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Run the Numbers

Guiding Stakeholders Through Business Model Transitions with Varonis CFO & COO Guy Melamed

Dec 5, 2024
Guy Melamed, CFO & COO of Varonis, shares insights from his leadership in major business model transformations. He discusses the challenges of shifting from a perpetual to a subscription model and now to SaaS, emphasizing effective communication with stakeholders. Melamed highlights the need for collaboration across departments and adapting sales incentives to align with corporate goals. He also reflects on balancing growth with financial prudence, personal career risks, and the importance of financial education for future generations.
53:46
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Episode guests

Guy Melamed

Podcast summary created with Snipd AI

Quick takeaways

  • Varonis successfully transitioned from a perpetual licensing model to SaaS in five quarters, highlighting agility and market responsiveness.
  • Effective communication with stakeholders during business model transitions is crucial for maintaining trust and fostering understanding of strategic shifts.

Deep dives

Understanding the Value of Sales Teams

Salespeople play a crucial role in driving revenue for companies, and their efforts directly correlate to the financial well-being of the organization. The challenges faced by sales teams—and the difficulty of securing sales—are acknowledged as significant hurdles in contrast to the analytical roles in finance. A strong empathy toward sales teams is emphasized, stating that selling is inherently hard work, often overshadowed by the complexities of financial data management. Recognizing and valuing the contributions of sales staff helps foster a supportive work environment and emphasizes their importance within the broader business context.

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