Innovation, Growth and Failure

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Aug 22, 2024

Mark Roberge, former CRO of HubSpot and co-founder of Stage 2 Capital, joins the conversation to unpack disruption in business. He delves into the themes from Clayton Christensen’s 'The Innovator's Dilemma,' illustrating how even successful companies falter against disruptive innovation. Roberge discusses the impact of AI and cloud technologies on established firms, urging a shift towards customer-centric innovation. His insider anecdotes offer valuable insights for business leaders navigating the complex landscape of modern technology and competition.

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Intro

00:00 • 2min

Navigating Innovation: Disruption vs. Sustainability

02:16 • 18min

Embracing Disruption: The Outside-In Approach

20:33 • 12min

Navigating Innovation Challenges in Established Firms

32:27 • 7min

Strategies of Disruption: Navigating Market Dynamics

39:26 • 5min

Navigating the SMB Landscape

44:11 • 10min

Navigating the Impact of Cloud and AI on Business Strategy

53:52 • 3min

In this episode, John Kaplan and John McMahon are joined by Mark Roberge, former CRO of HubSpot and co-founder of Stage 2 Capital. They dive deep into Clayton Christensen’s book, 'The Innovator's Dilemma,' exploring why well-managed companies fail despite their best efforts to innovate. The discussion covers historical and present examples of disruptive vs. sustaining technologies, with a focus on how companies can adapt in the rapidly changing tech landscape, especially with the emergence of AI. Insightful anecdotes from their careers and practical advice for business leaders make this a must-listen for anyone navigating the world of B2B sales and technology.

Tune in and learn more on this episode of The Revenue Builders Podcast.

ADDITIONAL RESOURCES
Connect and learn more about Mark Roberge: https://www.linkedin.com/in/markroberge/

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:26] Discussing The Innovator's Dilemma
[00:04:24] Relevance of The Innovator's Dilemma Today
[00:05:51] Sustaining vs. Disruptive Innovation
[00:07:12] Historical Examples of Disruptive Innovation
[00:08:53] Challenges of Adapting to Disruptive Technologies
[00:17:47] The Role of AI in Future Disruptions
[00:30:19] The Evolution of Job Markets
[00:30:36] AI's Impact on Insurance Companies
[00:31:43] Disrupting Established Companies
[00:32:48] Challenges of Acquisitions
[00:33:45] Strategies for Cloud Transition
[00:44:11] The Role of SMBs in Innovation
[00:48:29] HubSpot's Unique Approach

HIGHLIGHT QUOTES

[00:04:08] "I just think therapists are like the best analog for just great salesmanship because if you walk into a therapy session, you're bummed out. You walk out, you're friggin jazzed about life and all they did was ask you eight questions."
[00:06:39] "We were in a sustaining innovation realm...you follow that, you're going to be bankrupt in five years."
[00:10:04] "The promise of AI is to get rid of the people, to get rid of the salespeople. And when you look at today’s sales tech big players, their entire business model is based on charging per person. How the hell are they going to survive in a world where the number of salespeople a company has is declining?"
[00:16:47] "The move to cloud infrastructure, subscription pricing, and shifting to inside sales — for a big company, these changes are nearly impossible to make."