Building a Go-to-Market Motion for Hypergrowth Companies

In this podcast episode, Mike Clayville, CRO of Stripe, shares his experience of joining IBM in 1987 and witnessing the company's fall from being the most profitable company to the least profitable. He emphasizes the importance of first principles in leading tornado companies and highlights the need for a new frame and customer-centric approach to drive success. Marcy Campbell, VP of Global Services at PayPal, talks about the importance of a collaborative environment, curiosity, and market opportunity when joining a company. She also discusses the importance of adapting sales motions based on the product, market dynamics, and customer persona. Dan Shapiro, COO of LinkedIn, discusses the entrepreneurial spirit within a large company and the need for salespeople and leaders to adapt to the changing landscape. He emphasizes the importance of problem-solving and value delivery for customers. Chris Degnan, CRO of Snowflake, discusses the early stages of building the company. He shares his experience of generating demand, manually building lists, and hiring BDRs to assist with lead generation. He also talks about the challenges of hiring early sales reps and nurturing them into future leaders.