.com/scale

This week's episode features Jason Lemkin. He is a three time successful founder, current Managing Director at SaaStr Fund, and CEO and founder of SaaStr, the largest community of SaaS founders, investors and executives in the cloud. We discuss how SaaStr has evolved over the last couple of years, and discuss the importance of focusing on field marketing now that folks are eager to get back together.  Please join us at SaaStr Annual, and get 30% off your pass by using "poya" -> https://www.saastrannual.com/buy-tickets?promo=poya Or apply for a complimentary diversity and inclusion pass here -> https://www.saastrannual2022.com/equality-inclusion-balance

Mike Wander is a New Partnership Manager at SaaStr and Marine Veteran. He has deployed to Africa, the Middle East, and Asia before making his career transition into Sales. At SaaStr, Mike is helping founders and executives scale their companies to 100 Million in Revenue with less stress & more success. Come meet your peers at SaaStrAnnual.com and you can use promo code "Poya" for 30% off -> https://www.saastrannual2022.com/buy-tickets?promo=Poya You can find follow Mike on LinkedIn: https://www.linkedin.com/in/mike-w-27781a1ba/ This episode is brought to you with the support of indeed, visit them at indeed.com/scale

Shrav Mehta is the Founder and CEO of Secureframe, a provider of security and compliance software to help streamline SOC 2 and ISO 27001 compliance, and backed by Accomplice Ventures, Kleiner Perkins and Gradient Ventures (Google’s AI fund). You can find follow Shrav on LinkedIn and Twitter: https://www.linkedin.com/in/shravmehta and https://twitter.com/shravvmehtaa?lang=en This episode is brought to you with the support of indeed, visit them at indeed.com/scale

We have long admired Michael and what his team at WorkOS are doing for the greater SaaS community.  The company WorkOS is dramatically shortening the time it takes to make applications enterprise ready so that developers and IT teams can focus on the application itself. WorkOS provides developer-minded tools like RESTful endpoints, JSON responses, framework-native SDKs,  among other tools, to integrate otherwise complicated enterprise standards in just a few lines of code. Their mission is to simplify building applications for enterprise users so that developers can focus on creating core features in a timely manner. In this episode, Michael Grinich discusses the lessons he learned the hard way at Nylas that led him to founding WorkOS. What it means to be enterprise ready and the process of building enterprise applications.  You can find follow Michael on LinkedIn and Twitter: https://www.linkedin.com/in/grinich/ & https://twitter.com/grinich For SaaStr fans that want to join us at SaaStr Annual, go to SaaStrannual.com

Former private equity principal, Baxter Lanius is building an early-stage fintech company, Alternative. Alternative offers flexible B2B payment solutions, empowering your customers to pay over time, while you get paid upfront.

This week's episode features the Co-Founder and CEO of Payhawk, Bulgaria's first ever Unicorn. We discuss what Hristo learned from his previous journey running product at Telerik (now part of Progress), as well as what's been their secret sauce scaling Payhawk to more than a billion dollar valuation.

This week's episode features the founder's of ProfitWell, Patrick Cambell and Peter Zotto. We discuss what they have learned founding and scaling ProfitWell for the last 10+ years. What's been instrumental in making their relationship work. As well as the not so obvious learnings they wish folks would know about scaling a bootstrapped SaaS company. Additionally, they share what they wish they both knew prior to starting at ProfitWell.  This is a great episode so give it a listen. 

Ryan Neu is the CEO and Co-Founder of Vendr. Founded in 2018, Vendr is the SaaS buying platform supporting companies such as Brex, Hubspot and Drift.  Prior to founding Vendr, Ryan helped scale Sales teams at Hubspot and Invision. You can follow Ryan at https://www.linkedin.com/in/ryanneu and https://twitter.com/ryanrneu?lang=en

Karim Atiyeh is the co-founder and CTO of Ramp, a finance automation platform that helps businesses spend less time and money. Founded in 2019, Ramp powers the fastest-growing corporate card in America and enables billions of dollars of purchases each year on the heels of nearly 10x year-over-year growth. Valued at $8.1 billion two years after launch, Ramp has raised $670 million in equity from backers including Founders Fund, General Catalyst, Redpoint Ventures, Thrive Capital, D1 Capital Partners, Spark Capital, Coatue Management, Iconiq, Goldman Sachs, and Stripe. A Lebanese entrepreneur, Karim previously built and sold Y Combinator-backed Paribus to Capital One in 2016. This episode is brought to you with the support of Indeed.

Robby Allen is the Chief Revenue Officer of AgentSync. Founded in 2018, AgentSync raised over $110m from Craft Ventures, Caffineated Capital and Marc Benioff. Robby previously helped scale Sales teams at SaaStr, MixMax and Zenefits.  You can find Robby at https://www.linkedin.com/in/robbyallen This Episode is brought to you with the support of Bambee and Indeed

Thejo Kote is the co-founder and CEO of Airbase, the leading spend management platform for small and midsize companies. Founded in 2017, Airbase raised over $30m from Bain Capital Ventures and First Round Capital. Thejo’s first company, Automatic, was acquired by Sirius XM for over $100m. You can find Thejo at https://www.linkedin.com/in/Thejo

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. You can find Brad: linkedin.com/in/bradvanleeuwen https://twitter.com/BradvanL?s=20&t=3CaKQiJubtSApr0js2palw This Episode is brought to you with the support of Indeed and Bambee

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. You can connect with Tim at https://www.linkedin.com/in/tim-g-1223ba139 This Episode is brought to you with the support of Indeed and Bambee. 

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.  This Episode is brought to you with the support of Netsuite, Indeed and Shopify. 

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? This episode is brought to you with the support of Bambee and Indeed. Check them out at Bambee.com/scale and Indeed.com/scale

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? 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 And you can follow Jill Rowley at www.linkedin.com/in/jillrowley or @Jill_Rowley on Twitter

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 Ep 118, 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

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. This episode is brought to you with the support of Netsuite and Shopify. Check them out at Netsuite.com/scale and shopify.com/scale

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. This episode is brought to you

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. This episode is brought to you by Beam, the health company. Check out their products at beamorganics.com/scale and use promo code "scale" to get your special discount when you spend $75. 

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/ This week's episode is brought to you with the support of Indeed. Grab your special offer at indeed.com/scale

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. Connect with Quang at https://www.linkedin.com/in/quanghoang This week's episode is brought to you with the support of Netsuite and Beam. Grab your personal offer by visiting Netsuite.com/scale and Beam.com/scale

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. 

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. Connect with Vasu on Linkedin here -> https://www.linkedin.com/in/vasuprathipati/ This week's episode was brought to you with the support of Bambee so please check them at Bambee.com/scale

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. This week's episode was brought to you with the support of Quip, Shopify and Netsuite so please check them out for a special promotion at getquip.com/uncharted, Shopify.com/scale and netsuite.com/scale

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. You can connect with Ryan at https://www.linkedin.com/in/ryandeforest/ This week's episode was brought to you with the support of Indeed, Shopify and Netsuite so please check them out for a special promotion at indeed.com/scale, Shopify.com/scale and netsuite.com/scale

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

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. Connect with Chase:  Twitter: https://twitter.com/ecomchasedimond LinkedIn: https://www.linkedin.com/in/chasedimond Learn more about our sponsors:  Shopify.com/scale Indeed.com/scale getquip.com/uncharted

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

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. (https://boards.greenhouse.io/agentsync) This week's episode was brought to you with the support of shopify.com/scale, Indeed.com/scale and Netsuite.com/scale

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 Meet Novo, powerful and simple banking made for you with no hassles and no hidden fees. Sign up here -> https://banknovo.com/uncharted

Our very own, Poya Osgouei talks through some of the learnings from the largest cloud gathering last week. 

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

On this week's episode, Poya and Robby reflect on the first 100 episodes and some of their top learnings on the Uncharted Podcast, as well as announce the 5 most downloaded episode on the Uncharted Podcast.  This week's episode was supported by 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).

This week's episode features Jason Lemkin. He is a three time successful founder, current Managing Director at SaaStr Fund, and CEO and founder of SaaStr, the largest community of SaaS founders, investors and executives in the cloud. This conversation was candid as ever and Jason debunked the ease that startups and venture capital are often portrayed with. Please join us at SaaStr Annual, and get 30% off your pass by using "poya30" -> https://www.saastrannual.com/buy-tickets?promo=poya30 Additionally you can get an expo pass for free here -> https://www.saastrannual2021.com/buy-tickets?promo=letsmeetatsaastr 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

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. At the time of this recording, Robby had grown 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).

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.  Join us at SaaStr Annual at the end of September. You can buy your tickets at SaaStr Annual and use promo code: "Poya30" to receive 30% off. Get your tickets here - https://www.saastrannual2021.com/buy-tickets?promo=poya30 Connect with Bryan on LinkedIn (https://www.linkedin.com/in/bryanelsesser/)

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).

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. Connect with Trevor Baldwin: https://www.linkedin.com/in/trevor-baldwin-a4053212 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).

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 Kara:  https://www.linkedin.com/in/kara-dennis-5109962/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/       

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 Amy DuRoss:  https://www.linkedin.com/in/amy-duross-695b743/ Connect with Robby Allen: https://www.linkedin.com/in/robbyallen Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    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)

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 AJ Bruno: https://www.linkedin.com/in/ajbruno3 Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   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)

Poya Osgouei sits down and talked with Pete Ryan, and Andrew Burleson, the cofounder's of CoSell. Connect with Pete Ryan:  https://www.linkedin.com/in/peteryanprofile Connect with Andrew Burleson: https://www.linkedin.com/in/burlesona/                              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)

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 Allison Metcalfe: https://www.linkedin.com/in/allisonmetcalfe/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   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)

O this week's episode, Robby and Poya discuss the 3 most common advice folks give when asked at the end of each show "What advice would you give to your younger self?" Connect with Robby Allen: https://www.linkedin.com/in/robbyallen Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    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)

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 Luke Freiler: https://www.linkedin.com/in/freiler/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   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)

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. Connect with Josh Stein:  https://www.linkedin.com/in/joshsteinvc/ Connect with Robby Allen: https://www.linkedin.com/in/robbyallen Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    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)

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 Entrepeneurs' organization.  Connect with Carolyn Betts:  https://www.linkedin.com/in/carolynbetts Connect with Robby Allen: https://www.linkedin.com/in/robbyallen Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   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

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 Omri Mor: https://www.linkedin.com/in/omrimor Connect with Robby Allen: https://www.linkedin.com/in/robbyallen Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    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).

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. Connect with Armando Biondi:  https://www.linkedin.com/in/armandobiondi/ Connect with Gary Amaral:  https://ca.linkedin.com/in/garyamaral Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    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).

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 Bryn and PartnerStack: https://www.linkedin.com/in/bryn-jones/ https://www.partnerstack.com/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/       

Our very own, 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 Briana Carter: https://www.linkedin.com/in/briana-carter/ Connect with Kevin Russell: https://www.linkedin.com/in/kevinrussell2/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   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). 

Our guest this week is Steve Cornwell, Founder & CEO at Northpass, a learning platform that specializes in building custom platforms for external use cases such as customer education programs, partner programs and workforce programs. Prior to Northpass, Steve ran sales, marketing and operations for Edifice, an enterprise data services and SaaS analytics platform serving the retail industry that was acquired by SPS Commerce (Nasdaq: SPSC) in 2012. Connect with Steve: https://www.linkedin.com/in/stephencornwell/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   This week's episode was supported by Bambee (get a dedicated HR Manager for $99) at Bambee.com/uncharted

Poya and Robby interview Brendon Cassidy, who returns to the show as a Co-CEO and Co-Founder of CoSell, a company that helps organizations leverage referrals to find and accelerate sales deals. Prior to founding CoSell, Brendon was the first head of sales at LinkedIn (acquired by Microsoft for $26 Billion), a VP of Sales for EchoSign (acquired by Adobe), and Talkdesk (valued at $4 billion). Connect with Brendon: https://www.linkedin.com/in/brendon/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/

Poya and Robby interview Mark Selcow, a General Partner at Costanoa Ventures, where he is focused on investing in the next generation of great enterprise technology companies. Prior to joining Costanoa, Mark was a serial entrepreneur and operator, who led organizations in the enterprise software and consumer Internet sectors. He co-founded and served as President of two companies. The first, BabyCenter, was a pioneer in the consumer Internet and grew to become a leader in the online parenting market. BabyCenter was sold to Johnson and Johnson in 2001. The second, Merced Systems, became the dominant provider of Performance Management software for large Customer Service functions. It was an innovator in combining operating data, complex derived metrics, and human factors, such as coaching, incentives, and games to achieve improvements in employee performance serving customers. Merced grew profitability from its first year of shipped product and was sold to NICE Systems in 2012. Connect with Mark:  https://www.linkedin.com/in/mark-selcow-841167 Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/

We talk to Briana Carter and Kevin Russell who were formerly scaling the EMEA business for HackerRank. Most recently, they started a podcast called "Be.Human" which is a creative medium for them and experts to talk about what it means to live a life that is mindful, purpose-driven, messy, meaningful, and fulfilling. On this episode, we talk through some of the characteristics we admire in sales managers, while some we don't appreciate.  Connect with Briana Carter: https://www.linkedin.com/in/briana-carter/ Connect with Kevin Russell: https://www.linkedin.com/in/kevinrussell2/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   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)

Kristen Durham is VP of Startup Initiatives at Zendesk. She previously served as the Zendesk Chief of Staff, and prior to that she spent four years at Silicon Valley Bank building its VC and technology banking practices in Latin America, China, and other emerging markets. Kristen holds an MS in Energy & Resources from UC Berkeley. Connect with Kristen:  https://www.linkedin.com/in/kristendurham/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   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 indeed.com/scale)

Poya and Robby interview Greg Sands, founder and managing partner at Costanoa Ventures. Prior to founding Costanoa, Sands was a Managing Director at Sutter Hill, where he invested in early stage enterprise software startups, such as Merced Systems, AllBusiness, Youku, Quinstreet, and Feedburner. He was the first product manager at Netscape Communications where he wrote the initial business plan, coined the name Netscape, and built the SuiteSpot Business unit from $0-$140M. He also served as a business development manager at Cisco where he architected a channel management plan. He served a term as the President of the Stanford DAPER (Athletics Department) Investment Fund and remains on the executive committee. He is also the former Trustee of the Stanford Business School Trust and former Chair of its Venture Capital Committee. Connect with Greg:  https://www.linkedin.com/in/gregsands/ https://twitter.com/gsands Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/        This week's episode was supported by Indeed (get a $75 credit for your job post at indeed.com/scale)

Melanie Fellay is the CEO and Co-Founder of Spekit (https://spekit.co), the highest-rated and easiest-to-use digital enablement platform that maximizes employee productivity, helps you onboard faster and drives tool adoption by reinforcing your training and enablement in real-time, in any application. Spekit was born out of the first-hand pain that Melanie and her co-founder Zari felt trying to drive tool adoption and enabling employees using outdated and ineffective solutions that couldn't keep up with today's pace of growth and change. Spekit became the solution to that pain and is now the software of choice for customers across sales enablement, learning & development and revenue operations roles. Melanie is a BizOps and Enablement enthusiast with expertise driving Salesforce transformations and architecting employee-centric learning solutions.  Melanie graduated from the University of Colorado, Boulder with a degree in Accounting & Finance. In her free time, Mel enjoys dancing to live music at Red Rocks or hanging with her mini-goldendoodle puppy, Rufus. Connect with Melanie:  https://www.linkedin.com/in/melaniefellay/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/        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 indeed.com/scale)

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). In this episode of “Uncharted,” we welcome Sheridan Gaenger, growth marketer passionista. She’s shaking up the traditional five P’s of marketing by revealing that today, there’s actually eight and hint, they’re not tactics! How did she discover and why is she preaching “the new eight”? In under 2 years, she marketed separate companies through an IPO and a Fortune 100 acquisition. Sheridan knows how to scale demand smarter not harder. Her philosophy? - “Scale comes from embracing a strategic sequence, not tactics.” She learned quickly that growth teams who see repeatable success, not only lean into proven new marketing trends but more importantly they never stop embracing the un-sexy stuff like plumbing and metrics. Without fail, these teams follow eight disciplined steps.  Tag in, because you’ll never think about growth marketing the same. Your revenue will thank you. Sheridan, a bay area native is currently the VP of Revenue Marketing at Honeycomb.io and has spent the last 15 years in B2B marketing, often finding herself as the first marketer hired to build the foundation. In her spare time, Sheridan enjoys giving back to her community, traveling and hanging out with her family.  Connect with Sheridan:  https://www.linkedin.com/in/sheridan-gaenger-2145522/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/          

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). Adam Greenberg is the CEO of iUNU, a Seattle-based startup that provides AI and computer vision technology to help greenhouse growers optimize their operations. iUNU & Mr. Greenberg have been recognized with a Medal of Excellence nomination from Greenhouse Grower, best new indoor growing technology from United Fresh Produce Association, and at age 30, Adam became a member of GPN's 40 Under 40 Class of 2020. Greenberg has been a speaker & panelist at numerous universities, associations, seminars, and conferences such as Hemp Industry Daily, MjBizCon, Indoor AgCon as well as University of Maryland’s annual MAVRIC technology conference. Mr. Greenberg created an AI symposium for Congressional staffers on Capitol Hill late last year, Farm Traveler featured Adam on their November 2020 podcast, Informing Choices on a February 2021 podcast, and Mr. Greenberg was a panelist on the IndoorAgCon January 21 webinar on AI & Robotics. Adam founded iUNU in 2013 to revolutionize the greenhouse industry by using machine vision technology and iUNU recently closed its Series A funding of $7 million. His passion for agriculture came from his father who is a botanist and entrepreneur. Mr. Greenberg earned his degrees in Finance and Entrepreneurship from the University of Washington and is a former financial analyst at Amazon. Adam is a member of the Board of Advisors of the Southern Christian Leadership Council’s Global Policy Initiative and a member of the Board of Advisors of the Financial Services Innovation Coalition’s American Innovation & Opportunity Fund. He is a fifth-generation native of San Francisco and lives in Seattle, Washington where he enjoys traveling and the outdoors. In Mr. Greenberg’s own words, “The credit for our success goes to the team at iUNU. Look at the change we’re making and look how far we’ve already come. At the end of the day, our goal is to add value to our customers.” Connect with Adam: https://www.linkedin.com/in/adamgreenberg1/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

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). Jonathan is the Co-Founder and CEO of Demostack, the no-code product demo experience platform. Prior to Demostack, Jonathan built Tripactions Liquid, a Travel Payments product from the ground up where he helped take the project from a vague Fintech idea to a full blown strategic business unit in 12 months. Previously, Jonathan successfully brought multiple technology products from idea to market, with 2 succesful exits.  Connect with Jonathan: https://www.linkedin.com/in/jonathan-friedman/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode is brought to you by Cosell.io/scale where winning revenue teams are leveraging warm introductions to connect with their prospective buyers as well as Scratchpad.com, a favorite sales solution that allows you to do more selling and less salesforce clicking.  In todays episode, Robby and Poya sit down with David Appel.  David Appel is the Head of Software & SaaS at Sage Intacct, and is passionate about creating great B2B SAAS companies.  Prior to Sage Intacct, David served as the Head of Direct Sales at Bill.com, where he grew business by 85% and tripled the team over his 18-month tenure. Previously, he held various sales leadership roles at leading software companies including NetSuite, IBM and Oracle. Having spent over 10 years as a startup sales advisor, David has helped many founders think about their own SaaS dashboards directly. Connect with David Appel https://www.linkedin.com/in/davidappelsf/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/podcast). Wesley Thibault is the Director of Mechanical Engineering at Romeo Power where he started as the founding engineer in 2016. Prior to that, he was a manufacturing engineer at Rolls-Royce. Wes is a graduate of University of California, Santa Barbara where he got both his bachelors and master's degree.  Connect with Wes T:  https://www.linkedin.com/in/wesley-thibault-a2100027/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/scale) Lloyed is the co-founder and president of Boast.AI, a company that is working to streamline and automate access to billions in R&D credits and innovation incentives so companies can fuel their growth while preserving equity and avoiding red-tape. Armed with $123M USD in funding, Boast.AI is on a mission to help innovative companies become successful. Lloyed also co-chairs Traction, a community of over 90k+ founders and tech professionals co-founded by Boast.AI, that brings leaders from the fastest growing companies like Shopify, Twilio, Slack, LinkedIn, GitHub, Cloudflare, and many more to share learnings on building, growing, and scaling startups via weekly webinars, regular meetups, and an annual conference. Connect with Lloyed Lobo: https://www.linkedin.com/in/lloyedlobo/ Email: lloyed@boast.ai Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/podcast). As a B2B entrepreneur, Jen Abel Founded and scaled JJELLYFISH. Abel is recognised for her skill in designing early-stage b2b go-to-market plans , specifically advising international companies on how they can best conquer the U.S. market. As a thought leader in B2B sales, Abel has been featured as a Cohost and speaker by brands including Conde Nast's Glamour, Techstars, and Boulder Startup Week. Abel advises early stage B2B startups on their sales strategy, along with Fortune 500 companies seeking to test new business models. With over a decade of early-stage startup expertise, Abel was also a Mentor for Techstars and Founding Enterprise Sales Member at General Assembly (acquired) and Y-Combinator startup, The Muse. Connect with Jen Abel: https://www.linkedin.com/in/jenabel/ https://twitter.com/jjen_abel Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/podcast). Monty has over 27 years of experience in financial management and business process outsourcing (BPO) services. Prior to becoming CEO of MontPac, Monty was CEO of Startup Financial Management Inc, CFO of TechFarm Ventures and CEO of Montgomery Financial Services Corp. Monty was also the acting CFO of Metacloud and he helped guide the company through its successful acquisition by Cisco. Monty has a passion for accounting and for providing services that help business owners become better informed enabling better business decisions. On this episode, we talk through all things related to account and finance that you should be aware of as you scale your finance department.  Connect with Monty Montgomery: https://www.linkedin.com/in/henry-monty-montgomery/ Email - monty@montpac.com  Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                      

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). Shannon Goggin is the CEO & Co-Founder of Noyo, a technology company that uses software to enable data exchange between health insurers and apps that help employers and consumers manage their health insurance and other benefits. Shannon has raised money from top-tier Silicon Valley investors and is a leading voice on the changes and trends in the health insurance space. Noyo works with leading national insurance companies and cutting edge technology companies. Connect with Shannon Goggin: https://www.linkedin.com/in/shannongoggin/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/podcast). Serial entrepreneurs Pouyan Salehi and Cyrus Karbassiyoon have been on a 10 year journey building and scaling various enterprise products. in 2019, they founded Scratchpad, a workspace for revenue teams combining sales notes, spreadsheets, tasks, Kanban boards, search, collaboration, and sales process compliance in a single interface. On this episode, we talk through all of their learnings scaling 3 different companies.  Connect with Pouyan Salehi: https://www.linkedin.com/in/pouyansalehi/ Connect with Cyrus Karbassiyoon: https://www.linkedin.com/in/ckarbass/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                  

This week's episode is brought to you by Oracle NetSuite (sign up for a personalized product tour at www.netsuite.com/scale) and Indeed (get a $75 credit for your job post at indeed.com/podcast).  Abbas is the VP of Customers Success and Value Engineering at Segment (now a Twilio company) where he's building a cross-functional global value engineering team. Prior to Segment, Abbas had a 10 year stint at xMatters as CTO where he led the technology team. Abbas embodies the pay it forward mentality by mentoring his time and giving back to the community through his involvement at PlatoHQ (the largest engineering and product mentorship community), as well as EverWise (now a torch company).  Connect with Abbas Haider Ali:  https://www.linkedin.com/in/abbashaiderali/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

Big thanks to the SaaStr (SaaStr.com) team for allowing us to record this episode live during their SaaStrU event on January 27th, 2021.  In this episode, we sat down with Hannah and Jonathan Steiman to discuss how they have scaled Peak Support as a couple and allow them to share some of their tips building a customer support team from scratch.  Hannah is the COO while Jonathan is the Founder and CEO of Peak Support, a rapidly growing services provider dedicated to providing exceptional support to high-growth companies.  Peak Support offers a wide array of services including customer support, sales operations, business process outsourcing, copywriting, research, and lead generation.  Connect with Hannah Steiman:  https://www.linkedin.com/in/hannahsteiman/ Connect with Jonathan Steiman:  https://www.linkedin.com/in/jonathan-steiman-4712402/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode is brought to you by Oracle NetSuite. Sign up for a personalized product tour at www.netsuite.com/scale Katie was born and raised in the Suburbs of Detroit, Michigan and spent the first years of her career in a boutique VC firm in San Francisco. It took her only a few months to come to the realization that she wanted to get back to building and made the leap to startup life joining Zipfian Academy as a co-founder and the first business hire.  After a successful acquisition, and a few years as a product manager at Flexport, Katie is now a co-founder at Placement where she and company help jobseekers get jobs they didn't think was possible.  Connect with Katie: https://www.linkedin.com/in/katiekent/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) Steven is currently responsible for supporting the revenue team at Twilio that owns the company's revenue number by driving strategic initiatives. Prior to Twilio, Steven ran sales, marketing, and business development for Atrium, a legal technology startup that served high-growth companies. Prior to Atrium,  he was Head of Revenue Operations at BloomReach, running sales operations, inside sales, and go-to-market strategy as the company raised nearly $100m and scaled to a 50+ person sales organization. Steven has studied at the University of California Berkeley School of Law and the University of Oregon. Connect with Steven: https://www.linkedin.com/in/schboone/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) Vieje was born and raised in San Francisco and spent the first years of his career in corporate life in New York City. It took him five years, but he finally came to realization that he needed to get back to building and made the leap to startup life joining Secfi as the first business hire. Vieje is now the Director of Equity Strategy at Secfi where he helps startup employees get the most out of their startup stock options. When he's not nerding out on stock options, Vieje loves eating and working on his stagnant golf game. Connect with Vije: https://www.linkedin.com/in/viejep/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                   Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This episode is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) On this episode, we discuss our top favorite advice our guests in 2020 gave to the question "What's the One Piece of Advice You'd Tell Your Younger Self?" Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This episode is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode is possible with the support of Oracle NetSuite. You can sign up for a personalized product tour at www.netsuite.com/scale Dave Blake is the founder and CEO of ClientSuccess, Customer success software that drives customer retention and growth across your entire company. While, Brock Blake is founder and CEO of Lendio, an online marketplace for small business loans.  Both Dave and Brock learned early on the value of hard work, being present and the importance of pushing forward which have become guiding principles in their life and business. We are so fortunate to have them share wisdom, and insights with our community.  Both Dave and Brock are graduates of Brigham Young University , and both of them live in Utah with their wife and children.  Connect with Dave Blake:  https://www.linkedin.com/in/davecblake/ Connect with Brock Blake:  https://www.linkedin.com/in/brockblake/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This episode is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) Robby and Poya talk through the 5 most common mistakes they see be made in by founders or sales teams when doing early stage sales.  Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode featuring Laura Kendall is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) Laura is passionate about the convergence of marketing and data when it comes to driving successful programs. She is currently the VP of Marketing at MadKudu and has spent the last 13 years in B2B marketing, often finding herself as the first marketer hired to build the foundation. She is actively involved in women in tech communities - she serves as a Salesforce Women in Tech User Group Leader and Committee Member for Women in Revenue. In her spare time, Laura enjoys giving back to her community, traveling (especially visiting her family farm in Wisconsin!), drinking wine and eating cheese. Connect with Laura Kendall: https://www.linkedin.com/in/laura-kendall-48556911/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This episode is brought to you with the help of our good friends at Sage Intacct. You can check out the live session and many other on demand sessions at https://www.sageintacct.com/events/saas-success-series And join us next week at https://register.saastrscale.com/checkout/select-tickets/?coupon=poyavip and use "poyavip" for a free VIP Pass.  Regarding this episode -- Join top consulting CFO, Tina Gregory, from Early Growth Financial Services,  David Appel, Head of Software and SaaS at Sage Intacct, as well as, Ryan Floyd, Founder and Managing Director of Storm Ventures  to learn how to position yourself for the next stage of growth across people, processes, and technology as well as Succeed in a SaaS company as an early hire.  In this episode, we discuss the strategies, tactics and actionable tips that can help seed companies get to growth stage and beyond. Connect with David Appel:  https://www.linkedin.com/in/davidappelsf/ Connect with Tina Gregory:  https://www.linkedin.com/in/tinagregory1/                             Connect with Ryan Floyd:  https://www.linkedin.com/in/ryanfloyd1/   

This week's episode featuring Nicole Allen is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) Nicole learned early on that the best path isn't always linear. From college athlete to corp comms in the NBA, Nicole threw her career for a loop when she answered a Craigslist ad for a job at a B2B tech PR agency in San Francisco. From there, she's only looked up and never back, defining a goal-oriented growth path for herself at LEWIS Global Communications where she now holds a leadership role as VP of Digital and Head of the SF Office. Nicole is at her best when she's surrounded by people who are smarter than her, and feels fortunate to have fallen into a supportive group of women who continue to push her upwards. Connect with Nicole Allen:  https://www.linkedin.com/in/nicolehyslop/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode featuring Tara McCann and Sammi Chen from Zendesk is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) Sammi and Tara joined us this week to share their perspective on how companies as well as business leaders in a remote world can support current college graduates as well as recent graduates. Sammi and Tara share what they have seen their company, organizations as well as individuals do to ensure a smooth onboarding of candidates, as well as, ensure they are doing all they can to get them productivity.  Connect with Tara McCann: https://www.linkedin.com/in/taramccann/ Connect with Sammi Chen: https://www.linkedin.com/in/sammi-chen/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                                  

This week's episode featuring Rhonda Larson is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) Rhonda's career has taken her from consulting to enterprise to startups and back. She's worked across multiple functions with the majority of her time in sales operations. She loves making things easier for the people around her and measuring the impact of her and her team's work. Currently, she heads up a global SaaS Sales Ops team at LinkedIn where she is thrilled to be part of the company's mission to bring economic opportunity to the world's workforce. Connect with Rhonda Larson:  https://www.linkedin.com/in/rhondalarson/ Connect with Poya Osgouei: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: https://www.linkedin.com/in/robbyallen/      

This week's episode featuring Niji Sabharwal from Agentsync.io is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) Niji was born and raised in the San Francisco Bay Area and has more than 10 years of work experience at companies like Linkedin & Zenefits managing functions ranging from sales strategy & operations to broker compliance. Niji and his wife, Jennifer Knight founded Agentsync with the mission is to automate the distribution compliance burden by leveraging technology to do the heavy lifting - ultimately creating opportunity and efficiency in an industry ripe for disruption. Niji holds a B.A. in Business Economics from the University of California, Santa Barbara.  Connect with Niji Sabharwal: https://www.linkedin.com/in/akaniji/ Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/           Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                                      

This week's episode featuring Peter Ord from GuideCX is brought to you by Oracle Netsuite (Sign up for a personalized product tour at www.netsuite.com/scale) Peter Ord is the founder and CEO of GuideCX, a client onboarding and implementation platform to engage new customers and deliver value faster. Before founding and scaling GuideCX, Peter was at DealerSocket for 14 years in a wide variety of roles from implementation, training and most recently as the VP of Sales where he helped lead DealerSocket through an acquisition.  Peter is a graduate of Brigham Young University, and currently resides in the beautiful State of Utah.  Connect with Peter Ord:  https://www.linkedin.com/in/peterord/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/          

This week's episode featuring Crendal Kear is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) Crendal is a highly-regarded business operations professional with over 20 years of experience in technology sales, support and services operations roles. She currently serves as the Vice President of Global Sales Operations at Exabeam. Prior to Exabeam, she was Vice President of Worldwide Sales Operations at Zscaler, where she built out the sales and support operations that ultimately led to a successful IPO for the company. Before Zscaler, Crendal held various operational roles at organizations including Hewlett Packard, NetApp, Aricent and ArrayComm where she supported organizations experiencing business transformation and hyper growth. Crendal has a B.A. from University of Findlay. Connect with Crendal Kear: https://www.linkedin.com/in/crendal/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/          

This week's episode featuring  Jan Arendtsz is brought to you by Oracle NetSuite (Sign up for a personalized product tour at www.netsuite.com/scale) Jan Arendtsz is a veteran of the software industry with more than 25 years of experience in sales, marketing, business development, product development, and customer success. He founded Celigo with the goal of simplifying how companies integrate business applications together for a connected enterprise. He is responsible for overseeing all company operations. Prior to Celigo, Jan was a Director at NetSuite, the leading cloud-based ERP platform, where he launched their integration platform. Prior to that, Jan worked for Cambridge Technology Partners, where he implemented complex business solutions for a multitude of customers ranging from Internet startups to Fortune 500 companies. Jan holds a B.S. in Computer Science from the University of Texas at Austin. Connect with Jan Arendtsz: https://www.linkedin.com/in/janarendtsz/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/          

This week's episode featuring Loretta Jones is brought to you by Oracle Netsuite (Sign up for a personalized product tour at www.netsuite.com/scale) Loretta is a self proclaimed 'startup junkie.' She loves growing early stage SAAS startups, and has grown companies from $1-2M ARR up to over $20M ARR. Her experience encompasses marketing strategy, communications, demand generation and growth marketing. In many early stage startups, it's not uncommon for Loretta to be the first marketing leader and the only female in a male-dominated engineering culture, so she enjoys bringing different energy and perspective to early stage startups. She's an animal lover (especially dogs!) and uses her vacations as an excuse to get back to nature and swim with humpback whales, whale sharks and manta rays, to name a few. Connect with Loretta: https://www.linkedin.com/in/loretta-jones-2418/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                                  

This week's episode featuring  Sid Bharath from Broca is brought to you by Oracle Netsuite (Sign up for a personalized product tour at www.netsuite.com/scale) Sid is the CEO and Founder of Broca (www.usebroca.com), an AI-software that generate content such as ad copy, blog posts, etc. Previously, Sid ran a consulting business, helping SAAS companies accelerate their growth. He worked with fast-growing startups like Gorgias, ClickUp and many others. Before that, Sid was the VP of Growth at Thinkific, helping them grow from product-market fit to a multi-million dollar company (20X growth) in less than two years. Sid also worked at Lemonstand (acquired by Mailchimp). Connect with Sid: https://www.linkedin.com/in/sidbharath/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                                    Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                                  

This week's episode featuring Kass Dawson from Softbank Robotics is brought to you by Oracle Netsuite (Sign up for a personalized product tour at www.netsuite.com/scale) Kass Dawson is the Vice President of Human Resources and Diversity & Inclusion at SoftBank Robotics America (SBRA), as well as the VP, Brand Strategy & Communications. Kass leads SBRA and its partners at the intersection of business strategy, the future of work, and social equality, elevating humanity both through and beyond robotics. Kass also led the SoftBank Group education CSR project for North America which donated robots and software to minority-majority school districts and underserved classrooms to increase access to STREAM careers. Before SoftBank Robotics, Kass worked at Facebook as the Global Head of Marketing for the Automotive vertical, driving the company’s strategic vision to maximize automotive business around the world. Before Facebook, Dawson has held a variety of roles within manufacturing and technology leaders like Mercedes-Benz and Jumpstart Automotive Group. Kass is a graduate of Amherst College. Connect with Kass:  https://www.linkedin.com/in/kass-dawson-7050927/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                                      Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                                  

This week's episode featuring Tanner Lacey from Spiff (https://spiff.com/demo/) is brought to you by Oracle Netsuite (Sign up for a personalized product tour at www.netsuite.com/scale) Tanner is a Co-Founder and Director of Business Development at Spiff, the company that helps automate and optimize commissions plans. Before transitioning to the tech world,  Tanner served as the Director of Finance at 1-800-Contacts, and also spent four years playing golf professionally while managing a golf course.   Connect with Tanner:  https://www.linkedin.com/in/tanner-lacey-335332b1/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                                 Twitter: https://twitter.com/IamPoya                         Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                                 Twitter: https://twitter.com/_RobbyAllen

This week's episode featuring Ashley Whitlatch (https://www.ashleywhitlatch.com/) is brought to you by Oracle Netsuite (Sign up for a personalized product tour at www.netsuite.com/scale) Ashley is an executive marketing consultant with 13+ years of marketing and leadership development experience, and currently enables tech giants + early stage startups to develop their brands + share their stories. Her clients have included Visa, Facebook, Drops, Solgaard, and Plato, among others. Previously, she served as the Director of Marketing at Redkix (acquired by Facebook), and also spent four years at Prezi, Inc., leading global evangelism programs & partnerships, helping them grow from 9MM to 70MM+ subscribers worldwide. While there she scaled an international B2C Ambassador Program of marketers, creatives, and engineers to 33 countries with 80 direct reports. Before transitioning to the tech world, Ashley was an Assistant Director at the University of Washington for a number of years. UW was also her alma mater where she earned a BA in Journalism. When she's not managing a team of incredible people, you can find her traveling, taking photographs, and practicing her French. Connect with Ashley: https://www.linkedin.com/in/ashleywhitlatch/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                                 Twitter: https://twitter.com/IamPoya                       Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                                 Twitter: https://twitter.com/_RobbyAllen

This week's episode featuring Bridget O'Brien from Dialpad is brought to you by Oracle Netsuite (Sign up for a personalized product tour at www.netsuite.com/scale). Poya and Robby sit down with Bridget O’Brien to discuss her tips and tricks on how folks can transition from the services industry into tech.  We talk about all the ways she was able to use her the skills gained as a marine biologist in her current role as a sales leader. She also provides some actionable insights on how candidates can stand out in their search.   Connect with Bridget: Linkedin: https://www.linkedin.com/in/bridget-o-brien-she-her-87b379138/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                               Twitter: https://twitter.com/IamPoya                     Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                               Twitter: https://twitter.com/_RobbyAllen

This week's episode featuring Shawn Lavana is brought to you by Oracle Netsuite. Sign up for a personalized product tour at www.netsuite.com/scale Shawn, a marketing veteran recently joined SignEasy as their Chief Marketing and Growth Officer. Previously, he's led Marketing at companies such as Virgin Pulse and Postwire. Make sure to listen to this interview to learn more about Shawn's professional journey, bringing storytelling back to the forefront of marketing and Shawn's enlightening words of wisdom when it comes to taking risks and maximizing your impact as new hire in the first few days and weeks.  Connect with Shawn:  https://www.linkedin.com/in/shawnlavana/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                                 Twitter: https://twitter.com/IamPoya                     Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                                 Twitter: https://twitter.com/_RobbyAllen 

This week's episode featuring Dan O'Connell & Keith Messick is brought to you by Oracle Netsuite. Sign up for a personalized product tour at www.netsuite.com/scale Dan and Keith were previously a guest on Uncharted and Eclectic and two of our most popular so it only made sense to bring them back for another episode. Having worked together for a couple of years scaling Dialpad's go-to-market engine, it only made sense to bring them back to understand what made things work in their relationship and how they ensured both their respective teams were aligned and moving in the same direction.  Dialpad recently raised a $100 Million Series E at a $1.2 Billion valuation. Dan and Keith were previously two of our most popular guests so it was only appropriate to bring them back to do a session on what a great Sales and Marketing relationship looks like, and why it's so important to have trust and respect for one another. Connect with Dan O'Connell: https://www.linkedin.com/in/droconnell Connect with Keith: https://www.linkedin.com/in/keithmessick/ https://twitter.com/keithmessick?lang=en Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                               Twitter: https://twitter.com/IamPoya                     Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                               Twitter: https://twitter.com/_RobbyAllen

This week's episode featuring Scott Orn from Kruze Consulting is brought to you by Oracle Netsuite (Sign up for a personalized product tour at www.netsuite.com/scale).  Scott runs Operations at Kruze Consulting, a fast growing Startup CFO Consulting firm that works with over 250 startup clients. Kruze is based in San Francisco with clients across the United States. In addition to his Operations responsibilities, Scott runs the Venture Debt Consulting practice at Kruze. Before Kruze Consulting, Scott was a Partner at Lighthouse Capital, a private debt fund that lends to startups. In addition, Scott ran Community Products at Callisto Media. Scott still manages his portfolio on behalf of Lighthouse. Some of his high profile deals include Angie's List, Upwork, Impossible Foods, Serena & Lily, Freshbooks, and ZestCash. In his spare time, Scott co-founded Ben's Friends, an Internet patient support community for people with rare diseases. Ben's Friends is a 501C3 non profit and has become one of the largest rare disease support communities on the Internet with 120,000 uniques last month (a 20% increase month over month). Both LinkedIn and Google have made sizable grants in the last two months to help Ben's Friends continue to grow. Prior to joining Lighthouse, Scott spent three years in Technology Mergers & Acquisitions at Hambrecht & Quist which was later acquired by JPMorgan Chase. Scott has an MBA from Kellogg, and an undergraduate business degree from CAL Berkeley. He also has a CFA and has passed the Series 7. Connect with Scott:  https://www.linkedin.com/in/scottorn/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                             Twitter: https://twitter.com/IamPoya                   Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                             Twitter: https://twitter.com/_RobbyAllen

This week’s episode features Mike Davis. Mike has been navigating the Salesforce ecosystem for over a decade and has developed a deep knowledge of what works within it. His experience includes time at Xactly, Conga, and TaskRay. While the majority of his career has focused on the revenue side of the house—specifically in sales and alliances leadership—he has experienced every functional aspect of the Salesforce ecosystem. When Mike isn’t talking to customers and coaching the team, you can find him skiing, cycling, mountain biking, camping (in his VW van), playing soccer, scuba diving or cheering on the US Soccer teams. Tune in to a great episode! Connect with Mike: https://www.linkedin.com/in/techmikedavis/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                           Twitter: https://twitter.com/IamPoya                 Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                           Twitter: https://twitter.com/_RobbyAllen

Saksham Sharda is a Creative Director at Outgrow.co. Outgrow is a SaaS application that you can use to create personalized content that helps you generate more qualified leads and better engage with your customers. Specifically, you can build Calculators, Quizzes, , Assessments, Polls, Surveys, and any other creative solutions you can think of. These assets significantly improve lead conversion rates and customer engagement.  In this episode, you will hear Saksham talk about how companies are leveraging interactive content and why it's the future of digital marketing. Additionally, Sak talks about how you follow up and get started quickly.  Tune in to a great episode and get started with your own project today at outgrow.co/saas Connect with Saksham: https://www.linkedin.com/in/saksham-sharda-outgrowco/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                           Twitter: https://twitter.com/IamPoya                

This week’s episode features Paige Robinson, founder of Will Reed. Will Reed is a recruiting firm that partners with innovative tech companies and VC-backed startups to scale sales organizations and actualize growth strategies. In other words, they hire the best people to help the best people find the best jobs. Paige's story is one of perspective, a perspective that I hope will provide encouragement to many listening. In this episode, you will hear Paige talk about balancing running a business while being a mom to three kids under the age of three. Her advice to folks looking to hire their first sales hires, and you will also hear about Robby's recent experience moving over to full time to build AgentSync, and why we  believe in the importance of story telling.  Paige also talks about her childhood, being supported by loving parents and siblings, and when entrepreneurship became a part of her journey.  Tune in to a great episode! Connect with Paige: https://www.linkedin.com/in/paigesrobinson/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                         Twitter: https://twitter.com/IamPoya                 Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                         Twitter: https://twitter.com/_RobbyAllen

On this episode, Don Erwin, whose been an early employee at LinkedIn, HackerRank, Automile and MiaxMax sits down with us to explain his learnings having managed hundreds of people over the years.   Connect with Don: https://www.linkedin.com/in/derwin1134/ Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                       Twitter: https://twitter.com/IamPoya               Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                       Twitter: https://twitter.com/_RobbyAllen

In an industry cluttered with marketing “gurus” and “thought leaders”, Keith Messick, Chief Marketing Officer of LaunchDarkly, is determined to cut through the fluff. His hard-earned knowledge comes from a career working for major companies and small startups, giving him strong convictions on what really matters in marketing. Previously, he served as the CMO at Dialpad and Lucidworks and also held senior leadership roles at Topsy (acquired by Apple), Get Satisfaction (acquired by Sprinklr), and SuccessFactors (acquired by SAP). We also discussed his learnings opening winestore and why he credits his parents for his attitude, experience and success.  Connect with Keith: https://www.linkedin.com/in/keithmessick/ https://twitter.com/keithmessick?lang=en Connect with Poya Osgouei: LinkedIn: https://www.linkedin.com/in/poyaosgouei/                       Twitter: https://twitter.com/IamPoya             Connect with Robby Allen: Linkedin: https://www.linkedin.com/in/robbyallen/                       Twitter: https://twitter.com/_RobbyAllen