Startup Hypeman: The GOAT to Market Show

You've heard it before: A Founder talks about the great idea they are building, and then when you ask them how it will work they reply with zeal, "MARKETPLACE!" Now, I'm not saying that's inherently a bad idea, but many companies are inherently misguided in their building of a marketplace. We're seeing the long-term business model viability of companies like ClassPass, DoorDash, and others get tested after years where it seemed like these companies were invincible. Shelly Patel has spent her career in strategy and operations roles building up marketplaces for companies like Uber, ChefHero, Groupon, and her newest role as Director of Operations at Alkeme Health, a SaaS content marketplace for mental health. She joins me in our season finale to drop a healthy dose of reality on what it really takes to build a successful marketplace.Find Shelly online:https://www.linkedin.com/in/shellyaggarwal/Find Alkeme online:https://alkemehealth.com/Plus hear the elevator pitch of Startup Hypeman portfolio client Avaana using the Que PASA Elevator Pitch Formula!™ Hosted on Acast. See acast.com/privacy for more information.

There's a distinct difference between selling a product that everyone and their mother has heard of (think SEO or payroll software) versus selling a product that virtually no one has heard of. The former starts with a baseline understanding of what the product offers, how it typically behaves, what the pricing guardrails are, etc. The latter there is no baseline understanding — of anything. So what do you do? StoryFit CEO Monica Landers is working to bring Artificial Intelligence to the scrip writing process in movies and television. Not only has A.I. never been heard of in this scenario, but the industry overall has a history of producing shows and movies that demonize A.I.'s very existence (think of any robot takeover film). She steps to the mic in this week's episode to share how StoryFit is overcoming this and introducing their technology to a market that is very hesitant.Find Monica online:LinkedIn: https://www.linkedin.com/in/molanders/Find StoryFit online:https://www.storyfit.com/Plus hear the elevator pitch of Startup Hypeman portfolio client Avaana using the Que PASA Elevator Pitch Formula!™ Hosted on Acast. See acast.com/privacy for more information.

Most people believe deals are won or lost at the proposal stage. But that's only true if you've done a poor job managing your sales process. In reality, deals are confirmed or revised at the proposal stage. This is something I fundamentally didn't understand when I was a rookie salesperson. Then I hired Joe Micallef, President of GrowUp Sales, as my first sales coach to teach me how it should be done. When he broke down the why, how, and what I was a brand new salesperson my close rates increased, and so did my deal sizes. Many of the startups I work with now are a lot like I was when I was a rookie. That's why I'm so excited to welcome Joe onto this week's podcast to share with you the makeup of a winning proposal.Find Joe online:https://www.linkedin.com/in/growupsales/Find Grow Up Sales online:https://growupsales.com/Plus hear the elevator pitch of Startup Hypeman portfolio client Avaana using the Que PASA Elevator Pitch Formula! Hosted on Acast. See acast.com/privacy for more information.

After you win a customer, do you let them run wild with your product and never speak to them again? If you actually care about your customer's success, then you not only don't let them run wild, but you also make their success a part of your overall business strategy. Part of helping ensure success is to have a CSM team that knows how to spot the right opportunities for expansion revenue, because they realize that's the best way to be in service to the customer. Appen's Global CS Director Shali Reed joins me in this week's episode for a conversation on how she leads her team, and makes CS a central part of Appen's overall revenue strategy.Find Shali online:LinkedIn: https://www.linkedin.com/in/vaishali-rana-reed/Find Appen Global online:Website: https://appen.com/Plus hear the elevator pitch of Startup Hypeman portfolio client Avaana using the Que PASA Elevator Pitch Formula! Hosted on Acast. See acast.com/privacy for more information.

Pop quiz - if you heard that someone started a business when the pandemic hit, and the customers of said business were RESTAURANTS, would you say that business would still be around a year later? We've all heard before that you shouldn't enter certain markets because they don't have budget. Or maybe even in your own 1-on-1 selling, you've chalked up a lost deal to 'no budget'. But are we letting 'no budget' become an excuse for not trying? Science is that company from the pop quiz. Not only did they enter a market that traditionally will tell you they don't have budget, but they did it at the start of the pandemic, AND they've consistently grown revenue over the year. Their CEO Andy is here to tell you 'no budget' isn't a given, and with the right approach you can find your best customers in places no one else would even give the time of day.Find Andy online:https://www.linkedin.com/in/andrew-freivogel/Find Science online:www.scienceoncall.comPlus: Hear the elevator pitch of Startup Hypeman portfolio client Engagedly, using the Que PASA Elevator Pitch(TM) Formula! Hosted on Acast. See acast.com/privacy for more information.

Yes, you read that right. lemlist had a $30 million investment offer waiting to be signed, and they turned it down. There isn't much else to say other than listen in as their CEO G. Mobeche explains how it all went down, why they said no, and what advice he has for companies raising capital.Find G online:LinkedIn: https://www.linkedin.com/in/-g-/Find lemlist online:https://www.lemlist.com/Plus: Hear the elevator pitch of Startup Hypeman portfolio client Engagedly, using the Que PASA Elevator Pitch(TM) Formula! Hosted on Acast. See acast.com/privacy for more information.

Most companies fight to win on product. The best companies win on brand. Sure, your product has to be good, but to become a truly successful company, there must be more you bring to the table than an interchangeable piece of technology. Your brand is the image you portray, the value system you project, the community you build, and more. And when you have a solid brand, you don't just get customers — you get raving fans who become your CHAMPIONS. Few companies know this better than Lessonly. With over $30 million raised and 200+ employees, they've experienced 20x revenue growth largely by making their brand their competitive advantage. Their CMO Kyle steps to the mic in this week's episode to share their approach, guidelines, and strategy for making it happen.Find Kyle online:LinkedIn: https://www.linkedin.com/in/kylelacy/Find Lessonly online:https://www.lessonly.com/Plus: Hear the elevator pitch of Startup Hypeman portfolio client Engagedly, using the Que PASA Elevator Pitch(TM) Formula! Hosted on Acast. See acast.com/privacy for more information.

The generally accepted practice in revenue department at scaling organizations is a career roadmap of SDR > Account Executive > Senior Account Executive, etc. But why then do so many SDRs fail to succeed when they become AEs? And what role do companies play in setting them up for success? Christina Brady has seen the good, the bad, and the ugly as a former Head of Sales at Groupon and Glassdoor. In her role of President at Sales Assembly, one of her focuses is making sure companies successfully execute this aspect of scale. She steps to the mic in this week's episode to discuss how to find the right people, what companies should be doing for their employee roadmap, and what makes the transition to AE smooth and successful for everyone.Find Christina online:LinkedIn: https://www.linkedin.com/in/christinapbrady/Find Sales Assemby online:https://www.salesassembly.com/Plus: Hear the elevator pitch of Startup Hypeman portfolio client Engagedly, using the Que PASA Elevator Pitch(TM) Formula! Hosted on Acast. See acast.com/privacy for more information.

Everyone wants to grow and scale, but not everyone is necessarily ready or prepared to do so. Growth tends to happen before you realize it, and before you've had a chance to put real processes or structure in place. It requires vision, direction, and buy-in. The collateral damage? Losing team members along the way. Jackie Hermes has grown the SaaS growth marketing agency Accelity from her taking clients as a solo consultant, to having a freelance team, all the way to a full-time team of nearly 20. She's definitely experienced the 'growth just happened' ride and has the scars to prove it, but she also used those scrapes and bruises to get ahead of their next phase of growth. She steps to the mic this week to share what she's learned, what she wishes she would have done differently, and what she's doing next.Find Jackie online:LinkedIn: www.linkedin.com/in/thejackiehermesTwitter: www.twitter.com/thejackiehermes Instagram: www.instagram.com/thejackiehermesFind Accelity online:www.linkedin.com/company/accelitymarketingwww.twitter.com/accelitymktgwww.facebook.com/accelitymarketing www.instagram.com/accelitymktg  Plus: Hear the elevator pitch of Startup Hypeman portfolio client Swish House, using the Que PASA Elevator Pitch(TM) Formula! Hosted on Acast. See acast.com/privacy for more information.

One of the best things your company can do to grow is hedge your growth levers against one another. Otherwise known as "Don't put all your eggs in one basket". That's why you never see successful companies rely on just one marketing channel. But what about on the sales side? Sure, you can have a team of salespeople, and even divide teams by region or account type, but isn't it still ultimately a one-prong effort? Enter: Channel partners. Companies like Dell and Microsoft make literally billions through channel partner sales, but you don't have to be at their scale to execute for your startup. Dina Moskowitz is the CEO of SaaSMAX, whose Partner Optimizer tool identifies the best possible channel partners for any company. She knows exactly who this strategy is good for, what conditions need to be satisfied, and how to execute and operate at scale. She steps to the mic in this week's episode to share the inside story.Follow Dina online:LinkedIn: https://www.linkedin.com/in/dinamoskowitz/Twitter: https://twitter.com/DinaDinaDinaFollow SaaSMAX online:https://saasmax.com/Plus: Hear the elevator pitch of Startup Hypeman portfolio client Swish House, using the Que PASA Elevator Pitch(TM) Formula! Hosted on Acast. See acast.com/privacy for more information.