Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀

Our host is John Hitchen and on today’s episode, we are excited to welcome Mark Stephenson, Fractional CRO, Advisor and GTM Coach!

Mark brings over 30 years of experience in Solution Sales and Go-To-Market Leadership, having worked with high growth venture-backed SaaS companies like Evisort and AVI Networks, as well as large organizations such as HP and Cisco. He's built a reputation for consistently delivering outstanding results, surpassing quota in 24 out of 27 years.

Today, we focus in on SaaS Growth, and the four pronged growth approach that Mark believes is essential here: Ideal Customer Profile (ICP), Talent, Collaboration and Sales Process.

Some of our key takeaways from the conversation were:

💡 What defines an ideal customer profile in today's market?

💡 Strategies for identifying and attracting top talent in competitive markets

💡 Best practices for improving cross-functional collaboration between sales, marketing, and product team

💡Metrics and KPIs to measure the success of a sales process

Let’s Dive in!

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Connect with Mark here - https://www.linkedin.com/in/markstephenson-consultant/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

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Chapters

00:00 Introduction to Mark Stephenson

02:56 Understanding the Ideal Customer Profile

05:51 Talent Acquisition and Sales Debt

09:59 Collaboration in SaaS Organizations

16:45 Sales Process Design and Implementation

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀

Our host is John Hitchen and on today’s episode, we are excited to welcome Quentin Packard, Senior Vice President of Sales at Conduktor!

Starting his career in SaaS within Operations, Quentin rose through the ranks before transferring over to commence his Sales career as an SDR and making his way up to a Global Head position.

Quentin has worked for some fantastic companies, such as Splunk, where he joined the business when they were under a Billion in Revenue and under 1,000 employees in the business. By the time he left, they'd grown to over 9,000 employees and multiple Billion Revenues in ARR.

Today, we focus in on the GTM playbook, and the four pillars that Quentin believes are essential here: Recruitment, Onboarding, Sales Process and Performance / Predictable Revenue.

Some of our key takeaways from the conversation were:

💡 Strategies and key attributes to look for in talent

💡 Optimizing the pipeline generation strategy.

💡 Metrics and Strategies to drive performance.

Let’s Dive in!

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Connect with Quentin here - https://www.linkedin.com/in/qpackard/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

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0:00. Introduction to Quentin Packard

3:11. Recruitment: Building the Right Team

11:49. Onboarding: First 90 Days

17:30. Pipeline Generation: The Oxygen of Sales

27:09. Performance and Predictable Revenue

34:16. Key Takeaways and Final Thoughts

Welcome to the Scale with Strive podcast, the place where you come to listen to some of the world’s most influential leaders of the SaaS industry. 🚀

Our host is John Hitchen and on today’s episode, we are excited to welcome Dan Monahan, Head of Sales at Waldo!

Dan has a rich background in Sales and Leadership within the SaaS Space, beginning his career at ZeroTurnaround (which was later acquired by Perforce), before joining Forestry.io, leading a large Sales and Sales Engineering team.

Moving on to Snyk, he helped grow the revenue from $30M ARR to $300M ARR - and now he is at the very early stages of Waldo, an AI company focused on research and strategy.

Today, we focus in on the Gen AI space and the company Dan has recently joined, Waldo. We explore the factors he considered before making his move, what the product does and delve into the competitive space of Gen AI.

Some of our key takeaways from the conversation were:

💡 The factors to consider when considering joining an early-stage company

💡 Exploring Waldo’s AI research platform and its GTM Strategy

💡 Why sticking to your ICP, even in a busy market, is key

Let’s Dive in!

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Connect with Dan here - https://www.linkedin.com/in/danieljohnmonahan/

Connect with John here - https://www.linkedin.com/in/johnhitchen/

Learn more about Strive here - https://scalewithstrive.com/

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0:00 Introduction to Dan

3:16 Why Dan Joined Waldo

7:33 Waldo's AI Research Platform Explained

11:20 Go-to-Market Strategy and Future Vision

21:09 Building Teams for AI Startups

24:35 Closing Thoughts