Mark Cranney

Learn from Mark Cranney, former a16z partner, as he shares his playbook for building world-class revenue organizations. Topics include finding sales leaders, hiring courageous team members, running a sales playbook, building cohesion through bootcamps, and avoiding common mistakes made by first-time founders.

Mark Cranney, Go-to-Market Advisor, discusses the importance of accurate sales forecasting and business planning. He emphasizes the need to make the pipeline visible for investment decisions, focusing on accurate forecasting, problems with untrustworthy data, the importance of a five-quarter view, navigating the current market climate, and book recommendations for revenue leaders.

Mark Cranney, an expert in developing winning playbooks and culture, discusses how to create a winning culture, keep competition at bay, and recruit talent that fits your organization. He shares insights on using playbooks, getting granular in competitive strategy, and the value of commitment and continuous improvement.

Join Peter Levine, a general partner at Andreessen Horowitz specializing in infrastructure, and Martin Casado, also a general partner with a focus on infrastructure, along with Mark Cranney, head of Go-to-Market. They dive into the nuances of freemium vs. premium pricing, emphasizing the importance of defining clear boundaries in product offerings. The conversation navigates the balance between community-driven open source and profitability, explores effective sales strategies for startups, and discusses how to integrate pricing early in product development for success.

Martin Casado, a general partner at a16z and former CTO of Nicira, joins Mark Cranney, head of a16z's go-to-market practice, to dive deep into pricing strategies for startups. They discuss the vital role pricing plays in company valuation and the challenges technical founders face in this arena. The duo emphasizes value-based pricing and the psychological dynamics of buyer perceptions. They also highlight the importance of adaptable salespeople in SaaS transitions and the need for continuous assessment of pricing strategies to align with market needs.