Yesterday, <a href="https://www.dremio.com/">Dremio</a> hosted the <a href="https://subsurfaceconf.com/summer2020">Subsurface Conference</a>, the first conference on cloud data lakes. More than 5000 people registered, and more than 2500 attended. If one had doubts that <a href="https://tomtunguz.com/cloud-data-lakes/">cloud data lakes</a> are a strategic area for many in the data ecosystem, those figures should quash them.
I delivered a presentation at the end of the day that I’ll share here. Entitled 5 Data Trends You Should Know, the presentation covers the major trends we observe in the data world. Here’s a quick narrative of the talk.
There is a mega-trend underpinning the changes in data design philosophy and tooling: the rise of the data engineer. Data engineers are the people who move, shape, and transform data from the source to the tools that extract insight. We believe data engineers are the change agents in a decade-long process that
Ep. 356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Stop asking questions. Start getting answers. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Pete is also the author of Founding Sales, the canonical writing on early-stage startup sales. Prior to founding Atrium, Pete founded TalentBin, culminating in their exit to Monster Worldwide in February 2014. Finally, before TalentBin, Pete founded Honestly.com building the world’s first professional reputation clearinghouse and raising funding from CRV and First Round in the process.
In Today’s Episode We Discuss:
How Pete made his way into the world of SaaS and how he came to be one of the leading figures on sales operations and management that he is today.
Why do founders have to sell the product themselves at the start? When is the right time to hire their first sales reps? What profiles should founders look for in these first reps? What are the most common mistakes founders make when hiring their first reps? How should they structure their comp plans?
How do the best onboard their sales reps? What can be done to minimize ramp time of new reps? How is the documentation used most effectively? How can sales calls be used for new rep onboarding? How does Pete think about optimizing payback period on a per rep basis?
What are the leading indicators that a sales rep is successful? What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? How does this differ between SMB and enterprise? What are the challenges with enterprise given the long sales cycles?
In horse racing, it’s not uncommon to see a razor-thin margin between first and second place. Take the 2018 Kentucky Derby as an example: Good Magic lost to Justify by just two-and-a-half lengths.
That’s a half-second difference.
Realizing that there’s such a small gap between good and great can either be terrifying or empowering. At ZoomInfo, it’s what drives us—especially when it comes to our go-to-market strategy.
“Company X has an incredible product, but they just haven’t built a go-to-market motion around it.”
As the CEO and co-founder of ZoomInfo, this is something I hear in a lot of conversations with VCs and private equity firms.
Most companies don’t fail because of a lack of ideas, innovation or size of market—they fail because they didn’t build a predictable, repeatable and efficient motion around finding and keeping their next customer.
Because of what’s happening within ZoomInfo in the context
SaaStr has now passed 10,000+ pieces of content, and we’ve somewhat gone on a journey from the early days of a SaaS company, through the growth phases, to the Unstoppable phase, and now has time has gone on, even to the Decacorn phase 🙂 We’re not quite done with that journey but if you’ll forgive me going back in time, I wanted to address an interesting question at Day 1: Who Should Be CEO?
I’ve been reminded of this question in several meetings lately where founders are doing pretty well, getting to and past Initial Traction, but with hindsight it’s interesting that the founder that took the CEO gig perhaps was better suited to a different role, say CTO or SVP of Sales or President or COO or SVP Product.
Sometimes when you start a company it’s 100% obvious who the CEO should be. But sometimes whether it’s egos, or Continue reading "Day 1: Who Should Be CEO? A Checklist."
Hear from Michelle Zatlyn, co-founder and COO of Cloudflare. Michelle started the company during an economic downturn in 2009. Now, Cloudflare runs one of the world’s largest networks that helps make the Internet more secure, fast, and reliable, with a market cap of more than $6B. Despite the challenges of uncertainty, money not flowing, and a generally dark mood, she was able to do it and learned a lot along the way. In this talk, Michelle will share how she made her business idea come to life and some lessons learned that can help other entrepreneurs—from solving a real, meaningful problem, to communicating in a crisis, prioritizing when there’s a true lack of resources and more.
Michelle Zatelyn | COO + Co-Founder @ CloudflareMichelle:
During the economic downturn right after the financial crisis in 2008. And so we started to work on this in 2009. And while
On May 26th, one day after the murder of George Floyd at the hands of a police officer, protestors marched in the streets of Minneapolis demanding justice. The day after that, activists held protests in cities all across the country, eventually expanding to reach countries all around the globe.
These recent events have brought age-old problems to the forefront, and—even in the midst of a pandemic—they’ve moved people to stand in solidarity with the Black Lives Matter movement. As a result, both individuals and businesses are having to confront the deep-seated issues of racism, discrimination, and lack of diversity.
Some people and businesses are doing better than others.
I recently had the opportunity to speak with Winston Tuggle, a senior HR business partner at HubSpot. As a Black man working as an HR business partner, Winston was able to offer unique insight into how his company’s response measures up. The