The Revenue Leadership Podcast with Kyle Norton E7: Building a Learning and Revenue Machine with Stevie Case, CRO of Vanta
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Nov 6, 2024 Stevie Case, the Chief Revenue Officer at Vanta and a former VP at Twilio, shares her dynamic journey from tech sales to security compliance. She discusses the importance of building high-performing revenue teams and the impact of a thriving, supportive culture. Stevie touches on the challenges of growth predictability, the necessity of data-driven decision-making, and the crucial role of structured frameworks in fostering a learning organization. With insights into leadership scaling and integrating AI, she emphasizes adapting strategies to navigate a competitive landscape.
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Twilio's Hypergrowth
- Stevie Case joined Twilio when it was around 500 people and had minimal go-to-market team.
- Over six years, it grew to 9,000 people with $3.5B in revenue, driven largely by PLG.
Execution over Product
- Focus on execution and creating a superior prospect and customer experience to differentiate yourself.
- This is crucial, especially when product differences are hard for buyers to discern initially.
Learning Machine
- Build a "learning machine" with a rock-solid operating cadence focused on inspecting metrics and troubleshooting.
- This allows continuous iteration and improvement, driving organizational scaling.