Sound Bites with Bill Binch

This episode of “Sound Bites” with Bill Binch features Joe Chernov, executive in residence at Battery Ventures. Joe shares how companies can break away from crowded markets, leverage AI to drive efficiency and rethink the structure of go-to-market teams to stay competitive in today’s fast-changing technology landscape.Key Takeaways:(08:27) Don’t Market Only Where You Can Measure(16:52) Use AI To Drive Efficiency(20:01) Pipeline Always Matters Most(24:48) Attribution Needs a Smarter Model(30:39) AI Changes How Teams Operate(41:52) Sales and Marketing Need TrustResources Mentioned:Joe Chernovhttps://www.linkedin.com/in/jchernov/Battery Ventures | Websitehttp://www.battery.comStockXhttps://stockx.com/Pendohttps://www.pendo.io/HubSpothttps://www.hubspot.com/Eloquahttps://www.oracle.com/ph/cx/marketing/automation/InsightSquaredhttps://www.insightsquared.com/Thank you for listening to “Sound Bites with Bill Binch.” Be sure to leave us a review and subscribe so you don’t miss an episode.#GTMStrategy #SaaSMarketing #ABMStrategy #Product Marketing

In this episode of “Sound Bites” with Bill Binch, Bill is joined by Nick Mehta, CEO of Gainsight.*Nick shares his insights on embracing vulnerability in leadership, the importance of evolving as a CEO, navigating the challenges of scaling a SaaS business and how adopting a honey badger mentality drives relentless growth.00:59 Meet Nick Mehta: Education and Career Highlights05:03 Dunning Kruger Effect and Leadership Lessons14:45 Succession Planning and Leadership23:36 Hiring Challenges and Self-Awareness27:07 Reinvention and Personal Growth30:28 Balancing Fun and Seriousness in LeadershipThis material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted.Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.*Denotes a former or current Battery portfolio company. For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

In this episode of “Sound Bites” with Bill Binch, Bill is joined by Andy Kofoid, president of Databricks*. Andy shares his perspective on career development, the role of education in shaping a professional path and the work of scaling enterprises. 04:27 Balancing Work and Education: Andy's MBA Experience08:08 Leadership and Career Growth: Moving Beyond Individual Contributions20:06 From Sales to Leadership: The Transition and Its Challenges28:34 Scaling Businesses and Multi-Product Strategy33:10 Industry Specialization and Its Impact on GrowthThis material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted.Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.*Denotes a former or current Battery portfolio company. For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

Stephanie Buscemi, chief marketing officer of Confluent*, joins Bill to discuss the complexities of Confluent’s marketing strategy, the importance of being data-driven and how generative AI is transforming the marketing landscape. 05:51 The Role of Data in Marketing09:29 Aligning Marketing with Product and Sales21:13 Key Metrics for Marketing Success27:39 The Evolution of Confluent: From Single Product to Platform28:14 The Shift to Product-Led Growth in Marketing31:59 Balancing Sales-Led and Product-Led Strategies33:54 Navigating Multi-Product Sales and Organizational Structure43:11 Building Effective Marketing Teams in Early-Stage Companies47:55 The Impact of Generative AI on Marketing53:27 Confluent.org: Data-Driven PhilanthropyThis material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted.Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.*Denotes a former or current Battery portfolio company. For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

Dennis Lyandres, former chief revenue officer at Procore, joins Bill to discuss Dennis’s role in scaling the company from $10M to nearly $1B in ARR and to share valuable frameworks for leadership and professional growth. 14:49 Embracing the Power of Mentorship and Advisory Boards24:42 Unlocking Career Growth: The Paradox of Being Too Good27:20 Embracing the 'Who's Got the Monkey?' Philosophy32:07 Go-to-Market Excellence: Merging Learning with Leadership43:08 Generative AI: Revolutionizing the Go-to-Market FunctionThis material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted.Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

In this episode of Sound Bites with Bill Binch, Bill is joined by Jeanne Grosser, chief business officer at Stripe.Jeanne shares her journey from Google to Stripe, highlighting the importance of company values, the shift from consumption to recurring models and the intricacies of interchange fees. Jeanne then shares with Bill her 'Buffalo Strategy' for company growth, Stripe's sales and revenue operations approach and the strategic pivot to targeting larger enterprises.Jeanne emphasizes the significance of alignment between sales strategies and company growth, discussing her methods for segmentation, quota setting and the challenging but crucial integration of sales operations in a tech-centric company environment.01:38 Jeanne's Transition from Google to Stripe: A Deep Dive12:02 The Evolution of Stripe's Go-to-Market Strategy16:44 Stripe's Approach to Enterprise Sales and Segmentation31:58 The Importance of Revenue Operations in Scaling This material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted.Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

Carilu Dietrich, former head of marketing at Atlassian, joins Bill to discuss marketing’s crucial role in the supply chain of sales, planning strategies for companies, how ‘too much detail’ can make you seem junior, and the importance of continuous professional learning.11:20 The Role of Marketing in Sales Success20:48 Sales and Marketing Metrics: A Deep Dive21:26 The Role of Revenue and Pipeline in Marketing23:26 The Art of Effective Board Meetings25:04 The Power of Bottoms-Up Planning33:54 The Impact of AI on MarketingThis material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity. The information and data are as of the publication date unless otherwise noted. Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate. The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements. For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/

Patrick Moran, former CMO of Calendly, joins Bill to debate product-led vs. sales-led strategies, how best to align sales and marketing teams, how to structure a go-to-market organization and the value of GTM operations teams in a software business. 02:55 Patrick's Career Journey and Transition into Tech06:30 The Importance of End User Centricity18:50 The Importance of Goal Setting in Sales and Marketing25:45 The Evolution of Sales Models: From Traditional to New36:18 The Transition from Sales-Led to Product-Led Growth43:08 The Role of PLG in Delighting the End UserThis material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted.Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/

Stacey Epstein, former CMO of Freshworks, joins Bill and special co-host Dharmesh Thakker, Battery Ventures general partner, to discuss a range of compelling topics, from effective sales and marketing alignment to the implications of generative AI in content creation.  12:05 The Role of Generative AI in Marketing26:42 The Impact of AI on Job Roles28:05 The Challenges of Marketing Attribution31:31 The Importance of Metrics in Sales and Marketing41:26 The Importance of Efficiency in MarketingThis material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted.Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/ 

In our first-ever episode of “Sound Bites,” Chandar Pattabhiram, former CMO of Coupa*, joins Bill to share best practices in sales, marketing and account-based marketing, how to implement effective brand-building strategies and the tenets of a modern marketing team in a B2B SaaS company.01:13 Transitional Phase in his Career02:19 Advice for Companies03:01 ABM Topics and Current Economic Environment06:09 Thoughts on Building a Brand08:11 Metrics of Marketing to SalesThis material is intended for an audience of entrepreneurs and provided for informational purposes, and it is not, and may not be relied on in any manner as, legal, tax or investment advice or as an offer to sell or a solicitation of an offer to buy an interest in any fund or investment vehicle managed by Battery Ventures or any other Battery entity.The information and data are as of the publication date unless otherwise noted.Content obtained from third-party sources, although believed to be reliable, has not been independently verified as to its accuracy or completeness and cannot be guaranteed. Battery Ventures has no obligation to update, modify or amend the content of this post nor notify its readers in the event that any information, opinion, projection, forecast or estimate included, changes or subsequently becomes inaccurate.The information above may contain projections or other forward-looking statements regarding future events or expectations. Predictions, opinions and other information discussed in this video are subject to change continually and without notice of any kind and may no longer be true after the date indicated. Battery Ventures assumes no duty to and does not undertake to update forward-looking statements.*Denotes a past or present Battery Ventures portfolio company. For a full list of all Battery investments, please visit: https://www.battery.com/list-of-all-companies/