The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

Larry Schurtz, Chief Sales Officer at Genesys with a rich background in driving sales at Salesforce and Confluent, shares his journey from aspiring roboticist to sales leader. He reveals the secrets behind scaling teams to $2.1 billion and offers insights on building vertical sales playbooks. Larry explains the critical role of prioritization in sales leadership and shares his '3 Rs' approach. He emphasizes the blend of art and science in sales, while discussing effective hiring processes and nurturing new reps for success.

Tom Hulme, Managing Partner at GV (Google Ventures), shares insights from his impressive background in angel investing. He discusses the importance of empathy and feedback in both personal and professional growth. Hulme challenges conventional VC wisdom, debating the idea that you should never sell your winners. He also examines the complexities of navigating investor relationships and the evolving venture capital landscape, especially in AI technologies. Lastly, he reflects on cultural debt in startups and the impacts of remote work on company culture.

Sarah Tavel, General Partner at Benchmark and former Pinterest leader, shares insights from her venture capital journey. She discusses whether foundation models will become commoditized and expresses her belief that future frontier models will likely be closed-source. Tavel emphasizes the importance of the application layer for creating sustainable value in companies. She also contrasts traditional funding approaches with the evolving landscape of AI, where the focus is shifting from selling tools to delivering outcomes.

Keith Rabois, a managing director at Khosla Ventures with a stellar investment history, joins Eric Glyman, co-founder and CEO of Ramp, a rapidly growing finance automation platform. Together, they unveil the "secret sauce" behind Ramp's success and detail their innovative partnership. They discuss the importance of speed in execution, the challenges of scaling, and how to strategically position finance roles for better decision-making. Their insights into leadership, efficiency, and the evolving tech landscape provide valuable lessons for aspiring founders.

Mark Suster, a General Partner at Upfront Ventures and a seasoned entrepreneur, shares key insights from his journey in venture capital. He discusses crucial fundraising lessons, emphasizing institutional relationships and the common pitfalls faced by emerging managers. Suster predicts a shift as private equity takes a more prominent exit role, questioning the future of IPOs and M&A. He also reflects on the emotional resilience required in both startups and investing and highlights the importance of evaluating deals thoughtfully amidst current market volatility.

Arthur Mensch, Co-founder and CEO of Mistral AI and former research scientist at DeepMind, shares insights on harnessing foundation models in AI. He discusses key lessons learned from DeepMind, emphasizing the advantages of smaller teams for innovation. Mensch reflects on the rapid success of Mistral, exploring challenges in scaling and the importance of balancing sales with research. The conversation also delves into the dynamics of open-source versus closed models and the future of AI adoption, particularly in Europe, highlighting the value of effective partnerships.

Adam Gross, the former CEO of Vimeo and Heroku, shares his expertise in product-led growth (PLG) strategies. He reveals key insights from his experiences at Salesforce and Dropbox, discussing customer acquisition and growth mindset. Adam argues that PLG is a comprehensive business model, not just a go-to-market motion, and explains why startups with less than $100M ARR often misidentify as PLG. He emphasizes the importance of aligning sales within a PLG framework and offers advice on optimizing growth channels for long-term success.

Rujul Zaparde, Co-founder and CEO of Zip, shares his entrepreneurial journey from a failed startup to leading a $1.5 billion company. He emphasizes the importance of speed in startups and why hiring inexperienced talent can foster innovation. Rujul discusses standing out in competitive markets, lessons learned at Airbnb, and the significance of adaptability in early-stage companies. He also challenges conventional wisdom on design partners and the impact of AI on sales, providing invaluable insights for aspiring founders.

Daniel Dines, co-founder of UiPath, shares his incredible journey from bootstrapping a startup to building a $10 billion public company. He reflects on his humble beginnings and the pivotal moment in 2014 that transformed UiPath's trajectory. Dines discusses the complicated relationship with wealth and happiness, emphasizing the mental hurdles entrepreneurs face. He highlights the importance of clear communication in leadership and the lessons learned from navigating turbulent times, all while maintaining a focus on health and positive impact.

Girish Mathrubootham, founder and CEO of Freshworks, shares insights from leading India's first SaaS company to a $5.2 billion market cap. He discusses the inspiration behind Freshworks' founding and his biggest challenges along the way. Girish reveals key lessons on product, pricing, and leadership that shaped the company's success. He emphasizes the need for Indian companies to adopt a global mindset, highlights mistakes made in building the team, and reflects on the evolving tech landscape in India, urging startups to think beyond local markets.