Slides from a presentation I gave at VC CEO portfolio summit on Unlearning as we scale enterprise software startups focusing on how to think about the "next-level people" and "dance with who brung ya" adages along with thoughts on generalizing the former adage, hiring next-level people, and unlearning in general, specifically with infering false causality for success.
How to get sales and marketing working togetherDave Kellogg
Presentation to a gathering of PE portfolio company CEOs, CROs, and CMOs on how to get marketing working together with sales to increase sales results.
Dave Kellogg presentation to a high-growth SaaS company's All Hands meeting / speaker series in February, 2019. Discusses the key elements of making a great SaaS company, but quantitative and qualitative.
PE Portfolio CEO Summit, Topical Marketing ChatsDave Kellogg
Presentation I gave to a private equity portfolio company CEO summit on various marketing topics, including how to think about marketing, scaling marketing, organizing marketing, planning and budgeting, the marketing/sales relationship, and measuring marketing.
Mastermind Masterclass:A CEO's Guide to Marketing with Dave Kelloggsaastr
No one word strikes more terror in the heart of product-, engineering-, or even sales-oriented founders and CEOs than "marketing." How to understand marketing? How to drive marketing? How to measure marketing? What to look for in a marketing leader? In this session, we'll talk about how CEOs (and ohter startup execs) should think about, charter, direct, and support marketing
How to get sales and marketing working togetherDave Kellogg
Presentation to a gathering of PE portfolio company CEOs, CROs, and CMOs on how to get marketing working together with sales to increase sales results.
Dave Kellogg presentation to a high-growth SaaS company's All Hands meeting / speaker series in February, 2019. Discusses the key elements of making a great SaaS company, but quantitative and qualitative.
PE Portfolio CEO Summit, Topical Marketing ChatsDave Kellogg
Presentation I gave to a private equity portfolio company CEO summit on various marketing topics, including how to think about marketing, scaling marketing, organizing marketing, planning and budgeting, the marketing/sales relationship, and measuring marketing.
Mastermind Masterclass:A CEO's Guide to Marketing with Dave Kelloggsaastr
No one word strikes more terror in the heart of product-, engineering-, or even sales-oriented founders and CEOs than "marketing." How to understand marketing? How to drive marketing? How to measure marketing? What to look for in a marketing leader? In this session, we'll talk about how CEOs (and ohter startup execs) should think about, charter, direct, and support marketing
9 Steps to Repeatable, Scalable, & Profitable GrowthDavid Skok
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Startup Pitch Deck Template: The Kitchen Sink AppendixNextView Ventures
The second of our templates to help entrepreneurs create better pitch decks and more successfully raise venture capital. Find the first here: http://www.slideshare.net/nextviewvc/startup-pitch-deck-templates-next-view-ventures-slideshare
Canaan Entrepreneur Pitch Workbook - To provide entrepreneurs with just the actionable, tactical guidance you need to clearly communicate your business idea.
How Startups Can Build a Recruiting MachineDavid Skok
Something important has changed in the recruiting process: the best people are almost never on the market, and you have to develop recruiting processes to find and sell passive candidates. In many cases, it will take months or years of relationship building with these candidates to find the right moment when they are open to considering a change. Closing them takes greater selling efforts than in the past due to the intense competition over the good candidates. This leads me to believe that there is now a third crucial startup skill that needs to be developed: recruiting.
Choosing your technology stack is one of many decisions you’ll have to make when creating a company from scratch. Along with this, you’ll need to figure out who you should found a company with, who you should take money from, what the company culture should be, management processes, and who to hire when. Joe will be covering basic technology stack choices (cloud v. hosted, frameworks, etc.) as well as other critical decisions one faces when starting a startup.
Zero to 100 - Part 7: The Role of the CEODavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Optimize Your Funnel By Getting Inside Your Buyer's HeadDavid Skok
Part of finding product/market fit is turning early wins into repeatable, scalable, and profitable sales. In this talk given as part of the Heavybit speaker series, I discuss how to shorten the time to customer conversion from trials, freemium and open source products.
Human Capital: Building high performance teams for your start-up's successMaRS Discovery District
Every start-up encounters speed bumps on the highway of growth. It's the people on your team who will enable your company to power through them. Skills and capabilities must evolve as you grow. You'll need to navigate advisory and other boards, recruit well and have effective team communication and a CEO who sets the stage for the company culture – all just to set you up for that early-stage VC funding.
Lance Laking, an experienced successful entrepreneur, talks about how to successfully drive this off-road path.
Part of the CIBC Presents Entrepreneurship 101 lecture series: http://www.marsdd.com/events/details.html?uuid=fb57c3a5-7e11-4bb6-b8b6-6276e0ec27c3
This deck draws from a lecture I give on the art of pitch decks -- the who, what, how, and why of crafting your messaging and assembling your deck.
Many thanks to Dave McClure (500 Startups), Ryan Spoon (Polaris Ventures), and the trial and error of the Tigerlabs portfolio for assisting me in assembling this deck.
Questions? Complaints? Bones to pick? Shoot me an e-mail at james@tigerlabs.co
Confitura 2013 Software Developer Career UnpluggedWojciech Seliga
My take of our challenging life of a software developer, typical misconceptions, myths and also great things, those which are important. I shared it (in Polish) in Warsaw at Confitura 2013.
From InDemand 2014, LinkedIn's Steve Watt, walks through the variety storytelling methods to help you find which approach is best for your talent brand.
Learn more about LinkedIn Talent Solutions: http://linkd.in/1bgERGj
Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg
Follow the LinkedIn Talent Solutions page: http://linkd.in/1cNvIFT
Tweet with us: http://bit.ly/HireOnLinkedIn
9 Steps to Repeatable, Scalable, & Profitable GrowthDavid Skok
In this slide deck, David Skok talks through his 9 step process for B2B startups to get through product/market fit, and to then find a repeatable, scalable, and profitable growth process.
In David's experience some of the most fatal and expensive mistakes founders make is trying to skip steps. Understanding this roadmap will save you countless hours and potentially millions of wasted dollars.
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Startup Pitch Deck Template: The Kitchen Sink AppendixNextView Ventures
The second of our templates to help entrepreneurs create better pitch decks and more successfully raise venture capital. Find the first here: http://www.slideshare.net/nextviewvc/startup-pitch-deck-templates-next-view-ventures-slideshare
Canaan Entrepreneur Pitch Workbook - To provide entrepreneurs with just the actionable, tactical guidance you need to clearly communicate your business idea.
How Startups Can Build a Recruiting MachineDavid Skok
Something important has changed in the recruiting process: the best people are almost never on the market, and you have to develop recruiting processes to find and sell passive candidates. In many cases, it will take months or years of relationship building with these candidates to find the right moment when they are open to considering a change. Closing them takes greater selling efforts than in the past due to the intense competition over the good candidates. This leads me to believe that there is now a third crucial startup skill that needs to be developed: recruiting.
Choosing your technology stack is one of many decisions you’ll have to make when creating a company from scratch. Along with this, you’ll need to figure out who you should found a company with, who you should take money from, what the company culture should be, management processes, and who to hire when. Joe will be covering basic technology stack choices (cloud v. hosted, frameworks, etc.) as well as other critical decisions one faces when starting a startup.
Zero to 100 - Part 7: The Role of the CEODavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Optimize Your Funnel By Getting Inside Your Buyer's HeadDavid Skok
Part of finding product/market fit is turning early wins into repeatable, scalable, and profitable sales. In this talk given as part of the Heavybit speaker series, I discuss how to shorten the time to customer conversion from trials, freemium and open source products.
Human Capital: Building high performance teams for your start-up's successMaRS Discovery District
Every start-up encounters speed bumps on the highway of growth. It's the people on your team who will enable your company to power through them. Skills and capabilities must evolve as you grow. You'll need to navigate advisory and other boards, recruit well and have effective team communication and a CEO who sets the stage for the company culture – all just to set you up for that early-stage VC funding.
Lance Laking, an experienced successful entrepreneur, talks about how to successfully drive this off-road path.
Part of the CIBC Presents Entrepreneurship 101 lecture series: http://www.marsdd.com/events/details.html?uuid=fb57c3a5-7e11-4bb6-b8b6-6276e0ec27c3
This deck draws from a lecture I give on the art of pitch decks -- the who, what, how, and why of crafting your messaging and assembling your deck.
Many thanks to Dave McClure (500 Startups), Ryan Spoon (Polaris Ventures), and the trial and error of the Tigerlabs portfolio for assisting me in assembling this deck.
Questions? Complaints? Bones to pick? Shoot me an e-mail at james@tigerlabs.co
Confitura 2013 Software Developer Career UnpluggedWojciech Seliga
My take of our challenging life of a software developer, typical misconceptions, myths and also great things, those which are important. I shared it (in Polish) in Warsaw at Confitura 2013.
From InDemand 2014, LinkedIn's Steve Watt, walks through the variety storytelling methods to help you find which approach is best for your talent brand.
Learn more about LinkedIn Talent Solutions: http://linkd.in/1bgERGj
Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg
Follow the LinkedIn Talent Solutions page: http://linkd.in/1cNvIFT
Tweet with us: http://bit.ly/HireOnLinkedIn
Great tips, resources, best practices and strategies for entrepreneurs, start-ups, professionals and small business owners.to plan launch and grow successful businesses.
Agile Tour Toronto 2013 presentation.
Do you see changes that you want to make at work, but aren't empowered to make them? We present tips and tricks for working on your company, with other people and on yourself.
Purpose-driven Business: Leading from Purpose & Core Valuesfmarinescu
A talk about one entrepreneurs rediscovery of his successful business as a social/purpose-driven business, how to lead a company from purpose & core values, and how business can be about making the world better. Lots of domain examples.
TechStars Talk on Organizational Health (Kyle Porter)SalesLoft
I gave this talk at FounderCon (the annual TechStars founder conference). It's entirely focused on organizational health: (core values, culture, meeting, rhythm, vision, mission, meetings, company pulse, sales development)
Recent research suggests we are entering the end of sustainable competitive advantage. The key to success in turbulent times comes from several key areas like, strategy as process, understanding the dynamics of change, keeping your L>C, and leveraging technology. In this all new session, Tom will cover the latest ways to find your edge. He will also feature a mini-session on Communications led by Dana Rubenstein, esq and the latest personal technologies to keep your L>C. You will learn about the five R's ROA (return on attention), ROL (learning), ROC (culture) and ROI, ROP (Return on People) and how you can apply them to your firm. You will also learn how vision and strategy are used to maintain a competitive edge and engage your people to give you their best.
Paul Middlebrook and Judith Stracey, Transform Conference 2012Communicate Magazine
Case study- a story of radical brand transformation through brand storytelling.
Business in highly competitive and often relatively low margin sectors focus their energy quite rightly on service excellence and risk mitigation.
In this pursuit to deliver competitive service levels, businesses often forget 'who they are and why they are different'. They stop communicating 'ATTITUDE' and focus on 'A to B'.
10 Lessons from a First Time Entrepreneur. Scot Chisholm
10 key lessons I've learned over an eight year (and counting) journey as a first time entrepreneur. First presented at Lean Startup Machine in San Diego, CA on May 19, 2013. http://www.stayclassy.org
Basic business advice for those converting part time gigs into "real" business ventures. Slides are a little wordier than usual; the Podcamp Philly Version will be a little more streamlined.
5 Steps to Crafting a Highly Social Talent Brand by LinkedIn - Webinar SlidesThe HR Observer
For large and small companies alike, an inspiring employer brand will deliver real results, driving down cost per hire and employee turnover. Find out how a strong employer brand impacts your hiring efficiency.
When faced with an opportunity to take on a stretch assignment, new role, or promotion, what’s your reaction? Be Leaderly surveyed more than 1,500 professionals to find out what it takes to say “yes” with confidence. In this webinar, learn what we discovered—and how you can prepare to step up to your next big career opportunity.
Guest speakers:
Shuchi Sharma, Global Vice President and Leader of Gender Intelligence at SAP and Robert F. Solomon Jr., Director of Culture and Engagement, Lowe’s Companies, Inc.
One of the neglected skills that many managers ovrerlook is to confront reality, confirm "truths," and objectively address the needs of the business in a way that productively meets requirement
Kellogg SaaStock C-Suite and Ground Truth^LLLLJ r1.5.pdfDave Kellogg
Slides from my SaaStock USA presentation on connecting the c-suite to the ground truth. Discusses both why and how you can do so. How includes [1] deploying CI, [2] doing third-party win/loss, and [3] doing an annual proprietary market study.
Balderton Metrics that Matter in 2023.pdfDave Kellogg
Slides from the Balderton version of my Kiwi SaaS presentation, Metrics that Matter in 2023, designed to talk about which SaaS metrics matter today that, in some cases, were not as important 12-24 months ago.
You Can't Fix a CAC Payback Period SaaS Metrics Palooza r2.3.pptxDave Kellogg
Slides from the presentation I gave at SaaS Metrics Palooza which discuss how VCs and operators view metrics differently by drilling into CAC payback period as an example.
Balderton Meetup: How To Build a Marketing Machine with Dave KelloggDave Kellogg
These are the slides from a recent presentation I did at a Balderton Capital meetup in London, discussing with portfolio company CMOs and CEOs how to build a marketing machine.
Presentation I gave to a high-growth startup with my perspectives on high-growth companies and how to manage the challenges that come with high growth.
Dave Kellogg SaaStr 2021: A CEO's Guide to MarketingDave Kellogg
Slides from Dave Kellogg's presentation at SaaStr Annual 2021, entitled A CEO's Guide to Marketing, where Dave discusses the top 5 things CEOs and C-level startup executives should know about marketing. Includes a 4-slide appendix of background resources.
Dave Kellogg GainSight Pulse Everywhere 20201: NDR Key BenchmarksDave Kellogg
This presentation discusses net dollar retention (NDR), aka dollar-based net retention and/or net revenue retention rate (NRR), for SaaS companies first discussing prior-generation metrics (e.g., churn, LTV), the rise of NDR, why NDR matters to both the company and the Customer Success team, and then looks at "what good looks like" in terms of an NDR rate. Spoiler: median is 104% for pre-public and 111% for public, roughly.
Churn is Dead, Long Live Net Dollar Retention, SaaStr Annual @ Home, SaaStr 2...Dave Kellogg
A slightly revised version of my presentation at SaaStr Annual 2020 which focuses on understanding SaaS business from a metrics viewpoint with a particular focus on the health of the installed base as measured by churn rates and net dollar retention rates
Churn is Dead, Long Live Net Dollar Retention, SaaStr Annual @ Home, SaaStr 2020Dave Kellogg
My presentation at SaaStr Annual 2020 which focuses on understanding SaaS business from a metrics viewpoint with a particular focus on the health of the installed base as measured by churn rates and net dollar retention rates
Presentation given by Accenture managing director Tamara Emerson at Host Analytics' 2013 roadshow discussing how the finance department is evolving towards the cloud.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
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LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
1. Dave Kellogg
Principal, Dave Kellogg Consulting
www.kellblog.com
@kellblog
Unlearning as We Scale
VC CEO Summit
11/6/20
This presentation and Kellblogby Dave Kellogg are licensed under a Creative Commons Attribution-NonCommercial4.0 International License.
2. Some Thoughts on Unlearning
Irony alert:
This quote often attributed to Mark Twain, but there is no evidence to suggest he actually said it.
3. On the Perils of
Taking Advice from Successful People
Theodore Levitt
Whose greatest hits include “people don’t want ¼” drills, they want ¼” holes,” and “the purpose of a business is to create and keep a
customer,” and “railroads were not in the train business, but in the transportation business.”
See also: https://kellblog.com/2020/05/02/on-the-perils-of-taking-advice-from-successful-business-people/
4. My Experience with Scale and Scaling
Operating
• Ingres, $30M to $240/400M
• Versant, $1M to $30M
• Business Objects, $30M to $1B
• MarkLogic, $0M to $80M
• Salesforce, $3B
• Host Analytics, $8M to $50M
Board & Advisory
• Aster Data (exited)
• Granular (exited)
• Alation
• Nuxeo
• Profisee
• <Your Company Here>
• Advisory: Tableau, MongoDB,
Recorded Future, GainSight, Cyral,
Plannuh, …
5. What We’ll Discuss Today
• The age-old startup adage about people
• Fixing and generalizing the adage
• Hiring next-level people
• Because or despite analysis
6. The Age-Old Silicon Valley Adage
“The people who got you here
aren’t the ones to get you to the next level.”
• Mostly true
• Often abused (maybe they were bad for the last level, too)
• But what are you supposed to do about it?
9. Darwinian Life at Growth Startup
• Extended executive staff had maybe a 12-16 people
• Nine-year tenure as we grew from 240 to 4,500 people
• How many other e-staff lasted during that period?
• I think zero
• Why? (In my humble opinion)
• The adage
• Building in year N felt like liability in year N+1
• Conclusions
• You certainly brought your A-game to work
• We lost a lot of good people, and the institutional knowledge that went with them
10. Failure is an Option
And what do you do when it happens?
14. At Salesforce, I Saw a Different Way
Was only there a year, but learned a lot
• People were recycled, not disposed → loyalty/valued, institutional knowledge
• Title was free, perhaps to a fault. (A perfect inflation hurts no one.)
• Roles were ambiguous → collaboration was the only option
• People worked as much for Methods* as managers → collaboration
• The org chart was in constant flux → culture of change, not stasis
• Strong culture and commitment to the company (1/1/1)
• (Well, there were the cage fights^ too, but we won’t talk about those)
* In the sense of V2MOM.
^ In the sense of Beyond Thunderdome.
15. Now Let’s Talk about Steady Eddie/Addie
• You can’t build a company of 3,000 superstars
• Google, excepted
• You may not even want to
• But “we only hire the best people”
• Do you?
• And pay them at the 70th percentile?
• Silicon Valley culture does a big disservice to Steady
Eddie/Addie
• When did it become a sin to be good at your job,
enjoy it, and not be seeking advancement? “Just remember this, Mr. Potter --
that this rabble you're talking about, they
do most of the working and paying and living
and dying in this community.”
16. Two Not-Terribly-Silicon-Valley Concepts
The Set & Forget DirectorThe Vitality Curve
(As Much as I Dislike Jack Welch)
Well, that didn’t age well
See: https://kellblog.com/2015/03/08/career-development-what-it-really-means-to-be-a-manager-director-or-vp/
17. What We’ll Discuss Today
• The age-old startup adage about people
• Fixing and generalizing the adage
• Hiring next-level people
• Because or despite analysis
18. I Fixed It
Culture of Valuing Employees Culture of Experimentation
(It’s OK to fail at something; you are not
your role)
Culture of Change
necessarily
^
but we generally want to keep them with organization, nevertheless
19. Generalizing the Adage
“The people, systems, processes, and strategies that got you here
aren’t necessarily the ones to get you to the next level.”
• Systems
• e.g., applications, infrastructure, controls, security, …
• Processes
• e.g., OKRs, planning, onboarding, board agenda, hiring, 360 feedback,
performance reviews, operating cadence, communications, compensation, …
• Strategies (really, operating strategies)
• e.g., technical debt, churn, business building
20. We Fall in with Love the
Systems We Invented
Look at my beautiful
• Planning process
• Weekly tracking sheet
• KPI dashboard
• OKR management system
• Staff meeting agenda
• Operating cadence
• All hands communications
Is everybody?
Do they still work?
Should you mix it up?
What message does stasis send?
21. Operating Strategies That Change With Scale
• Technical debt
• Who brung ya: “we got here by banging out MVPs and then delivering features.”
• Reality: that shit will kill you.
• Solution: Trust Releases
• Churn approach
• Who brung ya: “we can live with 15% gross churn rate, we’ll just offset it with new sales.”
• Reality: 15% of $100M is $15M. Today’s company size < tomorrow’s gross churn.
• Solution: get on top of it, now.
• Business building
• Who brung ya: “we built our business by just hiring more reps.”
• Reality: approach doesn’t scale. Europe != NJ. Federal != NJ. New products != NJ.
• Solution: change mentality from “hiring reps” to “building businesses” and
plan/staff/empower accordingly.
22. What We’ll Discuss Today
• The age-old startup adage about people
• Fixing and generalizing the adage
• Hiring next-level people
• Because or despite analysis
23. Hiring Next-Level Execs is a Risky Proposition
What if it doesn’t work?
• Lose a year
• Incur huge direct/indirect costs
• Drive out valued teammates
• Frustrate yourself
• Board starts asking questions
25. Board Flow Chart: Can You Build the Scale Team?
Founder
Yes
“The F in class F means
it’s our f’ing company.”No
Unrealized potential
Operational turmoil
Board conflict
Potential early sale
Apply next-level
adage to CEO
No
26. What Goes Wrong?
• Overskating the puck
• Hiring the IPO CFO at $50M
• Boards often misguidedly encourage this
• Athlete theory
• Recruiter sells you “an athlete” who’s in inventory
• Because you’ve not clearly identified what you want/need
• Hiring the lather/rinse/repeat executive
• Boards often misguidedly encourage this
See https://kellblog.com/2020/03/17/on-recruiting-the-must-have-nice-to-have-list/
27. Story: The Single Most Expensive
Marketing Event I’ve Ever Seen
• I was CMO of a $500M company
• We hired a new, next-level scale COO from a big company
• Super successful, sales oriented, built last company to $1B+ in revenues
• He wanted to do sports/relationship marketing
• We sponsored an ATP tennis tournament
• VIP treatment for 30 attendees for nearly $1M
• “You do know that I could buy every attendee a Ford Taurus, instead?”
• The right question
• “What was % of revenue from top 10 customers and ASP at his last job?”
28. Some Very Smart
People Are
Lather/Rinse/Repeat Making lots of money
seems to imprint here
The more you make
the deeper the imprint
29. Unlearning What We Think About People
• How many times have you seen “great people” at their last company
flail at yours?
• Maybe there are no great people
• Just great people for a given job in a given situation
• (And maybe great companies make good people great)
• (And that should be your goal)
30. Avoiding the Lather/Rinse/Repeat Executive
• Look for it on the LinkedIn profile
• Rewind/replay pattern
• Success/failure pattern
• Test for it in the interview process
• What did you do there? What would you do here?
• How similar does this situation look to that one?
• Why? What information would you need to decide?
• Converse: to the extent the situation matches, the right one-trick
pony might be a good idea.
31. What We’ll Discuss Today
• The age-old startup adage about people
• Fixing and generalizing the adage
• Hiring next-level people
• Because or despite analysis
32. Apophenia
The tendency to perceive
meaningful connections
between unrelated things
Technically, this is an example of pareidolia, one type of apophenia
Our Brains are Such Good Pattern-Matching Engines That
We See Patterns that Aren’t There.
33.
34. Where Have You Arbitrarily Decided A Success Factor?
(On logic of: we’ve done X, we’ve been successful, ergo we’ve been successful because of X)
• Culture
• Values
• Product
• Leadership
• People
• Focus
• Customer centricity
• OKR focus
• KPI focus
• Planning process
• Hiring process
• Operational cadence
• Communications
• Marketing
• Community
• Sales (no one says this, btw)
35. Unlearning Thought Exercise
We have been successful …
Because of In spite of Independent of Practice/process/value/sacred cow #1
Because of In spite of Independent of Practice/process/value/sacred cow #2
Because of In spite of Independent of Practice/process/value/sacred cow #N
•
•
•
36. Summary & Conclusion
• Meta-knowledge is important
• “It’s what we know for sure that ain’t so that gets you” – Twain (or not)
• Learning matters, as does unlearning
• We generally put more energy into new learning than challenging existing
• Pithy adages contain truth, but often conflict and are misapplied
• The people who got you here won’t get you to the next level
• Dance with who brung ya
• The next-level adage generalizes well and you should generalize it
• Beware the perils of hiring next-level execs and the rinse/repeat fallacy
• Sometimes we take the wrong lessons, see patterns that aren’t there
37. Q&A
Think of questions later?
Contact me at LinkedIn, davekellogg@mail.com, or @kellblog