GTM 110: Vertical SaaS Secrets and Unlocking Growth with Price's Law with Dennis Lyandres

Sep 3, 2024

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Dennis Lyandres is currently an Advisor at Iconiq. Before that, Dennis spent 8.5 years with Procore during which time Procore grew from $10m to over $900m+ in revenue and went public on the NYSE. Dennis started at Procore as EVP of Sales in 2014, before moving to the CRO role in 2018 where he was responsible for driving revenue across all customer-facing functions including Sales, Marketing, Customer Success, Rev Ops, Procore.org and Business Development. Before joining Procore, he held various sales and sales management roles at Cloudera and Pentaho.

Discussed in this Episode:

Applying the concept of Price's Law to identify and maximize the impact of top talent in an organization.
Go-to-market strategies for vertical SaaS companies to win in their market, such as going hyperlocal and focusing on multi-product.
The importance of hiring for potential and experience with scale over domain expertise.
Personal growth lessons on reframing your relationship with drive and ambition.

Highlights:
(13:23) Applying Price's Law to identify and maximize top talent.
(18:13) Overcoming HR pushback on programs for top performers.
(28:35) Rallying the whole organization around key customer accounts.
(32:02) Go-to-market strategies for vertical SaaS: going hyperlocal and focusing on multi-product.
(55:15) One thing revenue leaders believe to be true that Dennis thinks is bull$***.

Guest Speaker Links & Referenced Resource (Dennis Lyandres):
LinkedIn: https://www.linkedin.com/in/dlyandres
ICONIQ Report: Sales Leadership, A Hiring Blueprint

Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/

Sponsors:

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The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

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