Tech-Entrepreneur on a Mission Podcast

Evergreen Podcasts

Welcome to the Tech-Entrepreneur on a Mission podcast. My name is Ton Dobbe. I am the founder of Value Inspiration and the author of ‘The Remarkable Effect’. I envision a world where every B2B SaaS business succeeds because they're creating software their customers would miss if were gone 𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝘆:  Research consistently shows 90% of all startups fail. That's bad.  What's worse however is that +75% of SaaS Scaleups fail - companies that are supposed to have product-market-fit. Far too few Scaleups create the traction they aspire for and fail for the wrong reasons I believe this should stop - and hence I started my business and this podcast The goal I have with this podcast is two-fold: to inspire new forms of value creation by sharing compelling ideas and stories about the potential we can unlock when technology and people blend in the right way. Share experiences from tech-entrepreneurs like you about what it requires to create a remarkable software business and how to overcome the roadblocks to do so.

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#225 - Harry Brundage, CEO at Gadget - on building better software faster
1 semana atrás
#225 - Harry Brundage, CEO at Gadget - on building better software faster
This podcast interview focuses on product innovation that has the power to help business app developers make the impossible possible. My guest is Harry Brundage, Co-founder, and CEO at Gadget Harry is a hard-core developer turned into a tech entrepreneur. He worked at Shopify in numerous capacities, building and scaling Shopify's backend infrastructure, frontend technology stack, big data platform, and engineering organization.  Since leaving Shopify, Harry has built many other systems -- a note-taking tool, an automated vertical farm, a QA tool -- allowing him to gain first-hand experience with how repetitive software development can be. The made him ask the question: Why does it need to be this hard! Today, Harry is the co-founder and CEO of Gadget, the serverless stack for eCommerce app developers. Harry and his team are on a mission to enable developers to build ambitious software ridiculously fast. And this inspired me, and hence I invited Harry to my podcast. We explore what's broken when it comes to the speed by which we can develop business applications. Harry shares his vision about making the impossible possible for developers - and how this backs up his dream to be a company builder at the end of the day. He shares his hard lessons learned about what it took to build something that makes even the most critical developers advocates.  Here's one of his quotes "Have you ever heard the Marc Andreessen quote: Software is eating the world? We would say: It's not done yet. It's a very big meal, the world. And there are just a lot of unautomated business processes, and people sitting in cubicles copying and pasting data between different systems. We just believe that there's a huge number of problems that have yet to be solved with software, and we're excited about enabling those builders to do that." During this interview, you will learn four things: How you can create a lot of interest and differentiation by creating a solution that's about uninteresting and undifferentiated stuff  That one way to create momentum is to help users create things they wouldn't be able to otherwise That creating a remarkable SaaS product is not about everything the product does - but how it makes your users feel using it The lessons he learned (and the tough decision he needed to make) in speeding up traction and adoption For more information about the guest from this week: Harry Brundage Website Gadget Subscribe to the Daily Value Inspiration Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short daily reflection on how to shape a B2B SaaS business your customers would miss if it were gone. Learn more about your ad choices. Visit megaphone.fm/adchoices
#225 - Harry Brundage, CEO at Gadget - on building better software faster
1 semana atrás
#225 - Harry Brundage, CEO at Gadget - on building better software faster
This podcast interview focuses on product innovation that has the power to help business app developers make the impossible possible. My guest is Harry Brundage, Co-founder, and CEO at Gadget Harry is a hard-core developer turned into a tech entrepreneur. He worked at Shopify in numerous capacities, building and scaling Shopify's backend infrastructure, frontend technology stack, big data platform, and engineering organization.  Since leaving Shopify, Harry has built many other systems -- a note-taking tool, an automated vertical farm, a QA tool -- allowing him to gain first-hand experience with how repetitive software development can be. The made him ask the question: Why does it need to be this hard! Today, Harry is the co-founder and CEO of Gadget, the serverless stack for eCommerce app developers. Harry and his team are on a mission to enable developers to build ambitious software ridiculously fast. And this inspired me, and hence I invited Harry to my podcast. We explore what's broken when it comes to the speed by which we can develop business applications. Harry shares his vision about making the impossible possible for developers - and how this backs up his dream to be a company builder at the end of the day. He shares his hard lessons learned about what it took to build something that makes even the most critical developers advocates.  Here's one of his quotes "Have you ever heard the Marc Andreessen quote: Software is eating the world? We would say: It's not done yet. It's a very big meal, the world. And there are just a lot of unautomated business processes, and people sitting in cubicles copying and pasting data between different systems. We just believe that there's a huge number of problems that have yet to be solved with software, and we're excited about enabling those builders to do that." During this interview, you will learn four things: How you can create a lot of interest and differentiation by creating a solution that's about uninteresting and undifferentiated stuff  That one way to create momentum is to help users create things they wouldn't be able to otherwise That creating a remarkable SaaS product is not about everything the product does - but how it makes your users feel using it The lessons he learned (and the tough decision he needed to make) in speeding up traction and adoption For more information about the guest from this week: Harry Brundage Website Gadget Subscribe to the Daily Value Inspiration Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short daily reflection on how to shape a B2B SaaS business your customers would miss if it were gone. Learn more about your ad choices. Visit megaphone.fm/adchoices
#224 - Peter Fishman, CEO of Mozart Data - on the first principles to grow traction
20-07-2022
#224 - Peter Fishman, CEO of Mozart Data - on the first principles to grow traction
This podcast interview focuses on product innovation that has the power to make becoming data-driven easier than ever before. My guest is Peter Fishman, Co-founder, and CEO of Mozart Data Dr. Peter Fishman has over a decade of experience running data and data-adjacent teams at companies like Microsoft, Yammer, Opendoor, Playdom, and Eaze. He realized that he was building the same types of modern data stacks at each company. Taking a broader perspective, he saw many other companies building a data stack over and over again. This inspired him, and his co-founder, Dan, to found Mozart Data in 2020.  Mozart Data is on a mission to make it easy for anyone to set up a modern data stack, without a data engineer, in under an hour. Why does this matter? Because that enables 10x more employees to get access to data, it decreases the time to insight by 76% and delivers 30% cost savings compared to assembling your own data stack.  And that inspired me, and hence I invited Peter to my podcast. We explore what's broken around the way we can embrace the full potential of data. Peter explains his vision of what can be when we can leverage the power of data as a first principle versus an afterthought. He shares his lessons learned around what a SaaS application has to excel at to overcome the trust issues customers have and create a sustainable business from the start. Here are some of his quotes:  The idea of, let's build everything and let's be good at everything. And I think like this is like, almost the kiss of death. Customers don't want good. Customers want the best. You might say, well, the customer won't know the difference between good and the best. They will know the difference.  What I think of as the way to win business is you have a small contract, and you expand with a combination of the startup and the impact that you're having. So, as you're helpful, that sort of growth within the company, ends up being sort of a no brainer.  During this interview, you will learn four things: That you can build a thriving business by working closely with your competitors  That customers want the best product in the market - whether we like it or not. The opportunity is: they define 'best' - no one else. What principles to follow to grow solid traction around adoption When you know your vision is clear and powerful enough For more information about the guest from this week: Peter Fishman Website Mozart Data Subscribe to the Daily Value Inspiration Stressed by the thought of ‘not enough’ traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It’s a short daily reflection on how to shape a B2B SaaS business your customers would miss if it were gone.   Learn more about your ad choices. Visit megaphone.fm/adchoices
#223 - Ervin Draganovic, CEO of Layerise - on growing competitive advantage for your customers
13-07-2022
#223 - Ervin Draganovic, CEO of Layerise - on growing competitive advantage for your customers
This podcast interview focuses on product innovation that has the power to give consumer product manufacturers an edge in building customer relationships and growing continuous revenue streams. My guest is Ervin Draganovic, CEO and Co-founder of Layerise. Ervin has a proven track record in product development, leadership, and corporate governance and has the capacity to attract, build and lead top-performing teams. He calls himself a digital-product-driven corporate opportunist. In 2019 he co-founded Layerise, which he leads as its CEO. Layerise is on a mission to help companies make their products come alive. Its vision is to create a world free from all the print and ink material used for consumer product and service onboarding. At its core, Layerise believes it can convert environmental positive impact into commercial growth for enterprises worldwide. And this inspired me, and hence I invited Ervin to my podcast. We explore what's broken in the customer experience process when it comes to physical consumer goods. Ervin explains how he's found a way to transform a global industry and how he managed to turn a compliance requirement into a commercial engine. He also shares his tough lessons learned in taking the product to market and selling it to an audience that's going to love it in 5-10 years' time but is not aware it exists.  Last but not least, he sets apart what he believes is required to create a SaaS business that's worth making a remark about. Here is one of his quotes We were not able to look at the market and say, Okay, this is a kind of an evolutionary step. We really had to envision a future. And a good way of predicting the future is actually by creating it. So we were looking far out and saying, okay, in 10 years' time, how is a modern hardware consumer goods manufacturer dealing with post-sales activities? Are they aware of who the customers are? Do they need to be in constant relationship with their customers? What are the factors of competitive advantage at that point for each brand? And then we looked at if those are actually to have the best customer experience, product, onboarding, customer relationship, what do we then need to do today?  During this interview, you will learn four things: What we need to do differently to create SaaS products that have a transformative impact, rather than just evolutionary How to package your SaaS products to wake up the market and make people think, 'holy moly - we definitely have to step up our game.' That if you don't do your product right, you end up spending all your budget on marketing. What mindset to embrace to ensure a lifelong competitive advantage For more information about the guest from this week: Ervin Draganovic Website Layerise Subscribe to my Daily Reflection Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short daily reflection on how to shape a B2B SaaS business your customers would miss if it were gone. Learn more about your ad choices. Visit megaphone.fm/adchoices
#222 - Lidia Vijga, CEO Decklinks - on how to win against the big brands
06-07-2022
#222 - Lidia Vijga, CEO Decklinks - on how to win against the big brands
This podcast interview focuses on product innovation that has the power to enable every B2B Sales person to gain trust and advantage even before the 1st meeting. My guest is Lidia Vijga, Co-founder and CEO of Decklinks  Lidia started her career in the Adtech space where she gained sales experience with both PixFuture and StackAdapt. In 2018 she co-founded Briefbid, a two-sided marketplace where media teams can connect, plan and work together. The insights she got there sparked the idea behind her new company.  Today, Lidia is a Co-founder & CEO at DeckLinks, a platform that empowers b2b sales teams to create the most personal buying experience with video sales decks. DeckLinks is on a mission to make b2b sales more human. It's building a world where sales professionals can show their expertise and personality to create a deeper connection with the buyers at any stage of the sales cycle. And this inspired me, and hence I invited Lidia to my podcast. We explore what's broken in the world of B2B sales when it comes to how we communicate. Lidia shares her vision of how companies can grow faster by making sales more human. She talks us through the big lessons she learned in her previous startup, and how the unique insights she gained firsthand gave her and her team a formula for success. Last but not least she shares her advice on what it takes to build a SaaS business that's ultra-lean, remarkable, and able to compete with the 'big boys.' Here's one of her quotes: "This is how a buyer thinks. First they make a decision about you as a salesperson. Then they make a decision about the company. The offering, the value prop, everything else is after - but the first thing - the first 10 seconds is whether they like you, whether they trust you, and whether they want to work with you. These are the first three things they answer in their head in the first 10 seconds as they see you as a salesperson." During this interview, you will learn four things: Why deciding to automating everything can be the biggest mistake you ever made  How to win against competitors that have the biggest brand, the best product, and the best price Why the number of customers that refuse to take your discount should be a key metric on your dashboard Why designing for creating an organic network effect should be your biggest priority For more information about the guest from this week: Lidia Vijga Website Decklinks Subscribe to the Daily Value Inspiration Stressed by the thought of ‘not enough’ traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It’s a short daily reflection on how to shape a B2B SaaS business your customers would miss if it were gone.   Learn more about your ad choices. Visit megaphone.fm/adchoices
#221 - Nemo D'Qrill, CEO at Sigma Polaris - on building products that people love, not like
29-06-2022
#221 - Nemo D'Qrill, CEO at Sigma Polaris - on building products that people love, not like
This podcast interview focuses on product innovation that has the power to solve the global talent problem. My guest is Nemo D'Qrill, CEO at Sigma Polaris Nemo has traveled many paths driven by a passion to discover, understand, and solve worthy problems. From Mathematician to Logician to Flautist for the Danish Queen to Entrepreneur. He was honored as the youngest-ever Goodwill Ambassador of Denmark, presenting joint ventures of world-leading companies internationally such as Maersk, Vestas, Grundfos, and Lego.  His constant passion for understanding and solving problems naturally lead him down the path of Entrepreneurship. With passion and drive Nemo decided to tackle the age-old problems of inefficiency, discrimination, and inaccuracy in recruitment and HR in general.  That's why he founded Sigma Polaris around a singular vision; Creating a world where HR analysis is based solely on meritocracy and where bias and discrimination are things of the past. Its mission: To change the world of work and shift how companies build, engage, retain, and capitalize on the use of diverse teams in today’s workforce. And this inspired me, and hence I invited Nemo to my podcast. We explore what's broken in the way we recruit our talent today. That there isn't a talent problem, but a distribution problem - and how we can fix that with technology - in particular by removing bias and having to rely on intuition. Nemo shares the most important lessons learned from his startup journey. That building a business requires much more than just an amazing product. What advantage leveraging diversity gives them. And why his business couldn't have been what it is today without investing time in exercise i.e. taking care of himself. Here's a quote from him: There is a saying; 'you can get a book to be popular, by getting eight out of 10 people to like it, or by getting two out of 10 people to love it.' Now, when you are a giant, you need, most of the time, the eight out of 10. You need to be having almost all of the people you speak with think that at least you're interesting good. But I think as a startup, one of the things I've realized is this: we need to work with people that truly buy into it, the people that also believe in the mission. Because if you speak with them, sales cycles get shorter, and procurement gets easier. And all of a sudden, you get a reference, and you get a quote from every single client. And I think today, we've had a quote from almost every single client we have worked with because we choose clients that believe. Instead of trying to get tons of people interested, we try to get some people super excited.  During this interview, you will learn four things: His strategy to be less 'all over the place'  How you can create a 300% impact difference in a matter of just 3 months That you can get your product to be popular by getting 8 out of 10 people to like it or getting 2 out of 10 to love it That it doesn't matter how good your pitch deck is if it doesn't get shared.  For more information about the guest from this week: Nemo D'Qrill Website Sigma Polaris Subscribe to the Daily Value Inspiration Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short daily reflection on how to shape a B2B SaaS business your customers would miss if it were gone. Learn more about your ad choices. Visit megaphone.fm/adchoices
#220 - Shay David, CEO of  Retrain.AI - on Product Market Fit resilience
22-06-2022
#220 - Shay David, CEO of Retrain.AI - on Product Market Fit resilience
This podcast interview focuses on product innovation that has the power to help bring the global unemployment rates down. My guest is Shay David, Co-founder, and CEO of Retrain.AI Shay is a serial entrepreneur who brings many years of experience in dreaming up products and making them a reality: from concept to market, from slideware to hundreds of millions of dollars in sales. He co-founded of Kaltura where he helped define the future of video - thereby taking responsibility as CRO, then GM, and today as a member of the Board.  Prior to that he co=founded Destinator Technologies, a mobile-GPS-navigation software, and consulted on open systems to Fortune 500 companies Today he's the Co-founder, Chairman, and CEO of Retrain.AI a company founded on the vision to make a measurable impact on global unemployment rates by helping 10+ million users find meaningful career opportunities and help enterprises future-proof their organizations. Their mission: To inform, empower and redefine the way enterprises hire, retain and grow their employees.  And this inspired me, and hence I invited Shay to my podcast. We explore what's broken in the Talent Development market and why the best strategy for managing HR & talent management today sadly is: "We'll do tomorrow what we did yesterday." Shay share's his vision of how to solve the global talent problem at the core. He also shares his secrets on how to create a sustainable advantage and what needs to be in place to shape a software business that people not only start talking about but keep talking about.  Here's one of his quotes:  Let me ask you, for any organization that you ever worked for when was the last time you logged in to a corporate learning network and expected to actually learn something? The answer is that never happens. Right?  When was the last time that you get an email from HR that actually had important career advice for you? Again, that never happens.  When was the last time that a candidate that a company submitted a resume and got a call within 15 minutes saying we've processed your request, we think we understand who you are, we have two questions, and we want to schedule an interview for you for tomorrow? Again, that never happens.  But this is not a joke. This is a problem affecting billions of people every day, the systems that are intended to manage talent acquisition to manage talent organization, and learning and development, those systems are failing. And the cost of that failure is catastrophic.  During this interview, you will learn four things: Why having a shared image with your customers about the future state of the world is critical to creating momentum That a way to understand whether you are on the right track is to ask your customers to articulate in one sentence how you give them immediate value Why it's not about finding product-market fit - but keeping product-market fit. Why, in order to succeed, you shouldn't think about technology, regulations, or money. That always comes second For more information about the guest from this week: Shay David Website Retrain AI Subscribe to a Daily Value Inspiration Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then subscribe here It's a short daily reflection on how to shape a B2B SaaS business your customers would miss if it were gone.   Learn more about your ad choices. Visit megaphone.fm/adchoices
#219, Christine Tao, CEO at Sounding Board - on creating successful businesses
15-06-2022
#219, Christine Tao, CEO at Sounding Board - on creating successful businesses
This podcast interview focuses on product innovation that has the power to make 1-1 coaching approachable for all of us. My guest is Christine Tao, Co-founder & CEO at Sounding Board. Throughout her career, a central theme for Christine has always been leadership development. She uncovered the power coaching could have on people when she acted in her role as Senior Vice President of Developer Relations at Tapjoy, a mobile advertising platform, where she led the growth of Tapjoy’s network business from 0 to more than $100 million in revenue in less than 3 years.  She experienced it from the other end when she advised several venture-backed startups including Flyby Media (acquired by Apple), Immersv, and Comprendi.  She realized firsthand that today's workforce is increasingly overwhelmed and stressed with increasing responsibilities and an always-on culture. This inspired her to do something about it. Today, Christine is the CEO & Co-founder of Sounding Board, a company that was founded around the vision to make coaching accessible to leaders at all levels of the organization and break through the high-cost barriers that had made it impossible in the past. Its mission: Develop the world’s most impactful leaders. And this inspired me, and hence I invited Christine to my podcast. We explore what's broken in the world of leadership coaching and how this - by blending technology and people in the right way can be a thing of the past.  Christine further shares her big lessons learned during the pandemic - and how she and her team not only secured Sounding Board would survive but actually come out stronger as a company.  During this interview, you will learn four things: That the question in a Pandemic is not: 'where should we cut', but 'where can we continue to invest' How to create an organization that's aligned and autonomous, and at the same time more creative and powerful That the way to survive an existential crisis is not to increase focus on your own company, but on that of your customers Why being bootstrapped - and being less well-capitalized than your competitors can be very helpful. For more information about the guest from this week: Christine Tao Website Sounding Board  Subscribe to Value Inspiration on Friday’s Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short weekly musing on how to shape a B2B SaaS business your customers would miss if it were gone. Learn more about your ad choices. Visit megaphone.fm/adchoices
#218 - Firaas Rashid, CEO of Hook - on building defensible differentiation
08-06-2022
#218 - Firaas Rashid, CEO of Hook - on building defensible differentiation
This podcast interview focuses on product innovation that has the power to help customer success teams cut churn, boost revenue and grow faster. My guest is Firaas Rashid, Founder, and CEO of Hook. Firaas is a tech entrepreneur on a mission, and one of his passions is Customer Success. He was CTO and Head of Customer Success (EMEA) at AppDynamics and helped it scale from $170m to $550m Annual Recurring Revenue in 2 years. Prior to that, he was a Director of IT at Credit Suisse. Today Firaas is the CEO of Hook to realize his mission to change the way Customer Success is run. Hook essentially empowers Customer Success teams with accurate revenue predictions and intelligent, actionable insights to secure renewals. It takes the guesswork out of their day-to-day - and helps them focus on spending their time where it matters. And this inspired me, and hence I invited Firaas to my podcast. We explore what's broken in the world of customer success. Firaas shares his experience around what it takes to answer the question "What makes customers renew, and what makes them churn?" He shares his journey of building a SaaS business that changes the way Customer Services is run and creates impact. In this conversation, he explains the counterintuitive lessons he learned and how that helped him create defensible differentiation from the start.   Here is one of his quotes: People tend to focus on their loudest customers. I actually think the biggest problem is, the quiet customers, when you're running a SaaS business are the ones that are going to leave.  And the hard thing is, without looking at the data, you don't know who your quiet customers are because they're quiet.  When I was at AppDynamics, over the course of the couple of years that I was there, we started with very simple metrics. What we were able to find was that in none of those metrics that we looked at did sentiment make a positive or negative difference to whether or not someone renewed. Yet what we saw was that with engagement, there was a direct correlation in every number. If that number went down, the customer churned, if the number went up, they spent more money.  During this interview, you will learn four things: Why do so many SaaS products suffer from the value gap - i.e. what the customer paid for on day zero, is far away from what they're getting. What you can do differently in your product to minimize churn and increase net revenue retention Why do you have to slow down the sales process in order to speed it up The big lessons learned to create messaging that's humanly instantly understandable For more information about the guest from this week: Firaas Rashid Website Hook Subscribe to Value Inspiration on Friday’s Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short weekly musing on how to shape a B2B SaaS business your customers would miss if it were gone.   Learn more about your ad choices. Visit megaphone.fm/adchoices
#217 - Amir Konigsberg, CEO Pragma AI - on creating a SaaS business that's built to last
01-06-2022
#217 - Amir Konigsberg, CEO Pragma AI - on creating a SaaS business that's built to last
This podcast interview focuses on product innovation that has the power to ace customer interactions and accelerate revenue. My guest is Amir Konigsberg, Co-founder, and CEO of Pragma AI Amir is a Tel Aviv-based tech entrepreneur with vast experience seeding, building, and leading technology-driven companies, taking products to market and growing them into multimillion-dollar revenue-generating global businesses. He's founded, led, and held leadership roles at Twiggle, Israel Brain Technologies, mySupermarket, HourOne, CodeScan, Google, and General Motors. Amir holds a Ph.D. in Rationality and is the author of 18 US Patents. Today he's the CEO of Pragma AI, a startup that was founded to set the stage for a new way of selling. Their mission: keep sales human.  And this inspired me, and hence I invited Amir to my podcast. We explore what's broken in the way we empower sales today to succeed in a remote-first world. We discuss the art of picking your niche, and what it requires to create something that's not only used but value differentiated. Amir shares his experience in what it takes to get your messaging right and how to navigate between the signal and the noise as you scale your startup. Last but not least he reveals his insights on what it takes to create a SaaS business that cannot be ignored.  Here are some of his quotes "We work very, very closely with customers. And we try and listen as much as we can. And it's very difficult to do by the way. You say you're listening, but most of the time, you're actually you're looking to get a thumbs up for what you've done, because it's pretty painful when sometimes you don't hear that. Or sometimes you can hear 'Thumbs up' but it's kind of soft. And what we're basically looking for, as you do with every startup: 'We need this. When are you going to deliver this because we can't live without it!' " During this interview, you will learn four things: How to go about crafting your message so that it resonates? Why you should not rest until you're certain that what you're doing is distinct enough to be remarkable, and not just something that people use. That running a SaaS business is a marathon, not a sprint - and how to go about sustaining yourself and your team to move mountains for a long time How to find the nuggets to focus on that people are prepared to pay a premium for? For more information about the guest from this week: Amir Konigsberg  Website Pragma AI  Subscribe to Value Inspiration on Friday’s Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short weekly musing on how to shape a B2B SaaS business your customers would miss if it were gone. Learn more about your ad choices. Visit megaphone.fm/adchoices
#216 - Ariel Hitron, CEO of Second Nature - on winning the essential sales conversations
25-05-2022
#216 - Ariel Hitron, CEO of Second Nature - on winning the essential sales conversations
This podcast interview focuses on product innovation that has the power to practice sales conversations without pressure. My guest is Ariel Hitron, Co-founder and CEO of Second Nature Ariel has held various executive positions including VP of New Markets and VP Sales and Customer Success at Kaltura, where he ran global sales teams with dozens of reps He's a tech entrepreneur drawing from experience in both the field and the lab. He's run global sales teams with dozens of reps; built playbooks and training sessions for sales as a product marketer; and earlier in his career, designed and developed multiple software product lines from the ground up, each generating tens of millions of recurring revenue, used by millions of consumers.  What he learned is that the key to success in scaling a sales organization is hiring the best people and coaching them to be even better.  That's why he co-founded Second Nature in 2018. Second Nature is on a mission to help make talking about your products as easy as second nature, to ace every sales call.  And this inspired me, and hence I invited Ariel to my podcast. We explore what's broken in way we equip sales to deliver top performance. We discuss the disconnect between marketing and sales, and how things can change for the better if these departments would understand each other better. Ariel shares the big lessons learned from starting and gaining traction with a SaaS business in a very crowded market. Last but not least, he tells about the do's and don'ts to create a software business that no one can ignore. Here are some of his quotes: We're getting the materials and the kind of messaging from marketing. We're getting everything, here's our messaging. The reality is, nobody cares. Nobody cares about your messaging. Yeah. And now you have a very short time span, and you have to understand what do they care about at this point in time? What do I have to prove to them today? In 13 seconds, or five minutes or 25 minutes, if you're lucky? And how do I focus the conversation on that? During this interview, you will learn four things: Why many software vendors don't get the traction they hope for How to overcome the cynicism in the market around embracing innovation The best investments to make in the early stage of your product evolution How to go about making big steps forward on your start-up journey without burning yourself out For more information about the guest from this week: Ariel Hitron Website Second Nature Subscribe to Value Inspiration on Friday’s Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short weekly musing on how to shape a B2B SaaS business your customers would miss if it were gone. Learn more about your ad choices. Visit megaphone.fm/adchoices
#215 - Dan Hubert, Founder and CEO AppyWay - on making the impossible possible
18-05-2022
#215 - Dan Hubert, Founder and CEO AppyWay - on making the impossible possible
This podcast interview focuses on product innovation enabling more electric, autonomous mobility to become a reality. That paves the way for automated compliance. Seamless transactions. And smarter, cleaner, more efficient cities. For everyone. My guest is Dan Hubert, Founder and CEO AppyWay Dan initially founded AppyParking after experiencing first-hand the pain of parking caused by a fragmented and broken market when trying to park near the Royal Albert Hall for a concert. From this was born the AppyParking mobile app, but more questions quickly arose... What if we could digitise parking spaces? And not just spaces – but all of the UK’s kerbs? What opportunities would that unlock? How could a digitised, dynamic kerb not only meet the ever-growing demands of urban transport today – but shape that of tomorrow? From that lightbulb moment onwards, Dan was hooked. He became unashamedly kerb obsessed and founded AppyWay a startup that's on a mission to lead the charge to help cities thrive, from the kerb up. And this inspired me, and hence I invited Dan to my podcast. We explore what's broken in the world of parking. Dan shares his vision of how to make the kerbside a value driver and turn it into a positive revenue engine that benefits all of us. He shares how incredibly hard it has been to create momentum, and what he's done to create breakthroughs, momentum and secure defensible differentiation for his business. Last but not least he shares is advice on what it takes to create a SaaS business that the world will talk about (and keep talking about). Here are some of his quotes: I pitched it to all the parking departments of London. And they looked at me like I was a lunatic. Basically, their business is to manage parking enforcement and make money from parking sessions. And I was trying to convince them: here's data to create better information to make sure people can get to the destination without a fine and reduce pollution. And at that meeting, there was a guy from BT, who's in charge of a big 40.000 fleet of which 8000 operating in London, and he had a £3.6 million parking problem in London, And he asked 'Can I have your data into my system, please, because this will help my drivers.' And I was like Ok, here's the opportunity. During this interview, you will learn four things: How meaningful value can be created if do the opposite of the norm and breaking the pattern That extremely valuable innovation ideas are often right in front of us - we just need to develop an eye to spot it. How to win governmental authorities to champion your idea and help realize it - even though they appear to be the biggest blocker at first sight That momentum sparks when we start telling stories and paint a visual picture of 'what can be' For more information about the guest from this week: Dan Hubert Website: AppyWay Subscribe to Value Inspiration on Friday’s Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short weekly musing on how to shape a B2B SaaS business your customers would miss if it were gone. Learn more about your ad choices. Visit megaphone.fm/adchoices
#214 - Tobias Konitzer Ph.D., CEO of Ocurate - on using LTV to solve profitability issues
11-05-2022
#214 - Tobias Konitzer Ph.D., CEO of Ocurate - on using LTV to solve profitability issues
This podcast interview focuses on product innovation that has the power to help B2C business spend their money right - to increase profitability. My guest is Tobias Konitzer Ph.D., CEO of Ocurate Tobias Konitzer is an academically trained entrepreneur who has a proven track record of turning research into technology and into a product that addresses ubiquitous pain points.  He worked for Facebook Research and completed a Ph.D. in computational social science at Stanford University. In 2017 he co-founded of PredictWise, where he initially acted as Chief Scientist and became their CEO in 2020.PredictWise processed a large array of public opinion data collected from 260M+ Americans on hundreds of data points.  During his tenure at PredictWise, Tobias started to understand the value of this database in conjunction with modern machine learning for consumer-facing companies: Companies have a hard time optimizing over and understanding margins (LTV:CAC ratio) that is crucial for both profitability and accurate financial forecasting.  On this premise, Tobias founded Ocurate, empowering brands to focus on the right customer by predicting lifetime value, churn, conversion and growth at the individual level, with unprecedented accuracy. And this inspired me, and hence I invited Tobias to my podcast. We explore what's broken in the ability of many B2C companies to grow profitably. Tobias shares his big lessons learned in starting a revolution, and what it took to create solid traction. He touches upon the importance of investing in getting positioning right. Last but not least he shares his advice on what it takes to build a SaaS business that cannot be ignored, and what mindset and habits to develop to not burn out from the many failures you'll have to deal with on your way. Here are some of his quotes "I used to tell my investors, the vision is making a new way to thinking about efficient spending, the organizing principle of b2c companies. And this new way of of efficient spending, we call, folks call, lifetime value. And I want to say one more word here. The idea behind lifetime value is using AI to predict exactly how much profit, not revenue, but profit, every customer will bring to you as a company. And now, the big idea here is, if I would know that with 100% accuracy, all these other things all of a sudden, are very, very easy." During this interview, you will learn four things: How to win more customers by getting on the same wavelength Why valuing slowness can be the key to rapid growth Why too many SaaS businesses don't have a product-market fit issue, but a positioning issue Why you shouldn't found your SaaS business before you deeply understand the real pain point For more information about the guest from this week: Tobias Konitzer, Phd Website Ocurate Subscribe to Value Inspiration on Friday’s Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short weekly musing on how to shape a B2B SaaS business your customers would miss if it were gone. Learn more about your ad choices. Visit megaphone.fm/adchoices
#213 - Baptiste Boulard, CEO Swapcard - on dominating a niche
04-05-2022
#213 - Baptiste Boulard, CEO Swapcard - on dominating a niche
This podcast interview focuses on product innovation that has the power to connect business people in ways that are more engaging and drive more value. My guest is Baptiste Boulard, CEO of Swapcard He's an ex-lawyer who turned entrepreneur and tech enthusiast. This Henry Ford quoted what drives him the most: “Anyone who stops learning is old – at twenty or eighty. Anyone who keeps learning stays young. Life is about keeping your mind young.” Today, Baptiste is CEO and Co-Founder of Swapcard. He swapped his career in law to launch Swapcard alongside two childhood friends with a vision to change the way people network at events. What's underpinning their vision is the belief in the impact of human-to-human interaction in a digital world. Swapcard is therefore on a mission to bridge the gap between the online and face-to-face world - thereby aiming to unlock meaningful encounters that have, until now, been impossible. And this inspired me, and hence I invited Baptiste to my podcast. We explore what's broken in the space where we make our biggest marketing investments: the world of events. How a lot of things have been solved on the process side - but not what's most valuable: Networking. Baptiste shares the big lessons learned from his entrepreneurial journey. What was required to not only survive the Pandemic crisis but to actually come out stronger. The pivots he's led to move from 'nice to have' into the 'mission critical' domain. And what is required to build a SaaS business that the world talks about? Here are some of his quotes: "When you are an entrepreneur, you're building a future which doesn't exist. So if you're not curious it's very hard to because there is no recipe and no one who can really help you. What you have to do is be very curious in terms of your reflection, the people you meet, and grab ideas from everything you do" During this interview, you will learn four things: What skills to develop when you're building a future that doesn't exist - and there's no recipe. What to do when everything you've done and all the value you build seems to become worthless That even in the densest markets you have ample opportunity to dominate a niche That a strong culture is the foundation to survive any crisis - and how to go about building one. For more information about the guest from this week: Baptiste Boulard Website Swapcard Subscribe to Value Inspiration on Friday’s Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short weekly musing on how to shape a B2B SaaS business your customers would miss if it were gone. Learn more about your ad choices. Visit megaphone.fm/adchoices
#212 - John Hudson, CEO of Luma1 on making customers heroes
27-04-2022
#212 - John Hudson, CEO of Luma1 on making customers heroes
This podcast interview focuses on product innovation that has the power to grow the success of every organization by enabling a fluid knowledge flow. My guest is John Hudson, CEO of Luma1 John is a global tech entrepreneur and investor. While he's worked in tech including retail, e-commerce, and real estate, the main focus has been based on his belief that training is the fastest way to move the needle in any organization and the right technology can make it move faster and be even more impactful.   This became the founding principle behind founding LUMA1 in 2017. The company is on a mission to enable people and organizations to drive tangible improvements to training and communications by creating and delivering video experiences that today’s workers want. And this inspired me, and hence I invited John to my podcast. We explore what's broken in today's business world when it comes to transparent communication and sharing knowledge. We discuss how it holds organizations back when it comes to accelerating change, and what's missing to fix the problem. We discuss his big lessons learned in his attempt to embrace product-led growth and how he's steering product development to focus on what matters. Last but not least John shares his views on what it takes to build a B2B SaaS product that makes people say "I need to have that!" Here are some of his quotes "The fastest way to move the needle in any business is knowledge flow. And that can be done through communications, or it can be done through formal learning, coaching, whatever it might be.  A lot of organizations just don't do it. I've visited a billion-dollar company that actually does no formal training. It's all done ad hoc, But it's got nothing to do with time, money and knowledge to do it. Oftentimes in businesses, there's this sort of black box, things are sort of cloaked in this mysterious thing." During this interview, you will learn four things: That people need to feel cared about - and how to embrace that as a product concept What we can learn from mistakes made in the eLearning space when it comes to getting users engaged and committed. Why a critical design criteria in development needs to be how your product helps organizations move as fast as they need to move - without dependence What it takes to spark arousal amongst users and customers  For more information about the guest from this week: John Hudson Website LumaOne Subscribe to Value Inspiration on Friday’s Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short weekly musing on how to shape a B2B SaaS business your customers would miss if it were gone. Learn more about your ad choices. Visit megaphone.fm/adchoices
#211 - Ilia Zelenkin, CEO of Bitskout on creating transformational change
20-04-2022
#211 - Ilia Zelenkin, CEO of Bitskout on creating transformational change
This podcast interview focuses on product innovation that has the power to give us back the energy and power to do the things where human intelligence and imagination shine. My guest is Ilia Zelenkin, CEO Bitskout. Ilia spent close to 15 years of his career at Nokia, ultimately as head of product & service innovation, Global Services. He then co-founded SafeRoom, a control center for Encrypted Data. In 2020 he co-founded Bitskout which he's heading up as the CEO. He's passionate about technology changing the world, excited to build Star Trek alike futures, and solving problems that matter.  What gets him out of bed every morning is his passion to help people become happier doing their work. The thought that 83% of people who go to work today are disengaged makes him triple his efforts. Bitskout was founded to free people up to do creative and meaningful work and with that bring back passion and satisfaction to the job. Their mission is to give us the affordable tools to make it happen NOW. And this inspired me, and hence I invited Ilia to my podcast. We explore what's broken in managing projects within small companies - and why we should not accept the waste that goes on with that. Ilia shares his vision about how to make the most advanced technology affordable and the journey he's on to turn his intelligence platform into an expert platform that could not only forecast your work but check it later on as well. We also dig into his first principles to create solutions that create a pull from users i.e. a desire for more. Here are some of his quotes "what I did, I wrote every any crazy, stupid ideas that I had in my head for six months, five ideas per day, anything crazy. Anything that comes to mind. And eventually, what happened, you start noticing patterns, and you start noticing things, how they're connected. They came up with the problem, and it was a combination, a sequence of problems. So number one was building solutions to help deliver teams' projects faster. And I noticed that we couldn't breach a certain kind of project waste percentage. So we always were losing around 30% of the project times on some stupid things." During this interview, you will learn four things: That the ability to invent something is a skill - a muscle that you can train That the best roadmap choices start with minimum viable experiments How to optimize your pricing strategy so it incentivizes desired behavior That it takes the same amount of effort to do something great - so why settle for something mediocre For more information about the guest from this week: Ilia Zelenkin Website Bitskout Subscribe to Value Inspiration on Friday’s Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short weekly musing on how to shape a B2B SaaS business your customers would miss if it were gone. Learn more about your ad choices. Visit megaphone.fm/adchoices
#210 - Nimrod Priell, CEO of Cord on leveraging Make/Buy/Partner in SaaS
13-04-2022
#210 - Nimrod Priell, CEO of Cord on leveraging Make/Buy/Partner in SaaS
This podcast interview focuses on product innovation that gives B2B SaaS businesses the opportunity to increase their value by making their product multiplayer.  My guest is Nimrod Priell, CEO of Cord. Nimrod has been a software pioneer from the very first start. He's got over 20 years of experience in development, data science, and product management and decided in 2019 it was time to make the jump to take on the entrepreneur role. He loves thinking about how we work and how we can make that experience better.  This is exactly why he started Cord. With a team of designers, engineers, and product craftspeople that have collected some secrets from their tenures at leading tech companies like Google, Facebook, and Adobe - they are on a mission to leverage those secrets to make collaboration at work more effective. And this inspired me, and hence I invited Nimrod to my podcast. We explore what's broken in the way SMEs can create true value from their ever-growing SaaS stack. We discuss the underlying problem and what needs to change in the mindset of the SaaS Vendor community to cross the chasm that will bring more value for all. Lastly, Nimrod shares his views on what it takes to build a SaaS business that cannot be ignored. Here are some of his quotes "The average SME today, Okta says, has over 90 different SaaS tools. So I saw how these companies work internally, with a lot of tools that are bought, not built-in, and don't have this 'connective tissue.' The tools are built single player and all the communication around them gets stuffed into Slack and inbox. I saw this as a problem because these are b2b SaaS vendors, and this is a problem for their clients." During this interview, you will learn four things: Why the winners in the next decade in SaaS will be the one's building collaboration in their tools Why complacency in SaaS is the biggest risk of becoming irrelevant - and what to do about it.  How turning away a lot of business can be a very solid way to grow fast A secret to creating a viral effect with the products you build For more information about the guest from this week: Nimrod Priell Website Cord Subscribe to Value Inspiration on Friday’s Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here It's a short weekly musing on how to shape a B2B SaaS business your customers would miss if it were gone.   Learn more about your ad choices. Visit megaphone.fm/adchoices
#209 - Daniel Erickson, CEO of Viable on nailing Product Market Fit
06-04-2022
#209 - Daniel Erickson, CEO of Viable on nailing Product Market Fit
This podcast interview focuses on product innovation that has the power to finally prevent us from relying on anecdotes that lead to biased decisions and with that build products customers love. My guest is Daniel Erickson, Founder, and CEO of Viable. Daniel has been active in software development since 2006. He took an untraditional path from most. Together with his co-founder he skipped college altogether and straight out of high school created a consulting firm in Portland to help early-stage companies build their very first products, create MVPs, get their first users, and/or get their first investment.  After doing the same thing over and over again for clients as a consultant, he really wanted to dig into a longer-term problem. And being an early member of the Node.js community where he helped organize a lot of conferences, got him an early engineering job at Yammer. From there he moved to Getable where he was the CTO, and to Eaze where he was VP of Engineering. Today, he's the founder and CEO of Viable. Viable is on a mission is to help us better and more quickly understand what customers are telling us, so we can immediately find the most important things we should be working on. And this inspired me, and hence I invited Daniel to my podcast. We explore the challenges many SaaS businesses face in finding product-market fit. Daniel shares his experiences, and what's required to do / not to do in order achieve this - whether you build a product from the ground up, or evolve an existing product.  He also shares his experiences that not every product is fit for a product-led growth approach, and what it takes to spark adoption and to grow meaningful traction. Last but not least he leaves his views on what it takes to build a software business the world talks about. Here are some of his quotes "It actually came from my time at Gettable. And I spent four years there, trying to find product-market fit, and never quite found. But I did learn a lot about collecting customer feedback, using customer feedback to guide a roadmap. And it just kind of got me obsessed with this idea of using customer feedback to build a really great product. So I started actually looking around on that one and came up with this idea to go tackle that. So the initial spark was actually solving my own problem. It was I knew I was going to have to solve the product-market fit problem at some point. And I knew that customer feedback was the best way to improve a product. I actually came across a blog post from Rahul Vora about how Superhuman found product-market fit, I applied some of those ideas to the system. And then went off to the races from there and quickly realized that this was a larger problem than early-stage startups." During this interview, you will learn four things: That it can take years to find product-market-fit if you are not making some critical choices Why it's way easier to design and build a remarkable product when you got a very specific user in mind. How to create products that result in jaw-drop moments every time you demo it. That just solving a customers problem doesn't mean that you're going to have a product that grows For more information about the guest from this week: Daniel Erickson Website Viable See acast.com/privacy for privacy and opt-out information. Learn more about your ad choices. Visit megaphone.fm/adchoices
#208 - Scott Markovits, CEO Spontaneousli on creating problem-market fit
01-04-2022
#208 - Scott Markovits, CEO Spontaneousli on creating problem-market fit
This podcast interview focuses on product innovation that has the power to grow our happiness and connectivity at work - especially when we're part of a distributed team. My guest is Scott Markovits, CEO Spontaneousli. Over the past 8 years, Scott has worked with over 1000 early-stage founders and startups, helping them build the foundations of successful products, companies, and teams.  He's passionate about building awesome new products and creating amazing employee experiences. Another aspect he's fascinated about is: Remote work So much that he's hosting a podcast, Leading from afar, that's all about remote leadership ad sharing experiences, wisdom, and tools to make remote successful at companies all around the world.  And this inspired him to start his own Startup, Spontaneousli - A company that's on a mission to make remote work more awesome. And this inspired me, and hence I invited Scott to my podcast. We explore how switching to a remote-first world has created a range of new challenges - some very valuable to solve. Just think about the Great Resignation. We discuss the innovation opportunity ahead - and how big impact can be created with seemingly very simple solutions. Scott shares how complacency and comfort in sticking to traditional thinking can put the best companies in harmful situations. Last but not least he shares his views on creating a remarkable software business and why bootstrapping should be considered by more SaaS companies. Here are some of his quotes: If you read articles around remote work or the future of work, many of the companies have been very positive, saying: Productivity has been through the roof. We can get work done. Everything's fantastic on the work side, but we want to get people back into the office because we're missing out on the engagement and the happiness and those bursts of inspiration. I see it is really a lacking of tools. During this interview, you will learn four things: That we often make the mistake of creating solutions that literally mimic what we think needs to be done, without thinking about what it needs to achieve. Why often it's not the quality of the solution that prevents creating traction, but our inability to change human behaviors  Why we shouldn't be obsessed with Product-Market fit, but with Problem-Market fit. Why avoid going the funding route and focus on building a SaaS business that's sustainable. For more information about the guest from this week:  Scott Markovits Website Spontaneousli Subscribe to Value Inspiration on Friday’s   Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here   It's a short weekly musing on how to shape a B2B SaaS business your customers would miss if it were gone. See acast.com/privacy for privacy and opt-out information. Learn more about your ad choices. Visit megaphone.fm/adchoices
#207 - Rami Darwish, CEO Arrow Labs on empowering 2 billion deskless workers
23-03-2022
#207 - Rami Darwish, CEO Arrow Labs on empowering 2 billion deskless workers
This podcast interview focuses on product innovation that has the power to enable desk-less workers to perform at their highest potential, with minimal intervention to their workday. My guest is Rami Darwish, Founder, and CEO of Arrow Labs Rami is a founder and entrepreneur in digital technology for the enterprise and b2b segment. He has a deep understanding of business growth and scale strategy. He's an expert in workforce management and digitalization of the field operation and beyond that, he has a deep understanding of mobility in the enterprise.  In 2011 he founded Arrow Labs a company that's on a mission to provide companies pioneering and reliable workforce management solutions that impact their people and operations in a meaningful way. It envisions a world where employees can connect, collaborate and perform at their highest potential, with minimal intervention to their workday. And this inspired me, and hence I invited Rami to my podcast. We explore what's broken in the world of the desk-less worker and how this negatively impacts efficiency, accuracy, customer service, and safety. Rami shares the approach they've taken to enable field workers to deliver their best work in the toughest conditions. He also details what they did to not only survive the pandemic but come out stronger altogether. Last but not least he shares his experiences in creating momentum, especially in a market that hasn't got a change or growth mindset. Here are some of his quotes: I used to work for fortune 500, corporate companies in the tech space. And I was working on large projects that would cover an entire city, for example, a safe city project or an integrated city project. And we have a lot of tools, everything from video wall tools to access to databases and information in real-time.  But when you're doing a large city-type project, you're interacting with the real world. You're not sitting in a bubble, you're interacting with people, workers in the street, frontline people that either are providing you valuable information, or you need to provide them valuable information. What I realized while I was doing that was: Oh my God,...as soon as we want to get information out to the front line or get information from the frontline back into the HQ, everything stops being digital became manual. During this interview, you will learn four things: How to avoid wasting lots of energy, time, and money by focusing your efforts on people who believe what you believe Why you should always strategize about the two or three moves ahead - plan early - do a lot of smaller executive steps ahead of time  That there's a fine line between being capital efficient and missing an opportunity - take chances. Why every opportunity should start with the simple question: Do I firmly believe in it?  For more information about the guest from this week: Rami Darwish Website Arrow Labs Subscribe to Value Inspiration on Friday’s Stressed by the thought of 'not enough' traction? Eager to know how to remove the roadblocks that slow down your entire SaaS business? Then Subscribe here   It's a short weekly musing on how to shape a B2B SaaS business your customers would miss if it were gone. See acast.com/privacy for privacy and opt-out information. Learn more about your ad choices. Visit megaphone.fm/adchoices
#206 - Adam Honig, CEO of Spiro AI on embracing a customer first mindset
16-03-2022
#206 - Adam Honig, CEO of Spiro AI on embracing a customer first mindset
This podcast interview focuses on product innovation that has the power to relieve salespeople from having to use CRM, so they can focus on what they're best at: In the moment selling. My guest is Adam Honig, CEO of Spiro AI Adam has worked my entire career in the technology industry. His specialty is building companies and organizations that sell and deliver enterprise software and solutions in the B2B space.  All of the companies that he helped found were focused on dramatically improving their operations. Two of these companies went public, and two of them were successfully sold at favorable valuations. Although much has changed in the technology business since he started his career he believes a few things always remain the same: it's all about the business outcomes and not the technology itself. And you can never go wrong telling the truth. It's never worth it working with a jerk. And being the category king should always be your goal. After watching the movie 'Her' which shares a vision of artificial intelligence, played by the voice of Scarlett Johansson guiding sales reps to larger commission checks, he knew it was time to transform CRM and deliver the outcomes the world had been waiting for.  Today he's the CEO of Spiro, a proactive relationship management platform. Spiro is on a mission to end an era where companies waste millions of dollars on CRM. How? By creating a platform that works for Salespeople, instead of the other way around.  And this inspired me, and hence I invited Adam to my podcast. We explore what's broken in CRM and how the things CRM demands its users to do is fundamentally flawed. Adam shares why the problem won't be solved by making existing solutions look nicer, but that the solution is in doing things completely differently.  We dig into the journey Spiro has been through to get traction and how it overcame the tough battle to get people to adopt new technologies. He also shares the big lessons learned in deeply understanding the real outcomes customers want to solve and what it requires to build a software business that stands out in a dense market. Here are some of his quotes: Really good salespeople are really good 'in the moment'. Having the conversation really listening well, understanding what's happening. They're not the same people who are good at then typing all of that up. It's just it's a different skill. And so the things that CRM asks them to do are the things that they're bad at. It's structurally flawed. And so, the salespeople who are really good at updating the CRM are the really bad salespeople. I had one sales VP telling me when he takes over a new job as a VP of sales, he looks to see who does the best job at CRM, and he fires those salespeople. Crazy. During this interview, you will learn four things: Why we have to stop creating solutions that demand users to do things they're not good at and principally despise. Focus on what they need to be successful instead. That often the only way to deliver remarkable impact is doing the hard things first.  Why we should do away with the preconceived notion we know our domain like no one else - it can seriously get you stuck in sales Why it's key to set your ego aside as a CEO and invest time listening to your customers. Not leadership, but actual users. Not once, but weekly. For more information about the guest from this week: Adam Honig Website Spiro AI See acast.com/privacy for privacy and opt-out information. Learn more about your ad choices. Visit megaphone.fm/adchoices