Vanessa Brangwyn, CRO of Modus, shares her journey through the tech industry, detailing the contrasts between venture capital and private equity environments. She discusses how PE firms prioritize efficiency and profitability, the challenges of navigating board dynamics, and the need for strategic market entry. Vanessa emphasizes the significance of a customer-centric approach and the advantages of her background in customer success. Plus, she offers insights on integrating go-to-market strategies post-acquisition and fostering teamwork in revenue leadership.
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insights INSIGHT
Achievers' Growth Trajectory
Achievers transitioned from a non-SaaS business to a $100M+ ARR company during Vanessa Brangwyn's tenure.
This involved navigating VC-backed, public, and PE-owned environments.
question_answer ANECDOTE
Joining Achievers and Series C
Vanessa Brangwyn joined Achievers (then I Love Rewards) after a group interview, intrigued by the competitive format.
The company secured Series C funding from Sequoia Capital shortly after, focusing on US expansion.
insights INSIGHT
Public Company Dynamics
Achievers' acquisition by Blackhawk Networks provided financial stability, crucial for reassuring large clients about reward redemption.
However, it also reduced flexibility in innovation and growth compared to the VC-backed stage.
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How to Stop Worrying About What Others Think and Start Living Your Life
Mel Robbins
Mel Robbins' "Let It Go" offers a practical guide to overcoming the anxieties and self-doubt that hold people back from achieving their goals. The book emphasizes the importance of letting go of what others think and focusing on personal growth. Robbins provides a framework for managing negative emotions and developing self-confidence. She uses a combination of psychological insights and practical strategies to help readers break free from limiting beliefs and achieve their full potential. The book's empowering message and practical tools make it a valuable resource for anyone seeking to improve their mental well-being and achieve their goals.
The Sales Acceleration Formula
Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million
Mark Roberge
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Mark Roberge, former Chief Revenue Officer of HubSpot, outlines his methodology for scaling sales, which includes the Sales Hiring Formula, the Sales Training Formula, the Sales Management Formula, and the Demand Generation Formula. The book emphasizes the use of data, technology, and inbound selling to streamline the sales cycle and remove friction, drawing from Roberge's experience in taking HubSpot from $0 to $100 million in revenue in just seven years.
Founding Sales
Peter Kazanjy
Range
Why Generalists Triumph in a Specialized World
David Epstein
In this book, David Epstein examines the success of generalists in various fields, including sports, arts, music, invention, forecasting, and science. He argues that generalists, who often find their path late and juggle multiple interests, are more creative, agile, and able to make connections that specialists cannot. Epstein uses stories and research studies to show that wide sampling and late specialization can be more valuable than early specialization, especially in complex and unpredictable environments. He also discusses the distinction between 'kind' and 'wicked' learning environments and the importance of balancing specialization with range for long-term success[2][4][5].
What does it take to lead revenue in a private equity-backed company? In this episode, Kyle Norton talks with Vanessa Brangwyn, CRO at Motus, about the key differences between VC and PE environments, how PE firms drive efficiency and profitability, and what revenue leaders need to succeed. She also shares insights on integrating go-to-market strategies post-acquisition and managing a PE-backed board.
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Key chapters:
(00:00) - Introduction to Vanessa Brangwyn and Achievers' Journey (03:13) - Transitioning from VC to PE: The Achievers Experience (06:03) - Navigating Public Company Dynamics (08:56) - The Spin-Out: Achievers' New Chapter (12:06) - Exploring the Private Equity Landscape (14:56) - CRO Insights: PE vs. VC Dynamics (18:10) - Shared Learnings in Private Equity (20:46) - The Role of Structure in Team Dynamics (24:05) - Profitability vs. Growth: Understanding PE Goals (26:48) - Strategic Decision-Making in PE (29:55) - Efficiency Metrics in Private Equity (37:59) - Tactical Metrics for Sales Efficiency (40:52) - Understanding Board Engagement in PE vs VC (44:42) - Navigating Incentives and Decision-Making in Boards (47:06) - Leveraging Data for Effective Board Management (49:46) - Lessons from Private Equity for Venture-Backed CROs (51:10) - Strategic Rationale Behind Acquisitions (56:38) - Integrating Go-To-Market Strategies Post-Acquisition (01:01:11) - Customer Success Insights for CROs (01:05:42) - The Role of Authenticity in Leadership (01:10:21) - Advice for Emerging Leaders (01:12:20) - Lessons Learned from Leadership Experiences
The Revenue Leadership Podcast with Kyle Norton 
