The Revenue Leadership Podcast with Kyle Norton

Matt Braley, the third employee at InvoiceCloud, transformed the company from a modest half-million in ARR to a staggering $4 billion acquisition. He shares insights on scaling an alliance ecosystem, growing partnerships from 15 to 50 and generating significant revenue. Discover his unique VECTOR framework designed to qualify partnerships, avoid common pitfalls, and achieve strategic alignment. Matt emphasizes the importance of clear goals, incentive alignment, and effective collaboration for fostering successful partnerships that drive business growth.

Neal Patel, the CRO at Crunchbase and a tech veteran with 25 years of experience, shares invaluable insights for revenue leaders. He discusses how to assess company viability beyond vanity metrics, aligning with executive peers for sustainable growth, and recognizing red flags in traditional approaches. The conversation dives into AI's disruption of go-to-market strategies, emphasizing a future where smarter, smaller tech stacks prevail. Patel highlights the critical role of CROs in adapting to market dynamics while fostering customer relationships.

Andrew Johnston, Head of Sales at Superhuman, shares his expertise on transitioning from product-led to sales-led growth. He discusses challenges in targeting larger B2B deals and emphasizes the importance of a skilled sales team. The conversation highlights leveraging data and AI for customer engagement and sales strategies. Johnston also explores the cultural shifts needed for successful implementation, the necessity of personalization in outreach, and how to balance AI efficiency with the human touch in communication.

Vanessa Brangwyn, CRO of Modus, shares her journey through the tech industry, detailing the contrasts between venture capital and private equity environments. She discusses how PE firms prioritize efficiency and profitability, the challenges of navigating board dynamics, and the need for strategic market entry. Vanessa emphasizes the significance of a customer-centric approach and the advantages of her background in customer success. Plus, she offers insights on integrating go-to-market strategies post-acquisition and fostering teamwork in revenue leadership.

Ashley Grech, the Chief Revenue Officer at Xero, shares her expertise in navigating high-stakes decisions and solving complex revenue challenges. She discusses how to balance instinct with data, using frameworks like the driver tree to diagnose sales bottlenecks. Grech emphasizes the importance of regular performance evaluations and integrating diverse data sources for enhanced customer insights. She also highlights the balance between communication and collaboration in fostering team independence and shares insights on effective market expansion strategies.

Jeff Perry, CRO of Carta, shares his expertise in scaling sales organizations as companies transition from single to multi-product lines. He discusses the complexities of developing a flexible go-to-market strategy, emphasizing adaptability and sales training drawn from his past at Oracle and DocuSign. Jeff highlights the importance of efficient post-sales processes and the dynamics of specialized sales teams. He also touches on how collaboration across departments can optimize organizational design, focusing on inputs rather than outputs for better business outcomes.

Jason Gelman, Operating Partner at Primary Ventures and co-founder of Jump, shares his journey from scaling Compass to supporting startups. He discusses the uncommon insight that not every startup needs venture funding. Gelman highlights the crucial go-to-market strategies for founders and the evolving role of AI in sales. He also sheds light on common scaling mistakes and the traits that distinguish exceptional Chief Revenue Officers (CROs) in today’s dynamic landscape.

Jordan Crawford, a GTM Data Scientist and founder of Blueprint Go-to-Market, discusses the game-changing influence of AI on sales strategies. He critiques traditional sales models and emphasizes the need for data-driven approaches amidst AI integration. Crawford highlights the potential of the DeepSeek AI model and innovative tools like ChatGPT for enhancing productivity. He also underscores the importance of specialized roles in implementing AI effectively, guiding organizations through the transformative landscape of modern sales.

In this discussion, Nate Follen, Head of Business Systems Operations at Ramp, dives into building scalable systems for rapid growth. He highlights the powerful use of AI tools like Momentum to optimize sales and operations. Follen shares the importance of tailored, rep-centric sales strategies and how they enhance efficiency. He also covers the decision-making process of building versus buying software solutions and the transformative potential of AI in financial technology and customer success management. Tune in for insights that can elevate any business!

Catie Ivey, the CRO at Walnut, brings nearly 20 years of tech sales experience to the conversation. She delves into her journey as a first-time CRO, sharing the trials of setting up foundational processes in a startup. Catie emphasizes the importance of aligning teams and refining customer profiles in competitive markets. She discusses the pivotal role of clear positioning in sales strategies and highlights how transformative leadership, adaptability, and effective enablement are crucial for growth in early-stage organizations.