Matter Made

Episode Outline

[04:39] Sean’s background

[07:16] Operational issues and then the other one had to do with just the fundamental shift

[10:13] Reason these companies were failing, had more to do with people and the behaviors of the people

[11:18] Realize that affiliation with a company who's been successful in that industry

[12:04] Hiring and supporting and developing and growing other humans

[14:34] If you think about things from a red, yellow, green perspective, you put people in a stoplight bucket

[16:35] Best fit based on their characteristics and attributes because the majority of the Academy students are adult learners. The true character of a person is not how you act in this life, but how you react.

[17:04] If you don't like something, you already know it. It's probably not going to continue to enjoy it.

[19:22] There's social responsibility, corporate responsibility, environmental responsibility, and personal responsibility.

[20:19] Starting over with the concept of what problems do my customers have right now that can really solve, and growth mindset is going to be more important.

Sean's Inspirations:

His father

His wife

Will Bunker

Connect with Sean:

LinkedIn

Twitter

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Episode Outline

[04:39] Danielle’s background

[07:16] How the whole petition process of a charter school is funded with public money. So you have to petition the state to let you do what you want to do in the district.  

[10:13] Why starting a charter school in some ways is very much like starting a startup

[11:18] Understand that we're firefighters and we're all here to do whatever needs to get done because our building is constantly on fire especially in the first year of operations

[12:04] The most success metrics in venture are different than when you're trying to champion alternative education and giving

[14:34] Standard return metrics in venture and whether or not you're able to build something viable. The importance in keeping balance of those things

[16:35] Knowing that there's something really fascinating and kind of a Zen mindset about decision-making theory. You have to separate the outcome of your decision from the decision you make at the time

[19:22] Uncover why they're just not using the product that much, and what really want to see is that those pilot customers are insatiable

[20:19] What to do if something goes awry or they get fickle, when you're not sure who else to service in the market, it's hard to get that company to grow

[24:30] Getting the feedback loop between the founder, the engineering team, especially if they're using sort of like a dev group and the customers it's too disconnected

Danielle's Inspirations:

Shea Tate-Di Donna

Alex Iskold

Charles Hudson

Sydney Thomas

Connect with Danielle

LinkedIn

Twitter

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Episode Outline

[04:39] Justin’s background

[07:16] Repeatable revenue engine and a marketing automation

[10:13] Reason these companies were failing, had more to do with people and the behaviors of the people

[11:18] Realize that affiliation with a company who's been successful in that industry

[12:04] Hiring and supporting and developing and growing other humans

[14:34] If you think about things from a red, yellow, green perspective, you put people in a stoplight bucket

[16:35] Best fit based on their characteristics and attributes because the majority of the Academy students are adult learners. The true character of a person is not how you act in this life, but how you react.

[17:04] Systems that you put in place on a more tactical level to back into having that as a cultural.

[19:22] Ways that you're actually measuring the impact on their organization to better to define product market fit,

[20:19] How to measure metrics for north star of things like NPS

Justin's Inspirations:

Craig Rosenberg

Connect with Justin:

LinkedIn

Twitter

Website

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Episode Outline

[04:39] Mandy’s background

[07:16] Discovering that running a company, it's evident it's an emotional business.

[10:13] Take time to really take a step back and use data as your foundation.

[11:18] While that looks great in a spreadsheet, it doesn't work in real life because until you have a process that's documented and that you can measure, and that is getting consistent results.

[12:04] Think deeply what needs to happen to hit your goal and direction you’re going to, based on what you have so far, make some assumptions on conversion, what type of pipeline you need, how many new opportunities

[14:34] Consider how many demos there, do they need to have a week or how many discovery calls depending on what type of sales cycle they are, how many discovery calls?

[16:35] Where is our product actually fit right now? And how are we going to attack that?

[17:04] Figuring out how to hold people accountable and then the second part was how to implement that correctly with the team

[19:22] The way to break the sales process into the four main categories

[20:19] Why Mandy really loves mentoring people and leading a team in house

Mandy's inspirations

Mark Roberge

Jeremy Liew

Connect with Mandy

Mandy Cole

Twitter

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Episode Outline

[04:39] Nate’s background

[07:16] How does one focus on team building, service delivery, customer experience?

[10:13] The ability to build a revenue engine that works with the product engine.

[11:18] Understanding marketing and sales channels as your platforms

[12:04] What to look for inside of an eCommerce transaction funnel or inside of a marketplace

[14:34] What could also serve as instrumentation panel for success

[16:35] How to ensure strategic direction is implemented

[17:04] The art of balancing competing priorities

[19:22] Use empirical evidence to decide stages of your opportunity funnel.

[20:19] Moving from discovery of that into something predictable, repeatable, and scalable.

[23:19] Begin the experiment for the best customer experience

Nate's inspirations

Brian Balfour

Barret Foster

Damon Schechter

Connect with Nate

LinkedIn

Twitter

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Episode Outline

[04:39] Meagen’s background

[07:16] How leaders gravitate more towards fear to motivate and others gravitate towards love

[10:13] A good frame is the carrot and stick. Meagen is more of a carrot because that's how she responds. If she’s praised or rewarded, she wants more of that. So she works even harder.

[11:18] How COVID changes things. We have to go online. We have to log in. We have to have security. We're remote. We have to collaborate on all these different tools.

[12:04] Having success means assessing people, their process and their technology. Bring in a lot of technology because it gives the data needed and the visibility into what's working and what's not working and what we can do to be more efficient as a marketing organization.

[14:34] How to be effective and efficient and target the audience that you're going after. The future is full of technology.

[16:35] Tips in cutting costs and moving into a recession, we've got to be very careful on what technology becomes critical and not.

[17:04] Realize how many independent pieces of tech do you have in your stack right now,

[19:22] On gifting, you send someone a plant, they set it on their desk naturally. So one, it's hard to throw it away, but also it sits on their desk and they look at it and your brand sits there and others in the company see it, and then people will take pictures and they'll share it.

[20:19] You always have to improve the funnel. You always have to improve your messaging. You always have to, you know, get PR and respond.

Meagen's inspirations

Ben Horowitz

Connect with Meagen

LinkedIn

Trip Actions

Episode Outline

[04:39] Jen’s background

[07:16] What is takes to be able to developed and executed inbound lead generation and content marketing strategy

[10:13] The ability to supporting a channel of referral, reseller, co-branded, and white-labeled partners

[11:18] Why great communication leads to great partnership

[12:04] Methods in developing and executing an inbound demand generation strategy, raising brand and market awareness

[14:34] Habits to be great at sales and marketing that can never go wrong

[16:35] How to embrace a more diverse set of perspectives at the decision making table

[17:04] How Jen sees the trends in the future

[19:22] Use empirical evidence to decide what, what the best option is moving forward

[23:17] How to ensure there is right technical architecture, technical infrastructure to support these efforts

[26:28] The skills to know what the buying process is on their end

Jen's inspirations:

Trish Bertuzzi

Connect with Jen

LinkedIn

Twitter

SmartBug Blog

Episode Outline

[04:39] Adam’s background

[07:16] His journey from minoring in advertising company to ending up in a company like G2

[10:13] How we learn best by getting our hands dirty

[11:18] The way his company helps in cutting through the noise of what marketers get all the time

[12:04] The culture in G2, where people leaving reviews or you're getting traffic to your profile or there's traffic to the category and people are comparing you against one of your competitors

[14:34] HelpScout is really trying to build a smart, sophisticated platform that helps helps customers and end users

[16:35] Advice to personalize mass amounts of emails to show like their own buyer intent data and emailed it directly

[17:04] The art of Facebook campaigns and how to optimize for it

[19:22] Practical way of being smart about the growth

[20:19] How to capitalize on new trends and marketing tactics

Adam's Inspirations

Godard Abel

Mike Conti

Connect with Adam

LinkedIn

Twitter

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In this episode, Elias Rubel is joined by Andrew Ettinger, an entrepreneurial and truly elite level sales executive helping best of breed technology companies scale, grow and succeed in the marketplace.

Andrew is a true, born and bred modern executive sales leader who leverages an astute business mind to deliver systems to organizations such that significant business outcomes are realized by the customer. He implements and firmly believes in the modern approach of measuring the Key Moments. They are pain, conversations (not pitch!), diagnose, trade, orchestrate, impact, and grow. A 10% improvement in this simple process over these 7 moments can deliver a 2x increase in ARR and a 10x increase in realized impact for the customer.

Episode Outline

[02:39] Andrew’s background

[04:16] Flexibility in mindset and not getting stuck in your ways

[08:13] Understanding that there's no problem with making mistakes. Learn and apply the lessons learned as you go forward.

[10:22] List of regulations from California

[11:18] On developing self awareness, self reflection, and deep introspection

[12:04] Technical evangelism and doing deep workshops that benefit the organization

[14:34] Privacy as a first class citizen and why that matters

[16:35] What works to instrument the workflows into production processes

[17:04] Navigating the turbulent waters of the enterprise

Andrew's Inspirations

Scott Yara

Jo Otto

Jill Rowley

Mark Roberge

Connect with Andrew

LinkedIn

Twitter

Neha shares her personal journey from building and leading Built.io to a successful acquisition by Software AG, to recently becoming the face of Times Square when she was featured for National Women's Day as a top female executive, to her current role as the CEO and founder of Contentstack.

Episode Outline

[01:39] How Neha’s face was on the Times Square

[04:46] Many talent people in community colleges

[07:10] How Neha embark on the path of leadership

[10:04] The most important part of selling

[15:34] On helping companies to grow

[17:35] Setting up the best practices and tools

[21:22] How to create inbound interest by word of mouth

[24:12] What sailing taught her about startups

[26:58] Thoughts on a bootstrapped company for the first 10 years

[29:01] On being a proponent of females in tech

Neha’s Inspirations:

Linnea Roberts from GingerBread Capital

Cindy Padnos from Illuminate Ventures

Contact Neha

http://www.nehasampat.com/

LinkedIn

Twitter

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