Demand Efficiency

Episode Outline:[04:39] Logan’s background[07:16] What it takes to be able to capture value in the bull cycle[10:13] What Logan looks for in early-stage SaaS companies[11:18] LTV to CAC[12:04] Why companies are failing to occupy the white space out there[14:34] Habits to be great at sales and marketing that can never go wrong[16:35] How to embrace a more diverse set of perspectives at the decision-making table[17:04] How to provide business development support and connecting them into customers and distribution channel  [19:22] Use empirical evidence to decide what, what the best option is moving forward[23:17] Regulatory frameworks and moving companies on the consumer side, cross border[26:28] The skills to know what the buying process is on their endLogan's Inspirations:Carol DweckMarc BenioffLarry EllisonConnect with Logan:LinkedInTwitter

Episode Outline[04:39] Angela’s background[07:16] How does sales and marketing operationalize their work[10:13] The ability to be more creative and more agile with more of your execution moving forward.[11:18] Early risk taking that you can model[12:04] Technical founders who are creating product to solve kind of niche-y problems[14:34] To be a good investor, you have to be willing to be wrong[16:35] How to embrace a more diverse set of perspectives at the decision-making table[17:04] Will she invest in purely technical co-founders?[19:22] Use empirical evidence to decide what, what the best option is moving forwardAnglea's Inspirations:Lucille BallCarol Burnetther parentsConnect with Angela:Portland Seed FundLinkedInTwitter

Episode Outline[04:39] Matt’s background[07:16] How does sales and marketing operationalize their work[10:13] The ability to be more creative and more agile with more of your execution moving forward.[11:18] How do you become an essential service?[12:04] Why focusing on internal process improvement can really provide a strong ROI[14:34] What CEO can do to improve that interchange between sales and marketing[16:35] Some of the most common mistakes leaders make[17:04] Be creative and unique with your approach to unique businesses[19:22] Use empirical evidence to decide what, what the best option is moving forwardMatt's Inspirations:Morgan IngramJohn BarrowsDave GerhardtMax AltschulerConnect with Matt:www.heinzmarketing.comLinkedInTwitterFacebook

Episode Outline[04:39] Arjun’s background[07:16] How grew up here in the Valley and a lot of my family was coming from all over the world[10:13] How to judge whether it is math question vs communications question[12:04] The journey into the SaaS business[16:34] The process of seizing fabulous opportunity right now[16:35] You only need to have a hundred customers and then you can scale something[19:22] The challenge of scaling your first company[27:04] Starting a company is hard. Finding the customers to pay you as hard[30:18] His thoughts on the evolution of techArjun's Inspirations:Ryan BreslowMarc AndreessenPeter ThielConnect with ArjunTwitterLinkedIn

Episode Outline [04:39] How Kasey apply big picture thinking into her career[07:16] The trap most marketers fall into[10:13] How to judge whether it is math question vs communications question[12:04] Steps in developing team spirit and energy[16:34] The process of seizing fabulous opportunity right now[16:35] Lessons from running large marketing campaigns and listening to contextual cues[19:22] The importance of running a good referral marketing strategy[27:04] How Al is like chiropractic for the marketing plan Kasey’s Inspirations:Jonathan CowperthwaiteContact Kaseywww.kaseybyrne.comLinkedInTwitter

Episode OutlineEpisode Outline[02:39] Mark’s experience in the HubSpot team[07:16] Steps he used to achieve product-market fit[11:13] Lead indicator of retention [12:04] Steps in identifying leader and getting the economics right [14:34] The process of getting prospects through the funnel[16:35] Lessons from managing and onboarding people[19:22] The importance of getting data through customer cohorts Mark’s Inspirations:John McMahonDavid SkokBrian HalliganConnect with MarkLinkedInTwitter

Episode Outline [04:39] How Salesforce is applying AI and data science in their products[07:16] Alok’s journey into independent consulting and helping early-stage founders[11:13] How to bet on founders and help them succeed[12:04] Steps in domain expertise and identify the pain point of the buyer[14:34] The process of getting prospects through the funnel[16:35] Lessons from the school of hard knocks[19:22] The importance of a peer group of folks who are on a similar journey Alok’s Inspirations:Ankur JainContact AlokAngelListLinkedInTwitter

Episode Outline[04:39] Having the mindset of hustling and outworking everybody[06:16] The purpose of writing his new book[10:10] How investing in sales operations help scale the company[12:04] Thoughts on recruiting and training people[14:34] The bias and mistakes founders usually make[16:35] How to communicate to your prospects in a way that is relevant to their needs[19:22] The regret of not having a sales mentor or business mentorScott's InspirationsMike Lindstrom Richard Harris John BarrowsKevin Dorsey Connect with Scottscottleeseconsulting.comLinkedInTwitterpodcastSurf and SalesScott Leese blog

Episode Outline [01:39] How Neha’s face was on the Times Square[04:46] Many talent people in community colleges[07:10] How Neha embark on the path of leadership[10:04] The most important part of selling[15:34] On helping companies to grow[17:35] Setting up the best practices and tools[21:22] How to create inbound interest by word of mouth[24:12] What sailing taught her about startups[26:58] Thoughts on a bootstrapped company for the first 10 years[29:01] On being a proponent of females in tech Neha’s Inspirations: Linnea Roberts from GingerBread CapitalCindy Padnos from Illuminate VenturesContact Nehahttp://www.nehasampat.com/LinkedInTwitter

Outline of this Episode[01:39] Early lessons from Olivier L'Abbe’s journey in his career[04:46] Evaluating the core skills to learn in a job[07:10] How Olivier is adjusting to working from home[10:04] On making the transition from the banking industry[15:34] Tips to get prospects or customers to engage with you[17:35] How to manage oneself effectively in personal space and work[21:22] Creating predictability in your businessOlivier's InspirationsJacco van der Kooij from Winning By DesignDoug Campbell from FliptopConnect with OlivierLinkedInTwitter