How to Scale Sales (Sudheesh Nair and Ajeet Singh of ThoughtSpot)

B2BaCEO (with Ashu Garg)

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State Secrets: Inside The Making Of The Electric State

1
The Secret To Getting Inspired: Millie Bobby Brown & Chris Pratt Go Behind The Scenes 21:04

8 weeks ago21:04

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21:04

Step into the mysterious and visually stunning world of The Electric State as host Francesca Amiker takes you behind the scenes with the creative masterminds who brought Simon Stålenhag’s dystopian vision to life. In this premiere episode, directors Joe and Anthony Russo, stars Millie Bobby Brown and Chris Pratt, writers Christopher Markus and Stephen McFeely, and producers Angela Russo-Otstot and Chris Castaldi reveal how they transformed a haunting graphic novel into an epic cinematic experience. Watch The Electric State coming to Netflix on March 14th. Check out more from Netflix Podcasts . State Secrets: Inside the Making of The Electric State is produced by Netflix and Treefort Media.…

5 years ago 41:00

MP3•Laman utama episod

Sudheesh Nair and Ajeet Singh discuss the tricky process of handing off the CEO baton. They also go deep on how to build a world-class sales organization.

57 episod

#Business #Foundation Capital #Tech #Entrepreneur #Ashu Garg #Enterprise #SaaS #Silicon Valley #CEOs #Venture Capital

How to Scale Sales (Sudheesh Nair and Ajeet Singh of ThoughtSpot)

B2BaCEO (with Ashu Garg)

46 subscribers

published 5 years ago

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MP3•Laman utama episod

Sudheesh Nair and Ajeet Singh discuss the tricky process of handing off the CEO baton. They also go deep on how to build a world-class sales organization.

57 episod

#Business #Foundation Capital #Tech #Entrepreneur #Ashu Garg #Enterprise #SaaS #Silicon Valley #CEOs #Venture Capital

Semua episod

B2BaCEO (with Ashu Garg)

1
How to Solve AI-Powered Search (Arvind Jain, founder and CEO of Glean) 42:41

14 weeks ago42:41

42:41

My guest today is Arvind Jain, the founder and CEO of Glean. Before Glean, Arvind spent over a decade building Google's search infrastructure. He then co-founded Rubrik, which recently passed $1B ARR. With Glean, Arvind is tackling the longstanding challenge of enterprise search. Yet his vision goes beyond this. He believes every employee should have their own team of AI agents to help them work smarter and achieve more. In our conversation, Arvind shares his journey as a technical founder and offers his unique perspective on what it takes to build a successful startup today. We also discuss where AI is heading, and where he sees the biggest opportunities for founders. Hope you find this conversation valuable! Chapters: 00:00 Cold open 04:42 How Arvind began his journey in search 06:59 Arvind on Glean's mission 08:50 The evolution of enterprise search 12:56 How AI unlocks a new dimension for search 16:56 Lessons for AI startup founders 21:23 Navigating the AI startup landscape 25:44 The "build vs. buy" decision with AI models 31:09 Defining the role of AI in business 34:57 The future of work with AI agents 39:30 The shift from SaaS to Service-as-Software 41:21 Concluding thoughts…

B2BaCEO (with Ashu Garg)

1
How to Rewrite the Rules of 'Founder Mode' (Frank Slootman, Chairman, Board of Directors, Snowflake) 51:22

26 weeks ago51:22

51:22

Frank Slootman turns the 'founder mode vs. manager mode’ debate on its head. Frank’s track record in B2B land is iconic: He took Data Domain from pre-revenues to a $2.5B acquisition by EMC. He led the IPO at ServiceNow, and when he left the company, it was worth $34B. Frank then took Snowflake public, and the company was worth over $70B when he retired earlier this year. After three successful CEO stints, Frank isn’t buying Silicon Valley’s fairytales about founders. His leadership style combines a manager’s prowess with a founder’s passion. Frank epitomizes what some might call “owner mode!” (00:07) Frank's thoughts on 'founder mode' vs. 'manager mode' (00:47) The role of non-founder managers and CEOs (09:59) How to manage effectively without micro-managing (17:11) The importance of intellectual honesty (18:32) Frank's thoughts on being 'in the arena' (21:04) What it really takes to build a viable business (28:34) Contrasting ServiceNow and Snowflake (33:40) The impact of AI on business (39:01) The future of app ecosystems (44:50) Becoming a student of leadership (46:31) Managing investor relationships (48:04) Why Frank doesn't think about his legacy (50:17) Closing Thoughts…

B2BaCEO (with Ashu Garg)

1
How to Adapt and Win in Enterprise Software (Aaron Levie, Co-Founder & CEO of Box) 42:40

29 weeks ago42:40

42:40

Aaron Levie, co-founder and CEO of Box, has guided the cloud content management platform from a dorm room project into a publicly traded company with over $1B in annual revenue. In his second appearance on B2BaCEO, Aaron reflects on his founder journey, sharing how Box capitalized on cloud computing and their recent push to integrate generative AI. But our conversation goes far beyond Box. Aaron’s role has given him a unique vantage point on what the latest advances in AI mean for founders. We explore the AI applications that excite him most, where he sees opportunities for startups over incumbents, and the potential areas in AI that founders might be overlooking. (0:00) Intro (2:26) The Box journey (4:23) Transitioning to enterprise (8:26) Building a GTM flywheel (11:45) Lessons from the enterprise journey (15:16) Where AI is heading (18:14) Facing the innovator's dilemma (20:54) AI agents (26:15) Why AI is positive sum for the economy (30:24) The AI doomer debate (34:22) The evolving model ecosystem (40:30) Parting advice for founders…

B2BaCEO (with Ashu Garg)

1
How to Build a Company Around Cutting-Edge AI (Srinath Sridhar, Founder of Regie.ai) 32:44

41 weeks ago32:44

32:44

In this episode, I talk with Srinath Sridhar, CEO & Cofounder of Regie.ai, who has always been ahead of the AI curve. Sri and his co-founder Matt Millen started Regie.ai in 2019 with the idea that GPT-3 would transform how all of us write emails. Today, Regie uses AI to automate sales prospecting for the enterprise. The company's Auto-Pilot automates most of the repetitive tasks involved in demand generation, including writing sequences, scheduling calls and responding to emails. Sri knew in early 2019 that LLMs would be a game-changer. What he didn’t know was exactly what product to build. In this episode, we’ll dig into the details of how he did it.…

B2BaCEO (with Ashu Garg)

1
How to Build a Multi-Billion-Dollar Software Business (Mohit Aron, Founder of Cohesity) 1:07:59

46 weeks ago1:07:59

1:07:59

In this episode, I'm excited to welcome Mohit Aron back to B2BaCEO for the second time. As the founder of Cohesity and co-founder of Nutanix, Mohit is a titan in the world of enterprise GTM and infrastructure software. With two wildly successful companies under his belt, he's a true expert when it comes to building enterprise software businesses from the ground up. In our conversation, Mohit shares his proven frameworks for validating startup ideas. He reveals hard-won lessons from starting Nutanix and Cohesity, with real-world examples that bring his advice to life. We explore product-market fit—what it really looks like in practice—as well as how to build a team and manage performance in a high-growth startup. We wrap up by discussing the topic du jour, generative AI, and the opportunities it opens for startups. This episode is full of insights for technical founders. I hope you enjoy it! (00:00) Intro (00:21) Mohit's framework for a bulletproof startup hypothesis document (07:53) Why your MVP shouldn't be your full vision (10:39) Cohesity's journey from 0 to 1, 1 to 10, and 10 to 100+ (17:19) Examples of founders not being intellectually honest about their hypotheses (20:35) How to accurately size your startup's market (TAM) (23:55) Balancing founder conviction with naysayer feedback (31:02) Adapting the hypothesis document for the generative AI era (34:19) Mohit's definition of product-market fit (39:05) When to hit the gas on sales hiring (and when not to) (44:59) Mohit's system for competency-based hiring (53:17) Implementing performance management via quarterly calibrations (56:00) What Mohit would do differently as a technical founder (58:07) Mohit's top advice for founders (60:09) The industries ripe for disruption by generative AI (62:04) Book recommendations for founders…

B2BaCEO (with Ashu Garg)

1
How to Grow from Ph.D. to Two-Time Startup CEO (Sanjit Biswas, Co-Founder & CEO of Samsara) 58:56

52 weeks ago58:56

58:56

My guest today is Sanjit Biswas, the co-founder and CEO of Samsara, a platform that helps companies digitize their physical operations. In 2023, Samsara reached $1 billion in ARR, making it one of the fastest startups in history to hit this milestone. But this wasn't Sanjit's first major success. Before starting Samsara, Sanjit left his Ph.D at MIT to build Meraki, a cloud networking company that Cisco acquired for $1.2 billion in 2012. In our conversation, Sanjit shares his journey from grad school research to bootstrapping Meraki in the early days. He reflects on the lessons he learned from Meraki's pivot to the enterprise, the decision to sell to Cisco, and the insights that led him to start Samsara. We then turn to how Samsara found product-market fit, Sanjit's philosophy on allocating capital, and the areas where he believes generative AI will have the biggest impact. It was a really fun and insightful conversation that I think you'll enjoy! (00:00) Intro (00:16) Sanjit's background and the genesis of Meraki (06:25) Meraki's pivot to the enterprise and rapid growth (09:45) Lessons from building Meraki's enterprise sales motion (16:15) The decision to sell Meraki to Cisco (20:05) Founding Samsara and its mission (27:11) Defining Samsara's product strategy based on customer feedback (31:00) Samsara's unique journey to $1B in revenue (39:16) Sanjit’s "70/20/10” framework for allocating capital (43:13) The importance of board alignment and company culture (50:58) Sanjit's thoughts on AI and hype cycles (54:22) Sanjit's advice for aspiring entrepreneurs…

B2BaCEO (with Ashu Garg)

1
How to Win Your First Enterprise Customer (Doug Winter, Founder and CEO at Seismic) 51:13

1 year ago51:13

51:13

My guest today is Doug Winter, the founder and CEO of Seismic, a leading enterprise sales enablement platform. Today, Seismic has a team of 1,500 people and nearly $400 million in recurring revenue. We start the conversation with Doug explaining what sales enablement actually means. From there, we turn to the early days of Seismic and unpack Doug’s approach to finding product-market fit, positioning, and targeting enterprise customers from day one. He speaks candidly about the challenges of scaling and closes with actionable advice for founders in 2024. Fewer than 1% of B2B software companies reach Seismic’s scale. Doug’s story offers a valuable blueprint for founders with similarly audacious ambitions. I hope you find this conversation as inspiring as I did. Let’s dive in! (00:00) Cold open (2:21) Doug explains what sales enablement is (3:39) Genesis of the idea for Seismic (7:08) Seismic's scrappy early days (13:10) Lessons from fundraising (18:23) Targeting large enterprises from day one (22:32) Scaling a GTM engine (28:23) Making proactive leadership changes (37:12) Running great board meetings (40:59) Impact of AI on Seismic's business (44:42) Advice for founders starting in 2024…

B2BaCEO (with Ashu Garg)

1
How to Shape the Future of AI (Naveen Rao, VP of Generative AI at Databricks) 1:03:17

1 year ago1:03:17

1:03:17

My guest this month is Naveen Rao, the co-founder of MosaicML and current head of Generative AI at Databricks. Naveen's journey is unique, as it echoes the evolution of AI itself. He’s best known for founding and selling two successful companies. The first, Nervana, an AI-focused chip company, was acquired by Intel for $400 million in 2016. The second, MosaicML, was acquired by Databricks in June for $1.3 billion. In our conversation, we unpack the insights and frameworks that led Naveen to make these bets in the first place. We begin by exploring his long history in AI research and startups, from his early days at Qualcomm, his founding of Nervana, and the genesis of MosaicML. We then turn to the complexities of the ever-changing AI landscape and go behind the scenes of MosaicML’s acquisition by Databricks. We close with Naveen’s takes on the most urgent questions in AI, including the recent tumult at OpenAI, the road to AGI, the role of regulation, and where he thinks generative AI will go next. What struck me most is Naveen’s remarkable ability to not only anticipate the future but also actively pave the path toward it. For founders looking to navigate our current AI moment, this episode is full of valuable lessons.…

B2BaCEO (with Ashu Garg)

1
How to Power the AI Boom (Robert Nishihara, Co-Founder & CEO of Anyscale) 45:36

1 year ago45:36

45:36

In this episode of B2BaCEO, I speak with Robert Nishihara, co-founder and CEO of Anyscale. Anyscale’s aspiration is to build the fastest, most cost-efficient infrastructure for running LLMs and AI workloads. When it is successful, Anyscale will be to the AI era what Microsoft was for the PC era: the underlying operating system on which all AI applications are developed and run. Anyscale is built on Ray, an open-source compute framework that Robert and his co-founders developed as PhD students at UC Berkeley. Under the guidance of Professor Ion Stoica, who also co-founded Conviva and Databricks, the team sought to make distributed computing broadly accessible. Anyscale was then launched as a fully managed platform for Ray, making even the toughest problems in distributed computing easy for developers to tackle. Today, Anyscale is a billion-dollar business powering mission-critical AI use cases at companies like Amazon, Cohere, Hugging Face, NVIDIA, OpenAI, and Visa. If you’ve been a PhD student at UC Berkeley, created a popular open-source framework, and built a billion-dollar business on top of it, you’ve likely learned a thing or two along the way. Robert’s story offers valuable lessons for fellow founders and builders at all stages of the startup journey.…

B2BaCEO (with Ashu Garg)

1
How to Build, Scale, and Sell a Startup (Tracy Young, Co-Founder of TigerEye & PlanGrid) 48:18

2 years ago48:18

48:18

My guest this month is Tracy Young, the co-founder and former CEO of PlanGrid, a productivity tool for construction companies. From going through YC and losing a co-founder to cancer, to being acquired by Autodesk for $875 million, Tracy has picked up many valuable lessons that other founders and CEOs can learn from. Our conversation unpacks these lessons, including finding (and keeping!) product-market fit, navigating startup growing pains, showing up effectively to board meetings, and managing the emotional toll of fundraising. We also speak about Tracy’s new venture, TigerEye, and what she’s doing differently the second time around. After having countless conversations with founders over the years, I thought I’d heard it all. Tracy proved me wrong. Her story serves as an inspiration for aspiring entrepreneurs in any industry.…

B2BaCEO (with Ashu Garg)

1
How to Deploy AI in Your Company (Matei Zaharia, CTO & Co-Founder of Databricks) 39:47

2 years ago39:47

39:47

If you’re not hardcore about AI, then stop the podcast now — because this episode for real technology nerds. Ashu’s guest is Matei Zaharia, CTO and cofounder of Databricks, and a professor of computer science at Stanford University. Ashu and Matei cover a lot of ground — most of it technical, all of it very relevant for anyone who’s serious about building with artificial intelligence. They start with a discussion of Databricks’ early days: how the startup established a foothold in a market dominated by entrenched incumbents and some of the challenges Matei and his cofounders faced. The rest of the conversation is all about AI. Matei breaks down the most common challenges that enterprises run into when attempting to adopt AI. He shares tips for how startups can best deploy foundation models. And he speculates on what the game-changing new use cases for AI will be over the next two years. Matei also pulls back the kimono on some of the cutting-edge machine-learning research he and his team at Stanford are working on. Finally, listen to the end for a fascinating exchange about artificial intelligence beyond large language models.…

B2BaCEO (with Ashu Garg)

1
How to Capture the AI Moment (Bobby Yerramilli-Rao, Chief Strategy Officer at Microsoft) 47:11

2 years ago47:11

47:11

As everyone listening to this podcast knows, the release of ChatGPT last November ushered in a new age of AI and catalyzed a wave of AI startups. For this episode of B2BaCEO, Ashu goes deep on AI with Bobby Yerramilli-Rao, former serial entrepreneur and investor, and current Chief Strategy Officer at Microsoft. Ashu picks Bobby’s brain on what sectors and problem spaces he thinks are ripe for innovation with AI and what the opportunities for startups are. They then dissect the four layers of the AI stack, from applications to platforms to infrastructure to models. Lastly, they talk about flavors of artificial intelligence beyond large language models. If you’re a founder or executive who wants to understand the AI moment and all the opportunities it holds for enterprises and society — listen to this conversation.…

B2BaCEO (with Ashu Garg)

1
How to Grow in a Bear Market (Beerud Sheth, Co-Founder & CEO of Gupshup) 27:18

2 years ago27:18

27:18

Beerud Sheth is the Co-Founder and CEO of Gupshup, a leading platform for cloud messaging. Prior to that he was the cofounder of what is now Upwork, a pioneer of online freelancing and remote work. Beerud took the slow and steady pace to winning the race, building two unicorns over 25 years. On the show, he and Ashu draw from Beerud’s depth of experience and break down how a company can achieve capital-efficient growth in the current economic environment. They also lay out the case for why India might be the Silicon Valley of the future.…

B2BaCEO (with Ashu Garg)

1
How to Build a Hundred Billion Dollar Company (Jonathan Siddharth, Co-Founder & CEO of Turing) 42:00

3 years ago42:00

42:00

Jonathan Siddharth is cofounder and CEO of Turing, the platform that helps companies source, vet, match, and manage the world's best software developers remotely. Jonathan started Turing in Foundation Capital’s offices four years ago and he’s since grown it into a $4B company. On this episode of B2BaCEO, Ashu gets him to talk about how he did it: from best practices for hiring execs and communicating with investors, to the unique fundraising machine that Turing’s built, to navigating through choppy economic waters. Jonathan is one of the most methodical, forward-thinking entrepreneurs active today. For four wild years, he’s been living the startup life, and fighting the founder’s fight, and embodying this show’s ideal of growing from engineer to CEO.…

B2BaCEO (with Ashu Garg)

1
How to Build an Organization (Alex Bouaziz, Co-Founder & CEO of Deel) 29:14

3 years ago29:14

29:14

Alex Bouaziz is the guest for this edition of the show. He is the Co-founder and CEO of Deel, a global payroll solution that helps businesses hire anyone, anywhere. Founded in 2019, Alex and his team have grown the company into a unicorn with almost a thousand employees in just three short years! In this conversation, he opens up about the thrills and perils of scaling Deel so rapidly: from the things he got right, like how to hire and how to foster a culture of excellence; to where he got it dead wrong, including titles and product development. Alex and Ashu hit every angle of what it takes to build an organization.…

B2BaCEO (with Ashu Garg)

1
How to Be a SaaS Wunderkind (Christian Owens, Founder & CEO of Paddle) 1:06:22

3 years ago1:06:22

1:06:22

On this episode, Ashu is coming to you from London, where he’s spending the summer. His guest is Christian Owens, founder and CEO of Paddle, a B2B payments infrastructure platform. Christian is a fascinating fellow. He dropped out of high school at 16 to run his first software company, which he scaled to $5 million in revenue — not a bad lemonade stand! He started his second company, Paddle, when he was 18 and, in the ten years since, he’s scaled it to a unicorn with over $55M in revenue. In this wide-ranging conversation, recorded in person at Paddle’s offices, Ashu and Christian cover everything from Christian’s brief and wondrous career, to how to scale an enterprise company when you’re starting as a complete novice, to what the current economic environment means for “growth at all costs.”…

B2BaCEO (with Ashu Garg)

1
How to Hire People Better Than Yourself (Ashutosh Garg, Founder & CEO of Eightfold) 26:26

3 years ago26:26

26:26

On this episode, it’s Ashu Garg vs. Ashu Garg. Our guest is his good friend Ashu Garg, who also goes by Ashutosh. Ashutosh is the founder and CEO of Eightfold, an AI-powered talent-acquisition and -management platform, where our Ashu is a board member and early investor in the company. In this conversation, the two Ashus trace Eightfold’s not-always-easy path from altruistic mission to Silicon Valley unicorn. They spend much of their time discussing how to hire the best people. And CEO Ashu shares everything he wished he knew at the beginning of his startup journey.…

B2BaCEO (with Ashu Garg)

1
How to Sell Software (Yamini Rangan, CEO of HubSpot) 36:55

3 years ago36:55

36:55

On this episode, Ashu’s guest is Yamini Rangan, the CEO of HubSpot. The tagline of the B2BaCEO podcast is “from engineer to CEO,” and that’s exactly the path that Yamini took. She started out as an engineer, then moved to sales, and then eventually to running go-to-market operations as an executive. Less than a year ago, Yamini became the CEO of HubSpot, under unexpected and trying circumstances, which she details in the conversation. Ashu and Yamini spend most of their time discussing how to make the transition from engineering to sales and how to build a customer-focused organization.…

B2BaCEO (with Ashu Garg)

1
How to Be a One-Man C-Suite (Nikesh Arora, CEO of Palo Alto Networks) 48:34

3 years ago48:34

48:34

Nikesh Arora began his career at Fidelity Technologies, where he served as VP Finance. He then went onto T-Mobile, where he was CMO and then in 2004 joined Google, initially running Europe and was ultimately the Chief Business Officer of the company before he left in 2014. He was then president and COO of Softbank Corp before becoming CEO of Palo Alto Networks in 2018. Nikesh has held so many different functional leadership roles that it’s small wonder we’ve dubbed him the “One Man C-Suite.” On this episode, Ashu and Nikesh explore the importance of culture, and how it separates the great companies from the also-rans. Nikesh explains how he went about defining the culture at Palo Alto Networks and then translated that aspiration into reality, including how he approaches hiring.…

B2BaCEO (with Ashu Garg)

1
How to Lead With Gusto (Josh Reeves, Co-Founder & CEO of Gusto) 48:24

3 years ago48:24

48:24

On this episode, Ashu interviews Josh Reeves, founder and CEO of Gusto, which is reimagining payroll, benefits, and HR for modern companies. Josh joins Ashu to celebrate Gusto’s 10th anniversary. Josh explains Gusto’s atypical focus on building for “durability and accountability,” as against the usual Silicon Valley dogma of grow fast or die. He walks listeners through how he scaled the company in stages and the new muscles he had to build at each stage. Ashu delves into how Josh successfully made the transition from founder to CEO, how Josh’s leadership style evolved over time, and how has this translated to Gusto's culture.…

B2BaCEO (with Ashu Garg)

1
How to Build a Decacorn (Ali Ghodsi, Co-Founder & CEO of Databricks) 48:58

3 years ago48:58

48:58

DataBricks CEO and cofounder, Ali Ghodsi, is back on the podcast for a third time, making him the most frequent guest we’ve had on the show. On this episode, courtesy of our recent enterprise conference, FC BUILD 2021, Ali shares the founding story of Spark and DataBricks, and his own story of going from an academic to a CEO. Ali breaks down the evolution of DataBricks’ business model and the company’s go-forward vision as a broader platform for data scientists and ML engineers. And he offers advice for founders trying to build a company out of an open-source project. Ali also gets the best way for startups to engage with DataBricks. And he shares what he’s learned, from the ground up, about getting go-to-market right and converting that know-how into a $10+B company.DataBricks CEO and cofounder, Ali Ghodsi, is back on the podcast for a third time, making him the most frequent guest we’ve had on the show. On this episode, courtesy of our recent enterprise conference, FC BUILD 2021, Ali shares the founding story of Spark and DataBricks, and his own story of going from an academic to a CEO. Ali breaks down the evolution of DataBricks’ business model and the company’s go-forward vision as a broader platform for data scientists and ML engineers. And he offers advice for founders trying to build a company out of an open-source project. Ali also gets the best way for startups to engage with DataBricks. And he shares what he’s learned, from the ground up, about getting go-to-market right and converting that know-how into a $10+B company.…

B2BaCEO (with Ashu Garg)

1
How to Amp It Up (Frank Slootman, Chairman & CEO, Snowflake) 34:47

3 years ago34:47

34:47

This episode’s guest is the one and only Frank Slootman. Frank is the chairman and CEO of Snowflake Computing, which he took public in a blockbuster IPO in 2020. Frank is also the author of the new book Amp It Up. Most leadership books written by high-profile CEOs are collections of feel-good abstractions and inspirational quotes. But Amp It Up digs into the nuts and bolts, the blood and guts, of what it takes to build a great company. It reads like it written by, and written for, someone who’s fought in the enterprise arena. On this episode of the podcast, Ashu grills Frank about the lessons learned in the book and beyond: from building a high-performance culture, to hiring and firing, to trends in the enterprise that drive Frank nuts. True to form, the always unfiltered Mr. Slootman doesn’t hold back. This is a fun one!…

B2BaCEO (with Ashu Garg)

1
How to Win (Dan Springer, CEO of DocuSign) 30:04

3 years ago30:04

30:04

Dan Springer is a three-time Silicon Valley CEO. He’s currently the CEO of DocuSign, which he took public and subsequently scaled to more than $2 billion in run-rate revenue and $50+ billion in market cap. Any losers out there will want to stop listening now, because this episode is all about how to win: how to win as a CEO, how to win at go-to-market, and how to win the war for talent.…

B2BaCEO (with Ashu Garg)

1
How to Scale Product-Market Fit (Rob Bernshteyn, CEO & Chairman, Coupa Software) 27:31

4 years ago27:31

27:31

Rob Bernshteyn’s definition of product-market-fit is having “the least lines of code with the maximum amount of value and the highest willingness to pay for that value.” Rob is the CEO of Coupa, the leading business-spend management platform. He’s a product-led and metrics-driven CEO. So, naturally, this conversation is all about product and SaaS metrics. In this episode, Rob unpacks his definition of product-market fit and talks about his formula for scaling a SaaS company to a billion dollars.…

B2BaCEO (with Ashu Garg)

1
BONUS: How to Architect the Future (Max Simkoff, Founder & CEO of Doma) 15:38

4 years ago15:38

15:38

This is a special bonus episode of B2BaCEO featuring one of Foundation Capital’s own CEOs, Max Simkoff. In 2016, Max founded Doma, a real estate transactions startup, out of our San Francisco office and Foundation led his Series A. Just last week, less than five years later, Doma started trading on the New York Stock Exchange. You can watch the full story of how Doma went from proof-of-concept to public company in our new video series, “ Diary of a Startup. " But this episode of the podcast focusses on what Max learned it takes for a FOUNDER-CEO to build a great company. Max walks us through all the critical first steps, even the seemingly trivial ones, for starting a business. He gets into the minds of VC investors and what founders need to do to really impress them. And he lays out, in no uncertain terms, who exactly is and isn’t a real entrepreneur.…

B2BaCEO (with Ashu Garg)

1
How to Do OKRs Right (Deidre Paknad, CEO & Co-Founder of WorkBoard) 29:25

4 years ago29:25

29:25

This episode goes deep on a topic that many founders, especially first-time founders, obsess over but usually get wrong: OKRs, objectives and key results. And there’s literally no greater authority on this topic than our guest Deidre Paknad, CEO and cofounder of WorkBoard, the enterprise standard in OKR software and expertise. Deidre is one of the most methodical, systematic, and gutsy leaders we’ve ever had on the show. Many CEOs overdo or underdo OKRs. Listen to Deidre and she’ll tell you how to do OKRs right.…

B2BaCEO (with Ashu Garg)

1
How to Protect Your Perimeter (Doug Merritt and Mike DeCesare) 42:41

4 years ago42:41

42:41

Doug Merritt and Mike DeCesare both hold leadership roles at prominent cybersecurity companies. But before they made their way into the CEO seat, both spent many years in a variety of operational positions, gaining a 360-degree view of their respective businesses. Today, Doug leads the team at Splunk with empathy, ensuring all contributors feel valued. And Mike, now co-chairman at Forescout Technologies, explains how his holistic professional journey has made him a more thoughtful leader. We’ll hear from both executives in this next installment from our FC BUILD series, this time moderated by my partner and resident cybersecurity expert, Sid Trivedi. Sid questions Doug and Mike about where privacy is heading in a post-Covid world and about some of the hot topics in the world of cybersecurity today.…

B2BaCEO (with Ashu Garg)

1
How to Go From Idea to IPO (George Kurtz & Michelle Zatlyn) 47:21

4 years ago47:21

47:21

In this session from our FC BUILD conference, Ashu interviews two billion-dollar founders. When it comes to scaling management, engineering culture, and anticipating future markets, Cloudflare COO Michelle Zatlyn and CrowdStrike CEO George Kurtz are the ones to ask. Each shares a bit about their respective company’s journeys — plus, George explains how a company is like a race car!…

B2BaCEO (with Ashu Garg)

1
How to Grow as a CEO (Tien Tzuo and Edith Harbaugh) 37:26

4 years ago37:26

37:26

In this installment of our FC BUILD series, my partner Steve Vassallo talks with Edith Harbaugh, co-founder and CEO of LaunchDarkly, and Tien Tzuo, co-founder and CEO of Zuora. Both former engineers, Edith and Tien offer advice for building a startup, discuss scaling in the time of virtual work, and dissect the art of managing others and themselves.…

B2BaCEO (with Ashu Garg)

1
How to Commercialize Open Source (Ali Ghodsi, Co-Founder & CEO of Databricks) 44:19

4 years ago44:19

44:19

In this discussion from our recent enterprise conference FC BUILD, Ashu interviews Databricks founder and CEO Ali Ghodsi. A rather unconventional company, Databricks began as an open-source project at UC Berkeley that moved into the commercial space after the team realized its impact. Ali and Ashu discuss commercializing an open-source project, identifying product-market fit, and optimizing go-to-market.…

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