Doug May

Join Jeremy Duggan, a leadership expert from Multiverse, as he shares insights on the difference between managing and leading. Mark Wendling from Snowflake explores essential sales disciplines and the traits that make top salespeople successful. Brian McCarthy, CRO at Rubrik, delves into key sales stages and defining exit criteria crucial for effective execution. Finally, Doug May of Harness emphasizes the importance of aligning solutions to customer goals through his value pyramid framework, bringing clarity to business value assessments.

Doug May, SVP of Productivity at Harness and former leader at Datadog and Databricks, has a track record cutting ramp time and boosting rep output. He explains the F1 engineering analogy for GTM support. He discusses measuring microscopic metrics, optimizing hiring and onboarding, using productivity as an investor signal, and which questions candidates should ask to de-risk their next role.